Today’s question is:

What is the biggest difference that you can make in the lives of your clients and prospects? What can you do to help make their life better and how do they perceive the value that you bring to the table?

And I want to give you a couple of exercise that you can do.

One is we have talked earlier on a different tape about the outcomes and obstacles exercise. Going through that helps see the world through their eyes and can give you some insightful ideas of what you can be doing to add value to the relationship and make you more of an indispensible resource in the only place that it really matters, the mind of your client and prospect.

But here is another strategy that is a covert questioning strategy because as they are answering these particular questions, you are going to be deepening the level of trust and rapport that you have with this particular client. And is a conversational pursuit, easy for them to ask, easy for them to answer type of a question and that is:

When we began our relationship what was it that you were going through at that particular time that put you into a position when you were ready to move forward, and move onto a new relationship? And what is it that you perceived about me or my firm that made this relationship that we have got makes a lot of sense?

Now think about that question for a little bit. Number one its easy for them to think about because it is something they have gone through. And they will go back and probably what they will give you is the rationalization, the conscious rationalization they have used to justify the emotional decision they used when they decided to do business with you. Which is fine for this particular exercise, it is a good idea to deepen that, just like we do when we are selling something and we are getting outcomes and we want to deepen the answers that we are getting to make sure they are getting the answers behind the answers.

But what this is going to do for you is two things:

1. It is going to allow you to see the world through the eyes of your clients. And understand maybe from a different angle the value that you really bring to the table. Which may or may not be, it may be an affirmation of the value that you bring to the table, or it may be that that different perspective that you are getting now when you are talking to your clients. Allow you to see a whole bunch of value that you didn’t realize that you were bring to the table. Now that is one real benefit of the exercise
2. What do you think happens as that person pays you in essence a pretty honest compliment about something that you do well or did well or was a problem that you solved for them at that particular point in time? What happens to your position in their mind? It is going to go up. That is one of the reasons in the fundamentalist type churches the reverends love to get people hollering out, “Amen!” and, “Testify brother, testify sister!” because when we make a public statement suddenly we are rewiring our brain and our unconscious mind will go to great lengths to remain consistent with that public commitment we just made.

So for two very powerful reasons this is a really cool exercise to go through. And it gives you an opportunity after they have paid you that compliment to now jump in and say, and use that as a catalyst to ask for referrals of other people that they know that maybe you could provide that exact same service for.

So sure powerful exercise to go through, it is probably going to open up your eyes a lot and see things you have never noticed before. And as that happens what I would love for you to do is go into the members area, post that onto the forum and share your success in the results you got in there.

Thanks a lot for tuning in we will talk to you soon.