Hope you had a fabulous Valentine’s Day and spoiled your significant other!!

I love my wife dearly (we just had our 10 year anniversary!) and try to keep her up on the pedestal but the reality is I’m probably a better entrepreneur than a husband.

Just being honest.

And she’d, unfortunately, agree lol.

Subsequently, I’m not sure I’m the best guy to give marriage / Valentines Day advice…. but  I’m known for doing stupid things  😮)

A wise marriage counselor told me that revisiting the love you had for your better half when you first got together is critical to rekindling that love and powering through the tough times. If you’re planning to propose to your partner and take your relationship to the next level, you may visit sites like https://gemaandco.com/collections/engagement-rings to search for an engagement ring.

The other thing (we worked this out on our own) is that when you make love you breathe in time with your spouse.

If you want to have a heck of a night tonight… try breathing in time while getting funky. It’ll literally blow your mind.

OK… I had to take a break and run upstairs for two minutes (told you I was a lame husband haha). I’m back.

The coaching magic I gleaned from this is as follows

Firstly, match and mirror your prospect. If they cross their legs, you cross yours. They sit back, you sit back. If they talk slow, you talk slow, etc…

It feels strange at first but they’ll never work out what you’re doing so stop stressing and just do it. If your face to face try to get your breathing in time with theirs… tad weird at first… but it’s incredibly powerful and there’s a better than average chance they’ll want to have sex with you. If they’re gay and you’re not… don’t do this. Haha

It’ll increase sales, that’s for certain.

Secondly… insanely similar to the start of your marriage, the business owner you’re trying to close started the business for motivational reasons that were incredibly meaningful to them.

Way back when.

An example could be someone that got into the Life Insurance business.

Maybe his Father died and there was no life insurance in place. They were made to survive on the streets for a period of time.

Saw the torture in their Moms eyes for many years of desperately wishing she could provide more but just couldn’t.. Life Insurance would have changed this in a significant way.

Can you see how this business owner started with a compelling picture of the importance of life insurance and the product/service they’re now promoting?

My big brother was an elite skier that committed suicide over a business failing. I was highly motivated (still am at a visceral level) to right a wrong.

When the phone hangs up and the abuse comes… it’s much easier to make the next call knowing you’re potentially keeping a family off the streets or saving a life.

Unfortunately, much like a marriage, the longer they’ve been in business, the more distant they become from the sense of contribution the product/program provides.

It happens all the time.

It was that sense of contribution and fire that created “world record weeks” and more sales and recurring money in the early days than they thought possible.

Therefore two of my opening lines when closing small business coaching are:

• “When did you get started in the XYZ business..?” (I am intentionally taking them back in time “Back to the Future” style and hopefully they feel like they’re driving the DeLorean with Doc)

• “Tell me, Why did you start your XYZ business..?”

*You’ll almost always see the business owner sit back and open up to you (signals a higher level of trust) when they start answering question number 2.

I’m taking them down memory lane. And the answers they give me the ammo to double their sales and get that fire back in their belly.

Pretty sure that’s what the marriage counselor did to me. Maybe that’s why I’m still lucky enough to be married?!?!

Or possibly Tammi’s lucky to still be married to me haha

Lesson: To get your prospect to relax, be less skeptical and whip out their wallet with glee for your $48,000 coaching services… intentionally take them down memory lane in a motivational movie to wake the sleeping giant of the glorious, bright light, past when anything was possible and the result for their prospects was something they literally lusted for.

To answer your question:

Yes, they lust for Life Insurance (or the recurring revenue they thought they’d earn) or they wouldn’t have started the business.

Just like you lust to coach and positively influence lives.

In closing… marriages break up from lack of money 100 times more than they break up from lack of love.

A successful business coach saves marriages.

A successful business coach saves lives.

A successful business coach keeps families together and subsequently kids off drugs and off the streets.

For goodness sakes go find a small business owner and help them.

They’ll pay you handsomely for it once you get really good at it.

Obsessed with your coaching success,

KB