Please find a range of blogs below:

Two Professionals walk down a street of prospects …

​ The first Professional talks to everyone. No prospects. He thinks, "What a bunch of dumb prospects. My offer is too expensive. The economy is bad. This business is too hard." The second Professional talks to the same prospects. The prospects react, "Wow! Tell me more!" They think, "What a great gold mine of prospects. Almost everyone wants what I offer." The lesson? Prospects are neutral. They don’t become a good prospect or a bad prospect, until they meet us. They make a quick decision based on the words we say. If you... Read full article

How do we introduce what we do?

​ We want to promote our speaking, training, coaching, advising or programme but we don’t want to look pushy or risk rejection. So, when someone asks us what we do for a living, our answer can make all the difference. Here is one formula. Not the only formula, but an effective formula to start. Step #1: Create rapport and familiarity. How? By describing something our prospect believes to be true. Now our prospects feel like we see the world from the same viewpoint. We must be fellow geniuses, just like them. Step #2: What will we describe? A problem our... Read full article

Prospects prejudge …

​ Prospects prejudge us in the first 10 seconds, before we mention our company, our video, or our compensation plan. This is where the decision happens. Not fair, is it? Prospects don’t know how their minds make a decision, but we do. When we control the first 10 seconds, everything else is easy. No more rejection, selling, or convincing. Spend our time perfecting our first 10 seconds. This is a short, 7-minute video from the MDRT is the answer. It is one of their most popular videos as they have translated it into 12 different languages. Here is... Read full article

Can I sit on my butt and build?

​ Q. “I want to sit on my butt and let the ‘law of attraction’ build my business. Of course, I will set some goals, work on my attitude, do a fire walk, and chant some affirmations to help. Will I re-watch the movie, ‘The Secret’? Sure. Mind over matter. So, what do you think about that?” A. Attraction marketing, branding, Internet systems, funnels, avatar targeting, and online influencing sound sexy ... but the real action happens when we actually talk to a “live” human being. Prospects are generally... Read full article

Your first ten words are more important than your next ten thousand!

​ In the 1980s, Business owners provided prospects with facts and information. Prospects needed videos, brochures, and slides. But today, prospects have the Internet. They have all the information they need. They don't need us to show or read the information to them. Q. So what is our job as Professionals? A. To get a YES decision. We have to stop living in the 1980s. Those days are not coming back. If we don't know how to get our prospects to make immediate decisions, yes, we can read my two books on skills. But this is something we can do... Read full article