ATTENTION DECODED

“just looking” is said to make you go away. If it is a Saturday and prospects have come to your sales event, think about what happened before they got there. They looked online. Became interested. Had a discussion with one another. Made the decision to go to the event. They got dressed, got in the car, and came to see it for themselves. Maybe in 1982 a person would be there to just look . Today however, people can just look online and be satisfied with the browsing experience if they have no intention to buy. So the next time a prospect comes to your event and tells you they are "just looking"... You will be ready to find out what that really means. Just looking is nothing more than an objection to how they think you will interact with them. They have prepared themselves to prevent you from pressuring them.  Immediate objections mean a person assumes there is no benefit to anything you may have to say. The assumption comes from ev...

There is an art to getting through to people. The highest form of that art is getting through to a person without overpowering them. Overpowering a person means scaring them into agreement. Giving ultimatums.   Using deception tactics.   Or bragging to the point they where they start to belittle themselves if they don’t pick you. There is zero talent in convincing a person you are right when you use any of the above methods. Zero talent is anything that uses fear to persuade. You do not want that brand name. Every time you set out to persuade someone else you should start with the end in mind. The end = a person changing their own mind because it is in their own best interest.   It is in their best interest. You do not matter. Now—do you matter to me?  Of course you do.  Do you matter to you? Of course. You just should not be the leading character in another person's story.   Try and always remember that persuading ...

There are so many choices for anything and everything you could need. A simple online search no longer helps us make an informed decision out of only a few options. There are just too many choices to even know where to begin analyzing the results. We like to have choices, but 120,000,000? We do not require unlimited information to consider when making a decision about a cell phone case. Our cognitive process makes more confident decisions when we have fewer choices. This highlights an interesting situation technology has brought us to. The dramatic increase in yielded search results has us re-relying on our spheres. The people we know provide us with a more manageable starting place to think about our options. We have begun reaching out to people we know rather than Just the search engines. Most people are experiencing a similar result when they consult the Internet. Because most people can relate to the impulse to reach out, the...

Listing appointments are about gaining the buy in of your prospect clients. Being irreplaceable means figuring out what that irreplaceable means to the particular client you are speaking to. This is not something you can guess nearly as easy as you can discover with the right approach. Discover by asking the right questions.

There is enough time in a day. There is a difference between busy and effective. To know the difference requires understanding and honesty. It is easy to trick ourselves into thinking that because we are constantly in motion, we are also being effective in reaching our goals.   This isn't always the case. You can be extremely busy with tasks and not moving towards your goals at all. Sometimes we make ourselves busy because we think by trying really hard at everything, something will pay off. Sometimes we busy ourselves with tasks we find time consuming but easy, to avoid doing what makes us uncomfortable. That is where honesty comes in. If we are busy and nothing is being produced from those actions, it is time for a talk. A self-talk. Is there a fear we are avoiding by filling our schedule with safe work? If not, then is there someone else we can find to do the easy busy work so we can go out and do more effective things for our work? ...

Perception is personal. Perception is our thinking and understanding of a situation, and is highly influenced by how a person feels going through the situation. Most people will not share your exact perception of a situation. This is why you need to use perspective to your advantage when your goal is to help someone. Someone who is so stuck on their perception of reality.  Preventing themselves from obtaining their goals. You can not change a persons perception. Not by going after their perception. Instead, put things in perspective for them to see. Go after their perspective. A perspective  is a filter that guides your analysis of something.   Perspective is the only thing that can provide clarity about what a persons real goals are. That is ultimately the only way to help someone shift their perception. By influencing their perspective. Introducing them to a situation they can visualize themselves in. Feel themselves in. Perspective ...