It’s not a magic bullet; it is very powerful. For years I’ve shared with individuals and audiences a phrase that – when used appropriately, correctly, and at the right time – might just be one of the most persuasive phrases possible. Yes, even with those people who can otherwise just be difficult to deal with. It’s a […]
Bob Burg
The Immense Influence of a Smile
It’s very basic…and it’s very powerful! There’s perhaps nothing more powerful in beginning a conversation, setting a frame, resetting someone else’s negative frame, or in overcoming an interpersonal challenge, than a smile. A warm, authentic, and genuine smile that emanates from your heart…from the inside out. Just as important, be willing to be the first […]
How to Step Into the Other Person’s Shoes
A big part of becoming a highly-effective, Genuine Influencer, is to be able to understand the other person. After all, when you know what they need, want, and desire, you’re in a much better position to help both of you attain mutually-beneficial results. But this can be much more difficult than it seems. We’ve all […]
Provide Value Online with Meaningful Relationships
Is it really possible to utilize social media as way to build know, like, and trust relationships? Absolutely. And, as you’ll see in Endless Referrals Action Tip #11 the principles of doing so are actually very much the same online as they are off. However, it is still a different medium of communication and in […]
Send Value-Based Information
It’s another of those “old ideas” we’ve always heard about when it comes to relationship-building, but when you see what it is I bet you’ll agree that very, very few people do this and utilize its power to its full potential. In Endless Referrals Action Tip #10 we continue the follow-up and follow-through process with […]
More on Notecards
In the last video I shared about the powerful personalized hand-written thank you note. In Endless Referrals Action Tip #9 let’s continue that conversation and look at the results you can expect to see. Please note: if you’re concerned that this handwritten notecard is supposed to replace the other media you are now used to utilizing, please […]
Begin the Follow-Up and Follow-Through Process
So you’ve met this new person and established a terrific rapport with them, perhaps the beginning of fantastic, mutually-beneficial relationship. You still don’t know at this point, and that’s okay. But in Endless Referrals Action Tip #8 you’ll begin the follow-up and — just as importantly — follow-through process intended to niche you in that person’s […]
Always in Good Form
You’ve now learned the first two Feel-Good Questions as well as the “One KEY Question” that will separate you from practically everyone else. Here’s one more type of question. They (because there are actually four of them) are called “F-O-R-M” Questions and they simply provide additional questions you can ask that will deeply strengthen the rapport with […]
The One Key Question That Will Set You Apart
Over the past several brief videos we’ve been discussing how focusing on the *other* person (whom you just met) through what I call “Feel-Good Questions” helps you to quickly establish yourself as a “person of value” in their eyes; a person worthy of getting to know better and having as part of their network. Now let’s amp […]
Deepen Your Rapport with Feel-Good Question #2
In my Endless Referrals Action Tip #5 we discuss Feel-Good Question #2 which, as you’ll see, flies in the face of much traditional sales teaching. Yet, you’ll see why—as a follow up to Question #1 in the previous video (Action Tip #4)—this question will bring immensely positive feelings to your new contact; positive feelings about himself or […]
