Features Vs. Benefits
A feature describes what a product or service is. A benefit describes what it does. Customers usually don’t buy it for what it is. They buy for what it does. I saw a great example of this on a battery commercial the other day. Picture A: A man on a plan was shown with headphones …
Read moreLimits of Leverage
Leverage: Using something small, like a lever, to achieve a big result, like moving a huge stone. Marketing & technology are 2 ways to leverage your time and message to reach more people and get things done faster. But there are limits. Famed copywriting legend Dan Kennedy was once asked, “Mr. Kennedy, in all your …
Read moreIntelligence
I read a great definition of Intelligence in a book one time. The book was by Robert Kiyosaki and he was quoting his rich dad who said, “Intelligence is the ability to make finer distinctions.” Here’s an example. I wrote a post a while back about using possibility words for more influence with people you’re …
Read moreGo Easy
I think it’s cool that most of us seem to be doing the best we can to help ourselves and others in the best ways we know how. Just a gentle reminder to myself and anyone else who might need the reminder… to go easy on each other. Our ways might be different, but that …
Read moreHonoring The Soul
In the lesson on pleasing personality, contained in Napoleon Hill’s Law of Success we are encouraged to take a keen interest in the other fellow’s game in life. This seems to be a great secret to helping people open up so they’ll be more receptive to the things we wish to share with them. As we …
Read moreMillions & Mentors
One of my favorite mentors, Jim Rohn, said ‘You should set the goal of becoming a millionaire, not for the million but because of what it will make of you in the process.’ But then, Andrew Carnegie told Napoleon Hill that not everyone should set up the goal of becoming a millionaire, because for some, it …
Read moreMillionaires & Freedom
A while back a friend asked what my definition of ‘millionaire’ status was. Being a millionaire, in my book, is all about net worth. Net worth: The value of your assets minus your liabilities (debt) If you have a house that’s worth $300K and you owe $250K, your net worth in this example would be …
Read moreThe Ground
Is no place, for a champion. Says my friend Patrick Action Jackson. So when you fall down, get back up again – and keep going. Simple truth, that never gets old.
Read morePatience in Prospecting
I recently interviewed a friend of mine who’s a top producer in his network marketing company. During the conversation, he said something that he didn’t remember saying, but I caught it. “I bought their attention, with my care.” It’s easy to be in a hurry when we’re connecting with people. Life is busy, we have …
Read moreOnline Closing Tips
After your prospect has seen the video and expressed interest in what they saw, my favorite thing to say next is… “Great, do you have any other questions or are you ready to get started?” There’s that handy exclusive or language pattern again. 🙂 If they say “I’m ready to get started”, the next best …
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