Please find a range of blogs below:
23 August 2020
Look for people with problems.
When our prospects say they have a problem, ask this: "Do you want to do something about it?"
Our prospects have two possible answers.
1. "Yes." Easy. Now we can offer our solution. These prospects want what we have to offer.
2. "No." Prospects seldom say "no" outright. Instead, they list their excuses, issues, doubts, problems, they change the subject, and well, we don't have to deal with these prospects. Simply move on.
I like asking this question, "Do you want to do...
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09 August 2020
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...
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02 August 2020
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...
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26 July 2020
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...
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19 July 2020
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...
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12 July 2020
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...
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05 July 2020
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...
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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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