Start With WHY: Marketing Your Business & Auctions Differently Kevin Oldham VP - United Marketing Services UMarketingServices.com

Think Differently About Marketing for the Next Hour

WHY Are You In The Auction Business?

What is the commonality? THEY STARTED WITH WHY

The Golden Circle

What Every organization on the planet knows WHAT they do. These are products they sell or the services they offer. The Golden Circle

What Every organization on the planet knows WHAT they do. These are products they sell or the services they offer. How Some organizations know HOW they do it. These are the things that make them special or set them apart from their competition. The Golden Circle

What Every organization on the planet knows WHAT they do. These are products they sell or the services they offer. How Some organizations know HOW they do it. These are the things that make them special or set them apart from their competition. Why Very few organizations know WHY they do what they do. WHY is not about making money. That’s a result. It’s a purpose, cause or belief. It’s the very reason your organization exists. The Golden Circle

When Motivated by WHY, Success Happens Samuel Pierpont Langley Turn of the century dot com boom New technology changed how people imagined the future Langley was an inventor focused on building world’s first lighter than air flying machine Extremely well funded, educated, friends with Alexander Graham Bell and Andrew Carnegie Money was no object - $50K grant from War Department (DoD precursor) Dream team of brightest minds – NY Times followed everywhere WHAT

When Motivated by WHY, Success Happens So What’s The Problem? Langley had a bold goal No clear sense of WHY His purpose for building a plan was defined in terms of WHAT he was doing and WHAT he could get Passion for aeronautics since young age, but he did not have a cause to champion Motivation: First, Fame and Wealth Result: Test flight landed in Potomac River Very few of us have heard of Samuel Pierpont Langley. Cared so much about what others thought Preoccupied with fame WHAT

When Motivated by WHY, Success Happens WHY The Wright Brothers Same bold goal as Langley No recipe for success (actually had a recipe for failure) No funding or government backing No high level connections No college educations Funded dream with their bicycle shop proceeds What was so special about the Wright Brothers? They had a dream Knew WHY it was important to build a flying machine Believed if they could figure this problem out it could change the world They imagined the benefits to society, not prestige

Result December 17, 1903 Kitty Hawk, NC 59 second flight 120 feet of altitude Speed of a jog Achievement went relatively unnoticed Driven by something larger than fame or glory. The brothers were content to wait to tell the world. When Motivated by WHY, Success Happens WHY

Wright Brothers Tried to create flying machine Highly motivated Strong work ethic Keen scientific minds Excited by human spirit of those around them Started with WHY and made history Wright Brothers Started with WHY WHY WHAT Samuel Pierpont Langley Tried to create flying machine Highly motivated Strong work ethic Keen scientific minds Paid for talent to help him get rich Started with WHAT and quit shortly after Wright brothers took flight. He failed and not try to improve on their success.

If Apple Communicated Like Most Companies: We make great computers They’re beautifully designed, simple to use and user- friendly. Want to buy one? How Apple Communicates: Everything we do, we believe in challenging the status quo. We believe in thinking differently. The way we challenge the status quo is by making our products beautifully designed, simple to use and user- friendly. And we happen to make great computers. Want to buy one? Apple Starts With WHY

Martin Luther King Jr. Started with WHY Are these people here to see Dr. Martin Luther King Jr.? NO…… Dr. King wasn’t the only person alive during the 60’s who knew WHAT had to change to bring about civil rights in America His clarity of WHY gave him the strength and energy to continue to fight against all odds Many others like him who gave up after defeat No one person can effect lasting change It took others who believed Dr. King’s WHY 250,000 people showed up…for themselves

Martin Luther King Jr. Started with WHY Dr. King’s WHY was developed as a result of the time and place in which he was born and the color of his skin, but the civil rights movement served as the ideal platform for him to bring his WHY, his belief in equality, to life.

WHAT at Work We’ve got a product, a new product. It pauses live TV. Skips Commercials. Rewinds live TV. Memorizes your viewing habits and records shows on your behalf without you needing to set it. Consumer response: “I don’t understand it. I don’t need it. I don’t like it. You’re scaring me.”

Same Product…starting with WHY If you’re the kind of person who likes having total control of every aspect of your life, boy do we have a product for you. It pauses live TV. Skips commercials. Rewinds live TV. Memorizes your viewing habits and records shows on your behalf without you needing to set it up. Wanna buy one?

WHAT at Work Used features to sell (170 channels / no commercials / celebrity endorsements) Satellite has not displaced commercial radio in a meaningful way Merged XM and Sirius hoping the joint forces would change their luck Today – offering discounts, promotions and a claim of being “America’s #1 satellite radio service with over 170 channels” to push the product

MARKETING YOUR BUSINESS AND AUCTIONS DIFFERENTLY Start with WHY

Start with WHY: Marketing Your Business Differently WHY

Start with WHY: Marketing Your Business Differently WHY

Start with WHY: Marketing Your Business Differently WHY

2,000 attendees exposed to UC Only real estate franchise present Met brilliant forestry students and exposed them to UC and real estate as a career Connections made between foresters and UC offices All messaging started with WHY Start with WHY: Marketing Your Business Differently

WHY

Start with WHY: Marketing Your Business Differently WHY

Start with WHY: Marketing Your Business Differently WHY

Start with WHY: Marketing Your Auctions Differently WHY

Start with WHY: Marketing Your Auctions Differently WHY

Start with WHY: Marketing Your Auctions Differently WHY

Start with WHY: Marketing Your Auctions Differently WHY

Final Thoughts On Starting With WHY… Start with WHY to stand out from the crowd Start with WHY to recruit auctioneers or team members with common values Start with WHY to convey the reason(s) you wake up every day and choose to be in the auction business. Start with WHY to position your properties differently in the market place Start with WHY because your competition isn’t

Thank You! Kevin Oldham VP - United Marketing Services