Blogs

Please find a range of blogs below:

What??? I don’t get it.

When I started my speaking and coaching career, the leaders told me this: "Your business will only grow as fast as you do!" I didn't get it. I couldn't understand what they were trying to tell me. I thought all I had to do was talk to a lot of people and get some clients. I couldn't see the big picture. The big picture Prospects first see us, and then we describe our offering. But their first decision is about us, before they listen to our offer. Did I need personal development when I started? Yes. I still need it today 25+... Read full article

“The #1 way to stay broke? Start tomorrow.”

How can we break the procrastination habit? Here is one quick tip. Make the first step so easy, it would be hard not to do. Just the tiniest bit of momentum in the right direction makes the next step easy. For example, if we procrastinate reading a good book on how to build our business, simply make the first step reading only one sentence. Now, that isn’t so hard, is it? More baby steps? (5 words) To beat procrastination, use these 5 magic words. Here is the formula. I will {insert baby step}, and then see what happens. “I will go to the... Read full article

Our prospects are pre-sold!

​ Think about it. Almost everyone would love the benefits of our product or our service. And everyone wants more money. Yes, our prospects are pre-sold on our business. The only thing we have to do is to not talk them out of it! Ouch. That means we don’t want to set off the “salesperson” alarm. If we do, the prospect won’t believe another word we say. We can set off the “salesperson” alarm easily. Think of car “salesperson” When they say: “What’s it going take to get you into a car... Read full article

"No pain! No gain!" ... uh ... what ...???

​ "Don't be a loser! Just go out and talk to people! Mindset is everything! Learn to love rejection!" The motivational guru couldn't stop preaching. In an even louder voice, he continued with his memorized metaphors: No pain, no gain is like climbing a mountain - the higher you go, the harder the journey will be but the better the view at the top. No pain, no gain is like forging a sword - you have to put in long hours and hard work to make it strong enough to withstand whatever life throws at it. No pain, no gain is like running a marathon -... Read full article

Why team members fail … badly.

New Advisor: "Nothing is working. I can't get anyone to talk to me. They instantly tell me they are not interested. This business doesn't work." Successful Advisor: "It is time you learn the skill of professional ice breakers. This will get turn ordinary people into interested prospects." New Advisor: "Ha! No way. I am arrogant. There is no way I will change what I say. It isn't my fault. Prospects are stupid. And why should I take advice from successful people like you? I know better. I know more." We know how the story... Read full article

How short is our attention span?

I recently read an article that the human attention span is now down to four seconds. Is that true? I don’t know, because I didn’t read the second sentence. I knew some cat videos were waiting for me if I scrolled further. The point is that we must change our marketing model from introducing long, boring videos to prospects as the first step. These videos will educate our prospects later, but first, we have to get their attention, and their commitment. Holding Our Prospects’ Attention Here are some great words we can say at the end of our... Read full article

Can you beat this kid’s offer?

Nagging kid: “Mom, give me a cookie and I will stop bothering you.” Mom: “If I give you a cookie, will you go back to playing your video games so I can get some work done?” Nagging kid: “Ooooh. That would be a two-cookie deal. Can I have two-cookies?” Like it or not, when we talk to prospects, we are making an offer. So … how good are our marketing offers? Prospects are self-centred. They think about themselves, their problems, and their dreams. That is why we should make our offers all about them. Let’s... Read full article

Company Video Feedback

How do our prospects react to our company videos? Honest thoughts from prospects tricked into watching a video? Brace ourselves. "At the end, I just wanted 12 minutes of my life back. I mean, it was like watching paint dry, but with more talking." "I lost interest at the two-second mark. As soon as I saw the logo, I was done. Yet somehow, they managed to drag it out for what felt like an eternity." "I don't know what was worse, the cheesy background music or the over-the-top sales pitch. Either way, I was ready to jump out a... Read full article

Bob dies in this story.

Bob falls into a deep hole. After hours of shouting for help, an Advisor hears him. "Hey, buddy, what happened?" asked the Advisor. "I fell into this hole and can't get out," replied Bob. "Don't worry. I'll try to help you." The Advisor finds a rope, but it is too short. So, he says to Bob, "Well, I tried. Sorry, it didn't work out." And then continued his walk. Bob shouts again. Another Advisor walks by and hears his cry for help. "Hey. Looks like you are stuck in this deep hole. Don't worry,... Read full article

My Two Favourite Mini-Phrases to Disarm Negative Prospects.

“Here is the short story …” And then I give a couple sentence summary of my offer. “What would you like to know first?” Now the prospect forgets about his resistance to us and opens up and tells us what he wants to know. This conversation hook is a no-brainer. Say, “Guess what happened to …” Instant engagement. Then, when our prospects guess, or say that they don’t know, this gives us a chance to tell our story that introduces how we can solve the prospects problem, they didn’t know they... Read full article

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