Please find a range of blogs below:
17 November 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 become a client… 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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10 November 2024
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, me, me,...
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03 November 2024
When our prospects tell us their problems, simply ask this:
"Do you want to do something about it?"
Our prospects have two possible answers.
"Yes." That's easy. Now we can give a quick presentation, and we know our prospects will join or purchase our product or service.
"No." Our prospects seldom say "No" directly, but instead, they will have excuses, issues, doubts, problems, hang-ups, and well, we don't have to deal with these prospects. Simply move on.
I like asking this question. It makes my...
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27 October 2024
Prospects make decisions on … what they remember. They can’t make decisions on what they forget.
How much do prospects remember of our presentation? Experts estimate … 10%!
That means 90% of what we say will be forgotten.
Do this:
Pick which 10% we want our prospects to remember.
Then put that 10% into a mini-story.
Be a pro.
Need an example?
“Last year my neighbour complained about paying too much tax. Guess what? This year he complained about his tax bill again. I don’t want to be like my neighbour. I have a...
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20 October 2024
If we are shy, we keep our advice a secret … fail!
If we have bad skills and say stupid stuff … fail!
If we don’t know what to say … fail!
Yes, this is bad, but here is the good news.
We can change! This doesn’t have to be permanent. We have the freedom to change our circumstances. We can take the option to learn and do better.
No one expects us to know these specialist soft skills when we start. This is why our companies provide us with training and mentors. We don’t have to be experts in soft skills...
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13 October 2024
Yeah, everyone is a salesperson, but …
Some are better at it than others!
We sell our employer on giving us a job.
We sell our spouse on getting married.
We sell our friends on taking us out to celebrate our birthdays.
We sell our kids the benefits of eating broccoli.
We have to sell to get through life.
Don’t you think we should work on getting better at this skill?
Two ways to get better results and increase your income.
Change ourselves (personal development)
Change what we say and do (skills)
And yes, it is okay to do...
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06 October 2024
Most people have the attention span of a donut. Keeping our focus for more than eight seconds is a battle. And yes, it is true, goldfish can concentrate longer than humans.
Do humans like challenges? Yes. Why? Usually, there is a reward. It could be monetary or mental.
At best, the first couple of days of a challenge are exciting. And then? We fall back into our normal state of un-motivation. Reality is sad.
To get the most out of our challenges? Here are some ideas.
Make the challenge as short as possible, even if it means only 48 or 72 hours. This way,...
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29 September 2024
Prospects judge us and judge us harshly. How?
One way is from the words we say. In this presentation, I started with the wrong words. I killed my chances within the first 15 seconds. Yes, it is that brutal when we only have a few seconds to impress our prospects.
Did I use any mind-reading skills? No.
Did I ask a question to take control of my prospect’s mind? No.
Did I use a proven icebreaker to connect with my prospect? No.
There is a pattern here. “Unprepared” is not a good way to build our business.
Advice? Let’s start...
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22 September 2024
This is easy to master. Simply ask questions and allow our prospects to talk.
If we are a “talker” and “presenter” to prospects, we are at a disadvantage. Prospects will perceive us a salesperson and react accordingly.
But a few questions, some easy conversation, and prospects react without the negative agenda that sales bring to conversations.
So, for new Advisors, assure them that if they listen, they win. It will be much easier when prospects are relaxed and not worried about our sales agenda.
Why we should use more...
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15 September 2024
The universe is biased towards people with skills.
They earn more
Feel happier
Accomplish incredible feats
Reach their dreams
… and it is so unfair.
People without skills work hard, longer … and don’t get the same rewards.
If we want to do more, get rewarded more, and be happier, then we will want to learn more skills. We don’t want to be like the person who graduates from university and says, “I’m done with learning. This is as good as I will get.”
Power in these phrases
If we don’t think words...
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