Faculty Training and Development

To meet our aims, we hold webinars to train and develop our entire faculty.

Training and development include teaching, demonstrating, and practicing the skills and abilities to transact more effectively with our prospects and customers. As a customer intimate offer, we aim to build a long-term customer that simply will not even consider another option.

For differing roles:

For those in a sales, that you expand and maintain your effectiveness and motivation
For those in program delivery, that you deliver a program of expanding value
For each of us, that we are able to speak, act, and behave consistently with our unique approach

Each session will include a focused topic to be recorded and made part of this Faculty training library.

For any questions about this training, contact CEO John Patterson.

Syllabus and Replay Library

Future topics listed are subject to change and should be thought of as an intent vs a commitment.[vc_toggle title=”23 April 2018 – Listening” style=”square_outline” color=”orange” el_id=”1523919449751-21817373-34bf”]

John and Kirkland first address how a customer-intimate company would necessitate the skill, ability, and need to listen to our prospects and customers. We want our customers to experience being valued, heard, and understood as they endeavor to get answers, find solutions, and satisfy their aims.

Relevant Links

Tactics and Customer Intimacy[/vc_toggle][vc_toggle title=”30 April 2018 – Why Produce Breakdowns?” style=”square_outline” color=”orange” el_id=”1523920180177-eb45b932-0033″]

“The Perfect Offer is the offer, that when made, produces the breakdown for which you are the only solution.”

Co-Founder Kirkland Tibbels

If you don’t produce a breakdown (for which you are the only solution), your transactions devolve into:

Selling features and benefits
Witch hunts to “find their pain”
Convincing, coercing, or pressuring
Accepting the prospect/customers claim that they don’t have the time or money.

When the breakdown produced is sufficient, what someone is willing to exchange or sacrifice is offset by the weight of the breakdown.

If the breakdown can only be solved here, then they’ll transact to gain/keep the solution.[/vc_toggle][vc_toggle title=”7 May 2018 – How to Produce Breakdowns” style=”square_outline” color=”orange” el_id=”1523920178900-d5d787d7-27bf”]

Topic: How to Produce Breakdowns

“You must make real (as an experience) the immediate threat that their current habits, behaviors, or ethics are to the aims they seek to satisfy.” Co-Founder John Patterson

This is a great lesson in the Lizard, Monkey, Adult (logic) brain and how we address these “brains” in the conversations for prospects and customers.

Lizard: avoid threat and discomfort, conserve energy/resources
Monkey: social, emotional, values, inclusion, reciprocal
Adult (logic): details, assessment, analysis, terms

Example of Producing a Breakdown

John, with Marne, leads a conversation with Catherine Rogers; a PIP applicant from the Charlottesville Workshop who completed her FOT Contract during this meeting. NOTE: this is audio only (black screen) until about code 30:00. I lead the meeting showing my webcam, Saturday casual, baseball cap, at home.

It’s notable because it demonstrates a great deal of the Training & Development we’ve addressed so far: listening vs talking at; why produce breakdowns, how to produce breakdowns, and more. Marne assumed that Catherine was unable to afford the program, was only able to do PIP, and might not be our customer.

She is now contracted to start the FOT in August with the possibility of moving up to June.[/vc_toggle][vc_toggle title=”14 May, 2018 – Answering the question “What is Influence Ecology?“” style=”square_outline” color=”orange” el_id=”1523920177138-01f39059-0593″]

Not a lesson in the proper “elevator pitch.”

While The Current sells us the notion that we should know our elevator pitch, this counter-intuitive approach demonstrates that how we answer the question “What is Influence Ecology?” depends upon the critter/environment we’re speaking into.

Filled with examples, practice, and dialogue, Kirkland leads a brilliant demonstration of mood, underscores the need to listen keenly, and proves that how you answer the question isn’t merely about what you say, but more often, it is about who you’re talking to.[/vc_toggle][vc_toggle title=”21 May, 2018 – Consequential Environments” style=”square_outline” color=”orange” el_id=”1525697535548-e5a6c013-7ec3″]

Consequential Environments

Our proprietary program methodology utilizes three key components:

1. Our Specialized Content
2. The Social Dynamic
3. Consequential Environments

Remove any component – and it’s not Influence Ecology

Why a Consequential Environment?

We do not live in a magical bubble protected from nature, absolved from misdeeds, and entitled to trophies. The world is a consequential place. The marketplace is indifferent. Every action (and inaction) builds an identity (career) and shapes the perceived value (or cost) you are to others.

People thrive in an environment that measures the consequence of committed action. Through action, assumptions are validated or modified; without action, ‘knowledge’ remains untried, unproven, mere information. Measurement allows for the continuous reconstruction of the transactions that satisfy our aims.

Consequential Environment John with Bernard

Recorded a month prior to the replay above.

John Patterson works with Bernard Jordan to train and develop his ability and fitness to lead FOT Session 2. This segment distinguishes what we mean by “Consequential Environment” and the three required aspects of our methodology; where if one aspect is missing the “wheels fall off.” The three required aspects of our methodology are 1) the specialized content 2) the social dynamic and 3) the consequential environment.

For faculty, if asked “What are the three required aspects of the Influence Ecology methodology?” your answer would be these three aspects.[/vc_toggle][vc_toggle title=”4 June, 2018 – Aims: Theirs, Yours, and Ours” style=”square_outline” color=”orange” el_id=”1524070425506-7e5dcb21-7b53″]

Aims – Thiers, Yours, and Ours

Every transaction begins with the aims that transaction is designed to satisfy.

If our ethic is that transactions are reciprocal, co-constitutive, relational…might you be forgetting someone?

Their Aim

Some of us might forget that our prospects and customers have aims that they are here to satisfy – they’ll go elsewhere if they don’t satisfy those aims (if you don’t offer help).

Your Aim

Some of us might forget our own aims as we habit/work in familiar ways – we forget to inform prospects, customers, and co-workers of our aims and may not make them known.

Our Aim

Some of us might forget (or be naive or indifferent to) our Enterprise aims as we habit/work in familiar ways.

What are those aims?[/vc_toggle][vc_toggle title=”11 June, 2018 – Referring People to Influence Ecology” style=”square_outline” color=”orange” el_id=”1526863139074-ac578532-fa2f”]

We Grow With Referrals

We are an invitation-driven organization

An invitation to be satisfied
An invitation to live your dreams
An invitation to join us

[/vc_toggle][vc_toggle title=”18 June, 2018 – An Invitation-Driven Organization” style=”square_outline” color=”orange” el_id=”1526862989116-604fc45a-92b7″]

An Invitation-Driven Organization

Kirkland Tibbels as Interim President

John/Kirkland “two in a box” – dual roles

Kirkland constructs motivation, inspiration, and narratives
John oversees the plans + reporting

Five FOT Contracts a Week is our new normal minimum

250 FOT Contracts Annually
35-42 Participants per Class Group
This’ll mean an expansion in everything we do
Your role and aims satisfaction can expand as we grow

Growth model = we scale with your ambition

Client Managers actively expanding invitations locally
Program Leaders teach “grow your local ecology” and “acknowledge referrers”
All Faculty involved in offering referrals weekly

[/vc_toggle][vc_toggle title=”25 June, 2018 – Customer Intimacy: Presentation thru Completion” style=”square_outline” color=”orange” el_id=”1526863247991-224c229d-43fa”]

A Customer Intimate Strategy

Customer Intimacy is one of three Value Disciplines. It is a strategic focus that concentrates efforts and deploys resources towards building a long-term customer that simply will not even consider another option.

We don’t merely deploy our resources towards customers starting the Fundamentals of Transaction Program, we focus our efforts towards long-term customer loyalty; getting close to them, offering tailored solutions, and adapting to customer needs.

Customer Intimacy: Presentation to Completion

Presentation to Session 1
Session1 to Session 4
Session 4 to Exit Interview

[/vc_toggle][vc_toggle title=”2 July, 2018 – Caring for Customers During Conference” style=”square_outline” color=”orange” el_id=”1529412076612-f144445d-f273″]

Customer Intimacy: Caring for Customers During Conference

How might you, in your role, help produce a conference experience for those in attendance that is uncommon?

Sales Team Assignment

Read Chapter 2: The Big Secret of Dealing with People

Choose one person to appreciate in some profound way this week – take an extraordinary action to demonstrate your appreciation.

Be ready to share in our next session.

[/vc_toggle][vc_toggle title=”16 July, 2018 – What we Learned at Mid-Year Conference” style=”square_outline” color=”orange” el_id=”1526863478212-2721d699-5249″][/vc_toggle][vc_toggle title=”23 July, 2018 – HTWFAIP Part 1 Chapter 3″ style=”square_outline” color=”orange” el_id=”1526863540835-4fa2d6e7-c519″][/vc_toggle][vc_toggle title=”30 July, 2018 – HTWFAIP Part 1 Chapter 4″ style=”square_outline” color=”orange” el_id=”1533671859692-d55c04ce-080f”][/vc_toggle][vc_toggle title=”6 Aug, 2018 – Faculty Customer Intimacy + HTWFAIP Part 2 Chapter 2″ style=”square_outline” color=”orange” el_id=”1526863639999-a96751a1-7e30″][/vc_toggle][vc_toggle title=”13 Aug, 2018 – Reports & Metrics + HTWFAIP Part 2 Chapter 3″ style=”square_outline” color=”orange” el_id=”1534261757554-076a1971-0a6f”][/vc_toggle][vc_toggle title=”20 Aug, 2018 – Reports & Metrics/Workshops + HTWFAIP Part 2 Chapter 4″ style=”square_outline” color=”orange” el_id=”1535413069636-1f89cdce-dd38″][/vc_toggle][vc_toggle title=”27 Aug, 2018 – Reports & Metrics: The Program Management Document” style=”square_outline” color=”orange” el_id=”1535413067293-5eb7ae5e-9892″][/vc_toggle][vc_toggle title=”10 Sep, 2018 – What is Influence Ecology + HTWFAIP Part 2 Chapter 6″ style=”square_outline” color=”orange” el_id=”1537293719361-920d7c70-a3fe”][/vc_toggle][vc_toggle title=”17 Sep, 2018 – How we teach Transactional Competence + HTWFAIP Part 3 Chapter 1″ style=”square_outline” color=”orange” el_id=”1537294543465-6f064f1c-cfb1″][/vc_toggle][vc_toggle title=”24 Sep, 2018 – Levels of Learning, What is Study? + HTWFAIP Part 3 Chapter 2″ style=”square_outline” color=”orange” el_id=”1537903271298-a5e529c6-9b38″][/vc_toggle][vc_toggle title=”1 Oct, 2018 – Most People Adjust Their Aims + HTWFAIP Part 3 Chapter 3″ style=”square_outline” color=”orange” el_id=”1538498297076-87ba0345-7c74″][/vc_toggle][vc_toggle title=”8 Oct, 2018 – How to Study + HTWFAIP Part 3 Chapter 4 – 7″ style=”square_outline” color=”orange” el_id=”1539186517270-d5e6493c-362f”][/vc_toggle][vc_toggle title=”15 Oct, 2018 – Fundamental Principles + HTWFAIP Part 3 Chapter 8 – 12″ style=”square_outline” color=”orange” el_id=”1539711775207-d798c0c2-b47c”][/vc_toggle][vc_toggle title=”22 Oct, 2018 – Fundamental Principles + HTWFAIP Part 4 Chapter 1-9″ style=”square_outline” color=”orange” open=”true” el_id=”1540329568920-cbf8fb9a-e911″][/vc_toggle]