Part 3 Creating offers they can’t refuse with Tom Big Al Schreiter

Previous episodes

Part 1 

Part 2 

An Offer They Can’t Refuse book, ebook, audiobook

MasterClass+ schedule including a complimentary group coaching zoom 

Focus on what we can control

Needs vs Wants

Icebreaker is our first offer

#9 Priming

#3 Adding emotion

Logic or emotion

Skydiving example

How soon do prospects make a decision?

What are prospects thinking?

Insert emotion because they make a decision right away

Emotion tool

How would it feel

1 Slows down their mind

2 Creates a movie in their mind

3 From their point of view

4 Sell themselves

5 Examine their emotions

The Happy Network Marketer free ebook and paperback available

Anchoring

Two offers create curiosity

Free Magic Words for Prospecting audios

Master the Four Core Skills

Transcript

SPEAKER_00 0:03

Networkers, the ultimate podcast for networkers and direct sell. Network marketing. MLM for any cell side.

SPEAKER_01 0:31

Alright, today in the zone, we are talking about how to make great offers part three. If you miss part one or part two, I'll add some links in the top of the episode notes, or you can just scroll back in your podcast app about seven or eight episodes, and part one and part two should be there. This episode, along with part one and part two, are part of a masterclass series we did a few months ago. If you'd like more information about the masterclass, just go to bigoutbooks.com/slash masterclass, and of course, I'll add a link to the top of the episode notes. And if you're interested in making great offers, I'll add a link to the book, an offer they can't refuse. 14 tools to create better offers for network marketing. Okay, let's get into the episode. But let's get into this week's class. And as always, uh homework doesn't expire. We definitely want you to send that in if you need feedback uh for your homework. And what we did is we asked, What is your biggest challenge in getting prospects to say yes to your offers? And at a whopping 55%, uh, we said, My offer doesn't excite them. So you're at the right place. Congratulations. You're you're getting the uh the content that you need, and of course, we definitely were be adding more to this class. 25 and even 25, that's always fun. Um talking to the wrong people, and very little said, uh, people don't trust my offer, and extremely little, uh, under 3% said too much competition. We could do a whole class on competition, or I should say, lack thereof if we have um our mindset and just basic skills straight. So good stuff. 55% said my offer doesn't excite them. So cool. We're we're in the right place, and uh we'll give you more content today, and uh look forward to seeing everyone's homework if you didn't set them in and of course this week. So with that, Tom, I will throw it over to you.

SPEAKER_02 2:27

Okay, and I I like that almost nobody said too much competition. Uh, it could be true, but that's really not taking responsibility on the parts that we can change. Uh, yes, there could be too much competition, but let's concentrate our time on what we can change and what we can control. Uh, there's so many factors that we can't control in the world, it'll just be way too stressful. So, um talking to the wrong people. Uh, we're just gonna start right there because remember in uh the book, which will be coming out, and the first lesson we covered was talking to the right people, marketing to the right people. So in the slide here says, do we think more about needs versus wants? We hoped everybody listened to the audio that you had, and we saw, hey, if we can get our downline to uh talk to the right market, some of these people would be ready to join, even if they give a mediocre offer. So the question is, did we think for part of our homework, more about needs and wants? And have we changed where and how we market? So, very quickly in the QA, what's your experience have been? Have we been able to at least think about it? Have we rethought how we're gonna market to the people that are more likely to buy? So, in the QA, um, what have we done? Yes or no? Have we uh improved it or are we uh just letting it happen? So, Keith, I'll turn it over to you. But here's the thing remember, we're gonna have to do this for our team because they don't understand the difference between needs and wants yet. But of course, we'll learn that story. So, Keith, what do we have here?

SPEAKER_01 4:14

Uh a lot of yeses, a lot of improves. Um, so good stuff. Or the people that uh said yes or the people that answered, but either way, we'll we'll take it.

SPEAKER_02 4:23

All right, so remember, uh this is something we can control. Uh, competition we can't, but that doesn't mean there still isn't tremendous competition. Uh, you say, Well, I got everybody on Amazon competition, or I'm an insurance and there's a thousand other agents in my neighborhood. Well, yeah, that's true, but some of these things we can't control. So, what we're saying is let's just focus on what we can't control, even though the reality might be that we have some of these factors. So, uh let's uh move on here. Uh, for needs versus once, uh, I saw this posted by my friend Eric, and I thought it just is a good way of understanding needs versus once and targeting the markets. He posts this on Facebook uh as a joke. He said, Tinder is for rookies. He says, Go to Facebook Marketplace and search for wedding dresses. It'll show you recently divorced females in your area, and there you can filter by size. Uh, obviously, it's a joke, but if you think about it, this is the idea of maybe being able to target a market. We should think this way, out of the box, just not uh say, well, I just need to advertise more. Maybe we can just do something totally different. Anyway, a little bit of humor to start off with here. Uh, let's move on. So, why is offers so important? If you look at it, our icebreaker is an offer, and that's the original offer where people are going to say yes or no. So, remember the four steps rapport. Then comes icebreaker. When they hear the icebreaker, which is our offer, the human mind will say, Yes, I'm interested, or no, I'm not. That's when the pre-close, the decision is made. If the answer is yes, I'm interested, then and only then do they want some details. So, offer, very important. And this happens very quick. Another example of an offer is when we call asking somebody for an appointment. What's the offer? We're gonna say, I got something really good uh in return for 20 minutes or an hour of your time. So when we ask for an appointment, remember that's an offer, just like a kid saying to mom, you know, give me a cookie. If mom doesn't give the kid a cookie, well, the kid says, Well, I have to improve my offer. And so maybe the kid uh ups the game and says, Mom, if you give me a cookie, I'll stop bothering you so you can get your work done. And mom says, That's that's a much better offer. Here, here's your cookie, because I need to get some work done. I can't have you, you know, nagging me all morning long. So our offers are everywhere in our life. We just never looked at it as kind of a skill. So uh here's a quick look at our homework. If you remember their number two homework from last week, we ask you to write down your current offer. And then we're going to apply some of the tools we learned. Now, the reason for the tools uh is what? To say, all right, this is the way I can modify my offer. I don't have to have super creativity in my mind. I can just say, I'll just go through the list of these tools here and say, does this one apply? Could I use this one? Could this give me a different lens or different point of view to look at it? So we ask you just to start off with reduction of risk, tool number one or number five, so that which means so make sure that we uh make it easy for them to understand so they don't have to figure out how it's going to benefit them. And tool number nine, priming. And priming is maybe we could say something just a little bit earlier in the conversation, so their mindset won't be saying, Oh, you're too expensive, but their mindset might be saying, No, you're a bargain. So here is an example of these three things, all three tools. And here it is. We're gonna start with tool nine, number nine, priming. It says, getting by on one paycheck is hard. You say, Well, that's kind of rapport, yeah. So in the rapport statement, we prime them. And we said, you know, getting by on one paycheck is hard. They're thinking, yeah, it is hard. Uh, we want at least one extra paycheck every month so that we can get ahead. Now, what are they thinking? Yeah, uh I'm not responsible for falling behind, it's just because they only had one paycheck. And then the reduction of risk, uh, the good news is we can do this part-time without risking our job, and they're thinking, hmm, yeah, that that that does uh reduce the risk. So I can actually start a business, but uh not have to give up everything and gamble. So just a simple little offer like this is gonna rock. People say, Okay, uh, you take away the risk part of it, uh uh, let's talk. So here's the bottom line each tool we learn gives us a new lens on how to improve our offer. So you say, okay, all I'm gonna go to do is make my original offer, no matter how mediocre or bad it is, and I will keep trying to improve it by using these tools. Now, you don't have to use every tool, but each tool will give us a chance to look at it from a different viewpoint to say, hmm, what could I add? What could I subtract? Uh, what could I make more clear, or how should I re-reward it? So here's uh Bruce Lee had a famous saying, he said, uh, I don't fear a man with uh 10,000 different karate moves or whatever. I fear a man who has one move but practice it 10,000 times. So it's the same thing for us. It's not having a hundred different ideas, but it is taking one idea and having a hundred iterations of an idea that will create momentum. And what we mean by iteration is version 1.0, version 1.5, version 2.0, 3.0. If we start off with something, we can keep improving it. We're thinking about it in our subconscious mind. We're gonna get feedback from how people respond, and it keeps improving. So our offer is our main thing, and if we can um improve that 100 different times, can you imagine how good our offer is going to be after a hundred different iterations? You're gonna say, Wow, it's gonna be really focused, really dynamite. Uh, people won't be able to resist it. So it's like the Bruce Lee thing. I fear the man that has one karate move, but he's practiced it 10,000 times because it's gonna be really, really good. But we need to continue in the class here with some more tools. So we're gonna talk about tool number three, and I'm gonna do a little test here. Tool number three is adding emotion to our offer. You're thinking, okay, uh I always thought my offer was about having this and then putting on a couple bonuses or a discount at the end or a power close. Tool number three is emotion, and emotion is really powerful. Now, if you're a green personality, uh like uh Steve and me and a few others here, uh, we have to stop and think. How do we get more emotion into it? Because we tend to be toward the facts. So we're gonna do a little test here. So are you ready in the QA? We want to make sure we're all on the same page. Here's the first question: What do prospects make their decision on? A, logic or b emotion? So put in your vote in the QA. A for logic and B for emotion. What would you vote on how people make their decisions? And Keith, what do we have here for um votes?

SPEAKER_01 12:49

We are running about a hundred percent on B emotion, so uh we've been paying attention, good stuff.

SPEAKER_02 12:56

All right, so we're all 100% on the same page. It's not what we like to hear, but uh uh Tony Mealy here says, yeah, they make it with emotion, then they support it with logic, and that's absolutely true. The decision is made emotionally, and then we have to think, all right, uh, if I have to explain this to somebody, I better get some reasons. And here's an example for anybody that's even remotely skeptical. I want you to imagine an engineer, totally green personality. He's the head of the uh city department of planning, and they're gonna build a bridge. And uh lots of bids come in, one is really low, and then there's another one that's uh still pretty far off, but sort of low. Uh which one will the engineer take? The engineer says, Well, logically, I should take the lowest one, you know. And but wait a minute. What if that person doesn't finish the job? Maybe it's low because it's cheap construction and they get two-thirds of the way through and disappear, or or they make a bad job of it, they have to tear down the bridge and start again, and they're out of business already. Well, then people in the city here will name the bridge after me, calling it you know, the engineers, uh engineers, lame duck, stupid idea or something. I I don't want that. Uh I'll probably lose my job. So the next one, next higher bid. Well, they're bonded, they have a pretty good reputation. So I think I'll go with them because I don't want to lose my job. Because if I lose my job, well, then I'll go hold on my family and they'll all be sad and I'll be an outcast, and all these emotions start kicking in. And the engineer doesn't take the logical lowest price. And the engineer will justify it by saying, Well, you know, it's the government's money, it's not really my money, so it's okay. It's just how our mind works. Uh, our mind is a work in progress, uh, it's not perfect, but once we understand how prospects make their decision and really focus on the emotion, we ask ourselves, is there a way to sneak some emotion into the uh decision? So here's is the classic example. I do it many times, but you might want to do it with your team, just when they start arguing, oh, we need to give them the details on level four. And it's called a skydiving example. And what I do, I ask people, is it okay if I take your children skydiving with me? Of course, they say no. And I say, wait a minute, you made that decision, but you don't have any of the facts yet. Uh, you made that decision before I told you I'm a certified skydiver, I'm successful three out of four times. We're only gonna skydive one inch. And so, how'd you make that decision? I said, Well, my emotion of love of children. Or if they said yes, maybe my emotion that my children are real brats, I'd help push them out of the plane or something. But the point is, people, when they see this example, they say, Oh, wow, you're right. People make decisions before we get to the facts. This principle will really help us because our team, when they make their initial text, it's going to try to tell people way too much. And when they uh try to get an appointment, they're gonna tell people way too much and throw in all these details, and they're missing the whole point. That's not how the initial decision is made, it's all made on emotion. So here's test number two here to see if we're all on the same page. Uh, how soon do prospects make a decision? So in the QA, put in um your feelings. How soon do prospects make a decision? I I know some takes longer than others, but just say on the average, how long does it take your prospects to make a decision when you show up and try to get an appointment or try to talk to them about the business or showing the business? And uh Keith, what do we have here for some feedback?

SPEAKER_01 17:15

Uh, we're leaning towards uh the quicker the better. So more instantly, immediately we have some, you know, five seconds, 10 seconds, uh, first 10 seconds pretty much right away. Uh, seconds, uh, we have all the way up to 30 seconds uh before we hear any information, before presentation, first sentence or two. So, yeah, we're we're leaning uh to almost instantly, it seems like good stuff.

SPEAKER_02 17:40

All right. Well, we're here in the master class, it just shows that we are a cut above the rest of the people because everybody else still believes, but humanity has believed, you know, for I don't know, thousands of years, that people make decisions on information, and only after listening to a long, boring presentation, one hour later, do they decide yes or no? That's so far from the truth. But but remember this. The second question is how soon do prospects make a decision? And that is right away. Let's move on to the next question here before we set this up on emotion. Um, how many thoughts can our prospects have in their heads at one time? So in the QA, how many thoughts do you think our prospects can hold in their mind at one time? So I'll let you all give it a vote. And uh Keith, uh what do we have here?

SPEAKER_01 18:41

Uh we have a lot of ones. Uh some people say a couple, um lots, maybe you know a little scatter brain on that one. But yeah, most people are leaning towards the one.

SPEAKER_02 18:51

So unless we're schizophrenic, for most of us ordinary people, it's about one. And for us to have a different thought, we have to throw out our current thought to make room for a new thought. Now consider this. Uh our prospects are always thinking about something. And unfortunately, it may not, they may not be thinking about what we want uh them to be thinking about or what we're talking about. They're thinking of something else when we talk to them. Check out this experience. Uh, you go in to buy a car, and the car salesman is saying, Well, it has this many horsepower, and you know, uh the wiring is you know, blah, blah, blah, blah. And we just want to ask the price, and our mind is wandering around while the sales is going through all these things. We can only really hold one thought in our mind at a time, which means we're really not hearing anything else, we're not taking it in. So, with these basic thoughts in our mind, now it makes more sense that we're gonna have to get some emotion going. Fair enough. So, here's the next slide here. If our offer that we just made stays in their mind for only a second and it's gonna be pushed out by the next thought, right? Um we're in trouble. That means the original offer that we give them has to be awesome to stay in their mind before it gets pushed out by another thought. So ask yourselves, where do our prospects' thoughts go while we're talking? And why when I say by talking, um I've been to opportunity meetings where the presenter insisted it's gotta be at least 45 minutes or an hour because we gotta get all this information in. We can barely hold somebody's attention for a minute or a couple seconds, and somehow we're delusional to think that we can hold their attention for 45 minutes or an hour. It's really delusional. So, what we want to remember is our original offer has got to be pretty spot on, and we want to stick it in their brain, and so they think about it as long as possible before they move their thoughts to something else. So, here's some examples of other things that they're thinking about while we're talking. Are you ready? Is it possible they're thinking, what is this salesperson trying to sell? We didn't say this, they're thinking that while we're saying something else that we think is important. Again, not listening to us. Or they're thinking while we're going blah blah blah blah blah, we're noise in the background. Uh I don't want to spend any money. You know, that's why I left my credit cards at home. I have lottery tickets to buy because you know this week's going to be the big one. While they're having that thought, none of our good words have. Entered their brain. Just bounced off their forehead, dribbled to the floor. Uh they may be looking at us as it looks like he missed a spot when he shaved. Or they're thinking that are they thinking about our wonderful business? No. And then they hear a noise in the background. Sounds like somebody uh coming to the front door. Their attention went somewhere else. And you say, Wow. So all the good words that I practice, it's a really great presentation. Um bouncing off their forehead, falling on the floor, it never really enters their brain because they got all these other thoughts going on. And the answer is, Yeah. Well, here's some examples of other thoughts that are going on. This one is uh, oh, look, there's a squirrel. So something just flies by and gets your attention. Or remember from the mind reading book, I wonder how long this is going to last. We're talking away, but their thought is on that. I wish they would stop talking with whatever they're saying, so I could ask how long this is going to last. And then they're thinking, uh, you know, my neck is itching, so something bubbles up to their mind. Or they're thinking, uh, all sales pitches are too good to be true. I remember my parents telling me that. Now I know why, because they're always just one-sided, they only see things one way just so they can make a commission. Or their mind might drift really far away because we're really boring, and they might say, I think my mother-in-law dyes her hair. And you say, uh, this is going downhill fast. So, what we want to do is we got to insert emotion and remember they're gonna make a decision right away, but we got to keep it in their mind so their mind doesn't drift off, and that's a big job to do it. So, uh the tool we're gonna use is we're not going through this whole emotional thing right now, but we're just gonna use a tool that accomplishes all these things. And here's the tool. We're gonna start with the four-word phrase, how would it feel? And you say, Okay, so the tool on emotion is just no more than that. How would it feel? Isn't there more to emotions to you know all the subconscious mind programs and stuff they have? Yes, yes, yes, but we just need a quick tool to make our offer better. So remember these words, how would it feel? You say, okay, um, why is that useful? So let's just take a look at why this four word combination will solve our attention problem, get the message problem, control our mind problem, uh, gets the emotion automatically with these four words. They're just like magic. So let's just uh take a look at some of the reasons why we're gonna use it. Number one, when we say, uh, how would it feel? You know, question mark, um, ask yourself if somebody asks you a question, what happens? What do we do? We say, wait a minute, uh stop what I'm thinking. You ask the question, so I got to pay attention to the question. So, what we've done is slow down their mind long enough so we can put something in before they jumped off thinking about the squirrel. So this is not the only question we could ask: how would it feel? But when we ask somebody a question, they can't be thinking of something else because they got to listen to the question, process what that uh question is, and then they gotta say, Well, uh, now I gotta think of an answer. So we've frozen their brain. Here's the second reason: how would it feel? Commands them to turn the movie projector on. So you say, How would it feel? They say, All right, I gotta stop my brain, I gotta create a movie in my mind, and I'm gonna have to report my feelings on it, so it's gonna be emotional. We're controlling their mind, they're not thinking about their aunt with uh who dyes her hair red or something else. So they turn on this movie projector of what's gonna happen to them. Okay, got that. Number three. Uh now prospects are gonna see the movie from their point of view. If we describe something, how the prospect sees it in their brain, it's kind of customized to all kind of other things and native to that person, but when they see a movie from their point of view, it's very different than us trying to sell people, which uh brings us up to number four. Prospects will sell themselves when they see the movie from their point of view, they're gonna have their feelings, their emotions, their words when they see that movie, and we're gonna have them tell us that's what I saw, and we're gonna use those exact same words to talk to our prospects. In other words, prospects will believe their words much better than you know a salesman's words. So here's the question: Who's the better salesperson? Us with our wonderful PowerPoint slides and a company video and message, or our prospects when they sell themselves with their own words, and you say, Ha, you're right. Uh when I saw that movie, I saw myself enjoying it. I I uh see myself doing that. I have the confidence, I have the feelings. Nothing wrong with that. Let's do number five. Uh when we say, How would it feel? Feel is a very special word. They have to slow down and they have to examine their emotions. So remember, feeling is an emotion, it's not like an answer, like, what is your name? Jack. That's a fact. But how do you feel? It's gonna take a lot longer for them to think this through and report back to us. And when they report back to us, they're gonna be selling themselves these words. Anyway, now that we know the hack for tool number three, how would it feel? Let's do some examples. Ready? Let's go for them. So maybe to your team members, you say, How would it feel to never fear fear objections again? They say, Well, that would feel great. You say, All right, so on our Tuesday night team call, uh, we're gonna, I'm gonna take you through the three most um most uh important objections that you're probably gonna get in the business and show you how to handle it. So that was the offer to get them on the team call on Tuesday night. Say, well, how would it feel to have rejection-free icebreakers to start a conversation? And the team members say, Whoa, that would be awesome because that's why I haven't started conversations. I see people, but I don't even know how to start. And I don't want to say something that's really cheesy and embarrassing. That would feel great. And you say, Ah, well, there's a book called The Happy Networker. Let me get you a copy. It's free. You can just download it. And all we have to do, don't have to read the whole book, just read the chapter on icebreakers. It'll show you how to make unlimited rejection-free icebreakers. And of course, we know the formula because well, we've all been through it. So you say, uh to your team members, how would it feel to be surrounded by other top salespeople at the convention? And they say, Well, that would feel great. Uh, you know, they get to sit up in front, there's a special walled area off for them, and you can't go past those ropes and stuff. I'd like to feel special on the other side, and they have a special VIP lounge where they get free drinks during the breaks. Uh, yeah, it'd feel great. You know, my team would look at me and say, All right, uh, maybe we should get on it here. Uh, let's start getting a few more appointments. And you say, huh, these are examples of offers by saying, How would it feel? Well, they have to stop and think of their experience and presto. Uh we're no longer talking and they're doing something else. All right. So uh you say, Well, that's good for team members, but well, what about uh prospects? So let's do a couple here for prospects. Oh, before we do that, let's do a couple more here. How would it feel to get prospects immediately on our side? And they say, Well, that's the problem because when I talk to people, they have their arms folded. Oh, yeah, okay. So, of course, you know what's the answer to that? Rapport. The team doesn't have any rapport skills, and rapport is so easy to do, especially that's why we know how to do priming so well. And so, how would it feel if our message got through every time? They say, That's great. I do all this talking, and uh, doesn't seem to get through. Well, the reason it doesn't get through is they're not even listening, their mind is elsewhere, or we can say, How would it feel to be the top salesperson in your company? You say, Well, uh, you know, it'd feel great. I'd be up there on stage, I'd be given the speech, I'd have to bring up a couple of helpers to carry back that trophy because I know the trophy they're going to give me is just so large. And we get people dreaming, and they tell you their internal feelings, which is emotion. You need emotion for action to happen. We can't blame ourselves, it's just the way we were designed as humans. You need emotion for action for decision to happen. Say, all right, uh, that all sounds pretty good. So let's do uh a couple here for prospects. All right, how would it feel if you were your own boss? Here's a mistake distributors make they say that and they quickly go on, they don't stop and let the person respond. A way of looking at prospecting is if we're talking, then the person we're talking to really isn't a prospect. If the prospect is talking, then the person we're listening to is a prospect. That's how important listening is. So uh distributors say, Well, you know, how would it feel if your own boss? Well, here's why you want to be your own boss. They skip it and don't give the person a chance to internalize it and report back to us in their words how it would feel. Uh, we could say, How would it feel to make an extra $500 per month? And they would say, Oh, what do you mean? I said, Well, how would it feel if you had just an extra $500 every month? And now they have to start describing it. They put the movie in their brain and have all these emotions coming up of things they could do or the stress that would go away. Or how would it feel to never have to ask for a raise again? They think back, well, man, uh I know that uh the company needs to make a profit, and if I ask for a raise, that cuts out of their profit, that's more expensive, and I feel bad doing that. But if I don't do that, I don't get a raise, and all these feelings come up. Or how would it feel to fire your boss? And you say, Well, that get an emotion. It was the emotion that got me to join. And they said, You know, uh, you remember the little 30-second uh word picture they gave me. Yeah, I could see myself firing the boss saying, I just can't fit you in the schedule any longer. And you say, All right, I got it. So, how would it feel? We don't have to use it, but it is a really powerful tool to improve what our offer actually is going to be. You say, All right, so let's do a couple products or services very quick. So, uh, for diet products, how would it feel to lose weight by changing your breakfast? And they say, That'd feel great. I wouldn't have to go to the gym anymore because that just really hurts. And the personal trainer he has bad breath and doesn't use deodorant. And okay, right. So, how would it feel to lose weight one time and keep it off forever? Do you think dieters have emotions of working really hard for two months to lose weight and all comes back in a week? Yeah, or how would it feel never to count calories again? And they say, that would be great. Uh, I just ruined my life trying to put everything in this little phone calculator to keep track of my calories and I have to report on it. It's just I life's for living, not for bookkeeping. Um, how would it feel if you never had to worry about your weight? They say, Well, that would be great. Because now every time I look at food, I have all these negative feelings. Say, ha. If somehow I can get that in the offer or early in the presentation, I'm gonna rock. All right, you say, Well, that's good for products. Uh, how about um services? Let's do a couple here. How would it feel if your mobile phone bill was lower? And they might say, Well, uh it feeled great. And you say, Well, I can't let them off that air easily. So you might continue to say, So what would you do with the extra money? So now you get them to talk. Or how would it feel if uh you got a huge discount on your electric bill? You say a huge discount? Yeah, summer in Texas, yeah, my bills are four or five hundred dollars a month. But if I run the air conditioner and I got a huge discount on that, that would be awesome. I could uh you know turn down the air conditioning even more. Or if you sold um services, how would it feel if you uh to have a home security system that cost you nothing? Cost me nothing? Well, that would be great, and you could explain how if they referred you so many customers, etc., as part of your offer, they would get the their service free. Or how would it feel to get paid for referrals to your current service providers? So uh getting paid for referrals or current service, yeah. And we can make a whole story out of it, but again, all we're using is four words. You say anybody can say these four words, but if you know the power of of what they can do, huh, we're gonna rock. So now it's your turn here. So um in the QA, put in your best, how would it feel? Question for your business. Uh, for example, I could say, how would it feel to have the skills of 52 weeks of master classes to build your business faster? If you say 52 weeks of master class skills, wow. Uh just think of the stuff I could do that I have no idea to do now. Uh, it would feel great. I could actually maybe double my bonus check or build faster, etc. How would it feel? So here's your chance. Put on your thinking cap in the QA. How would it feel? And come with your best one, but just remember it's version 1.0. We remember always doing iterations. All right. So uh, Keith, what do we have here?

SPEAKER_01 38:00

All right, we got uh some come in here for product. How would it feel? So I like this one, uh attaches a lot of emotion to it. How would it feel to get rid of belly fat once and for all? Uh let's see some opportunity ones. How would it feel if this worked for you? So, how would it feel if to have just one job instead of two? See here, um, to have enough energy to work all day and still be able to go dancing after dinner. So, uh, some double emotion on that one. Pretty good there. Uh how would it feel to add an extra income per month? So if you did the work one time and got paid every single month for it. We have another uh service here. How would it feel if you passed away and your family didn't have an insurance check? How would it feel in knowing that you protected your family? So you know uh choose those for financial financial services. Uh, how would it feel to get a pay raise whenever you wanted? So obviously a good lean forward question on there. Uh, a couple more really quick. How to feel to have fewer doctor office visits this month, seeing spend that time with your grandkids.

SPEAKER_02 39:13

Remember, these are just off the top of our heads, and I see Herman has a comment here. Uh, some of these questions are lies when referring to weight loss. All right. So, um, how would it feel if you had better weight loss once? Because obviously, I'm good at gaining weight, that's my expertise. I'm definitely not weight loss here. So, yes, make sure they're accurate. But how would it feel? Four words we rock. And say that is a simple way of doing it. Now, you might say, Well, that's a little bit aggressive for me. Well, it's not an aggressive question, but if you have the type of personality and you haven't built it really strongly for it, might appear aggressive. And you say, Well, I I just can't say that to my mom or my aunt. Well, could you could we just water it down a little bit? Yeah, okay. Let's try this. Are you ready? Here's the question: what would happen if forward substitute? So if you said what would happen if instead of how would it feel, here's a test in the QA. You say, All right, what would happen if it's still better than showing slides? Yeah. And uh but why is this less powerful? Why is just uh that simple little change to what would happen if why isn't that as good? So in the QA, your best guess, what do you think is the reason this uh doesn't have the same same effect? And you're thinking uh because I asked you a question, you had to slow down and think about it. So uh Diane says uh brings up negative thoughts, all right? Or Steve says it's less emotion. So let's think about it. The question, what would happen if is asking them for a list of events? A list of events is logical, right? Now they could be emotional, but chances are maybe not. So you say what would happen if they might just tell you this happened and this happened and this happened and this happened, which is how a lot of people tell miserable stories. So, yes, it works, but not nearly as effective as how would it feel? Doesn't have the same emotional impact. All right, so let's move on here. Uh tool number 10 anchoring. So we're gonna add uh two tools this week. And anchoring is a cognitive bias. Uh anchoring means the human mind compares things. The first thing it hears is what we're gonna compare it with. So whatever is said first, they're gonna use that as a reference points to compare something else to it. Uh go to the mall, you're gonna see it. Clothing. They have price markdowns at the mall, and the closing says uh clothing price says, you know, uh $59 for this sweater, and it's marked down to $29. The $59 was an anchor. It got us to think, well, this is not a $29 sweater, it's a $59 sweater. So $29, oh, that's pretty good. And how they did it was just by simply putting a price tag on it and scratching through it and putting a sale price. Here's another example. Uh Rolls-Royce uh used to show their cars at uh car shows, but you know, the average car there is $50,000, and Rolls-Royce was $300,000 at the time. So Royce Sutherland, a famous advertising guy, says, Stop showing your Rolls-Royce's at the car show because you go to the car show, $50,000 car, some are $100,000, $300,000 for Rolls-Royce, that's very expensive. So they're comparing the Rolls-Royce to a $50,000 or $100,000 car. So he told Rolls-Royce, what you need to do is go to air shows and display your cars there. Because if somebody's paying, you know, $5 million for a jet or $3 million for a turboprom, um what's uh a $300,000 car? It's a chump change. And Rolls Royce was able to sell out more cars that way because they anchored luxury at five. million or three million and this is only three hundred thousand simple change it's a good tool anchoring so how do we do it here's the short rule we start talking about something more expensive first we just talk about it you know the warm-up and the rapport that's more expensive so then we get to the story of what we have to offer uh they're going to compare it to what we talked about earlier that's more expensive so a couple quick examples here uh business opportunity cost versus franchise cost what's more expensive franchise costs so before the presentation we can talk about our friend John who uh signed up for McDonald's franchise is only 1.2 million and of course he had to quit his job blah blah blah blah blah so when we talk about we start talking about our business later and our business opportunity cost is $99 to get started we've anchored a higher price we look like a bargain skincare of this magical skincare moisturizer and stuff versus Botox we talk about the price of Botox and the pain and the appointments and the travel time we compare our skincare seems like that's not expensive skincare that's a bargain uh we talk about a hospital bill where they're charging you you $200 for an aspirin or some ridiculous amount versus our nutritional supplements or if you sold just uh shampoo and conditioner start talking about the slon costs where just a simple hair treatment could be $300. So a couple bottles of hair care is going to be very inexpensive because we anchored them at a much higher price. A couple more examples uh you say uh do I have to actually be on a product so you can say uh well let's say you have essential oils that smell like pine trees that's gonna be a lot cheaper to put a couple drops in your bedroom instead of uh you know running a camper and going out and sleeping on the ground outside with mosquitoes or diet products versus a gym membership you talk about you know how much it costs for a gym membership and the travel and the gas back and forth the diet products all of a sudden don't look at nearly as expensive here's an easy one energy drink versus fancy coffee well fancy coffee at Starbucks or something it's gonna be five six dollars or something and if your energy drink costs less plus healthier for you it's a no-brainer for them if you sold identity theft you can talk about the cost of bad credit and you know higher interest rates and denied accounts and then how you can access things versus the cost of identity theft where you can sleep at night it's a bargain so ask yourself in the QA here what higher price can you anchor in your prospect's mind compare what you have to offer right now compare it but compare it to something a lot more expensive but and talk about what's a lot more expensive first to anchor that price in their mind and then it's easier.

SPEAKER_00 47:33

So if you sold insurance you talk about the high cost of a funeral versus a couple dollars a month in term insurance say well that was pretty easy so think about your product and service what does it replace or substitute or what's a a good thing it can do that's gosh a lot cheaper than the alternative and this will be part of our homework so you say okay I I can do that so remember high price first you can do this part of uh just make it kind of a casual story even before you even start your rapport or part of your rapport so when you bring your offer it's gonna go wow that's pretty good I see Yvonne puts in there uh champion isn't camping isn't cheap trailer 30 000 fuel to get to the bush 200 pie oil 30 yeah pretty good uh normal costs and our solution yeah we have a lot of things here what we can do so uh let's cover a couple more things we can anchor it doesn't always just have to be about the price let's look at things like our benefits so how about time commuting to a part-time business versus working from home you say all right if you want extra money you'd have to drive all the way to Walmart you know and get on your uniform and be there in time for your uh break as a greeter or whatever you did for part-time versus working at home you just put on your slippers and uh walk to your phone or your desk or if you want to compare energy you know the drudgery of mowing lawns to make extra money versus just recommending what we like always the more expensive things first and when we do that here's what's gonna happen we will exceed our prospects expectations remember they're expecting something higher price and we come in lower or easier that's gonna make our offer more easy for them to accept now uh here's the final question here uh why does this work on steroids uh over two slides here but i'll read it very quick and i'm gonna ask you why do you think this works so well here's what it is i have two offers the first offer is easy don't do anything keep your current life and everything the same the second offer is to take advantage of this part-time business and have the extra money you need and the third sentence goes like this now i don't know which offer will be best for you if only you know your personal circumstances so if you want let me explain how offer number two works full stop ask yourself why do you think this offer works so well the first i i start off by saying i have two offers the first offer is easy and if you're guessing you're saying huh if you start off by saying I have two offers what does that tell people huh I have a choice you're not gonna try to push one offer down my throat I'm in charge of it but I'm curious what are the two offers keep the other thoughts out of my mind so I can concentrate on what your two offers are so if you want to be really good at offers you say maybe I could use this particular pattern to slow down their thinking get their curiosity up and at the end I'm almost closing so if you want let me explain how offer number two works most people are going to say yeah tell me how offer number two works uh how this works and they pre-sell themselves uh homework here it is we have uh five tools that we've covered so far reduct reduction of risk emotion how would it feel so that which means priming and anchoring uh we got a a pretty good set of tools just these alone can really give us better iterations better version 2.2 3.5 you know our improvements of our initial offer comes across pretty good so we're gonna ask you at homework write down your offer using as many as these tools and you say well I probably can't use them all all right that's true but pick the ones that might apply to your offer that seem to be relevant thanks for visiting the Networker Zone to get awesome networking tips delivered directly to your inbox or for more information about books, audiobooks online training including Zooms and master classes make sure and visit bigalbooks.com