When you’re building a relationship
Remember the L.O.R.D. process: Location, Occupation, Recreation, Dream.
When you do these a lot, you become very good at it.
It’s the most common process humanity uses to make social connections. So, why shouldn’t you?
LOCATION:
Start by asking where they’re based and find a connection about it.
Be genuinely interested in people because it gives the maximum satisfaction: never mind if they join or don’t join you. It’s also a great way to meet interesting people and discover new worlds.
So, if they say, for example, they live in Frankfurt, search on Google “things to do in Frankfurt,” “what to eat in Frankfurt,” or other stuff to show interest.
Or, of course, if you know or have experience in that place, talk about it.
Then, go deep into that location. For example, “What is it like to live there?” “How is the weather there?” Etc.
If you pay someone attention, they give you attention.
OCCUPATION:
Then, we usually start talking about the occupation.
Something like:
“So, what do you do to make a living in Jamaica?”
Then,
“how long have you been doing that?”
No matter what they say, if it has been more than four days, you say enthusiastically:
“Nine years!? Wow, you must love it if you have been doing it for nine years!”
And the vast majority of answers are not enthusiastic at all. Kind of: “Yes, it’s OK. It pays the bills. It’s not too bad.”
Take note of all that, but of course, you won’t tell them: “Change job today!”
RECREATION
Continue with kinds of questions, like:
“What do you do when you’re not working?”
What do you do in your spare time?”
Then depending on what they say, you could proceed with something like:
“Amazing! Do you get to do it often?”
“Do you get to play golf as often as you like?”
And they usually answer things like:
“Not as much as I’d like to; I would love to go camping more than these, but …”
“I’d love to travel more. Wouldn’t we all?”
The point is that Whatever we like to do, we would like to do more.
So make a note of this and pay attention.
Building a good relationship will set you free. However, creating a relationship takes time, and you will improve with the practice. You will become a better person during the process and also a better converter. But only if you are genuinely interested in people.
Be generous, not greedy.
DREAMS
It’s about knowing goals and wishes. Don’t be afraid to learn more about them at this point. Otherwise, how could you offer them a solution?
You may ask, for example:
“Hey Wilson, if I had a magic wand or was the genius from Aladin, I could grant you one wish. What would it be right now?”
They are the right prospect for you if they immediately answer something straightforwardly.
You are interviewing them to get the chance to work with you. Consider yourself an employer who should pay them a very high salary. You won’t want to pay such an excellent salary to the wrong person.
That is 100% true because they will transform the time you dedicate to them in high monthly earnings. But only if they are ready. If they aren’t, you can keep them as friends but not as co-workers to build a business together.
And the odds are that if they don’t start working with you today, their financial and life stagnation will still be the same in a few months or years.
So, you must be aware that your time and system are precious to them. Don’t waste them with people who are not ready today. Maybe they will tomorrow. At that point, they will come back and look for you.
Bear in mind:
The moment they think you need them more than they need you, they don’t join.
They always join when they realize they need you more than you need them.
Once they understand the situation, they think, “I need him more than he needs me.” That’s when they join you.
Once they give you all the answers, you have all the data to leverage in the future to help them accordingly and start building wealth together.
