THOMAS SCHREITER

Others will help us to expand our networks to the right people. They know great contacts for us that we don't. How do we get them to connect us with the best prospects for us? Simple. We just remember that the purpose of business is to solve people's problems. So all we need is this simple statement: "I am looking for people with {this problem} who want to fix it. If you know someone who wants to fix it, please let them know my contact details." Example? "I am looking for small business owners who hate doing their own taxes, and want someone to help them. If you know a frustrated business owner like this, please let them know how to contact me." And the best part? Sometimes the people we ask volunteer themselves.

How to read the minds of our audience When we give a speech, we want rapport with our audience. They want to feel that we understand them. Fortunately, this is easy. Most audiences think this when we start: * Who is this person? * Why should I listen to this person? * Does this person have credibility? * Why should I pay attention? * Maybe I should be texting on my phone. * Does this person know what he is talking about? * Am I wasting my time? * I wonder if this person will ever get to the point. * Will this person say something of value for me? * Is this person self-centered and egotistical? * Will I be entertained? * Do I like the way this person dresses? * Do I like this person? * Why do I have to sit through another boring speech?

Our first hurdle is to get their attention. If no one is listening, why are we talking? The conscious mind can only entertain one thought at a time. Currently, they are thinking about something other than us and our message. We have to replace this thought. How do we freeze and take control of their minds? With a question. When we start with a question, they have to stop what they are currently thinking. Now they have to try to understand our question. Then, they have to think of an answer to our question. Yes, we have taken control of their minds. An example? When I arrived here today, do you know the first thing your manager warned me about? Easy.

Train our readers to open every email by including something of value in each mailing. Even if the email is only an announcement, try to include a tip they can use even if the announcement is meaningless to them at this moment. This trains us to think of our emails as a message of value.

Platforms, clubs, and associating with good prospects are meaningless if we can't communicate and connect effectively. I read "How to Win Friends and Influence People" by Dale Carnegie over 50 years ago. The best investment ever. Learn more about connecting with people in 3 hours of reading than spending money on marketing and communication courses. He makes it simple and usable. The best

When asking for referrals, it helps if we can guide our prospects to look for the right people. Here is a basic outline of a script: I am looking for people who have this {problem} ... who want to fix their problem. Do you know anyone like that? We want prospects with a problem. A problem is always more motivating than a benefit. We want motivated prospects. And, we want prospects who want to fix their problems ... now, not sometime in the future.