The Networker Zone
The ultimate podcast for networkers in direct sales, network marketing, MLM or any sales side hustle. You’ll learn the skills for the how to and the mindset to make it work.
From the author of over 20 best selling books and over 25 years in the business here’s your host Keith Schreiter.
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The Networker Zone
Brain Science tips and tricks for network marketing with Tom "Big Al" Schreiter
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Networkers Co, the ultimate podcast for networkers and direct sales, network marketing, MLM, or any cell sideup. You'll learn the skills for the how-to and the mindset to make it work. From the author of over 20 best-selling books and over 25 years in the business. Here's your host, Pete Strider.
SPEAKER_03This episode was taken from a previous master class. I love sharing old masterclass audios. Number one, because it gives you a little bit of sample of what we have to offer. Now, the masterclass, we do them over Zoom, we do them weekly, we do uh some homework assignments and bonus episodes. There's so much to the program, but I want people to get a sample of the masterclass. Number one, so you can get value right away. In fact, this particular one was on what we call brain science stuff, which really should be called brain science tips and tricks, where we talk about how to talk to the subconscious mind, how to talk to their survival programming. So what we have to offer makes sense. We're not having to bore them with facts. We talk directly to the subconscious mind. So it makes sense. Again, we're doing this for a win-win. A win for the prospect, a win for us. It's good for humanity, and I love sharing brain science stuff. Again, if you'd like more information about our master class plus program, I'll put a link in the episode notes. But I want you to receive value right away, so let's get into this week's episode.
SPEAKER_02To the first uh thing, which is the worst unsolicited message phrase this week. And they ask, have you looked into such and such company? Check out the article I wrote about the topic. So we have to ask ourselves, okay, um, is there any shortage of articles that we could read on the internet? And the answer is no, there's tons of them. So we probably need a good reason to uh go read some somebody's article. And this just didn't give it, so it's gonna be kind of hard. Uh, here's one that's even worse, and I get this one a lot. I'm sure you do also. Are you available to chat? And you think, gosh, uh, if I wanted to chat, I wouldn't be on the uh internet right now answering my messages. I'd probably be you know chatting away and falling behind. So we have to think, what's in it for the person that gets the uh invitation? So uh uh going back to some homework and some topics from last week, one of them was people say, Well, uh, how does this humor thing work again? I like the explanation last week that it's kind of built on surprise. So I found a YouTube video. Here's uh Keith will put put the link in on the replay. But the replay of this video is uh sort of a miscommunication. So it's just very short, maybe 20 seconds. But every answer is not what you expect, which brings humor. And this is probably the best example of unexpected humor that releases um hormones in our brain that make us feel good. And if you have a chance, watch it, it's only going to be 20 seconds out of your life. Let's move on. Uh, some more homework that came in. Because remember, we're we're talking about the offer. And if the offer is really, really good, we don't have to do much else. People can figure out, yeah, this is exactly what I want. For example, if we're thirsty and somebody says, Would you like to have a glass of water? That's a pretty clear offer. It's a yes or no, we don't need the history of water. But uh Lawrence's homework is uh he starts with a very good, a very good rapport. Our faces, our first impression, it's also a nice sound bite. And we want to have people telling us, and we think about it, is this what people want? Yeah, people want other people to talk about them in a good way. Want them to be saying, You got the good look. And he continues on with uh the rest of the uh longer rapport, which is some people have figured out a way to look 20 years younger in 30 seconds a day. And it's an example of a really put-together offer that builds rapport, doesn't uh set up resistance, increase curiosity, where people say, Yeah, how does that work? Tell me more. Uh, another one that uh Lawrence submitted that uh we just do a couple of them from Lawrence here, real quick. Uh, this one says, uh, we all want to fit into our skinny jeans. Now notice uh see if I got that right. Yeah, we all want to fit into our skinny jeans. All right, so skinny jeans, great sound bite. And we all want to fit into them. All right, we have good rapport. Then we say uh the problem. We complain that our pants don't fit us anymore, establish the problem. Some people figured out how to fit into their high school jeans, and let's face it, most people are heavier than they were in high high school, and with two special fruit snacks a day. So, what's the curiosity there? Oh, what's those fruit snacks? Tell me more about it. An excellent offer. Uh, one one more for Lawrence here.
SPEAKER_01Uh, dieting is hard. Now that's pretty easy rapport.
SPEAKER_02And we have no time to exercise. And of course, even if we did, we don't want to admit that we had the time, we just are lazy. But some people have figured out how to turn their bodies into fat burning machines, which is a nice uh sound by, and made it easy by changing the coffee brand. So the question is, what's the coffee brand? So here's an example or three examples of easy offers that a new person can learn in five minutes, and just take the volunteers because we have to remember this brain science thing, which is the closing that comes before the presentation. So we're making offers, and the prospect is going to be closed in their mind. I want this or not, before the presentation begins. So uh let's move on to uh some more homework here. Uh this one is uh from Jess, who allowed us to share this also. And in her homework, she asks, could you help me make a special offer people cannot review? Okay. And she says, I got the paperback book, and uh my product is the world's greatest water ionizer. And we have to ask ourselves, do people know what an ionizer is? And the answer is not unless they're really big into physics. They probably don't know much about ions, and it changes ordinary tap water into one of the most healthiest waters in the world. Ordinary tap water, they understand healthy water, they understand most healthiest water in the world. Will people take that as hype? We don't know. It's something you could test. You say, well, maybe I should just say healthier, so they don't feel resistance that there was some hype or selling involved. But remember number nine, tool number nine from the offers that we did was called prime, uh, was called um priming, but we always talk about positioning. So we're gonna talk to her about making a special offer, and it's gonna be about the positioning of the offer. So, what I did is uh I sent her back some ideas how she could position it, and then she can create her offer from that new position. So here's uh a couple positionings. Here's a number one if you buy bottled water now, you've already paid for our water ionizer. Well, people are gonna say, Well, I've already paid for it. Let's talk. All right, and you're gonna pay for it again and again. Oh, that sounds pretty bad. Yeah, we should talk. Might as well purchase it one time as you'll buy water for the rest of your life, and carrying bottled water is a pain to heavy. That's one positioning that if they're paying money for bottled water now, why not use that same money to get this uh water ionizer? Uh positioning number two that she could choose, depending uh on her personality, her market, what she's comfortable with. She could say, everyone wants to be healthy, and most people don't have time for complicated health regimens. And they think, yeah, I can't take a handful of vitamins or stuff and exercise. Would you like to know a fast way to get healthier fast? People say, Well, yeah, I'd like to get healthier fast, and I don't want it complicated. So, what's the position here? We're not positioning this against another water filter, we're positioned against the ultimate benefit, which is a way of being healthy. All right, uh, here's another way to position it, and this is using uh a question to stop their thinking. That is, here's a test: 60% of our bodies are water. What do you think will happen if we supercharge the water we drink? And of course, they're gonna have to think of an answer, aren't they? And they're gonna say, Well, I guess uh I'd feel better. And how would I supercharge the water? If they didn't ask, you say, Would you like to know how to supercharge your water? Again, into conversation, but they've already made the mental commitment. Yeah, I want to be healthier. Here's uh position number four. Uh she could ask, Do you know anyone which takes them off the hook who got sick and really regretted not taking care of their health? We can all think of somebody like that. Especially when one little change can make a huge difference. So, what are they thinking? I need to know what that one little change is, which opens up the conversation, but they're opening up because they want that change and they want better health. Positioning number five that I offered her was do you ever wake up feeling tired or have a foggy brain? Well, gee whiz. If they're an adult, of course. Uh wonder why that would happen. And now it forces them to start explaining um how they feel, the problem, which is going to make it so much easier to approach. Position number six. Uh, supercharge your drinking water and supercharge your health. Done. Just a really quick way. So those are six different ways. So that's why it's important to send in your homework. Always get suggestions. You don't have to take any of them. You can take all of them or just pick and choose. Send in the homework. Okay, so uh then I ask her, uh, how are we doing? There's lots of directions we can take our offers. So once she decides the direction, well, then you can start making even a better offer in that one direction. Uh, another example of positioning is doing it with humor because we talked about humor and positioning. And this is an example from um a healthy cereal. I think it's called uh magic some magic spoon. It says um healthy cereal that doesn't taste like this box. So there's the offer, it's a healthy cereal, but it's gonna taste good. And the humor in it, because you don't expect somebody to say taste like this this uh box. So the humor creates an emotional response in the brain. And remember, decisions come from emotion. So this is a world-class offer. I I'm sure they spent an advertising agency uh a ton of money creating this and refining it. It's just something we can look at and say, hmm, maybe I don't have that kind of budget, but I could maybe get a pointer from this. Here's one more. And uh for those that are not familiar with Cheerios, I don't know where you've been, but Cheerios is a breakfast cereal that is um high glycemic refined cereal product. It's not considered to be very healthy, even though it is from oats. But they repositioned it beautifully here by saying, you know, it's a peanut butter and uh banana bites with a few Cheerios, and because they even threw in some marshmallows. You have to ask yourself, uh, somebody looks at that and says, Well, that looks pretty tasty, and I'm sure it's healthy and great positioning. So let's use our creativity. If our positioning is different and right, everything else is just really easy for making an offer. And if you haven't read the offer book you got, uh please do. And if you can't leave a review on Amazon if you qualify, uh, only certain people can leave reviews on Amazon. I think you have to spend like $50 with Amazon over the last six months to be kind of like a qualified user of Amazon. But if you have, leave a review so other people can know, hmm, this is what you thought about it. And they might say, is this something I want for me or not? It helps them make up their mind. All right.
SPEAKER_01So let's move on to some more brain science here.
SPEAKER_02Everyone on this call, through all the master classes we have, know way more about brain science and people than the ordinary person. We're just so far ahead that if you look back and look at them starting off, you kind of like slap your forehead. Um, so we are in the decision-making business. This is an important thing for us to remember. Our job as network marketers is to get the yes decision. The company does almost everything else for us, you know, shipping, delivery, legal websites, customer service, and stuff. And if we're in the decision-making business, the next thing about the brain science we have to transmit to new people very quickly is people make the decisions instantly. And last week we gave plenty of examples of that.
SPEAKER_01So if you think about brain science, what we know that we didn't know when we started, here's the question for the QA What ideas have we learned about the human mind that we've learned so far from the master classes?
SPEAKER_02So far, I've mentioned a couple like that. Decisions are made instantly. That's counterintuitive, but we know that to be absolutely true. And we we know that people uh make decisions based on little or no information. So, what else have we learned about how the brain works, how they make up their minds, how we can talk to people through these master classes? So, in the Q ⁇ A, type in what you've learned. And we'll start here with Janine. She says, uh, we learned about emotions. And that's pretty cool because it's the emotions that trigger the decisions, not the logic. So fact dumping, which we'll talk about momentarily, is out. All right. Um Steve says humans make decisions with emotion and justify those decisions with logic. Uh, that is so true. Engineers and accountants do it all the time and just insist that it's logic. Uh we work on emotions from Carol Downey. And uh confused mind always says no. That's interesting because um what I used to do when I first started was give a presentation. They didn't say yes right away. I dump more information on, which confused them even more. I was killing myself. Uh Beverly uh kicks in uh fight or flight, how they make that decision right away. Uh Andrew says survival programs. The survival program um kind of creates other programs in the brain where they make all these instant decisions, and it's the number one driver. So if we look at the brain as a survival organ, we say, okay, I'm starting to get an idea why these decisions are made right away. Uh closing comes before the presentation, uh, how the color personalities affect decisions for Carol. Uh we're curious about how stories end. Uh, stories and uh next week we'll be talking about creative stories. Stories just totally rock. So we've learned quite a bit here about uh what we can do with the mind, but let's go um a little bit further here. So let's move on to the next fact here. The human mind is limited to one conscious thought at a time. Now, our subconscious mind can do 100,000 things simultaneously because there's all an automatic program, there's no thinking involved, but our conscious thinking mind can only have one thought.
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SPEAKER_02So if we can only have one thought, and we're going to give them a really long information-rich presentation with tons and tons of data, it's not going to work very well for decisions because there's no way for them to balance you know 50 different facts in that one little thought going on in their brain. So that alone would explain that all right, if I can keep in mind that they can only think of one thing at a time, not only can I control their thoughts, but I won't uh be bothering with all this extra information and videos and stuff that's uh they can't process. So here is the next step. We can logic and fact our way into presenting, and we can get people to nod and agree all they want. But it's the subconscious mind that makes their decisions. So all the facts. Uh it's not gonna, you know, we can prove it to them, but it's not gonna make a difference that their subconscious mind has an emotional program or decision against. A quick example is we all know that we should exercise, you know, 45 minutes every day or something like that. That's what I've been told. But that's logic and it's fact, but we have other emotions that's going on that keeps us from doing that. We all know that we should probably eat, you know, eat the grass off of our front lawn, everything raw, organic, whatever, but but we don't. That's logic and fact. But emotionally we have social things with family and friends. We like going out for pizza, we like to taste, you know, lots of things going on. So these current programs, these emotional decisions we have in our mind, override all the logic and facts. So, an example would be somebody has in their mind, don't believe in salespeople. If it's a salesperson, don't believe them. So once we know that, we say, Well, I better stop doing stuff that triggers salesman alarms. Because as soon as I do that, that program's gonna show up. So maybe I shouldn't show them 104 PowerPoint slides, or maybe I shouldn't hype too much that scares them and think that, oh no, you're just trying to sell me. Things to consider. So in the QA, here's a little question here. What percentage of what we do daily is controlled by our subconscious mind? Of all the activities we do during the day, what percentage would you say is controlled by our subconscious mind? So in the QA, um, throwing a number between zero and a hundred percent.
SPEAKER_01What percentage would you guess? And uh Keith, what do we have for uh some uh of these uh accurate guesses here?
SPEAKER_03Well, we're all on the same page as far as going high. Um rounded number of uh 90, 85. We got some 95s, 97s, 99s, uh 85, 90s, uh all the way down to 70, but everything's pretty much on the uh high 80s to uh you know all over the 90s, but uh we're definitely on the high 90s pretty much.
SPEAKER_01All right, so can we conclude that it's a lot?
SPEAKER_02So here's just to keep us alive, the human subconscious mind probably has to execute 100,000 programs per second just to keep us alive. Pump blood over here, move this muscle, blink this eye, create 30,000 new digestive enzymes, uh immune cell therapy over here, blah blah blah. That's per second. So the subconscious mind just totally rules and wrongs, and that's where we should be focusing our time. So you say, All right, uh so my prospects are kind of on autopilot. So here's the good news prospects are on autopilot and only react to what we say and do. They're not using their independent conscious mind thinking, they're just using their automatic programs to react to what we say and do. So if we react like a salesman, they respond like a salesman. If we punch them in the nose, they punch us back. If we give them $100, they give a smile back. So all of our prospects pretty much react to us. That's good and good news, but it's also bad news if we have no skills. But this means that we have a lot of control, not ultimate control, but a lot of control over our prospects, our presentations, how we talk to people, because they're simply reacting to us. But here's the next question: how do we get new ideas and program and uh programs into our subconscious mind? You say, okay, I got this prospect, and uh I want they're not thinking the way I want them to. And I I know they have programs, but I need to kind of maybe insert a few more in here because uh it's never gonna work the way they're thinking right now. So the question is how do we get new programs that are automatic in our prospects' brains? So uh here's A couple examples here. We get them from repetition from teachers and parents and possibly media. So let's say that we uh let's use politics and not because we're political, but it's easy for an example. You say our teachers and our parents taught us all the way through school, because we lived in a very conservative part of the country, that the conservatives are right and the liberals are wrong. And not only that, all the media newspapers reported the same thing. And we hear it over and over and over again. What program do you think we're going to end up with? So gosh, I'll probably end up with the programs that were taught for me by my teachers and parents and media and the people I hung around with. And the answer is yeah. So a lot of our personal programs got dumped on us by others. We didn't choose them, they just got dumped on us. And we've got to remember, hmm. So when I talk to my prospects, they probably didn't choose a lot of these programs either. So we need to change some of them. So here's the next question: What's the easiest way to change a new program? And the easiest way is just a simple experience. You can lecture, you can fact, you can do testimonials, but nothing works as well as an experience. You take a three-year-old kid, say don't put your hand on a hot stove. The three-year-old kid does it and burns their hand. That program is already in never put your hand on a hot stove, just from that one experience. So not every experience is this intense, but the point is, experience is the best way to put a new program into another person's human brain. Here's another way of looking at the programs in the brain. Uh, new ideas can be understood by comparing to known ideas, positioning matters. So, uh, all right, what do we mean by that? The human brain can't understand if we just say the number 78. The human brain says, Well, 78 what? How do I compare it? It doesn't know. So the only way something new, like network marking or being an entrepreneur, or um better health through nutrition, the only ways he can be understood by the human brain is by comparing it to something they already know. So, what we compare it to is going to be important, and this is called positioning. How we present what we have versus what they know inside their brain. So there's some strategies on it, and we're just going to steal a couple of them from the book. Uh, strategy number one is no dumping. Uh, we don't want to give a whole lot of facts and figures to people because there's no way they can understand them. And if you if you just watch any YouTube video, uh let's say, well, uh on economics, 14% revenue year over year on January with the any you say, all this math, 14% means nothing to the human body. Uh, the human mind just doesn't get it at all. So, no dumping of facts. So, you say, Well, our uh special ingredient is 41% more effective than their special ingredient. 41% doesn't really mean a lot. So, our first strategy is not to dump facts and figures. Strategy number two. Uh we got to slow down our prospects thinking because they basically have ADHD. When we're talking to people, they just they're twitching, they got to get back on TikTok, they got to be thinking of what's gonna happen tomorrow. Uh, they're they're wondering how long this is gonna take because they're gonna miss their favorite TV. So we got to slow down all this wild manic ideas going in all the different directions, and of course, we we learned to do that last week by asking a question because you ask the question, they have to forget all that other stuff and say, what does that question mean? How do I answer it? We slowed it down, you say, Well, that that sounds uh pretty interesting.
SPEAKER_01So in the QA, um let's ask ourselves right now what question can we ask prospects to keep their attention?
SPEAKER_02We want to talk to them about our business, but just a question, any question that we can ask that will keep their attention because when we do that, we totally control and focus your mind because they can have one conscious thought at a time. So they say, Well, uh, I I sell uh retirement programs. Well, let's ask them a question. What percentage of your retirement fund do you think the government took already this year?
SPEAKER_01What do you mean? Uh do they take a little bit every year? I wonder what percentage that would be. And we stop their brain.
SPEAKER_02If you sold uh skincare, say um what question could you ask? You say, uh to make your skin look young, what percentage comes from the outside like creams we put on, or what percentage comes from the inside, like the stuff we eat? What's the percentage do you think? Well, I gotta think about this. So in the QA, what question could you ask just to stop their brain? And Keith, what do we have here for a couple questions?
SPEAKER_03What's the most important thing in your life? What's new with you? Would it be okay if you had something that works better than your current vitamins? Uh have you ever wished you could invent a product or app to make a fortune? So yeah, just some good stuff right off the bat. Um see if we got paid twice as much, what would you do with the money? So I get them thinking there as well. So keep those coming in. We got a couple more. Oh, and we get a couple more here. Uh how much uh of life insurance does your family need to survive on? Or you say you can position that uh by not using life insurance as well. You can say how much uh income does your family need to survive on if something happened to you, things like that. So, yeah, awesome stuff. Keep them coming in.
SPEAKER_02And you say, Well, uh, I'm a little bit shy. I don't want to go quite this far. Uh but I do know I have to stop their mind, so let's use strategy number three, and that is using something called an indirect question. An indirect question is we don't actually ask them a question because maybe we're afraid of rejection or they think we're a salesman, but we make a statement in a way that will form that question in their mind. So let me give you some examples of an indirect statement if you haven't read the book. It goes like this. Uh, first example. I don't know how much money you would want to make with our business. Now we didn't ask them a question, but in their mind they're they're thinking, well, how much money would I want to make with your business? Just because we made that off-the-cuff statement. Or I don't know how much you want to save on your electricity bill, but I am sure you want to get rid of your of the overpayments now. And they're thinking, well, how much do I want to save? So this is an indirect question, it's a statement, but will create a question in their mind. And these are very, very powerful. It's like mind reading. Uh, let's do a couple more here. Uh I uh I don't know how important it is to your children to experience a week at Disney World. Well, you say, well, I'm talking to a yellow personality, and that's all she wants for her children, or he wants for his children. And you see, that'd be a really uh a way of bringing up the emotion without asking them directly and putting them on the spot.
SPEAKER_01Or if you sold health, I don't know how important your personal health is to you. And they're thinking, well, it isn't important at all, or it is. They're gonna ask themselves that question. All right, so how about another one here?
SPEAKER_02I don't know when it will be a good time for you to start having a second paycheck. So they say, Well, when would be a good time for me to start having a second paycheck? Well, what's the answer in their mind? Most of them are gonna say, well, pretty soon, you know, because I got credit cards coming in. But we didn't attack them directly. This very, very kind. I I don't know how you feel about having enough money to retire or worry about working forever. Well, I know how I feel about it. And they complete the question and answer in their mind, but you have totally dominated their conscious thinking, so it can't go off in different directions and trigger uh well, lack of attention or trigger a whole bunch of negative programs. It is so easy to control the human mind, and just think about what magicians do. And I think I uh posted this in the network marketing questions, a little uh YouTube video clip of just how easy it is for a magician to uh misdirect. All right, so let's move on in the QA.
SPEAKER_01Can we think of a super safe indirect question? Now I use the the magic phrase here, I don't know.
SPEAKER_02And then you can kind of fill it in from there. So if you're having trouble thinking of what I could ask, start with I don't know. So if if you sold life insurance, you might say, Now, I don't know how much money your family needs every month if you're not around. They're gonna ask, they're gonna ask themselves, well, how much money will they need? And then they're gonna have a number in their mind.
SPEAKER_01Or I don't know how long you want to live.
SPEAKER_02If it's past 70 or 80, or I uh you didn't ask him directly, so it's not offensive, but you you can say, I don't know. So ask yourself what kind of a cool indirect question can I come up with that would be pretty really fun. So, Keith, what do we have here?
SPEAKER_03I don't know how you feel about working to 65 or about retiring early. I don't know if this is for you or not, but here's how I can help you. I don't know how you feel about being overcharged for your utilities. I don't know. You can leave it right at that. Again, we'll lean for it. I don't know how important income protection is to you or your family's survival. Let's see here. Let's see, I'll uh go through a couple of these in the background. Uh, but yeah, keep them coming in.
SPEAKER_02All right, so let's move on to uh strategy number four from that book. And this is a good review because we read it, we use it, we forget it, let's put it back to use.
SPEAKER_01Uh on all the homework, all the homework we get. Uh, the first thing we do is try to make it shorter.
SPEAKER_02Just remember, shorter is always better than long. The longer it is, the easier for them to get bored and have their mind go on different directions. And you say, but they need to know all the details of how no, they don't. Remember that uh hypnotist lets the customer's mind customize the details. So if you have a first sentence, if you have an offer, if you have an explanation, they have an indirect question, whatever you can do, just think the first thing we want to do is make it short. Second thing is try to make it more clear. But short is always better than long when dealing with people because how long does it take them to make their final decision? Usually in the first 10, 15, 20 seconds. And once they make the decision on this something I want or not, then we can go from there. So we have to control that time. So uh next thing is Hicks Law. For those who are not familiar with Hicks Law, I'll just uh review it quickly.
SPEAKER_01Uh Hicks Law uh choices, the more choices you have, the harder it is to make a decision.
SPEAKER_02In the United States, there is a restaurant called the Cheesecake Factory that has like a 65, well, maybe slightly exaggerated, but they have this huge menu that could take 20 or 30 minutes to go through. And it slows down the ordering process versus a McDonald's, where you say, I want this serving or this serving.
SPEAKER_01So if you have a slogan or a sound bite, that's what really rocks. Like turns your body into a fat burning machine.
SPEAKER_02Or slogan, um let's say you sold an investment program, you'd probably say for a slogan, savings is for losers, investing is for winners. It's just a simple slogan. That's all the human mind wants. You'll be amazed at how shallow our human brains are. We just want the shortcut. So Hicks Law says uh keep the choices as low as you possibly can, and that is two. If you go more than two, you're going to reduce the amount of people that can make a decision. So that explains why the next step, which is most of our homework editing, is making things short. And you'll be amazed at how you can take out words and phrases. And here's a little homework, you can say uh join Twitter. Not because it's going to waste a lot of time, but Twitter says you got to get your message in uh in 280 characters, which is I don't know how many words that is, 50 words. So you only have 50 words to make a message, and it's really going to force you to take out a whole bunch of unnecessary stuff. So as you see, most of our homework editing is just making things short. But let's move on to strategy number nine. Strategy number nine is um the bias in our prospects. As you know, our prospects are totally biased. This sports team is better than all the other sports team, they can do no wrong. If there's bad news about the sports team, it's unfair reporting, and it's good news, it's deserved. Uh, humans have a lot of prejudices and biases. Just get over it. It's the way we are. So we only hear and interpret and believe, uh, they only hear, hear, interpret, and believe some of the things we say. They're only going to hear the things that sort of agree with their current biases. So this is the uh definition of rapport. So our solution is this use strong rapport. It could be influence, it could be mind reading, could even be indirect questions that match what they already believe. But if we want to get through to prospects, it's all about rapport. And remember that circle that shows that pie chart that 80% of our success is rapport, and maybe like 12% icebreaker and 4% closing and 4% presentation. That's how important the rapport is. But remember, if we're gonna say something that they agree with, we have to think about what is their current biases, what's their current prejudices. Let's try to match that so we don't conflict.
SPEAKER_01As soon as we conflict, their mind is having another thought and they're not listening to all the cool stuff we say. Strategy number 10 is stories. Um, we talk about stories, and next week it's all about stories.
SPEAKER_02And I hope uh many of you have read the book on stories. But if not, the book was just a collection of small stories that we can use because a lot of people don't have any stories to start. But here's what stories do they give us natural mind control. As soon as we tell a story, we mesmorize people are totally engulfed in the story. If you go to a company convention, you're gonna see a ton of people with a ton of slides. But ultimately, all we're gonna remember two days is from the convention is a couple of the stories, maybe a sound bite or two. The human brain is set up to think in stories, to make judgment in stories. Uh, the human brain uses stories as a way to help them predict the future, so it's very important. Uh, the human brain is stores uh story memories where it can't remember a whole bunch of facts. You can give it like 10 numbers to remember, it can't do that, but you can tell a long involved story and they can still remember the details of the story. The human mind is set up for stories, and this is how humans have learned through thousands of years, and it really separates us from all kinds of competition. So, stories totally rock. So, if prospects learn and believe stories and totally controls their mind, gee, how often do we want to be using stories? So, what we want to do is create um great story skills. So, let me just give a quick overview of some things we can think about in the background.
SPEAKER_01So, as you spend this week, uh you're gonna hear some stories. You're gonna hear it on the internet or news, people talking, and say, all right, are the stories short?
SPEAKER_02Because if it's too long, maybe we might lose interest. Are they emotional? Because if there's no emotion, not much is gonna happen. You know, if there's just a a list of facts or a list of events, this happened and this happened, this happened without emotion, it's really not a story. Uh, next thing is we want to relate to the main character. So in every story, there's usually a main character. And if we can sort of see ourselves like this person or feel like it's like somebody we know, that relationship uh makes a story come alive. And as somebody mentioned uh earlier here in the QA, uh when a story starts, we have to know what happens next. It's just impossible for us to ignore and avoid that curiosity. We always want to know what happens next. So uh here's a real quick shortcut story formula for us to think about over the week. Uh, step number one is we're gonna introduce the problem because there's no problem, there's no reason for a presentation, but we're gonna introduce it while staying within rapport. So we're gonna present that problem in a way that they believe they see it from their viewpoint. The next part is the problem bothers us, and we have tried to solve it. That's what happens throughout the whole movie. We just talk about solving the problem. And the last part of the story is just like in a movie, happy ever after or scary ending, but there's a solution. So, for our business, what we're going to be thinking with is all right, rapport. Uh this problem is really a pain, it's really bothering us. And uh, you have a solution. How awesome is that? So, here's a real quick example of those steps. Rapport. Jobs interfere with the week. Oh, you're right about that. But they're biased right away. My family never saw me, and my kids were strangers. Well, that's a pretty big problem, yeah. Yeah. And now I can work from home and live with my family every day. That's the solution. They say, Well, gosh, how many words are in this story here? Less than 20. Or maybe 20 at the most. You say, Wow, that's a very short story.
SPEAKER_01But we follow that little formula.
SPEAKER_02So, what about between now and next week? So, next week, we're gonna start with uh a catchy story. In other words, let's start making our stories rock so that not only will they remember them, but maybe they want to take action on them right away. And if you can't think about a catchy story, uh just remember we talk about curiosity. Uh, while you're watching Netflix, you notice how there's cliffhangers, so you have to come back and watch the next episode of whatever we're watching. Stories are probably the ultimate salesman tool.
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