“Choose to see the good in people.”
The First Sip
Hey Sunday Brewers!
In this edition of the Sunday Brew, we cover:
☕️ The $100k Suitcase Method
☕️ Invitational Cueing for virtual meetings
☕️ The 2-Part Email That Generated $14k in Commish
And so much more!
But let’s start, as we always do, with some good news!
The town of Arras, which sits in northern France, just became home of the country’s first-ever appointed official with Down Syndrome.
In the process, they’re leading the charge in changing hearts and minds about what it means to have a disability.
Éléonore Laloux was appointed municipal councilor of Arras in 2020.
And just a couple of weeks ago, she was awarded membership of the National Order of Merit (the second-highest civilian honor in France).
“Inclusion isn’t something that we just think about; it’s not a generous act. It’s our duty,” the town’s mayor said.
“Eléonore has helped the entire town progress in terms of how we see disability.”
In addition to her duties as municipal councilor, Laloux has a part-time job at a hospital, a busy volunteer schedule, and a board position on a non-profit that supports community members with Down Syndrome.
How would she describe herself?
“I’m a very committed and dynamic person, and I like to be out working with people,” Laloux explained.
And for anyone thinking that her appointment is more about making a statement than anything else, locals would tell you that’s far from the case.
She’s created a lot of positive change already in her short time in office.
One of her more interesting (and effective) acts has been putting small imitation basketball hoops over public trash bins, which has had a noticeable impact on preventing littering in the town.
Just goes to show that sometimes a little creativity goes a long way!
1 Caffeinated Neurohack
Raise your hand if you’ve ever forgotten someone’s name like five seconds after meeting them.
I know I’ve done it a time or two 🙋♂️
And, to be quite honest, it’s not a good look 😬
It’s really hard to show someone that you care about them (or that you’re going to care for them and their money) if you can’t do something simple like remember their name.
It’s vital for prospecting, networking, etc.
Thankfully, anyone – including YOU – can improve your ability to recall names with almost 100% accuracy.
The $100k Suitcase Method
If someone offered you a suitcase filled with $100k in exchange for remembering the name of the next person you meet…
…do you think you could do it?
Absolutely.
Why? Because remembering a name isn’t a memory problem – it’s a focus problem.
That’s how you need to think about names.
And with one simple trick, you’ll be able to recall almost any name on demand.
The key is to focus on one particular feature of the new person’s face.
Search for their most distinguishing feature
It could be a unique hairstyle, dimples, oddly shaped glasses, or a bushy mustache.
Whatever stands out first, go with it.
Then – in your head (not out loud) – repeat the person’s name followed by the facial feature.
“John Smith, gray beard. John Smith, gray beard.”
All it takes is that simple connection and you’ll significantly increase your name recall ability the next time you see that person.
Don’t believe me? Try it with the next person you meet.
☕ TL;DR: Remembering someone’s name is not a memory problem – it’s a focus problem. Make imaginary connections between names and facial features for better recall.
Marketing Psychology Quick Hit
There’s a quote that I like.
It says, “Don’t ever diminish the power of words. Words move hearts and hearts move limbs.”
In other words, what you say has the ability to change how people act in a situation.
As an advisor, be careful not to get too rigid with your words. What we mistake for professionalism can often be misinterpreted as not caring.
When talking with a prospect or client, try using what linguists call “invitational cueing.”
These are phrases that invite people.
If you want to invite someone in, use phrases like:
- I have so looked forward to …
- I can’t wait to discuss …
- I am curious about …
- I so want to learn more about …
If you want to respond to someone and invite them into deeper conversation, say something like:
- I got a kick out of what you just said …
- I never thought of it this way before.
- You made me look at this in a whole new way …
That’s all it takes, sometimes.
An invitational cue inserted at the right moment can take a conversation into a much more meaningful direction.
I challenge you to try it in your next meeting.
☕ TL;DR: Use invitational cueing to be more empathetic and engage prospects and clients in deeper conversation.
SHIFT Nation Conversations
How do you choose content that will attract YOUR specific target audience? Check out this 1 minute and 40 second hack.
Grab the 2-part email by clicking here!
Weekly Industry Catch-Up
🔹 Back in the saddle. Jobs came roaring back in October to the tune of 531k. That beat the estimate of 450k and pushed the unemployment rate down to 4.6%. Restaurants led the way with 120k new cooks and waitstaff added.
🔹 Reason to celebrate. Pharmaceutical behemoth Pfizer says it has a COVID pill that cuts the risk of hospitalization or death by 89%. News of the antiviral pill’s impressive results sent the stock (PFE) soaring on Friday.
🔹 All good things must… Record market highs are a good thing. So why are seasoned advisors feeling a wave of anxiety coming over them? In short, it’s the fear that what goes around comes around. Check out this interview.
Enjoy your Sunday,
Jeremiah D. Desmarais
CEO, Advisorist
#1 in ROI-Driven Training for Advisors
