Training & Keynotes

The Facts.  Products, processes, technology, even capital have all become commodities. Your best chance now for competitive advantage regardless of what industry you’re in or what you do is tied to people and relationships.  The more you know about your prospect or client, both inside and out, the greater the likelihood of connection.  The better the connection, the better the relationship.  The better the relationship, the better the profits.  That goes not only for clients, but also for the people you hire and partner with.

Learning about people and how to connect in profound and powerful ways is an essential skill for the 21st century.  Are you ready to take the next step?

The Solution.  AboutPeople programs provide the path to get you there.  Our programs are built on science you can trust.  The science of psychology… the science behind profitable client relationships… the science behind your credibility…the science behind what makes you likeable or trustworthy.  And we’ve taken this important research and turned it into strategies and techniques you can put to work immediately.  Here are four of our most popular programs:

• Credibility & Likeability: The Yin and Yang of Success
• How to Master the Art of Reading People
• Presentation Magic
• Speaking Your Client's Language

The Instructors. AboutPeople founders, Michael Lovas and Pam Holloway have been helping professionals master the people side of business for nearly two decades.  In fact, they wrote the book on it!  Now, they’re teaching firms how to implement and use the skills that actually make it possible for business to jump up to a higher level.

“You are doing more than helping people make more money.  Your helping us build  careers with dignity.  Whether intentional or not, your teaching fosters character in all who utilize it.”

- Eric Lapp, Prudential

Picture how these programs
will ignite your future:

 

Credibility & Likeability - The Yin and Yang of Success 

Fact. People do business with professionals they like and perceive as credible. Likeable, credible professionals get elected, have greater success in the workplace, and make more money.  Research suggests they also live longer and are happier than their less credible, less likeable counterparts.

 

Problem.  Likeability and credibility are intangibles, and difficult to quantify. Social psychology research provides powerful insights into the perception of these qualities, but not much in the way of actionable tools and techniques. How do we use what these experts have discovered to become more credible, more likeable and more magnetic?

 

Solution. Simply recognize that there is a process to becoming personally magnetic.  It’s Trust -> Likeability -> Credibility.  Trust is the first thing we look for when we meet someone new.  Trust is a big part of likeability. In order to decide if I like you, I must first trust you. Then the next step – I have to like you in order to pay attention long enough to discover your credibility. 

 

Deliverables. This is the only program of its kind. You'll learn the process of becoming likeable, building trust and improving your credibility. You’ll learn how others see you, the mechanics of first impressions and what you can do to ensure you get off on the right foot. You’ll learn how to make an immediate connection.  You’ll learn what credibility “looks” like and what it “sounds” like.  You’ll learn the five most important ways to build your credibility. You'll learn how to overcome problems and make the most of what you have to offer.

 

Audience. This program is essential for anyone who needs to influence other people: Consultants, advisors, sales people, marketers, account managers and relationship managers. 

 

Keynote. In our one-hour program, we give you a fun and insightful stroll through the research, connecting it at each step along the way to your specific contexts and situations. In addition, we deliver specific tools and techniques you can use to make better first impressions, build trust, credibility and likeability.

 

Workshop. In this 1/2 day program, you will learn the concepts, explore the research and get hands-on help implementing powerful tools and techniques to make better first impressions, build trust, likeability and credibility.

 

Resource. Credibility and Likeability – The Yin and Yang of Success, by Michael Lovas and Pam Holloway

 

How to Master the Art of Reading People  

Fact.  Your only real sustainable competitive advantage is your relationships with your clients.  Everything else is a commodity. The more you know about your prospect or client, both inside and out, the better relationship you can build. The more you know about speaking the other person's language, the better relationship you can build. The better the relationship, the better the profit.  

Problem.  It takes a specific skill set to know how to talk to the other person.  For example:  Do you give facts or cite sources?  Do you mention people or discuss processes?  If you can't determine those things within seconds, you're at a disadvantage.  You need to learn these skills. 

Solution.  Learn how to look into a person’s face and recognize his or her personality type, values and communication style.  That's what this program teaches you.  You will also learn how to quickly capture each person's interest, build rapport and gain trust. Click here to find out more about our Face Values program.

Deliverables.  When you learn these skills, you will be able to read anyone and quickly build a relationship with that person.  By applying this simple methodology, you should be able to double your appointments and new business very quickly. 

Audience.  This program is essential for salespeople, customer service reps, advisors, consultants, managers and assistants.  Anyone who has client contact needs to learn these skills!

Keynote.  The one-hour keynote is fun and entertaining. It introduces the basic skills and gives you interactive opportunities to practice reading people.

Workshop.  From 1/2 day to a full day, the workshop includes specific situations and problems faced by you and your firm.  You will get multiple opportunities to practice and personal coaching to make sure you master the skills.

Resources. 

• Face Values by Michael Lovas and Pam Holloway
• Face Values Quick Reference

 

Presentation Magic 

Fact.  Boardroom presentations, seminars, demonstrations and one-to-one presentations are essentially the same thing - exercises in managing the minds of other people. The more you know about how to organize and present your information, the more successful you can become. 

Problem.  Dozens of coaches and consultants can teach you the content to deliver.  But, content comprises only 10% of a presentation's value.  The remaining 90% is all psychology, and it is an area known only to very few people. 

Solution.  Presentation Magic teaches you the concepts and skills that allow you to benefit from this area of psychology. You'll get to learn and practice one skill at a time in a safe, fun environment. 

Deliverables.  You'll learn techniques that the world's greatest presenters use:  how to map and use "stage anchors," how to prove that you are relevant from the first word.  You'll learn to manage your audience's emotions and thoughts.  You'll learn how to stand, gesture, and what body language to use.  You'll learn how to improve your vocal quality. You'll also learn how to read people in your audience to make your presentation much more relevant to them.

These skills can be easily adapted for all types of presentations: seminars, keynotes; one-on-one, small group meetings and boardroom presentations. The audience may be different, but the psychology is the same.

Audience.  This program is perfect for anyone who has to inspire other people or impart information to them.  Salespeople, marketers, advisors, consultants and managers.

Personal Intensive. Many people find that they get the most benefit from working on a specific up-coming presentation.  We will travel to your location, coach you in how to connect with the specific people you're going to meet with.  We'll map out the area, teach you what to say in what locations, and how to address specific people.  This intensive program is amazingly effective.

Workshop.  Conducted in 1/2 day or full-day programs.  We will teach you how to use these skills in the specific situations that are relevant to you.

Resource.  Presentation Magic - 100-page workbook showing you the exact steps, including examples of what to say and where to say it. 

 

Speaking Your Client's Language 

Fact.  In recent political elections a type of communication psychology was implemented.  It helped the Republicans win in the last two elections and it is helping both Democrats and Republicans win in this one. This area of psychology deals with specific words and language that connects to the intended audience.  It also happens to be an area that AboutPeople has a great deal of expertise in.

Problem.  Speaking the client's language requires you to know how to read that person, and then how to recognize his or her (unconscious) language needs.  Does he want your recommendations or not?  Does she need a process to follow or just some ideas?  Is he looking to avoid loss or achieve a goal? If you can't recognize those differences, you're reduced to guessing.

Solution.  If you like the idea of using psychology to improve your client communication...if your presentations affect significant amounts of money...if you are compelled to become significantly more successful - learn to use these skills.

Deliverables.  You will learn the twelve most important mental filters and how to recognize them in your clients.  You will learn how to use the language patterns that connect to those mental filters.  You will learn how to apply these language patterns to your marketing and group presentations. 

Keynote.  The fascinating one-hour keynote introduces the basic mental filters and shows you how to translate that into highly effective client communication.

Workshop.  From 1/2 day to a full day, the workshop places you in specific situations relevant to you and gives you multiple opportunities to practice recognizing mental filters and using what you learned to make a compelling presentation.

Deliverables.  We will show you how to ask simple questions and recognize patterns in the answers.  Those patterns will give you a snapshot of how that person thinks, makes decisions and behaves.  We will help you translate what you learn into sales and marketing language.

Audience.  This program is suggested for people whose presentations affect large amounts of revenue.  Key sales people, marketers, relationship managers and sales managers.

Resource.  Inside Your Client’s Mind.  100-page workbook.