Jim Cathcart

Get people to want to perform at their best

Think Like A Start Up, Lead Like A Pro! The main challenge of leadership is not a skills challenge; it is a motivation challenge. Getting people to want to do what needs to be done. That is the main job of a leader.

Purpose
• Regain the energy and drive of a new entrepreneur! Give people the confidence to press forward despite uncertainty or challenges.
• Show people how to take the lead and keep it.
• Empower them to lead themselves and to help others grow.

What Audiences Learn
• Ground-Level Leadership, getting things done
• How to leverage your connections into assets.
• 336 ways to get people to do what is needed.
• The critical variables: What you know & what you contribute.
• The Mastery Grid: Purpose & Contribution = Fulfillment.
• How to be a thought leader in your field.
• Mindset: Rethinking the purpose of business (To make life better for people).
• Mindset: Rethinking the purpose of sales (To build a profitable clientele).
• Mindset: Rethinking the purpose of management (To help people grow).
• Mindset: Rethinking the purpose of great service (To increase the satisfaction).
• How the way you think about work shows up in your output.
• Lead with your heart, but guide with your head.
• Know the motives behind the motivation.
• The importance of keeping people in the right frame of mind.
• How your nature & your nurture (experiences) determine your potential.
• Achieving Ph Balance: Profits High, and People Happy.

Time Frames
• Speech: 20-60 minutes
• Seminar: up to 3 hours
• Workshop: up to 6 hours or 2 days

Applications
For Managers, Owners, Leaders & Sales Professionals
• Coping with Change & Challenge

Turning Contacts Into Assets

High-Rev Selling: “Increase your Sales IQ! Wouldn’t you rather get ALL the business instead of just one transaction? Relationships must be treated as Assets! A relationship without a sale is merely a social connection. A sale without a relationship is what one gets from a vending machine. Our clients deserve to have us as their partner in problem solving.” - Jim Cathcart, Original Author of Relationship Selling

Purpose
• Remove people’s fear of making commitments in an uncertain economy. Change the way people think about sales relationships.
• Teach them specific techniques in order to generate more sales with less resistance.
• Build their confidence and give them a clear direction for action.

What Audiences Learn
• How to get all the business, not just one transaction.
• The eight competencies of sales readiness.
• How to turn “cold” calls into first calls.
• Learn to read the ways people will teach you how to sell to them.
• How to sell to buyers as they like to be sold to.
• The true difference between gross and net revenue.
• Rethinking the purpose of sales (To build profitable business friendships).
• How to gain the edge over competition.
• How to sell naturally, without pressure.
• Studying needs and wants rather than just pitching product benefits.
• How to keep the sales pipeline full.
• Sell the idea not just the product.
• Targeted Curiosity: Learning what to wonder about.
• Advanced listening and questioning techniques.
• How to be a Partner, not just a Persuader.

Time Frames
• Speech: 20-60 minutes
• Seminar: up to 3 hours
• Workshop: up to 6 hours or 2 days
• 12 week online course available

Applications
For Sales Managers, Owners & Sales Professionals
• Knowing how to reach and sustain the top 1% of sales leadership.
• Teaching non-sales professionals how to generate new business.
• Advancing the skills of already-successful top performers.

Confident, World-Class Communication

Imagine getting the Super Bowl Winning Quarterback to teach you football or the winner of The Voice® to teach you to sing.

Jim Cathcart is a Certified Speaking Professional, Speaker Hall of Fame inductee, Past President of the National Speakers Association, Winner of The Golden Gavel, The Cavett Award, The Legends of Speaking Award, The Lifetime Achievement Award and co-founder of The Professional Speaking Institute. Top 1% TEDx speaker.

Sometimes, it is more valuable for Jim Cathcart to train your people to speak more effectively than it is for him to personally address your group!

Purpose
• Collaborate with you to design enterprise solutions for your communication skills needs.
• Large or small groups can be trained directly by Jim Cathcart in workshops and seminars.
• Private personal coaching tailored exactly to the needs of each individual.

What Audiences Learn
• Online Presentation Skills vs In Person
• Structuring your message
• Managing the speaking environment
• Telling Stories effectively
• Using humor
• Platform mastery and stage techniques
• Strategies for each different type of presentation
• Handling difficult audiences
• Customizing your message to the audience
• Speaking to: persuade, inform, motivate, educate, train, entertain, etc.
• Build Confidence... and so much more.

Time Frames
• Determined by the size and needs of each group. Online Academy and in-person optional.

Applications
For Service Providers, Workers, Managers, Owners, Leaders & Sales Professionals
• The Message
• The Delivery
• The Audience
• The Setting
• The Process
• The Speaker

Helping People Grow

“The Seed of your future Success already lives within you.” – The Acorn Principle,
Bestseller by Jim Cathcart

Purpose
• Discover your greatest strengths. Generate initiative and build self-reliance.
• Show people how to grow themselves and their businesses by learning to find the natural
strengths in situations and people.
• Empower them to help people grow.

What Audiences Learn
• The Mastery Grid: Purpose & Contribution = Fulfillment
• How to become a Thought Leader in your field.
• The eight vital elements of empowerment.
• How to isolate the traits that make you unique.
• How to align people into roles and relationships that bring out their best.
• How to determine “how” a person is smart.
• How to recognize your priority values.
• How to motivate people without over or under doing it.
• How to measure a person’s potential “velocity”.
• Ask yourself: How would the person I’d like to be do what I’m about to do?
• How to structure jobs to increase productivity.
• How one hour a day in study can make you a leading expert in 5 years or less.
• How to achieve “optimum” performance.
• Role agreements vs job descriptions.
• Three essentials for productive relationships.

Time Frames
• Speech: 20-60 minutes
• Seminar: up to 3 hours
• Workshop: up to 6 hours or 2 days

Applications
For Mentors, Service Providers, Managers, Owners, Leaders & Sales Professionals
• Self Awareness: help people understand why they are as they are and how to motivate themselves to be their best
• All leadership begins with self leadership
• Mastering Change and Staying on Purpose
• Bringing out the Best in People

The Simple Solution for Lifetime Customer Loyalty

“Customers experience the people, products and processes of dealing with you but what they
remember most is how you made them feel.” - Jim Cathcart

Purpose
• Change the way people look at their customers, their business and what they are paid to do.
• Get everyone to understand the importance of standards and systems in creating customer satisfaction.
• Get them to recognize the profit potential and fun that exists in exceptional service.

What Audiences Learn
• You must be loyal to your customers before you expect them to be loyal to you.
• The difference between Touch Points & Trust Points.
• Why some things must always be done right.
• How to get people to WANT to provide great service.
• UpServing vs. UpSelling.
• The importance of knowing how what you do makes life better for the recipients.
• The “Causation Chain” from Mindset to Actions to Habits to Reputation to Relationships to Opportunities & Outcomes.
• The “Grandma Factor” of keeping customers.
• The purpose of business: to make life better for people, profitably (so you can continue doing it.)
• How to convert average customers into great ones. (Where the leverage points are.)
• How to discover how your customers see your organization.
• How to identify both internal and external customers.
• How to bring life to your mission statement.
• The difference between Cash Flow and Profit.
• How to eliminate the “termites” of bad service.
• How to treat different customers differently yet as they want to be treated.
• The difference between Service thinking and Operations thinking.

Time Frames
• Speech: 20-60 minutes
• Seminar: up to 3 hours
• Workshop: up to 6 hours or 2 days

Applications
For Service Providers, Managers, Owners, Leaders & Sales Professionals
• Making managers aware of how to get employees to want to deliver genuine, enthusiastic service consistently.
• Reorienting employee thinking toward ongoing relationships with clients both internally and
externally.
• Educating your leaders on how to manage and structure the organization for quality service at
all levels.

The Seed of your Success already lives within you!

With over 44 years of professional speaking around the world, and delivering more than 3,300 presentations to audiences in every state of the US, most provinces of Canada and countries from Scotland to China to Poland, Dubai and Singapore, Jim has an outstanding ability to customize and deliver a message that entertains, inspires and transforms your audience and resonates with your event theme.