Want Their Buy-In? Ask Questions!
More on the skill of enrollment: John Smith is an attorney. He meets George at a business mixer. George has some legal issues that John believes he can help with so they set a meeting. (While I use the attorney example, these principles apply for whatever business you are in.) The first pre-meeting question John […]
But First, the Rapport
If you want something – anything – that involves another person (and when does it not?), you will need to engage in some level of enrollment. See last week’s blog for the definition of “enrollment.” (http://www.mclarencoaching.com/enrollment-the-art-of-collaborative-communication/) We use the tool of enrollment every day. Sometimes we use it successfully; sometimes not so much. Often others […]
Enrollment – The Art of Collaborative Communication
 “Leadership is the art of getting someone else to do something you want done because he wants to do it.” ~Dwight D. Eisenhower Over the next month, I am going to re-publish some of my older works on enrollment, leading up to my enrollment workshop on June 19 (below). Then I will resume our […]
Persuasive Communication – First Understand Their REALITY
Last night, I had a great meeting with several attorneys in Sacramento. We were discussing “Persuasive Communication: Getting others to do what you want them to do, because they want to.” I was teaching a tool I call “enrollment” and a model of enrollment called “REALITY.” I learned a lot from these attorneys last night […]
Sell Without “Selling,” Part VIII – Yes!
I am wrapping up my series on the Selling Without “Selling”. Let’s look at step #8, “Yes!” from my REALITY model of enrollment. Of course by now, you know that “enrollment” is a way of supporting another person by offering a product, a service, or simply a solution; a way of communicating with another person […]
Sell Without “Selling,” Part VII – Teach
Let’s discuss step #6, Teach. You will remember that “enrollment” is a way of supporting another person by offering a product, a service, or simply a solution; a way of communicating with another person that inspires them to move forward with something they want by using something you have. Enrollment is a way to interact […]
The Easiest Way to Find the Solution to Any Problem
Often attorneys and managers have similar characteristics. For one thing both groups, which overlap to a great extent in law firms, tend to spend a lot of time figuring things out on their own. I am not sure why this is. I think both groups, believing they have been hired for their talent, fear that […]
Enrollment is Everywhere
We use the tool of enrollment every day. Sometimes we use it successfully; sometimes not so much. Often others enroll us instead. We are always enrolling or being enrolled. Last night, I was watching my current favorite show – Friday Night Lights. Tammy Taylor (for the uninitiated, she is a guidance counselor who was then […]
Tell Me What’s Going On
Pamela Jones is an estate planning attorney. She took my Enrollment & Accountability class and shares here how she uses the skill we have been writing about to truly gain understanding of a client’s desires and needs, so she can enroll that person in the service that is right for her. Check out Pam’s website […]
Enrollment – Moving Forward Together
Another participant in my Enrollment & Accountability series, Ed Lewis, owner of MSE Plumbing, writes about enrolling his wife in the idea that things would work out after financial setbacks. This is a great illustration that we are enrolling people all the time. In this blog post, Ed describes a simple enrollment – one in […]
