Sight, Sound, Touch: Addressing Sensory Learning in a College Algebra Course
Get Closer - MemberClicks...John Carpenter, Who Wants to be a Millionaire, 2007 Make it engaging...
Transcript of Get Closer - MemberClicks...John Carpenter, Who Wants to be a Millionaire, 2007 Make it engaging...
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Get Closer Understanding and building stronger personal relationships
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What’s a bigger influence on your clients’ loyalty to you: your performance, or your relationship?
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Research
Forrester Research, 2010
? Focus on growing, not just preserving money Doing what’s right for the customer
+/- Predictor of Loyalty
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Forrester Research, 2010
+0.136
Focus on growing, not just preserving money Doing what’s right for the customer
+/- Predictor of Loyalty
Answer
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Forrester Research, 2010
-0.044
Focus on growing, not just preserving money Doing what’s right for the customer
+/- Predictor of Loyalty
+0.136
Answer
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Matthew Lieberman, “Social” 2013
3 Modes
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Matthew Lieberman, “Social” 2013
Instinct / Survival
3 Modes
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Matthew Lieberman, “Social” 2013
Instinct / Survival
Social / Relationships
3 Modes
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Matthew Lieberman, “Social” 2013
Instinct / Survival
Social / Relationships
Rational / Money
3 Modes
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Matthew Lieberman, “Social” 2013
Instinct / Survival
Social / Relationships
Rational / Money
3 Modes
X X
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Matthew Lieberman, “Social” 2013
Relationships = Open, receptive
Money = Selfish, Suspicious
3 Personalities
Instinctive = Impulsive, reactive
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Matthew Lieberman, “Social” 2013
Relationships = Open, receptive
Money = Selfish, Suspicious
3 Personalities
Instinctive = Impulsive, reactive
X X
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Social / Financial / Social
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Retain
Acquire
Develop
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Client Development
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Make it engaging
Make a connection
Make it personal
Retain
Acquire
Develop
Relationship Development
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9 Techniques
Make it engaging
Make a connection
Make it personal
Find something in common Share your values Dress to connect
Create intimacy Use the right language
Open up
Sight, sound & touch Do small favors Start a tradition
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Make a Connection
Find something in common 1
Santa Clara University
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Make a Connection
Find something in common 1
Santa Clara University
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Make a Connection
33%
Find something in common 1
Santa Clara University
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Make a Connection
Find something in common 1
33% 62%
Santa Clara University
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80% 33% 62%
Find something in common 1
Santa Clara University
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Make a Connection
Find something in common 1
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Make a Connection
Share your values 2
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Make a Connection
“Think Different” 1997
Share your values 2
Thomas Edison
Alfred Hitchcock
Bob Dylan
Jim Henson
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Make a Connection
“Think Different” 1997
Share your values 2
Thomas Edison Innovator iMac, 1998
Alfred Hitchcock Movies Final Cut, 1999
Bob Dylan Music iPod, 2001
Jim Henson Media iPad, 2010
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Make a Connection
Share your values 2
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Make a Connection
Share your values 2
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Make a Connection
Costner: $150 million
Two Academy Awards
Share your values 2
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Springsteen: $200 million 120 million albums
Costner: $150 million
Two Academy Awards
Share your values 2
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Dress to connect 3
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Emswiller, 1971
Make a Connection
Dress to connect 3
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Emswiller, 1971
Make a Connection
Dress to connect 3
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Emswiller, 1971
Make a Connection
Dress to connect 3
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Emswiller, 1971
Make a Connection
Dress to connect 3
>66%
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Emswiller, 1971
Dress to connect 3
>66% <50%
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Make a Connection
Dress to connect 3
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GET CLOSER Get Closer
Make a connection Find something in common
Share your values Dress to connect
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Get Closer
Make a connection
Make it personal
Find something in common Share your values Dress to connect
Create intimacy Use the right language
Open up
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Banquette
Make it personal
Create intimacy 4
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Make it personal
Create intimacy 4
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Make it personal
Use the right language 5
4 ounce, USDA grade D patty
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Make it personal
Use the right language 5
“Big Mac” 4 ounce, USDA grade D patty
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Make it personal
Use the right language 5
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Make it personal
Use the right language 5
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Ori and Rom Brafman, Click 2010
Make it personal
Open up 6
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Would you like to be famous? In what way? When did you last sing to yourself? To someone else?
Before making a telephone call, do you ever rehearse what you’re going to say? Why?
If you could wake up tomorrow having gained any one quality or ability, what would it be?
If you could change anything about the way you were raised, what would it be?
Do you have a secret hunch about how you will die?
The 45-minute relationship questionnaire:
Source: Arthur Aron, Stony Brook University
Make it personal
Open up 6
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Would you like to be famous? In what way?
When did you last sing to yourself? To someone else?
Before making a telephone call, do you ever rehearse what you’re going to say? Why?
If you could wake up tomorrow having gained any one quality or ability, what would it be?
If you could change anything about the way you were raised, what would it be? Do you have a secret hunch about how you will die?
Source: Arthur Aron, Stony Brook University
Make it personal
Open up 6
The 45-minute relationship questionnaire:
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Get Closer
Make a connection
Make it personal
Find something in common Share your values Dress to connect
Create intimacy Use the right language
Open up
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Make it engaging
Make a connection
Make it personal
Find something in common Share your values Dress to connect
Create intimacy Use the right language
Open up
Sight, sound & touch Do small favors Start a tradition
Get Closer
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Sherry Turkle, “Alone Together”/TED Talks, 2012
Make it engaging
Sight, sound and touch 7
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John Carpenter, Who Wants to be a Millionaire, 2007
Make it engaging
Sight, sound and touch 7
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John Carpenter, Who Wants to be a Millionaire, 2007
Make it engaging
“Hi, Dad … ?”
Sight, sound and touch 7
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John Carpenter, Who Wants to be a Millionaire, 2007
Make it engaging
“Reach out and touch someone”
Sight, sound and touch 7
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Make it engaging
Sight, sound and touch 7
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Make it engaging
Sight, sound and touch 7
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Make it engaging
Sight, sound and touch 7
10%
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Make it engaging
Sight, sound and touch 7
10% > 20%
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Make it engaging
Do small favors 8
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Make it engaging
Do small favors 8
Robert Cialdini – “Influence”, 1984
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Douglas Atkins – “The Culting of Brands”, 2004
Make it engaging
Start a tradition 9
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Douglas Atkins – “The Culting of Brands”, 2004
Make it engaging
Start a tradition 9
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GET CLOSER
Make it engaging
Make a connection
Make it personal
Find something in common Share your values Dress to connect
Create intimacy Use the right language
Open up
Sight, sound & touch Do small favors Start a tradition
Get Closer
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Do people just LIKE Apple products, or are they ADDICTED to them?
Question
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New York Times September 30th, 2011
Experiment
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New York Times September 30th, 2011
Result
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Get Closer
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Bobby Jones
Inspiration
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Bobby Jones
“Golf is played one shot at a time. But it took me many shots to realize that.”
Inspiration
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Questions?
Get Closer
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Important information
The material is prepared by and represents the views of John Mittnacht. It is for informational purposes only and should not be regarded as a recommendation or offer to buy or sell any TIAA product or service to which this information may relate. Certain products and services may not be available to all entities or persons.
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