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WHYareweallNetworking?WHYNETWORKING?TOGETMORECUSTOMERSWeallNEEDaConsistentandEver-GrowingSteadyStreamofNewCustomerssowecanbuildourbusinessandmaketheamountofmoneywe’veconvincedourselvesthatwedeserve.Forthelast20yearsmysoleoccupationhasbeenabout“GettingCustomers”formyclients.InsomecasesIwasresponsibleforrunningandmanagingtheirentiremarketingsystemandcampaigns.InothercasesIwasaconsultantorcoachineitherInternetMarketingorBusinessNetworking.ABOUTMEAfterworkingwithhundredsandhundredsofmarketing&networkingclients,generatingthousandsofleads,referralsandsales,marketingallkindsofproductsandservices,Icametoarealizationthatmergedfromaskingaverybasicquestiontomyself…MARKETINGSearchEngineMarketing-SocialMediaMarketing-VideoMarketingWhatistheessenceofMarketing?ThewordMarketingisveryAbstractAdvertising:Radio,Television,PrintFace-to-FaceMarketing-Networking-Referrals-SalesWHATISTHEESSENCEOFMARKETING?TheEssenceofMarketingis...GettingCustomersInmyexperience,themostpowerfulformofmarketingis...Face-to-Face-Referrals-Networking1)YoumustunderstandhowtoTRIGGERyourProspectsAttention…GETTINGCUSTOMERS2)HowtogetyourprospectFocussedandEngaged…3)Howtocreatecuriosityinthemindofyourprospect…sotheywanttoknowmoreTobetrulysuccessfulatgettingcustomersyouhavetoFIRST…beabletodo3thingsextremelywell:THEKEYTOAGREATPITCHTheKEYisPsychologyUnderstandinghowtheHumanPsychologicalandEmotionalSystemsWork.Understandinghowhuman’sreallymakedecisions.RATIONAL?AreHuman’sRATIONAL?AreYOURATIONAL?Buyingdecisionsarerarelylogicalorrational-eventhoughthemindtrulybelievestheyare.ThePERFECTPsychologicalModel----HOWDOHUMANSREALLYMAKEDECISIONS?Dr.PaulD.MacLean-NeuroscientistDevelopedamodelcalledTheTriuneBrainModel.Anevolutionarymodelthatdescribeshowourhumanbrainsdevelopedovermillionsofyears...Hesay’swehumansactuallyhave3brainsin1.TRIUNEBRAINMODELTheFIRSTbraintoformiscalledtheReptilianBrainorAutomaticBrainOvertheReptilianBrain,grewtheMammalianBrain,whichisourEmotionalBrainThenfinally,muchlateroverthose2brainsgrewtheNeoCortexorourthinkingBrainTRIUNEBRAINMODELMostofuswalkaroundthinkingit’sourlogical,thinkingbrainthat’sincontrol,wheninreality,it’souremotionalMammalianbrain,andmorepredominantlyourReptilianbrainthat’sreallyincontrol.SoinsideourbrainwehaveaReptile,aMammalandaThinker.It’sresponsibleforallofourautonomicsystems.Breathing-HeartRate-Digestionetc.Itcan’tthink…itcanonlyreact.THEREPTILIANBRAINIthas2MainDrivers-SURVIVAL&PROCREATION…Itisthefastestofthe3brainsBecauseit’sdrivenbysurvival-It’sthefirstGATEKEEPERofallincomingdata.Gatekeepermeaning…ItdecideswhatisbroughttoourAttention.THEREPTILIANBRAINItMonitorsandFiltersEVERYTHINGcomingintoourbrain.Dr.JoeDispenzaaNeuroscientiststatesourreptilianbrainprocessesover400billionbitsofinformationpersecond,butweareawareofonly2,000bitsofthatinformation.THEREPTILIANBRAINThisistheFIRSTbrainwehavetotalktoinanyMarketing,NetworkingorSalesenvironment!ThereptilianBrainistheATTENTIONTRIGGERsystemofourBrain.THEREPTILIANBRAINIfwedon’tgetourprospectsattention-nothingwillhappen.TriggeringAttentionisanAutomaticSystem.Sohowdowetriggerattention?ThroughRecognition…THEREPTILIANBRAINAtaPartyYouTRIGGERyourprospectsattentionbynamingthem…theirspecificcategory...YouneedtoknowwhoyourSPECIFICIdealCustomeris?ThenextbrainweneedtotalktoistheMammalianBrainThisbrainisthepathtoouremotions,thehomeofourvaluesandthegatewaytoourlong-termmemories.THEMAMMALIANBRAIN(EmotionalBrain-LimbicSystem)THEMAMMALIANBRAIN(EmotionalBrain-LimbicSystem)Dr.JohnRateyatHarvardUniversitysaid“Werememberwhatwefeel…notwhatwecalculate.”Ifyouwantsomeonetorememberyou,justgetintouchwiththeiremotionalbrain.CHARACTERISTICSOFTHEMAMMALIANBRAINItneedstobondwithotherhumansItneedstogrouptogetherinCommunities-SocialGroups-PeersIt’smaingoalsareNEEDSandVALUESThisisthesecondgatekeeper…Itwantstoknow;CanItrustyou,doyoucareaboutme,doyourespectme,doyouvalueme,doImattertoyou?CHARACTERISTICSOFTHEMAMMALIANBRAINKnowYourProspectsChallenge…WhataretheirFrustrations,andFearsKnowYourProspectsGoals…WhatistheirHopesandAspirationsYouMUSTknowwhattheirSPECIFICChallengesorGoalsare?WhatdotheyreallyWANT-NEED-VALUE?COMMUNICATINGWITHTHEMAMMALIANBRAINNEOCORTEX(ThinkingBrain)Logic-Thinking-Processing-ProblemSolvingReasoning-PlanningGivesustheabilitytolookintothefuture,orreflectonourpast.Givesustheabilitytolearnanddevelopexperience.NEOCORTEX(ThinkingBrain)GivesustheabilitytoreflectonourselvesAllowsustohaveawarenessandAwarenessofawareness,byfaroneofthemostpowerfultoolswehaveashumans!NEOCORTEX(ThinkingBrain)Butwithallthatpower…TheCortexisNOTthedecisionmaker!It’sthenewkidontheblock,theyoungersibling.TheReptilian&MammalianBrainsarethedecisionmakers,andifthereisaconflictbetweenthem,theolderReptilianBrainalwayswins!NEOCORTEX(ThinkingBrain)TheCortexdoesn’tmakedecisions,butitisinvolvedinthedecisionprocess…Andit’sreally,reallygoodatit!It’sjobistoCONFABULATEandJUSTIFYthethoughtprocessandthementalPERCEPTIONSinordertogetwhattheMammalianandReptilianbrainsneedorwant.THEORDEROFCOMMUNICATIONFIRST:TalktotheReptilianBrain.Wehavetogetthroughthefirst