Articles to Read

Use the BELL Technique

Each slide should be a selling slide. Each encounter, a selling encounter. Whether you lay down a hook for future action, or reinforce a speaker concept. Keep in mind, moving clients closer to the sale. Along the path, I started using, what I call the BELL technique. BELL stand for. Big Claim. A logical, result of the strategy, tactic or content you are sharing.Emotional Benefit. One of the 10 that motivated folks to action (safety, success, friendship)Loop. Loop to your product or service.Link. Link to your product or service. Let me give you [Read More Now...]

Reminder From Jim Rohn

Re reading,5 major pieces of the life puzzle (jim john). Some notable concepts and ideas: Personal Philosophy. Develop your own personal philosophy. I wonder if this is why I developed the 11 commandments of a Jedi. 🙂 And now the Francis Foundational 17.  Learn. Learn from your experiences. Coaches (out side voices). Other peoples success. Observe. Listen. Take notes. Books. Journal.  Success. Simple disciplines practiced every day.  Attitude is key. Attitude about past, present and future. Design a better future. [Read More Now...]

Attack Their Current Plan

They are considering all options. One of their options, is to continue with the 40/40/40 plan. Their existing plan. Therefore, you have to create doubt that is a good plan. Attack their existing plan for life. Attack: Fear for retirement. Point with vivid detail they do not have enough money for retirement. The average retirement requires 1.3 million (AVERAGE). Most folks, even if they are doing well, have less than 500k. I believe the national average for a 50 year old is 50k or less. What does the really mean: o Working at walmart or being a [Read More Now...]

Formatting Your Presentation

Strategy: Format your presentation for maximum sales We use education to teach and sell. Does not matter what the end pitch is about: Stock, Real Estate or Small business. You have to get the message in the allotted time. Either 2 hours, or 2 days (yes, I know we do 3 days). But you have to get your sales message in before they go home on Day 2. They make the decision on that evening, and justify it, positive or negative on day 3. I identify them as 8 Sections. Either 8 15 minutes sessions (2 hour preview) or 8-75/90 minutes sessions [Read More Now...]

Changing a Belief

Here is what you do to change your belief system. Yours or Thiers: Identify the negative belief.Create doubt that the belief is true, necessary or serves you.Create the opposite belief.Justify the opposite belief.Create a positive reward associated with the new belief. Another key element is to check and see if there are any conflicting beliefs that may need to be changed. For example, if you are developing the belief that good closers create pressure on prospects, but you have a personal belief that people don’t make other people feel [Read More Now...]

The T.E.A. Principle

One of my mentors said, “Jim. Do you cut your grass?”. I answered “yes.” He then said, “That is the reason you are not rich.” What on earth was he talking about? The answer was simple. Either you invest time, or you spend time. I was spending time. Spending time on the wrong activities and efforts. Therefore getting the wrong result. If I had spent that time working on revenue generation, rather than saving 5 bucks an hour (you can always find some one to cut your grass for 5 bucks an hour), I could get a greater result in my [Read More Now...]

Establish Presentation Anchors

Strategy: Establish presentation anchors. You can actually establish presentation anchors in your sales pitch or on stage. When I am facing an audience, I point to the left (the audience’s right) when I talk about positive things. When I talk about negative things, I point to the right (the audience’s left). When I talk about the future or change, I point to the left. When I talk about the past or being static, I point to the right. Good decisions point to the left, bad decisions point to the right. Are you getting it? All the good stuff [Read More Now...]

17 Foundational Principles

Every generation should be better than the previous; passing on tips, tools, strategies and philosophy. My grandfather was a dock worker, my dad a professor, my mum an accounts payable supervisor, and I am an entrepreneur. Here are some for consideration for Success: Enjoy the ride it is over before you know. Make time for: health, family, self, bucket list activities as well as success.Faith leads the way. Faith in god. Faith in self. Faith tomorrow is a brighter day.Dreaming belongs to everyone. Not just the young. In fact it keeps you [Read More Now...]

Tap Random Emotions

Strategy: Tap random emotions. Establishing anchors is hard work. You have to plan them, establish them, get people into specific emotions and then establish the anchor or link (the trigger). An easier way is to use what people give you. When someone laughs, touch your ear, or touch them on the forearm, or smile in a certain way, or stroke your tie, or make a funny noise. Just so you remember what it is and can duplicate it. Every time they laugh, you do the same action. After a short while, you can touch your ear and they will laugh. You took [Read More Now...]

Branding. Naming. Domains.

How to Brand a company Recently, I have been considering doing another Seminar Company. Therefore, thinking about: o Mission of the company. o Domain names. o Company name. o Direct and indirect messages. o USP. Unique Selling Principle. o Distinction. o Legal protection.o Potential logo (images). o Position in the market. That’s a lot for a company name, logo and domain name to convey. JSo. Going over my notes, cheat sheets, and name game, to come up with the perfect name. OK. Maybe version one names. Things do change over time.Naming a [Read More Now...]

I Wonder if You Can, Enjoy These Ones

Watch…red/read …Night/Knight . . . X. Ambiguity of language causes a light and sometimes a deep trancelike state. We essentially have an internal dialogue search for the correct meaning of a word or statement. The end result is that we hear only the last part of an ambiguous statement. For example, “As you can see, I wear a gold watch the changes happen in your life.” I use the ambiguous word watch to lead into my directional statement (I might add to this by pointing at my watch). “The feather was so light [Read More Now...]

Three More Powerful Patterns

X or Y. The word “or” causes us to pick one or the other option. Combine this language construct with two identical options and you create a confusing pattern which forces the client to select an option. “Would you like your appointment at 2:30pm, or mid-afternoon?” “Most of our clients select level two or the middle level.” The technical term for this pattern is called a double blind. The two options are essentially the same; this confuses the mind, and the mind is always trying to make sense of things. [Read More Now...]

Four Powerful Language Patterns

What happens when you X? Again I am directing your focus, forcing you to see the pictures, places, scenes or feelings I want you to see. I haven’t asked you if you want to, just indirectly, to go ahead and do it. For example, “What happens when you buy the right product? Do you feel good about the decision?” I might even touch my product as I say “right product.” You don’t have to X, but… The pattern presents your statement in a non-threatening format: “You don’t have to believe this, but it [Read More Now...]

Powerful Language Patterns

If X, then Y. This is purely an X/Y relationship. If you do X, then Y will happen. It works because it is a construct of our language that causes an automatic response. It also is taught to us in mathematics. “If you picture yourself using this product, then you need to go ahead and purchase it today.” The statement does not have to make logical sense. The “if” is a construct that forces the mind to accept the statement. If you believe that, then you’ll be well on your way to success. It is very similar to the word [Read More Now...]

Use Quotes to Motivate and Inspire

Quotes Any quote can be used for an indirect message. Find quotes that are relevant to the process of selling. “Indecision will steal you blind.” — Charles J. Givens You have just told them to make quick decisions. If you use a number of quotes from famous people or books and include them in your sales presentation, it will have an immediate impact. Because someone else said it or it is in a book, it is accepted as fact. So think about selling: what are common experiences that people have about making a decision? Are they afraid? Do they [Read More Now...]

Sell to Dreams, Needs

Evaluation of Desires and Needs A number of excellent sales programs teach salespeople to uncover a client’s need and then satisfy the need with your product or service. Seems simple enough. But people do not buy based solely on needs! In fact, why they buy is based more on desire than need. It is the subconscious desires and values that we have that often drive our buying habits. Example: You may need a mode of transportation, but what you desire is a fast, sleek, sharp- looking car — a car that your girlfriend or boyfriend will think is [Read More Now...]

Give the PROOF

Acceptance of Your Product or Benefit Once you have positioned your benefit, you will want to check and be sure it is accepted. The best way of ensuring your benefit is accepted is to use a test question immediately after the benefit is introduced. If the benefit is not acknowledged, you may have to provide proof or look for another, more powerful benefit to introduce. Strategy: Give acceptable proof if the customer is skeptical. If the prospect is not convinced, make sure you have professional backup or proof. Keep a list of clients. Keep [Read More Now...]

Cash Flow Strategies. 147 of them. :)

Loss of Income? Furloughed? Need Extra Money? 2sd Income? Does not really matter. Find attached over 147 money making ideas. Just a few: Sell your junk (treasures) on Ebay. Build an Amazon store. Rent out that extra room, or garage space. Rent out your car. Get paid to put signs (wraps) on your car. Trade for a living. Buy real estate for no money. Get paid for you opinion on products. And many more. Click Here and Down Load the [Read More Now...]

Use Probing Questions to Find Client Dissatisfaction

Strategy: Use identification of client problems and controlling questions to uncover hidden desires. Sooner or later, every salesperson comes across a client who seems to have no apparent need for his/her product or service. In the majority of cases, it is not that the client does not have the need, but that they have forgotten about the need. They are simply unresponsive. (Usually a defense mechanism to avoid being sold.) Or, perhaps the client believes they are happy with an existing product. Your responsibility in this situation is to help [Read More Now...]

Pumpers and Dumpers

Often in life, we do not choose our family, work associates or even friends. They just some how wind up in our life. Not a conscious process of selection. Some are great friends or family member you want to keep in your life, some you want to ….. KILL. 🙂 One of my mentors decades ago Jim Rhon said “You are the sum total of the 5 people you associate with on a regular basis”. Want to get better hang out with better people. Want to get rich, hang out with wealthy people. Just from osmoses you will pick up ideas, concepts, [Read More Now...]

20 Tips to get a BETTER deal!

1. Everything is negotiable Keep an open mind about what is negotiable. You may believe retail prices in stores are the bottom line, but they are not! There are very few non-negotiable products or services. Try to negotiate and you will be surprised what you can get. 2. When is the best time to negotiate? Negotiate when your opponent is happy or content. They’ll be less likely to give you opposition and say no than when they are unhappy or feeling discontent. When you have the advantage, all of the pressure is on them. You should also [Read More Now...]

Football Lessons

In high school and university (college) I played football. It was always a challenge to play, to make the team and to start. I was 5 for 8 inches (not tall), and high school 145 pounds, and college 168. Not the biggest, fast, or strongest. BUT I did have Heart. And some times desire, persistence, and faith is enough to get you what you want in life. I recall spending all summer gaining weight (high school to college), and working out 1 to 2 times a day to get “make it”. I was fairly demoralized, when I show up at tryouts, only to [Read More Now...]

Selling Language You Can USE Now

Strategy: Powerful Language (Heard from speakers, and coaches) Our programs are Rolls Royce quality.My enthusiasm got ahead of my knowledge. Cost me a fortune. I realized I needed education.More in love with my $8,000 than with success. Success has a price.This is your safety net. If the job does not work out you have a fall back plan.Would it be valuable to you? Yes or No? How valuable?Interested so far? Doesn’t that make sense? Actually makes dollars.Would you like a 12-second lesson?When you attend our training class you will master [Read More Now...]

Dare to be GREAT!

One of my mentors, Charles J Givens (best-selling financial author), often talked about his relationship and friendship with Glenn Turner. Glenn was an outstanding leader and marketer in the 1970’s. Glenn’s motivational and inspirational message changed the lives of thousands of individuals. I had a chance to meet Glenn on a couple of occasions, even having dinner with him. His message in the 1970’s was just valuable now as then. In life you have to Dare to be Great! Be greater than the obstacles in your life. Be the victor [Read More Now...]

Ensure the Team is on Your Side

Plan the event down to the last detail and hand-out. Know when to give out brochures or handouts.Sales team that interacts with students (they must build rapport). Mornings, and Lunch are the best times to build rapport.Create Reward/Punishment. Direct the audience to positive behaviors.Interact at breaks between instructors, team and students. Drive students to the team at the break.Control the hall way discussions. Intercept group discussions in hallways. Find out what is going on.Intercept group leaders, and get them on your side. Usually [Read More Now...]

Getting Started with Real Estate

Getting started is often the biggest challenge for most folks. Therefore, here are 20 plus steps you can start in the next 30 days. Set goals: A simple goal, like buy one rental property in the next 90 days. Now, add some objectives to that goal like: prospect 100 properties, visit 30, negotiate 15, put offers on 10, etc.Understand the principles of a good deal. You must know how to calculate: a cap rate, cash on cash, fair market value, and Gross Rent Multiplier. If you do not know these terms, research them and learn them before you [Read More Now...]

11 Wealth Strategies

Recently my friend Bill Bronchic (real estate expert) and I, (financial), did a 1 day ZOOM training. Highlighting issues and opportunities right NOW May 9th 2020. As part of that I went through about 26 strategies (and more). Here are few you might want to borrow: Specialized Knowledge. Napolean Hill had it right. You need knowledge about real estate, stocks, options, and financial choices, before you build a plan. You must have the big picture in mind, before you get into the little details. Strategies. Wealth Wheel. There are 6 basic areas [Read More Now...]

Branding, Naming and Message

Recently, I have been considering doing another Seminar Company. Therefore, thinking about:  Mission of the company. Domain names. Company name. Direct and indirect messages. USP. Unique Selling Principle. Distinction.Legal protection. Potential logo (images). Position in the market.  That’s a lot for a company name, logo and domain name to convey.  So. Going over my notes, cheat sheets, and name game, to come up with the perfect name.  OK. Maybe version one names. Things do [Read More Now...]

Sell to Personalities Not Product Feature

Ace of Clubs: o   Black: No emotion. Controlled. o   Slow Paced. Methodical. Long decision process. o   System oriented. o   Number 1 Value. Must be right. Can’t be wrong. Ace of Spades: o   Black: No emotion. Controlled. o   Fast Paced. Quick to make decisions. o   Bottom line oriented. Get to the point. o   Number 1 Value. Must win in the process Ace of Hearts: o   Red: Lots of emotion. Enjoys people. o   Slow Paced. o   Values [Read More Now...]

3 More Closing Techniques

Strategy: One Reason Close Prospects usually have lots of reasons not to buy. If you let them, they could spend all day giving you tons of reasons. You need to find one reason that, if dealt with, will motivate them to action. I know there are a few reasons you may not buy today, but what is the one key reason that’s holding you back? The one major issue. The resulting answer is the only one you’ll have to overcome. Always remember, after dealing with an objection, always close……. Strategy: Minor Question Close The minor [Read More Now...]
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