Blogs

Please find a range of blogs below:

Good mourning or good morning ....

I recently started coaching a successful Professional soon after her success of being promoted at work. "Every morning I woke up I was weighed down by emails, text messages and voice mails with the word "urgent" in. Good morning had become good mourning for me. I realized that I was spending less and less time doing what made me feel good. So, each morning, I now make sure that my diary is full of stuff that makes me feel good. This usually involves talking to people that make me laugh and creating stuff that makes people feel fulfilled. I now... Read full article

Do you want to overcome tricky objections?

Well, you know how some of our clients sit on the fence and they continually want to think it over? These 2 words will really be helpful – “Comfortable” and “uncomfortable” So… Stage 1 – is to make our client feel comfortable that they have not made a decision Stage 2 – is to disarm them of their objections Stage 3 – is to make them aware of our concern Stage 4 – is to make them aware of their problem Stage 5 – if you use the following sentence below, everyone feels better. This is only... Read full article

Closing with confidence.

We listen and build rapport. Our prospects tell us their deepest problems. Since our business is solving problems for our prospects, what should we say next? We can direct our prospects to a quick decision by saying these words: “Think carefully. Is this something that you want to fix now so it is never a problem again? Or is this something that you are okay with living with? I am okay with whatever you decide.” Are we afraid of rejection? Why? We worry about what others think. That is natural. Here is what we are thinking: “Me,... Read full article

Should we use this word more?

Instead of saying "presentation" to prospects, maybe we could substitute the word "option." "Option" means that prospects can take our suggestion or not. Much less scary for prospects to hear the word "option" when we approach them. Why do people do this to us? We show prospects our products, services, and opportunity. And what do they do? Resist. Poke holes in our offering. Look for reasons to turn us down. Sound normal? Well, it is normal. Humans want freedom of choice. When we push our offerings on them, they... Read full article

Why we should not say the word, "Why."

The word "why" brings back bad memories. When we made a mistake as a child, our parents always asked us, "Why did you do this?!!" Well, we just made a mistake, that’s all. That was an unpleasant experience. We ask prospects, "Why do you take out that investment?" Our prospects get flashbacks to their childhood. They become defensive. They feel like we are probing for sales leverage. We can make this experience more pleasant for our prospects by: Telling our "why" first. Changing the wording of the... Read full article

​ Are your Habits in line with your plans?

Habits for us? We are a collection of our habits. If we want to be better, we simply improve our habits. Habits are things we consistently do. They are almost automatic. But they take time to create. For best results, work on creating one habit at a time. And if we are just starting, let’s start with a small habit to build our confidence. Want examples of extremely small habits we could start with? Leave one spoonful of dessert unfinished. Call one prospect about our business every day. Read one page on self-development every day. Walk five minutes... Read full article

3 questions we could ask.

​ The conversation is simple. Just ask these three questions of our team members: Where are you now? Where do you want to go? What’s your plan to get from “here” to “there”? The most common answer? “Uh, no plan. Do you have a plan? What would you recommend?” We can then start a conversation to help the prospect/client on the next steps, as they realise, they have to take action. "Instead." Use the word "instead" when talking to prospects. Then they will feel better, as they assume they... Read full article

We scare our prospects.

Don't worry. This is natural. All prospects think, "Are you going to sell me something? Will I buy something I won’t need? Will I have to change?" And because of these fears, we appear scary to our prospects. How can we make this better for our prospects? By building better rapport first. How? By telling our prospects facts they already believe. This makes them feel better about our conversation. A couple examples of facts that we could use to make our prospects feel better, we could turbo charge this tip with these 3 magic words in front of the... Read full article

Cheap and easy shortcuts?

​ If sending a text worked, our company would have done it already. They wouldn't need us. Once we stop looking for lazy secrets to success, we will think: Hey, what can I do better? What can I do that the company can't do? Why does the company need me? And the answer is ... To have a conversation with a "live" human being. To have a relationship with someone instead of bombarding everyone with a faceless, heartless text. You and I are awesome at this. Let's use our superpowers to do this. Our company can't do it. We... Read full article

Premature presentations

New Advisors are terrified of meeting new prospects. Why? Because they approach cold prospects with an agenda. Prospects can sense and feel when we have an agenda of selling what we have. It feels like this. We approach a prospect and say “would you be interested in my business/offering?” Definitely not great opening statements. Instead, why can’t we just be normal? Here is a little formula for helping new Advisors expand their circle of acquaintances. Smile. Say “hi” in a friendly way. Ask someone how they are doing. Ask... Read full article

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