Find Your Reason to be Motivated to Get Sales

Summary

In this insightful video, the speaker reveals the secret to influence, emphasizing that motivation is the key to getting people to take action. People move based on three core motivations: comfort, discomfort, and self-interest. By understanding these motivations, sales professionals, especially in real estate, can create compelling reasons for clients to act. The speaker also highlights the importance of emotional engagement, asking the right questions, and helping clients envision their future to drive decisions. Ultimately, relationships and understanding evolving client needs are critical for creating opportunities and driving sales.

Takeaways

• 😀 Motivation is the key to influence, and it can be broken down into three primary reasons: comfort, discomfort, and selfish desire.
• 😀 To influence others, you must find their reason to move—what will motivate them to take action.
• 😀 People make decisions first emotionally and then logically, which is why it’s crucial to appeal to their feelings first.
• 😀 Decisions are often made hypothetically in our minds before they are acted upon, which means visualization is a powerful tool for influence.
• 😀 Questions are incredibly powerful because they create conversations that lead to relationships, which then generate opportunities.
• 😀 People will move toward things that make them more comfortable, away from things that cause discomfort, and to fulfill selfish desires that excite them.
• 😀 You can influence someone by using a combination of these motivations—comfort, discomfort, and personal desire—appealing to all aspects of their emotional drive.
• 😀 Storytelling is a crucial tool for influence. Creating vivid pictures of the future, based on what people want to run toward or away from, can drive them to take action.
• 😀 The words you use matter. Phrases like 'How would you feel if...' or 'Just imagine...' can help trigger emotional responses that make people more likely to take action.
• 😀 Influence doesn’t just happen through logic or facts; it happens through connecting emotionally with others and helping them visualize a better future.
• 😀 Relevance is key in maintaining relationships. Always check in with your clients to understand their current needs, as they are likely to change over time.

Q & A

What is the secret to influence discussed in the script?

The secret to influence lies in finding people's reason to move. This can be achieved by understanding what motivates them, which is either comfort, discomfort, or selfish desires that light them up inside.

What are the three main reasons people are motivated to act?

The three main reasons people are motivated to act are: 1) to become more comfortable, 2) to run away from discomfort, and 3) to do things that matter for them personally, which gives them a sense of selfish fulfillment.

How does the concept of 'indecision' affect people's actions?

Indecision is the enemy of action. People often stay stagnant because they can't decide on what course of action to take, and it is the job of an influencer to help people move past that indecision.

How can you use the concept of 'comfort' to influence someone?

To influence someone using comfort, you can show them how taking action will lead to greater comfort in their life. For example, helping them envision how owning a home will make them feel more settled and comfortable.

What role does emotional decision-making play in influencing others?

Emotions play a major role in decision-making. People often make decisions based on how something feels rather than on pure logic. By creating emotional connections and appealing to people's feelings, you can influence their choices.

What is the significance of 'just imagine' in influencing decision-making?

'Just imagine' is a technique to create vivid, emotional images in a person’s mind that help them envision a better future. This phrase allows them to feel the experience of success or failure before taking action, making the decision feel more real.

Why is it important to ask the right questions in sales and influence?

Asking the right questions is crucial because it triggers conversations that lead to relationships, which in turn create opportunities. Questions help uncover deeper motivations and needs, making the influence process more authentic and effective.

What is the role of storytelling in the decision-making process?

Storytelling is a powerful tool in decision-making because it creates vivid images in a person’s mind, guiding their emotional response. A good story can connect with people more than mere facts, helping them see themselves in a desired future.

How can you make someone see themselves taking an action before it happens?

To make someone see themselves taking an action, you can use hypothetical scenarios or future conditional feelings. Phrases like 'How would you feel if...' or 'Just imagine...' help people visualize themselves in a desired situation, making it easier for them to commit to the action.

Why is it important to understand the changing needs of clients in real estate?

It is important to understand the changing needs of clients because their criteria may evolve over time. By staying relevant and responsive to these changes, you can offer better solutions and build stronger, more successful relationships with clients.