“How to scare team members”

05 January 2025

Step 1: Say, “Let’s get on the telephone now and start making some appointments for presentations.” This is scary. But, it gets worse.

Step 2: Their prospects answer their phones and ask, “Tell me what it is all about first.” Now our new team members are not only scared but panicked.

This is a difficult question for new Advisors. What can they say?

If they say too little, it appears they are hiding their agenda. Say too much, and the prospects feel they know everything already, and will not set the appointment.

We should prepare special sentences for our new team members so they can answer these questions competently. The shorter, the better.

Want to know an interesting program in our minds?

Prospects love low prices and bargains but hate economy. When possible, they prefer to avoid the lowest price option. Why?

It makes them feel others will judge them as “cheap.”

Here is how we can make our offer appear to be a bargain, but avoid the lowest price, cheap stigma.

First, talk about a higher-priced option. For example, a hospital stay when our health is bad, plastic surgery, or hiring a full-priced attorney.

Second, present our high-quality product or service at a much lower price.

Third, avoid saying we are cheap or a bargain.

First sentence improvement?

Add curiosity in our first sentence with the promise of helpful information.

An example?

Old: “I’m just curious. Would you like better health?”

New: “I’m just curious. Would you like to know the three best tips to live longer?”

“I need help?”

Before offering our struggling team member unlimited advice, maybe we should narrow down the problem first. Advice overload seldom works.

Let’s ask our new team member a question like this:

“Which problem do you want to solve first? Finding more people, or what to say to them?”

Humour

I thought it was the tumble dryer that shrank my clothes. Turns out it was the refrigerator.

There's a strange new trend in the office. People are putting names on food in the company fridge.

Today I had a sandwich named Kevin.

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