Please find a range of blogs below:
12 February 2023
New business owners get irritated when I tell them their presentation has nothing to do with their prospect's decision. They argue:
But they have to know the name of the company.
They need to know about our latest products and services.
How can they decide without first seeing the fees?
We are the best. They have to know that first.
Our research can beat up other companies’ research.
Nobody decides until they first see the facts.
Our wonderful company video is what sells the deal.
My 3-D laminated flip chart presentation is what causes them to...
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05 February 2023
If we want our valuable racehorse to run its best, we would not give it coffee and cigarettes for breakfast. We would invest in the best food possible.
The same goes for our new business. If we want to grow a valuable business, we need to invest time and money into making it work. That means feeding our brains with new skills and practicing what we learn.
Our business can be the biggest financial asset in our lives. Let's do everything we can to take advantage of this opportunity.
Feeling frustrated?
Worried about people calling you back after our 27 phone...
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29 January 2023
So, I get this phone call. The Gentleman caller says:
"I want you to be my client/customer."
Nothing like starting with his needs to build rapport.
The caller went on about how he wanted me to change my electricity, sign up with him, how it would help his business, and never once asked me if I had a contract, if I was happy with my current supplier, or even if I had an electric bill!
Was his service good? Yes.
Were his service prices good? Yes.
But he had already set up walls with his sales pitch about what he wanted.
He was a "Solution...
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22 January 2023
He told me, “New clients is all about building relationships.”
I nodded.
And then he said, “That is why I’m using automated chatbots on my Facebook page.”
Head slap! Ugh! And he said it with a sincere smile.
I didn’t want to upset his delusions. I am sure in our next conversation he will be telling me about automated attraction marketing using autoresponders, and bonding over text.
Faking sincerity seldom works. People can sense if we are transactional, or if we really care. They know when we have good intentions.
How...
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15 January 2023
As you know the general public doesn't want to invest at the moment.
The markets are down.
The banks offer 4% guaranteed returns.
Clients have lost money in the past 2 years.
You and I know that the best time to invest is when the markets are down ... but our prospects don't know or believe this.
How are your Advisors going to cope? Will they let objections defeat them? Will they slow down on getting new business? Or ... will they sharpen their objection skills, and learn how to convert objections into buying opportunities?
It's time for the...
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08 January 2023
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 power to do this. Our company can't do it. We can.
Here...
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18 December 2022
Worth over $75Billion and considered to be one of the world's most successful investors, Warren Buffet was asked what his advice is for being successful in 2022.
His answer was to say that Xmas cards should not just be for Xmas but should be for the whole year.
You see, Buffet writes a letter or a handwritten note most days which typically includes a line of gratitude, or a few words of praise.
Buffet says that whether its business or pleasure, ultimately everything is personal.
And it's the businesses and people who endear themselves to others, that...
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11 December 2022
Yes.
A good brain rule to know is that prospects want fewer choices. Two choices are enough. Prospects want to save their brainpower for Netflix or Sky TV.
Try getting the final choice down to just two options.
A good example?
Choice #1: Keep your life the same.
Choice #2: Take what I just offered you.
Possible word pattern with 2 choices
So what makes more sense for you?
Choice #1: Keep your life the same.
Choice #2: Take what I just offered you.
Then Pause – silence- then wait for the prospects answer and say “I think you are...
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04 December 2022
Q. "Do you find growing old really hurts? Would it be okay if we did something to stop it?"
The first sentence identifies the problem.
The second sentence asks our prospects if they want to fix the problem or not.
If our prospects want to fix their problem, they have made a decision to buy. It is just that quick.
But, but, but … what should I say next? Won't they have more questions? Don't they need to know more?
Take a deep breath. Relax. If our prospects want to buy, and have made the decision to buy, they are on our side. Now...
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27 November 2022
I recently started coaching a successful Professional soon after her success of being promoted at work.
"Every morning I woke up I was weighed down by emails, text messages and voice mails with the word "urgent" in. Good morning had become good mourning for me.
I realized that I was spending less and less time doing what made me feel good.
So, each morning, I now make sure that my diary is full of stuff that makes me feel good. This usually involves talking to people that make me laugh and creating stuff that makes people feel fulfilled.
I now...
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