Jim Cathcart Headshot
Report a problem with this profile
[email protected]

Jim Cathcart          

Authority on Leading People and Relationship Selling

Jim Cathcart was named one of the “Top Sales Influencers of 2014” by Top Sales World magazine based in London and Paris. In December of 2012, Cathcart was inducted into the Sales & Marketing Hall of Fame in London, England. This is in addition to his existing Speaker Hall of Fame listing.

For five years in a row, Cathcart has been selected as one of the top five speakers on sales and service in an online survey of over 14,000 people. With over 39 years of professional speaking around the world, Cathcart is one of the best known and most award-winning motivational speakers in the business. He has delivered more than 3,000 presentations to audiences in every state of the US, most provinces of Canada and countries from Scotland to Singapore. Some of his most recent international engagements were for thousands of business leaders in Bali, Indonesia; Toulouse, France; Bogota’, Colombia; Costa Rica; Panama; Warsaw, Poland; Santiago, Chile and Macau, China. A business strategist, psychological researcher and philosopher at heart, Cathcart is also a down to earth regular guy. He has worked in warehouses, driven trucks, sold donuts door to door, been a bank teller, plays guitar in night clubs and pubs, and has toured much of the world on a motorcycle.

A TV interviewer said, “Jim Cathcart is what ‘Fonzie’ would have been if he’d gone to business school.” (Millennials are asking, “Who is Fonzie?”) Cathcart was an insurance agent for many years, an Army officer and a bill collector who, while in his twenties, had to repossess log trucks in the mountains of northern Arkansas. From this varied background he decided in 1972 to become an authority on the subject of motivation and through decades of dedication, study and hard work, he made it happen.

Who has hired Cathcart as their speaker? Brace yourself, this list is long.

After hearing Earl Nightingale on the radio one day in 1972, Cathcart was inspired to change his life. While working as a government clerk in the Housing Authority he determined to learn psychology and master the process of self-improvement. Through years of fanatical dedication to this quest he learned new skills, became a certified trainer for a variety of programs, read stacks of books, attended countless seminars and volunteered thousands of hours to civic organizations. In this process he moved from clerk, to manager, to sales person, to leader, to trainer, to author and professional speaker.

Today he is listed in the professional Speaker Hall of Fame, is a recipient of the prestigious “Golden Gavel Award” (along with Earl Nightingale, Art Linkletter, Zig Ziglar and many others), has been the president of the National Speakers Association and received the “Cavett Award” for a lifetime of service. He has authored 16 books and scores of recorded programs. In 2007, he was listed as one of “The Top 100 Minds on Personal Development” by Leadership Excellence magazine. The San Diego chapter of the National Speakers Association renamed their member of the year award “The Jim Cathcart Service Award” and the Greater Los Angeles chapter gave Cathcart the “Lifetime Achievement Award” in 2003. In 2008, he was inducted as one of the “Legends of the Speaking Profession.” And in 2010, 2011, 2012, 2013 and 2014 he was selected as one of the “Top 5 Sales and Customer Service Speakers” by Speaking.com in an online survey of over 13,000 people. Now he adds the Sales and Marketing Hall of Fame to his accolades.

Cathcart is an active motivational speaker and prolific author plus an executive coach to numerous high-achievers. In his personal time he plays rock and roll guitar in clubs, rides his motorcycle on the twistiest roads he can find and runs the trails of the mountains near his home at least twice each week. He is a proud parent and grandparent and an active civic leader. He is an artist in residence for High Point University and serves on the Dean’s Advisory Council to the School of Management at California Lutheran University. His messages can be seen daily on TSTN.com or YouTube and he does radio interviews almost every week.

Speech Topics


Leadership - Rethinking Ourselves For A New Era

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. The most popular methods of leadership, management, sales and service delivery are already dangerously out of date. This presentation combines stories, visuals, research and audience interaction to dramatically impact the way we think.

Relationship Selling:

Sometimes it is not your product or price that gets you the business, sometimes it is simply the way you connect with people. 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 of buying psychology which most people have never heard of.

The Acorn Principle - Helping People Grow:

The Acorn Principle is: "Your greatest, fastest and easiest growth always comes from your natural abilities". 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. A fascinating exploration of what makes us who we are and how to use it.

The Grandma Factor - Lifetime Customer Loyalty:

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 begins with training people in how to think about: their role, their goal and the person they serve. When you don't find much meaning in what you do, you don't bring much value to what you do. This presentation focuses on the way systems, strategies and relationships impact service. Jim teaches "The Grandma Factor" for building your clientele through UpServing.

New Era Sales Leadership (Via Online Conferencing):

Jim brings superior sales training right to your sales staff's desktops -using the cutting edge of technology, online training or desktop videoconferencing. With this unique program, Jim Cathcart will challenge and inspire your sales staff and teach proven methods for successfully sustaining sales leadership and retaining your customers.

Behavioral Economics

Every action has a value, or a cost. Cathcart focuses on Return on Attitudes, Return on Relationships and Return on Behavior Patterns in an innovative approach to doing what works. Things that are measured tend to improve, so be sure you measure the things that truly count.

UpServing -- Building Customer Loyalty

Customer loyalty is to be given, not just received. If we want continuing business from someone, we must first be more loyal to them. "UpServing," a term coined by Jim Cathcart, is about seeking to upgrade the level of satisfaction achieved at every contact point with the customers. This leads to larger purchases, less sales resistance, easier recoveries, and more repeat and referral business. But first it requires a different Mindset.

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, and relentless action on vision, focus, standards, meaning, agreements, measures, and rewards. In this program, Jim Cathcart will teach you how to inspire vision, take focused action, create firm standards, make your work more meaningful, and develop clear agreements, accurate measures, and appealing rewards.

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.

The Grandma Factor: Lifetime Customer Loyalty

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 Cathcart teaches building your clientele through “up-serving.”

Growing Leadership At All Levels

“If you can’t lead you, please don’t lead me!” Self Leadership is the beginning point for Organizational Leadership. Cathcart’s best seller The Acorn Principle grows out of his psychological research coupled with cutting edge business strategy and shows people how to use the collective intellect of the organization to tap individual strengths and maximize motivation. He shows how to get people to embrace the “genetic code” of your organization.

Relationship Selling in the New Era

As the author of the original Relationship Selling, published in 1986, Jim Cathcart has decades of practical experience in seeing what works and what doesn’t. His Eight Competencies of Relationship Selling written in 2002, emphasizes increasing Sales Readiness at all levels of the organization. He motivates sales people to see customers as assets and to build profitable business friendships.

Related Speakers View all


More like Jim