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Powerful Ah-ha’s From Marketing Boot Camp
Posted by Jennifer Cummings on 7/19/2007
Powerful Ah-ha's From Marketing Boot Camp
After recently conducting a Marketing Boot Camp in Los Angeles for an intimate group of VIP's, I have to tell you…it was – hands-down – one of the most powerful events I've ever had the pleasure of leading.
Sometimes you just have a special group of people who are very open and excited to learn…and this was one of those times. Wow!
And I wanted to share some of the amazing Ah-ha's that came up during this incredible event.
Now, you might be thinking…"What exactly is an Ah-ha?"
An Ah-ha is simply that wonderful moment of epiphany when your brain tells your body, "Yes! I get it, and this is going to have a profound effect on my life!"
I absolutely believe that the distance between where you are now and where you want to be is simply 6 inches – the 6 inches between your ears! And my job is to fill those 6 inches with powerful, life-changing information.
As a coach, it is wonderful when I see a client's face light up during an Ah-ha moment. Those moments in our lives truly change the way we look at things. And as more and more people are now discovering – what we focus on, we manifest! So, changing the way you think leads to a more powerful and productive focus, which produces faster manifestation of your intended results.
Simply, these "magical" Ah-ha's are the light bulbs that illuminate your path to success!
Here are just a few of the Ah-ha's that came out of our Marketing Boot Camp:
"At the Boot Camp I realized that, as salespeople, our advertising was very 'transactional based,' which is totally opposite of who we really are. The clients that already knew us saw the service heart. The potential customers we were trying to reach through advertising saw us totally different...what a waste of money!"
~Honore Frumentino, The Frumentino Team, Deerfield, IL
Now, a lot of people ask what "transactional based" really means. Good question!
It's simply a way of doing business that is completely impersonal – you know what I'm talking about. It's that way of treating your clients like numbers instead of building a relationship with them before, during, AND after the sale.
In fact, did you know that the #1 complaint about salespeople is that customers feel they are treated like a "walking commission check"?
You MUST look at what the lifetime value of the client is, of what the referral value of the client is – NOT at what you can get from that client NOW.
Approach each new – and old – client with a heart of service. If you're of service, the money will follow.
Not only is that good karma – it's just good business.
And another Ah-ha…
"At the Boot Camp, we discussed the criteria that are important to buyers when describing the ideal property for them, especially prioritizing the list of features. You can never get them all right, but you can go a long way towards getting it mostly right if you know the clients priorities. I have put this into practice when speaking with a buyer that I just put into escrow yesterday. I ONLY HAD TO SHOW HIM 4 HOMES AND HE WAS READY TO BUY!"
~Susan Kazmarek, Rancho Santa Fe Properties, Rancho Santa Fe, CA
This Ah-ha has to do with a subtle distinction, but one that can be very powerful.
In this case, Susan not only asked her client what he wanted in a home, but also asked him to prioritize the features he wanted most. This enabled her to be much more high-dollar productive, AND more importantly, better-served the needs of her client.
So, instead of trying to find a property that meets ALL of your client's needs, you can find a home that meets the most important ones. By knowing what your client wants most, you are not finding them a house – you are taking them home.
At the end of a coaching session or a class, I like to ask my clients what their Ah-ha's are because it is very important for them to recognize that they have had a shift in thinking.
When people are inspired to change their paradigms, they will attract more, be more and do more.
After reading this, what is YOUR Ah-ha?
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