Blogs

Please find a range of blogs below:

Handling objections more smoothly

What doesn’t kill us makes us stronger. But a lot of stuff can kill us! There is no glory in handling objections. The true professional prevents objections. How? By avoiding words and phrases that trigger objections in our prospects’ minds. For example, the fees objection. We don’t see people walking down the street, and all of a sudden, they throw up their arms and yell, " The fees are too high “Doesn’t happen. It is the same when we talk to people. For this objection to occur, we must have done something to trigger it. Did... Read full article

Why our prospects make snap decisions

The human mind is designed for survival. It has to keep us alive. To do that, we make quick decisions. For example, a car is speeding towards us. We want a quick decision to jump out of the way, right or left. We don’t want to order a mathematics book on Amazon, figure out the current speed, the probability of contact, etc. We will die. Thinking? That comes much later. And that is why we need to talk to the subconscious minds of our prospects to get instant "yes" decisions. Later, after we get the "yes" decision, we can do a presentation... Read full article

Self-development or shelf development

​ A great question to start our mornings. "Will I learn something new today, or will I stay where I am?" Harsh. A lot of people buy self-development products and they end up on the shelf as shelf development. I have a habit that makes that decision automatically. The first thing I do every day is ... read something new. I like books. I can discover in a few pages something that may have taken someone ten years to learn. For others, they may prefer to learn by audio. Personal choice. I read faster than I listen, so I like to save time by... Read full article

Personal Referrals is better than advertising

Which is more powerful? 1.     A Facebook ad to strangers? 2.     A quality referral from someone we helped? The answer is obvious. A quality, pre-sold referral is a great prospect. Cold leads treated like sheep, pushed into funnels, sorted and sold to ... seem like a waste of time in comparison. But investing time in getting quality referrals will give us a great return for our efforts. Oh. So that is how it works. Our Job or suppliers’ companies know they can't build a strong business with social... Read full article

How to pre-sell our ideas and make our life easier

​ A great question to pre-sell prospects. "Do you think continuing with the same problem and pain is OK or do you think it’s time to address this? Most prospects will immediately attach themselves to wanting to solve the problem. Continuing to struggle with XYZ doesn’t sound as appealing. Want to make presentations a lot easier? Ask this question early in our conversations with prospects: "So why did you decide to look at over coming this problem?" Then let our prospects "sell themselves" on the advantages of... Read full article

Why do some people struggle in Business while others are smashing it?

Question: "I have my vision board, but my business still isn’t working. Why?" Answer: "If we have our 'WHY until we cry,' what do we have? We have a reason to do the business, but we still don’t know HOW to do the business. Having a good WHY still gets nothing done." Question: "I have the perfect system. Others have proved it works. But why is my business still not working?" Answer: "We all know WHAT to do, but that still doesn’t mean we know HOW to do it. Can we write down word-for-word our first 5... Read full article

How can we get others to join our team or business.

​ "Can I see myself doing your business?" Prospects won’t join if they can’t see themselves successfully talking to others. All business requires communication, people to speak at some point to someone else. The solution? In our presentations, and training include stories of how other new Advisors/Managers talked to their friends successfully. Maybe one of their friends said, "Of course. That just makes sense." Our prospects will relate to these stories and then have confidence they can move forward with us and... Read full article

The Six words we want to hear ….

Six words. Call customer service. What are six words we would like to hear? "Okay, let’s get this problem fixed." When we talk with prospects, we should be looking for a problem that our products, services, or opportunity can fix. Then, it is easy to say to our prospect: "Okay, let’s get this problem fixed." Done. No more closing needed. Five words. If we start with the words: "Let me tell you about ..." This won't end well. This means we are talking about us and what we offer, and not about our... Read full article

What investment helps your business the most?

​ Dress for success? Here is a quote by Mark Twain: “Clothes make the man. Naked people have little or no influence on society.” So, what is more important? “How you look” or “What you say” when you meet a prospect? “How you look” creates that first impression. We all want to make a good first impression to increase our odds of success. However, after that first impression is over with (in a second), we have to open our mouths and talk. And if we don’t know what to say, we have no chance. It will... Read full article

What are our prospects thinking?

What are our prospects thinking? "Who are you?" "Should I listen to you?" "Why should I believe you?" "Can I trust what you say?" These are the first four things prospects think. Did we notice that what we offer hasn’t even made their top four questions? That is why we should not start too soon with our product and opportunity information dump. We want to answer these questions in our prospects’ minds first. How to give prospects good choices. First, limit the choices. Humans prefer limited... Read full article

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