Post - Executive X Briefing with Scott Stein

1. As a feeder

2. As a lead generator

3. Any clients that you've worked with in the past. - "We've got spots available on our Executive X. If you want to send one or two of your people."

4. Build into your proposal fee which cannot be taken out(goes up a thousand dollars - cover the cost of them going - woven in that whole package)

Option 1: “Normally, It's AUD2900 or whatever else, and now it's only a thousand.”

Option 2: “If you want to send two people. The second person's at half price - AUD1500.”

(The benefit of having two from the same organization doubly influenced internally) Should not be more than 2 per company).

1. People that want to come but it's only them, it's not their whole team.

2. They can sign up and pay.

3. It could be its own product.

1. Keynote or Conference Delivery we’ve come up with over the last six months.

2. Introducing it from the pre-sales work.

3. Adding now the proposals - Cas Goes Beyond Inspiring your Audience.

4. Integrating Complementary Debrief Call.

5. Integrating Complementary Invitation to Executive X.

6. In that window of opportunity, you've talked about the post conference. Then try to get that person locked in as quickly as possible. That's going to make you get your minimum number so you can run them consistently.

7. Track it. Percentage-wise for everyone that I give a lot of those. How many of them actually show up.

8. Recency and frequency

9. To get a sale - Follow up call “You mentioned that somebody within your team, you got a sales incentive team, another division, can you introduce me to them? If it's not your area, can you at least introduce me to them? And could we have a quick Zoom call with you ON the call? The reason why I want you on the call is rather than me talking about it, I want you to talk about what the experience did for you and what you noticed. I'll still talk about the program and the format and and after that I can tailor it for them and everything else”

WHY?? - you get closer to the launch deadline or whatever else, we know, that's where the stress comes up. This is about making the relationship deeper. Making the relationship stronger, getting them to actually focus on what's important. That’s how you position it there.

Live Testimonial - Do it using them having the experience to sell it internally rather than you coming in cold because somebody said, oh, John said to talk to you. Right? So that's what I would want. I'd want that, which is what I call a live testimonial.

11. Consultants - Your follow-up with them is which of your clients do you think will benefit going through this. Needs to be some feeder that's kind of consistent follow-up that that creative Champions within the organization and get them to go.

12. Conference Organizers - For your conference next year, see if Executive X would actually work. It's different. It's Unique. You've had the experience so you can tell them firsthand what it's like. Cost wise, it's the same.

13. Post Key-note - Every delivery is a target for further or deeper work for Executive X except for government organizations or churches.

• At the end of the proposal, mention Executive X and since you’ve done a conference with us, if you want to nominate one or two people, we can give them a spot at half price. This can be a recognition or reward for one or two of your people when you do it at half price, that's kind of our value add to the non-profit and the government.

2. Past Executive X Participants (Executive X Alumni)

Annual Event - Keep nurturing and developing deeper and long term relationships with the group. They could either pay and invite one person but there should be an age limit. It’s a feeder from all the free ones. Could be your colleagues at work, or a close friend, or whoever else.

Sydney-based Event - Can be before or after work, such as climbing at the Gym and having that for two hours and going to the beer department or kayaking on Sydney Harbor with the group. 

Having an Accountability Partner - I want you to agree to follow up with them in two to four weeks time. Just have a conversation. If you were doing something like that, that's continuing Beyond.

Parent-Child Event - Executive X Alumni can bring their child to the Annual event (Depending on the age limit allowable)

          Price point - 1990 per person instead of 3,000 (Distinguisher is the price point)

Sponsor Partner - Question to ask - Are you interested in sponsoring this event? Priced at 5,000. Gives you one of your people can come along - Universal 

Use of Mini/Quick Video - 45 to 60 second video

• Video to show experience (Preview of the Executive X experience) - Shows them visually of what the participants will be doing

• What's the executive session going to be like

• How's the arrival to the venue/base camp

• Then we're gonna go into a session

• We're gonna do a little bit of this. Then what we're gonna do is get you right. You can actually practice a little bit of absolutely, hang on a little things, get your confidence up

• Then we're actually going to jump on the buses

• We're going to go to do canyoning where we give you wetsuits. Explain what to do

• It could be a voiceover just with images of what that is, then we get back to the base camp

• You have to chance shower

• About the nice dinner

• A little bit of video of people around the fire

• Next morning we have a debrief

• I could take photos, doesn't it matter? Yeah. Put some music in the background

• A couple people give a couple testimonials

• Greeting was fine with the staff

• Location was great(it's close and easy)

• "Session was good"

• JC used a jungle metaphor?-It doesn't work. It's not in power because we're not in the jungle. We're in the bush and mountains. It's a psychological disconnect. - Change this

Grit:

• Replace INTEREST with CURIOUS

• Replace HOPE with BELIEF

Team Success:

• Is it about FRIENDSHIP or FUNCTIONAL WORKING RELATIONSHIP? (That's gonna set you up for your debrief afterwards)

Prism Model

• It works!

• Could refer back to it more throughout the event.

• Shift the second one. It's just a subtle ship but but what it does it gives you depth to go. What's your self-talk telling you.

• What actually allows people to have breakthroughs, isn't what other people say that helps. It's what is your internal voice saying?

• The influence is the feedback is external. Are you in a environment with other people that, you know, have your back? Which will give you that courage. Prime. So I think that would make it just a little bit stronger.

Replace:

1. Focus

2. Language

3. Physiology

Instead:

1. Focus

2. Feedback (Internal and External)

3. Physiology

90-minute Uncharted Ice Session:

• You need to do something that's as stronger, deeper Icebreaker go around and talk about yourself is the WEAKEST.

• Partner up with somebody

• Do an interview, find out this and that. Be prepared to share it with everybody else.

• Find somebody that you don't really know, I want you to ask them these questions, interview them, these three, four questions be prepared to share

• He got a couple minutes. Go ahead, make sure you go both ways and then I go. All right. Thank your partner with the handshake. Goodbye contact. Find somebody else. Same thing. And now they've created two kinds of real connections.

• People's roles or organizations - When somebody says You know who they are, the role gives context which helps people. Those three still work really well.

• It was really hard to know where to park. 

• Advice participants to go to the Multi-Story Car Park (than going to the bus area)(most aren't familiar with that)

• Walk up to the cafe and that's where will meet - Be more specific on this

• Great idea on name tags (Indoor venue will do)

• Use of Duct Tape on their helmet, first name only

• What it does is that gets the relationship to go deeper because if I can, remember your name.

• It's a prime opportunity for some branding such as Executive X

• Because you want all the photos, all the images that people are going to share promoting that brand.

• Food, alcohol and catering service was fine. The quality level that it's at.

• The staff were attentive, and that's what made it work. (If you didn't have that, that's when people look for things to complain about.)

• Chai was good

• The walk was great

• Assign one staff on the bus so that this person can explain to the participants of what's gonna happen next and everything else

• Staff can give instructions to participants of what to do when they get off the bus and tell them the time allocated for the activity.

• By giving participants TIME SIGNPOSTS, it'll help the group stay a little bit, more on track and not wander off. Be more aware. Time sign posting would make it easier for people.

• Target if there's somebody that's unsure of doing the activity, give them that support and everything else they need

• Challenge by choice, it's all up to them. 

• As a guide's perspective, when I get everybody to do the activity, I know it's a better activity, rather than a couple people sitting up at the pot.

• Guide and People Management - When somebody's hesitant, they always go first.  As you know, the longer somebody stands up there and they go, oh no, go ahead, go ahead, the voices get louder. 

• The participant who didn't do the activity - give them a job, so that they feel like they can contribute. It's really important because the flip side is If I'm not gonna do this activity, none of my people would want to do this activity. Make them still involved.

• Guides were great, they were supportive and everything else. A good team there.

• Hey guys, if you want to change, you can do this. And this and this, it'll be about this minute drive and there's hot showers there, you know, all that. Getting to base camp. I think that was fine. Give it an overview. Again, time frames.

• You've got plenty of time if you want to go for a walk. If you want to have a shower, if you just want to come up to the fire. Have a drink in word with everybody's we'll probably want to do this at this time.

• What do you need to change from this experience? How?

• Who should you share this with when you return.?

• Who are you going to share it with at home?

• Who are you going to share it with at work?

• Journal should be just a blank paper where they can just freewrite (Scott’s preference-cost effective) 

• You could frame up

• The night before - Ask them to write down what you want to get out of this week because you can use this in FINAL DEBRIEF

• Executive X is about relationships, It's about getting you away from the madness and gotta be honest is about you taking a step or two outside your comfort zone. Because we know that's what growth happens.

• Debriefing or discussions on the trail when people are going in, they're nervous about everything else, try and get them to be really psychological. I think it's too high. You want to back load not front load and you've already front loaded it at the beginning.

• It was good because you allowed them to just What I call busk so the conversation didn't feel like it was steered.

• What were some of the highlights for you?

• What were some of the things if you reflect on the experience you had today?

• What insights that you had about yourself?

• What limitations obstacles or negative voices that came up for you?

• What was one of your strengths

• What do you think you did

• What were some of the obstacles you had to overcome or the negativity

• Then link to:

1. Family’s work balance

2. Not doing enough for themselves

3. Feeling of constantly being pulled and pushed

4. Not spending enough time with their kids

• Who would you love to share this experience with? If you think about what you went through

***Does it have to be work or personal? You leave it open. Because a lot of them would go. Oh, I'd love to experience something like this with my son or I've got a staff member that could have this. That's where it makes that personal that, that work-life balance can come up from there, as well.

1.Around the campfire final thing to say -  What do you need to do differently when you return home? (When you go to bed before you go to bed, when you get in the morning, what's something you need to do differently for you at home and you have work as a leader.) Then you can, you can go back to that theme in the morning.

• Get them to be introspective - What surprised you about yourself today, about what you did? Surprises about what the experience was, or how you acted

• What do you think you need to do and give them some honest feedback, some ideas, right, and share with the rest of the group? That would get a little bit deeper connection.

• When we take people to the bush, It gets rid of all the background noise and allows people to see what really is important.

• Get some perspective, stretch some comfort zones, allow relationships to get stronger and deeper, but it also allows people to actually see clearly what they need to do.

2. Send emails - Get people to reflect on their personal experience. They took the time away from the day-to-day. We stretched their mindset and their thinking that allowed him to come back and kick massive goals. Testimonial example of how other people have used this executive experience either, you know, for their team, for the department, for the organization.

3. Then hand out the evals.

4. Next Question to participants - Who do you think would benefit from this experience?(You want them to write it.) 

• Refer it more as a mate, or a colleague in another organization? If you have anybody in your network that would fit into one of these categories that you think would benefit from this, can you let me know? (Could be someone in their team or it could be somebody or it's a work colleague.)

• What are we gonna do differently with our people?

• Niche Market - Sales Team, Distribution Network, potential customers, To spread the word

Create a ‘cheat sheet’, create 10 benefits of having an experience with your people that deepen relationships with their experience. (deeper relationships away from the madness of the internet and email, all of those who can have real conversations stretch comfort zones.)