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EMPOWERMENT MENTORING COMMUNITY
3.) ESCALATING PROBLEMS
Generally speaking, people don’t need solutions to problems they don’t realize they have. If you have never thought about dying then you’ve also probably never thought of the problems you might be leaving behind when you die!
If you do think about it, you may become aware of actions you can take now, to remove problems you family would otherwise have after your death.
Now awareness of the problem means the solution is not relevant to them: Þ Do you want to buy some life insurance? - No thanks
Process to raise awareness of the problem:
Þ This is a nice house! - Thank you!
Þ Do you own it? - No
Þ You have a mortgage? - Yes
Þ Does your wife work? - No
Þ Should anything happen to you, would you want your wife and kids to stay
in this house? - Yes, of course!
Þ How would they pay the mortgage and their living expenses? - Oh, I hadn’t
thought of that
Þ Real client story of when it goes bad and a real client story of happy ending
.. and it only cost them $75 a month!
Þ Would you like to find out how much it would cost you? - Yes please!
One way to use the same approach when speaking might be
Þ Solve the advertised problem in your free call / webinar / keynote Þ Make the audience aware of a new problem during the same talk Þ Get them to agree that they have the problem
Þ Offer the solution to that problem in your next program
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