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Jim Cathcart

Expert on Leadership, Sales, Customer Service and Excellence

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Jim Cathcart: Expert on Leadership, Sales, Customer Service and Excellence

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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 14 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 2,600 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 Institute 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.
The Acorn Principle™
Helping People Grow
  • Generate initiative and build self-reliance.
  • Show people how to grow themselves and their businesses by learning to find the natural strengths in situations and people.
  • Empower them to help people grow.
What Audiences Learn
  • 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.
  • 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.

Relationship Selling™
Turning Contacts Into Assets
  • Change the way people think about selling.
  • Teach them specific techniques in order to generate more sales with less resistance.
  • Build their confidence and give them a clear direction for action.
What Audiences Learn
  • 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 & profit.
  • Rethinking the purpose of sale (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.

Re-Thinking Your Strategies for a Challenging Era
The main challenge of leadership is not a skills challenge; it is a motivation challenge. Getting people to want to do what needs to be done. That is the main job of a leader.
  • Give people the confidence to press forward despite uncertainty or challenges.
  • Show people how to take the lead and keep it.
  • Empower them to lead themselves and to help others grow.
What Audiences Learn
  • Ground-Level Leadership, getting things done
  • 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 & your nurture (experiences) determine your potential.
  • Achieving Ph Balance: Profits High, and People Happy

The Grandma Factor for Building Lifetime Loyalty
  • How to discover how your customers see your organization.
  • How to identify both internal and external customers
  • Change the way people look at their customers, their business and what they are paid to do.
  • Get everyone to understand the importance of standards and systems in creating customer satisfaction.
  • Get them to recognize the profit potential and fun that exists in exceptional service.
What Audiences Learn
  • 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 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.

Presentation Skills
Confident, World-Class Communication
Imagine getting Tiger Woods to be your golf coach or the Superbowl Winning Quarterback to teach you football. Jim Cathcart is a Certified Speaking Professional, Speaker Hall of Fame inductee, Past President of the National Speakers Association, Winner of The Golden Gavel, The Cavett Award, The Legends of Speaking Award, The Lifetime Achievement Award and co-founder of The Professional Speaking Institute. Sometimes, it is more valuable for Jim Cathcart to train your people to speak more effectively than it is for him to personally address your group!
  • Collaborate with you to design enterprise solutions for your communication skills needs.
  • Large or small groups can be trained directly by Jim Cathcart in workshops and seminars.
  • Private personal coaching tailored exactly to the needs of each individual.
What Audiences Learn
  • Structuring your message
  • Managing the speaking environment
  • Telling Stories effectively
  • Using humor
  • Platform mastery and stage techniques
  • Strategies for each different type of presentation
  • Handling difficult audiences
  • Customizing your message to the audience
  • Speaking to: persuade, inform, motivate, educate, train, entertain, etc.
  • ... and much more.
“You delivered exactly what I had hoped for after an exhausting and emotional series of prior presenters.  Quite a tough act to follow.”
Pfizer, Inc.

“Tony Alessandra excited our audience!  He is a vibrant speaker that uses examples we can all relate as well as to clearly articulate his point.  He mixes humor with real world experience and certainly can perk up an audience.  His message was relevant to our needs and he does his homework.  Not only was he a ‘Motivational’ speaker, but we all can walk away with something that can be applied in our everyday business transactions.  Recommend to all, 2 thumbs up!”
Baan Americas

“I want to let you know how much I enjoyed your presentation. Many customer relationship specific presentations are made up of widely known and/or common sense type information.  In yours, however, I did find some key points that I have brought back and started to practice. Thank you for the great information!”
Global 360

“Tony Alessandra totally engaged my sales team from minute one.  He incorporated our language into his presentation and made the audience believe he understood everything about our business.  There were a lot of “take-aways” that will stick with my team for a long time.”

“Tony thanks for a great entertaining and educational presentation. You really got the attention of our home counselors and manager. It was an honor to finally get to know one of my real ‘HEROES’ over the years. You have been my mentor in so many ways. I’ve watched your video, listened to your tapes, and read your books! Now I got to shake your hand!”
John Laing Homes

“Tony was wonderful to work with.  He did his homework to ensure he understood our needs. His style was dynamic and his material was delivered at the appropriate level for our audience.”
Vicorp Restaurants
American Airlines
John Deere & Company
Liberty Funds
Lucent Technologies
Prudential Insurance Co.
United Airlines