I Getting Started
Chapter 1 Creating a Seminar Business
BRANDING YOURSELF
Rule #1—Think out of the Box
Rule #3—Don’t Underestimate the Basics . . .
Just Don’t Advertise It!
Rule #4—Be Passionate
GENERAL VERSUS CLOSED SEMINARS
General Sessions
Closed Sessions
Keynotes
Seminars and Workshops
MARKETING YOUR SEMINARS
Writing the Book
Speakers’ Bureaus
Third Party Marketing
Chapter 2 Working with Adult Audiences
CREATE AN ATMOSPHERE CONDUCIVE TO TRAINING
BUILD AND MAINTAIN INTEREST
CAPITALIZE ON THE EXPERIENCE OF ADULT TRAINEES
STRUCTURE YOUR PRESENTATION LOGICALLY
USE ACTIVITY TO PROMOTE INVOLVEMENT
SET DEFINITE GOALS
USE REPETITION TO INCREASE RETENTION OF CRITICAL INFORMATION
TELL TRAINEES WHAT YOU REQUIRE OF THEM
MOTIVATE ADULT TRAINEES TO LEARN
MAKE THE PRESENTATION VISUAL
SATISFY THE INFORMATION NEEDS OF THE TRAINEES
SUMMARY
Chapter 3 Recognizing Trainees’ Levels of Behavior
LEVEL ONE— THE UNCONSCIOUS INCOMPETENT
LEVEL TWO—THE CONSCIOUS INCOMPETENT
LEVEL THREE—THE CONSCIOUS COMPETENT
LEVEL FOUR—THE UNCONSCIOUS COMPETENT
THE FOUR LEVELS OF BEHAVIOR IN ACTION
THE NEXT LEVEL
Chapter 4 The Personality Parade: Training All Different Types of People
THE LONER TRAINEE
THE QUIET TRAINEE
THE AMIABLE TRAINEE
THE DISCOURAGED TRAINEE
THE ENLIGHTENER TRAINEE
THE JOKER TRAINEE
THE RELIANT TRAINEE
THE SNIPER
How to Handle Snipers Whose Reputation Precedes Them
What to Do If You’re Blindsided by a Sniper
Flushing a Sniper Out
SOME CLOSING THOUGHTS
Avoid the Squirrel Mentality of Reaction
Chapter 5 The Pace Race: How to Train Groups with Diverse Needs
HOW TO PACE A COURSE FOR A LARGE GROUP WITH WILDLY DIVERSE NEEDS
WHAT NOT TO DO WHEN TRAINING DIVERSE GROUPS
HOW TO WORK WITH THE SLOW POKE
HOW TO WORK WITH THE WHIZ KID
Chapter 6 Anatomy of an 8:00 A.M. Start: Finalizing
On-Site Preparations
7:00 A.M.: ARRIVE EARLY TO ENSURE EVERYTHING IS READY
7:30 A.M.: ARRANGE WHO SITS WHERE
7:45 A.M.: IT’S TIME FOR MUSIC TO CREATE A RELAXED ATMOSPHERE
7:50 A.M.: GREETING YOUR TRAINEES
8:00 A.M.: LET’S GET READY TO RUMBLE!
8:10 A.M.: TIME TO BREAK THE ICE
The Presenter’s Role in the Icebreaker Process
8:30 A.M.: EXPECTATION TIME
II
Chapter 7 The Secret of Success: Selling Your Presentation
INTRODUCING THE UPPOPPR (PRONOUNCED YOU-POP-ER) PROCESS
MASTERING THE UPPOPPR
INTRODUCING THE UPPOP (PRONOUNCED YOU-POP) PROCESS
Chapter 8 Thirty Tips on Maintaining Interest
WHAT TO DO ABOUT SLEEPY TRAINEES
SUMMARY
Chapter 9 The Art of Effective Questioning: Getting Trainees Involved
TYPES OF QUESTIONS
PREPARING AND COACHING TRAINEES TO ANSWER QUESTIONS
TECHNIQUES FOR ASKING QUESTIONS
DO’S AND DON’TS OF QUESTIONING
SUMMARY
Chapter 10 Using Visual Aids
FLIPCHARTS
OBJECTS FOR DEMONSTRATIONS
POINTERS
DO’S AND DON’TS
SOME FINAL THOUGHTS
Chapter 11 Technology and Training
THE TECHNICAL REVOLUTION
PRESENTATION SOFTWARE
THE LAPTOP COMPUTER
LCD PROJECTORS
ADDITIONAL PROJECTOR TECHNOLOGY
TROUBLESHOOTING
OTHER CONSIDERATIONS
MUSIC
ELECTRONIC WHITE-BOARDS AND COPY BOARDS
DOCUMENT CAMERAS
Chapter 12 Taking your Training Online
The Challenges of Online Training
The Strengths of Online Training
Chapter 13 Giving Feedback and Coaching
PITFALLS TO AVOID
GIVING FEEDBACK WITHOUT INTIMIDATING TRAINEES
COACHING USING THE THREE Ss
SUMMARY
Chapter 14 Tricks of the Trade
SUMMARY
III IMPROVING THE TRAINING PROCESS
Chapter 15 Inside the Mind of a Professional Speaker: How to Present Your Best Self
ALWAYS PRESENT A POSITIVE AND ENTHUSIASTIC ATTITUDE
DON’T ADVERTISE ANY LACK OF EXPERIENCE
HOW TO HANDLE ILLNESS ON THE JOB
SURVIVING WITH A SPLIT PERSONALITY
STAY IN TRAINING SHAPE
BE CONFIDENT—NOT ARROGANT
COPING WITH DOUBT
WORKING WITH ANXIETY
Chapter 16 The Value of Good Training: Hiring Effective Trainers
MEET THE NEW BREED OF PRESENTERS
WHO TO HIRE
SUMMARY
Chapter 17 Avoiding the Training Trap: Problems with Relevance and Respect
HOW TO BUILD CREDIBILITY AND GAIN RESPECT FOR TRAINING
TRAINING CAN’T SOLVE ALL BUSINESS PROBLEMS
VALIDATING YOUR TRAINING PROGRAMS
Chapter 18 Developing a Training Staff
EMPHASIZE THE QUALITY OF YOUR TRAINING PROGRAMS
MAKE SURE TRAINERS WORK WITH THE CURRICULUM DEVELOPERS
PROMOTE CONSISTENCY IN COURSE CONTENT AND TRAINING STYLE
Chapter 19 Evaluation and Support
EVALUATING TRAINEES
EVALUATING THE TRAINER
ADVANCE PREPARATION USING PRESCHOOLS
REALISTIC EXPECTATIONS
Chapter 20 Adventures in Cross-Training
FACTORS TO CONSIDER BEFORE CROSS-TRAINING TRAINERS
HOW TO CROSS-TRAIN A NEW PRESENTER
DON’T BE A PERFECTIONIST
POWER AND ITS MANY MISUSES
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