Law of Time; 3 Key Notions to Create Instant Buy-in from Prospects

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There’s this funny thing about time. We think “time flies
by”, and “I haven’t got enough time”, or “what’s the
time?”. We all perceive time differently.

Yet: time is the same for all of us. We only have the NOW, the
present. This is one of my Knowareness Principles: the Law of
Time.

We can definitely THINK our way into the past and the future,
but the only time in which we can do that is the present moment.
All our thoughts about the past and the future create the
impression of time, but they are just really THAT: THOUGHTS about
the past and the future, created RIGHT NOW, and now, and now,
etc.

Out thoughts (about past and future) pretty much make up our
“view of the world”, our perception. We look at how things
were, and then predict how things could be. This means that much
of what goes on in the present moment eludes us; it is not
subject of conscious thought or experience.

In business (and as much in private dealings) this means that
whenever we are confronted with a prospect, this prospect will
already have a whole raft of unconscious (good and bad) ideas
about you and about what you are going to say. I always use the
example of me having been a lawyer. Say to a person: “I am a
lawyer”, and they immediately look at you either suspiciously,
or with regard (or somewhere in between). In business, and
therefore in sales, it is the same thing. People will have
opinions about you and your product or service, and will judge
you by it. The same applies to personal encounters, but I will
focus on business settings in this article.

It is essential to do the following 3 things to influence
people/prospects into agreeing with your ideas or sales
presentation:

1. you have to bypass the (often negative) perception your
prospect or client has about people in your industry.
2. you must establish yourself as being totally different than
other business people within your niche
3. you need to shift the perception of time the prospect has
from PAST to PRESENT or FUTURE.

Ad 1) You do this by taking away any label that could be stuck
on you as “being something or someone”. Instead of saying
“I am a lawyer” you could say: “I assist people with
swiftly and effortlessly solving their legal problems”. That
immediately puts you PAST the “lawyer” label, and will
generally make people more open to listen to you. There is way
more to this concept, but this is the gist of it. “I help
business owners to double their profit with half the effort”
sounds way more attractive than: “I am a business coach”.

Ad 2) You will need to distinguish yourself from every other
person in your niche market, to avoid the risk of being labeled
in retrospect. Brainstorm and establish at least 3-5 facets to
YOU and YOUR way of doing business that are TOTALLY different
from what your competition is doing. Two ingredients are included
here: you and your business. You will have to be(come) a
Subconscious Credible Source (SCS), and your business will have
to distinguish itself through its powerful Unique Selling
Proposition (USP).

Ad 3) This is a crucial element to effortless sales. The
AusIDentities types each have their own “time-frame”.
Kangaroos generally live in the present, Wombats generally in the
past; Dolphins and Eagles live mostly in the future.

Being able to alter a person's time perception from past to
present or future, from present to future or past, and from
future to present or past will instantly increase your sales and
influencing abilities. Why? Because time plays a massive role in
decision making! By changing your prospects’ time perspective
you take them out of the “zone” where their subconscious
programming, labels, judgments and emotions lie. This will make
them more open to new ideas!

Once you understand this, you can easily dominate market places!


Changing someone's perspective by taking them into a different
time frame than “their own” will allow you to totally bypass
any negative ideas a person may have around you or your product
or service. This will easily lead your prospect or client into
the “soft spot”, where willingness to buy (in) can be found.

Set a Landmarc:

Firstly: where is your time-frame? Do you primarily dwell on the
past, live in the present, or focus on the future? You will
obviously be in all time-zones at certain times, but there will
definitely be a preference!

Secondly: in business, how do you promote your wares? Are you
looking at past results when explaining the benefits to a
prospect, are you emphasising the rewards that can be had RIGHT
NOW, or are you talking about future possibilities of your
services?

Thirdly: be very aware of your prospects' time-frame, and lead
them out of it whenever possible. It will make for easy rapport
building, and less resistance towards your industry or products.

Lastly: practice, practice, practice. Test different time
strategies and develop scripts for each one, so you can roll them
off your tongue as easily as you can say your name when in a
sales presentation.

Sales and the “art of influencing” is nothing more (or
less!) than making people buy (into your idea); for prospects to
buy they will need to see “what's in it for them”. Bypassing
subconscious negative barriers they may have put up will help you
to instill this perspective in prospects. It will make a massive
difference in your effectiveness!

To your success!

Three More Secrets to Personal and Professional Success

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In my practice, I deal with a huge range of business and professional people. They all seem to want one thing: to change their current circumstances into a desired state as soon as possible.

Apart from having them know and master their own AusIDentities Personality type, I teach clients how to apply one of my “Knowareness” Principles: the Triangle of Change.

Our personal and professional direction is generally dictated by three guiding forces: the way we THINK, the way we SPEAK, and the way we ACT. These three forces work together. Our thoughts about certain plans or ideas lead us to (openly) speak about them to ourselves and others. As we constantly think and speak about something, we start to act upon that topic as well. That, in turn, leads to reinforcement of our initial thoughts, and to more determined words spoken about these thoughts.

For instance: if someone believes (this is: constantly thinks) that business success requires constant hard work (both in time and effort), then that person will be talking about that “fact” often, and will show his belief in his actions. Similarly, when a person thinks that we are in a recession, that will be the subject of conversation, and will be reflected in defensive business action.

How to break that cycle? That's where the triangle of change comes in. The same way that beliefs (and therefore actions) are built can they be re-built: thoughts, words and actions are all factors that can be used for change. Depending on the AusIDentities Personality type, one way will work better than another. Let's explore these three secrets.

The first secret is to change your thoughts about the topic that you desire change in results for. As you consciously start changing how you think about the topic (Neuro Linguistic Programming or NLP can help with this immensely) you will find that your language starts changing. That will ultimately lead to new behaviours, as they are in sync with your language.
Changing thoughts means putting in a conscious effort to question your thoughts, and to think differently if you find your thought are not conducive to positive results.

Some AusIDentities personality types are pretty good at starting out this way: Dolphin (NF) and Eagle (NT) personality types are the ones most suited, as they are more in touch with their conceptual, intuitive mind.

The second secret is to change your language, literally. The power of Neuro Linguistic Programming (NLP) in action. Whatever you are thinking, SPEAK only in the way you would like your situation to be. Stay away from talking negatively about it, expressing doubt, fear, frustration etc. Bite your tongue if you feel a complaint come up. By cutting out negative talk, and consciously choosing constructive speech, your actions will start to change. Trust me! That will lead to different results, and then to different thoughts about your situation. You then will WANT to talk even more positively about it. This is a very practical application of the Law of Attraction. I know it to be crucial to personal and professional success, yet so few people are utilising it.

The AusIDentities personality types most suited for this style of change -in my opinion- are Dolphin (NF) and Kangaroo (SP).

The third secret is to start acting differently. Do the things you would not do before. The new results will transform your thinking and will make you speak about them more positively, which will provide motivation for even more -different- action.

AusIDentities personality types that apply this philosophy best are Kangaroo (SP) and Wombat (SJ).

Ideally, you would take on aspects of all three change secrets for the most effective result. On the other hand, we all have a preference. For me, for instance, it is quite easy to talk differently, and to use “new” language that speaks of where I want to be. A business partner of mine is really good at throwing his whole behavioural routine out the window, and behave totally different from one day to the next.

Whichever it is for you, take one (or two, or all three) aspect of the triangle of change on board, and apply it consistently. Within no time you will observe changes in the results within your business or career. The more you “resonate” with your desired results, the faster they will come to you. It's the Law of Attraction.......

I've experienced people changing their business for the better by applying this technique. Once you know what “change agent” works best for you, constant adaptation of your business's direction becomes a process under your control, and makes life a lot easier. You will save huge amounts of money and time, and will create far more effective results than fighting against a current. It all starts with knowareness, though; KNOWing what tools you already posses within you, and awARENESS of their application. This is where you can start.

To your success.

Your Success is not My Success

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Success is not so much what we have as it is what we are. Jim Rohn

I attended a seminar recently, in which business coaching as a profession was discussed, and what results can be had by actually being coached. To prove the point, slides of fast and luxury cars, big houses, expensive trips, first class travel, shiny jewelry and the like were shown.

By doing so, I realised that the presenter had probably lost 30-50% of his audience immediately.

Why? Because for many personality types within the AusIDentities range, “success” is not about garnering expensive goodies at all. Showing these personality types the above mentioned slides to motivate them will generally have the opposite effect....

The issue here is “success” and two critical questions associated with this concept: 1) what does the word ”success” really mean to you, and 2) where does success sit on your values list?

1) Success for the one is obviously not success for the other, but we seem to have some sort of collective consciousness about success. That's the one I was talking about in the beginning. We seem to believe, as a collective, that making lots of money, driving flash cars, living in beautiful homes is the pinnacle of success, and is what we should strive for. Anything less than that would make you less successful, or even unsuccessful.

My opinion is that we are WAY off a balanced idea of what success really is if we only focus on professional or business success. For instance:

How about:

• the relationship with your partner

• the relationship with your children, family, friends

• your health

• your stress levels

• your personal development

• your work-life balance

• your attitude towards yourself

• etc.

All these factors have to come into play as well when we look at how “successful” someone is. If we only look at the amount of money someone makes, or the “stuff” that this person owns (or has bought with hefty loans!), we diminish our own feeling of success, and will feel bad about that. Moreover, as I said before, for many personality types within the AusIDentities range, a successful life is not about money and prestige per se at all.

The point I am making is this: we are all “successful” one way or another. It just depends on which are of life we are shining a light. Stay away from falling in the (collective consciousness) trap which identifies success with WORLDLY success. You will only punish yourself when you are not “successful” in that definition. As stated before: you ARE successful; we all are. Make a good habit of looking at the areas in life where you consider yourself to be successful. It will help you balance yourself out, and feel good about who you are and what you do (which, in Law of Attraction terms, is the ONE thing life is all about: feeling good).

2) Success is a value. Something we consider important in our lives. In previous articles I have already stated that the way we arrange our values will dictate what we go after in our professional and/or personal lives. The question you have to ask yourself, given your definition of success, is: where does success “sit” in my values priority?

I must admit that for a long time I defined success as “worldly success”, which meant that the things I really am good at did not make me feel successful at all. This lopsided idea of my own success threw me off even further when I gave up my position as an associate within the law firm I was working for. Suddenly, I was not as “successful” as I was before. It became even more apparent when we emigrated, and started with pretty much nothing. No “success” at all.....

Over the years I have realised that I have often tapped into the unconscious collective belief around success, and have beaten myself up over not measuring up to that standard. A contributing factor was that my twisted definition of success did not show up high in my values list either...... I just wasn't into making loads of money and becoming well-known.

I have since established that my private definition of “success” really has NOTHING to do with that collective consciousness, but shows up EVERYWHERE in my daily actions: I have a wonderful relation with my partner and daughter, look after my body really well, look after my mental and spiritual health well, and have great variety in my life, which is really important. In that respect I am TOTALLY successful.

Now, I don't want to beat my own drum here, but want to impress on you that YOU are successful as well, in many areas of your life. You merely have to identify them, and get clear on your personal definition of success. Again, if you keep living up to others' definition of success, while they don't conform to your own, you will have a tough life. And that is NOT the idea of our existence on this planet, is my firm belief.

Set a LandMarc:

Firstly, come clean on how you have defined “success” in your personal and professional life. When, or under what circumstances do you consider yourself successful?

Secondly, in how far is your success definition influenced by what “others” say success is? How much do you look at the “outside world” to define your success? Does that way of looking at it give you a good feeling overall, or do you feel you lack, in terms of success?

Thirdly, how high does success rank on your values list, given your success definition? How much time, energy, money, thought etc. do you give to being successful? Or are you looking at other values in your life (relaxation, socializing, pursuit of knowledge etc.) more than success?

Lastly, given the statement that everyone is successful at many things in their lives, identify at least three areas in yours that you know can be thought of as successful. Do you really FEEL successful about these??? If not, start looking at these areas more closely, and start appreciating your skills and (cap)abilities for what they really are. Remember: success breeds success!

I want to state it again: if you keep looking at others to measure your own success, you will probably never feel good enough about yourself. There will always be other who do things “better”. The key to your success is to look at where you are already successful, and build from there. Law of Attraction will assist when you take that first step, and you know that a journey of 1,000 miles starts with that first step.

To your success!

Getting More Out of Life

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"Reality is what's left when you stop thinking about it." -MdB 

The end of 2008 has shown a very big truth in both personal and business endeavours: all earthly success and all material gain are temporary.

What do I mean by this? Well, just have a quick look at the investment market. In my case, all the "gains" I thought I made by investing in my superannuation fund over the last 16 years are pretty much gone. I am back to where I was when I started when it comes to my "return on investment". The stock market itself is back to levels it was at in the 1970's. That's over 30 years ago.

Look at the American housing market. The sky was the limit; right now, there are whole ghost suburbs: brand new homes with no-one in them. This last year only, house prices dropped 18%; some states/cities experienced dropped of more than 45% over the last 3 years.

Look at businesses in Australia: what looked like heaven on earth has now turned into....well, let's say, an interesting challenge. The "always the go" mining industry has caved in (no pun intended). Building company after building company collapses. Employees get laid off left, right, and centre. 

All this looks pretty grim. But is it, really? 

Personally, I see the current situation as an application of one my Knowareness Principles: the Law of Rhythm, which states that life is a continuing movement around a centre line. This will make that everything in our personal and professional life has a "due-date", will come to an end. The stronger we seem to go to one end of the spectrum, the stronger we are "yanked" back to the other end. Liken it like an elastic band: the tighter you pull it, the stronger the rebound. 

There is an upside to this, though, and that's my End-of-Year message for you: what comes down will go back up again! In our universe forces are always balancing out. In that fashion, the "recession" will also have a due-date. It may take a while, but nevertheless, eventually an upturn will come around the corner. The 1930's recession didn't last forever either! 

The Landmarc rule for these situations is this: when times are great, work harder, and use the leverage an upturn gives you. Half the effort will yield you more than double the profit.

When times are not so great, keep working on what's important to you, but also take time to rest and recharge. It's absolutely useless to fight a natural phenomenon (the rhythm of life and business). Ever been really tired, and tried to fight it? You may succeed once or twice, but ultimately you will draw the short straw. The same is true for these times. Resistance is futile. Do what feels good, but stay away from making decisions based on fear and panic. These decisions usually aren't the best ones. 

Your decision making process in both life and business matters will be very much dependent on your AusIDentities Personality Type. Eagles decide on totally different grounds than Wombats do. The feelings Dolphins will use to take action are not the ones Kangaroos feel! 

Once you have a good grip on what your personality preference is, you will be easily able to "re-perceive" the current economic tide, and take action in line with what's naturally best for you. This is congruent with another massive Knowareness Principle I use in my practice: the Law of Surrender. What is best for you arrives 100% more smoothly when you yield to what is going on, instead of resisting it. Most of our major business breakthroughs occur when we "give up", and stop fighting. 

Set a LandMarc: 

Firstly, have the knowareness that all material gains in life and business are fleeting. That realisation can already give you peace. Enjoy what you have when you have it, and allow it to leave when it is time for it to leave. The less we are attached to what it is we think we "have", the less disturbed we will be when it actually leaves. This goes for business success, money, goods, health, and yes, even life itself. 

Secondly, have the knowareness that what came down, will also go back up. Life and business are in a constant state of flow, and "down" is never "down for good". Work on conservation, preservation, and ride the tide. There are multiple tools to allow you to do this. Many I have already discussed in previous Landmarc ezines. 

Thirdly, Discover everything there is to know about your AusIDentities Personality Type. I guarantee you a massive increase in personal peace of mind once you understand why you think what you think, and do what you do. 

Lastly, Re-determine what is REALLY important to you in your life and business ventures. We will always spend most time, money, effort, thought and action into our deepest values. Usually we do that totally unconsciously, but we do it anyway! The more we can work on our values consciously, the more we will feel GOOD, even when times seem to be BAD. 

2008 has been a fascinating year in many respects. Not the easiest one for many (I've had my fair share of critical decisions to make too!), and with a Bang of an ending, economy wise! I am curious about what 2009 has in store for us. 

Remember: what comes down, must go back up. Let that be your motto for the coming year.