The 1st free, weekly Network Marketing training webinar that's generic & interactive!

Earners are Leaners!

The 1st free, weekly Network Marketing training webinar that's generic & interactive!

Podcast
Episode

Decisions happen almost instantly on nearly zero information.

This transcript picks up just after the 8th minute, right after Steven Burke said “decisions happen almost instantly on nearly zero information.  Enjoy!

[00:08:33.090] – Steven Peter Burke

Yes.

[00:08:33.330] – Tom ‘Big Al’ Schreiter

Before even told them the name of the company.

[00:08:36.290] – Steven Peter Burke

And you got people at that point, Tom, that are trying to figure out why they should. Reasons why instead of reasons why not, don’t.

[00:08:45.670] – Tom ‘Big Al’ Schreiter

Yeah, they’re already on our side. They’re on our side of the table. When you say your company starts with a vowel or a consonant, they’re excited. They don’t care. Awesome.

[00:08:55.050] – Steven Peter Burke

So, Tom, you’ve got some magic words and questions and various different trained words that people are learning. It’s really just about conducting a conversation, isn’t it?

[00:09:13.730] – Tom ‘Big Al’ Schreiter

Yeah. Just understanding, if we talk to people the way they get it, we’re never going to have a problem.

[00:09:21.890] – Steven Peter Burke

Yeah. In 1997, you know, John McAfee, and in 1997, John started with me, and in his first week he made money. And then he went through a process of a few weeks where he had trouble, and he finally came to me and he said, I don’t understand what I’m doing wrong. So I asked him a bunch of questions, and I really couldn’t understand what he was doing wrong either. So I finally said to him, you might be trying too hard, dude. And all of a sudden.

[00:10:00.730] – Speaker 1

He backed off, and all of a sudden, he came back to me a few weeks later, and he said, you’re right. Prospects can sense that, can’t they, tom?

[00:10:10.930] – Steven Peter Burke

Yeah. They smell agendas. They smell desperation. They smell incompetence. They smell a lot. Sometimes we smell. Oh, man.

[00:10:20.900] – Speaker 1

Yeah, that’s bad.

[00:10:24.290] – Steven Peter Burke

So these are five steps, and that’s way too much for this call. So I’ll tell you a little story that you’ll always remember, and then I’ll show you a couple of words that you can just take from this call and go out and rock with it. How’s that?

[00:10:40.380] – Speaker 1

Yeah, let’s do that.

[00:10:42.190] – Steven Peter Burke

Here’s the story. How many of you have seen the movie Beauty and the Beast?

[00:10:48.110] – Tom ‘Big Al’ Schreiter

Yeah.

[00:10:48.770] – Steven Peter Burke

Okay. So I come to your house, and I say, let’s go see Beauty and the beast, and we run down to the theater. We buy some tickets for $10, or Canada, $30. Who knows? So buy some tickets. We go inside, get some popcorn at value pricing, and then some milk duds for the dairy group and maybe a few other snacks to hold us over. We sit down, they show us a whole bunch of commercials for 20 minutes till we’re irritated, and then they show us some trailers for another ten or 20 minutes till we’re deaf. And then finally, the movie starts. For 90 minutes, we’re swept into the magic of Disney. At the end of the 90 minutes, we just feel good. It was really worth the money. And so we get up to leave, and they show a bunch of credits across the screen. I don’t know. Disney owns all rights to everything. Who sang this song shot on location? Who brought the donuts that day? Everybody gets their name. We won an award. So here’s the question. At what point in that timeline, from the moment I show up to your home until the last credits go down the screen, at what point did you make your decision to go see Beauty and the beast?

[00:12:06.970] – Tom ‘Big Al’ Schreiter

Before we even got there.

[00:12:10.970] – Steven Peter Burke

So before you knew about the awards.

[00:12:13.770] – Tom ‘Big Al’ Schreiter

Yeah.

[00:12:15.930] – Steven Peter Burke

Before you know that Disney had all rights?

[00:12:18.150] – Tom ‘Big Al’ Schreiter

Yeah. It was because you said, let’s go, and you’re my friend.

[00:12:24.670] – Steven Peter Burke

So before we even knew who the singers were.

[00:12:28.750] – Tom ‘Big Al’ Schreiter

Yeah, we were already there.

[00:12:31.390] – Steven Peter Burke

So what you’re saying is, what we talked about earlier is we make instant decisions based on how much information?

[00:12:40.370] – Speaker 1

Nearly zero.

[00:12:43.490] – Steven Peter Burke

So if you can remember that story, that will explain how humans make decisions. And I know some people have a lot of problem with this, so I’ll leave you with one way to remember. How’s this? How many people here don’t raise your hand. How many people here on this call have made the decision to enter a relationship or get married before you had all the information. That was low. I know. All right. Some of us, maybe several times. Okay. Are we over our information addiction?

[00:13:22.850] – Speaker 1

Yeah.

[00:13:23.320] – Steven Peter Burke

It’s hard. I’m asking you to change your life entirely because humans use no information for the decision. After they make the decision, they would like to have some information to make them feel good so they don’t look like idiots.

[00:13:40.470] – Tom ‘Big Al’ Schreiter

Yeah.

[00:13:41.750] – Steven Peter Burke

I don’t want to go home to my wife, said, hey, dear, I joined a business today. I forgot to ask the name of the company. I don’t even know if they charge you money. I don’t want to look like an idiot.

[00:13:50.330] – Tom ‘Big Al’ Schreiter

Yeah.

[00:13:52.250] – Steven Peter Burke

So here’s the technique. Remember we talked earlier about how people buy and if we are conscious and polite to talk to people in a way they like to buy, we don’t set up all distress and objections and grief. So imagine I pick up a phone, I call you, you’re my friend, and I say, hey, good friend, what are you doing Thursday night at 08:00 p.m. Do you feel something in your back of mind that doesn’t feel right? I don’t know. What’s he going to do? What’s this about? He may be asking me to do a double homicide. I don’t know. Or worse yet, he might even invite me to an opportunity meeting. That’d be disaster something. So if we use those words and call somebody, and if you’ve called anybody, you know the answer to this, what are they going to say? Almost every time they say, what are you doing Thursday night at 08:00 what are they going to say, I am busy.

[00:15:05.650] – Tom ‘Big Al’ Schreiter

What’s it about?

[00:15:07.410] – Steven Peter Burke

It’s predictable, isn’t it? If you say those words, you will normally get that result. And yet people say, well, I’ll say these words again and maybe it’ll be different. No, it’s consistently the same. And they say, well, I wish they would say something else. Well, say different words. Now, here’s the reason that doesn’t work so good with humans. We don’t know the context, we don’t know where it’s going. So we’re going to say, I’m busy because we can’t say no to our friend because that would be rude. So we just say, I’m busy, which is code for no, not interested. No, not interested. Once we accept that, if we say certain words, we’re going to get a certain result. If we say, hi, what are people going to say back?

[00:16:00.150] – Tom ‘Big Al’ Schreiter

Hi, how’s it going?

[00:16:02.240] – Steven Peter Burke

Yeah. Going to say thank you. They’re going to say, you’re welcome, or please and thank you. So once we understand there’s a cause and effect here, it doesn’t seem so strange why people tell us no because we’re saying the wrong stuff and maybe we’re not honoring how they buy now. Feel the difference. I call you and I say, hi, good friend. My daughter’s getting married Thursday night. What are you doing Thursday night at 08:00 does that have a different feeling?

[00:16:33.070] – Tom ‘Big Al’ Schreiter

Yeah.

[00:16:34.270] – Steven Peter Burke

Why?

[00:16:35.630] – Tom ‘Big Al’ Schreiter

There’s no trick. There’s no hidden agenda.

[00:16:39.890] – Steven Peter Burke

Yeah, we know the context. Yeah, we know what’s going on. At least we know the direction we’re going. So it’s not like we’re grasping and worrying about stuff. So what we want to do to our prospects, instead of just flirting out and be greedy salespeople say, give me your decision. Maybe we could tell them a little question first that lets them know the direction we’re going in. Now we’re going to cheat on this, we’re going to pick the direction we’re going in and we’re going to pick a question that they will agree with. So we’re going to say just a little question that they’re going to find it so easy to agree with and agree with might be yes or no, but they’ll agree with whatever we said. So let me give you an example. If I say to somebody, you like money, what do you think they’re probably going to say?

[00:17:35.650] – Tom ‘Big Al’ Schreiter

Yes.

[00:17:37.090] – Steven Peter Burke

And they’re starting leaning in that direction. Yes, I like money. Yes, I like money. And it’s going to be hard for them to fight their way back, isn’t it? But I let them know that we’ll be talking about money. Or if I say, you like taking good care of your skin, what do you think a lot of people might say, yeah, or if I say they would agree with me, right? Or what if I said, do you hate wrinkles? It goes, yeah, I hate wrinkles. Yeah, they’re going to agree with me. So we start with a very small question. And all we want this question to do is alert them to the direction we’re going to give them the context of our conversation. So it’s not like blurting something out. Then we’ll ask our closing question because closing comes before information. Right. We’ve seen that on the five steps. So I want you just to sit back and listen. Don’t have to write anything down but feel how this sounds. And then I’ll show you a little ninja trick to make it work better. So I might say you like money. Would it be okay if you had more.

[00:18:53.850] – Tom ‘Big Al’ Schreiter

Yes.

[00:18:56.490] – Steven Peter Burke

Or eight wrinkles? Yeah. Would it be okay if you can keep them away an extra 15 years?

[00:19:04.750] – Tom ‘Big Al’ Schreiter

Yeah.

[00:19:08.830] – Steven Peter Burke

Tired a lot? Sure. Would it be okay if you never got tired in the afternoon? Yeah. Hate warehousing the babies in daycare. Oh, yeah. Would it be okay if you could work out of your home instead? Yeah. Hate commuting to work. Oh, I hate the traffic. Would it be okay if you work out of your home then, yeah. How are we doing?

[00:19:33.430] – Tom ‘Big Al’ Schreiter

That’s great. Yes.

[00:19:35.910] – Steven Peter Burke

And now when they said yes, out of those five steps, I went, what was that? That was step number four. They made their yes decision. Is that correct? Now, all we have to do is explain the details. We are already interesting. We got the yes decision. All we have to do is explain the details. Now, does that sound easy?

[00:20:03.790] – Speaker 1

Yeah.

[00:20:05.570] – Steven Peter Burke

Now, if I ask you to write these down, you will have a little bit of a problem. So let me shortcut this for you to show you how this works. Before I said, certain sequences of words causes certain reactions. Is that true?

[00:20:20.710] – Tom ‘Big Al’ Schreiter

Yes.

[00:20:21.620] – Steven Peter Burke

So feel the back of your mind what decision you’re going to make. If I say, would you be interested in. Why are you shaking your head? Andrea, are you saying that after just five words, would you be interested in. After five words, it’s already a no decision. Is that true?

[00:20:41.440] – Tom ‘Big Al’ Schreiter

Yeah.

[00:20:42.990] – Steven Peter Burke

Because we know in the back of our minds that if anybody says, would you be interested in. They’re a salesman. And the back of our mind goes, danger. Danger. Dive, Scotty, dive. Shields up. Salesman approaching. Hide your wallet. Hide your purse. Get your shoes, get out of here. Five words and we’re dead. How many people are shocked? But, hey, maybe we’re just one of these people that likes trial and error. So I said, well, I’ll just try something different. So how about this one? Five words I just got involved with. That’s painful, isn’t it?

[00:21:24.120] – Tom ‘Big Al’ Schreiter

Yeah.

[00:21:25.050] – Steven Peter Burke

How many people here are thinking that? My brother in law said that to me once, and I had a bad ending. So if we talked to 20 people and said, what are you doing Thursday night at 08:00 p.m. Or would you be interested in. Or, I just got involved with. What answer would you expect?

[00:21:47.650] – Tom ‘Big Al’ Schreiter

I’m busy. No, thank you.

[00:21:51.650] – Steven Peter Burke

And we would say, network marketing doesn’t work. It’s the stupidest business in the world. They ripped me off. So discouraging. It’s so hard. Well, how many people have figured out the problem? We’re just saying the wrong words. How about this one? Boy, do I got a great business opportunity for you. No. How many people here already have figured out we have a huge list of these of what not to say? Yeah. So my question is, would it be okay if I gave you five words that worked? And would it be okay if these five words got people to say yes immediately?

[00:22:37.650] – Tom ‘Big Al’ Schreiter

Yes.

[00:22:38.440] – Steven Peter Burke

And would it be okay if you wrote these five words down?

[00:22:42.050] – Tom ‘Big Al’ Schreiter

Yes.

[00:22:42.770] – Steven Peter Burke

And would it be okay if you made them in all giant capital letters?

[00:22:46.470] – Tom ‘Big Al’ Schreiter

Yes.

[00:22:47.260] – Steven Peter Burke

So would it be okay if you took a while? Guess what? These five words would be okay now, if you say, would it be okay if the back of people’s minds has an automatic program, too, and that program says, yes? Hive. Hive. I’m totally there. I don’t even know what’s going to be, but yes, as long as it’s reasonable, I am totally there, 100%. So if you wanted somebody to say yes, what five words would you choose?

[00:23:19.070] – Speaker 1

Would it be okay?

[00:23:22.930] – Steven Peter Burke

Now, if you don’t think that works, feel the back of your mind how quick the yes decision happens. I’ll do this really quick. Would it be okay if you had an extra paycheck?

[00:23:34.450] – Tom ‘Big Al’ Schreiter

Yeah.

[00:23:34.920] – Steven Peter Burke

Would it be okay if you could fire the boss? Would it be okay if you could stay home with your children and still get a full time paycheck? Would it be okay if you retire ten years early at full pay? Would it be okay if you never had to show up for work weekend? Would it be okay if you didn’t have to work 45 years like your parents? Would it be okay if you had a five day weekend instead of two? Would it be okay if you earn more money part time? Your boss is full time? Would it be okay if you never had rinks? How are we doing? And kids do this against us all the time. Mom, dad? Would it be okay if I did my homework on Sunday instead? Would it be okay if I said Susie’s tomorrow night? They got this. We’re going to ask a tiny question that they’re going to agree to because we’re going to choose it. Right? What five words do you think we would choose to start? The second question is to greatly increase our chances of success.

[00:24:32.790] – Speaker 1

Would it be okay? Would it be okay.

[00:24:36.090] – Steven Peter Burke

Yeah. So if we start off our second question with, would it be okay if this could be illegal? It’s almost unfair. So let me show you these questions again like I did earlier, and see if you can pick up the pattern. I said, do you like money? Yeah. Would it be okay if you had more hate wrinkles. Yeah. Would it be okay if you could keep away an extra 15 years?

[00:25:07.030] – Tom ‘Big Al’ Schreiter

Yeah.

[00:25:08.370] – Steven Peter Burke

Hate commuting? Yeah. Would it be okay if you could work out of your home instead? Hate laying in bed at night listening to your skin wrinkle? Yeah. But it’d be okay if we could stop it right now.

[00:25:23.370] – Tom ‘Big Al’ Schreiter

Yeah.

[00:25:29.290] – Steven Peter Burke

Simple as that. So, using that little pattern when we hang up, you can make hundreds of these. Hundreds. But you only need ten or twelve. They’ll probably cover almost every situation. So there’s the mall. You see a clerk and she’s at minimum wage, and it’s Saturday morning. She has a hangover from Friday night, and, you know, she doesn’t want to be there. We could probably say, hate working Saturday morning. What might that clerk say?

[00:26:08.870] – Tom ‘Big Al’ Schreiter

Yes. Yeah.

[00:26:10.180] – Steven Peter Burke

And then what five words would we say?

[00:26:12.550] – Tom ‘Big Al’ Schreiter

Would it be okay?

[00:26:14.870] – Steven Peter Burke

Would it be okay if you never had to work weekends again? Yeah. All right, well, you’re at work right now, but when’s your break? We’ll talk the food court during break. Simple as that.

[00:26:29.790] – Speaker 1

Incredibly easy. Isn’t it tough?

[00:26:32.990] – Steven Peter Burke

Yeah, it gets easier as we learn. We’re all professional students. I’m learning every day. So let me give you a third line to this. Are you ready?

[00:26:49.250] – Tom ‘Big Al’ Schreiter

Yep.

[00:26:51.170] – Steven Peter Burke

You might. Yeah. Yeah. But I need to close it, nail it down even more. All right, so if you have good rapport with a person. Right. And, Andrea, what do you sell?

[00:27:03.430] – Tom ‘Big Al’ Schreiter

Skincare.

[00:27:04.650] – Steven Peter Burke

What kind of skincare? Good one, I presume.

[00:27:07.580] – Tom ‘Big Al’ Schreiter

Rhodan and field.

[00:27:08.940] – Steven Peter Burke

All right, so let’s just say that you’re talking to me and say, I like taking good care of your skin. I say, yeah. Well, would it be okay if you had a special skincare that could keep you from wrinkling at night? Oh, yeah, sure. And then you’d say these words, well, let’s sort that out now.

[00:27:35.810] – Speaker 1

What a deadly close.

[00:27:38.370] – Tom ‘Big Al’ Schreiter

Wow.

[00:27:42.610] – Steven Peter Burke

But you may not want to say that, because you might say, well, let’s fix it now. How about this to that Kirkland mall. Hate working Saturday morning. Saw my head hurts. I hate this job. Would it be okay if you had a better career and didn’t have to work weekends? What is she going to say?

[00:28:00.170] – Speaker 1

Yes.

[00:28:01.290] – Steven Peter Burke

Well, let’s fix that now. Yeah, let’s do fix that now. Well, you’re at work right now. Let’s meet them on your break in an hour. So the second way of saying it is, let’s fix it now. So if you had really good, tight rapport with people, those two statements would work. But maybe you’re brand new and nervous. Or maybe the rapport wasn’t quite that tight. It can happen. So here’s a different closing statement. You could say, maybe you’re talking to a coworker and you say, hate this job as much as I do. They say, yeah, would it be okay if we start our own business? And they go, well, yeah, but, well, maybe, right, well, here’s what you would say. Would you like to know more? Now, this gives them a chance to bail out. If they think that you’re sleazy, you’re trying to trick them, but it also gives them a chance to say yes. And again, they’re closed. So if it wasn’t really tight, you could say, would you like to know more? Or let’s try this one, andrea, like taking good care of your skin. Yeah. Would it be okay if you keep wrinkles away an extra 15 years?

[00:29:36.410] – Steven Peter Burke

I don’t know. My sister sells Avon. And you say, well, would it be useful for you? You keep it. Yeah, it would be useful. Well, close. So another way, instead of saying, would you like to know more, is, would this be useful for you? So over time you’re going to pick up these little phrases and say, well, even if they’re not committed and kind of iffy, I can still close them with the very low key things like, would you like to know more? It’s either a yes or no. And if the answer is no, nobody will ask us for additional information.

[00:30:17.620] – Tom ‘Big Al’ Schreiter

Torture.

[00:30:20.710] – Steven Peter Burke

And if they say yes, I’d like to know more. It change, we’re done. Just that simple.

[00:30:30.090] – Speaker 1

The whole industry, whole industry is making this tougher than it really is, aren’t they, Tom? I mean, the majority of the industry.

[00:30:38.250] – Steven Peter Burke

And then when they need no more details, I’ll just use Andrea, for example, since we’re picking on, say, yeah, I would like to know more. What would you like to know? They say, well, what’s the name of the company? Over to fields. Oh, that’s okay, good enough. That might be all they want to know. That’s their entire presentation. Or they might say, I want to see a video because I like commercials. Whatever. We’ll sit and watch and watch a video. Or they say, could you put some cream on my skin to see if it peels, whatever it may be. But you’ll be amazed that our entire sales presentation has about 98% of the stuff that they don’t really want to know. So I find this little way of doing the presentation, when you say, let’s sort it out, and they say, okay, or they say, well, I need to know more. Here’s the three questions very quickly, because I know you have time limits on these. So the question would be, what would you like to know first? And it’ll tell you exactly. The second question is, what would you like to know next? Say, how do you come up with these?

[00:32:03.270] – Steven Peter Burke

And you just keep asking, what would you like to know next? Over and over again till they run out of questions. And then the last one is, what would you like to do next? Show you how it works. So I said, well, Andrea, yeah, it sounds good to sort out, but I need to know more. What do you like to know first? Well, what’s the name of the company? Fernandez Fields. What do you like to know next? Is the product really good? Yes. What do you like to know next? I said I could become a distributor. How’s the compensation plan work? Well, if you have a lot of customers, you can make a lot of money. If you have fewer customers, you’ll make less. Would you like to know next? Ah. How long will I have to use it before it makes a difference? Most people see a difference in 21 days. What do you like to know next? That’s it. So what do you want to do next? Guess. Use a credit card. Yeah. If we talk to people in a way they like to be talked to in a super polite method, it’s awesome.

[00:33:24.030] – Steven Peter Burke

When Steve and I first met in 97, this was only just starting to happen. It’s only happened in the last 20 years. All this research shows how this works. And the problem is, Steve and I were taught really brutally rude sales techniques from the 1960s. I’ll just put it that way. But, hey, we didn’t know. That’s just what they taught us. But now we know different, that we can make this totally rejection free. So here’s my advice. Practice. You can start small. You can tomorrow say, hate your job as much as I do. Yeah, I’ll get back to you the next day with what to say next. Right. Start small. But what’s nice about the second sentence was, would it be okay? It naturally finishes itself. You’ll find it so easy to finish that second statement. So if you just took these tips from here as a start, and I would encourage you to do this. When I started, I learned everything by trial and error, and it’s a brutal, discouraging process. So hang around, Stephen, or some people that may have kind of a grip on things are not teaching things from the 1960s, and you cut down the learning curve, and you don’t get discouraged because things actually work.

[00:34:53.630] – Steven Peter Burke

So there’s a huge community out there that just really has their act together, that’s really doing good things. But with just this, you can probably make a fortune network marketing just with those tiny questions and let’s sort it out or let’s get it sorted or let’s fix it now or would you like to know more? And if they do those three little questions, that’s your whole presentation. It’s so easy that even men can do this.

[00:35:33.610] – Speaker 1

Thanks a lot, Tom.

[00:35:38.490] – Steven Peter Burke

So that’s pretty much it. That’s a handful of tips to do for this week, but it’s a good start.

[00:35:44.590] – Speaker 1

Thanks very much, Tom. Thank you.

[00:35:47.790] – Tom ‘Big Al’ Schreiter

Thank you so much, Tom.

[00:35:49.650] – Speaker 1

Guys.

[00:35:50.430] – Tom ‘Big Al’ Schreiter

Thank you, Tom. Yeah, thank you.

[00:35:53.000] – Speaker 1

Just want you to understand something. Tom wasn’t paid to come on this.

[00:35:58.850] – Steven Peter Burke

Know there’s an option.

[00:36:03.750] – Speaker 1

You never asked, brother. Why don’t we stay on for a little while? Thank Tom. Let him go because he’s got a busy day and. Yeah, Tom, I don’t know what to say. Thanks very much, brother.

[00:36:18.850] – Steven Peter Burke

Hey, we’ll catch up in Toronto, but hang around Steve. He’s got a good grip on this whole thing and we’re all still learning as we go, but we’re works in progress. But this is way ahead of what we used to when we started. So look at the fun thing. You’re going to have a great time. No rejection. So anyway, goodbye everybody, and see if you can come up with a bunch of phrases.

[00:36:38.270] – Tom ‘Big Al’ Schreiter

Thanks so much. Thank you.

[00:36:43.410] – Speaker 1

All right, so. So we just had the tiny questions seminar, mini seminar and tiny questions from Tom. Pretty generous guy. I want to tell you a story about Tom. I could tell you a bunch of stories about Tom, but I’ll tell you a story. A few weeks back he popped on Skype and I happened know be online and I saw him come up and I just sent him a said, hey, where are you today? Because I know he travels a lot and he said, I’m in Dubai at the airport. I said wow, where are you heading? He said, going to Iran.

[00:37:33.570] – Steven Peter Burke

I said, what?

[00:37:36.050] – Speaker 1

He said, yeah. He said the network marketers there are really in trouble because none of the trainers will go and help them. They’re all afraid to go. So he went, wow. And you got to understand something. If you’re an american, going there in the first place takes guts. Going there to pitch network marketing techniques is another whole deal because the meeting might get rated for conducting a business that they don’t understand yet. And then I’ve known him 20 years. I said, would you come on this call Tom and help up my people. It was never a question of whether he was going to do it. The only issue was, if you’ll notice, he had a little blemish on his face. He had surgery two weeks ago, so it was just a matter of, I can’t do it for two weeks. And so I got back to him. He came on. And what did you think of the call, guys?

[00:38:44.870] – Tom ‘Big Al’ Schreiter

It was great. So succinct, and we just need to tailor it.

[00:38:52.250] – Speaker 1

Yes. A little bit for some of you. I think the tiny question that you’re going to like the most is, do you like money? Would it be okay if you had know, do you like money? I think for a lot of you, that’s going to be the one. I love the skincare one.

[00:39:12.290] – Steven Peter Burke

It doesn’t help us, Andrea.

[00:39:14.460] – Speaker 1

That was. I got a significant other in the skincare business, and so that’s going to be powerful for her as well. But in general, I love tiny questions, don’t you guys?

[00:39:34.950] – Tom ‘Big Al’ Schreiter

Steven, camera on. So we’re not looking at a. Yeah.

[00:39:39.840] – Speaker 1

Sorry, I keep forgetting I had it on mute because I didn’t get to the razor this know me either.

[00:39:49.450] – Tom ‘Big Al’ Schreiter

You didn’t get to a razor?

[00:39:51.460] – Speaker 1

You didn’t get to a razor this little. There we go. There we go.

[00:39:57.630] – Steven Peter Burke

That works.

[00:39:58.400] – Tom ‘Big Al’ Schreiter

A little bit of more is happening here. No, I’m joking.

[00:40:07.650] – Steven Peter Burke

Hi.

[00:40:09.330] – Tom ‘Big Al’ Schreiter

Hi. Thanks.

[00:40:11.730] – Steven Peter Burke

So I had a bunch of stuff written down, but I didn’t know Tom was going to launch right into a seminar as soon as I realized he was going to do that. Obviously, he’s been working on tiny questions a lot more recently and believes it’s easier for newbies to learn. There are so many ways to build rapport. There are so many ways to start a conversation. You’re sitting with somebody and it happens quite naturally. You could say something like, I don’t know about you, but my dreams didn’t include working 40 years for a soul-sucking boss to get paid what I can barely survive on. There are a lot of ways to go about this. There are a lot of tools in the arsenal in Tom’s grab bag. I’ve got a few, too. That one you just heard is mine. So over a period of time, because this is a lifetime of learning you guys have signed up with, would it be okay if we shared some of these in a timely fashion so that you could try a few out before we overload you with ideas and concepts? Would that be okay?

[00:41:25.850] – Steven Peter Burke

Yeah.

[00:41:26.890] – Speaker 1

And would it be okay if you guys tried out tiny questions over the next couple of days to see how it worked out for you. Yeah.

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