Every H-Rep (highly specialized expert) needs an E-Rep (electronic representative) to help leverage their knowledge and expertise. An E-Rep enhances the H-Rep's reputation by continuously learning new information and demonstrating the H-Rep's skills online. This helps the E-Rep attract more prospects and customers by establishing the H-Rep as a valuable knowledge source. When an E-Rep effectively shares the H-Rep's applicable knowledge through online tools, it allows the H-Rep to reach more people and teach more, ultimately building credibility and generating new opportunities.

1. Every H-Rep Needs An E-Rep 1 Todd Youngblood The YPS Group, Inc. www.ypsgroup.com todd@ypsgroup.com 770-514-1189 July 25, 2010

2. 2 Agenda Definitions & Perspective Why bother??? E-Rep Positioning Building Your E-Rep

3. Explicit, Tacit & New Knowledge Explicit Knowledge + “E-Rep” “H-Rep”

4. You’re An “H-Rep”if… …you have specialized knowledge and expertise …when your advice is followed, it helps individuals & organizations make and/or save money …your customers are often too preoccupied to invest the time & thought to adequately understand & appreciate your value 4

5. Resistance At Every Stage 5

7. A cell phone

8. A laptop

9. An E-Rep6

10. 7 Agenda Definitions & Perspective Why bother??? E-Rep Positioning Building Your E-Rep

11. Alexa.com Site Ranking 8 Lower is better!

12. Alexa.com Site Ranking 9 Lower is better!

13. Unique Weekly Visitors 10

14. 11 “Push” is less effective than “Pull”

15. New Record: 37 Days 79% Close In 13-17 Months The Old Record: 8 Months Longest: 4 Years 8 Days That’s 1,203%better than average!!!

16. Where E? Where H? 13 e-Rep e-Rep h-Rep

17. E-Rep Chronology Day -395: (Approx.) “We need help” Day 1: E-Rep Implementation Day 28: Received Book Order Day 93: Meeting Request (Day 1) Day 106: Meeting (Day 13) Day 108: Proposal (Day 15) Day 112: E-Rep Follow-Up (Day 19) Day 130: Done Deal (Day 37) The Greeting & The Content! 14

18. 15 An E-Rep shares knowledge and builds the credibility of the H-Rep.

19. How Do They Find Knowledge? 16 How Do you Find Knowledge?

20. Search, Social Search& “Pull” vs. “Push” 17 Search for: Whatever X Number of Results Regular Filter Social Filter “Social Circle” Results Only “Social Circle” = in my Google Profile (i.e., E-Mail Contacts, LinkedIn, Twitter, Blog…)

21. How Much Work? 18

22. Leverage Your Knowledge 19 This is everything you do ~ 5X In addition to the 8 X 5 8 X 5 24 X 7 …simultaneously reaching many people on many topics “H-Rep” This is a pure display of your Knowledge & Thought Process “E-Rep”

23. 20 “Only the mediocre are always at their best.” - Jean Giradoux

24. “Social Media”Numbers Reached 21 ? 40,800 X 145 280 A “Thin” Relationship… …Is Where It All Begins

25. “Social Media”Numbers Reached 22 ? 3,040,800 X 74 Dunbar # = 150 X 145 280 40,800

26. Why An E-Rep? …a quick recap Builds Your Reputation As An “Applicable Knowledge Source” “Pull” Works Better (That’s how you buy!) Leverage Time & Intellectual Capacity Reach More, Teach More (…network multiplier) 23 Credibility is built through a long series of small, positive impressions.

27. 24 Agenda Definitions & Perspective Why bother??? ??? E-Rep Positioning Building Your E-Rep

28. OrchestrateKnowledge Flows 25 CRM Dunbar # = 150 45,000 Support Team Customer H-Rep E-Rep “E-Rep Ocean”

29. 26 Agenda Definitions & Perspective Why bother??? ??? E-Rep Positioning Building Your E-Rep

30. 3 Facets of E-Rep 27 Continuously enhance personal skills, knowledge and understanding. Demonstrate personal & organizational expertise to gain attention of prospects and customers. Generate new knowledge that when applied, can make and/or save money.

31. Core “Lurk & Learn” Tools 28

32. Core “Harvest” Tools 29

33. 30

34. Core “Share/Attract” Tools 31 ?

35. Core Collaborate & Create Tools …get “Lurk & Learn” & “Harvest, Share, Attract” down first.

36. 33 “H-Rep” + “E-Rep” Become A Trusted Source Of Applicable Knowledge! Todd Youngblood The YPS Group, Inc. Acworth, GA 770-514-1189 todd@ypsgroup.com