Author of twelve books, professional speaker, award-winning blogger and entrepreneur Scott Ginsberg presents at the Unigroup 2011 Conference on how to become an approachable move coordinator!

2. What do YOU see?

3. *What could I
do in this moment
that would be
the exact OPPOSITE
of everyone else?

15. So:

20. I have a commitment
and a confession:

24. Let me
SUGGEST
this:

26. Let me
ASK YA
this:

29. Fortunately:

40. Here’s the
reality:

41. 41

42. That’s my
reality:

43. I don’t know the
first thing
the moving business.

45. Here’s what
I do know:

46. I know
what it’s like to
start over from scratch.

47. I know
what it’s like to
surrender your identity.

48. I know
what it’s like to
lose control of your life.

51. You’re not here
because your job is to
move people.

52. You’re here because
your job is to unpack
the contents of
the human heart.

54. The Nametag
Principle
TM

56. *If they can’t
come up to you,
how will they ever get
get behind you?

57. Every speech
I give is (actually)
two speeches.

58. ‘ not about
It’s
the nametag.

59. 59

60. You actually let your
son wear a nametag
every single day?

61. Cool.

62. When customers and
employees bring you
crazy ideas,
what’s the first word
out of your mouth?

63. ‘ not about
It’s
the nametag.

65. The real
question is:

66. What’‘s
your
nametag?

68. Practice.

76. Practice.

81. To be approachable
is to be
______________ .

82. TEXT your answer in
five words or less
to Scott’s cell:
314/374-3397
(no sexting you perverts)

83. To be approachable
is to be
______________ .
(314) 374-3397
(no sexting you perverts)

84. We did that for
three reasons:

85. Most people only get
ONE THIRD
of the equation...

89. To be
approachable
is to be three things:

91. Trustable.

92. Buyable.

93. Call-back-able.

95. Relatable.

96. Listenable.

97. Yessable.

99. Referable.

100. Brandable.

101. Follow-up-
able.

104. How to Turn
Approachability
into Profitability:

105. 1. Preserve the
customers ` sense
of control.

109. To preserve
the illusion
of control.

111. Human beings operate
out of a model to feel
autonomous
and in control of their
environment and
actions.

113. Let’s look at some
examples:

123. My best practice for
helping customers
preserve control is
_____________.

124. 2. Establish
expectational
clarity.

126. In the
beginning,
there was
the word.

128. Hey Scott,
can I pick
your brain
sometime?

129. Instead:

131. When I rent
your brain,
what can I
expect?

132. Rent Scott’s Brain
WHAT WILL BE
DIFFERENT IN
SO, HERE’S YOUR LIFE AS A
BRING AND I’LL IN A WITHOUT AND YOU BUT I’M WHAT THAT RESULT OF THIS
ME YOUR: OFFER MY: SPACE OF: ANY: WILL BE: NOT YOUR: MEANS: RELATIONSHIP:
• Brand. • Access. • Acceptance. • Agenda-pushing. • Accelerated. • 12-step sponsor. • I place ideas at your feet for • You will develop a daily
• Business. • Advice. • Affirmation. • Bullshit. • Challenged. • 24-hour hotline. your consideration. practice.
• Career. • Attitude. • Candor. • Cloning. • Clarified. • 411 call. • I will not lead you beyond • You will use writing to solve
where I’m living or have your problems, drive your
• Challenges. • Counsel. • Comfort. • Excuses. • Disturbed. • 911 dispatch.
lived. success and achieve your
• Concerns. • Creativity. • Compassion. • Fixing. • Energized. • Accountability partner. objectives.
• I’m responsible to you, not
• Content. • Ears. • Confidence. • Have-tos. • Enlarged. • Assembly line. responsible for you. • You will have productive
• Dilemma. • Energy. • Confidentiality. • Formulas. • Enthused. • Babysitter. • The onus is on you to be dialogues with yourself.
• Ideas. • Enthusiasm. • Creativity. • Judgment. • Expanded. • Boss. responsible to the wisdom • You will achieve my level of
• Intuitions. • Examples. • Depth. • Musts. • Heard. • Change agent. provided. success without being my
• We share the relationship clone.
• Questions. • Experiences. • Enthusiasm. • Need-tos. • Infected. • Codependent
but you own the results. • You will capture, own and
• Roadblocks. • Feedback. • Facilitated discovery. • Prescriptions. • Inspired. • Daily Grind. convert your thoughts into
• Will plant a seed and enable
• Situation. • Frames. • Flexibility. • Scripts. • Invigorated. • Doormat. others to figure it out on money.
• Stuckness. • Honesty. • Fun • Shoulds. • Met where you are. • Easy button. their own over time. • You will brand your own
• Uncertainty. • Hope. • Gentle elbowing. • Superimposing. • More aware. • Editor. • You don’t act – you don’t language and turn your
• Website. • Humor. • Honesty. • Motivated. • Final authority on life. grow. thoughts into value
messages.
• What Ifs. • Insight. • Helping and teaching. • Nourished. • Hand-holder. • You don’t ask – you don’t
get. • You will accrue a creative
• Knowledge. • Humility. • Pushed. • Muse. inventory.
• Life lessons. • Imperfection. • Questioned. • Parent. • You drive the deliverables.
• You will build an idea
• Mistakes. • Insinuation, not imposition. • Refueled. • Pastor. • You must be mentorable
factory.
and pushable.
• Models. • Intimacy. • Reminded. • Permanent leaning post. • You will propel your own
• You must fully commit to
• Observations. • Laser-like focus. • Renewed. • Physician. momentum by mastering
this process.
dependence avoidance
• Opinions. • Learning. • Stirred. • Problem-solver. • You reach out to me when without be an island.
• Passion. • Mutual respect. • Strengthened.` • Rabbi. you have a need.
• You will build a DIY kit for
• Perspective. • Openness. • Stretched. • Secretary. kicking your own ass.
• Philosophy. • Patience. • Thinking differently. • Soul mate. • You will customize litmus
• Presence. • Personal growth. • Thinking harder. • Spouse. tests and opportunity filters
• Processes. • Playfulness. • Unblocked. • Therapist. for give yourself
permission/discernment,
• Questions. • Professionalism. • Uncomfortable. • Unlimited advice dispenser.
decision-making processes.
• Recommendations. • Relaxation. • Unleashed.
• You will never be alone in
• Reflections. • Reasonable response time. • Unstoppable. this journey.
• Reservoir. • Responsive spirit. • You will fall in love with
• Resources. • Safety. yourself.
• Selfhood. • Specificity. • You will give your river a
• Silliness. • Spontaneity. voice.
• Sounding board. • Springboard-ness. • You will move your thinking
forward.
• Stillness. • Timely response.
• You will be heard.
• Stories. • Timely touchpoints.
• You will delete average,
• Strength. • Transparency. boring and anonymity out of
• Thought process. • Trust. your career.
• Time. • Understanding.
• Truth.
• Verbal mirror.
• Wisdom.
HELLO, my name is Scott! 7563 Oxford Drive #2S / St. Louis, MO 63105 / scott@hellomynameisscott.com

133. Rent Scott’
BRING AND I’LL IN A WITHOUT
ME YOUR: OFFER MY: SPACE OF: ANY:
• Brand. • Access. • Acceptance. • Agenda-pushing. • Acc
• Business. • Advice. • Affirmation. • Bullshit. • Cha
• Career. • Attitude. • Candor. • Cloning. • Clar
• Challenges. • Counsel. • Comfort. • Excuses. • Dist
• Concerns. • Creativity. • Compassion. • Fixing. • Ene
• Content. • Ears. • Confidence. • Have-tos. • Enla
• Dilemma. • Energy. • Confidentiality. • Formulas. • Enth
• Ideas. • Enthusiasm. • Creativity. • Judgment. • Exp
• Intuitions. • Examples. • Depth. • Musts. • Hea
• Questions. • Experiences. • Enthusiasm. • Need-tos. • Infe
• Roadblocks. • Feedback. • Facilitated discovery. • Prescriptions. • Insp
• Situation. • Frames. • Flexibility. • Scripts. • Invi
• Stuckness. • Honesty. • Fun • Shoulds. • Me
• Uncertainty. • Hope. • Gentle elbowing. • Superimposing. • Mo
• Website. • Humor. • Honesty. • Mo
• What Ifs. • Insight. • Helping and teaching. • Nou
• Knowledge. • Humility. • Pus
• Life lessons. • Imperfection. • Que
• Mistakes. • Insinuation, not imposition. • Ref
• Models. • Intimacy. • Rem
• Observations. • Laser-like focus. • Ren

134. D
SO, HERE’S Y
AND YOU BUT I’M WHAT THAT R
WILL BE: NOT YOUR: MEANS: R
• Accelerated. • 12-step sponsor. • I place ideas at your feet for •Y
• Challenged. • 24-hour hotline. your consideration. p
• Clarified. • 411 call. • I will not lead you beyond •Y
where I’m living or have y
• Disturbed. • 911 dispatch.
lived. s
• Energized. • Accountability partner. o
• I’m responsible to you, not
• Enlarged. • Assembly line. responsible for you. •Y
• Enthused. • Babysitter. • The onus is on you to be d
• Expanded. • Boss. responsible to the wisdom •Y
• Heard. • Change agent. provided. s
• We share the relationship c
• Infected. • Codependent
but you own the results. •Y
• Inspired. • Daily Grind. c
• Will plant a seed and enable
• Invigorated. • Doormat. others to figure it out on m
• Met where you are. • Easy button. their own over time. •Y
• More aware. • Editor. • You don’t act – you don’t la
• Motivated. • Final authority on life. grow. t
m
• Nourished. • Hand-holder. • You don’t ask – you don’t
get. •Y
• Pushed. • Muse. in

135. n
WHAT WILL BE
DIFFERENT IN
SO, HERE’S YOUR LIFE AS A
BUT I’M WHAT THAT RESULT OF THIS
NOT YOUR: MEANS: RELATIONSHIP:
ep sponsor. • I place ideas at your feet for • You will develop a daily
ur hotline. your consideration. practice.
all. • I will not lead you beyond • You will use writing to solve
where I’m living or have your problems, drive your
ispatch.
lived. success and achieve your
untability partner. objectives.
• I’m responsible to you, not
mbly line. responsible for you. • You will have productive
sitter. • The onus is on you to be dialogues with yourself.
responsible to the wisdom • You will achieve my level of
ge agent. provided. success without being my
• We share the relationship clone.
pendent
but you own the results. • You will capture, own and
Grind. convert your thoughts into
• Will plant a seed and enable
mat. others to figure it out on money.
button. their own over time. • You will brand your own
r. • You don’t act – you don’t language and turn your
authority on life. grow. thoughts into value

136. Rent Scott’s Brain
WHAT WILL BE
DIFFERENT IN
SO, HERE’S YOUR LIFE AS A
BRING AND I’LL IN A WITHOUT AND YOU BUT I’M WHAT THAT RESULT OF THIS
ME YOUR: OFFER MY: SPACE OF: ANY: WILL BE: NOT YOUR: MEANS: RELATIONSHIP:
• Brand. • Access. • Acceptance. • Agenda-pushing. • Accelerated. • 12-step sponsor. • I place ideas at your feet for • You will develop a daily
• Business. • Advice. • Affirmation. • Bullshit. • Challenged. • 24-hour hotline. your consideration. practice.
• Career. • Attitude. • Candor. • Cloning. • Clarified. • 411 call. • I will not lead you beyond • You will use writing to solve
where I’m living or have your problems, drive your
• Challenges. • Counsel. • Comfort. • Excuses. • Disturbed. • 911 dispatch.
lived. success and achieve your
• Concerns. • Creativity. • Compassion. • Fixing. • Energized. • Accountability partner. objectives.
• I’m responsible to you, not
• Content. • Ears. • Confidence. • Have-tos. • Enlarged. • Assembly line. responsible for you. • You will have productive
• Dilemma. • Energy. • Confidentiality. • Formulas. • Enthused. • Babysitter. • The onus is on you to be dialogues with yourself.
• Ideas. • Enthusiasm. • Creativity. • Judgment. • Expanded. • Boss. responsible to the wisdom • You will achieve my level of
• Intuitions. • Examples. • Depth. • Musts. • Heard. • Change agent. provided. success without being my
• We share the relationship clone.
• Questions. • Experiences. • Enthusiasm. • Need-tos. • Infected. • Codependent
but you own the results. • You will capture, own and
• Roadblocks. • Feedback. • Facilitated discovery. • Prescriptions. • Inspired. • Daily Grind. convert your thoughts into
• Will plant a seed and enable
• Situation. • Frames. • Flexibility. • Scripts. • Invigorated. • Doormat. others to figure it out on money.
• Stuckness. • Honesty. • Fun • Shoulds. • Met where you are. • Easy button. their own over time. • You will brand your own
• Uncertainty. • Hope. • Gentle elbowing. • Superimposing. • More aware. • Editor. • You don’t act – you don’t language and turn your
• Website. • Humor. • Honesty. • Motivated. • Final authority on life. grow. thoughts into value
messages.
• What Ifs. • Insight. • Helping and teaching. • Nourished. • Hand-holder. • You don’t ask – you don’t
get. • You will accrue a creative
• Knowledge. • Humility. • Pushed. • Muse. inventory.
• Life lessons. • Imperfection. • Questioned. • Parent. • You drive the deliverables.
• You will build an idea
• Mistakes. • Insinuation, not imposition. • Refueled. • Pastor. • You must be mentorable
factory.
and pushable.
• Models. • Intimacy. • Reminded. • Permanent leaning post. • You will propel your own
• You must fully commit to
• Observations. • Laser-like focus. • Renewed. • Physician. momentum by mastering
this process.
dependence avoidance
• Opinions. • Learning. • Stirred. • Problem-solver. • You reach out to me when without be an island.
• Passion. • Mutual respect. • Strengthened.` • Rabbi. you have a need.
• You will build a DIY kit for
• Perspective. • Openness. • Stretched. • Secretary. kicking your own ass.
• Philosophy. • Patience. • Thinking differently. • Soul mate. • You will customize litmus
• Presence. • Personal growth. • Thinking harder. • Spouse. tests and opportunity filters
• Processes. • Playfulness. • Unblocked. • Therapist. for give yourself
permission/discernment,
• Questions. • Professionalism. • Uncomfortable. • Unlimited advice dispenser.
decision-making processes.
• Recommendations. • Relaxation. • Unleashed.
• You will never be alone in
• Reflections. • Reasonable response time. • Unstoppable. this journey.
• Reservoir. • Responsive spirit. • You will fall in love with
• Resources. • Safety. yourself.
• Selfhood. • Specificity. • You will give your river a
• Silliness. • Spontaneity. voice.
• Sounding board. • Springboard-ness. • You will move your thinking
forward.
• Stillness. • Timely response.
• You will be heard.
• Stories. • Timely touchpoints.
• You will delete average,
• Strength. • Transparency. boring and anonymity out of
• Thought process. • Trust. your career.
• Time. • Understanding.
• Truth.
• Verbal mirror.
• Wisdom.
HELLO, my name is Scott! 7563 Oxford Drive #2S / St. Louis, MO 63105 / scott@hellomynameisscott.com

142. But here’s where it
gets really cool:

144. Create your own
Expectational
Clarity Workflow.

147. !"#$%&'"!(
)*'"!(+(')!$

149. Brand your service,
package your process,
MEMORIALIZE
expectations and
leave no room
for doubt.

150. My best practice for
reducing customer
guesswork is
__________.

151. 3. Be a force of
calm in
a time of
turmoil.

153. Calm is what:
builds trust
mitigates stress
remedies confusion
inspires followership.

155. The worst thing you
could say to try
to calm your
customer down is
_____________.

156. Avoid anything
that might fuel
already escalating
emotions.

158. Here’s the
transcript:

159. “We have a
technical issue
with our engine ...
We have deal with
this situation. The
aircraft is secure”

160. “And we’re going to
hold for a little while
as we lighten our load
and perform seven
checklists.”

161. “Thanks for your
patience and we
promise to keep you
posted.”

163. When people
panic, give them
instructions.

165. Be careful not to
over-identify.

167. My best phrase to say
to customers who are
freaking out is
_____________.

168. How to Turn
Approachability
into Profitability:

169. *Hey ,
am I actually going to
REMEMBER
any of this stuff?

171. Can we get the
SLIDE DECK?

179. Me

181. GOODBYE,
your name
was Scott!

185. And if you think
THAT’S bad...

187. Four years
of college.
Thanks
Miami!

192. But here’s the
WORST
one...

199. But, look
at the bright side:

207. Let me
SUGGEST
this:

208. The Internet is
FOR-E-VER.

210. EVERYTHING
matters.
EVERYBODY’S
watching.
EVERYTHING’S
a performance.

211. Let me
ASK YA
this:

212. *Is YOUR
commitment
unquestionable?

214. Consistency is far
better than rare
moments
of greatness.

215. What do YOU see?