1. NOT A SPEECH START OF A DIALOG MOVING TO ACTION

2. /KeithFerrazzi@ferrazzi We have made behavioral transformation a science ▪ 20 Years of Study ▪ Relational and Collaborative Focus ▪ Constantly Refining the Methodologies ▪ Field Testing, Consulting and Training with Hundreds of Fortune 1000 Clients 2

3. /KeithFerrazzi@ferrazzi FOCUS ON Highest Return Behaviors: Relational and Collaborative X>Y>P X>Y>P X>Y>P X>Y>P X>Y>P 3

4. /KeithFerrazzi@ferrazzi Intellectual Emotional InternalExternal Aligned Purpose 4

5. /KeithFerrazzi@ferrazzi Ignition Requires an Empathetic CHALLENGE Don’t shame or judge where you are Reveal a pink elephant and do so without angst Be empathetic (human/vulnerable) Use levity. Create some fun Actually ASK if they agree to change Focus on support of those who want to try to change Offer as much choice as possible 5

6. /KeithFerrazzi@ferrazzi PersonalProfessional Structural TRUST: 3 Dimensions to Consider

7. /KeithFerrazzi@ferrazzi Accelerated Personal Relationships Tell Your Story 7

8. /KeithFerrazzi@ferrazzi Before After 8

9. /KeithFerrazzi@ferrazzi If you have any doubt at all… The Data Is In INSTITUTE OF RELATIONAL AND COLLABORATIVE STUDIES 9

10. /KeithFerrazzi@ferrazzi PEOPLE WITH BETTER SOCIAL CAPITAL ▪ Better jobs more quickly ▪ More likely to be promoted early ▪ Larger bonuses ▪ Higher performance evaluations Employees with most extensive personal networks were 7% more productive (MIT, 2009) Source: Social Capital: The Key to Success for the 21 st Century Organization, Valdis Krebs, orgnet.com 10

11. /KeithFerrazzi@ferrazzi MANAGERS WITH BETTER SOCIAL CAPITAL ▪ Teams reach goals more rapidly ▪ Better project managers ▪ Teams generate more creative solutions #1 factor for high-performing business teams? Source: “Eight Ways to Build Collaborative Teams,” Harvard Business Review (2007) 11 DEEP SOCIAL BONDS

12. /KeithFerrazzi@ferrazzi SALESPEOPLE WITH BETTER SOCIAL CAPITAL ▪ Strongest predictor of sales success: ▪ Relationship skills ▪ Higher social capital Top 1% income earners Source: “Eight Ways to Build Collaborative Teams,” Harvard Business Review (2007) 12 CLOSE DEALS FASTER

13. /KeithFerrazzi@ferrazzi BOTTOM LINE: Your Network = Your Net Worth 13 $948 IBM study found each contact in a person’s network was worth:

14. /KeithFerrazzi@ferrazzi So here’s the million dollar question: DO YOU…  Have a budget and a financial plan?  Have a project plan?  Have a task list?  Have a diet plan? WHERE IS YOUR PEOPLE PLAN? 14 Content Conversations Connections Convergence Cultivating Create Communities Collective Intelligence Clarity Communication Collaboration

15. /KeithFerrazzi@ferrazzi 15 The Rules of the Game

16. /KeithFerrazzi@ferrazzi Know How: Doing 70 20 10 Teaching Coaching 16

17. /KeithFerrazzi@ferrazzi Mission 1: ALWAYS ASK WHO Not only WHAT, but WHO ▪ Setting specific goals ▪ Identifying who can help Write down 1 professional goal and 3 people who can help you attain that goal. BE SPECIFIC 17 FOCUS Mission

18. /KeithFerrazzi@ferrazzi Mission 2: SYSTEMATICALLY MANAGE YOUR TARGETS ▪ Prioritize A, B, and C ▪ Focus attention where it counts ▪ Measure the relationship quality Measure the relationship quality of each individual. -1, 0, 1, 2, 3 18 Mission

19. /KeithFerrazzi@ferrazzi DEFINE Mission 3: EXPAND YOUR CURRENCY: Do your homework on one individual and how to help 19 Mission DEFINE Giving Back Intellectual Stimulation Financial Success Deep Relationships Physical Wellness Professional Growth Spirituality Do Your Homework

20. /KeithFerrazzi@ferrazzi Mission 4: ACCELERATE RELATIONSHIPS EVERY INTERACTION Find a way to CARE 20 Mission ▪ PREPARE – Research People ▪ PROACTIVE – Mindsets ▪ FOLLOW-UP - Generosity Accelerate DEFINE

21. /KeithFerrazzi@ferrazzi Mission 5: LIFELINE RELATIONSHIPS  Ambassadors  Mentors 21 Mission A Way of Life

22. /KeithFerrazzi@ferrazzi A PROVEN METHODOLOGY  Find Lifeline Relationships  Broaden Goal-setting Strategy  Learn to Fight  Diagnose Limiting Habits  Commit to Improvement  Lean for Support  Make it Stick Not a “SELF-HELP” book but the first “LET OTHERS HELP” book 22

23. /KeithFerrazzi@ferrazzi WHO ARE YOUR LIFELINES ?

24. /KeithFerrazzi@ferrazzi Mission 6: BUILD YOUR PERSONAL BRAND ▪ Define how to position yourself in the market ▪ Utilize social media to market your brand Send a LinkedIn Recommendation 24 Mission ALIGNMEN T

25. /KeithFerrazzi@ferrazzi Mission 7: LEAD WITH GENEROSITY, INTIMACY, CANDOR AND ACCOUNTABILITY Ping with gratitude and respect. Ask for COFFEE, LUNCH, a CALL 25 Mission OUTREAC H

26. /KeithFerrazzi@ferrazzi “Never be afraid to ask, the worst anyone can ever say is NO.” 26 Pete Ferrazzi

27. /KeithFerrazzi@ferrazzi Our Unique Value Proposition and Point of View 27 BEHAVIOR CHANGE IN SERVICE OF BUSINESS OUTCOMES HIGHEST-RETURN PRACTICES OPEN “POROSITY” ROLE MODEL COMMUNITY COACHING INTERVENTIONS DISTINCT PRACTICES BEHAVIORS THIN SLICING BEHAVIORS INTO DISTINCT PRACTICES CREATE OPENNESS TO CHANGING AND ADOPTING NEW BEHAVIORS AND PRACTICES ENGAGE EARLY ROLE MODELS AS AN EARLY ORGANIZING MOVEMENT USE COACHING, NOT TRAINING AND COMMUNICATIONS AS THE KEY CHANGE LEVER CONSEQUENCES LOGIC EASE PASSION BELONGING EMOTIONAL INTELLECTUAL EXTERNAL INTERNAL VIRTUAL PEER COMMUNITY SELF-DIRECTED CUSTOMER MANAGERIAL EXPERT TECHNOLOGY ENABLED PRACTICES CELEBRATION CHANGE IS HARD…CULTURES DON’T CHANGE, PEOPLE DO…NON-TRADITIONAL APPROACHES ALIGNMEN T