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
Taking control of “Mindset” with Tom "Big Al" Schreiter
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Networkers, the ultimate podcast for networkers in direct sales, network marketing, MLM, or any Excel side up. Learn the skills for the how-to and the mindset to make it work. I'm the author of over 20 best-selling books and over 25 years in the business. Here's your host, Pete Strider.
SPEAKER_02If you know the basic skills but are still a little bit reluctant to get started, this episode is for you. This audio was taken from a previous masterclass we did a couple of years ago. We teach so many skills, and what we found out is that yes, you need a little bit of mindset, something we have to work on every single day, just like skills, just like everything in our lives that we'd like to improve. If you'd like more information about the Masterclass Plus program or some additional resources on mindset, I'll make sure to put some links in the bottom of the episode notes. Okay, let's get into this week's episode.
SPEAKER_00So let's get on to today's subject, and that is mindset. So the first thing is the big message of the book there's a fixed mindset versus a growth mindset. Now we've all probably read the book, but let's take a uh a bigger view of the book. Uh fixed mindset and growth mindset is the big lesson throughout. Uh so here in the QA, here's what we're gonna ask Do you have a quick definition of the difference between fixed mindset versus growth mindset? And if we don't have a quick definition, we'll we'll work on one, but ask yourself right now. I I want people to have a growth mindset instead of a closed-minded fixed mindset, but how do I explain this to them, or how do I say it to them without insulting them? Or how can I describe it so they get it right away? Is there some sort of analogy or story or comparison or metaphor? How do I get this message into people? Because you always hear leaders complain, my team doesn't have the right mindset. This person sabotages themselves, he just doesn't have the right mindset. So, in the QA, what do you feel is the difference in the way that you see the two mindsets? So, Keith, what do we have here from the group?
SPEAKER_02Some good ones here. We have waiting to be perfect before any action that's fixed or uh pretty much uh done. If we get a way to be perfect, we can share everyone can share a story on uh uh being perfect and not doing anything. All right, we have open to learning versus a know it all. So very similar to uh being perfect as well. Uh growth mindset is open to new ideas, very straight to the point. Love that. Uh willing to learn, willing to try and learn as we go. Uh so growth is okay, good one. Vic's not willing to learn and change. Uh, growth is willing to learn and adjust. Uh, there are two types of people in the world. I love that one. Everyone's yeah, willingness to learn. So um, obviously, we're all in this class, so we know where we're at. But uh yeah, great definitions back over to you.
SPEAKER_00Okay, so one of the ways, and these are all great definitions. Some of these are going to sync with us, some not. Uh, here are some ways that we can look at it. And one of the ways is examples. Uh, a lot of people relate by examples in their mind. So, can we guess the growth mindset thinking here? And the fixed mindset is when somebody says, I just don't know how. And a growth mindset, of course, is I can learn how. You say, Okay, that's a really big difference. People can get that, so maybe they should stop complaining that things aren't working. They will start thinking, oh, maybe if things aren't working, I can learn how to do something different, so they will work. So, that is one way of defining it with that example. So, we're gonna have some more examples here, and we're gonna ask you in the QA to put in the growth mindset statement to uh the fixed mindset. So, let's take a look at the first one here. Uh, a lot of people say, well, this is good enough. In other words, well, I I talk to my war market and I'm done. Or um, I'm trying to do my two-minute story and well, I I I'll kind of wing it. Or I know there's four core skills, but um I I just like to talk to people and respond to what they say. That's a fixed mindset. So if somebody had a fixed mindset, this is good enough, what would be the growth mindset statement that we can make that we could compare? What would you say to somebody that said this is good enough? And we think, all right, uh, that sounds like a lot of my team that they uh they say, Well, you know, I went to the convention last year. Or I know there's uh uh opportunity meeting every Tuesday night, but uh yeah, I'll make a couple, or you know, I sent out uh by email a couple invitations, they show up, they show up. So, what would be a growth mindset uh that's opposite of this? This is a good enough statement. So, Keith, what do we have for this?
SPEAKER_02Uh everything from I can learn better skills and words. How can I improve it? This is good, but it can be improved. Um amateurs winning. This is a great start. How could we make it better? If this is possible, a little bit more might also be feasible. So, yeah, we're all looking for improvement. So, pretty good. I like it.
SPEAKER_00All right, so let's move on to the next one. Um, the next fixed mindset that we're gonna hear a lot of is uh, and this is kind of depressing, is uh I can't do this. And you say, Okay, if they can't do it, uh how are you gonna respond to that? And we have to show them in a kind ways it's not in their face, that uh what would the opposite be for them to say, all right, you you gotta change your mind from I can't do it to what? So in the QA, what would you like them to change their affirmation or their reality to for the statement I can't do this? So Keith, uh we have some suggestions for I can't do this.
SPEAKER_02Uh everything from the direct approach, uh yes you can. And here's how uh more opportunity to get better. Um, how can I do this? I changed the uh I love that, uh changing the why, pretty much a why to a how. Um, I can learn to do this. Uh the agreements of kind of an objection. Of course, you can't. You've never done anything like this before. It's learn how you can. Uh, it's that's so easy. Five-year-old can do it. I can find out how to do it uh all over the place. We we got a lot here. Uh, one more. Uh, you learned how to ride a bike, you can learn to do this. So keep these coming in. These are good.
SPEAKER_00All right, those are great examples of things that we could say that we're gonna have to choose through them, which is appropriate, which fits our personality. Let's do the next one here. Uh, we're gonna see this quite a bit. I give up, and a lot of times they give up, they ghost us, so we can't even say anything or have a decent conversation because they've already made the decision. But let's say that we got them right before they made the decision, or at least got in contact them after they made the decision and haven't ghosted us yet. If their fixed mindset is I give up, what would a growth mindset be that we could relate to them and say, you know, here's an option. Instead of just saying I give up, the option could be I don't know, what could we say? So in the QA, what would be your practical application of the growth mindset? So, Keith, what do we have here?
SPEAKER_02I can show you where to get help, um, just a little bit every day, so a little consistency on that one. So, yeah, good stuff. We're we're getting there. It's good.
SPEAKER_00So, reading the book is one thing, but putting it into action is another. And thinking through these action steps, if we've done this ahead of time, when it actually happens, we're sort of prepared. We already have something to the back of our mind, so we won't be like, I gotta think of something right now, like we're doing at the moment. So let's take what we've learned in the book and start saying, okay, I need to put this into practical applications because guaranteed we're gonna have some people say, I give up. So here's the next fixed mindset. We're gonna hear this. Uh, I will try. So, what would be the opposite or the growth mindset? So, if we have a new distributor say, Well, you know, I will try to make it to the convention, I will try to make my list tonight. I'll try to be on next Monday's call. I'll try this business to see how it works out. Um, I I I will try to be brave, I'll try to think of a habit. I'll I'll try to read this book. Um, as we know, I I will try. That's kind of a default. We we want to think of something better. So if somebody says, I will try, the question is, hmm, what would be an alternate way of them looking at it? And you say, you know, there's fixed mindset and growth mindset. I will try as a fixed mindset, but we can grow to a growth mindset, and you could think that's also so. What do we have here in the uh QA, Keith?
SPEAKER_02That's some good ones. We have uh let's do it together, let's just do it. Uh, I will do this over, you know, obviously yourself talk on this. Uh, more I will do it, I will until so yeah, we're uh we're we're learning, we're growing. This is good.
SPEAKER_00All right, uh, let's do one final one here. Because what good is it to read the book if we don't say, All right, I got the skill to put this into something that's useful for us. And the fixed mindset is I don't want to fail. And we realize, you know what, a lot of our prospects they have this hidden objection. What we mean by hidden objection is this is what's in their mind, but they don't want to tell us this because they might be embarrassed. But we know they have this program in there saying if I fail, I'll be embarrassed. I don't want people to make fun of me, and and they have the fixed mindset that if there's a chance of failure, not to even give it a try. So, what we want to do is give them an example of a growth mindset because failure, well, that's a possibility always. So, Keith, do we have uh any growth mindset to counteract this? I don't want to fail.
SPEAKER_02Yeah, we have everything uh kind of looking at uh the bigger picture, you know, maybe giving them some smaller steps uh for them to do versus one giant step. So it could be that big fear of uh failure. Uh what can I do to make it work? I won't let you fail. We'll do it together. Um, I'll show you how to make it make it successful. Uh it's not failure, let's call it feedback. If if it does fail or failed in the past, I guess. Uh only fail by not trying. So there's very good, uh direct but uh honest approach. Um see we have let's do one more here, like this one. I don't want to be part of anyone's failure either. I've got a proven system that if you follow step by step, you'll have success. So people just need to know what to do. So we got a couple more coming in. Keep these coming in.
SPEAKER_00All right. The point is we always want to do this ahead of time so we're not caught unaware when we talk to people. Practical application is well, the only reason we should be reading these books or doing these classes so we can put it to use and get better results in our business. Okay, so let's take a look at a typical prospecting mindset. So a person says, Okay, I'm motivated, I'm going to go out and uh talk to people. I already talked to my only friend and my both my relatives because I was born of orphan parents. Uh, when people go out and get ready to talk to people, they walk to a shopping mall because I don't know why that is the default, but they go there and then they start prejudging people. And their mindset is, you know, uh, they don't look motivated. So if I don't talk to somebody motivated, guys uh it's gonna be too hard and um they probably won't pay attention to me. Or uh those people look like they would reject me, and that's a legitimate thought, you know. The people there say, you know, why are you bothering me? Or I don't want to do anything like that. Or you look at people and say, hmm, these people are too successful, they make too much money now, they would never listen to me, and we talk ourselves out of it that way. Or I don't know how to approach them. Uh I don't know what what can I say? Uh I have a conversation with uh a lot of people that email me directly, and they say, Well, how do I approach people? How do I talk to them? How do I get that conversation started? Now, if we don't know how to approach them, there's a book called How to Meet New People that they can read. But if you don't know how to approach them, you're gonna talk ourselves out of this. Or we're saying, What could I possibly say to that person that doesn't look sleazy or doesn't look like I'm a salesman? So this is the mindset, maybe not ours, but of the people that we sponsor when they go out there, uh, they say, I just don't know where to get started. They have all these things happening. So you say, All right, if they have that mindset, what would be a default growth mindset or default mindset that they could change to that wouldn't be so disempowering? And and here is the one that we could choose for these particular problems. So their new mindset would be this I am going out looking for people that I can help. Now, with that mindset, it it changes their viewpoint or their filter when they look at people, and it also changes their attitude, their microfacial expressions, their vibes. When somebody comes to you in order to help you, it's not as intimidating as when somebody comes to you trying to sell you. So if you talk to people in your group and they understand that the basics of business is to solve people's problems. If they can find people's problems and have solutions to them, then we only offer them an option. So we're looking for people we can help with an option, then it's up to them to take the option. Changing their mindset here will help them overcome fear of rejection, um, paralysis, uh, fear of prospecting. Uh, I'll just stay home and be lazy and be safe. And it's just a very simple mindset. Now, how's this gonna get into their brains? And probably the way is is through reputation. And there's a thing called spaced reputation. If you hear something long enough, uh it starts to make an impression. And there's an old saying, if you tell a lie long enough, people start believing it's true just because they heard it so many times. But the point is, if you say, well, our job is only to help people that we can help, we should just look for people we should help. And you say this this week, and maybe again next week, and maybe the following week in a different way. And the accumulation of this will gradually change our mindset and beliefs from I'm out trying to sell for my own personal gain, which people can sense, to okay, uh, I'm looking at things quite differently here. There, there's a person there making minimum wage, I can help this person, or there's a person there who obviously hates their job, I can help this person. There's a person there who's having conflict with their boss because they think they can do things better. That I can help this person be an entrepreneur where they're their own bosses, they can't complain about that. So that was a very quick mindset change, but it might take a while before they believe it. Well, just like when people start network marketing, they have this mindset and belief that people make decisions based upon long fact-field presentations. And everyone here on the call, we know that's not true, but ask ourselves how long did it take us to change our mindset and beliefs about that? Probably quite a while. We needed repetition, we needed case studies, we needed experience, uh, we just needed time to adjust. And this is what we can do for our group. If we want to change our mindset, it may not be from one motivational speech, it may be from a habit of how we talk to them, how we do it in meetings, how we do things in trainings or even in social gatherings, they start picking up a new mindset. So here's another way of doing the mindset outside of what's in the book. So uh next thing is answering objections. Instead of answering the objection with um you're wrong, we're right, or trying to recover damage, could we prevent objections by understanding our new team members' mindsets? So you say, All right, so if my new team member is afraid of talking to people, if I knew that objection in advance, what can I do to prevent them by changing their mindset? And you say, Well, okay, but let's just talk about prospects first. If I could prevent objections from happening in my prospects, uh I could pass that on to my team, and that would change their mindset. Okay, let's do that. So I'm gonna do a couple examples here of different services and products, but just because it's not your service or product, that's okay. Just use your own imagination to apply it to your service or product. So let's take a look at the first one here for people that sell um uh electricity. You could the objection that prospects has is I don't want to risk changing my utilities to a new company. And it's verbalized for them to say, no, no, no, I don't I don't want to change, no, no, no, I'm fine. Uh everything's okay. Uh, I don't want to hear it, you know. They put their hands over their ears going la la la la la. And it's a very common objection for them. They say, All right, so instead of meeting that objection and having a really cool answer, what if I could kind of uh preempt it by maybe changing their mindset or doing something ahead of time? So let's do a little mind reading of this person who says, I don't want to risk changing my utilities. What if that person's thinking? They're thinking, well, if I switch, there might be some hidden charges you haven't told me about. Or what's the catch? I mean, uh, there's always a catch. If you offer a lower rate, there's probably a catch. Or what if the new company goes out of business? Well, that means I'll won't have any electricity, I'll be blacked out or something. Or uh when I make this change, well, it'll take them a day to make the change and I won't have electricity for a day. You know, will I lose coverage? Will they will they drain my house of uh 120 volts and only put in uh 69 volts? Or um what if the change gets stuck in administrative hell and I can't get back to my old one or the new one? So, this is what they're saying when they say I don't want to risk changing my utilities to a company. And you say, okay, my mind reading tells me that this is probably what's going through their mind. So, how can I prevent that by changing their mindset? All right. So, here's what we're gonna do we're gonna change and prevent this internal objection with our prospect with a mini story, and what we mean by a mini story is it's not a full-blown story where there's a three-act play and a 90-minute movie, it's just a few things that create a story in their mind or a picture or a movie in their mind when we talk. So, in this case, if you're selling electricity, you say, okay, I I see that they're afraid of changing. And uh, how do I approach that? So, we're gonna use some strong rapport here to change their mindset. Here's what we're gonna say we're gonna start up by saying we are all on the same electricity grid. Total rapport. They say, Oh, you're right, we're all on the same electricity grid. There's one wire going to our neighborhood, yeah, we're all on it. Next thing we would say is don't change your electricity. Now, how are they gonna feel? Well, that took care of my problem. That sounds a whole lot safer. We are in total rapport. I understand with our mindset and doing a little mind reading. And then our final one is just change your rate, and they think, okay, so I went from 15 cents a kilowatt hour to 12 cents. So that just makes sense. So in pre preparation, when they talk to a prospect, they can change their prospect's mindset from I'm scared about all these things to yeah, I should just, you know, change my rate. I don't want to change electricity. Of course, they don't. All this is a new rate, everybody's on the same grid. And they get that. So if you are selling electricity, you say, Well, this is what I teach my team to say, which will preempt all those objections and that negative mindset from people. And you say, Yeah, yeah, that's really great if you sold electricity, but uh I don't sell electricity. So, what if I uh sold diet products or uh skincare? So let's do the similar thing for diet products and skincare. For diet products, uh there's a lot of stuff going through their mind, but uh let's just do the bottom line here. We would say, don't stop eating and starving yourself. What are they thinking? Well, that's a pretty good idea. I like that. You think the way I do, we're in 12 work four. I don't want to stop eating, and I uh uh and I don't want to starve. So starting with that, uh, their mindset is oh, uh, if I don't have to stop eating, I don't have to starve myself. You and I are like joint at the hip. We see things the same way, you know. And then we say, instead, just change a couple of your foods. Now, was the foods are going to change if you sold some diet energy bars or a protein shake or uh something to control their appetite. Now they're in the proper mindset where these objections don't even come up. But if you're doing skincare, so rapport is meeting them where they are, thinking the same way they do. So we start off by saying keep putting on moisturizer, and they're thinking, I got this moisturizer for my sister-in-law, I gotta use it. And you say, keep putting on moisturizer. We are in sync with them, but use a moisturizer with this secret ingredient, which is of course the secret ingredient we sell. You say, Okay. But uh I sell insurance. Okay, so you sell insurance or retirement plans. So here is the bottom line. They have all these things like I can't afford insurance, it's too much money, I can barely pay my bills now. You might start off by saying, keep saving for retirement, and they go, Well, I guess I'm saving for retirement. I put a couple dollars away. We're okay. And then we tell them that's smart. How are they gonna feel? You recognize true genius, and we say, but put a small portion of those savings into an insurance savings policy that covers your family, and then take back those premiums when you retire. That's if you sold whole life, you sold term insurance, you say, but put a small portion of those savings into a mutual fund and then take that back when you retire. So, depending on what you sold, we start off with a rapport that says you're already saving for retirement. Most people are or want us to think they are, and then tell them that they're smart. And once we have that rapport, we can put our new message in, and they can adjust. They can adjust by saying, I can buy this policy or or buy this mutual funds with part of my savings, etc. And the sale is made. All right. Now we know there's going to be a whole lot of things, oh, about what's going to be covered, what's not going to be covered, and people have some pretty knee-jerk reactions. So our rapport statement would be don't stop getting health coverage. And they're saying, okay, because I thought you're going to tell me to stop using my policy and uh to take risks, don't stop doing it. And then we say we need to be covered. And they're thinking, you're absolutely right. I could never afford, you know, an $80,000 hospital bill in the US. Next is just use this better coverage that costs less. So we're telling them, yeah, having coverage is good. This one just costs less and it has better coverage. And we preempt a lot of the negativity and the bad mindset that people have that we're trying to sell them. What about my business? So we uh let's say we're at an entrepreneur group where everybody has their own side hustles. You say, Oh man, uh, everybody already has a side hustle. Why would they want mine? Because they're so busy. So let's take a look at what we could say. If you're at an entrepreneur networking group, you could say having part-time side hustles is smart. What are they thinking? You are correct. I have a part-time side hustle. That means I'm smart, I'm a genius, right? But make sure one of your part-time hustles, which is planting the seed in their mind that they it's okay to have more than one, but make sure one of your part-time hustles will give you a residual income so you don't have to hustle forever. And so, well, that makes sense. So you're not telling me to give up my plumbing side hustle or whatever else I'm doing on the side. What you say is make sure you have something on the side that gives you a residual income. Most people don't, so we have an advantage because with network marketing, we do. So here's the bottom line we're gonna create instant rapport by starting where they are. So it's easy to get a great mindset if we both think the same way, and we want to change your mindsets gradually. Uh, very few of us have Tony Robbins' ability to mind control instantly. So instead, what we're gonna do is start slow, uh, make them feel safe, and we can gradually change how they think. And we get better with this over time. So remember gradually. Uh so let's move on here. Um, here's the thing that kind of important on mindset. If we use niche marketing to match your mindset, it's like guaranteed sales. And here's an example of niche marketing. There's a lady who put out a book, Good Night Stories for Rebel Girls. This book sold like hot cakes because there's lots of moms who have strong-willed girl children. So when they see this book, it's an instant sale because it matches their mindset. They want their uh daughters to be strong, uh, leaders away from the pack, strong-willed, etc. The book is a guaranteed sale. So if you can rethink how you present your product, how you can position it and make it at a niche, uh, you're meeting people's mindset where it is, and you say, Wow, I never thought of it quite that way. So, what this is called is positioning. And if you have this particular book called an offer they can't refuse, I'm gonna ask you, um, have you reread the book? So, if you reread the book and offer that you can't refuse, I will guarantee this. The second time we read a book, it's really different because our mindset changes from the time we start a book to the time we end the book. We see things differently, and then we go back and read the initial part of the book, we see things from a whole new light, and we have a new understanding or new ways that we can apply it to our business. So this is called positioning and positioning for their mindset, it's a pretty powerful technique. So, think about who uh who would respond to maybe marketing your product or service in a niche that just totally matches their mindset. But let's ask this question uh, where does the mindset come from? You say, Well, uh parents, uh teachers, uh how do people get their mindset? And the answer is uh, and you've all heard this before, garbage in, garbage out, which people get their mindset from the internet, from TV, from people at work, you know, the garbage goes in, then their mindset is going to be garbage coming out. So that's why we recommended uh last week and the week before the personal development weekly call. And if the we have this personal development weekly call, we have a chance to put new input into their mind. So instead of having garbage in, if we had this call 15 minutes a week, there's 15 minutes less of garbage going in and 15 minutes of something good going into their mind. So if you haven't started a personal development weekly call with your group, which is totally rejection-free, uh just consider it. And if you haven't, uh make sure that you send us an email. We're trying to put together a group for all the or some way of handling it for the people that just don't have anybody to have the weekly call with, send an email to bigal masterclass at gmail.com. We had a couple of people sending emails already, and we'll try to get you into a class or trying to make a class for this personal development weekly call. If you don't know how to do one, we put a practical guide in the network marketing questions group. So if you're part of the network marketing questions group on Facebook, we popped in this little guide of exactly what to do during the call. All you have to do is just read these little steps, and in a few minutes, it's all over. It's not intimidating in any way. And if you'd like to have this blown up or whatever, uh just go to the network marketing questions group on Facebook, and um you can cut and paste and put it on a sticky pad so you can run your own class. So here's another example of what we can do with mindset. We can when we're talking to a prospect, remember we're out there solving problems. Uh most people's mindset is totally focused on the cost to fix the problem. How much it's gonna cost to buy your vitamins, how much it's gonna cost to join your program, how much is it gonna cost to pay for the skincare. What we want to do is balance that with the cost of keeping the problem. So a nice way of changing their mindset is to ask them to describe how much it will cost to keep the problem. And what happens is many times this helps them sell themselves. Mindset is powerful. But uh, what's a basic mindset that we can do for our team right away? Well, let's try this one. Uh during the week here, uh, you could maybe have this little mantra. We can't control what happened, but we can't control what we choose to do next. Now we say we can't control what happened, whatever they call what the problem, all the problems they bring up is in the past. Somebody said this or did this, now it's going to be a problem in the future. But they're all in the past. You say we can't control that it happened, but we can control, and when we say, but we can control, now they feel empowered. We can't control what we choose, and which is a pretty big all right, that means I'm in charge of this, but we can control what we choose to do next, and it takes the discussion away from the problem or what happened, or Mary talked longer, or the company raised the rates or whatever. We can't control what we do next. And this is a great mindset. So, whenever you have problems, if you start with this, your call, you know, babysitting the problems and their hurt feelings will go a lot faster. So maybe keep this as a spare for all the problem calls that we get, which if you look at it as leaders, a lot of times we are babysitters with our group before they actually have a chance to grow into a leader. They say, Well, that's good for my team. What can I do this week for me? All right, let's create a personal mantra for ourselves of a mindset. So here are some examples of what we can do this week for our personal mindset to say, all right, I can change my mindset a little bit more by saying it's okay to be wrong, I will learn something new. Which means it gives us permission to try things and be wrong, or I feel more confident every day, or I choose to have a good day, or I love reading a chapter a day. Good mindset that will kind of set us up for a positive experience throughout the day. And you say, All right, none of those work for me. Let's take a look at a couple more. All right. You say, I let people choose what is best for them. You go, oh, you're right. I let people choose what's best for them. So now I'm not a high-pressure person and I don't feel rejected. Uh, everyone wants better lives and more opportunity. That's a great mindset. Uh Steven Burke uh had a comment that says, uh, don't take this too personal, but everybody wants more money in their life. The only reason they might want to think it over or say no is they just don't want to earn more money with us. And that makes us think, ooh, maybe I should get better at what I do, better rapport, better mindset. All right. Here's the next one: people have bad days, but it is not contagious. In other words, if someone has a bad day, it doesn't have to ruin my day. Or persistence plus time equals success. So if we're not having success today, we can say, well, if I'm persistent plus time, my mindset is uh things will get better. Or here's a shortcut. This is one that Keith loves to use. Just change one word. Change why to how. So, in other words, why can't I do it? Why can't I do it to how can I do it? Or why won't this work to how can I make this work? Changing one word from all of our negative mindset can change essentially into a growth mindset and positive mindset. You say, All right, I think I know what I can do for my team, I think I can know what I can do for my mindset, but uh, how about a quick prospecting tip? Okay, here's the question: What is easier to change, mindset or lack of skills? So, in the QA, which do you think is easier to change for a prospect? To change their mindset or to change our lack of skills? What would you vote as what you would think would be the easier one to change? So, uh, Keith, I'm gonna turn it over to you, but ask yourself if I'm going out recruiting, and I know that they're gonna need both. Which one? Well, Keith, what do we have here for votes?
SPEAKER_02Uh, interesting. Um, mostly people are saying skills, lack of skills.
SPEAKER_00Okay. And the answer is you're right. Mindset is hard, changing how people think is not easy. But lack of skills, you say you say this, here's what happens. Say this, here's what happens. So that's why having practical ways of changing mindset, like we're learning here in this class, is helpful because mindset's the hardest thing. So if you're out there recruiting um when prospecting, look for mindset. And here's why. When you look for mindset, you're going to be looking for if they're willing to change or have a full-time job and a part-time job, what's the mindset there? I'm a self-starter already, right? I want more money or a desire for more in life. And my favorite one is look for dissatisfaction. Uh, if people are dissatisfied, uh, they're more than happy to talk to us because people are motivated to change, to do something to solve their problems. They say, okay, uh, what can I do to attract these people more? And that is just have a better personal mindset. So here's an example of a statement that we can make when we're talking to a prospect that does kind of magic. It kind of changes how they view us. And that is, we say, when I started, I didn't know what to do, but I told myself I can learn. You say, Wow, that's a good example of preempting an objection. That they uh I can't do this because I don't know how. So we can show that we had a great personal mindset by saying I can learn, but at the same time, we're getting rid of an objection. So we get better, but having these power phrases like this, once we accumulate a lot of these, uh, we're just looking really good when we're out there talking to people.
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