| | | | | better you do. |
| Today I am excited to have the opportunity to | | | | I really like the way that you have arranged things. |
| interview Dr. Richard Harte, who is famous for | | | | I'm also curious if you think that this is something |
| putting together the National Guild of Hypnotists' | | | | that everyone should do, or if it is a better "fit" for |
| Train the Trainer program. But most do not know | | | | some people than others? Does a person need any |
| that he is one of THE most successful corporate | | | | special talent, education or experience to profit from |
| trainers and consultants in the profession of | | | | The Harte System? |
| hypnotism. | | | | Harte: I'd say there are three key success |
| I have known Dr. Harte for many years and actually | | | | ingredients. The first is having a good imagination. If |
| went through his course to become a National Guild | | | | you're the kind of person who's always looking for |
| of Hypnotists Certified Instructor back in 1999. He | | | | better ways to do things; if you have an open mind |
| has influenced the development of the 5-PATH® | | | | when it comes to problem solving; if you view life's |
| System of Hypnotherapy by convincing me that | | | | challenges as opportunities for improvement instead |
| quality hypnotism comes from doing depth testing, | | | | of roadblocks, then you have the right mindset to be |
| and as a result I am a staunch advocate of this and | | | | a good trainer and corporate consultant. |
| have integrated testing, both covert and overt (in | | | | The second is having a burning desire to make a |
| the form of convincers) into that process. 5-PATHers | | | | better life for you. Being a corporate consultant |
| around the world can thank him for making a | | | | means being a self-starter. Although I'll be there with |
| substantial contribution to the success we have with | | | | you during your first year, I can't do it for you. I will |
| our clients. | | | | guide you and advise you, but you will have to |
| Dr. Harte has probably trained more people on how | | | | actually do the work. Fortunately, my system has an |
| to train others to become hypnotists and | | | | accountability component that makes success much |
| hypnotherapists than anyone else on Earth. However, | | | | more likely than just going it alone. |
| few know about the nature of his private practice, | | | | It also helps if you are intelligent, and have some |
| which is probably one of the most successful in the | | | | meaningful business experience. By that I mean, |
| profession. And, what makes his practice different | | | | either you've worked in a corporate or professional |
| from most is his approach to working with | | | | setting for at least five years, or you've been an |
| corporations. I'm going to ask him about this unique | | | | independent consultant, business or interpersonal |
| component to his professional practice that I think | | | | coach, or freelance problem solver for at least five |
| you will find of interest. | | | | years. |
| Cal Banyan: So, Dr. Harte thanks for doing this | | | | Learning the skills of assessment, goal setting and |
| interview. I think we are all going to learn a lot. Now I | | | | reinforcement and encouragement, and learning how |
| want to tell the readers that you and I have talked | | | | to become a good listener are taught during the |
| many times in the past, and you have contributed to | | | | training. This gives people the confidence they need |
| the Banyan Hypnosis Mall website in so many ways, | | | | to profit from a corporate training and consulting |
| including doing a couple of live Meet the Pros Audio | | | | career. |
| Program mini-seminars and writing for the Banyan | | | | Cal: I know that at least one of our graduates has |
| E-Zine. I appreciate your willingness to share so much | | | | gone through your course and she rated it very |
| of what you know. | | | | highly. I also mention your program in my NGH |
| By the way, I want to recommend that everyone | | | | Approved Hypnotherapy Certification courses, as well |
| go and listen to Dr. Harte's mini-seminars and check | | | | as my Week of Power Advanced Hypnotherapy |
| out his articles as well. And, the best part is they | | | | courses. It seems to me that now is a great time to |
| are all packed with information that you can use right | | | | become a corporate consultant. Is that right? |
| now, and it is all there free for you to access at your | | | | Harte: You are right, Cal. Today's business |
| convenience. You'll also see several other contributors | | | | environment is a godsend for consultants. Many |
| as well. | | | | companies have downsized and don't want to rehire |
| Ok, now let me get right into this interview; I know | | | | employees because they realize they can get |
| that you have been very successful by working with | | | | qualified consultants to do a better job without |
| corporations, and you call the kind of work that you | | | | having to pay salaries, medical care, pension benefits |
| do with these companies "consulting." What exactly is | | | | and other overhead expenses associated with |
| a corporate consultant in the context of what you | | | | maintaining employees. |
| do and teach? | | | | Companies are discovering that hiring a retainer-based |
| Dr. Richard Harte: A corporate consultant works with | | | | consultant can be a lot more productive than hiring an |
| small to medium size companies offering training | | | | employee even though the per-hour rate for |
| programs in sales persistence training, executive | | | | consultants is much higher than it would be for an |
| coaching, stress management, establishing | | | | employee. This is because consultants usually bring |
| accountability and organizational consulting. | | | | more specialized skills to the table and can often get |
| Cal: I can really see how a business can benefit from | | | | better results, faster, because they are much more |
| having a hypnotist as a consultant, especially when it | | | | focused and yes, even more motivated to get the |
| comes to stress management, accountability, and | | | | job done. |
| persistence. And, you say that you recommend that | | | | This outsourcing trend is here to stay, which makes |
| hypnotist consultants focus on small to medium sized | | | | now the best time in history to get into corporate |
| companies. Can you tell us more about this, because | | | | consulting. |
| it seems to me that knowing which companies to | | | | Cal: I hadn't thought of that. I'm getting pretty |
| work with is a great place to start? | | | | excited about this and I'm going to convince you to |
| Harte: Start off by identifying the company by name | | | | come to our center and bring this information to us |
| and industry and by the number of employees and | | | | out here on the west coast! Sometimes I think that |
| the nature of their business. For example, a | | | | people like yourself, and those in the New York |
| manufacturing company with 10 employees would | | | | business environment are a substantially "ahead of |
| not be as good a client as a service organization such | | | | the curve" so to speak, compared to most places. |
| as an Advertising or Public Relations agency would. | | | | So getting you out here to conduct a training at our |
| Cal: So, it is best if the company has enough | | | | center here in California is especially exciting. I think |
| employees to be able to afford and utilize your | | | | that when the word gets out, hypnotists and |
| services but not so large that they are | | | | hypnotherapists who can come to our center will be |
| unapproachable. That makes perfect sense. | | | | excited as well. And, now that we can offer our |
| This all makes me curious about your background and | | | | classes live, hands-on training over the Internet we |
| how you developed this idea and eventually became | | | | are able to get this information out there even more |
| a corporate consultant. | | | | efficiently than ever before. |
| Harte: Before founding Harte Associates in 1982, I | | | | Harte: Some would say that you are "ahead of the |
| was President of Automated Labels and Forms | | | | curve" as well, Cal. |
| (ALFI) a mid-sized manufacturing company; served as | | | | Cal: Thanks! I'm always trying to think of ways to |
| VP of sales for a division of W.R Grace and Co. and | | | | do things better. |
| Reply-Q-Letter Company, a direct marketing agency. | | | | But back to you and consulting; so you have this |
| After selling ALFI in the late seventies I earned my | | | | successful system. Can you tell us all how a |
| Ph.D. with a specialty in organizational psychology. In | | | | corporate consultant like yourself finds clients? |
| the following years I designed and implemented sales | | | | Harte: There are a number of field-tested programs |
| and management training programs for a number of | | | | that gives consultants a strong "foot in the door." |
| America's largest and most successful companies | | | | These programs and techniques have been |
| including Motorola, Estee Lauder, Paxar, CMP | | | | implemented in industries such as finance, real estate, |
| Publications, Mutual Benefit Life, Thomas Register, | | | | cosmetics, public relations, publishing, |
| Sanofi Beaute and Peppercom Public Relations. I was | | | | telecommunications and mortgage banking, to name a |
| placed on retainer for many of these companies. My | | | | few. The size of the companies varies from 10 |
| years of hypnosis training enables me to teach these | | | | employees to several thousand. |
| skills in all my training and consulting programs. | | | | Cal: Super, can you describe examples of the types |
| Cal: I see now that it was important that you had | | | | of projects you've done. |
| experience in business yourself. Then by going to | | | | Harte: The projects and retainers vary from sales |
| school and studying psychology you were able to | | | | training at Motorola to stress management at Estee |
| bring something to small, medium and large sized | | | | Lauder to setting up accountability at Thomas |
| companies that they needed. That was a great fit. | | | | Register and executive coaching at Peppercom to |
| And, then when you add hypnosis to the mix it | | | | phone sales training at Greater Atlantic Mortgage. |
| makes you very different than most of the | | | | Each of these projects resulted in my eventually |
| corporate consultants out there. I can see how | | | | becoming a management consultant to those |
| hypnotists and hypnotherapists have an advantage | | | | companies. |
| over most consultants when it comes to training and | | | | Cal: I want to let the reader know that you go into |
| consulting. | | | | much more detail about some of the specific |
| So when you brought your programs to these | | | | techniques and how to get started in your Meet the |
| different companies; what did you hope to | | | | Pros Audio Programs that you have done with me. |
| accomplish for your corporate clients? | | | | So, I won't ask you to go into too many specific |
| Harte: My initial years as a trainer and consultant | | | | techniques here. |
| were geared toward increasing corporate sales. My | | | | Now I'm wondering how this will affect a hypnotist's |
| doctorate dissertation, which measured persistence, | | | | income. How do you know how much to charge and |
| made me an expert in enabling salespeople to | | | | how do you motivate potential clients to retain you |
| enhance their sales abilities using psychological | | | | monthly? I really like the idea of being on a retainer, |
| techniques to grow their business. A stress | | | | and I don't hear anyone else talking about that. |
| management component existed in all my work and I | | | | Harte: Initially each project stands on its own. For |
| used this to my advantage with senior management | | | | example, I might charge anywhere from $1800 for a |
| who were all stressed out. In summary, my goals for | | | | 6 hour stress management program to $40,000 for a |
| my clients were to increase sales and reduce stress | | | | customized sales persistence training program |
| levels in the workforce at all levels. I find this is what | | | | depending upon the number of participants and |
| corporations want now more than ever. Hypnosis | | | | logistics. My minimum consulting fee is $7500 per |
| training created added value to the programs I | | | | month (for one day per week or 4 days per month). |
| designed. | | | | This works out to be $90,000 annually for one |
| Cal: So you started off with a psychological | | | | company. I usually sign a one-year agreement and |
| approach and the hypnosis was a bonus that others | | | | renegotiate after the year. |
| didn't offer and still can't, unless they are like most of | | | | Cal: Hmmm, I see. Then after you have established |
| our readers, hypnotists and hypnotherapists! That is | | | | a relationship by doing shorter programs for the |
| great, how has the demand for corporate | | | | company, you move into doing longer programs that |
| consultants changed since you started and is there a | | | | provide you with a continuous income. It sounds like |
| great deal of competition? | | | | it works out great all the way around. |
| Harte: I'm glad you asked that because it is an | | | | So, when someone is new at this, and they go to a |
| important question. The demand for corporate | | | | company that they want to work with, how should |
| trainers and consultants is enormous at this time. | | | | they handle requests for references and such? |
| Corporate consulting is currently one of the fastest | | | | Harte: The beauty of The Harte System is that it |
| growing industries in the U.S. today. Total consultant | | | | comes with ready-made client references. These are |
| billings have grown by more than 20% for each of | | | | from executives who've worked with the System |
| the past 5 years. The projection for the next 3 | | | | and I encourage all my apprentices to offer these |
| years is an annual growth rate of 22-25%. Naturally, | | | | published testimonials. If a potential client wants to |
| with this growth comes good competition, which I | | | | speak with a user of the System I will arrange a |
| view as a healthy sign. This is especially true when | | | | phone discussion. To my knowledge, no other |
| independent consultants compete with larger | | | | consultant training program offers ready-made client |
| consulting firms, because we can be very | | | | references. This is a huge advantage. |
| competitive due to greater flexibility and very low | | | | Cal: That is great, so they can talk about the fact |
| overhead. Clients seem to respond to this. | | | | that they are using a demonstrably successful |
| Cal: That is really exciting news! That is a lot of | | | | system that comes with testimonials. That is a very |
| growth, and it is also great news to hear that | | | | original way of overcoming what would be for some |
| independent consultants can compete successfully | | | | folks a problem. I can see that you have really |
| with "The Big Guys" so to speak. | | | | worked things out, but then that would not be |
| Now, I know that you have been doing this for a | | | | surprising to anyone who really knew you very well. |
| long time and that you have trained others to be | | | | So, you have found a way to overcome that |
| successful as well. Because I have interviewed you | | | | challenge, what do you think is the biggest challenge |
| before on our Meet the Pros Audio Programs I have | | | | a new consultant will face and how can you help |
| heard about your systematic approach and that you | | | | your apprentices and our readers to overcome all |
| have taught others how to get into corporate | | | | obstacles? |
| training and consulting. Please explain to the readers | | | | Harte: One challenge a new consultant may have is |
| what exactly The Harte System is and how you | | | | developing enough confidence to be a good advisor |
| came to develop it. | | | | at all levels in the corporation. Fortunately, building |
| Harte: The Harte System is a concept I developed | | | | confidence is a process that feeds on itself. The |
| while training Motorola salespeople in the 1980's. It is a | | | | more experience you have the more confident you |
| system that emphasizes the utilization of your | | | | will be. The key is to take the time to really learn |
| imagination to sustain your ability to persist toward | | | | what you are doing. My students study the materials |
| agreed upon goals. In a corporate setting, all The | | | | in the training manual until they make sense and it |
| Harte System programs, whether they stress sales | | | | becomes second nature to them. |
| training, stress management or accountability, | | | | It is amazing that by completing the initial 4 day |
| concentrate on teaching management and employees | | | | training in The Harte System, for example, you'll have |
| how to develop their imaginations, and in turn, the | | | | more knowledge about solving corporate problems |
| importance of persistence. The process requires | | | | than most of the people you'll encounter. This alone |
| learning the skills of assessment and goal setting, as | | | | will give you more confidence than most people have. |
| well as reinforcement and encouragement, as tools | | | | Cal: I want to tell you and the readers that I have a |
| to become successful. These skills, in addition to | | | | lot of people coming to me and asking me to |
| working with imagery, create a vivid goal image for | | | | promote their products or courses and unfortunately |
| most organizations and their employees to focus on | | | | I have to turn many of them down. I have also done |
| for success. | | | | many different interviews with hypnotists and |
| Cal: That is very comprehensive. I believe that the | | | | hypnotherapists since I became involved in this |
| readers are generally familiar with assessment and | | | | profession, and I have to say that if I had not come |
| goal setting. Could you tell us what you mean by | | | | to know you personally I would have found this all |
| reinforcement and encouragement? | | | | difficult to believe. And, I have to say that I am very |
| Harte: Many people talk about goal setting but don't | | | | careful about my reputation and so I am careful |
| get the entire picture of how it can be done in the | | | | about who I am associated with in this profession, |
| most effective way. The goal setting plan should | | | | but I am very happy to have had this time to learn |
| include a specific action plan. It's important to learn | | | | more about your program because I know that if |
| certain skills that will reinforce one's behavior to stick | | | | you say it works, then it does. |
| to the plan. Self encouragement techniques are | | | | I could go on and on, and this interview was a bit |
| taught in The Harte System as a means to insure | | | | longer than I anticipated, but I suppose I just got |
| success in reaching goals. By the way, self-hypnosis | | | | caught up in the topic. I really think that for some |
| works as reinforcement and encouragement with our | | | | hypnotists and hypnotherapists, this can be a great |
| clients in the same way. | | | | way to substantially expand what they do and make |
| Cal: I think that is key. So many people just don't | | | | their practice of hypnosis even more financially |
| know how to go from deciding what they want to | | | | secure. I know that there are many full time |
| accomplish, to actually taking an appropriate action | | | | hypnotists who work exclusively with client on a |
| that will head them in the right direction, and then | | | | one-to-one manner, which is really great. But there |
| continue to do so in a successful manner. | | | | are also some people who would like to go full time in |
| You said that there are other consultants out there, | | | | the profession but have not found a way to do it |
| and I suppose that they also have their | | | | yet, and this looks like a good way to do just that. |
| "how-to-be-a-consultant" programs. How is The Harte | | | | Also there are those who are full time, and would |
| System different from the others? | | | | just like to tackle a new challenge and add some |
| Harte: The Harte System differs from other | | | | variety to what they are doing now. |
| programs in that it gives participants specific | | | | Let's wrap this up for now. Is there anything else |
| field-tested training programs that have been | | | | you would like to expand on? |
| designed, implemented and proven by me for the | | | | Harte: Thank you, Cal. I also appreciate our |
| past 25 years at small, medium and large corporations | | | | relationship as well. You are doing a lot for the |
| in the U.S., Canada and Europe. Other programs teach | | | | profession and yourself. |
| people to be generalists. The Harte System teaches | | | | I would like to add that the 4 day training is just a |
| you to be a specialist in areas that have proven to | | | | beginning for The Harte System Apprentices. The |
| be what corporations want help with. Becoming an | | | | Harte System stresses "imagination and persistence" |
| expert in these areas gives my apprentices a | | | | as a working concept and holds all apprentices |
| significant advantage over other consultants trying to | | | | accountable. The one-year mentoring that is part of |
| get in the door. In other words, they receive a "turn | | | | the training program is geared toward building |
| key" system together with testimonials from the | | | | confidence and self-esteem and teaching in a "train |
| companies themselves. | | | | the trainer" environment. Participants are expected |
| Cal: So, one of the big things is that it is not a | | | | not only learn the material but to be able to teach it |
| program that is based on theory. It is about learning | | | | to others in the corporate setting. |
| what really works in the "field" which you have done | | | | Cal: Well, that is it! Thank you so much for doing this |
| successfully. However you go beyond the classroom | | | | interview. I'm sure that we have created some |
| because The Harte System offers an apprentice | | | | interest in your program, and got some really useful |
| program for those who want to learn this from you. | | | | information about becoming a consultant out to our |
| I think that is unique. | | | | readers as well. |
| Tell us more about how you and the graduates of | | | | It's like Dr. Harte said, his course is not for everyone. |
| your program work so effectively with corporations. | | | | However, if you are a self-starter and you have |
| I think that everyone here is going to benefit from | | | | some business experience, then training in The Harte |
| knowing more about that. | | | | System may be just what you have been looking |
| Harte: Based on my 25 years of experience, I've | | | | for. |
| found that although corporate decision-makers know | | | | If you would like to learn more about Dr. Richard |
| they need help, they are often unable to identify the | | | | Harte's program he will talk to you personally about it |
| precise areas they need help with. The Harte System | | | | so that you will have all of the information that you |
| shows you how to identify a corporation's "pain | | | | need so that you can better determine if becoming a |
| points" quickly. | | | | corporate consultant is the best career move for |
| Then, you learn how to attach a bottom-line | | | | you! |
| significance to those pain points so you can monetize | | | | Dr. Harte's next course on The Harte System and |
| your solutions to those problems. This | | | | how to become a corporate consultant will be held at |
| monetization-getting prospects to realize how much | | | | the Banyan Hypnosis Center for Training & Services, |
| the problem is costing them and how much value | | | | Inc. here in Tustin, California on May 10 -13, |
| your solutions can have for them-is the key to | | | | 2007.Here is a link directly to the course and |
| getting high fees. This is where most consultants fall | | | | enrollment information. |
| short and where my program excels. | | | | You can also learn more about becoming a corporate |
| A second advantage The Harte System offers is | | | | consultant by listening to some of Dr. Harte's recent |
| that I mentor all participants personally for one year | | | | Meet the Pros Audio Programs. These are mini |
| after the training. This mentoring includes phone | | | | seminars on the topic. |
| discussions, email responses, accountability reports, | | | | - How to Approach Corporations, Hospitals and |
| assistance with designing proposals, and if the | | | | Government Agencies Using Your Hypnosis and NLP |
| assignment is large enough, personal assistance with | | | | Skills |
| closing if required. Participants are never left to fend | | | | |
| for themselves after the training. | | | | - How Hypnotists Can Become Successful Corporate |
| Cal: I like that a lot. That is just the kind of training | | | | Trainers and Consultants |
| that this profession needs. I know that so many | | | | |
| people out there would be so much more successful | | | | If you would like to learn more about this or any |
| with that continued ongoing supervision, and if I | | | | upcoming training programs scheduled through the |
| understand you right, you work one-to-one with your | | | | Banyan Hypnosis Center for Training & Services, |
| apprentices to make sure they succeed. That has to | | | | Inc., just go to call our office at (800) 965-3390 or |
| be reassuring. I'm not aware of any other program | | | | (714) 258-8380, and we will get you all the |
| where you actually get hands-on mentoring like that. | | | | information that you need or get you in contact with |
| In a way, I guess it's like you're partnering with your | | | | Dr. Harte and he can talk to you more about it. |
| apprentices and since you have a vested interest in | | | | Find more hypnosis information and hypnosis videos |
| their progress, you do everything in your power to | | | | on Hypnosis.ORG and CalBanyan. |
| help them be successful. The better they do, the | | | | |