When our daughter, Anni, graduated from college a number of years ago, we helped her buy a car. We loved Toyota’s, so we found a used white RAV4, their mini-SUV. She still has it.
As soon as she bought the car, I noticed that RAV4’s were appearing everywhere – especially white ones.
Weird.
A sudden explosion in the number of RAV4’s sold?
I’m sure you’ve experienced the same thing.
Let me introduce you to the most astonishingly amazing part of your brain (and your prospect’s brain)… that is virtually ignored by almost every advisor when it comes to their marketing.
RAS.
Reticular Activator System.
You may have heard of it before. Yet, most advisors are not putting the exponential power of the RAS to work for them using The RAS Power Curve.
On the one side of the Power Curve is you. On the other side is your Right Fit ELK Client. Easy to work with. Listen to your advice. Keep paying you the most.
The RAS is the “Brain Concierge,” processing thousands of inputs, messages, resources, connections and information to filter out and send through exactly what you need.
Imagine your own dedicated, personal concierge that is always on the lookout for exactly what you need to grow and be more successful.
All you must do is “inform” your Brain Concierge (next time, I’ll share how you can use your Prospects’ Brain Concierge to look for YOU).
YOU “inform” your Brain Concierge either proactively… or reactively, if you do nothing.
If you believe that you should work with everyone, your RAS will see everyone as a prospect.
Instead, if you “inform” your RAS that you only work with ELK Clients, your Brain Concierge will start to find them for you.
I know what you are saying: “Yea, right!”
That’s what I said when I began studying the brain.
Not any longer!
You may be asking, “How do I ‘inform’ my Brain Concierge?”
By creating a WRITTEN description of an ELK Client.
One for each niche you are targeting.
Start with your Top 3 clients and identify the deepest niche.
Then watch how ELK Prospects start to appear… like RAV4’s… almost effortlessly.