Be the GAME CHANGER.

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Dulcie Moore
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1 Be the GAME CHANGER.

Although every effort has been made to assure the accuracy of these materials and the comments made during the seminar, they are not intended to serve as a substitute for legal counsel.

2 DISCLAIMER Seminar materials and presentations are intended to provide you with guidance and insight with regard to the selected topics. However, your instructor is not an attorney; and the materials and comments do not constitute, and should not be regarded as, legal advice. Although every effort has been made to assure the accuracy of these materials and the comments made during the seminar, they are not intended to serve as a substitute for legal counsel. Policy forms, clauses, rules, and court decisions constantly change and vary from company to company and state to state. These materials are intended as a general guideline and may not apply to a specific situation. The author, instructor, Professional Insurance Agents of Indiana Inc., and any organization for whom this seminar is conducted shall have neither liability nor responsibility to any person or entity with respect to any loss or damage alleged to be caused directly or indirectly as a result of information contained in this book, in the presentation, or in any ensuing discussion. Presented by Professional Insurance Agents of Indiana 50 E. 91st Street, Suite 207 Indianapolis, IN

Jack Klemeyer Jack Klemeyer is a certified John Maxwell coach, speaker and teacher who is passionate about helping business owners, sales people and entrepreneurs grow their business.

3 Jack Klemeyer Jack Klemeyer is a certified John Maxwell coach, speaker and teacher who is passionate about helping business owners, sales people and entrepreneurs grow their business. With that purpose in mind, Klemeyer founded Grow Your Business Coaching, which is a company that facilitates high-impact, results-focused leadership for individuals and groups through a variety of formats including individual and group coaching, mastermind groups, corporate training and executive coaching. He draws from more than 30 years of experience and expertise in effective sales and communication skills. He has personally designed and presented several successful programs to aid participants in enhancing their performance. In addition to being a professional speaker Jack is a certified John Maxwell coach, trainer and speaker. He is an accredited facilitator and consultant for a wide variety of programs, including Get Clients Now!, the Kolbe Advantage and INTEGRITY Selling. Klemeyer is a certified Master Practitioner of Neuro-Linguistic Programming and a certified Language and Behavior Consultant which both provide unique skills to help his clients understand and change their behavior so they can reach their goals and achieve success. He is a 12 plus year member of the National Speakers Association and Toastmasters International. He is a Director Consultant for Business Networks International (BNI) Central Indiana Region. Find out more about Jack:

4 The Four Traits of Successful Leaders Leadership Is Influence Nothing More, Nothing Less. - John C. Maxwell Jack Klemeyer, Executive Director jackklemeyer.com 1

5 Let s answer a fundamental question: Beyond product knowledge and sales know-how, what traits most influence success? Strong 1 High 2 3 Excellent 4 Achievement Emotional Social Clarity Drive Intelligence Skills These traits aren t learned intellectually, but are developed experientially. G Clarity is having clear, specific, written goals of things you want to happen in your future. It helps us stay focused despite setbacks. Achievement Drive is released when you have clear goals. It is released to the degree you believe goals are possible and have the desire to achieve them. Emotional Intelligence is the ability to understand your feelings and emotions and their impact on your behavior. It is also understanding how you impact the emotions of other people. Social Skills relate to your ability to gain report, adapt to different behavior styles and listen for subtle meanings revealed through non-verbal communication. Achievement Drive can be the multiplier of success. 2 jackklemeyer.com

6 Success in General Mindset - Focus - Persistence - Practice - Understand and Treat Others - Discipline (Self) and Adversity - Fitness - Mind and Toughness Success is achieved not by a specific type of person but rather by people from all walks of life who enact a specific set of practices. Fundamental - C About My Future Who am I? What do I value? What are my strengths? What are my opportunities for growth? What are my goals? BUSINESS What are my plans for reaching them - P PERSONAL Goals When someone becomes disconnected from the future and their contribution to it, they underperform. jackklemeyer.com 3

Strong 1 Goal Clarity Goal Setting Review: S - M - A - R - T - W - B -

High Performers continually ask: Am I giving my best?

com Identity Self-Awareness is a key component of healthy Emotional

No Real Commitment - Don t Deal Well With Discouragement - Have More

7 Strong 1 Goal Clarity Goal Setting Review: S - M - A - R - T - W - B - No Goals = No Growth No Growth = No Change High 2 Achievement Drive High Performers continually ask: Am I giving my best? - EXCELLENCE - Not only for self but for others. 4 jackklemeyer.com Identity Self-Awareness is a key component of healthy Emotional Intelligence. Who you will aspire to be and how you ll show up. Which identity are you? Dabbler Novices Amateurs Players High Performers - Passing Interest But No Real Commitment - Don t Deal Well With Discouragement - Have More Than Interest - They Have Passion - Have Passion But Also Great Commitment and Skill - Like Players But With Greater All-Around Necessity, Skill and Team Spirit

8 Healthy 3 Emotional Intelligence Who Has Emotional Intelligence? Those who are good at understanding their own emotions. (self- ) Those who are good at managing their emotions. (self-management) Those who are empathetic to the emotional drives of other people. (social awareness) Those who are good at handling other people s emotions. ( skills) The words emotion and motion come from the same root Latin verb motere, which means to move. An Emotional Intelligence Blueprint Identify Emotions Reflective Questions o How do I recognize emotions? o Where do I hold emotions in my body? o How do I know for sure that what I believe is true? Skills & Concepts Skills and Concepts o Be empathetic o Self-honesty o Recognize that emotions can get in the way of accurately accessing emotions Understand and Manage Use and Communicate o Will my response help or hinder the situation? o Can you increase your awareness of your actions so that you see their effects? o Am I hearing the unspoken messages? o What is this emotion telling me? o Do I know how to use emotional language to help understanding? o Am I healing or hurting? o What will my emotional reaction have on others? o Will this emotion help me reach my goal? o Reason and motivation: o Manage feelings o Choose to affirm the positive o Develop social behaviors o Interdependence o Apply consequential thinking o Empathy o People will remember the emotion of the situation long after they have forgotten the words and deeds. o Express emotions appropriately. o Practice integrity Until you make the unconscious conscious, it will direct your life and you will call it fate. - C.G. Jung jackklemeyer.com 5

9 Excellent 4 Social Skills Appraise a situation Understand behavioral styles Managing drama Interpret emotional tone Evoke emotions Promote change Emotions play an enormous role in the creation and maintenance of social relationships. A person s verbal tone, the words expressed, facial features and body language are all factors that can shape the behaviors, thoughts, and emotions of others. Inferences made by others based on emotional information can influence power, competence, and credibility. An individual s ability to evoke emotions in others may inspire others to achieve greater goals, influence their creativity, and improve collaboration. Social Skills - Influencing Low Social Skills - Influencing Those who are less skilled at Influencing Are rarely assertive or ineffectively assertive Prefer one-to-one communication Have difficulty managing others Tend to be instructive High Social Skills - Influencing Those who are very skilled at Influencing Are effectively assertive Have a confident demeanor Are optimistic Inspire others If other people can make you sad, mad or glad You ve been had! - Paul Martinelli 6 jackklemeyer.com

10 THE CLARITY CHART - SELF - - SOCIAL - Three words that describe my best self are Page 89 - High Performance Habits by Brendon Burchard Three words that could define how I want to treat other people are Some ideas for how I can embody these words more often this upcoming week are - SKILLS - - SERVICE - The five skills I m trying to develop most in my life right now are The way I can learn or practice those skills this week includes Some people in my life whom I could improve my interaction with this week include Three simple ways I can add value to those around me this week are Something I could do this week with real focus and excellence to help someone else is THE CLARITY CHART - Taken from The Quest for High Performance Mastermind FOCUS ON THE FEELING The main feelings I want to cultivate in my life, relationships and work this week include The way I will generate these feelings is to DEFINE WHAT IS MEANINGFUL Something I can do or create that would bring me more meaning in life is jackklemeyer.com 7

A moment's insight is sometimes worth a life's experience.

By Angela Spaxman, Business and Career Coach, Director of Spaxman Ltd., Coach Training Expert for Progress-U Ltd. A moment's insight is sometimes worth a life's experience. -- Oliver Wendell Holmes US