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How Well Do You Know Your Ideal Prospects?
The more you UNDERSTAND where your prospects are right now AND what they are GOING THROUGH, the more they will TRUST you to get them out of it
If you can vividly describe their PAIN POINTS, they will trust that YOU ALSO HAVE A SOLUTION.
Get into the shoes of your prospect and really feel the prospect’s pain and truly understand what it’s going to COST THEM if they don’t fix it RIGHT NOW = COI
Discover HOW IT FEELS LIKE TO NEED THE SOLUTION YOU CAN OFFER
What has STOPPED them from doing anything about this before?
What have they TRIED but found no success with?
What HAPPENS TO THEM ON A DAILY BASIS? What specifically are the hassles, frustrations, and disappointments they have to live with every day?
WHY is it so important for them to solve this issue?
HOW IT IS AFFECTING their family? Their relationships? Their finances? Their confidence? Their health?


WHAT’S GOING TO HAPPEN TO YOUR LIFE IN 5 OR 10 YEARS IF YOU HAVEN’T FIGURED THIS OUT?
Don’t just say “It’s going to be terrible” – that’s not being specific.
GO THERE – FEEL THE PAIN – SHARE THE PAIN – see the world from the client’s eyes…and all the costs of this horrible soul-crushing problem
This is where your communication, leadership, and authority come from, so make sure YOU GO THERE!
Listen to your prospects – listen and really learn – MAKE A LIST of all the possible pains, challenges and impacts