you go and get food, you walk your dog,

you attend activities after hours. you have some passions that you're involved in,

and you have to be ready to turn around and seize the opportunities.

So on your paper you need to write down a couple things. In that first

area there, right in here, where it says

typical client questions... we're looking for those gentle nudges that you can

find out if you got

any interest on the other side of the fence that the person that you're

talking to.

What are those simple things that you could say

that would start a conversation and gently find out if there's some form of

interest.

Right, who's got some ideas?

This is a tough one. (participant - don't drive naked) but again that's a statement, yes.

However, we're looking for a slogan. We're looking for those little questions.

Karen what would you say. Your a Money Coach. ahhhm

sorry, (Participant - we'll right now I'm asking them after holidays about the January blitz)

right

so they talk about their holidays, you know, how are your holidays holy fantastic

you have you hit your January blues? You know, like most of us do, you know, like

when the

the credit card finally comes in and kinda about trying to avoid it or maybe even

hide it from your spouse? Have you done that one yet

Right? And you poke some fun at life or you turn around and do it your way but

little gentle nudges to see if any this applies to them.

Now, honestly if your money coach and you have a client or somebody sitting in front of you

and your having an idle chit, chatting at the grocery store and they say no, no,

we do all are planning a year in advance, we manage our budget and

it's down to the penny. We know what we're doing. Is that a possible client?

Could be possibly. But you go

Oh high five, I'm a Money Coach. You just said the miracle words!

Can I use you as an example? Right? And you still take the conversation on further

because they might be people that know someone else.

So what are your leading questions? How many people have a leading questions that they have

written down? Some people are writing... some people are really confused.

(participant - Have they made any resolutions this year?), yeah.

So, you could be, hey, really, can I ask "what are your resolutions this year"?

Everybody make some, what's yours?

Right. Have you hit the top three? You know,

which are money, marriage, and workout.

Right. If you hit the top three and they go yeah, yeah,

we're going to have a little bit better family life. Yeah, the workout thing...

I've totally given up on the work thing.

Right. (sound) But I'm actually quoting a client (audience laugh),

right. That's exactly how it goes. Told You I was going to spit in this gonna spin this this little conversation here! :)

You need to have something that is broad enough that you can talk to your client,

potential client, or prospect, about.

If you don't you're gonna jump in or you can have a whole (in the conversation)

And so it's kinda like this, "hey, how are you doing? Really nice products in this store.

Great. Would you like to buy my stuff?

It just doesn't flow, does it?

Right? So you need to nurture the conversation with curiosity.

So you're gonna throw out something we call a little bit of a hook.

If you know your ideal client, and what your clients are like,

you're gonna probably have some idea what it is that interests them.

And then you can hook them. Every fish has a different thing that they like to

eat

so you can have the same thing with your client. So, with sales clients; when I walk up

to somebody who is a,

you know, a mother with three kids, would I pitch my product?

Not unless I'm talking about how she can get (motivate) her kids to do something.

Right. It's a way different type approach.

So you have to could do little qualification, you know.

Find a little bit more about them, but she might know somebody

who is like the fellow I talked about (prevouse story) that is a high end auto dealer

and he brings in sales people and speakers all the time

just like me. Do you know what I mean?