WELCOME TO FIRST FRIDAYS!

Discover the Power of Why

June 1, 2012
 About Jim Jubelirer
• 14 years of $1M+ sales
• Expert in sales, marketing
and leadership
• Angel investor, RTP Capital
• Coach and trainer for Duke Leadership Program
• Frequent speaker, trainer and facilitator
• BA University of California, Santa Cruz
• MBA, Cornell
• Participant in Sandler Sales, Strategic Coach, numerous other
personal and professional development programs
 Happy Anniversary!
• 11 ongoing 1:1 clients
• 172 Seminar attendees
• Over $1M in new payroll from 20+ jobs
added
• Extensive network of over 2,000 contacts
• Participation in the best business and
coaching educational events
 About ActionCOACH…
• Our Mission: World Abundance through Business Re-
Education
• Our Goal: Improve Business Performance and
Personal Satisfaction
• Combines the best practices in leadership,
management, business excellence, and personal
development
• 1,000+ Coaches worldwide in 40 countries
Business Coaching Programs…
 Upcoming Events
• GrowthCLUB, Tuesday, June 19,
– This hands-on workshop will give you the tools to create
your plan for the year that will create momentum and
transform your business.
– Free coaching session included with $199 registration fee.

• Brad Sugars “Unplugged”, June 20-21 Wilmington

Convention Center
– Spend a full day in an intimate setting with the world’s #1
Business Coach, along with only 35 other business
owners. Includes free evening event on Wed.
 Begin with the End in Mind

RAVING FANS = LOYAL

CUSTOMERS
 Funnel of Engagement
• Suspect MARKETING
• Prospect
• Lead
SALES
• Shopper/customer
• Client
• Fan OPERATIONS
/DELIVERY
• Raving Fan
 Three Key Process Steps
You Must Get Right

• Lead Generation
• Conversion
• Engagement/Loyalty/Co
mmitment
You don’t want ALL
customers
You only want the
RIGHT customers!
To become a
master of
marketing

you must understand

human behavior
 Biology Basics
• Limbic
– Inner, older, “caveman”
– Controls emotions and feelings
– Decision-making
• Neo-cortex
– New, “modern man”
– Controls processing of information
– Uses language
 What is the WHY?
• The way you are wired
• Survival mechanism from young age
• Pre-verbal
• Expression of your belief system
• Motivates behavior
– People like other people who have the same
values they do
 Reticular Activating System
(RAS)
• Automatic mechanism inside your brain
that brings relevant information to your
attention
• Filter between conscious and
subconscious mind
• Can be “programmed” by the conscious
mind
– Cannot distinguish between external and internal
reality
 Benefits of
Knowing Your Own WHY
• Improved focus
• Increased energy
• Increased passion and purpose
• Better time management
– Easier to say NO! to non-core tasks,
opportunities and people
Example WHY: To Find a Better Way
(and share it)
• Constantly seek better ways to do things
and share their improvement with the
world
• “Often pleased, never satisfied"
• Good at associating – taking from one
industry and applying to another
• Competitive, athletic, inventors,
architects, dentists, business process
engineers and tinkerers
Source: 4D Dentistry
 Putting It All Together
WHY Beliefs, values
HOW How you bring your WHY to the
world
WHAT What you do
VISION How you want the world to work

MISSION How you want to work in the world

VALUES The principles by which you

operate
PROOF STATEMENTS AND How others have benefited from
TESTIMONIALS your WHY
 My WHY
• I exist to contribute to a greater
cause than myself
• I do this through Communicating,
Connecting, and Coaching
– I offer books, seminars, workshops,
and 1:1 coaching
• My Vision is financial security and
peace of mind for all
• My Mission is to directly touch
the lives of 10,000 people
• http://www.ted.com/talks/simon_sine
k_how_great_leaders_inspire_action.h
tml

http://www.sanchezdental.com/

http://www.whymarketingprogram.com/
Jim Jubelirer
Certified ActionCOACH
308 West Rosemary Street, Suite 307
Chapel Hill, NC 27516
(919) 969-7818
jimjubelirer@actioncoach.com
www.actioncoach.com/jimjubelirer