I was recently prospected.  It happens all the time.  To be fair, I prospect all the time too so, though I had somewhere to be, I stuck around for this newbie prospector to lay his best lines on me.  I waited and waited; listened and listened.  He finished and, nope, he never got there.  He never got to the Prospect Tipping Point.  What is the Prospect Tipping Point?  The Prospect Tipping Point is that point where the prospector finally tells the prospected why they should give a hoot about what they’re being told.  In other words, the Prospect Tipping Point is the point at which the prospector answers the questions, “What’s in it for me?” and “Why should I care?” for the prospected.

Generally, our brain is wired to filter out stuff that is relevant from that which is not.  Imagine what it would be like without something like the reticular activating system (technical lingo for the filtering system) in our head.  We wouldn’t be able to make it through the day without information overload on a scale more massive than we could possibly imagine.  Every radio commercial, every TV ad, billboard, speech, brand, popup – everything – would make a difference!  Information overload!!!  Luckily, we have this filtering mechanism to keep us sane.  At the same time, we ignore just about everything that doesn’t meet our personalized filtering criteria.  For example, if you’re pitching a weight-loss product to an athlete, you better find language more like “performance enhancing” than “weight loss”.  Your language has to be relevant or your prospect will be asking, “What’s in it for me?” and “Why should I care?” and they’ll move on.

In navigating towards the Prospect Tipping Point during your conversation, be sure not to go on and on about what is important to YOU.  You must detail why it’s important to them.  You should be asking questions – conversing – to understand their position and situation in order to offer personalized content to get to their tipping point and past their filters.  Otherwise, all they will hear is “blah, blah, blah”, and you will have wasted your breath.

I want you to be successful.  After all, I am Your Success Guru!  Successfully navigate and get past the Prospect Tipping Point by understanding with whom you are talking and making your pitch relevant to them.

Best in business!
- Drew

Success Notebook

Jack Canfield, a success strategy coach and mentor, says that one valuable secret of success is that success happens from the inside out, so becoming familiar with your own inner guidance is essential. Recording all of these positive events in a success notebook brings you inward and helps you recognize your true purpose in life. This success book can help you recognize interests and that which inspires and intrigues you.  You may find that as you continue to record all the positive thoughts you become increasingly positive, as a side effect, and discover more intimately your dreams and passions – what truly drives you.  Finally, you may even find yourself feeling more full, confident, and excited.  All this from simply following the success strategy and writing down simple successes in your success notebook.

Drew Berman and Jack Canfield

Appreciating this secret of success, and being all about putting myself out there for you, allow me to share a recent entry from my personal success book.  You see, I’ve moved recently.  Some of you know this.  This was no ordinary move for me.  I’ve always lived in a metropolitan area.  I’ve always lived in an apartment.  Today, I live in my dream house in a Connecticut suburb of NYC.  My family and I could not be any happier!  For me, this is a huge success.  I’d love to hear from you.  Share one of your successes with me.  Feel free to comment below.

Your Success Guru,
- Drew

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Last week, I had the honor and pleasure of interviewing Craig and Giovanna Garcia. Wow – this may have been one of the best interviews we have ever had. We learned about capture pages, opt-in, membership sites, newsletters (that is soooo 2008), how to connect to your audience, the art of EDUTATION – combining entertainment and education, and how to be relatable – both on and offline. We live in a world of high tech and high touch. No matter how good you get at internet marketing, at the end of the day, you are still going to have to talk to people.

Craig and Giovanna Garcia

The Garcia’s are great friends of mine and they are wonderful entrepreneurs, having succeeded both online and offline. It has been fun serving on the board of the Team Thrive Network with the both of them, and we are currently planning on future projects together.

Giovanna Garcia, from www.ImperfectAction.com, has a background that is rich in experience. Everything from how she went from being an immigrant at the age of 16, coming to America by herself, not speaking English, without any friends or family, to starting her own company with only $300 dollars, building that business into a multimillion dollar corporation over a 12 year period, and retiring before the age of 40. Today, Giovanna is a successful inspirational speaker, an award-winning professional blogger, and an author. Everything is possible for Giovanna because of her philosophy: Imperfect Action is better than No Action; she empowers people all over the world in achieving their goals and dreams by overcoming perfectionism and procrastination.

Craig Garcia, from www.CraigGarcia.tv, is an internationally recognized speaker, trainer, and author in Corporate America, Direct Sales, and the Network Marketing industries. Craig specializes in transforming people from ordinary to extraordinary through his books, CD’s, DVD’s, live trainings, and speaking engagements. Craig is a veteran of online marketing, making over 20 million dollars online in 3 years. Craig has over 300 hours of inspirational, educational, and personal development products and trainings. His books, audios, and video training programs benefit employees, entrepreneurs, and direct sales people at all levels of conscious development.

This is an interview that you don’t want to miss. Click here to listen to this amazing call.

Craig and Giovanna Garcia Interview