An Expert When You Decide? I Think Not.

Written by Matt Stefanik on May 10, 2011 8:05 am

One fundamental philosophy of attraction marketing is that you must establish yourself as an expert in order to become an authority in your particular field. This begs the question and often poses somewhat of a catch-22 for those new to attraction marketing and that is, “How do I establish myself as an expert when I am not. I feel I need to generate leads and have some success in order to establish myself as an expert, but if I don’t establish myself as an expert I may not generate any leads or have any success.” Ah, yes, this does appear to be a problem.

This is an issue that comes up fairly regularly in the network marketing industry and I have seen it addressed before by others. I heard Jonathan Budd say something that stood out to him was hearing one of his mentors say that you become an expert the moment you decide you are the expert. I do not agree.

While I understand the mentality behind this answer, I don’t necessarily fully agree. If someone were to get this answer and say to themselves, “Okay, I decide that right now, I am the expert,” do you think they will fully believe it themselves? If they don’t believe it, no one else will either.

So, this response is more about positive mental attitude and may not cut it for some people. I think perhaps a better response to this issue lies in the following.

In order to be an expert in anything you must adopt the mindset of an expert. You must understand and convey to others that as an expert, you do not chase people regarding your primary program or attempt to “convince” another this particular tool is what they need for their business or that service is what they should be using.

You understand that as an expert you are busy, you respect and value your time and won’t let anyone else treat your time any differently. The expert refuses to relinquish control of any prospecting call and always remains emotionless if during the prospecting interview he or she finds the prospect is not their ideal candidate. The expert attitude when prospecting is something I heard Mark Wieser say which is “some will, some won’t, so what and there’s always someone waiting” (four SW’s).

See, the “expert” is nothing more than a position of power attained by an authoritative attitude. It goes beyond, “fake it till you make it,” which is something I learned when I started out in real estate nine years ago. You can fake it all you want, but unless you adopt the posture of the expert people will see right through you.

In my opinion, to become the expert it is more than just a decision. You must fully understand and embrace the attitude and posture of the expert.

In other words, to establish yourself as the expert you simply must “get it.”

To Your Success,