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Influence Selling 7 6-16-09

Kenrick:

Welcome to our call number seven. I’m really excited, folks. I was
reviewing all of this material over this last week and -- as I was reviewing all
of this I thought, wow, if I could have just had this when I got started, if I
could have just -- I mean, this would have just given me such a jump, such a
jump, I probably would have cut five years off of my learning time.
So, I'm also really excited to see the work that you guys are doing. That
makes me really happy as I go through this I just feel like everybody’s really
getting on track and that’s fantastic.
So let’s start today looking at a few of the things that we had come through
on this and I’m just going to go down here and click on the first thing that I
see. And here is from Frances. Frances, are you with us?

Frances:

I am. I’m just pulling up to my office. I’m on a cell phone right now so it
might be a little transition period here.

Kenrick:

No worries. I’ll tell you what, you let me know when you’re in and I’ll
come right back to you. How’s that?

Frances:

Okay. It’ll be about five minutes.

Kenrick:

No worries. We’ll go next to Julie Gay? Are you there?

Julie:

I’m here. I go by Julie.

Kenrick:

Okay, great. Yeah, you know, it’s funny, there’s so many people in Latin
America that go by their first and their middle name. Ask someone their
name and it’s Juan Carlos. It’s not Juan, it’s got to be Juan Carlos.

Julie:

I know. I wouldn’t have minded the Julie Gay so much if Gay hadn’t
gotten such a bad name.

Kenrick:

Ah, you know--

Julie:

I used it once on Yahoo and boy did I get loads of e-mail and so I just
closed my account. It’s -- but that’s okay. On the C3P4 that I did, I guess
I’m more interested in your evaluation of the problem questions and the
payoff.

Kenrick:

Okay. I’m looking at one called C3P4 Criteria and Present State. Is there
a different one I should be looking at?

Julie:

There’s one after that because I couldn’t figure out how to get it all on one,
so I did two of them.

Kenrick:

Aha, there we go. I see it. Okay. Let’s go there.
Okay, asking questions about the problem state.

Julie:

That was fact finding there, asking all those questions about the value of
their assets and so what I would do is I would ask questions to find out the
value and then I would talk with them about their comfort with the
performance that they’ve been seeing over the last few years.

Kenrick:

Okay, perfect. So let’s go through it. Let’s just jump into this and let me -let’s just take a look. So you’re asking on a scale of one to ten, ten is
overjoyed, this is in the problem state area, how satisfied are you about
your retirement asset’s performance? Okay. What concerns you most? I
would ask assets high and low points. (Inaudible). I can understand your
disappointment, you’re 12 years away from retirement, you lost a little over
45 percent of the value of your retirement assets. I’d find that painful and
scary.
All right. Let’s start right here. First of all, if you are already talking about
their problem state, then you’ve had to go through a -- two other areas, well
more but you had to get their criteria and you had to ask them present state
questions. So at this point, you already know that they’re unhappy. You
already know a whole lot about what’s going on and asking them on a scale
of one to ten, you’re way beyond the point in the presentation where you
should be asking that kind of question.

Julie:

Okay. So it’s belaboring it a little bit?

Kenrick:

Not just that, it’s -- my sense is, you didn’t take into account as you started
to write this what you already have learned in the criteria elicitation and the
present state questions. So --

Julie:

I thought I was supposed to do it all over again. I mean, I thoguth I was
supposed to -- when I was doing the present state questions, it seems like
the two of them almost go together for me.

Kenrick:

They do.

Julie:

They do? Okay.

Kenrick:

They won’t always, but they can and if you’ve already got the information,
don’t ask for it again. And this is one of the things, by the way -- and this is
a really good point, Julie. I'm glad we’re able to talk about this point right
here. It goes without saying, for me now, but obviously I think a lot of
people might benefit from it, and that is, when I was going through my
earlier experiences in selling and I would have like scripts or presentations
to follow, my problem was that I would use the script and if someone had
told me something, I would forget that they had told me because I was so
intent on trying to use the script.
So when someone told me, well, look, Kenrick, duh, it makes more sense to
listen to them and remember that, I was like, well, yeah, I guess you’re sure
right. That makes all kinds of sense, but then how do I remember where I
am in the presentation. They said, well, expert selling does require
(inaudible). They weren’t being very gentle with me, but that’s okay. And
I’m like, all right, fine. I can do this.
And so the net result is, I one day said to myself, you know what, I’m
throwing this script away. I don’t care if they like it or not. I’m already
selling at such a high amount that they’re not going to say a word to me if
my sales drop slightly, they’re going to ask me if I’m all right, they’re not
going to fire me. So I’m already doing really well and I can’t seem to go
any higher.
Well now I realize in hindsight, I had hit the limit of that presentation’s
capability.

Julie:

Okay.

Kenrick:

So I was closing as much as I could, as big a percentage as I could by
regurgitating someone else’s words.

Julie:

Okay.

Kenrick:

But, you know, when I was a kid in high school, in English, my teacher
taught me that if you want to sound sophisticated you use words with lots
of syllables and if you want to sound guttural and base, you use words with
less syllables. So when I say regurgitated someone else’s presentation or
someone else’s words, what I really want to say and what I want to impress
upon you is, puke. Throw up. Vomit. That’s what you're doing when
you’re using a planned presentation, you know, one that you’ve memorized

So that’s why I did it. but first and foremost this is all about persuasion. Just know that as you go through it. if you will. that’s not a pacing question. this is what you’re going after. well. You know what your next step is and the only way you can proceed is to get that quality of information from the clients. but for you. Kenrick: Exactly.you know.words. Now. and that’s what I’m giving you here. you’re focusing on what you’re going after. (Inaudible) and if that sounds disgusting. . you want me to zero in now on the pacing questions? Julie: Please. it will. thank you for being willing to do what I’m suggesting and I really appreciate it. Kenrick: How do you think your retirement is going to be affected if you have a shortfall of money? No. I mean. So it demands that you stop focusing inwardly on a presentation and asks you to focus externally on your client. using a plan -. So that’s’ why I went to this kind of a presentation because when you have the strategy. I thought that wasn’t correct to do it that way. Julie: So I could combine -. you know where you are based on the information the client’s giving you. Julie: And so that just seems more natural. So persuasion is about listening to our clients and the whole goal of what we’re doing right now is to customize this form for you. let me just tell you. I want you to not do it anymore. Remembering where you are in the strategy area is done by remembering what your clients say. you’re demonstrating a real willingness to learn and that’s fantastic. you’re not going to have a bit of problems. that I needed to do it your way. So not for everybody will it make sense to blend the present and the problem state. How about the pacing and the payoff questions? Kenrick: First of all. that’s my intention. All right.it does seem more natural to me when I’m looking at the present situation to get that information and just talk about it. a strategy. It will make sense.

So. Kenrick: And as you listen to what I say to you about this and you begin to think inside your own head how you can do it.Okay. Kenrick: You can’t deny that too awfully much. I’ll give you a few that will probably start to make sense. What is its purpose? Kenrick: All righty then. you’re on the telephone with me. then? Kenrick: I could. None of those are pacing questions. This is fantastic. Julie: Okay. now we’re getting to the root of it. Kenrick: That would be an effective pacing statement. I was just doing it to you. if I said to you right now. So you’re looking for examples of pacing questions? Julie: I am. Kenrick: And we’re on the course on selling and influence. Kenrick: Beyond the few I just did. Julie: Okay. Julie: Could you give me some examples. they’re questions that you ask someone or that you state. Julie: What is a pacing question? I don’t even know what that is. Julie: I didn’t even get it. Hard to deny. Okay? Julie: Okay. Kenrick: Of course not. in other words. more so that you state. There’s hardly any other way you could be hearing me right now. that your statements are true and verifiable in their ongoing environment. Julie: Okay. Julie: No. pacing questions are questions that are -. So. . actually. Thank you for further interacting with me.well.

great. you’re going to say ‘you’. seven. See? And they’ll go until they get about five of these and then they’ll usually go into something that sounds more retarded like. it doesn’t work very well. we’re sitting down here. Kenrick: Ah. That’s the problem with this. And last name is Merrill? Julie: Yup. All these are pacing statements. Julie: Okay. what are you. They’re designed -. stop.when I look at it I can see that they’re not going to have enough money to do -- Kenrick: Stop. they’re going to retire in 12 years and even I know -. like a used car salesman? That’s the problem. I think.you did it perfectly. stop. So the problem is. so. When you actually try it people look at you like.yup. I am. you would be interested in taking a look.Kenrick: And we’re on lesson number -.what. Stop. Julie: What would be an example of a pacing question for me? So we’re sitting down here and I’m talking with someone. Kenrick: You’ll say. unless you try that with somebody and then they’ll probably look at you like you’re crazy and tell you to jump off a bridge. yup. wouldn’t you? Julie: Of course. they’re concerned their retirement portfolio has lost 45 percent of their value. and if I could show you a way that you could cut back on your taxes while saving money on your preparation of them each year. And you’re an advisor? Julie: Yes. And they’re far more sophisticated than the old fashioned way of dealing with the way that people use do it which is to actually get a yes. Kenrick: Okay.I know that there’s -. Kenrick: Of course. yup. Kenrick: Okay. You just -. But instead of saying ‘they’. looking at your statements. you’ve lost 45 percent -- . fantastic. Okay? They would do things like. they would say. is your name Julie? Julie: Usually.

They work but I want you to understand -. So what you did is you used a number of statements that were verifiably true.one of the things I was taught. Have you gotten back with to the office? Frances: I am here in the office. about five. Kenrick: That’s a leading statement. Your pacing questions. we’ll complete it today so you’ll understand this. really good. we made it to Frances.in other words. but you know what I mean. if I was able to resolve their retirement plan and solve the issues that they were facing. that got them mentally saying yes. So take me through it.I want to talk more about pacing so let me do that today and then you’ll have the whole package and you’ll customize it for next lesson. So let’s take a look at what you did. when I’m putting together a financial plan. I don’t know. . was to ask them. you’re going a bit beyond where we’re at so we’ll go there today and same with the pacing questions. oh. Then you led them to where you wanted them to go which is really. but let me give you the whole -. Julie: Okay. We don’t know people’s real capability. they’ll have to retire and they’ll have to make due. And I think -- Kenrick: First thing is. frankly. six years ago. This is an actual conversation. Julie: Okay. so that’s a leading statement and that’s a good leading statement. It might be in 12 years if it doesn’t go up. work. Then there were two payoff questions I’d like your opinion on.Julie: Yeah. And the payoff questions -. Maybe they’ll eat dog food. in a sense. Kenrick: All righty then. All right. is there anything that would prevent them from working with me. Kenrick: Okay? Because we don’t know -. But I will give you my feedback on that. we don’t know for sure. and so is the dog food one.this whole form. Perfect. you’ve lost 45 percent and it doesn’t appear to me like there is going to be enough money for you to retire the way you want to. because it might scare the hell out of them if they’re moving away from and they want to figure out how to get away from that fast with your assistance.

Frances: Oh. . Frances: Well. I mean. I’ll be in a position in which I don’t have to worry about money. So I asked him. Kenrick: All you have to do is click on the link that you posted on the forum.000 book. I can remember what I said. it seemed like he was moving away from. One was incomplete and the second one was an actual conversation that I had with one of my producers. you’re only as good as your last sale.being financially secure is very important to me. Yup. So where do you want to start? Kenrick: Just take me through what happened.is this the one where I asked them why you’re in insurance? Kenrick: Yes. Frances: He doesn’t want financial worry. I’m not quite sure how to pull this up into view. I basically asked one of our young producers. I’m having difficulties viewing my -. but financially secure -. why did you get into insurance and his response was that. ultimately what will getting recognition and rising to the top do for you? And he said. inexperienced producer like me can rise to the top very quickly and so I asked him. Frances: Okay. I will have a solid book of clients and the stress of failing will be much less. And I took it -. you know. he said he got into insurance because he liked the autonomy and the sales environment it gives me. what was important about being responsible for your own income? And where you work and the more money you make? And his response back to me was. This doesn’t mean I will stop producing once I have a $500. I said. Let me see which one I’ve got pulled up here. I’m responsible for my own income and where I work and the money I make.from his last response. okay. you know. I like this because even a young. here we go. he was -- Kenrick: Big time. I like insurance because of the interaction I have with my clients and the way that your book of business (inaudible) and continues to grow. ultimately.Frances: I put two there. Okay. this is important to me because I enjoy recognition for the efforts I put into my work and insurance sales.

. I’m really impressed. so (inaudible) asking him these questions. what’s the minimum you could live on right now? What attempts have you tried to do to make more money and failed? Are you at your worst economic position right now? How does it feel when you can’t pay your bills? On a scale of one to ten. it’s a big problem for a lot of people.he’s a young guy and he’s newly married so I said. Frances: Okay. which it isn’t ex-. Hold on a second. seems like (inaudible) these days. you expanded that problem state. You said it right on. I mean. I don’t mean now. Frances: (Inaudible) basically how much are your monthly bills right now. yeah. you backed the ambulance up to the door. You paced him so sufficiently -. what’s your stress level right now? Do you consider yourself a failure right now? I don’t know if that was (inaudible) current state and problem questions but it seemed like it was overlapping. I think you ran over him once just to make sure both the legs were broken.Kenrick: That’s right.this is leading. Keep going. Frances: I have to tell you. Keep going. this is really spot on.but I knew inherently that these were the right questions to ask and it just seemed like the right thing. Let me just say something. well how is not having enough money -. and then problem state questions. how’s not having enough money a problem for you right now? I don’t know if you’ve ever felt like the amount of money you make is tied directly to your self esteem. I said. Kenrick: Wow. they will overlap. They will overlap some but that’s okay. Kenrick: You know what. that listening to the tap on the set points has -. worrying about money. Kenrick: That’s right. Kenrick: There you go. I said. So-- Frances: I’m his superior.either that or I’m getting more comfortable.you were able to direct him -. is it not? And he said. and so -. okay? And you led him directly into tying his income to his self esteem.let’s put it this way. This is really spot on. is it impacting your relationship? Does your wife want you to make more money? I was asking questions about that.

things are not going to change. and that’s really good. But what I asked him was. but if he didn’t then I would probably pull that out. See.I think about two meetings. You could ask. which is and ultimately what will that do for you. Kenrick: No. Kenrick: That’s right.Frances: And so my basic questions were . You say. or you -.it seems like the pacing questions should be more along the line of. Yours actually are pretty good.-and I don’t think I got this right based upon what you just said -. I don’t know if he talked about that. Frances: I’ve actually -. and the health. it doesn’t have to be that way. but if I can throw in some other qeusiotn. You’re taking something that you know to be true.000 of business and away you go. .life isn’t quite what you want it to be? How will that continue to do that to you? He’ll say. my god. yours actually are. It may not be the right time or the right feeling to ask that quesiotn right then. like why did that jump out at you or if you accomplish that. so you’re at this income level now. you know. it’s horrible. And now let me teach you to do to your clients exactly what I’ve just done to you. how will worries about your financial security and failure be affected if you don’t deal with this? What are you missing out on as a result of this (inaudible)? How will this affect your health or relationship? I don’t know that they are actually pacing questions. but how will this continue to affect yourself and your relationship? For example. how will your life be different? And then when they answer that. that kind of a question. unless you do something. Frances: I feel like I’m getting better at it. look. three meetings ago said I was having a lot of difficulty asking the questions ‘what will it ultimately do for you?’ and I kind of rephrased words in my mind and so I’ve written a bunch of them down and I’m trying to memorize them and all that they do is give me another thing to say to set up the appropriate question. then you’d roll into the next question. And I’m here to help you. he’s already admitted his relationship and you’ve tied his self esteem to all this. how will this continue to make you feel like you’re struggling and like life isn’t -.for example. They’re pretty good. All you have to do is develop this $500.

and you know. great. listen. My goodness. I’m his superior. Okay. are you there by chance? Richard: Yeah. So.Richard. you’re feeling spot on. One of the reasons-- Frances: And I have little bits and pieces -. But I’m getting there. But I bring this to your attention for an important reason. You said to me. right? Frances: Oh. let’s get to that in just a little bit as well. it just flows and people are -. great. Kenrick: So you can do the exact same thing. It just flows. so I felt comfortable doing this. Great. you may not feel quite as comfortable. how’s that important to you. like where you’re a superior. you know. I’m really impressed with what I’m seeing there. really impressed with what I’m seeing. example. Let’s take a look at -- . This is really good. and your comfort level is exactly right. I just practice this as part of the routine conversation.not actually when I’m selling but as I’ve been talking to people. equally.and the payoff questions. for example. You’re spot on the money. this is the way it’s supposed to feel. now -. Frances: That’s right. When you get the hang of this.you know. Kenrick: It is a natural part of the conversation. Absolutely. Yes. Kenrick: Okay. that when you’re out in the real world talking to customers that aren’t.Kenrick: Well. This is the way it’s supposed to sound. That’s what makes this process so -the whole thing is a natural part of conversation and that’s what makes the whole thing so beautiful. Fantastic. It just seems like a natural part of the conversation now. yes. Kenrick: Good. If somebody says something then I just naturally jump in and. That’s exactly right. this is exactly what you can do when you’re selling out -.they just go right down this emotional slope with you and right back up the other side and it feels really good. And let’s take a look at -. I’m reading this and I’m blown away. that tells me. I assume you’re selling as well as managing. talking with someone about your products or services as well.

Kenrick -. Kenrick: Well. And have you taken a tour of our office before? Kenrick: NO. Richard: Great. I haven’t.I could just go through it and you can be the person in the brackets.Richard: I was wondering if you. Richard: So what’s important to you about business? Kenrick: I don’t want to leave the industry. It’ great to see you. Now let me ask you. I sure am. I just thought I’d pop by to see how the team thing works. hello. Richard: Great. Joe. I can see that is something you would want. Kenrick: Sure. what is it that you hope to accomplish? Kenrick: Well. Richard: And ultimately. why did you decide to meet with us today? I mean. I’ll be able to bring in the money and I’ll -- Richard: That would be good. So. do for you? Kenrick: I guess I won’t be letting my family down anymore and I’ll be the hero. ridding yourself of bill collectors with you being the family breadwinner. Are you still with ABC Realty? Kenrick: Yes. Richard: Great. Richard: Okay. And I’m sure you have other choices with your time on a sunny Saturday morning. Let me ask you bluntly if I may. Richard: Tell me about what you’re doing right now that is contributing to your current situation. I come in the office every day -- . Why did you spend that valuable time coming here? Why now? Kenrick: I need business. And what’s important about bringing in money allowing you to stay in this industry? Kenrick: I can stop fighting off the bill collectors and finally be the family breadwinner.

Richard: And how does that relate to fighting off bill collectors and being the family breadwinner? Kenrick: Well. (inaudible). Richard: Are you at one of your lowest levels now? Kenrick: Richard. how did you know that? You mean besides the fact that you’re almost in tears right in front of me. But okay. Richard: How is that affecting your family? . Ouch. Richard: How is a lack of income a problem for you now? Kenrick: Well. yes. Richard: How does it feel within long periods of no income in between clients? Kenrick: I’m scared. I can sell them but I don’t know how to generate clients when I need them so I have big gaps in income. can I sign up right now to have you teach me to bring in leads too? My god. Sometimes. sometimes my dignity is lost. I feel I don’t even know who I am. Wow. it’s affecting my relationships. Richard: So what emotions are involved? Kenrick: Fear and anger. Okay. Richard: So what’s happening is even affecting and it’s even having an impact on your personally deeply held values? Kenrick: Yup.Richard: And how did that contribute to you coming to see me? Kenrick: I need leads -- Richard: Can you tell me a little bit about your business? What works and what didn’t? Kenrick: You get a buyer in the car. I just don’t want to hurt like this anymore. anyway. I don’t’ really know. and I don’t like it. I feel bad and I’m just role playing.

a mockery. what do you need to do in order to create a reliable.Kenrick: Well. Richard: Wow. Richard: Wow. Richard: What are you missing out on as a result of this? Kenrick: I’m missing a connection with them. I (inaudible) from them -.I get the (inaudible) from them. Sometimes I can’t even look them in the eye. Richard: So how will you feel about yourself ten years from now if you stay a marginal player or even a reject from the industry? Kenrick: I’ll feel like a laughing stock. the kind people make an example of. Richard: If you did go there. Richard: What would those leads and money accomplish for you? Kenrick: Give me that pride back. So what’s the worst thing about you not doing well in this industry? Kenrick: I feel like a failure. that swagger of being the family breadwinner. what would you be experiencing? Kenrick: Pain. consistent income allowing you to be the family breadwinner? Kenrick: I need a source of leads and the ability to convert those leads to income. of what not to be. Richard: So what’s going to happen to your self image if you don’t fix this situation? Kenrick: I don’t know if I could look myself in the mirror anymore. Kenrick: Sympathy. Do you know what that is? Richard: No. What’s the biggest driving force then that brought you here looking for a change? . Richard: How are your family relationships going to be affected if you don’t get that income so you can provide for them? Kenrick: I don’t even want to go there. Richard: Joe.

how much do you want to be the hero and advisor to your family? Kenrick: Ten.you know. Richard: Wow. well. Are you at that lowest level now? And the person says. Okay. Richard: Wow. So what would your life look like if you learned here how to convert leads to money. yes.first of all. So at the point where you got the guy down deep like that. how did you know that? And that’s where it really hit me and I indicated such. this isn’t one guy you did it with.this is an amalgamation of something. At that point (inaudible) start doing is start linking their high values to what it is that you do. it’s because I’ve worked with people like you for so long and made them my biggest success stories. The only comment I’ll make -. I would proudly take my wife and kids on a family bonding vacation and it would give me the confidence again to advise my kids on having a great life. You didn’t need to bang me that hard. So let me go back there and just give you a couple of examples. you know. Richard: Yeah. And I recognize this is not a direct -. The only thing I’ll say is. let me tell you. it’s like an exercise for me. I’d have been in tears. you don’t have to go too much further.Kenrick: My family seeing me as the man at the head of the dining table who puts good food on the table. the family is so proud of? Kenrick: It would bring honor to my name and my father’s name. Richard: Wow. it’s brilliantly done. their hero. that’s (inaudible) one to ten. People that didn’t know how to get leads that as a result of working with me are now . Kenrick: Right. it went a little bit too far. at the point where I broke away and started laughing.and my response to that is. Once I was -. I was practically going to be in tears. Richard. Richard: What would you do that you can’t do now? Kenrick: Wow. Where did you park in the parking lot? Kenrick: In the visitor’s area. well. had bills paid with you as the family breadwinner. And the person -. If I was that guy. Perfect. Instead of making head down excuses.

you start linking that you’re doing these things for them.so now we’ve gone over some of the posts that we have. I would do that too. just bam. Kenrick: Peter. Richard: Yeah.besides that he was hammering you when you were down. Kenrick: Yes. Peter here.I can understand where you’re at. Frances: Kenrick. it was like question after question after question after question. very. That’s got to really hurt. you’re going to do these things. grocking it. but even if he didn’t go -.put something in between the questions. if that was just an example that he was giving or does he actually use that questioning technique to sell because it did sound a little. very. they have pride and they’re highly sought after in this industry. Peter: Okay. Let’s stop right here and let me get any kind of questions that come up as a result of what we’re hearing or what you’re hearing or what I’m giving you feedback on. very good. and that’s why I told him he went too far. Kenrick: So you start showing them -. Would you put in softeners into Richard’s presentation? It seemed like he was -. Kenrick: Even if just to say. this is Frances. Let me just hear from you if -- Peter: Kenrick. wow. understanding that team thing that you came in to find out about today. you know. so let’s go -. Peter: Okay. Very. And they have opportunities. bam. they have self esteem. Kenrick: Yes. kind of staccato.top performers in our office. I really understand. This is very. (Inaudible). Okay. getting it. all things that I think you’re interested in accomplishing if I’m not wrong. bam. can you respond? . very good. I can -. I'm’ very impressed with everything that I’m hearing here. This is just amazing. now they have leads. and as a result of understanding it. Kenrick: You’re asking Peter? Frances: Yeah. I (inaudible) asked Peter if he’s a successful sales person.

That’s why I said. that’s correct. So that’s -. Richard. He’s been with me for -. Richard? Richard: Absolutely.you know that sheet that we have we downloaded? I had that on one side and then I had a blank piece of paper and I was just kind of like fitting in what I do in there. So.he was trying to -.he was doing something that I would recommend all of you do which is.I don’t know how long have you been with me now? I think five. do you want to respond to that? Richard: Yeah. I’m sorry.but Richard’s extraordinarily advanced with this and he’s -.you just heard his response. While he’s -. but I’ll say it again. and let’s just see if we can pull something else out of this model that would be useful to it.I know Richard well enough to know what he was doing. Richard is humble and probably -. Richard is extraordinary in his use of these skills. so that’s why I’m commenting like this. six. I was asking Richard. that’s all. knows exactly where to begin and end and that kind of thing. even if it seems excessive and long.Peter: Oh. even if it seems like I’m beating somebody up or whatever. Am I right. yeah. I haven’t really used this form yet that much just little bits of it. that’s all. One of the founding members in my coaching program and has been with me all these years. Kenrick: So. Frances was asking Richard because it was Richard’s thing.he can do this off the top of his head. Frances: Okay. seven years. So let’s just go through and write it all out again. He was just -. aren’t you? Frances: Yeah. you know. I know him well enough to know that this was an exercise for him. That’s what Richard did. but Richard needs this form about as much as he needs another hole in his head. Kenrick: Okay. let’s just go back and assume for a moment that we don’t know these skills and let’s just assume for a moment that we could learn something new if we take a fresh look at it. Kenrick: And you’ve all heard me say this before. . (Inaudible) on one sheet I had that -. Kenrick: I think you’re asking Richard. so this is just a training exercise. something like that? A long time.

Not always. Any other questions that we have right now? Let me have it because this is your chance to really understand these strategies. I hate you. Kenrick: Okay.I don’t care if (inaudible) good or not. Great. you’re talking about harmony and peace and ultimately. peace. this is Carl. Give me your highest value off the top of your head for why you’re in this program. And a question I have is. because you’re absolutely right that it was a bit staccato and it went too far but that’s okay. . I don’t care what you think about it. for me. what’s important to you about having harmony and peace? Carl: I think it would allow me to exhale and see life the way it is. Carl: Okay. Kenrick: And that doesn’t feel very good. You’re not having a problem come on. it makes sense. how do you retreat graciously and reestablish the comfort level? Kenrick: Okay. Carl: I prefer not to be there. Carl: Kenrick. I'm not going to keep pounding on somebody when I see that they’re being uncomfortable with what I’m doing. there is nothing stupid to me. sometimes a little bit too driven. if you sense that you’ve gone too deep. Kenrick: I keep trying to go so far. Kenrick: So if I see them struggling -. He was just exploring and seeing how far he could go which is exactly what we should all do. All right? Carl: Yeah. Ask me and I’ll help you. Stop doing this. Kenrick: Bottom line. you know. So. great question. So let me just ask you. Carl: Harmony. you don’t feel like you can exhale and see life the way it is now? Carl: Not always.So. First of all. have a problem. that may be one question too deep. sure. Kenrick: Okay.let me show you. So hit me with -. you’re going to have a problem.

You know one of my pet peeves in life? Carl: What? Kenrick: I can’t stand it when people don’t care enough about me to find out what I really need. Kenrick: Okay.you know. And I really appreciate you carefully contemplating your answers as you have. the one size fits all approach for dealing with me? I don’t like it. You just stop basically and then you -. Kenrick: Well. This is really helpful to me. let me tell you something. So. Carl: In other words. you would never get that out of your mouth. I understand and while it may sound on the surface that these questions are -.like. it’s difficult to answer. you’re just reestablishing rapport and you felt a little bit of a break. I get the idea. well. Carl: I’m not comfortable.you step back a little bit or you just go on to where you’re-- Kenrick: I’ll show you if you’ll just -.Carl: Stop. Let’s move on and let’s talk about this area. Kenrick: Okay. And so thank you so much for allowing me the opportunity to ask you these questions. I want to know people are really listening to me and really taking into account what I need when I go in for something that is important in my life.don’t say I hate you. I would never. And as we move forward together (inaudible) this. let me assure you I’m not. . Let me show you -. just react like.so let me ask the question and you’re going to struggle with it for a second and then listen to what I do. I’m asking you questions to be difficult. but let me tell you -- Carl: Okay. ever have gone so far. don’t react like-. Kenrick: That’s right. and that’s not easy for you now? Carl: That’s correct. You know. you’re telling me that you would be able to take a deep breath and relax a little bit. first of all.

I won’t let it go on. People will respond to you very well and if you make a mistake. and we’re descending into their pain. And the right side of this is going to get them to come back up into something that shows how we can do these kinds of things.you know. More or less. Perfect.Carl: I appreciate that. Well. I just don’t have the capability or I’m not reading it. If I see them stumbling and struggling. if you will. so you know. no other questions. In other words. Kenrick: Right. Okay? The left side of the pyramid. Great question. Thank you. Kenrick: And I would not allow it to go far. Just go right back and keep right on and just reestablish rapport like I showed you and you’re set. but I may not -. let’s go on.you know. So. that they go to silence. I’m going to put a stop to that. And I’ll let them -- Carl: What I’ve noticed in myself is sometimes I’m just missing -. it’s because you made a mistake. you went a little bit too far. it’s because they’re so emotionally engaged that they’re really fighting for the words to try to figure out what to say. So what I want to do is we learn to establish the present and the problem state and now we’re going to start looking at the--let’s go back and take a look at the emotional (inaudible) levels that are going on.there have been a few times I’ve really not picked up what’s going on and I’m sure they’re giving plenty of signals. So don’t worry. how we can help them. well. And that second has passed. at every stage? All right. I’ll wait another second. I talked to you about the fact that this is descending emotions. you’re going down to the points of this upside down triangle. I tend to go to verbal cues and if someone’s not saying anything or if there’s hesitation in their voice. happening with our upside down pyramid. Anybody else with questions about what we’re covering right now? Anybody else with anything that you feel like you might want--just aren’t sure --I really want to make sure that you’re getting your questions answered at this stage. and they interpret that that stutter and struggle is -. . I’m watching like a hawk everything that’s going on. basically you’re going to find that you’re not going to have any real problems if you’re doing this. That’s very helpful. you hit it dead on the money. pyramid.

They’re extraordinarily powerful. fantastic. you could keep on like that if that’s what you want. What are you looking for exactly? Well. And you go. great. Okay? SO now we have a chance to do something different. things like that. I don’t know. or for a couple of bucks more I’ve got a new K-Tech blender and this thing. and that can actually make these smoothies effectively. One of the main reasons you’ll probably want this one. I don’t know. you need to go out and buy a blender and I’m the sales person and I say to you. Ah. wanting to improve my health. They’re really something. In fact. so his value was to be able to have better health and also not to probably want to burn through the money of machines that are going to fail and burn out on him. it’s so powerful that they demonstrate it by putting metal in it and all kinds of things and it just chops up everything that gets put into it. I want to make smoothies-. I say. so what are you looking for? And you go. the thing is really. four or five. I mean. Well. He doesn’t want to keep doing the -.I want to make fresh vegetable drinks. All right. you know. I’d imagine. great. People are sold based on how they feel but they ultimately feel good about what they’ve decided if you’ve given them some logical reason to do so. you know. but I found out quickly what’s going on and then I elicited a little bit of pain that he had bought a whole bunch of these. This is like a lawn mower connected to a blender. a bunch over the years. I mean. And I say. I see that you’re 40 plus years old. you know. so what did I do? I didn’t go deeply into his criteria or anything. What I’m doing is I’m showing him how the one I want him to buy is going to solve his problems and give him the . you buy one of them. you’ll be hard pressed to have to buy another. what we want to do different is we want to start connecting their values to what you do.Let me tell you the funny thing. Out of curiosity. so what got you interested in smoothies? Ah. I need a blender. And I say. okay. the presupposition is he doesn’t want to keep doing that. For example. be a little bit more healthy. great. really powerful. you know. okay. okay. well. He doesn’t want to keep up-. all right. Okay. Well. So let’s take a look and you tell me what you think works best for you. you know. how many blenders do you think you’ve had in your life? Ah. is that it has a four and a half horsepower motor on it. eight or nine.he wants that to change. fantastic. you know.he wants to do something different. People--and you may have heard this before but I’ll show it to you.

Kenrick: Okay. many of my clients work for companies that are large enough to offer stock options and so many of them weren’t really taking advantage of the stock options they had with their employers. So the first thing that I want to tell you today is. Hopefully that makes some sense. So one of the clients that came into me last night. okay. Julie: I combine tax savings and financial planning so that-- Kenrick: How? Tell me how. not only their tax preparer. Kenrick: All right. I’m a financial planner and a CPA and I really specialize in combining taxes--tax savings with investment advice and so most of the people who come into me think of me as their financial advisor. they’ve been putting more money into their 401(k) and they’re so much happier with their financial position than they were when they weren’t coming to me maybe ten years or so ago. ah. And so people have told me that they’re so much better off since they’ve been working with me. That is one of the comments that I get quite frequently. So they’ve really seen a growth in their net worth. what is it that you can do. Julie. some getting used to. Fantastic. Just give me a couple of the--what can you do--what could you do for me? Julie: Okay.opportunities that he’s looking for. For instance. but their financial advisor. can do for them. but enough. so tell me in just a few words. I look for tax saving strategies in the benefits that they have as an employee. How do you do it? Julie: Well. So let me just give you a couple quick examples.800 shares or it would be . wow. we sat down and looked at the stock that was available for him to exercise and we calculated whether it’d be better for him to take advantage of 10. are you there? Julie: I’m here. you need to take a look at what you can say to people after hearing this negativity that your product or service could do for them that could help. I’m not actually doing it by doing a whole lot of data. For instance. Your service. And it takes some elegance. what you do for people. sufficiently. This is an extraordinarily powerful thing to do. this is pretty good. well. for him to go.

They’d be. He’s walking away with a couple hundred thousand dollars profit and he’s contributing more money into his 401(k). I’m sure they would be too. And with those tax savings. it looks to me like you have lost 45 percent of your net value. the very things that you’re doing today. We’re going to be investing the proceeds of those stock options. all in all. they’d be at the age where they were playing. I wanted to be able to move to Colorado by my son Tim. can be changed to help you realize some tax savings. so let me just ask you. and I’d get to go to their sports events and I would-- Kenrick: You know. We’ve just (inaudible). You’re a client. And I don’t know if I’ll be able to afford to do that. one of the things that I do is I help people to really feel an awful lot better about their future by showing them how what they’re doing right now. we did that. softball and Tim was an athlete. He won’t have all of his money invested with his employer’s stock options and he will have. you know. so just jump there with me and I’m asking you--so I’m going to say to you. you know. and away you go. to be able to put that into a system that brings back that work as you continue on with your life. I wouldn’t be able to get to know them very well. you know. Kenrick: Right. Now watch this. a more balanced portfolio. Where would he realize the most tax savings? So.better for him to take advantage of 7. Kenrick: Wow. you know. making yourself back up to where it is that you need to be to try to do the things that you want.you know. he’s got young children and I wouldn’t get to -.000 shares. of your investment-- Julie: Of your retirement assets. he exercised his options. . And what would be the impact on you if you couldn’t? Julie: Well. What’s that going to do when the day comes that you need to retire? Where is that putting you? Julie: I won’t have as much money. We’re in the negative section. Did I -Kenrick: Fantastic. I may not be able to do what I want to do.

gee. about the point of the direct presentation. Great. at this point I’m going to help you to begin to come out of this negative state. So there you go. I want you to write -. I’m glad you asked. that’s about where you’re now going to begin to connect these dots for them and you’re going to start connecting the dots by showing them state but the solution is you.in other words. Kenrick: And that’s where we’re going. Julie: Okay. But as long as you’ve basically elicited something away from.remember I said when we started that one of the goals is to elicit a problem as long as we’ve done it in a way that doesn’t make us look silly. they’re really feeling that it’s working better for them. Could you show that to me or tell me more about it? How does that work? Kenrick: Absolutely. let me give you something that -. Okay? So you’ve elicited their criteria . I’ll just have you make a little note for yourself. Now what I’m doing is. somewhere there.and we’ll just put this into the system.So this is one of the things I hear from my clients all the time is that with this system that I have. Kenrick: And I want to make some of these linkages and I want the linkages to be directly about what it is that we’ve elicited so far so you can begin to see how that works. you’ve got some basic problem that you’re working with.you just can’t do that. let me just say to everybody -. here’s the place where you can add to their criteria. at that moment. I want you to make a note. you can’t turn something that is 100 percent towards into a raging problem. Now. The nice thing is. then what we’re going to do is now (inaudible) us as the solution to it. It just -. it’ll be just before that.actually. Julie: OH. But now what I want you to do is to write something else in here at the direct presentation level. If you want to do this. somewhere in the -. In other words. Julie: Okay. I’ve just -. you know. I’m (inaudible) this process of convincing you by making these linkages.I’d probably say. In other words.

you can say. by the way.and then say things only you can do. they work well.“but you also want”-and then name things only you can do. that they want a good plan.you’ll come up with others down the road as well. you understand it. Well. I want you to pick the points that -. especially that would -when you can occupy a position like that. the present problem pacing and payoff are all one section. Can you Xerox this for me? Now they’re losing that position. It wasn’t just a regular copy machine.you’re . What you’re going to do is you’re going to use a -. That was state of the art. “It seems to me that not only -.and you know that they want to stop losing money. In other words. What a great thing Xerox did. the pacing questions and the payoff questions. write out in its entirety. So first of all. Depending on what you sell. and you say something like -.and then restate what they just said -. but I like these words. they’re not going to miss out on their grandchildren’s lives. for people. All right. All right.you know.but you also want -. and you can see how it would fit your presentation. in reality. which made you feel like he went too far. but that position in the mind (inaudible) and you’ll put that in just before you start in the direct presentation. in people’s minds. not a copy machine. So let me repeat those again. their problem state. that they want to build their money so they can -. you want to say. the majority of us will not use that all in one shot like that. now let me give you some secrets to (inaudible) with the problem state. You will definitely make people feel like you’re beating them up. But I don’t really want you to use all of it. or a solution to their problem state -. it seems to me that you not only want -. He was writing it out in its entirety.the ones that work the best. you become Xerox.that you not only want --“ and then repeat what they just said. that’s more or less what Richard was doing. What you want to say here is. now there’s other ones probably equally if not better out there. you know. but it did them well all these years and it still is doing them well. it was a Xerox. what I want everyone to think about for a moment is. So what I want you to do is to write it out such that as you write it out it makes sense to you.and here are some exact words you can use -. What does that do? That begins to link you in their mind to this solution.

actually. you can customize it to make it work so it sounds the way you think -. Julie: Family-- Kenrick: What’s that? Julie: Family is usually your first tie. Then what you can do is -.and then you repeat what they’ve been saying -. you’ll find me picking up the phone and calling you instead of you having to worry. you know.you know. is it not? Julie: Oh. I do the payoff questions a little bit later generally speaking.going to start with the present state. I would imagine that’s important to you as well. Life is full of cycles. Kenrick: So now what’s happening? See. I’m going to have you move what I just told you. So you can ask -. But this is the general form. “It seems to me that you not only want” -. but what you also want is someone that will be there and be responsible for you. I generally look at the present and the problem state questions as -. So this would be the pacing questions -. for example. pacing questions are really about showing them how this problem is going to cause them problems in the future.good in your business. it seems like you not only want that. Payoff questions are really about what they get as a result of solving the problem. definitely want to ask them the problem state questions. you definitely want to ask some questions about that. yes. “and others aren’t”. Just draw an arrow and move to where you’re going to talk about it before the payoff questions. Moreover. your son. and invariably they will. In other words. And the presupposition is.payoff questions. can be also a start into the positive realm as well.so.“but you also want” -. it seems to me that you not only want to regain this 45 percent. to be able to have the option to go back to Colorado to be with your grandkids. when they get tough. when things get tough. but when things get tough. we’ve planned ahead for that toughness and you’re positioned properly.I do a number of those and then going into the pacing questions I do less and I might do a payoff question but for me. . And others aren’t going to do that. I’m the kind of person that’s going to be here for you and that’s important to you. you’re saying. somewhere after the pacing questions you probably want to say.

my implication is real simple. And here’s this 80 year old guy on oxygen which was downstairs in his home right away. I’m this kind of person. this came from an 80 year old guy -. I mean.they’re some of my most favorite patterns in the entire world. and yet his mind was sharp. you’re the only person that can care for them or whatever it was that you said. Kenrick: Okay.for example. It’s a very powerful thing to do. Just know. Please excuse me in advance. I’ll just share with you one of his jokes. for example. then it’s less important because at that point -. That’s not who everybody else is. I said. it’s that I can do these things but other people won’t.we’re saying.80 some year old guy. really powerful. Go right ahead. So when you do this what you’re actually doing is you are -. Frances: Kenrick. we’re calling into question -. what’s the difference between a woman in church and a bathtub? Anybody? One has hope in her soul. one of the old masters that I -. but I did it without having to say it. all right. folks. so he probably might have just literally drug himself out of bed to come down. this is my MO.Kenrick: I can’t understand you. however your last little sentence was kind of generic. can I ask a question? Kenrick: You sure can. Frances: I thought I heard you say a little earlier that you want to add in something that only --only that we can do. This is like using the kind of language -. In other words. He was -. How important is it to get something on the second part of that statement that only we can do or is it just as important to say something that’s just generally what you can do? That others may be able to do also? Kenrick: All right.you’re adding to their criteria in a way that only you can solve and it’s really. if you’ve gotten them to really feel like they have a problem and this is really a serious thing and you are the guy that can help them. so tell me. Julie: It doesn’t matter. And still teaching. So.had an incredible sense of humor and loved these kinds of language patterns.he passed away not too long ago and I think he was in his 80s. I was implying with Julie there-. he said. this is who I am. the guy was sharp and so he told us this joke. You know. . if you’ve gotten them to really open up their kimono and emote. But he said.Harlan and I studied with -.

So. just rolling as this guy would -. let’s move on to this direct presentation. You have to hear it. what’s between a chorus line and prostitutes on the street? One is a cunning array of stunts. by the way. and that is.Now. the idea is that you have to hear the other side and that’s what I’m doing to you with strategy. Does that make sense to everybody? Frances: Yes. if you say it. you know. in order to find the joke either revolting or funny. The other joke he told like that was. I’m not saying it. I’m making you hear the other side. it really helps make the point that I’m wanting to make right here. to female therapists and I mean. I apologize for the inappropriateness of this. a serious point. you’re making a mistake and probably not going to close the deal. they couldn’t go forward they were laughing so hard most of the time. and I hope you’ll hear it. what we want to look to do is substantiate -. Okay. again. Okay. you believe it. this is not probably an appropriate joke to tell but I’m making a point. That’s where you really go wrong. I didn’t.so. You said it. Now. at this stage. Here is right where most sales people lose the deal. excuse me. you have to say the other side. You had to hear it the other direction. the whole room was rolling.I mean. hopefully you’ll take this in the spirit in which it’s given. And this was being told. Kenrick: Again. If you’re saying anything about anything else other than what the client has already talked about to. the first thing that we’re going to do is we’re linking your product or service and the specifics about what you can do to their exact criteria. Right here. so I hope you’d permit me the use of an off color joke to make a real point. Everybody understand that? Frances: Say it again. So the way to go right is to talk about exactly the criteria the client said and show them how they can have that criteria. . You had to put your mind there. They think that now it says presentation so they’re going to talk and off they go talking about stuff that makes no sense and has no interest to the client. I want to show you the power of making people hear things and when you have an example that blatant. Let me give you a rule of thumb. And the beauty of it is.

then away you go. It doesn’t take long. you’re going to show them a part of your system. this pain that they’re experiencing.it just has to be long enough to show them how you’re going to do for them what it is that they’re telling you and emoting with you about. your sole job is to show them how they’re going to have that criteria resolved. Let me tell you that the direct presentation should not be very long. you’re making a mistake and you’ll probably not close the deal. it may be -. We have to sell into (inaudible) that’s what we have to talk about.you know. Everybody understand that? Say ‘yes’ if you do. but you’re going to show them how you’re the person that’s going to solve the problem. That’s what we have to do. All it has to be is long enough to show them -.as a result of you going through your presentation. How this plan is going to be the guide and the process by which they’re going to take control of their finances. doing financial planning. And if you’re not getting an upfront fee. if you’re going to do the plan without upfront fees. anything else other than what the client has already told you their values.you know. This is a critical area that we’re in right now and in this area we have to get really good at sticking strongly to that criteria. If you’re planning. In real estate. All right. If you’re going to get an upfront fee. their problems. If you’re selling (inaudible).Kenrick: If you’re talking about anything else. you’re going to do the same. then you’re going to have to talk about why this plan is going to change their lives. their present state -if you’re talking at the point of the presentation about anything else other than those things. So if you’re recruiting people. for example. or an . you may have to show them some of the technicalities. I think I lost everybody else. you’re going to talk about-. you’re going to show them how you’re going to resolve the issues. Okay? So as a result of you having the -. Callers: Yes. then you’re going to -. whether it’s buying or selling. It’s not a long involved thing. you may need to talk to them about -. Fantastic.you know.you know. It doesn’t matter what your industry is. We’ve got three. this problem that brought them there. Kenrick: Wonderful. if you’re showing them how your product or service does anything else. this is what you’re there to fix.

I personally don’t like people asking me much of those questions and I . you might want to choose to -.ah. In other words. depending on what you do. Does that make sense? Caller: Yes. Write it out so I can see it. I think it was -.overview of your system. but for this one what’s really important that I want you to now start looking at is. and I explained that the pacing wasn’t pacing. I was thinking that you were giving me examples of how to pace their reality and in reality. So pacing questions. you’re going to introduce them to people that are happy in your system. then you’re going to move on and you’re going to close.I think it actually was.I’m not sure. Let me go just for a moment and talk a little bit about the pacing questions. Kenrick: Okay. All right. I explained -. it backs the ambulance right back up over their legs and makes sure they’re broken. how to go into the future with their problem so that it ramps up their problem even higher. So what I want you to do is to write this out and post this to the board. Make them feel better by taking action on your product or service which is to get them their criteria. That’s said harshly. So you’re going to write as much as you need to make your point. that’s not right. it actually -. and show how what your product or service does can give them the kinds of things they’re looking for. really points out what’s going on. no.and I said. and you’re going to show them how this system can bring them their deepest desires. anyway. You can add to its effectiveness by making sure that you’re repeating the problem because that’s a pace that they can’t deny and then as you go to what the future is of that. don’t try to make them feel better by soothing them with your voice. To that extent. you’re giving me examples of how to pace into the future which is that section of the form. I want you to write out some statements that show (inaudible) people’s mind your product or service to their highest criteria and to the resolution of their problems. I’m hoping this makes sense. Okay? And we’ll talk about that on our next call. So start with the criteria and present and problem states that you’ve elicited from them. but basically it really. Once you’ve gotten there. what you did is more or less correct. When I saw pacing questions from the gentleman who I was -I’m not sure who it was that I was talking with -.

It just -. You see it occupied as a pretty small space on the page. I’ll ask them to just continue on. my god. What would. Okay? So. they’re not going to be arguing about the price. as I’ve said several times throughout the course. it’s really reinforcing when you ask these kinds of things. is how. Well.won’t allow much of it. Now what it’s doing is. There are legitimate objections. if you do what I’m talking about. having this property sold for you -. if someone’s arm is hanging by flaps of skin and the bone is broken. fantastic. the first thing I want you to notice as -.that you don’t ask too many of them that break rapport. Then.people don’t -. How does this work? You’re going to tell them (inaudible) understand how to do this.in preparation for our next and last call. It’s showing them -.what I’m calling pacing questions here -.our last lesson. I’m hoping I’ll be able to go see my son when I retire. What would that do for you? Well. We’ll talk about these legitimate objections and we’ll talk about what to do. you know what? How do I do this with you? How do I work with you? What does it cost? How do I get involved? It’s at the point in the presentation that you’re also going to be showing them the finances. It’s not a real long thing. it just feels like the objections go. But I will tell you this. (inaudible) again to refocus on their values. So be careful at the point pacing questions -. I’m hoping I’ll be able to go move there. even in your own mind. by the time you’ve done a little bit of the presentation. They’re going to be trying to figure . you’re -.this is a short part.what would it mean to you to get a (inaudible) in place that corrects the problems that caused it to go bad to begin with so that you can begin to see things from a different perspective. it would mean that I finally have the success I want. for example. And what you’re doing with those is you’re doing an important thing. We’ll talk about them on our upcoming -. And if you’ve done it right. It’s not real long.this process sort of makes them go away. they may well be asking you. The payoff questions. Ah. they’ve already told you that. Okay? Which is a really great thing. in the presentation. Okay? And on our next call we’re going to talk about strategies that we can embed throughout the presentation that will help us overcome the objections that we might be getting. you’re helping them to presuppose that you’re the person that could do that.what would it really mean? Well.

I’ll go through it with you on our next session so I can help you understand if that’s going to cause a backlash or at least in my opinion. for example. you’re making a mistake. So. have you thought about doing a sequel to this series of eight classes? Have you thought about doing Influence Selling II? Kenrick: Ah. . Julie: Kenrick. you’re selling weight loss. it’s just a natural progression and it feels right and it’s really good. what a great suggestion. you’re seeing how this process is working. you know.out how to get their needs met now. I want to warn every one of you. I hadn’t. what you might want to do instead or how you can change it slightly. So I’m hoping that overall. If you're selling on price. but I might. that when the time comes to just move forward. And if you write what you’re doing on the board. You cannot sell on price. If you’re doing indoor selling like this form is talking about. So be careful with them. what you’ve got to do is sell on value and so in preparation for this upcoming session that we’re going to do together. Professional. you know. so that brings us to the close of this lesson. All right. you could go through this entire form with somebody. depending on what you’re selling. You can’t do it. If you do this homework. that no matter who you are and what you sell. Let me open it up for any questions about what we’ve talked about today and I will help you in every way I can. And be careful. and. it’s very important for me that you do the homework I’ve assigned. you may not need to go through all of the questions. I love it. the pacing questions can create a backlash. you’ve gotten someone down to a point of almost tears about their finances or about their properties or about whatever it is that they’re there to do. And that’s exactly the whole point of this is increasing our sales through intelligent use of persuasion in a system that we can go through and expand upon for our particular industry that will help us get the kind of sales that we want. you’re going to see how about eight or nine tenths of all objections are just melting away and you won’t get them because people are so powerfully convinced that they need the help and that you are the right place to get it. Actually.

what I mean by that is. The results can be startling.this is something I’ve worked with for my entire life. how your personal story. the undercurrent story that rules your life.Julie: I’d sign immediately. So taking what you know now. Or. To take it up to the next level. When I say ‘myth’. but I just haven’t talked about it and it’s certainly what’s gotten me the success I’ve had. that would be the next step if you want. So it’s using -. but what was missing out of the Persuasion Factor is this overall system and the overall guidance as we started. Kenrick: Well. this is your track to run on and then you jump right into the Persuasion Factor. I can tell you that six months ago I went through an enormous change. but we need more and would like to have more to become better at it. it’s a strategy that is more how to change the way you think and how to draw the kinds of people to you that you want. The Persuasion Factor goes way.you know. long before The Secret became popular. and a new marriage. This is persuasion. I think. The Persuasion Factor would actually be the next level. and that kind of thing. I’m sure a lot of people would too. It’s going to be called. let me give you a great suggestion. I think it’s full on life changing material starting with how to get into your personal story. the White Side of Persuasion. solely -. but twenty or thirty. I feel like we’ve gotten started on something that’s really good. How that caused you to be where you are right now and how to change it to get where you want to go right now. the whole process of selling and persuasion so effortless it isn’t even funny and it’s not a strategy as in this kind of strategy. at least the best I can tell you right now. and this will be an entirely different way of doing things. a divorce. how to do that through energetic methods. So it may be right up some people’s alley and it may not. yes.particularly as a result of following my strategies that I’ll be teaching you in this upcoming -. and you know. I’m coming out with an entirely new strategy. amazing. there’s a way to do this that can make. but it’s really using universal principles to bring to us what we really want. way deep into persuasion skills that will take it up not only a notch or two. But to those that it resonates with. way. hoping to be four to six weeks in the future with it. I would recommend my program The Persuasion Factor.not that people . it can be drastically upheaving. you could easily apply this -. your personal myth (inaudible).

Julie: What is The Persuasion Factor? Is that a series of tapes or is that a-- Kenrick: It’s downloadable right on the internet. No space for the final C. And when you do. you can see my previous Tweets and you’ll be able to see the kinds of things that I’m talking about for The White Side.com. You can put it right into your iPod or whatever and it’s a series of lessons and pdfs and transcripts and the whole nine yards that you get. Just stay tuned and I’ll let you know just as quickly as I have more details. So go to Twitter. or it’ll be lessons followed with questions and answers live. therefore.even if you don’t want to use it.com. so if you don’t have one -. . Persuasionfactor.and by the way. or it’ll be something like we’re doing here. just go sign up and add me to it and then you’ll see. it says ‘find people’ and where it says ‘find people’ type KenrickC. I’ve been putting it all together. Julie: Is that going to be a series of tapes or is it going to be -. I tried not to. really concise and to the point. and getting so excited about it I can hardly stand it. And for those of you that are not following me on Twitter. not elaborated upon in other words. I would think. then you’ll be able to see everything that I Tweet and for those of you that would like to get an idea of what the kind of stuff is that I’m talking about while extraordinarily generic. I’ll start letting you know about it. you’ll get a great idea about it. how I’m going to do it -. but unfortunately it wasn’t to be. if you have a Twitter account. So -.well.have to end in divorce.it must be a series of tapes.it’ll either be a monthly program like I did with the Persuasion Factor. working feverishly at it now for a number of months. And you can see all about it.but if you want to go. Kenrick: At this moment. I haven’t figured out exactly how I’m doing it. The problem with Twitter -. It’s all one word. a Twitter account is free. the problem and the opportunity both is that it gives you 140 characters to say something. please add @KenrickC and you’ll get an example -. And I’ve probably created enough for about five such courses. desperately tried not to. But I’ll let you know. So what you say has to be really.

Kenrick: Anybody? Nope. All right. It’ll really be a great thing if you can crank out that lesson and post it to the board. I’m excited for you. Bye bye. I really appreciate you interacting with me and your feedback. and this is a pivotal point for you. Anybody with any other questions about our material for this lesson? Caller: That’s good. . I’m really hearing people on track. fantastic. well. let’s get back. thanks everybody for being on this call and part of this lesson. Have a wonderful few days and I’ll talk to you on our next call. Well. I can’t wait for you to implement this and I will see you on our next call. Thank you.All right. our last call.