How to Close the Door on What is not Working How to Open the Door to Your Dream Career Face Your Fears and Discover the Confidence to Make That Important Sale to Yourself Change Your Mindset. Marketing is Fun!

1. How to Magically Transform
Your Marketing Mindset
College of Executive Coaching Conference
Presenters:
Dr. Maynard, Tracy and Maddison Brusman
La Jolla, California
7-28-05
© Copyright 2005 Dr. Maynard Brusman
Working Resources

2. LEARNING OBJECTIVES
o How to Close the Door on What is not
Working
o How to Open the Door to Your Dream
Career
o Face Your Fears and Discover the
Confidence to Make That Important
Sale to Yourself
o Change Your Mindset. Marketing is
Fun!

3. LEARNING OBJECTIVES…NOT!
o 100 Things to Do Which You Don’t
and Then Feel Guilty

4. LEARNING OBJECTIVES…NOT!
o Website
o E-Newsletter
o Blogs
o T ele-classes
o Media Appearances

5. LEARNING OBJECTIVES…NOT!
o Articles
o E-Books
o Book
o Products
o Workshops
o Speaking

6. MARKETING
o Marketing is anything that puts you in
front of a potential client that you
want to do business with.

7. MARKETING IS ABOUT
o Communication
o Conversation
o Connection

8. SELLING
o “Marketing” gets you there. “Selling”
is what you do to convert a prospect
into a client.
o Share yourself. Don’t sell.

9. MARKETING COMPETENCIES
o Confidence

10. MARKETING COMPETENCIES
o Resiliency

11. MARKETING COMPETENCIES
o Perseverance

12. MARKETING COMPETENCIES
o Optimism

13. MARKETING COMPETENCIES
o Resourcefulness

14. MARKETING COMPETENCIES
o Creative

15. MARKETING COMPETENCIES
o Curious

16. MARKETING COMPETENCIES
o Energetic

17. MARKETING COMPETENCIES
o Results-focused

18. MARKETING COMPETENCIES
o Action-Oriented

19. TOP TEN REASONS
PEOPLE HATE TO MARKET
o 1. Not enough time
o 2. Don’t like cold calling
o 3. Seems too much like selling someone
something they don’t need
o 4. It’s a lot of work
o 5. Lack of confidence
© Copyright 2005 Dr . Maynard Brusman
Working Resources

20. TOP TEN REASONS
PEOPLE HATE TO MARKET
o 6. Associated with something negative like
telemarketers calling you at dinner time
o 7. Fear of rejection
o 8. No training in how to sell/market yourself
o 9. No focus
o 10. No success with first attempts
Think of marketing as providing potential clients information
that will help improve their lives and business.
© Copyright 2005 Dr . Maynard Brusman
Working Resources

21. LIMITING THOUGHTS AND BELIEFS
o I Don’t Have the Right Type of
Personality

22. LIMITING THOUGHTS AND BELIEFS
o It’s Difficult for Me to T alk About My
Business

23. LIMITING THOUGHTS AND BELIEFS
o I’m not a Good Writer

24. LIMITING THOUGHTS AND BELIEFS
o I’d Rather Die than Speak in Public

25. LIMITING THOUGHTS AND BELIEFS
o There Isn’t Enough Time to Market

26. CHANGING YOUR MARKETING MINDSET
EXPERIENCE
o Mirror , mirror in my hand, who is the
finest marketer in the land?

27. CHANGING YOUR MARKETING MINDSET
EXPERIENCE
o Who Are You?...Look into the Mirror
o What Are your Unique T alents and
Strengths?
o Mirror , mirror inspire me to create
possibilities to be fully me.
o “T o be what we are, and to become
what we’re capable of becoming is
the only end of life. ” – Robert Louis
Stevenson

28. CHANGING YOUR MARKETING MINDSET
EXPERIENCE
o Closing the Door …What needs to end?
o Mirror , mirror in my hand, I’m closing
the door on work I can no longer
stand.

29. CHANGING YOUR MARKETING MINDSET
EXPERIENCE
o What is Your Passion, Purpose?
o What Do You Believe in Deeply?
o What Are Your Values?
o What Inspires You?

30. CHANGING YOUR MARKETING MINDSET
EXPERIENCE
o What Are Your Positive Beliefs on
What You do Want?
o Say it with feeling.
o Breathe it into your body, heart and
soul.

31. CHANGING YOUR MARKETING MINDSET
EXPERIENCE
o Who is Your Perfect Client?
o What are their needs? Problems?
Pain?
o Solutions, Results, Ultimate
Outcomes

32. CHANGING YOUR MARKETING MINDSET
EXPERIENCE
o The First Sale is to Yourself
o Value and Visibility
o Mirror , mirror in my hand how much
money will this sale land?

33. CHANGING YOUR MARKETING MINDSET
EXPERIENCE
o Open the Door to New Possibilities
o Mirror , mirror in my hand, I’m
opening the door to the promise land.

34. CHANGING YOUR MARKETING MINDSET
EXPERIENCE
o Mirror , mirror in my hand, who is
truly the finest marketer in the land?

35. TOP TEN MARKETING TIPS
o Build a Strong Foundation By
Creating Your Statement of Purpose

36. TOP TEN MARKETING TIPS
o Close the Door on What You No
Longer Desire

37. TOP TEN MARKETING TIPS
o Develop an Open and Optimistic
Marketing Mindset

38. TOP TEN MARKETING TIPS
o Know Your Unique T alents and
Strengths

39. TOP TEN MARKETING TIPS
o Decide to Work With People That You
Are Thrilled to Have as Clients

40. TOP TEN MARKETING TIPS
o Create Holographic Visibility with Your
Best Prospects

41. TOP TEN MARKETING TIPS
o Establish Relationships Built on Trust

42. TOP TEN MARKETING TIPS
o Open the Door to New Possibilities

43. TOP TEN MARKETING TIPS
o Laser-focus Your Energy and T ake
Small Actionable Steps 24-7

44. TOP TEN MARKETING TIPS
o Contribute Your Full Potential to
Making the World a Better Place

45. CONVERSATION CAFE
o What Have We Learned?
o Transformational Experiences?

46. ACTION EXERCISES
o T o Sustain Momentum at the
Conference and Beyond

47. IT’S GREAT TO BE YOU
o Become the coach whose passion,
vision, and energy overcomes fears,
habits and limiting beliefs.
o Live your life’s calling and share your
gifts with people.

48. MARKETING RESOURCES
o NICHE MARKETING FOR COACHES: Creating and Marketing
Your Ideal Practice
o The Niche Marketing for Coaches course is especially designed
to help people who are developing effective coaching skills but
may not be the best marketers in the world – or just don’t like
marketing in general.
This course is lead by Lewis Lubin, MA, MPEC.
College of Executive Coaching
(888) 764-8844 or (805) 474-4124
www.executivecoachcollege.com
E-mail: training@executivecoachcollege.com

49. MARKETING RESOURCES
o Robert Middleton
o http://www.actionplan.com
o mailto:robmid@actionplan.com
o 210 Riverside Drive
o Boulder Creek, CA 95006
o T el: 831-338-7790

50. MARKETING RESOURCES
o Alan Weiss, Ph.D
o E-mail info@summitconsulting.com
o P .O. Box 1009
o East Greenwich, RI 02818-0964
o T el: (401) 884-2778
o Fax: (401) 884-5068
o Web:
http://www.summitconsulting.com

51. Working Resources is a Leadership Consulting, Training
and Executive Coaching Firm Helping Companies Assess,
Select, Coach and Retain Emotionally Intelligent People

52. CONTACT INFORMATION
o Dr . Maynard Brusman
Consulting Psychologist and Executive Coach
T rusted Advisor to Senior Leadership
Help Companies Assess, Select, Coach and
Retain Emotionally Intelligent People
P .O. Box 471525
San Francisco, California 94147-1525
T el: 415-546-1252
Fax: 415-721-7322
E-mail: mbrusman@workingresources.com
Web Site: www.workingresources.com