Lesson #2 on Communication and Prospecting from my Conversation with the Jehovah's Witnesses

Several days ago I wrote about my conversation with a couple of Jehovah's Witnesses and one of the lessons I learned about communication and prospecting that I believe applies well to building an effective USANA business:

Lesson #1:  Don't just dive right in to what you want to talk about

Here's the second lesson about communication and prospecting that I learned from that conversation:

Lesson #2: Ask questions!

A great way to build rapport and establish trust is to actually find out something about the person you’re talking to. The obvious -- but often under-utilized -- way to do that is to ask questions.

I found it interesting that my two visitors never once asked me anything about me. How long have I lived in the house? Do I like the neighborhood? Do I currently attend a church? Am I married? Any kids? Do I believe in God?

Those would have been perfectly appropriate questions to break the ice and get me to open up.

More than that, however, they might just have learned something about me that would have given them a better idea of where to begin the conversation! For example, if they’re going to launch into a discussion about Doomsday, don’t you think it would have been helpful to know whether I even believe in God? Or rather than using Scripture as some sort of authority about their opinion, doesn’t it make sense that they should know something about what I believe about the Bible (i.e. is it Truth, inspired by God? or just some work of history without any relevance today?)?

Instead, as I mentioned in Lesson #1, they pretty much just launched in to their agenda and lost me along the way.

Here’s a take-home message for you: He who asks the most questions, controls the conversation!

It was funny -- about halfway through the conversation, after they read me a few Scriptures, I started asking them questions. From there on out, I controlled the rest of the conversation. I think at one point it sort of confused them; they probably never had anyone do that to them before. But the truth is, I got the sense that they actually liked it. I was showing an interest in them. I was asking them questions. They got to talk about things that were important to them, and my esteem went up in their eyes.

It’s an interesting phenomenon to see happen in a conversation, when you ask questions. Try it with sometime you talk to today!

To be continued...

(check back tomorrow for Lesson #3!)

The Possibility of Magic

I was listening to an interview with actor Jim Belushi on the radio yesterday and he said something very interesting. When asked what he likes most about performing, he responded: "It's the possibility of magic happening on any given night, when you're really connecting with the audience and you just go to a whole new level...."

The possibility of magic.

With what you're doing today, do you have that on a daily basis?

The interview made me think of a conversation I recently had with my father-in-law. I asked him what he likes most about deer hunting. After thinking about it for a few seconds, he said: "Every single day that you wake up to go hunting you have the possibility that today will be the day you get the big one. There's the anticipation for what the day might hold, that it might be one of those epic days that you remember for the rest of your life."

The possibility of magic.

When is the last time you truly experienced magic in your life? In your occupation? In your relationships? In your athletic pursuits? In your hobbies?

I think one of the things I like most about what I do with my USANA business is that every single day there is that possibility of magic. I didn't have that in my corporate job. When I worked for the PR/marketing firm back in Washington, DC, every day was virtually the same. Sure, the tasks were different. But the best I could hope for was a well-received memo, a run-in with a congressman or Senator, or free lunch by the firm. My paycheck would most certainly be the exact same on the 15th and the 31st regardless of what transpired in the days in between.

No possibility of magic.

With USANA, every day is a new adventure, one brimming with hope and opportunity. Every person I meet is someone who might perfectly resonate with the message of health and nutrition I deliver. Every presentation I give might yield the next USANA Diamond director. Every team event might be one overflowing with energy and excitement. And every week in this business might bring about the next surge of momentum that carries team members to new heights of paychecks, rank advancements, and growth.

Looking back, what I've realized is that entrepreneurship has spoiled me for the mundane. "Security" of a 9-5 job no longer has its appeal, because while there may be some tangible benefits (e.g. a steady paycheck, health insurance, etc.), the upside is capped as well. The ability to experience magic is capped, in other words. Yet I'm looking for that possibility of magic -- the ability to be more, do more, have more, and impact the world in a powerful way without limit.

I'm thankful for USANA, which has brought me so many moments of magic over the years. But I'm also thankful for it opening my eyes to greater possibilities than I had previously known. I look forward to many more moments of magic in the years to come, and I pray for each of you that you find a pursuit that gives you the possibility of magic on a continual basis as well.