And just so you know … everything I’ll be sharing with you, I learned from a facilitator named Anne Lieberman who was certified back in 2009.

She had retired after creating and then selling a successful financial services business.  But after learning about The Lefkoe Method she became so passionate about it she came out of retirement, got trained and then certified.  

Once she was certified she used her marketing skills to build a successful Lefkoe Method practice.  She now has a 4-6 week long waiting list to work with her.   She sets her own hours.  And she can work anywhere in the world.

She’s even taught a few other people how to market their services as well and they’ve also built thriving businesses.

You’ll learn more about her and her marketing proteges over the next few days.

Before we get into all that, I have a question for you.

Why do so many of us have trouble talking about The Lefkoe Method?

It’s because most of us have learned our marketing by osmosis.  We’ve been exposed to marketing messages from TV, radio, the Internet … that almost always sells us on a brand.  

The creators of these ads want us to associate certain thoughts and feelings with a brand and will spend millions upon millions of dollars to do it.

Most people associate Coca-Cola with wholesome fun.

Coors Light with a different kind of fun.

And Apple with the cool and useful gadgets that make our lives better.

So naturally, many people when trying to sell their belief elimination services, will often start out by explaining how the Lefkoe Method can get rid of limiting beliefs and permanently change various problems.

They might even tell their own success story … about how TLM transformed their lives … what a difference it made for them.

They basically become a mini-commercial for The Lefkoe Method.

And as I’m sure you’ve realized.  It doesn’t always work.

But it’s not your fault that you didn’t know a better way.  How many of us went to “market a professional services” school?

I know I didn’t.

So very few people figure this stuff out on their own.  And most will continue to bang their heads against the wall trying to get the same unworkable ideas to  …  well … work.

I get it. I was once where you are.

When I first learned The Lefkoe Method, I thought to sell a service, I had to make sure people understood the service … believe the method I use works … and know what it can do.

So I explained what TLM can do.

I let them know that it can …

Overcome procrastination

Eliminate fear of public speaking

Lower stress

Increase confidence

Eliminate limiting beliefs

Make you feel you are in charge of your life

And on and on.

In short, I told people how wonderful TLM is and maybe by extension, how wonderful I am.

 

If you’ve tried this, then you don’t need me to tell you that this doesn’t always get ’em lining up at the door to work with us.

But what does work?

Before I answer this, I want to set the stage a bit.

First, consider that you’re not selling a widget like a cell phone or a book or a George Foreman Grill.

You’re selling a one-on-one service.

That means that if the person doesn’t like working with you, they won’t want to continue and might fear hurting your feelings later on if they have to explain why.

Most people don’t want to invite that kind of discomfort into their lives.

Second, to agree to work with you one-on-one I must absolutely have a very high level of trust in you.  Not your method. Not your credentials.  Not your track record.  I must trust YOU.  I must feel comfortable with you.  

If I don’t, then no matter how effective your technique is, I just don’t want to get involved.

And to put the shoe on the other foot.  Do you really want to work with someone whom you don’t like or trust?

Probably not.

So we shouldn’t expect more from complete strangers.

So the solution?

To stop being a stranger.  To be a trusted advisor.  Or even a wise friend.

And there’s no more powerful way to be a trusted friend than to just listen.

When you listen, you demonstrate that you are the kind of person who listens.  You make the person feel comfortable being with you.  You make the other person feel valued, cared for and important.

And you give them a taste of what it’s like to work with you.

“I like so-and-so he/she really listens.”

When you do that, you start to build a relationship.  And yes, you can do that with complete strangers.

You can do that with family members, significant others and friends too. :)

Research shows that most people feel that other people don’t listen enough.

So even with these people who already know you, you can start listening more.

When you listen more, you build up trust.  When you build trust, people are more open to what you have to say.

And when people are open to you … then you can finally then let them know how you can be of service.

Another problem …

But you may be wondering, “How do I get the person talking about the subjects that will allow me to show them I can make a difference?”

After all, most people don’t just open up and reveal their problems to complete strangers.  

That is … unless you begin the conversation in just the right way.

I’ll show you a natural and authentic way to start a conversation that makes people feel open to revealing more of themselves …. while at the same time setting a context that allows you to make an offer of service … in the next email.

Until then, leave a comment to let me know what you think of these ideas.