I was at a private health clinic the other day getting an in depth annual checkup (as per your suggestion). I met with the Director briefly and was answering her questions about my experience and how the process is going regarding my health assessment. She started asking me questions around my work, for example - how is your work is going? Is this a busy time for you? etc. 1. I wanted to create a script when someone asks me, “So how’s your work going,” other than just saying, “GREAT,” and the conversation ending. Example – “My work is great, It is very rewarding being able to help successful people achieve their goals.” 2. What would you say to then PIVOT after answering the question, “how’s you work going?” ( I want to PIVOT and then ask a meaningful question about her ). 3. What is an opening question you would use after this PIVOT to continue the conversation down a more meaningful path to gather Meaningful, Important, Significant and Compelling information about HER. Can you help with some scripting?

Article ID: 569

Last updated: 20 Nov, 2019

First of all, in this environment it's part of THEIR process to assess your stress level and the potential impact on your health. So... just relax and let them do their work to help you be healthy.

What you're asking for not something new. Whenever you are asked a question, make your answer as short as possible and ask them a question that gets them talking about themselves. Example:

Them: Dean, how's your work going? Dean: Great! Tell me something good that's happening in your life.

And you're in. Then listen, clarify, expand, impact, follow the emotional trail, go deep, and - when / if appropriate - pivot to the offer.

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I am in the Ideal Life Evaluation Program. I don't have all that many clients and am through most of them with the Financial Road Map®. What is the best way to build a list of people to call? I am not into the program enough yet that I have the Referral Conversation™ available to me.

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I have read all the FAQ's on the Centers of Influence. I did, however, have an additional question. When do we use the Business Plan? It seems like a valuable tool in this situation. Do we try to schedule a Financial Road Map® or a Phone Consultation™ first, and then resort to the Business Plan? We may have outworn our welcome by this time.

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