Please find a range of blogs below:
09 October 2022
Don't worry. This is natural. All prospects think, "Are you going to sell me something? Will I buy something I won’t need? Will I have to change?" And because of these fears, we appear scary to our prospects.
How can we make this better for our prospects? By building better rapport first. How?
By telling our prospects facts they already believe. This makes them feel better about our conversation. A couple examples of facts that we could use to make our prospects feel better, we could turbo charge this tip with these 3 magic words in front of the...
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02 October 2022
If sending a text worked, our company would have done it already. They wouldn't need us.
Once we stop looking for lazy secrets to success, we will think:
Hey, what can I do better?
What can I do that the company can't do?
Why does the company need me?
And the answer is ...
To have a conversation with a "live" human being. To have a relationship with someone instead of bombarding everyone with a faceless, heartless text.
You and I are awesome at this. Let's use our superpowers to do this. Our company can't do it. We...
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25 September 2022
New Advisors are terrified of meeting new prospects. Why?
Because they approach cold prospects with an agenda. Prospects can sense and feel when we have an agenda of selling what we have.
It feels like this. We approach a prospect and say “would you be interested in my business/offering?”
Definitely not great opening statements.
Instead, why can’t we just be normal? Here is a little formula for helping new Advisors expand their circle of acquaintances.
Smile.
Say “hi” in a friendly way.
Ask someone how they are doing.
Ask...
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18 September 2022
Top starting phrases we can say when we get objections.
I understand where you're coming from.
I hadn't thought of it that way, but you're right.
A lot of people wonder about that exact same thing.
Good point. Can I ask you to explain that to me a bit more?
That is definitely something to consider.
The first rule of answering an objection is to have empathy, and when possible, agreement. Prospects want to feel that they have been heard.
Fun starting phrases we can say to sceptical prospects.
I see your point. What about this?
How do you...
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11 September 2022
Leading performance psychologist and Chairman of the Human Performance Institute Dr. Jim Loehr said:
"Your mindset puts a lid on what you can achieve, because your body hears everything your mind says and acts accordingly."
If you go to a restaurant, you wouldn't order your least favourite dish, would you?
Yet when it comes to our thinking, we humans have a habit of choosing the most unsavoury thought patterns that don't support what we want to achieve.
If beating ourselves up worked, we would all have a six-pack, a fat wallet and a...
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04 September 2022
"The pulvinar nuclei of the thalamus play a major role in attention and filter out unnecessary information."
This is what we sound like when we unnecessarily complicate our presentations.
Now we have scientific proof that our prospects ... ignore us!
And even if we get an appointment, our prospects will only remember a tiny portion of what we present.
Bad solution: Create more slides, more videos, and even more information.
Better solution: Learn how to get prospects to pay attention to us and remember what we present.
So, which solution will we...
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28 August 2022
When I started my Business, my viewpoint was, "Convince people to buy or join." Every encounter with a prospect was a "win/lose", or "live or die" situation. I hated this.
Not only did I not enjoy it, but I also lost most of the time. This definitely would not be sustainable over a long career.
But what did I enjoy? What made me feel great?
Giving.
My new viewpoint when presenting to prospects? "I will gift my prospects with one more option for their lives."
This means my prospects can keep their lives the same...
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21 August 2022
Imagine we’re just starting our career. What should we do first? Here are our choices.
#1. Find lots of prospects. Talk to everyone. Create marketing funnels, chat bots, and automated programs on the Internet. Buy duplicatable systems that claim to do it all. Spam our friends’ Facebook pages. Or,
#2. Learn what to say to people.
While the answer is obvious, new business owners or advisors don’t follow this common-sense advice. Even if they do get in front of a prospect, what are they going to say? Most don’t know, so they end up doing...
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14 August 2022
Fixes:
The three components of happiness are
something to do,
someone to love, and
something to look forward to.
Dr Gordon Livingston, “Too Soon Old, Too Late Smart.”
So if we enjoy our career we already have #1 and #3 taken care of.
"I am trying to tell you that I am not interested."
Most of our prospects are polite. They won't tell us "no" to our faces. They feel that it’s confrontational, and they want to save our self-image and feelings.
So these prospects tell us "no" in other ways. Here...
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07 August 2022
Your features and benefits or their problem?
The more we know the less we grow, facts tell story’s sell, a simple story works so much better than a spread sheet of data.
The truth is that we're born in the zone.
Whether it was learning to walk or talk, you practiced tirelessly and didn't get bogged down in failures for one simple reason: you didn't think about them.
We get out the zone because we think too much.
The widely recognized formula for high performance is:
Performance = capacity – interference
And the primary source of...
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