Fine Tuning Your Conversations- Intro to Core Influence

It is interesting how information comes to you when you are ready for it.

Earlier this week I registered for a free call with Gary Boomershine over at Sales Team Live. He puts on a free monthly call and Feb's call was on talking with sellers. (Link to call here.) I wasn't expecting anything groundbreaking and actually just logged into the call intending to listen for a few minutes before breaking for dinner with the family.

It was some pretty philosophical stuff and I'm sure some of the call-in attendees missed the potential in the content, but it hit me right between the eyes. I tracked down more of the info from one of the authors he mentioned on the call (Frank Kern, internet marketing genius) about the core influence methods.

In sales, we all operate at two levels of influence.

1. Our Shell Influence: scripting, sales/work procerdure.
   
2. And our Core Influence: Frank’s explanation for how to truly connect with your constituents - your customers and potential customers. It’s about understanding their needs and wants and the emotions driving their decision making process. You must be congruent with your motivation for doing something - for selling something to your customers - in order to truly connect with them. Once you get congruency of purpose and you know what you want, then you can find the type of customer and determine the type of relationship you want to have with them.

I spent a lot of time at the Roop Doran bootcamp tracking down successful real estate investors and getting them to open up about how they talk with sellers, how they get past some of the hurdles I have been dealing with in my business. There was a consistent pattern that each would go through.

• Struggle on their own for a while, then create a basic script for talking to sellers.
• Most found their way to a sales mastery type of script that they memorized.
• Next was a stage where they got comfortable enough with the script where it actually became part of them and their personality was able to come through in client meetings. This is the level where your core influence can come through. It is here where your ability to create transactions can meet up with sellers' needs.
• The next step is getting better and better at helping sellers determine what their true needs are and creating solutions that get them away from their pain/problem and into the pleasure of what they want to go to next.
  

It caught me by surprise since I wasn't expecting much more than a few scripts or ideas I could use to improve my phone and in person discussions with sellers. What I got was a conceptual shift in how I need to approach client meetings.

More on Frank's info in the next post.

Lots of good stuff coming up this week.

-Taylor