Please find a range of blogs below:
09 February 2025
Every prospect wonders: “Are you going to sell me something I don’t need?”
This fear makes us seem scary. But we can fix it.
Start by stating facts they already believe. This builds rapport and lowers their guard. Examples:
“Commuting eats up so much time.”
“Saving is tough with prices this high.”
“Wouldn’t a second paycheck make life easier?”
Watch them relax as you acknowledge their reality. Then, you can introduce your offer without resistance.
How to “Read...
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02 February 2025
Ever had a prospect go off on a tangent when you’re trying to explain your offer?
It’s tempting to redirect hard, but let’s be subtle. Use these soft phrases:
“Some things matter more than others.”
“Not sure how important this is to you, but…”
“Let’s focus on the bigger picture.”
Gently guide the conversation without breaking rapport.
Ask, Don’t Push
When prospects express interest, don’t pounce with hard closes.
Instead, ask: “How soon would you like to see...
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26 January 2025
Prospects doubt our biggest claims. But here’s a trick to flip their scepticism: tell them what your offer can’t do. Negative news? They believe it immediately.
Next, tell them what your offer can do. They’ll think, “If they admitted the downside, the upside must be true too!”
For example:
“Our plan won’t make you rich overnight, but it’ll help you retire years earlier than your current path.”
“This won’t eliminate your taxes, but it’ll ensure you keep more of what you...
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12 January 2025
Some prospects can’t wait to hear what we offer. Their needs and wants are so huge, even if we are incompetent, they will join or buy. It feels good to talk to these prospects.
Unfortunately, we don’t know any of these prospects.
The good news is that other people do know these prospects. Everyone knows 200 people we don’t. Out of those 200 people, there will be four or five who desperately want what we have to offer.
So for everyone we meet, let’s ask this question: “Who do you know with this
Some examples:
“Who do...
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05 January 2025
Step 1: Say, “Let’s get on the telephone now and start making some appointments for presentations.” This is scary. But, it gets worse.
Step 2: Their prospects answer their phones and ask, “Tell me what it is all about first.” Now our new team members are not only scared but panicked.
This is a difficult question for new Advisors. What can they say?
If they say too little, it appears they are hiding their agenda. Say too much, and the prospects feel they know everything already, and will not set the appointment.
We should prepare...
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29 December 2024
The good news? We don’t need much time to build a great business. All we need is a few minutes a day to say the right words.
When our prospects hear our "right words" offer, they decide to work with us … or not. All we have to do is to collect the volunteers.
So, what is the bad news?
We don’t know the right words and phrases to get interest or instant commitments.
Is this a skill we can learn? Of course.
How many choices should we offer?
The more choices and options we offer, the more hesitant our prospects...
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22 December 2024
Because … our competition is us.
We do not compete against others. We compete with past versions of ourselves.
Want to feel better about crushing our past? All we have to do is improve ourselves a little bit every day. Simply add five minutes of personal development daily will accumulate over time.
In just a few months, we won’t even recognize our past selves.
Or of course, we could also make the decision not to improve our lives and stay where we are not.
“Don’t take my word for it”
Prospects are sceptical. Why...
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15 December 2024
Use the word “now” to grab our prospects’ attention. Watch this:
“Now, you won’t have to …”
The “now” stops our prospects’ brains for a moment, and they can now concentrate on the next few words we say. A great start.
Of course, this would lose its power if we used “now” in every sentence, but we get the idea.
But want to make it stronger? Watch this:
“Now, this is weird …” (Prospects drool in anticipation.)
Now, we know at least one way to get our...
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08 December 2024
Here is the short version. Our prospects make snap decisions about us in the first few moments. These are the four big factors that make it happen:
Body language. Do we look confident? Nervous? Self-cantered? With an agenda?
Tone of voice. They listen for clues of our intention. This is hard to hide.
Micro facial expression. Humans make this decision in 33 milliseconds. They automatically detect our intentions and agenda.
The words we say.
This is why we study and improve our rapport skills. If we can control this initial decision, we are on our way to...
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01 December 2024
Prospects are sceptical. Why shouldn’t they be?
Everyone is trying to sell them something, manipulate them, influence them, and push an agenda everywhere they go. So how do we break through the scepticism?
We can shock them into consciousness by saying, “Don’t take my word for it.”
If we have great proof of our benefits, this little statement will focus our prospects’ on what we say next. Want an example?
“Don’t take my work for it. Here is what ______ said about it.”
People will give more credence to our...
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