When time came for him to make his presentation, he started off by saying, "Let me first give you big picture" and with that he pulled out a diagram. The manager immediately leaned over and started closely scrutinizing pension plan. From there on it went like a dream. The rapport was established early on. The manager began to think "I like this man, I can do business with him." A very good plan was devised which suited manager's needs well and both parties were happy - manager with his plan, my friend with his commission. A win win ending.

Don't underestimate power of communicating in other person's preferred mode.

Now, how can you apply this in your business? Do you write ad copy or sales letters? Do you do face to face selling or telephone selling? Sprinkle your words with phrases from each mode and see how prospect responds. If they respond with similar expressions, you have identified their mode.

KEY WORDS & PHRASES - THE SIGN POSTS Here is a list of words and phrases to help you identify a dominant modality:

VISUAL crystal clear focused flash hazy sight for sore eyes up front it appears to me get a bird's eye view it looks like in mind's eye you get picture it's clear cut take a dim view suffer from tunnel vision with naked eye

AUDITORY that rings a bell I'm all ears certain overtones harmonize make myself heard tuned in that's unheard of to tell truth in a manner of speaking gave him an earful listen up tongue-tied described in detail sounds like just say it

KINESTHETIC I'm conscious of you can sense she perceived lay your cards on table come to grips with it that's a pain in neck pull some strings hang in there touch base with what it boils down to start from scratch that was under handed hold on you need to experience it in a moment of panic

These lists are just to get you started. There are an abundance of signals out there in way people express themselves. You just need to "read signs", "hear bell ring" and "grasp meaning" behind words your prospect is using, either in written or spoken form.

Rapport is almost priceless. Agreements, contracts, big business deals are often concluded between people because they sense a bonding between them. Develop and practice this essential communication skill and your life and business will take on new vitality!

So how does all this relate to your business? Alot!!!!

///////////////////////////////////////////////// Just like we only use about 10% of our brain power, business owners only use 10% of their business power. /////////////////////////////////////////////////

As a business owner, you always bring alot more to table - in terms of core strengths, resources, tangible and intangible assets - than are ever being tapped and utilized in your business.

If you are defining your business by your roles, activities or services/products, you are currently under performing and seriously restricting your business’ profit potential.

Re-define your business not by what you do, but by what core strenghs and assets are. When you do, you will - guaranteed - break boundaries that bind you.

=>> COACH'S RECOMMENDED ACTION: Take 30-60 minutes during next week and seriously assess your core competencies and assets. Ask at least 5 business associates what they see as your 3 greatest strengths and assets. How can you expand scope and profitability of your business, by integrating more of your competencies and assets into your business focus?