By Sandro Forte (2008)
We live in an ever-changing environment and nothing changes more than life itself. To cope with this change and to capitalise on it, we must, above all else, be consistent and persistent.
-> Understand the nature and art of being consistent.
-> Being able to deflect any thought that’s likely to make you stop being consistent.
-> Having “inside” knowledge around the best tools and techniques needed to make being consistent easy to achieve.
-> Having an all-consuming passion to be consistent about your primary goal That is often the number one reason why you are alive.
You need to have a specific and credible Primary Goal. You need to adopt MindChangers, which is a set of tools emerged from the world’s number one business associated with winning- the World of Sports.
MindChanger tool called Fast Forward
I’d like you to talk to yourself. In a moment, set this book aside and talk to yourself. Talk about what you expect to achieve. Do this now for a couple of minutes before reading on..
This time, I want you to do the same thing but assume it’s a year into the future and you’re looking back, reminding yourself what’s already happened – as if it has. So put the book down and do this again but now talk in the past tense..
If you were to do fast forward regularly – and it’s more fun with someone else- you would start to change your beliefs automatically.
- Write down your primary goal
- Write down a list of other goals – short, medium and long-term
- Commit at least 10 of these goals to Mindchanger flip cards and read them briefly each day. Create one Mindchanger flipcard for each goal.
- If you don’t already have one, design an introductory script format which you will use at every first meeting. Learn it by heart.
- Make 10 calls using the Dynamic Phone Path and make every third call a social call to a friend, old client or contact.
Step 1 : Apology
Hello, is that Michael? Michael Turner?
Hello.. I’m so very sorry to be ringing you out of the lue like this.
(Who is it?)
My name is Sandro, Sandro Forte from the Forte Group. Is this a good time to speak with you?
Step 2: Promise
I’ve recently taken on Mary West as a client and your name came up in conversation a couple of times, hence the promise to call to offer you my help, given I make it a professional business practice to work with the friends and families of my clients before anyone else.
Step 3: The Message – core reason for the call.
“I am currently helping individuals to improve their personal wealth in ways which realise more disposable income. Would more funds for you to spend or retain as you choose to be useful?” It’s useful to note the phrase ” That’s exactly why I am calling” when faced with any objection.
Step 4 : “Meeting place” Do you know the Axis Office building? May I suggest we meet there next week so that I may have the opportunity of introducing myself and sharing some beneficial ideas as I have already done with your friend Mary? What time of the day suits you best?
- Find out the best credit card, loan and mortgage offers available and carry a few application forms with you. Hand them to your clients where appropriate. Better still, build relationships with a bank manager, lawyer, accountant and the other professionals who could add value by offering discounts on their services, without committing you to any work.
- Call your top 20 clients and ask them to help you build your business by introducing you to other people like them.