EP77: Step 1 – The Motive

The Shin-Fu all starts with the motive. You must understand the motive of the prospect so that you can understand their pain. People don’t just want their house painted for no reason. Make an effort to make a real connection and build a relationship of trust with your prospects. Motive leads to money!

In this episode, we talk about…

  • They are building trust with you throughout the process
  • Show and sell value based on the things that are important to them
  • Determine what all the wasted time is costing you
  • The competition is less relevant when you hang out in the motive


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