Jim Cathcart

Jim Cathcart

Speaker: Jim Cathcart

Authority on Leading People and Relationship Selling


  • Motivation: Intelligent Motivation for a Challenging World
  • Relationship Selling: The Eight Competencies of Sales Excellence
  • Self-Leadership: Rethinking Ourselves For a New Era
  • Helping People Grow: The Acorn Principle
  • Lifetime Customer Loyalty: The Grandma Factor

Jim Cathcart, CSP, CPAE, author, professional speaker and business leader, is the  founder and CEO of Cathcart Institute, Inc. (founded in 1977), an organization devoted to  helping clients create and grow High-Value Relationships. Jim’s thirty plus years of  study in applied behavioral science has resulted in The Acorn Principle, a guide to  understanding the many elements that make us who we are. This breakthrough work achieved best-seller status online, as well as through traditional hardbound book  channels. In fact, it was the nation’s #2 best-selling e-book in the year 2000, second only  to Stephen King.

As the author of 15 books including Relationship Selling, Mr. Cathcart has long been a  trendsetter in the business community. He has his own TV show on TSTN network and  has delivered over 2,700 speeches around the world. He is also a co-author of  ConnectAbility: 8 Keys to Building Stronger Partnerships with Your Colleagues and Your Customers.  His next book is tentatively titled Relationship Intelligence: It is who knows  you that counts. Among professional speakers, Jim is a world leader: recipient of The  Golden Gavel Award from Toastmasters International for 2001, Past President of the  National Speakers Association (NSA), winner of the Cavett Award, member of the  Speaker Hall of Fame (CPAE), Certified Speaking Professional (CSP), and a long-time member of the exclusive Speakers Roundtable, 20 of the world’s top speakers.

Jim sits on numerous boards of directors, including the business school advisory boards  for Pepperdine University and California Lutheran University. In 2003, he founded The  101 Leaders Alliance to identify, encourage, develop and learn from the people in the  L.A.-Ventura Corridor who are making a difference through personal leadership.  Today,  he is based in Lake Sherwood, California, just north of Los Angeles, where he regularly  hikes the mountain trails and rides his motorcycle on the twistiest roads he can find.

Motivation: Intelligent Motivation for a Challenging World

Knowledge and Skill will not win the day, but Confident Action can change your world. Learn how to increase your drive, strengthen your discipline, and sustain the action that is needed to succeed. Intelligent Motivation ™ is determining what is important, identifying what action is needed, and doing what is necessary to generate and sustain that action until your desired outcome is achieved. It is Conscious, Objective, Intentional & Relentless Action on Vision, Focus, Standards, Meaning, Agreements, Measures & Rewards. In this program, Jim will teach you how to inspire vision, take focused action, create firm standards, make your work more meaningful, develop clear agreements, accurate measures, and appealing rewards. 

Relationship Selling: The Eight Competencies of Sales Excellence

We need to rethink how we connect with our customers and suppliers, before our competition does. When Jim Cathcart wrote the book Relationship Selling it was considered revolutionary. Today it is considered standard practice. This presentation shows you what to listen for, how to be natural in your selling style, and how to connect with the underlying elements in buying psychology that most people never heard of.

Self-Leadership: Rethinking Ourselves For a New Era

“If you can’t lead yourself, please don’t lead others.” The most popular methods of leadership, management, sales and service delivery are already dangerously out of date. New technologies require new ways of thinking. Every day another standard practice becomes obsolete. To continue to grow and thrive we must learn to constantly Rethink: our markets, our systems, our relationships, our strategies and ourselves. This presentation combines stories, visuals, research and audience interaction to dramatically improve the way we think and act.

Helping People Grow: The Acorn Principle

Every person can be very good at certain things, but most people don’t know what those things are. Jim shows people how to find and grow their natural strengths so that they can always be self-motivated. Based on nine years of psychological research into personal effectiveness. A fascinating exploration of what makes us who we are, and how to use it.

Lifetime Customer Loyalty: The Grandma Factor 

When you find meaning in what you do, you bring value to what you do. Everyone knows how to provide good service; our challenge is getting them to want to. The real magic in customer service comes from discretionary efforts, when people go beyond their job description. This presentation focuses on the ways systems, strategies, standards and relationships impact service. Jim teaches building your clientele through “Up-Serving”.


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