Years ago, “Big Al” Schreiter who is a stalwart of the industry used to say we needed to put our prospect “into the 45 second movie.” What he was talking about was finding and magnifying a person’s why.
In my early days I would conduct meetings with lots of circles like an octopus and talk about PV and Legs. People would look at you like you were building a Frankenstein Monster. A much more effective way to teach the ‘Benefits” of the business is to focus on a person’s “Why”. Continue reading Put Them Into The Movie