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Dr. Kerry Johnson

America's Business Psychologist

How To Read Your Customer's Mind | Marketing to the Affluent | How To Increase Your Business by 80% within 8 weeks

Dr. Kerry Johnson blends his experience in professional sports, university research and business to communicate ideas that will help your attendees greatly improve their skill, performance, and motivation.

Dr. Johnson’s goal is to provide your attendees with transferable content, applicable entertainment, and audience participation that will keep everyone on the edge of their seats and his programs are consistently rated “excellent” by audiences around the world.

A prolific writer, Kerry contributes monthly to at least 15 well-known magazines. He is the author of 9 books including, Mastering the Game (Louis and Ford), Peak Performance: How to increase your business by 80% in 8 weeks (Prentice Hall), WillPower: The Secrets of Self-Discipline and his newest book, “Behavioral Investing: Why Smart People make dumb mistakes with their money.”

These books are consistently listed among business best-sellers. Educated at the University of California, San Diego, Kerry also earned the Certified Speaking Professional (CSP) designation by the National Speakers Association. Dr. Johnson has also been recognized by the U.S. Jaycees as one of the most Outstanding Men in America.

  • How To Read Your Customer’s Mind
  • Peak Performance – How To Increase Your Business By 80% Within 8 Weeks
  • Sales Magic: How to Sell in the New Millennium
  • Negotiating the Deal
  • Marketing To The Affluent: How To Find Them And How To Sell To Them
  • The Trust Connection: Mastering the Art of Business Relationships
  • Management Magic: How To Get People To Produce
  • How To Recruit, Hire And Retain Great People

“We had speakers every hour at our recent broker conference, but you were the best received. I wish we could have heard you longer. You spoke after lunch but energized a tough group. Everybody who attended wants to have you back.”
Brad Johannes Vice President, Invest Financial

“Kerry, you spoke twice to our reps which is rare enough. But having you a second time was even better than the first. After I heard you, I bought your book for all of our producers. I hope you will send me your newest book, so I can get a copy for them all again. ”
Mark Crouch, Senior Vice President, Fifth Third Securities

“You were the keynote speaker and the best speaker at our annual conference. I was amazed you could hold the group that rapt with attention for 90 minutes. You were able to get them to participate and laugh and during the whole meeting while giving them ideas they can use to increase production. That is the mark of a really great speaker. I hope we can get you back again.”
Eric Schwartz, President, Cambridge Financial

“It is always tough to get people to show up for programs in Las Vegas. There are so many distractions. But your program at 8am was standing room only. I have never seen a speaker who instantly grabbed the attention of his audience. There wrote furiously, laughed and talked about your speech for the rest of the conference.
Jim Person, President, SII Investments

“We had a long few days before you spoke on the last morning. But after your program, the group was wired. The standing ovation you received says it all. I felt bad for the professional speaker following you.
Jay Salamy, Senior VP, Jefferson Pilot/ Lincoln Financial

 

  • Aetna-Australia
  • Aetna-New Zealand
  • Aetna-Canada
  • American Association of Interior Designers
  • American Express
  • American Lighting Association
  • American Soc. Of Hospital Administrators
  • AMP-Australia
  • Allergan/Remax
  • Bankers Trust-Australia
  • Blue Cross/Blue Shield
  • Cadaret and Grant
  • Cal Farm
  • Cambridge University
  • Century 21
  • Century 21-Canada
  • Chubb
  • Cigna
  • Comvest
  • Credithrift
  • DBS Financial-United Kingdom
  • Emerson Electric
  • ERA Real Estate
  • Farmers Insurance
  • Fieldstone Cabinetry
  • Ford Motor Company
  • Ford Aerospace
  • Franklin Funds
  • Fred S. James
  • Harvard University
  • H.D. Vest
  • John Hancock
  • Merrill Lynch
  • Merrill Lynch Real Estate
  • Metropolitan Life
  • Million Dollar Round Table
  • MPS Mutual Funds
  • National Insurance
  • Northwestern Mutual
  • New York Life
  • Ohio State Auto
  • Ohio Life
  • Pharmacia-Upjohn
  • Porsche Dealers of Canada
  • Royal Alliance
  • Royal City Realty-Canada
  • Security Associates
  • Signet Bank
  • Society of CLU
  • South Mark
  • Standard Life
  • State Farm
  • Sun Alliance
  • Temporary Help Assn.
  • The Equitable
  • The General Agents and Manager’s Conference
  • The Guardian
  • The JIAA
  • The New England
  • The Real Estate Institute of New Zealand
  • The Travelers
  • TMI Equities
  • Triple Check
  • University of Colorado
  • USC Basketball Coaching Staff
  • U.S. Life
  • Wells Fargo Bank
  • Women Chamber of Commerce
  • Zurich Australian Life-Malaysia
Travels From:  California
City: San Diego
$5,001 to $10,000

Biography

Kerry L. Johnson, MBA, Ph.D. is a best-selling author and speaker who speaks at least 8 times a month ranging from Hong Kong to Halifax, and from New Zealand to New York. Traveling 8,000 miles each week, he speaks on such topics as “How to Read Your Customer’s Mind,” “The Trust Connection,” and ” How to Increase Your Business by 80% within 8 weeks.

In addition to speaking, Kerry heads a personal coaching company. Peak Performance Coaching guarantees 80% increase in sales production within just a few weeks. Professionals around the world use Dr. Johnson and his coaches to increase business usually by 300% + within only weeks.

Kerry currently writes monthly for fifteen national trade and management magazines whose editors have dubbed him “The Nation’s Sales Psychologist.”

His weekly newsletter THE WINNING EDGE, is read by thousands around the globe on new research on sales psychology.

In the 1970’s, Kerry spent two years competing on the International Grand Prix Tennis Tour. He played both singles and doubles matches against some of the world’s top tennis players. Kerry was also recognized by the U.S. Jaycees as one of the Most Outstanding Men in America.

Presentations

Most top business owners and executives today mention people skills as critical to increasing their business. Yet most companies spend nearly 100% of available training time discussing the products and the details surrounding the makeup of those saleable goods and services. The truth is that your prospective customers never have and never will make their decision based solely on products or services. They make their decision to buy based on you.

New research conducted at the University of California at San Diego has shown that trust is worth 17% of the gross price of your product or service. This means you can increase your prices by 15% and you won’t lose business. It also means without trust, your customers will leave you for the first discount they find. Unless you have a monopoly, your ability to generate trust is the most profitable skill you will possess.

This program is focused on giving you techniques you can use today to significantly increase your business’ profitability by learning how your customers think. You will walk out of this program with a greater understanding of what your customers want from you and how you can deliver results to them in the way that they will buy it.

Some of the transferable techniques you will gain as a result of hearing this program are:

  1. How to magnetically attract customers without manipulation.
  2. The most persuasive words you can use with your customers at any time.
  3. How to gain trust with any customer in 3 minutes or less on the telephone or face to face.
  4. How to check how much trust you have.
  5. Women are and will be a huge catalyst of change in the coming years. They will also become a major source of your new business. Yet men still do not have a good idea of what women want or even how to communicate with them. You’ll learn not only how women influence your business but, also how to build strong customer relationships with them in any business situation.

Research has shown that most salespeople engage in self-defeating behavior that severely limits production. You probably see this every day. Otherwise why would so many salespeople with so much talent end up in mediocrity. Almost 50% of business’ fail due to the owners fear of rejection. According to the Small Business Administration, 85% of the businesses started this year will fail within 2 years. Unfortunately, the same is true of most salespeople. It is rare for a salesperson to become a superstar. Managers only make a guess as to who will succeed and who will be looking for another job next year. But the truth is most salespeople have a working knowledge of how to sell. They just don’t sell well enough to the right people. One of the reasons for this self-sabotage is psychological fear.

In this program you will learn how to get past the self-sabotaging fear which paralyzes most salespeople and turn it into a strength. You will learn ideas to help you set goals and use them by designing your own game plan. How to identify your sales activity and sales averages and incorporate them into a plan that will at least double your income. You will also learn a 8 week plan that will increase your production in a very short period of time.

What you will gain from this program:

  1. How salespeople sabotage themselves.
  2. The most persuasive words you can use with your customers at any time.
  3. How to get past the fear using SUDS.
  4. Setting and staying focused on objectives.
  5. How To Stay On Your Game Plan.
  6. The 8 Week Program that will maximize your strenghts and make you money.

Recent psychological research has uncovered powerful yet easy to use techniques that will help you become more effective at closing business. These studies, based on years of university research suggest that the ability to develop and maintain trust is the most important skill a sales professional can have. It is the prime reason why a select few achieve peak performance and high production in spite of economic conditions and poor markets. Yet trust is not just an abstract concept.

Your ability to gain trust is 4 times more important to your client than market performance. Trust is also worth a whopping 17% of the fees your client pays. There are specific techniques you can learn to gain anyone’s trust at any time. This step by step presentation will give you skills necessary to sell the way people want to buy instead of how you want to sell.

The benefits you’ll receive from this program:

  1. How to discover your prospect’s unique buying strategy.
  2. How to determine your clients buying style: and learn to sell the way they want to buy.
  3. How color influences sales. The 3 best and worst colors you can use to influence high income clients.
  4. How to determine when people are telling the truth.
  5. How to change negative people into those who buy.

This presentation is a step beyond standard sales skills. It will give you ideas to use immediately and for the rest of your career.

When people try to negotiate, what will they settle for? Is money the most important thing in a negotiation? How can you let the other side win, while still preserving a profit? How can you make a deal when the other side wants to pay less that you ask?

These are just some of the questions that “Negotiating the Deal” answers. Bill Gates of Microsoft made $2 million an hour whenever he negotiated. Talent agent Michael Ovitz earned $78 million from Disney after only an hour of negotiation. No business skill will make you more money more quickly that knowing how to negotiate. Yet most business people have never had a course on negotiation. They instead “give away the store” while getting very little in return. This program will show you how to negotiate a win-win in every deal.

Fewer people accept an initial price. More and more are asking for something extra. Sometimes what they want is a lower price. Often they just want to know they are getting a good deal. It’s up to you to make every deal successful. It’s not what you know that makes you money; it’s what you negotiate.

What you will learn:
1) How to stop the other side from nibbling your profit away.
2) How to handle the person who has no authority to decide.
3) How to position your offer for easy acceptance.
4) How to handle difficult people.
5) How to handle an impasse.
6) How to find out what the other side will settle for.
7) How to downplay the importance of money

The average American family now makes $38,000 a year, has 2 kids and 1 dog. Lives in a house worth less than $186,000. The average American family buys a car every 5 years and/ or leases one every 3 years. They have $20,000 in an investment vehicle of some kind but don’t yet have a financial plan for retirement. They don’t think social security will be around when they retire yet saves less than 3% of what they make and have more than $7,000 in credit card debt. They look like they have money. But if you market to them, you will spin your resource wheels and make very little compensation.

Only 5% of America makes more than $100,000 a year. 1% of Americans make more than $250,000 a year. Yet these better heeled breed are keenly aware of their finances and are careful about their investments. Most tend to be business owners instead of physicians. Married instead of single. Most have kids and grandkids. Yet few own boats and wouldn’t even consider owning a house worth more than $275,000. They are more likely to drive a pick up truck than a Rolls Royce. They don’t entertain cold calls from sales people and are unlikely to belong to a country club. Selling to these high net worth investors is extremely profitable to financial advisors who know the secrets to how they buy. Yet if you sell these big hitters like any other prospect, they will reject you. 93% of those who left a financial advisor in the last year didn’t walk because of low investment return. They left because the advisor didn’t know how to communicate and sell the way the affluent investor buys. This is America’s new breed of affluent investor. If you know how to find them, how they buy, and how to build a relationship with them, this market will be very profitable for you.

The benefits you’ll receive from this program:

  1. Who are Affluent Investors and where can you find them.
  2. How to reach and gain appointments with affluent investors.
  3. How to discover the Affluent Investor’s unique buying style and keep them as clients for life.
  4. The 2 probing questions that will cause Affluent Investors to sell themselves.
  5. How to sell the Affluent Investor the way they want to buy instead of the way you want to sell.

If you are like many top executives, you are likely to spend 90% of your training time learning about the technical issues of your job. Only 10% of your training time is spent learning about people. Yet 90% of what you do everyday involves dealing with people and 10% concerns technical matters. This boils down to the fact that many of those involved in management are good at managing things but poor leaders of people. The Trust Connection is focused toward helping you become more productive by learning how to get things done through people.

Recent psychological research has uncovered powerful yet easy to use techniques that will help leaders become better communicators and more effective motivators. These studies, based on work done at the University of California at Santa Cruz, suggest that the ability to communicate is the most important interpersonal skill a leader can have. And the most important aspect of communication is trust. It is the prime reason why a select few achieve peak performance and high productivity from the people who work for and with them. They are great cheerleaders, giving people they work with much of the credit and praise for their success. Yet trust is not just an abstract concept. There are step by step techniques available to give leaders the skills necessary to lead people the way they want to be lead and thereby improve their performance.

The benefits you’ll receive from this program:

  1. How to gain trust in the first 4 minutes.
  2. How people think. How to communicate in a way that best motivates people.
  3. How to get people to retain 300% more in half the time.
  4. How to praise and correct performance without losing it.
  5. Interviewing and selection. How to determine when people are telling the truth.
  6. How to change negative people into those who support your ideas.
  7. How to communicate with the opposite sex. Men and women communicate differently and have motivational differences also. If you know the differences, you can maximize production.

This presentation will give the attendees ideas they will be able to put to use immediately and for the rest of their careers.

If you are like many top executives, you are likely to spend 90% of your training time learning about the technical issues of your job. Only 10% of your training time is spent learning about people. Yet 90% of what you do everyday involves dealing with people and 10% concerns technical matters. This boils down to the fact that many of those involved in management are good at managing things but poor leaders of people. Management Magic is focused toward helping managers become more productive by learning how to get things done through people.

Recent psychological research has uncovered powerful yet easy to use techniques that will help leaders become better communicators and more effective motivators. These studies, based on work done at the University of California at Santa Cruz, suggest that the ability to communicate is the most important interpersonal skill a leader can have. And the most important aspect of communication is trust. It is the prime reason why a select few achieve peak performance and high productivity from the people who work for and with them. They are their employees greatest cheerleaders, giving them much of the credit and praise for their success. Yet trust is not just an abstract concept. There are step by step techniques available to give leaders the skills necessary to lead people the way they want to be lead and thereby improve their performance.

The benefits you’ll receive from this program:

  1. How to gain trust in the first 4 minutes.
  2. How people think. How to communicate in a way that best motivates people.
  3. How to get people to retain 300% more in half the time.
  4. How to praise and correct performance without losing it.
  5. Interviewing and selection. How to determine when people are telling the truth.
  6. How to change negative people into those who support your ideas.
  7. How to communicate with the opposite sex. Men and women communicate differently and have motivational differences also. If you know the differences, you can maximize production.

This presentation is for leaders who have heard other management presentations. It is a step beyond standard management practice. It will give the attendees ideas which they will be able to put to use immediately and for the rest of their careers.

If you are like many top professionals, you are likely to spend 90% of your training time learning about the technical issues of your job. Only 10% of your training time is spent learning about people. Yet 90% of what you do everyday involves dealing with people and 10% concerns technical matters. This boils down to the fact that many of those involved in management and running business’ are good at managing things but poor at picking people. Worse, managers tend to screen out the bad hires without knowing how to select great people. Management Magic is focused toward helping managers become more productive by hiring the right people in the first place and retain the great ones.

Recent psychological research has uncovered powerful yet easy to use techniques that will help professionals and leaders build their business’ by selecting the right people. These studies, based on work done at the University of California at Santa Cruz, suggest that the ability to select and hire great people is the most important skill a leader can have. Picking bad people will stunt or kill a business. Yet recruiting great people can quickly grow a good company. It is impossible to build a business without possessing the skill to hire great people. It is the prime reason why a select few achieve peak performance and high productivity from the people who work for and with them. There are step by step techniques available to give leaders the skills necessary to hire the right people and lead people the way they want to be lead.

The benefits you’ll receive from this program:

  1. How to read between the lines during the interview.
  2. The 3 key questions you should ask any candidate.
  3. Where to go and what to do to recruit great people.
  4. How to assure future performance.
  5. How to use key tests to take the guesswork out of selecting people who will produce.

This presentation will give the attendees ideas which they will be able to put to use immediately and for the rest of their careers.

© 2019 Ro Morrison & Assoc.