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|2. GET NOTICED AND KNOWN - Joanne McCall|
|3. TRUE - Pam Castillo|
|4. WHERE CAN I FIND WHAT ELSE IS HAPPENING?|
|5. SO, WHAT'S COMING UP?|
John La Valle
As many people do, we get questions about payment plans, and whether to take them, or not. We understand that many people like to finance their training, so the question is whether or not you, the seminar company, will finance the person's training or not.
This simple question has led me into many discussions about the effects of allowing people to have a payment plan, or not.
I usually begin with the question for ourselves: why someone would want or need a payment plan? Thinking about what our own role is and how we've managed our business over the past many years, we came to the realization that we are a training company, and not a finance company. We realize that financing capital investments is OK because of the tax benefits, etc., but financing other "expenses" is not the wisest of choices. Financing your advertising, for example, is not a smart choice. In fact, based on my consulting experience with many companies, financing any type of normal business expense is not a smart choice. Historically, and of course with a few exceptions, a business's solvency is one of the most important criteria I have when deciding to work with them myself!
Back to the payment plan: Why would a company personally finance their customer's investment? Most retail businesses that offer payment options, have the customer open a credit card account through them, but with a bank. In the grand scheme of things, most people have a credit or debit card they can use. If they don't there should be a question about their ability to make the payments comfortably anyway. But that's not even the most important part.
We've come to realize that if/when a business is willing to finance the customer themselves in the seminar business, is it really fair to the customer? Probably not. Why add to the pressure the trainee is already experiencing? While it seems fair on the surface: you want to help them, they'll learn some things, maybe develop skills with which they can earn more income, etc., and this is basically sound, it's probably not going to happen that well. We ourselves have, in the past, given a few people the payment plan option, and usually with good faith because we know them well enough. Even then, they may "forget" to make a payment, or whatever, and then we have to "remind" them. And some even just ignore the reminders. This now increases the work load on our end. Then what do you do if they don't complete the payments? Now you must decide whether or not to chase them through a collection agency, etc. This puts them further into credit jeopardy land. You've helped them further into debt. So do you really think it's a good idea? We don't.
We decided long ago that allowing payment plans is basically not fair to the trainee. If they already cannot make the entire payment before the training, they most likely will not finish payments afterwards because knowledge and skills cannot be "repossessed". They also have a basic deficiency in their ability to make a full commitment to themselves, not just you, and therefore, not to their own training. We've also realized that most seminar companies that offer payment plans "need" the money themselves, and so they are willing to take the risk.
This goes hand in hand with lowering, basically devaluing, the price of the seminar. Most people have an idea of what a "fair" price is for tuition for any particular seminar. As long as you are within that range, people will respect you. Lower the price too far, or raise it too far, and they will wonder. Even when people attend a seminar where the price has been lowered too far, the people who pay that, still wonder about the quality of what they are getting.
Even when the company lowers their price too far, is it because they know that what they are offering is worth just that? If they are willing to take payment plans from people, is it because they need the cash flow themselves? Are they desperate? Are they really helping the trainee? Is it more important to get people in the room than to help maintain the integrity of the customer's financial situation?
Maybe it's better to help them by giving them credit for referring others into your programs. There are other cleaner options, after all.
©2019 La Valle, all rights reserved in all media.
by Joanne McCall
Never before in the history of the world has it been so easy to stand up. The trick is, when it comes to your business, how are you going to stand out? Anyone can build a platform and create a business these days, providing he or she has a good idea and a market to tap into. But with all of these new competitors (or niche mates, as I like to call them), the question becomes, How are you different? What is unique about you? How do you stand out?
Knowing the answer to these questions is key.
Once you are clear on who you are and how youre different, you can begin to successfully market yourself and generate visibility. Now it becomes essential that you understand media and how to tap into its power.
For a long time, the terms old media and new media were used to describe the different types of media. Old Media referred to traditional media off-line. New Media was used to describe media online. However, we have outgrown these distinctions now. They have become passé as I think youd be very hard pressed to find a magazine that didnt have an online component, or a television station that didnt have a website showing clips from their news or daily talk shows.
The important distinction to understand now, which will guide you toward greater success, is to realize were now dealing with Other Media and You Media. Other Media is anytime someone else interviews you for a story or segment. It could be a journalist, writer, blogger, television producer or radio host. You Media is all the media content generation that you do. Its your video, audio podcasts, webinars, teleseminars, articles you write, blog posts you do. And here is the key: Before you even think of going after Other Media you need to have your You Media or platform in place. Once you pitch other media, they are going to come looking for you, and if they have trouble finding you, they will think you are dead. They will then move onto someone else. Here are a few of the items to have in place for your platform:
· Website or blog, with a page specifically
Beyond your platform, get media training. You dont want to be the person who blows his or her brand in six seconds by posting a bad video on Facebook. If youre going to use the multiple media platforms at our fingertips, use them well.
©2019 Joanne McCall
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Dr. Richard Bandler, Owen Fitzpatrick and Dr. Glenda Bradstock
by Pam Castillo
I answered the phone that morning as usual; "Clarity Institute, this is Pam." The high pitched female voice on the other end rushed through her formalities with lightening speed and garbled articulation "this is Asfansiasishisahheia Berhansiaisibdkditai (It could have been Anita Bertan or about a thousand other possibilities. I could not understand her). Exasperated and breathy she continued at the same fast pace; "I got your name from Richard Bandler's website, I'm an NLP trainer and yeah, so can you tell me, what is the most powerful NLP tool to use?"
Silence reigned as my eyes darted from left to right back and forth once or twice, my head tilted to the side as I wondered if I heard correctly - or - had I slipped into some alternate reality. You know, that place where time and space seem to separate and nothing and everything exist simultaneously confusing.
with the caller's same
lightening speed, I quipped
back with one word. "Yes."
Her voice now had a slower pace, a deeper tone, a skipping, hesitating articulation and just as I planned, I calibrated a confusion as she spoke next: "Uh- wha, what do you mean?"
And that's when the call turned from comical to critical. I asked her what was important to her about knowing *the most powerful NLP tool* . She told me it was "Because I have a client coming here in less than an hour and I want to use THE most powerful tool of NLP to get the change."
Let's be clear. NLP has never been about the tools. I've heard Richard [Bandler] say many times, It's not about the tools. Yes, the tools and techniques of NLP are powerful, everyone of them is richly powerful. What makes them powerful, is the ability to connect. To connect to the unconscious process that is happening inside someone else's neurology. To connect at such rapid speeds that you can be a step ahead of someone else's thinking and your own thinking so that you can make the decision while having extrasensory timing, a timing that others have not yet discovered. That is where one knows how and where to go next in making the desired changes. That's the edge a well trained and confident NLP'er has. That's the power of NLP. It's in the ability to connect to one's unconscious mind and that of another's to understand the neurology of what's taking place to create and reveal which NLP tool to use and knowing why. This happens so fast that it feels as natural as it does to say your own name. It happens organically, and without planning. It happens with talent, with experience and with a solid foundation of NLP. And it happens from having that "Go First" experience of consistently walking the walk and talking the talk of using NLP - every day in every way, to become the best you you can be long before you start a training career.
There is something metaphysically beautiful about watching a well trained and confident NLP'er with a solid foundation of skills -skills that have been installed. NOT taught like school, but someone who actually learned NLP by experiencing NLP with the NLP learning process as Dr. Richard Bandler developed. It's experiential and in my opinion, does not come from books or home study programs. When you really learn something it becomes part of every fiber of your being and it's ageless, timeless and generative.
The call referenced here is an actual call I got this month. I get these types and similar phone calls throughout the year. Year after year. I occasionally get students that enroll in my courses who are REtraining because their foundation is academic and not kinesthetic and they can not DO NLP. Now whether it's true or not, there is something of a magical energy a lot of people sense with respect to the creative genius and co-founder of NLP, Richard Bandler. I think there's no coincidence that so many of these "help my NLP" calls start with "I got your name from The Society of NLP-Richard Bandler".
practice and the more
you use it the better
you get. It's not about
learning a bunch of things
about NLP to teach the
bones to others, it's
not about the jargon,
the tools or the techniques.
It's about the ability
to DO NLP and consistently
get the results that makes
the difference with confidence
©2019 Pam Castillo
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