Please find a range of blogs below:
28 June 2020
"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...
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21 June 2020
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...
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14 June 2020
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...
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07 June 2020
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...
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