http://ebenezerwellness.com/newsletters.html Elizabeth Naylor of Ebenezer Wellness on The Business Spotlight TV Show Tells about Nutrition. Elizabeth talks about what she does for her clients. Using hair analysis and hormone therapy using diet and cleansing.
Elizabeth NaylorElizabeth Naylor
Elizabeth Naylor has a unique blend of corporate sales and general management background and a relatively new career and life passion of wellness through nutrition and traditional healing techniques. She established a private practice in holistic nutrition in 2006 and continues actively building that practice. In an effort to provide the best service to her clients, she spends over 100 hours/year in professional seminars and devotes additional time to research and study for a Doctoral program. Elizabeth’s expertise is in balancing mineral patterns and the endocrine (hormonal) system through whole food nutrition. She utilizes her extensive knowledge of Hair Mineral Analysis and Saliva testing to direct her recommendations.
Elizabeth holds the following degrees and certifications:
B.S. in Chemistry – N.C. State University
M.B.A. in Marketing – New York Universtiy
A.C.N. (Applied Clinical Nutrition) through Texas College of Chiropractic http://youtu.be/6FenHjdJutw
http://ebenezerwellness.com/newsletters.html Elizabeth Naylor of Ebenezer Wellness on The Business Spotlight shares her special insights on nutrition. Host Patrick Dougher has her tell how she created greater health and wellness in her systems at Ebenezer Wellness.
Elizabeth NaylorElizabeth Naylor
Elizabeth Naylor has a unique blend of corporate sales and general management background and a relatively new career and life passion of wellness through nutrition and traditional healing techniques. She established a private practice in holistic nutrition in 2006 and continues actively building that practice. In an effort to provide the best service to her clients, she spends over 100 hours/year in professional seminars and devotes additional time to research and study for a Doctoral program. Elizabeth’s expertise is in balancing mineral patterns and the endocrine (hormonal) system through whole food nutrition. She utilizes her extensive knowledge of Hair Mineral Analysis and Saliva testing to direct her recommendations.
Elizabeth holds the following degrees and certifications:
B.S. in Chemistry – N.C. State University
M.B.A. in Marketing – New York Universtiy
A.C.N. (Applied Clinical Nutrition) through Texas College of Chiropractic
http://ebenezerwellness.com/newsletters.html Elizabeth Naylor a Health and Nutrition Coach tells her story of how she battled for her health in her early 30’s. Hosted by Patrick Dougher on The Business Spotlight TV show in the DFW area. She has some great programs to help her clients.
Elizabeth NaylorElizabeth Naylor
Elizabeth Naylor has a unique blend of corporate sales and general management background and a relatively new career and life passion of wellness through nutrition and traditional healing techniques. She established a private practice in holistic nutrition in 2006 and continues actively building that practice. In an effort to provide the best service to her clients, she spends over 100 hours/year in professional seminars and devotes additional time to research and study for a Doctoral program. Elizabeth’s expertise is in balancing mineral patterns and the endocrine (hormonal) system through whole food nutrition. She utilizes her extensive knowledge of Hair Mineral Analysis and Saliva testing to direct her recommendations.
Elizabeth holds the following degrees and certifications:
B.S. in Chemistry – N.C. State University
M.B.A. in Marketing – New York Universtiy
A.C.N. (Applied Clinical Nutrition) through Texas College of Chiropractic
http://www.ebenezerwellness.com/newsletters.html Elizabeth Naylor of Ebenezer Wellness on The Business Spotlight TV show hosted by Patrick Dougher.
Transcript:
Patrick: I would like to start with your story. I know the “why” of what you do is huge. What’s your story? Why do you do what you do?
Elizabeth: Well, Patrick, when I was in my early 30s, I had three small children and found myself really exhausted, which is not uncommon for a young mom, but exhausted, suffering from migraines, weight gain that actually happened after my pregnancy — so it wasn’t like that was because of the pregnancies — and just really a foggy head, inability to focus on anything, and it really wasn’t who I had always been.
I looked for answers with my team of medical doctors. I was always surrounded by a great team of doctors and really got the same answers over and over again, which typically involved antidepressants or just excuses of, “Well, you’re just getting older.” I think I was 32 when I thought this is really going to be bad if this is what the rest of my life is going to look like.
I was not always a person who believed in nutrition and that it even mattered. I like to tell people I’m a convert to natural health because I didn’t always have that philosophy. As I started to explore if could that possibly have an impact on my health, I realized that, wow, I was suffering from some things called adrenal fatigue and toxicity and some other problems that as I got into it and began to resolve those with my diet and my lifestyle, things started to turn around for me.
Transcript:
Patrick: That is awesome. You have actually developed a system for maximizing the networking experience. In the Dallas, Fort Worth area especially — and I know it’s everywhere else — but here a lot of times the people that join networking groups don’t have enough business to keep themselves busy. But you created networking groups that were high impact, high influence. You were attracting the best people, so to speak. How did you do that? What were the principles that you created this thing with?
Genie: Before I get to the principles, this financial advisor came to me and her clients had to have half a million of investible assets. So we looked at who served that community and we invited those professions to join us. We looked to get the top ones in the city to do that, and that’s what we’re doing in Houston as well.
We have four basic principles and the first three a lot of network groups use, but I think the fourth one is the kicker. I’ll give you the first three first.
The first one is the rule of 250. Everybody has approximately 250 in their sphere of influence.
The second one I call the rule of specific targeting and it’s very counter-intuitive, but the more specific you are, the better it is to get a referral right now.
The third one is what I call the rule of equal exchange. By putting something out, you motivate someone, you inspire someone, to give something back to you. Most network groups — the successful ones — use those. But I think the kicker is the rule of emotional impact. When you can get your message out so they get it emotionally and they’re turned on, they kind of feel vicariously like a client felt. Then they go on automatic for you. It’s dynamite.
Patrick: That is really excellent. So the four principles again. One is?
Genie: The rule of 250. Know that people have a sphere of influence.
Patrick: Second?
Genie: The rule of specific targeting. Be very specific in who you want to meet.
Patrick: Third?
Genie: The rule of equal exchange. Do something for the other person. It could be give a referral. It could be help them in any way so they are motivated to give back to you.
Patrick: And the fourth one is?
Genie: The rule of emotional impact. Tell your story with a lot of emotion so they get it.
Patrick: This is actually something you even train groups on and whole organizations where you’ll go in and work with their leaders, mid-level and up management typically, and train them to teach their frontline guys and gals to really create something that it attracts an endless supply of referrals.
We’ll talk about it as we go into the next segment. We’re going to talk about how valuable the referral is in comparison to the dialing for dollars, cold call, un-funness that most of us have to deal with. As we’re coming to the end of this segment, next time what we will be taking about is what to do what you do to create the success you’re having. We’ll be right back.
Transcript:
Patrick: That is awesome. You have actually developed a system for maximizing the networking experience. In the Dallas, Fort Worth area especially — and I know it’s everywhere else — but here a lot of times the people that join networking groups don’t have enough business to keep themselves busy. But you created networking groups that were high impact, high influence. You were attracting the best people, so to speak. How did you do that? What were the principles that you created this thing with?
Genie: Before I get to the principles, this financial advisor came to me and her clients had to have half a million of investible assets. So we looked at who served that community and we invited those professions to join us. We looked to get the top ones in the city to do that, and that’s what we’re doing in Houston as well.
We have four basic principles and the first three a lot of network groups use, but I think the fourth one is the kicker. I’ll give you the first three first.
The first one is the rule of 250. Everybody has approximately 250 in their sphere of influence.
The second one I call the rule of specific targeting and it’s very counter-intuitive, but the more specific you are, the better it is to get a referral right now.
The third one is what I call the rule of equal exchange. By putting something out, you motivate someone, you inspire someone, to give something back to you. Most network groups — the successful ones — use those. But I think the kicker is the rule of emotional impact. When you can get your message out so they get it emotionally and they’re turned on, they kind of feel vicariously like a client felt. Then they go on automatic for you. It’s dynamite.
Patrick: That is really excellent. So the four principles again. One is?
Genie: The rule of 250. Know that people have a sphere of influence.
Patrick: Second?
Genie: The rule of specific targeting. Be very specific in who you want to meet.
Patrick: Third?
Genie: The rule of equal exchange. Do something for the other person. It could be give a referral. It could be help them in any way so they are motivated to give back to you.
Patrick: And the fourth one is?
Genie: The rule of emotional impact. Tell your story with a lot of emotion so they get it.
Patrick: This is actually something you even train groups on and whole organizations where you’ll go in and work with their leaders, mid-level and up management typically, and train them to teach their frontline guys and gals to really create something that it attracts an endless supply of referrals.
We’ll talk about it as we go into the next segment. We’re going to talk about how valuable the referral is in comparison to the dialing for dollars, cold call, un-funness that most of us have to deal with. http://youtu.be/Xv3iLbLUQyY
http://www.7NetworkingMistakes.com Genie Fuller is guest on The Business Spotlight TV show hosted by Patrick Dougher.
Transcript:
Patrick: Welcome back to the Business Spotlight, Patrick Dougher here. We’ve got Genie Fuller in the room today and we are talking about ways to create an endless supply of referrals for you and your business. Genie, thanks again for being here.
Genie: Thank you.
Patrick: I want to get into more about what you’re doing to create the success that you’re having because I know you’re doing a great deal of training, speaking and presenting around the country to organizations that have a sales force — typically a fairly significant sales force –that they need to know how to get out of the old, in a sense, dialing for dollars, “Oh my God, please stop this. This is a rat race that’s just isn’t fun.” You said you had one client that within three years was able to do what most people couldn’t do in five.
Genie: That’s correct.
Patrick: Awesome.
Genie: I’d like to tell you a story, Pat. I was training in one of the financial investment firms in Rochester, New York. This gentleman who walked in who was very tall, had hair the color of mine. He had been around a while.
Patrick: He must have been around a while.
Genie: Yeah, I know! He said, “I hope this is going to be different.” And I’m going, “Oh my gosh.” So I’m up there putting all the energy — and I like gestures anyway. When I got through I found out from the regional VP that he had been in the firm for 33 years and he ranked number five out of 14,000 people.
Patrick: Wow.
Genie: Well, in a couple of weeks he gave me a call and he said, “Genie, this stuff works. It really works!” I’m going, “Good, because I’m staking my life on it.”
His first client that morning had been Steve and he used my principles. The first thing when Steve came in he said, “Steve, before we get into today’s work, I just want to know what’s going on. What’s going on at the plant? What’s happening for you?”
He found a need, a problem that Steve was facing and stop the interview and called the other advisor and got that all set up. Then he highlighted what he had done for Steve over ten years. Then he made a few suggestions. Steve took his suggestions.
As Steve is leaving, he walked him to the door, he turned around and he said, “Well, I really appreciate you taking those few moments when I first came in and calling that other advisor. I’m going to call him when I get back to the plant. Is there anything at all I could do for you?”
Lyle says, “Well, as a matter of fact, there is. Even though I’ve been very successful, I’m still looking for more clients.” He said, “I’m looking for somebody about 52, 53 years old, probably lives on the north side of town, kids are in college, may own a manufacturing plant, and I really like to deal with macho kind of guys. It’s the kind of guy who would drive a Jeep Grand Cherokee, he’s probably a hunter and he’s got a golden retriever in the backseat.”
The guy came up with three referrals right then, and this was a guy using all the training his firm had given him for ten years and never came up with anyone. When Lyle walked him to the elevator and we he got on held out the door and said, “Listen, Lyle, as soon as we get you those three, I’ll take you to my trade association. There are 28 more guys over there. They all have more assets than I do and I’ll help you get those as well.” 31 referrals. http://youtu.be/Y7pp3NlSp9Y
http://www.7NetworkingMistakes.com Genie Fuller is guest on The Business Spotlight hosted by Patrick Dougher
Transcript:
Patrick: You’re giving them the keys to the kingdom. In fact, I’ve described it earlier when we were talking about this. This is kind of a skeleton key — a master key — that unlocks this endless flood of referrals that with the right people. I remember we’re talking about some research you did on valuable a referral is versus a cold call.
Genie: I was talking with one of my clients and he said that he had taken a list of all of his clients and that he put a list over here of the ones he enjoyed working with and here were the ones he didn’t like working with. Everything was just about the same.
Then he realized that all the ones he enjoyed came from a referral, a real live endorsement, recommendation. And the ones over here that he didn’t like all came from cold prospecting. Isn’t that amazing? They come in with a trust level.
Patrick: That’s such a key. You just hit it. You said one came in with the endorsement and the trust factor of “My good friend, Bob, recommended you. If he says you’re one of the good guys, then you must be one of the good guys because he says there’s only a few of them left.”
In your training, you’re actually giving them those keys. Aren’t you?
Genie: I am.
Patrick: When they’re coming in, they’re finding the ways to really attract the right people to them. Do you want to speak at conventions? The size of the corporation that you typically like to work for is how many sales people normally? http://youtu.be/9E3lGEt0XZk
http://www.7NetworkingMistakes.com Genie Fuller is guest on The Business Spotlight TV show hosted by Patrick Dougher.
Transcript:
Patrick: When they’re coming in, they’re finding the ways to really attract the right people to them. Do you want to speak at conventions? The size of the corporation that you typically like to work for is how many sales people normally?
Genie: I like to work with big national ones, but where I really shine I believe is in their branch offices with about 50 people.
Patrick: So 50 at a time, but typically a branch office might have 2,000 or 3,000 sales reps around the country. But you would be able to mentor each of the mid-level management.
Genie: I’ve learned over the years that I just don’t go in and do a seminar. I can’t change behavior. We’ll do the workshop, but it’s got to follow up with implementation. I give them some things they can do in-house and then I come back and do another program to keep the implementation going. I like at least a 90-day commitment. Most of them are about six months.
Patrick: I wouldn’t doubt that because I’ve seen that model over and over in the past. Somebody comes in and they say, “Here’s a training,” and they throw it out there to the group. Only about 15% of what they say actually shows up is implemented.
What that means is, by doing the follow up, you’re able to internalize a big portion of what somebody is as hired or essentially purchased in the way of training. They’ve purchased that training from you, now they’re finally getting it in their people. http://youtu.be/DTGQJKgO9yo
http://www.7NetworkingMistakes.com Genie Fuller is guest on The Business Spotlight hosted by Patrick Dougher.
Transcript:
Patrick: Welcome back to the Business Spotlight. I’m Patrick Dougher. My guest today is Genie Fuller. Genie is a master at helping you, if you’re a business owner, understand how to attract an endless stream of referrals. I don’t know about you, but if you had your friends selling for you to their friends, does anybody go, “Oh my God, that’s the perfect answer to a business solution?” Yeah. Genie, thank you.
Genie: You’re welcome.
Patrick: You speak to a lot of groups and you are trying to get the message out — look, guys, you don’t have to do it the old fashion way. You also need to realize a personal element because technology is fun and there’s a lot of what I call Gen-Xers or Millennials — and if you’re in that group you know your name. Anybody that’s 45 and below is Gen-X to 35, and below 30ish are the Millenials. The thing is everybody needs the personal touch and the personal introduction. Who are you trying to reach and how would we identify that person for you?
Genie: Most people like to say the whole world, but being very specific targeting, I’ve traditionally worked a lot with financial advisors and financial planners. I really enjoy meeting the branch manager or the regional person. I have video training now that they can use in their meetings and then I go periodically to help with the implementation.
I also trained in law firms and accounting firms. They have to do referrals. Our method is very low key schmooze. Sometimes they ask me what I do. I’d say, “I can help you schmooze your way to business.”
That works really well with me and I like to preferably see the managing partner who wants to increase business. Actually, a managing partner after I did an accounting firm said, “After you’ve been here, marketing doesn’t look like marketing anymore. It’s part of the way we do business.”
Patrick: That’s exactly right.
Genie: That’s the key.
Patrick: A good friend of mine always uses the phrase “Everything is marketing and marketing is everything.” If you can get people to raise their hand and say, “Tell me more,” that’s 90% of the battle. What you’re doing is you’re training your people to introduce each other to their best.
Genie: That’s right.
Patrick: You’re giving them the keys to the kingdom. In fact, I’ve described it earlier when we were talking about this. This is kind of a skeleton key — a master key — that unlocks this endless flood of referrals that with the right people. I remember we’re talking about some research you did on valuable a referral is versus a cold call.
Genie: I was talking with one of my clients and he said that he had taken a list of all of his clients and that he put a list over here of the ones he enjoyed working with and here were the ones he didn’t like working with. Everything was just about the same.
Then he realized that all the ones he enjoyed came from a referral, a real live endorsement, recommendation. And the ones over here that he didn’t like all came from cold prospecting. Isn’t that amazing? They come in with a trust level.
Patrick: That’s such a key. You just hit it. You said one came in with the endorsement and the trust factor of “My good friend, Bob, recommended you. If he says you’re one of the good guys, then you must be one of the good guys because he says there’s only a few of them left.”
In your training, you’re actually giving them those keys. Aren’t you?
Genie: I am. http://youtu.be/G2ofq0yd7Eg