1. 7 Habits of Highly Effective People: Banking in Abundance

2. Independence Dependence Interdependence PUBLIC VICTORY PRIVATE VICTORY Seek First to Understand … Then to be Understood Synergize Think Win/Win Put First Things First Be Proactive Begin with the End in Mind Sharpen the Saw

3. Principle #1: “I am free to choose and am responsible for my choices.”

4. Principle #2: Mental creation precedes physical creation

5. Principle #3: Effectiveness requires the integrity to act on your priorities.

6. A Familiar Story

7. “ You can’t talk your way out of problems you behave yourself into” (Stephen Covey)

9. Habit #4 THINK WIN-WIN

10. Principle #4: Effective, long-term relationships require mutual respect and mutual benefit.

11. 6 Paradigms of Human Interaction

12. Win-Lose

13. Lose-Lose?

15. Ground Zero

16. Lose-Win

17. Win

18. Win-Win

19. Win-Win or No Deal

20. How do you recognise ‘Win-Win’ People?

21. 1. They have an ‘Abundance’ Mentality

23. 2. They always seek Mutual Benefit

24. 3. They regularly make deposits into the Emotional Bank Account

25. Exercise #1: What kinds of EBA deposits should you be making regularly?

26. Attending to the Little Things

27. Keeping Commitments

28. Showing Personal Integrity

29. “ One of the most important ways to manifest integrity is to be loyal to those who are not present .” Stephen Covey

30. Apologizing Sincerely When You Make a Withdrawal

31. 4. They balance Courage with Consideration

32. Lose/Win High Low Win/Win Lose/Lose Win/Lose CONSIDERATION Low High COURAGE

33. 5. They Build Win-Win Systems

34. All sales-people who achieve 110% of their goal achieve President’s Club Compensation based on performance and merit Performance Management system based both on individual performance and team contribution Top 5% of sales force achieve President’s Club Performance Management system based on individual performance alone Compensation system based on seniority and friendliness with ‘the boss’ Class Rankings, ‘A’-count (SPM style) Rubrics / Criterion-Ref (IB style) Win-Lose Win-Win

35. Habit #5 SEEK FIRST TO UNDERSTAND, THEN TO BE UNDERSTOOD

36. Principle #5: “To communicate effectively, we must first understand each other”

37. What is Bad Listening?

38. “ Most people do not listen with the intent to understand; they listen with the intent to reply.” Stephen Covey

39. Evaluate

40. Probe

41. Advise

43. What is Good Listening?

44. Give People Psychological ‘Air’

45. Reflect what a person feels and says in your own words

47. When Can You Seek to be Understood?

48. Issue is Clear and Mutually Understood

49. Conversation is Casual and Unemotional

50. You’re asked or expected to give Counsel and Advice