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Business Confidence: Focus on the Client

Jesse Jorgensen. Business Confidence: Focus on the Client. The “why” Mindset of today’s patient Tactics to build confidence The comfort zone Q & A. Today’s Agenda. http://www.dailymotion.com/video/x7mo1r_office-space-people-skills_fun.

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Business Confidence: Focus on the Client

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  1. Jesse Jorgensen Business Confidence: Focus on the Client

  2. The “why” Mindset of today’s patient Tactics to build confidence The comfort zone Q & A Today’s Agenda

  3. http://www.dailymotion.com/video/x7mo1r_office-space-people-skills_funhttp://www.dailymotion.com/video/x7mo1r_office-space-people-skills_fun

  4. “Whether you think you can or think you can’t – you are right.” — Henry Ford

  5. Extensive research on nearly 80,000 people shows that most people seek out information and insight that are already consistent with what they believe, filtering out the rest • American Psychological Association, “People sometimes seek the truth, but most prefer like-minded views” Updated…..July 1, 2012

  6. People who have little confidence in their own beliefs are less likely to expose themselves to contrary views than people who are very confident in their own ideas. People are also more likely to expose themselves to opposing ideas when they are seen, heard or felt to be valuable to them. • How can you use this information?

  7. Busy Stressed Distracted Cost-conscious Views your competition as: chiropractors, massage therapists, acupuncturists, surgery, etc. Today’s Patient

  8. YOU are the expert and need to believe that But Here’s A Secret…….

  9. People are busy – you have 2 minutes to get their attention • 3 seconds – Do I trust you? – you need to be fully engaged in your patient • 1 minute - Is this interaction worth a piece of my life? – other focused, quickly relevant, and compelling • End of the first visit – Am I in or out? – Inspire follow-through with trust confirming phrases Before You Know It……

  10. Words or terms that our brains are hardwired to respond favorably to Inspire action Subtly build trust and a relationship Good “closing” language What Are Trust Confirming Phrases?

  11. Examples of Trust Confirming Phrases • Glimpse • Glance • A few minutes • Best instincts • Brain storming • Sounding board • After listening to you • As promised • Our expert team • Not missing anything that matters • We take things one step at a time • Peace of mind • Sleeping better at night • Time is precious

  12. Where High Performers Live

  13. Split second engagement • Before any client interaction, clear your mind so you focus only on your client, his/her needs, situation, etc. • Extremely rare – builds trust and respect Strategies of High Performers

  14. Split second anchor • “Chunking” into a sensory recall prompt, your best performance state and memories • Elicit confidence on demand • 1. VIVIDLY recall a time when you were your best. • 2. Create a distinctive felt-sense reminder (thumb to index finger) while engaging senses in memory recall • 3. Practice triggering the anchor, creates a peak-performance state Strategies of High Performers (cont’d)

  15. Split second empathy • What is your patient thinking or feeling RIGHT NOW? • What’s going on in their life? • What’s going on in their day? • What words are they using? • What tone of voice are they using? • What is their body language telling me? • Very rare Strategies of High Performers (cont’d)

  16. Split-second next • They gottawanna • Once your relevant insights have been turned away it’s ok to walk away • “Here’s how I can help you. Please come see me if it doesn’t get better.” Strategies of High Performers (cont’d)

  17. Split-second reset • A momentary feeling of frustration, towards somebody else or yourself, can cascade into overall bad feelings • This can completely derail your day, week, etc. • IMMEDIATELY reset to an even keel • No dwelling on what didn’t work • Build on what did work Strategies of High Performers (cont’d)

  18. Social Proof

  19. “A ship is safe in harbor, but that’s not what ships are for.” – William Shedd

  20. Similar to working out • If you are always training for a 5k, what happens if you suddenly get thrown into a marathon? • Train for a marathon • Get out of it! • How will you do this? The Dreaded Comfort Zone

  21. “Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit at home and think about it. Go out and get busy.” – Dale Carnegie

  22. Out of everything we talked about today, what has been most valuable? What is one takeaway you WILL implement from today? Questions? Wrap-up

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