May 20, 2024
North Vancouver,
BC
“Ok now, help me out here. How would that work, exactly?”
(Can’t read the full email – click here for the online version.)
We’re here on the coast to celebrate
the wedding of my brother’s eldest son. Enroute, we stopped by one of my best friends, in the city of Kelowna. They had just moved into a beautiful 4000 square foot home with a magnificent view of Okanagan Lake and the downtown to the north.
A home like that costs a pretty penny these days.
But you would never know that this was something
that would be in my friend’s reach. Especially when you first meet and listen to him.
He drives a beat-up pick-up. Dresses like a run-down contractor. And has an endearing, self-deprecating sense of humour.
Then there’s the questions he poses.
He’ll express confusion and lack of understanding of complex
strategies. Doesn’t matter what the subject. One moment it is on human resources, hiring and firing best practices. Next it could be on taxes and the proper set up of a business. Incorporate? Put assets in trust for his kids? Sell a property or keep it and rent out the units?
With his sincerity and humbleness, it is very easy to think he knows very little about any of the subjects he asks questions on. Until you realize all that he has
achieved and the success he has realized.
It dawned on me that he was like the key character from the 70’s detective show, “Columbo”. The lieutenant, played by Peter Falk, acted like he didn’t know what he was doing and was following all the wrong clues. He was a master at picking up on small, seemingly insignificant details that others overlooked, using them to piece together the puzzle and ultimately
catch the killer.
Columbo was the ultimate, “bungling” detective who is anything but mediocre.
My friend has the same demeanor. His disarming and unassuming nature allows him to gain the trust of prospects and experts, allowing him to draw out vital information – often without people even realizing the value of what they are divulging.
A few of lessons for you:
- Most people like being asked questions on subjects they are expert in. They like this expertise to be acknowledged. .
- If you don’t ask – the answer you get is the same as if they refused to answer. So, you have nothing
to lose by asking. As Dan Kennedy used to say; “timid salespeople have skinny kids!” If you don’t ask (for the sale), there is none.
- When you ask with keen interest and sincerity, you will be surprised how much you learn – without having to pay for the advice. A nice little bonus!
Until next week,
Stay healthy and focus on profit!
- Hugh
The “Profit Accelerator” Expert
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