Jim Cathcart

Rethinking Ourselves for a New Era

Cathcart, Jim

Rethinking Ourselves for a New Era
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About Jim Cathcart

Chosen one of the Top Sales Influencers of 2014 by Top Sales World Magazine based in London & Paris. In December of 2012 Jim Cathcart was inducted into the Sales & Marketing Hall of Fame in London, England. This is in addition to his existing Speaker Hall of Fame listing.

His TEDx video is in their Top 1% worldwide with over 200,000 views in just over a year.

For five years in a row Jim Cathcart has been selected as one of the Top 5 Speakers on Sales & Service in an online survey of over 14,000 people. With over 39 years of professional speaking around the world, Jim Cathcart is one of the best known and most award-winning motivational speakers in the business. He has delivered more than 3,000 presentations to audiences in every state of the US, most provinces of Canada and countries from Scotland to Singapore. Some of his most recent international engagements were for thousands of business leaders in Bali, Indonesia; Toulouse, France; Bogota’, Colombia; Costa Rica; Panama; Warsaw, Poland; Santiago, Chile and Macau, China! A business strategist, psychological researcher and philosopher at heart, Jim is also a down to earth regular guy. He has worked in warehouses, driven trucks, sold donuts door to door, been a bank teller, plays guitar in night clubs and pubs, and has toured much of the world on a motorcycle.

A TV interviewer said, “Jim Cathcart is what ‘Fonzie’ would have been if he’d gone to business school.” (Millennials are asking, “Who is Fonzie?”) Jim was an insurance agent for many years, an Army officer and a bill collector who, while in his twenties, had to repossess log trucks in the mountains of northern Arkansas. From this varied background he decided in 1972 to become an authority on the subject of motivation and through decades of dedication, study and hard work, he made it happen.

After hearing Earl Nightingale on the radio one day in 1972, Jim was inspired to change his life. While working as a government clerk in the Housing Authority he determined to learn psychology and master the process of self-improvement. Through years of fanatical dedication to this quest he learned new skills, became a certified trainer for a variety of programs, read stacks of books, attended countless seminars and volunteered thousands of hours to civic organizations. In this process he moved from clerk, to manager, to sales person, to leader, to trainer, to author and professional speaker.

Today he is listed in the professional Speaker Hall of Fame, is a recipient of the prestigious Golden Gavel Award (along with Earl Nightingale, Art Linkletter, Zig Ziglar and many others), has been the president of the National Speakers Association and received the Cavett Award for a lifetime of service. He has authored 16 books and scores of recorded programs. In 2007 he was listed as one of The Top 100 Minds on Personal Development by Leadership Excellence magazine. The San Diego chapter of the National Speakers Association renamed their member of the year award “The Jim Cathcart Service Award” and the Greater Los Angeles chapter gave Jim the Lifetime Achievement Award in 2003. In 2008 he was inducted as one of the “Legends of the Speaking Profession.” And in 2010, 2011, 2012, 2013 & 2014 he was selected as one of the Top 5 Sales & Customer Service Speakers in an online survey of over 13,000 people. Now he adds the Sales & Marketing Hall of Fame to his accolades!

Jim Cathcart is an active motivational speaker and prolific author plus an executive coach to numerous high-achievers. In his personal time he plays Rock n Roll guitar in clubs, rides his motorcycle on the twistiest roads he can find and runs the trails of the mountains near his home at least twice each week. He’s a proud parent and grandparent and an active civic leader. He is an Artist in Residence for High Point University and serves on the Dean’s Advisory Council to the School of Management at California Lutheran University.

Re-Thinking Your Strategies for a Challenging Era

People need hope and all of us will have to deal with change. But this is more than a slogan, it is a set of skills and attitudes that must be consciously developed and sustained.

“With only one hour a day in study you can become a national expert in five years or less.”
– Earl Nightingale


• To give people the confidence to press forward despite uncertainty or challenges
• To show people how to take the lead and keep it.
• To empower them to Lead Themselves and to Help Others Grow.


• How to leverage your connections into Assets
• How to Rethink your business, your customers & yourself.
• The critical variables: What you know & what you contribute.
• The Mastery Grid: Purpose & Contribution=Fulfillment
• How to be a Thought Leader in your field.
• Rethinking the purpose of business (To make life better for people).
• Rethinking the purpose of sales (To build a profitable clientele).
• Rethinking the purpose of management (To help people grow).
• Rethinking the purpose of great service (To increase the satisfaction).
• How the way you think about work shows up in your output.
• Lead with your Heart, but Guide with your Head.
• Know the Motives behind the Motivation.
• The importance of keeping people in the right frame of mind.
• How your Nature and your Nurture (experiences) determine your potential.
• Achieving Ph Balance: Profits High, and People Happy.

Relationship Selling™

“Wouldn’t you rather get ALL the business instead of just one transaction? Relationships must be treated as Assets! A relationship without a sale is merely a social connection. A sale without a relationship is what one gets from a vending machine. Our clients deserve to have us as their partner in problem solving.” —Jim Cathcart


To change the way people think about selling and teach them specific techniques in order to generate more sales with less resistance. To build their confidence and give them a clear direction for action.


• How to get all the business, not just one transaction.
• The Eight Competencies Of Sales Readiness.
• The subtle sales differences that produce major sales results.
• See the ways people will teach you how to sell to them.
• How to sell to buyers as they like to be sold to.
• The true difference between cash flow and profit.
• Rethinking the purpose of sales (To build profitable business friendships).
• How to gain the edge over competition.
• How to sell naturally, without pressure.
• Studying needs and wants rather than just pitching product benefits.
• How to keep the sales pipeline full.
• Selling the idea not just the product.
• Targeted Curiosity: Learning what to wonder about.
• Advanced listening and questioning techniques.
• How to be a Partner, not a Persuader.

The Acorn Principle™ — Helping People Grow

Motive and Action: Motivation is about getting things done, not just getting into the mood to do them.

“Your greatest, fastest and easiest growth always comes from your natural abilities.”
— The Acorn Principle


• To generate initiative and build self-reliance
• Based on the bestseller The Acorn Principle by Jim Cathcart
• To show people how to grow themselves and their businesses by learning to find the natural strengths in situations and people.
• To empower them to Help People Grow.


• How One hour a day in study can make you a leading expert in 5 years or less.
• The Mastery Grid: Purpose & Contribution=Fulfillment
• How to become a Thought Leader in your field.
• How to use the eight vital elements of empowerment.
• How to isolate the traits that make you unique.
• How to align people into roles and relationships that bring out their best.
• How to determine “how” a person is smart.
• How to recognize your priority values.
• How to motivate people without over or under doing it.
• How to measure a person’s potential “velocity”.
• Ask yourself: How would the person I’d like to be do what I’m about to do?
• How to structure jobs to increase productivity.
• How to achieve “optimum” performance.
• Role agreements vs job descriptions.
• Three essentials for productive relationships.

UpServing: Lifetime Customer Loyalty

“Customers experience the people, products and processes of dealing with you but what they remember most is how you made them feel.”

Jim Cathcart


• To change the way people look at their customers, their business and what they are paid to do.
• To get everyone to understand the importance of standards and systems in creating customer satisfaction.
• To get them to recognize the profit potential and fun that exists in exceptional service.
• To show how each point of contact contributes to the overall effect.


• You must be loyal to your customers before you expect them to be loyal to you.
• The difference between Touch Points & Trust Points.
• Why some things must always be done right.
• How to get people to WANT to provide great service.
• UpServing vs. UpSelling.
• The importance of knowing How what you do makes life better for the recipients.
• The “Causal Chain” from Mindset to Actions to Habits to Reputation to Relationships to Opportunities & Outcomes.
• The “Grandma Factor” of keeping customers.
• The purpose of business: to make life better for people, profitably (so you can continue doing it.)
• How to convert average customers into great ones. (Where the leverage points are.)
• How to discover how your customers see your organization.
• How to identify both internal and external customers.
• How to bring life to your mission statement.
• The difference between Cash Flow and Profit.
• How to eliminate the “termites” of bad service.
• How to treat different customers differently yet as they want to be treated.
• The difference between Service thinking and Operations thinking.


“You really did blow me away. You were the rage of our conference. Not only was your style and warmth fantastic, but the quality of the knowledge and material you presented was absolutely incredible!”
– Ken Blanchard, author of The One Minute Manager

“Such an upbeat finish for our International Conference. The standing ovation you received was certainly well-deserved.”
– Prudential Insurance Co.

“You were incredible. Your program held the attendees on the edge of their seat. It wasn’t just entertaining, it was useful and can be applied immediately.”
– Lincoln Investment Planning, Inc.

“We had high hopes. You exceeded all our expectations….and you were a delight to work with.”
– McRae’s Department Stores

“Jim, you are the first professional speaker I have brought into this organization. Our distributors, from all over the U.S., Canada and a dozen foreign countries were absolutely delighted with your comments, observations and humor. The standing ovation they gave you at the end of your presentation is a clear statement of how they felt about you.”
– Brian Tracy International

“You were right on target in your message to our people… obviously did your homework… found the right message to really reach our people and leave a meaningful message and impression. My compliments on a job exceptionally well done!”
– Purina Mills, Inc.