Glenn is in the elite top 5% of speakers who
earn $10,000 or more for a keynote speech.
While it's nice to be able to just show up, give a
speech, and take home a big check, there's a
limited number of organizations that can afford
this.
But there's no limit to how many
people can attend a public seminar
When Glenn first began, a highly respected
speaker named Hilary Hinton taught him to spend 75% of his time on
marketing, and 25% on everything else.
Of course, you know Hilary better by his
stage name, Zig Ziglar.
Glenn took Zig's advice to heart, and the
results were phenomenal.
.
How Does He Do It?
Glenn employs the best marketing professionals
in the country, and spends over $400,000 a year
on marketing for his seminars.
Members of his marketing team have worked in the
past promoting Mark Victor Hansen (coauthor of
Chicken Soup for the Soul), Zig Ziglar,
Brian Tracy, Wayne Dyer, Denis Waitley, and
Deepak Chopra.
These Seminars Cost Your
Chamber Nothing, but Make You Money
Miami University in Ohio
We partner with over 140 chambers of commerce and
universities in 24 states to bring world class
management training to their communities,
and we pack the room.
By
far, Glenn's most popular seminar is "How to
Manage Problem Employees",
Auburn University
in Alabama
based on his best selling book by
the same name.
The
book is so poplar that his publisher in New York
has translated it into five foreign languages.
This seminar attracts small business owners that
never attend other chamber events.
REASON: The American work ethic is going
straight down the toilet, and small business
owners are sick and tired of people who don't
want a job -
The American version
of Glenn's 4th book
The Indian version
of Glenn's 4th book
The Russian version
of Glenn's 4th book
The American version
of Glenn's 5th book
The Mexican version
of Glenn's 6th book
The Chinese version
of Glenn's 6th book
The Korean version
of Glenn's 6th book
they just want a paycheck.
This
solves the problems they struggle with every
day.
And that makes you look like a hero.
“After we brought Glenn to
town, my chamber members think I walk on water. They keep
asking when we're bringing him back.”
The seminar runs from
8:30 am to 12:00 noon.
Average attendance
is around 75 people, depending on your market
size. Tuition is $149 for non-members, $129 for
members.
What Does the Chamber
Have to Do?
Just provide a meeting room. If you don't have
one big enough, we'll pay for one at a local
hotel.
If You Do Everything,
Why Do You Need the Chamber?
Because hosting the seminar at a local chamber or
university adds credibility, which helps
attendance.
*Accreditation
Glenn's seminar is accredited by HRCI, which is part of
SHRM (the Society of Human Resource Management).
Continuing education classes like this are mandatory for HR
professionals holding PHR®,
GPHR®,
and SPHR®
designations to keep their certification.
These are to HR professionals what IOM and CCE are in chamber world.
It is also meets requirements for CEU credits for
CPA's, dental hygienists, law enforcement,
accounting, day care workers, funeral directors,
and many other professionals required to get
continuing education credit every year to keep
their licenses.
"Times Are Tight and
Businesses in My Area Can't Afford $129"
Anyone who believes that shouldn't be working at
a chamber of commerce, because they don't
understand how business works.
The
biggest expense most companies have is payroll.
If they don't get a good return on that
investment, they'll go out of business.
This is even more important now that companies
are having to do more with less.
Even a minimum wage employee costs over $300 a
week.
A measly $129 to learn how to turn around an
employee who's not pulling their weight is a
drop in the bucket compared to the estimated
$3,500 it'll cost to lose an employee and have
to go through he whole interviewing, hiring, and
training process again.
“After Glenn spoke at the
Nebraska Chamber of Commerce Executives annual conference, I
wanted to bring him to Seward but thought we were too small.
He insisted we weren't and I reluctantly agreed. To my
amazement, 55 people paid to attend and folks from as far as
Lincoln to our little town.”
People will always find money for the things
they want to find money for.
Click
the PLAY button on this short YouTube video to
see why:
"Why Do People Who Live in Shacks
Have Satellite TV Dishes?"
Click the PLAY
button to watch this excerpt from
the
Georgia
Association of Chamber of Commerce
Executives
conference in Jekyll Island, GA
"My Market is Too Small"
No such thing.
Because smaller areas are usually
under served, they do better than you would
think.
The LaGrange County, Indiana
chamber had nearly 100 people attend in the tiny
Amish community of Shipshewana, which has only
one red light.
"I Can Hardly Get
People to Attend Free Chamber Events. They
Certainly Won't Pay $129 to Attend a Seminar"
Small
business owners are busy - very bury - just
trying to survive. They won't take time from
their busy day to attend a free event.
No
matter how good it is, if it's free, it won't be
perceived as being very valuable. This is why
the worst thing your chamber can do is offer too
many "free" events.
It's
not the money that's the problem, it's the
value.
What Types of Businesses Attend
Glenn's Seminar?
From Hooter's to the
U.S. Postal Service to the First Methodist Church to
Wal-Mart, they've all attended Glenn's seminar because they
all have the same management challenges.
Pastors, doctor's offices, law firms,
restaurants, fast food establishments,
grocery
stores, plumbers, body shops, law enforcement,
insurance agencies, funeral homes, hospitals,
colleges, non-profits, for-profits, and anyone
else that employees people.
Everyone has a problem employee at one time or
another.
lick the PLAY button on this short YouTube video
to see why:
"Why Do Job Applicants
Think it's Okay to that
Answer Their Cell Phone
in the Middle of an Interview?"
Click the PLAY
button to watch this preview
Who Gets the "Butts in
Seats"?
We do. Filling the room is 90% of the work, and
we take care of everything.
A
recent seminar in Murfreesboro, TN
What is Glenn's "Secret"
for Getting So Many People to Attend His Seminars?
It's
not what you think.
We
fill the room using tested and proven highly
targeted direct mail pieces that are printed,
folded, inserted, addressed, and sent from our
mailroom in Nashville. Depending on market size
and location, we may send as many as 30,000
pieces for one seminar.
Outgoing mail in
our warehouse.
"But I Thought Direct Mail
was Dead"
Far
from it.
First
class (personal) mail volume is down
dramatically because it's cheaper these days to
text, email, or call with free long distance.
But
commercial bulk mail is actually UP by 3% in
2011.
Look in your mailbox and you'll see
that the most successful companies in America
spend MILLIONS of dollars on direct mail.
Why?
Because it works! Here a few examples:
Sample mailer
from Bed, Bath & Beyond
Sample mailer
from Ashley Furniture
Sample mailer
from
J.C. Penney
Sample mailer
from the American Management Association. This
one is selling $2,000 seminar.
Sample mailer
from Omaha Steaks
Sample mailer
from Cabela's
Sample mailer
from the Nashville, TN Chamber of Commerce
If Direct Mail is So
Effective, Why Aren't More Businesses Using It?
Because it's VERY expensive.
Glenn spends over
$400,000 a year on postage to market his
seminars.
“We've attended Glenn's live
program and consulted with him on several occasions. Glenn
is the one resource who understands how to solve the real
world challenges of managing people better than anyone. ”
Those
are fine to use in addition to direct mail, but
they're not even close to being in the same
category.
The
reason you hear so much about social media, and
specifically Facebook, is because it' free, so
anybody can use it.
But
it takes money to make money, and you get what
you pay for.
If
there was any marketing medium nearly as
effective as direct mail, you wouldn't see
companies like J.C.Penney, Bed, Bath & Beyond,
Ashley's Home Furniture, and Cabela's continue
to spend millions and millions of dollars on it
every year.
“I manage 30 employees and
have been using Glenn's material for two years now. I'm
proud to say that the last two years have been the best of
my career! We actually made it 13 consecutive months without
terminating or having anyone quit, which is a record!”
Randy Jameson
Adorn LLC
Elkhart, IN
Who Approves the
Mail Piece?
You do. Nothing is sent without your approval.
“I learned more in Glenn's
program than in ten years as a supervisor! ”
Depending on market size, we spend anywhere from
$3,000 to $7,000 on direct mail for one seminar.
“We have quite a few younger
supervisors which we were having a hard time getting to
understand the reasons for documenting and addressing
THINGS. Glenn came to Saginaw an we
sent 10 of our supervisors to the event. They came back
telling us what needed to be put in place. He got through to
them in one day what we had spent many hours
going over with little effect!”
We do.
We pay for everything.
The chamber has
no expenses.
“I attended Glenn's seminar
about 3 years ago. I was a stay at home mom for 15 years and
re-entered the work force at a management level. Unsure that
my management style was a bit dusty I was driven to update
my skills. Glenn's seminar gave me a boost
of confidence and the knowledge that I still had the
executive edge in the workforce. My staff truly benefited
and they didn't even know it. Thanks, Glenn!”
The chamber gets $20 per attendee, regardless of
attendance. Since you have no expenses, this is
100% profit for you.
Attendees (both members and non-members) pay their tuition directly to you, and we'll
send you one invoice after the seminar. This
makes it simple and easy for everyone.
“A couple of years ago I was
going through a rough time with one of my employees who
wanted to partner with me, only to find out later that she
was trying to take over my company. Thanks to the great
advice I got from Glenn, I did not partner with her and that
literally saved my company! I will be forever grateful for
the sound advice I received from Glenn. ”
Even if we don't cover our costs,
the chamber
makes a profit regardless of attendance. The key
to a chamber's financial health is to avoid
risk, and this model shifts the risk completely
to us.
You are guaranteed to make money.
“I originally went to one of
Glenn Shepard's seminars as a last minute add-on. Since that
time, I’ve attended a couple of seminars by ‘nationally
known providers’ of management training where I was
subjected to patronizing catchphrases that left me looking
at my watch.
Glenn's seminar is the gold
standard by which I judge all other management training.
Nothing else has even come close. It's immediately useful,
applicable, important information and because of it, I now
have a true A-team group that makes coming to work every day
enjoyable again.”
"We Already Have Too Many
Events and Don't Have Time for Another"
If your retention rate is over 90%, you may be
right.
But if you're losing 10% of your members
every year, you need to do everything you can to
get them more engaged and make the chamber more
relevant to their business.
“In an industry where 125%
turnover of managers is average and 200% turnover of hourly
employees is considered excellent, for the past three years
our turnover has been 185% for hourly and 50% for managers,
thanks to Glenn. ”
Ken and Shelly Clark
Owners of seven Subway
franchises
Horseheads, NY
How Does This Benefit My
Chamber?
Three
ways:
1. It
will help improve your retention rate
2. It
will bring in new members
3. It
will generate extra non-dues revenue
“I wondered if this was
actually what I wanted to do with my life. I loved my job,
but was letting my staff walk all over me. There was little
respect, and I knew I had done it to myself. Then I found
Glenn and have gotten my life back. My staff now has respect
for me, and my family is happier because I’m not as stressed
as I was. ”
Rhonda Blankenship
GM
Holiday Inn Express
West Plains, MO
How Does This Improve My
Retention Rate?
Members who aren't engaged won't renew.
This seminar attracts small business owners that
never attend other chamber events.
Once they hear Glenn speak, they fall in love
with him. And by extension, they then become
raving fans of your chamber.
"Glenn’s program is totally
responsible for turning our office around. It's like a different place
now!”
Ginger Bogle
Community Hospices of America
Joplin, MO
How Does This Recruit New
Members for My Chamber?
We
mail to EVERY business in your area, not just
chamber members.
Because about half of the businesses that attend
the seminar will not be chamber members, they'll
become perfect prospects after they experience
first hand what your chamber does for them.
How Does This Generate
Income for My Chamber?
Three
ways.
First, you'll make immediate non-dues revenue
from the tuition. It won't be a fortune, but it
will be guaranteed, 100% profit since you'll
have no expenses. (Think how great it would be
if every event your chamber did was like this.)
Second, we'll become a dues-paying member of your
chamber. Since this is a win-win for both of us,
we want to support your chamber. in every way we
can.
Third, you'll increase your dues revenue since
our seminars bring you new members and save
existing members who would not have renewed if
they had not attended this seminar.
Sounds Good and I Can See
How It Would Benefit Us, but I'm Understaffed
and Don't Have the Time
That's exaclty why we set up our business model
this way.
Our staff becomes your staff.
We do
all the work, pay all the expenses, and make you look
like a hero.
Here's the thing you want to avoid.
If
you see something that would benefit your
members and don't provide it for them, your
retention rate will constantly be lower than it
should. Chambers that keep a retention rate over
90% do a great job of serving all of their
members, in as many ways as possible.
“I have a total of 12 female
employees. Yep, all female. We had lots of problems with
gossip. Then I used Glenn's technique and stopped it all
right away! THANKS GLENN!!! ”
It
would be a LOT easier for us if you did the
marketing. And if you do, you can
keep 100% of the tuition and pay Glenn a flat
speaking fee.
But we're
not in business to do what's easiest; we're in
business to do what works best.
We
discourage chambers from taking on the
task of marketing for this seminar because most don't have the time, manpower, or
budget to do the level of marketing required to
fill a room.
Glenn has a full time staff whose
only job is to "get butts in seats" at his workshops.
In 100% of the cases where chamber
or universities have done their own marketing, attendance
has been severely diminished. Some even lose money.
That's why we
believe this is the best business model for
everyone.
Your chamber
is guaranteed a profit because you have no
expenses, while we take care of all the
marketing, do all the work, and fill the room.
"Prior to attending Glenn's
seminar, we terminated 150 employees in one year. Since,
we’ve only had to terminate three in the last three years.
Glenn’s methods WORK!!”
Jean Leonard
Owner
Pecanland U-Pak-It
Monroe, LA
"My supervisor and I took Glenn’s program and I can't explain
how much it has helped both of us grow as strong confident
bosses. I've used Glenn's name and examples on a weekly
basis since completing his course.
Whenever in doubt, I always ask ‘What
did Glenn say to do about the situation?'
Before, I was starting to hate being the owner of a
business. Glenn helped me realize that I am the BOSS, and I
am the one in control of my business, not my employees."
A
major HR outfit in Omaha held a similar
seminar on a Wednesday and
had 11 attendees. Glenn's was on Friday and we had 70
attendees. That's over 600% higher attendance.
We look forward to working
with him again many times in the future."
Dan Mauk, IOM
President & CEO
North Platte Area Chamber & Development
Corporation
"Speakers contact us all the time. But
Glenn is the only one that fills the seats
himself,pays all
expenses and shares the profits with us. Wish there were
more like him."
Dan Canan
Former Mayor of Muncie, IN
President & CEO
Fishers Chamber of Commerce &
Economic Development
""BRILLIANT! After attending hours and hours of
traditional training, FINALLY here's something
beneficial that will increase my efficiency as a
manager."
"NEVER before have I been continually inspired
through a ½ day presentation. There are normally
highs and lows, but not with Glenn! Every
minute, every statement, inspired me to reach
further and think broader in my plan to grow my
chamber. Glenn planted a seed that will no doubt
grow my desire to be better, do better, and
serve better."
JoAnne Lewis
President
Douglas-Coffee County Chamber &
Economic Development Authority
SHRM (the Society of Human Resource Management). 
