17 May 2026
Prospects are focused on themselves. It’s human nature.
They care about themselves
They don’t care about us
They care even less about what we want to show them
So when we speak to prospects, what should we talk about?
We have two choices.
Choice 1: Talk about us, our services and everything we offer… while the prospect quietly switches off.
Choice 2: Talk about the prospect and their challenges.
Which one works better?
Most amateurs choose option one. They talk about how great they are, their brand, their...
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10 May 2026
Imagine our prospect gets angry and threatens us.
Q. What should we do?
A. Stop imagining.
How often do we hold back from approaching a great prospect
because of something we’ve created in our own minds?
The reality is, we are in charge of our imagination. We create it.
Sometimes it’s not outside influences that hold us back. Sometimes, it’s us.
The good news? We can change that. It’s completely within our control.
Try practising these three words daily:
“I’m just curious.”
Can questions...
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03 May 2026
When prospecting, make sure we come in first place.
If we come in second place, we starve.
To finish better, let’s fine-tune our closing sentences.
The secret is to give our prospects an option. When they choose
the option they prefer, the decision has been made.
“If you are like me …, then …”
Why does this rapport formula connect with our prospects?
First, “If you are like me …” helps us form trust. After all,
if our prospects are like us, they will want the same things we do.
Second, we...
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