Head, Heart, Hands.
Head, Heart, Hands.
Say it with me now…
Head, Heart, Hands.
When you’re moving into a “call to action”, albeit at the end of a public workshop, radio show, television spot, in a current client setting or over coffee with a referral; the situation doesn’t matter. As the #1 overall producer at Advisors Excel told me last week:
“Tell them what you got, what it’ll do for ’em & what to do. In that order, don’t over-complicate it.”
- This is what I’ve got (appeal to logic, their head).
- This is what it’ll do for you (appeal to emotion, their heart).
- This is what you should do (appeal to action, their hands).
One more time. Are you sick of it yet?
C2A Formula = Head, Heart, Hands.
Go get it.
Matthew's Mind 