Monthly Archives: July 2014

The Key to Using Your Imagination

I’m reading a great book this summer about the power of using your imagination, called “The Law and the Promise” by Neville. It’s the kind of book that adds very fine distinctions to the concept of the Law of Attraction, and acts almost like a graduate level work on the subject. It’s the kind of book that reminds you what you think you already know about the power of setting specific goals and visualizing their accomplishment, but it does so in a way that makes you go, “Ah hah!”

The key that I took from it is the distinction between thinking of an image or goal realized and thinking from the image instead. This difference is so important, that it means the difference between a vision or goal being manifested or not.

The book points out that everyone uses their imagination, and the way most people use it is to think about something. In other words, they imagine something – a new car, more money, a new home, etc. – and they think about what it looks like, or they visualize the image as being out there. For example, everyone can hold the image of a beach in their minds – everyone can visualize it. The imagination can create virtually any image and think about it. That’s how most people use their imagination.

The difference in thinking from the image rather than of the image is that when you think from the image, you become part of it. It ceases to be an abstract concept, and instead, by entering into the wish fulfilled, you feel its accomplishment and thereby manifest it much faster. As Neville says, everything we see is created by focused and sustained thought through imagination, and fastest way to sustain that thought is to think and feel from the image manifested.

What this means in practice is that it’s crucial to create an image and then to inhabit it by feeling, seeing, hearing, sensing, acting as if it has been manifested. The sooner you do that, the sooner it will come into being.

Neville has many other golden nuggets in this book, like:

“Imagine better than the best you know.”

“If we live in the dream – thinking from it – and not of it, then the creative power of imagining will answer our adventurous fancy, and the wish fulfilled will break in upon us and take us unawares.”

“The drama of life originates in the imagination of man.”

“Life would undergo a change of appearance because we ourselves had undergone a change in attitude.”

I love that last quote about attitude. I’ve written many times about how changing our attitudes can change everything else too. Remember it was Zig Ziglar that said, “It’s our attitude, not our aptitude that determines our altitude.”

If you are looking for another book to add to your summer reading, then pick up this gem and read it today. It’s a fast read (you could read it in an afternoon), but it is a rich read as well. All books of truth are. I hope that learning to live from your dreams help you manifest them even sooner.

Three Ways to Get Better at Listening

What do you think the most important skill of a Top 20% producer is? Persistence? Work ethic? Time management skills? Closing skills? Tenacity? Certainly all of these skills are present with any Top Performer, but what really separates a pro is their ability to truly listen. And I mean the ability to sit through awkward silences, to not jump in and speak when the client or prospect is thinking, and to be O.K., in fact even welcome, those dead silences when it’s almost impossible not to say something…

So how do you get better at listening? Here are the three top techniques I teach that immediately make you a better listener:

#1) Get in the habit of hitting your MUTE button immediately after you ask a question OR immediately after your prospect or client begins to speak. This habit will force you to listen and, because you’re muted, it even allows you to talk over your prospect because she/he won’t hear you!

The other rule with the MUTE button is to count slowly to 3 after they pause or when you think they are done speaking. You’ll be amazed by how they will often fill in the space and complete their thought – often giving you amazing information you can use to close the sale.

#2) Use my favorite technique to encourage someone to keep talking. If a prospect says something you don’t understand, or if they haven’t revealed a buying motive yet, when they stop talking, simply say, “Oh?” I know that sounds too easy, or even a little awkward, but try it and see for yourself how powerful this is.

Also, make sure your voice goes up at the end of the “Oh?” Put a question in your voice as you say this and after you do, make sure and Hit MUTE. If you master just this one technique, you’ll be so far ahead of your competition because you’ll learn much more from your prospects and clients…

#3) Use any of the following statements to encourage your prospects to keep talking:

“What do you mean by that?”

“And what else?”

“How do you mean?”

“I’m sorry, come again?”

“What would have to change for you?”

You see how this goes. The important thing is to ask an open ended question and, after you do, Hit MUTE!

It took me several years to learn how to truly listen to my prospects and clients, and I used all of the above techniques to help me get really good at it. I will tell you now that I hear things no one else hears. I hear the motive and the meaning behind what they are saying, and if I’m not clear, I simply say, “Oh?”

Don’t take my word for this, instead, try it yourself and see. I guarantee that once you get good at listening, you’ll get better at qualifying and closing. And if you don’t improve your listening skills, you won’t improve in those areas very much or very quickly. Remember, the most important skill of a Top Producer is the ability to truly listen.