Dear David,

I'm narrowing the focus of my business with the programs I have on offer and who I serve. I know that some of my current subscribers will not “fit” my new client profile. How do I make the transition without losing the majority of my community? Thank you for your time!

Why do you want to hold on to clients that do not fit your profile? It doesn’t seem like that would be in service to you or them.

Instead focus on those that you can and want to help. The subscribers who relate to that profile will stay and those who don’t will go.

Here’s the beauty of your situation…there is no lack. Your new subscribers are just waiting for you to make the transition.

I know in my company we would rather have a smaller group of our ideal clients than a huge group of people who are just names and email addresses.

In this situation, quality over quantity allows you to speak more clearly to people and maintain a clear focus of who you want to help.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

We’ve all been taught how to politely greet another person. We don’t even have to think about it.

I put out my hand and say, “Hi, my name is David. Nice to meet you.”

More than likely the other person, let’s call her Samantha, will soon ask me an introductory question, such as, “What do you do?”

How I respond to that seemingly innocuous question during a business or networking event has a dramatic impact on my bottom line.

Here’s why.

“Are You Like Me or Not?”

When we meet someone, our subconscious mind quickly decides into which of the following three categories to file the person:

• This person is like me,

• This person is different from me and can help me, or

• This person is different from me and can’t help me.

If you simply answer introductory questions, the other person is going to determine, This person is like me. You’re a peer, a colleague or a potential friend.

That is actually the death knell to influence and sales. You don’t want to be seen as a peer, but as a person of influence, as someone who has the ability to make a difference in people’s lives.

So what do you do instead?

Polarize

You polarize the conversation. Rather than responding to introductory questions, ask your own questions to quickly determine if the person is your ideal client or not.

For instance, when Samantha asks me what I do, instead of answering her, I say, “Let me ask you a question. If your annual income instantaneously became your monthly income, what in your life would change?”

Because I did not respond as she expected, her subconscious mind says, This person is different from me.

Then she will either say, “Gosh, I don’t know. That’s interesting. I’ve never thought about that before.” Or she’ll attempt to make something up.

My next question quickly determines if she’s a potential client for me or not. I ask her, “Would you like it if your annual income became your monthly income?”

If her answer is no, I’ve probably triggered something that she’s resisting and she’s going to move away from me.

That’s okay, because she is not my ideal client. My ideal clients don’t answer no to that question.

But if she says something like, “Who wouldn’t want to turn their annual income into a monthly income!” she’s shown me that she’s a potential client.

I then say, “If you’ve got about 15 minutes, I’d like to talk to you about how I could show you how to do that. Why don’t we get you on my calendar?”

Find Your Own Way

Since we’re all conditioned to answer questions, you’ll likely need to practice this technique before you feel confident in it.

When you’re practicing, don’t just parrot what I said. Find the questions that will quickly identify your own ideal clients.

And then you’ll find, in any business setting, that you can quickly position yourself as a person of influence and begin to rake it in.

Hi David,

I have been through many programs. I have a lot of degrees and training in my profession, but after 20 years and a heart attack, I do not and have not had a vision. So, if I do not have a vision and am ready to totally reinvent myself and my direction at 59, how do I start? Most exercises assume one has a vision, then set goals.

Here are two different strategies that I’ve found really help my students open to their vision.

Strategy 1:

Make a list of all the things in your life that you are tolerating. What you desire is just the opposite side of what you don’t desire.

Making this list is an excellent way of starting small and building toward a vision. By eliminating your tolerations one by one, you can begin to see what you do want for yourself.

Strategy 2:

Journal. Let me be more specific. Approach your vision journal with an air of curiosity. Ask yourself: If I had a vision, I wonder what it would be…

And then begin writing. Don’t censor anything. Write it ALL down.

Be ok with it changing daily. Be ok with it seeming ridiculous, too big, not clear enough, etc.

Allow yourself to play with ideas and fantasize about possibilities. As you do this, your vision will begin to take shape.

And remember, visions change. What your vision is today may not be your vision in a year, but start where you are and begin to make small shifts and advances.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

Hi David,

I’m thinking about my New Year’s Resolutions, and really want to be successful in keeping them this year. Do you have any recommendations for goal setting?

FIRST:

Write down your big vision. Your big vision is what you want for your life and business way down the road. Think as far as you can think, and sometimes you may only be able to see bits and pieces of this vision. That’s perfectly fine.

As you begin to take steps toward it, you’ll start seeing it more clearly.

NEXT:

Write down 3 goals. You must be able to accomplish these 3 goals within the next 60 days, AND the goals must all take you one step closer to achieving your big vision.

FINALLY:

Choose 1 of your goals from above and list out 3 objectives or tasks you must accomplish that would allow you to hit that one goal within 60 days.

This process can be repeated over and over again, and I recommend that you keep your list in front of you as much as possible.

Soon enough it will be 2016 and you’ll have achieved all your goals for 2015 and be miles ahead of where you were in 2014!

Happy New Year!

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

Hi David,

I loved your last post about relationships, and could really use your help with something. With the Holidays being in full swing, I know that I’m going to have to spend time with a family member that I’ve had a less than pleasant experience with this year. I’m over the hurt, but I do not trust them. I don’t want seeing them to send me in a tailspin…is this lack of trust going to deter my success after the holidays?

Trust should ALWAYS be earned.

As I wrote last week, the only way your family member can hold you back is if you make decisions based on what they think, rather than what you want.

If you find yourself caring more about what someone else thinks rather than what you think, you are holding yourself back.

But here is the most important lesson for you:

I want you to understand that if someone has broken your trust, chances are you’ve done the same thing to someone else and this situation is simply a mirror for you.

Remember you attract everything in your life from a place of who you are being, and to not take responsibility for part of the situation will only keep it alive and painful.

If you can see the truth in what happened, it will set you free.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

Hi David,

I know you teach that how you do anything is how you do everything, so my question is about how my personal life may be affecting my success. I’m in a rocky romantic relationship currently and I’m also experiencing massive frustration in my business. Is this related or two totally separate issues I need to look at?

As Vernon Howard so eloquently states, “Behave the way you really are, even if it ends a relationship. Never suppress yourself in an effort to influence, hold, or win someone. When we are unreal, so are our rewards. To say this in another way, never behave the way you think the other person wants you to behave, but in the manner you must. Nothing you really need to do or have ever requires a yielding to a person or custom.”

If you find yourself making decisions or stopping yourself for fear of what someone else will think or say, then you really need to take a close look at that relationship.

Is that you?

Are you true to yourself or do you make decisions based on what you believe your partner may feel, think or say?

Be honest with yourself.

So why wouldn’t you get up each morning excited to pick up the phone and HELP someone?

In a healthy relationship, both people should have the room and freedom that they need to foster their own growth. You have a responsibility to yourself to pursue your dreams, and if they don’t agree; they have the option to accept your desires or leave the relationship.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

What can I do to have a breakthrough in sales? I'm a new entrepreneur; I sell service-based trainings to corporations. I'm great at facilitating the trainings, but brand new to sales. I have a sales coach and I'm learning great sales technique, but I have a huge emotional and or psychological block to pick up the phone and make the calls.

How do I get over this self sabotage…this non identification with the sales piece?

Thanks!

You must go THROUGH it.

Think about it like this: You know you have an irrational fear of making calls, you know you need sales to grow your business, and you know that you’re not “comfortable” making calls.

So what if you just got comfortable being uncomfortable? How would things change?

What if instead of trying to get over the self-sabotage, you simply blew right through it?

I see so many entrepreneurs avoiding making sales calls because it’s uncomfortable, when in fact, making sales means doing something FOR someone rather than TO someone.

So why wouldn’t you get up each morning excited to pick up the phone and HELP someone?

Don’t spend time trying to figure out why you don’t want to make sales or how you can be comfortable; simply pick up the phone and connect with someone.

Have a meaningful conversation that’s in service to THEM, and walk right through that fear of making those calls.

The more you study sales strategy and the more you pick up the phone, the easier it will get, and you will be excited to make those calls.

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

I am in two worlds, the corporate world during the day, and then my world as an artist – if I have the energy afterwards. I want to transition from the corporate world to having a successful, lucrative career as an artist, and so far have had some small successes, with being juried into shows, etc. I want big success, I want to get my stuff out there and share my vision of beauty with the world. I am not financially secure enough to just quit my day job, and I find the struggle disheartening at times. Any words of insight would be very much appreciated!

Thanks!

You see the truth is that you have a deep desire to be massively successful artist, but you also have a conflicting “set point” or sub-conscious belief that is giving you the message that it’s just not possible.

This belief is causing you to choose the perceived security of a day job over fully stepping into your gift. There may also be a hidden fear that’s keeping you from sharing your work with the world.

It’s hard to know the set point that’s stopping you without actually having a conversation with you. But just know if you truly wanted to be an artist more than anything and share your work, you would.

Uncovering those hidden beliefs you have is going to be key in helping you see how realizing your dream of becoming an artist is possible.

One suggestion I have for you would be to set a date to leave your day job and then go to work preparing for that day.

You must force yourself to release the belief that you need the day job to support you, it’s simply not true.

The other suggestion I would make is to really look at your beliefs and values. If you can become aware of what’s controlling your thinking, you can consciously choose differently.

It’s one of the main reasons I’m hosting a one-day training in New York on this specific topic. My goal is to help all the attendees identify their own set points that are in their way of their own wealth and success.

If you’d like to be one of the few to join me, click the link below to purchase your ticket for less than $100. And I look forward to seeing you in January! Here’s the link:

https://lifeisnow.infusionsoft.com/app/orderForms/Event-Jan-2015-NYC

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

In this series I’m teaching you how to master the art of influence, so you have the power to change business problems into profitable opportunities ~ including turning the objections of your prospects into iron-clad commitments.

Part of that process involves identifying which of the four main styles feels most comfortable to you when conducting sales conversations.

Are you:

• The “warm friend”?

• The “stern parent”?

• The “seducer”?

• Or the “shamer”?

Being able to name your natural sales style is important, so that you can then ask yourself why.

The Why

Why does it feel more comfortable for you to employ that particular style in your sales conversations?

You want to know the answer to that question so that you can determine whether or not your comfort stems from emotional weakness.

For instance, are you their “friend,” because you know that warmth, enthusiasm and good will can encourage prospects to take a scary leap of faith? Or, are you friendly in your sales conversations because you’re afraid you’re going to upset somebody? Or because you have the need to be liked?

Are you the “seducer,” because you think that sex appeal is your only appeal and the only way to get people to listen to you? Or, are sensuality and a playful allure natural expressions that draw people to you like a magnet?

Are you the “shamer” because you have the need to belittle others in order to feel superior? Or do you truly want to help people step into a new and uncomfortable change ~ and you know that this style is very effective in psychologically triggering the audience to accept the offer.

Is the “stern parent” comfortable because you always have to be in control? Or, do you know that your direct and matter-of-fact truth-telling are the best swords for cutting through the haze of your prospects’ denial and fear?

Now What?

As you can see, there are potential positives and negatives associated with each style. So what do you do if your why stems from a weak place?

First, you need to face that weakness, and acknowledge what it’s costing you and your clients.

For example, it’s likely decreasing your sales, undermining your influence with others, and greatly diminishing your effectiveness as a leader, teacher or coach.

Next, you need to start influencing yourself. You don’t necessarily need to change the style that feels comfortable to you, just get rid of the fear that currently fuels it.

For example, let’s say, like a lot of people, you have a warm friend style because you’re afraid of making somebody upset. If that’s the case, you need to push through that fear and give yourself another experience.

So the next time in a sales conversation, when you feel that inner prompting to speak up or tell the truth or guide the conversation to an uncomfortable place, and you’re afraid to, do it anyway.

Show yourself that you and the other person can survive a little upset.

In fact, not only can you both survive it, but your pushing through your own fear can lead to a breakthrough for both of you.

And then your warm encouragement can be the perfect soft landing to then guide your prospect to his or her next step.

What is that next step?

Very likely, it’s working with you.

Hi David!

I’m so frustrated, and I’m not sure what to do to solve my problem. I seem to be stuck under a great glass income ceiling. Every time I have a great month and make sales, the following months decline, and my yearly income always stays the same (3rd year in a row). I feel like I’m “doing” everything I can to grow my income, and yet at the end of the year, here I am AGAIN.

Any suggestions for me?

Thanks!

First I want you to understand that sometimes your income has less to do with what you’re “doing” and more to do with what you believe.

Let me explain.

Maxwell Maltz, in his book Psycho-Cybernetics, teaches that all people have an internal “set point”, which he calls a cybernetic mechanism.

A cybernetic mechanism is a mechanism in both man and machines that determines and measures the deviation between a set point and a goal.

In fact, we have these set points everywhere in our lives. Think about your weight, your finances, and your environment.

What you may be experiencing is your own cybernetic mechanism or “set point” in regards to your yearly income.

Researchers have found that our cybernetic mechanisms are set based on our past programming. This means our ability to hit our goals, is actually based on beliefs that were passed on to us by others.

The only solution is to really become aware of what those hidden beliefs are, and then consciously begin to change and re-program them.

If you feel like you’re constantly trying to pedal up-hill, chances are that’s because your cybernetic mechanism is kicking in and your sub-conscious beliefs are working against you.

This is the reason I decided to host a 1-Day Income Acceleration Intensive this January in New York City. During that single day, I plan to take no more than 100 attendees through a process that will help them identify their cybernetic mechanism or set point and the beliefs behind why they just can’t seem to hit their financial goals.

If you’d like to be one of the few to join me, click the link below to purchase your ticket for less than $100. And I look forward to seeing you in January! Here’s the link:

https://lifeisnow.infusionsoft.com/app/orderForms/Event-Jan-2015-NYC

PS: The Neagle Code: Directions for Life is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.