Interested or ?

When you go out networking, are you interested or interesting? Are you waiting for your chance to talk or are you waiting for the opportunity to learn more about the person you are chatting with?

I want you to be interested. Learn questions that allow the other person to comfortably talk about themselves. Be genuinely interested in what they say...adopt this attitude...people are a never ending source of fascination for me. Don't worry that the other person doesn't know anything about you yet...and yes, I know that you are very interesting indeed! Still, your turn will come, in this conversation or the next. The odds of your getting to that next conversation are wonderfully increased by starting by being interested, not interesting.

Till next time Constant Reader...Jack

Sphere of Influence

I stated earlier in this post that for the vast majority of small business owners, if they had 220 people that were in their sphere of influence, they would be making most or all of the money that they wanted.

So what is a Sphere of Influence as I define it?

Someone that knows you, likes you, trusts you and you have had at least 8 contacts with that person.

8 contacts...why and how is that?

Contact 1: You meet them and ask permission to build a business relationship.
Contact 2: You send them a note...nice to meet you....looking forward to learning more.
Contact 3: You call them for a meeting.
Contact 5: You meet them.
Contact 6: You send them a note after your meeting..It was nice to meet you...assuming it was!
Contact 7: You add them to your newsletter distribution list...with permission of course!
Contact 8: They get a handwritten note from you each and every month.

So, 8 contacts can happen pretty quickly and why 8? My personal experience and the experience of many other salespeople strongly indicates that after the 8th contact is when you can expect to see reciprocal business start to happen...business by referral!

How many people do you have in your SOI that know you, like you, trust you and you have had at least 8 contacts with and are now getting your newsletter and you send a note to each month?

Is it less than 220? Are you making all the money that you want to make? Humm...interesting.

Till next time constant reader...Jack

Anchoring and Eliciting Peak Emotional States

So here is a bit of information about why the incantation in my last post is so effective.

• It is done just after some coaching work that elicits some great and empowering states.
• These states have been have been checked for ecology and custom designed for each participant.
• Anything, and I do mean anything, that is done just as an emotion is reaching its peak, its maximum intensity, will become anchored to that emotional state.
• Once this anchor is set and tested, the state...the peak emotional state, can be recreated or recalled very rapidly by firing or triggering the anchor.
• The Incantation is unique...it represents a trigger that is seldom going to be fired at random...this helps the anchor maintain strength and effectiveness over time.

A great resource for those of you just beginning to explore the field of NLP and learning what it can do for you is Heart of the Mind by Connirae Andreas. This book is a great overview and has some great pieces of personal changework that you can begin to use immediately.

Till next time...Jack