In Episode 7 of ChairLife, Vistage Master Chair Tom Cuthbert shares actionable strategies for building a thriving Vistage Chair practice by selecting the right members and overcoming common recruitment challenges. Inspired by Coach John Wooden’s advice to surround yourself with smart, argumentative people, Tom explores the art of curating a high-performing Vistage group. The episode is divided into two key segments: a playbook for identifying ideal members and a guide to tackling ghosting in the recruitment process.

Tom begins by outlining the seven costly consequences of having non-ideal members—erosion of trust, wasted time, missed growth opportunities, cultural misalignment, lost opportunity cost, morale drain, and poor return on investment. He then introduces his G.L.O.A.T. criteria (Give, Listen, Obstacles, Accountability, Thankfulness) for selecting members who elevate the group. Through a detailed selection process, Tom emphasizes seven areas to evaluate candidates, including growth mindset, accountability, and integrity.

In the second half, Tom addresses the frustration of ghosting—when prospective members stop responding—and offers seven practical techniques to re-engage or move on. From owning the process to leveraging multi-channel follow-ups, he provides a roadmap to maintain control and efficiency. The episode wraps up with a powerful tip in "Tom’s Tips and Tricks" and a preview of Episode 8, where Tom will define leadership and introduce his "From Here to There" coaching framework.

This episode is a must-listen for Vistage Chairs looking to refine their member selection process and master the art of follow-up in a competitive landscape.

Show Notes

Introduction: Tom reflects on Coach John Wooden’s wisdom and sets the stage for finding the right people to sit at your Vistage table.

The Cost of Non-Ideal Members: Seven pitfalls of poor member selection, including trust erosion and morale drain, underscore the stakes of choosing wisely.

Defining the Ideal Member: Tom shares his G.L.O.A.T. acronym—five traits (Give, Listen, Obstacles, Accountability, Thankfulness) that define high-performing members.

The Selection Process: A deep dive into seven areas Tom evaluates in interviews, from growth mindset to time commitment, to ensure a strong fit.

Slaying the Ghosting Game: Seven techniques to combat ghosting, including setting expectations and knowing when to walk away.

Next Episode Preview: Episode 8 will explore leadership and Tom’s "From Here to There" coaching framework.

Tom’s Tips and Tricks: The Killer Email Tagline

Tom unveils a proven strategy from Chris Voss’s Never Split the Difference to break through ghosting. Use this simple email approach to prompt a response:

**Subject:** Have you given up on Vistage?

[Candidate’s First Name],

Have you given up on Vistage?

After our call and meeting—where we dug into those challenges like [briefly mention one specific issue, e.g., “cash flow bottlenecks” or “team alignment gaps”] that could be costing your business big—I haven’t heard back. I get it, things get busy. Just wanted to check in.

When we started our conversation, we agreed to be authentic and open. I’m happy to answer any questions and we have reached the decision point.

Let me know where you want to go from here.

Best,

[Your Full Name]

[Your Phone Number]

Resources

Give and Take by Adam Grant - https://adamgrant.net/book/give-and-take/

Never Split the Difference by Chris Voss - https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805 Tom’s High-Performing Behaviors – Available at tomcuthbert.com/highperforming.

Email Protocol – tomcuthbert.com/email.

www.chairlifepodcast.com

https://docs.google.com/document/d/1-T-0Sel_-40SodzQFwN76f69KioytQM4EjV4oL6RSO8/edit?usp=sharing