mikortelefona wrote:Richard Dennis interviewed Sarah Thompson on whom you spend your time working with and this is Sarahs answer:
Sarah mentioned that you first have to build a relationship without an agenda. Before you decide if you are friends with them or not they are still your clients. When they are your clients you have to give them information that is valuable enough for them to want to have a general conversation with you.
Here is an example of listening to a clients answers. Which Tom Big Al Schrieter says you have to pay more attention to than the questions that you ask:
When a client tells you that he is working 75 hours a week and has two jobs in order to make ends meet. He tells you that he gets up at 4 am in the morning and comes home at 8 pm at night. Then he claims that he hits the pillow.
That is a reasonable explanation of why is he too busy. However if he continues and tells you that he is willing to spare an hour a day in his business without you asking him to join you then you can respond like this:
Great if you decide to do that here is what happens: If you work an hour day in your business for two years and build a strong team that duplicates you then you can retire at full pay.
If the person whom you are working with is someone who says that he has to go watch Oprah or claims that he wants cash right now, tell him to go get a job.
Good point lawrence , we don't want people in this industry who want to get rich overnight : you will often find that these people are the easiest to sign up for your business and they are also the ones who will quit the soonest without any legitimate reason : We actually want people who are willing to do something everyday , learn something new each day and take action, even if it means that they are only putting an hour each day . It is because they are realistic , they realize that fruitful businesses are built over time : they can visualize , they want to put in the effort to build their business over time to reap the fruits and benefits that will follow..