February 9 - Virginia State Police - Insurance Fraud Program, 12 - 1 pm - GEICO - Lunch & Learn - no cost
March 9 - National Safety Council - Distracted Driving & Highway Safety, 12 - 1 pm - GEICO - Lunch & Learn - no cost
April 13 - Networking Social - Cheesecake Factory - Chevy Chase Pavilion, 4:30 - 6:30 pm - no cost
April 21 - Capital I Day - Excellence Through Education - 7 am - 4:45 pm - Hilton - Rockville, MD - $99
May 4 - Amazon - The Cloud - Protecting Personal & Business Information, 11:30 am - 1 pm - Clyde's Gallery Place - $20
June 1 - UL (Underwriters Laboratories) - Insurance Council - Current Issues, 12 - 1 pm - GEICO - Lunch & Learn - no cost
On January 25th, NAIFA - Greater Washington, DC hosted the Success Summit - Reach Your Peak Potential. Hundreds attended their 6th annual summit & listened to a full day of motivating speakers. As a guest, I took notes & I hope you find my synopsis of Max Mayer's closing presentation entitled "How to Influence Anyone" beneficial:
1. Body Language
Problem is we are looking at someone's face. More reliable indicators are from the ground up. Which way are the person's feet pointed? If they are pointed in another direction, then they have somewhere they need to be. Therefore, just simply say, "I see that you have somewhere you need to run and I will give you my card."
What are you saying with your body language? When you are confident, you exhibit it by taking up more space with your arms and your legs. If your hands are clasped and sitting in your lap, then you aren't feeling confident and you're not ready to interact. If your hands have steeped fingers and hands together, then that could be perceived as arrogance. Instead, to show your confidence, just separate the steeped hands by a few inches. Placing your finger on your chin shows that you are confident and listening.
Wanting to have a conversation with your manager? Just stop in their doorway, say their name and ask if they have a minute. Don't interrupt them unless they give you permission to enter.
Goal is to avoid direct face-to-face conversations because they can be perceived by the other party as hostile. Turn your shoulder towards them a little bit. The goal is to get them to the same side of the desk as you. Ask them to take a look at your screen or at a report that you have in hand. Put people at comfort by angling chairs and shoulders towards them.
Look at a person's true needs and be willing to compromise. What are the other person's interests?
Five Rules for Negotiation:
1. Don't be direct - this first goal is that you have got to understand them.
2. Ask "no" questions - "No" makes us feel safe. "Would you mind me taking a minute to look at your taxes?"
3. Let them "feel" in control. Restate the last 2 or 3 words that they said. You are mirroring their words. Just restate what they said in a low comforting voice and then stop talking. Learn to be comfortable with silence. The more you listen, the more comfortable people become. The key is you develop rapport and understanding.
4. Two word magic - paraphrase and parrot back to them. When they say "that's right", you have found the magic words.
5. Listen for levers - really hear what they need.
3. Instant Influence
Recommend viewing on Netflix - Ted Talk - "I am not your guru" by Tony Robbins.
When you walk up to the check-in desk at a hotel, don't say "I'm checking in". Instead read their name tag and say the words "Hello (their name), how are you doing today?" and really mean it.
When you hold something warm in your hands, your like-ability goes up. When you are having a client meeting, offer them something warm and put it into their hands. Testing shows that warm hands encourage warmer feelings towards the other person.