How to explain what you do

This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.

Neagle Code Question

Dear David,

How can I explain what I do to potential clients? My mind goes BLANK when someone asks me…

Neagle Code Answer


Great question! The simple answer is: DON’T.

Let me explain.

When speaking to a potential client, it’s always important to enter the conversation they are already having in their head.

Your greatest asset in this
situation is the question.

Questions have the ability to give you insight as to what your prospect is thinking.

They also help you determine if you want to work with them.

When someone asks you what you do, use a question to take control of the conversation and to make the conversation about them and NOT you.

Let me give you an example:

Prospect: Hi _________, what is it that you do?

You: Well, let me ask you something. Have you ever felt like you’re playing too small and that there’s something bigger out there for you?

Prospect: Yes, I have.

You: This is what I help people overcome/discover.

Prospect: How does that work?

You: Let’s set up a time to talk so I can learn a little more about you and how I may be able to help!

Using questions allows you to have a meaningful conversation without the need to “explain” anything.

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Sales Calls: How to uncover your prospect’s pain

This week's question from my portal “The Neagle Code: Directions
for Life”
comes from Elizabeth.

Neagle                 Code Question

If I'm making sales calls and I am calling a prospect, how do I begin the conversation? They don't necessarily know that they have a problem.


Neagle                                               Code Answer

Hi Elizabeth. This is a great question.

It isn’t so much that people don’t know they have a problem; they generally are just focused on the wrong part of the problem…the symptoms rather than the cause.

Think about if you went to your doctor for a headache – you know you have a headache; you aren’t sure of the cause and you want relief.

One way the doctor diagnoses the cause is by asking questions.

It’s the same with your prospective clients.

You start by asking questions about their pain point relative to the services you provide – what is the biggest challenge they face right now?

Why do they feel they are experiencing this problem?

What happens if they don’t find relief from the problem?

And, most importantly, what is their level of desire and commitment to change?

The real key is to ask questions so the person you are speaking with comes to see the issue on their own.

Just Believe,®
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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: to participate.