Can we change?

20 October 2024

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• 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 immediately.

So, let’s take advantage of our company’s training and our mentors help. And, because we are adults, we can learn a lot on our own. It is up to us to take the first step.

It is not where we are today that counts. It is where we want to go in the future that will determine our success.

How to use the “Most/But” hook

If we want to connect at a deeper level with only a few words, the “Most/But” hook will grab our prospects’ curiosity and start great conversations.

Easy to do. The keys?

1. “Most” helps us build rapport. We will relate to something they know.
2. “But” introduces a painful problem or challenge they may want to fix.

Examples:

• “Most of us have a career, but we dream of being more successful.”
• “Most of us would love to be our own boss, but starting a business is expensive.”
• “Most of us love donuts, but we hate how donuts make our waistlines larger.”
• “Most of us buy insurance but hate how they raise our rates every year.”
• “Most of us pay tax, but hate the government squeezing us for even more...”

What do some prospects think of us?

They describe their feelings when Advisors attempt to convince them to invest.

They use words such as:

• Self-cantered
• Selfish agenda
• Overbearing and persistent
• Bad listeners
• Impolite
• And the list goes on.

Ugh!

Let’s learn the key soft skill to change this list, by building rapport.

You are over 80% more likely to succeed if you just mastered this key soft skill.

Humour

Put downs by comedians to hecklers:

Sorry I can't understand what you're saying. I'm wearing a moron filter - Arthur Smith

Your bus leaves in 10 minutes. Be under it - John Cooper Clarke

What are you so angry about? Has the price of Play Dough gone up? - Henning Wehn

Well, it's a night out for him and a night off for his family - Jack Dee

Until the next time, if you have friends who would like to get these newsletters, please send this link:

http://www.berniedesouza.com/coaching/professionals.aspx

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