The Desert of Arizona
It’s funny what we’re trained to do in school.
Just imagine getting rewarded for persuading the teacher to see things the way we see them… sounds kind of laughable doesn’t it?
Of course that’s not what they teach in school.
What they teach in the “training camp” is the ability to cough up pre-programmed information on demand. If you do that, you get an A, if you don’t do that, can’t do that, or won’t do that, you get marked with a C, or a D, or an F.
When you really sit back and think about it, the audacity of an institution to label individuals based on how well they do or not comply with the institution’s goals is downright anti-human, but that’s for another newsletter entirely 🙂
It doesn’t take long in the real world to figure out that life isn’t so black and white. And really, the only time it IS that black and white is when you’re living under rules someone ELSE created for you.
When you’re attracting clients, “coughing up information” on demand works against you. Making that the way you market keeps people away instead of bringing them closer.
Engaging in a conversation with a prospect where you just spill your guts about all of the stuff you know is NOT the way to attract anything.
It might send you to the front of the class in school, but in real life it’s going to send the prospects running away. Worse, it will DEMOTIVATE them from taking action.
Teaching is not selling. Teaching is traditionally about the transfer of information. Selling is about managing the force of attraction and promoting action. To manage attraction, however, you first have to become aware of it.
Once that happens, then you can ask yourself, “Is what I’m doing now in my marketing or in my prospect conversations increasing the force of attraction or decreasing it?”
Without attraction, you won’t get the best clients.
Without attraction, you won’t get the premium fees.
The bottom line is for both of those things to happen, they have to want what you have more than they want their money.
Engineering that is both art and science…