1. KiSS “Keep it Simple”

2. individual effectiveness requires structure: • Outline of a consultation: • Build a relationship of trust (brt) • Find out • Explain/share • commit/close

3. consequences • If you don’t have specific structure, your thoughts: • will seem scattered • will be un-organized • will be random and lacking purpose • ultimately will be largely ineffective

4. Lets focus on step one • Outline of a consultation: • Build a relationship of trust (brt) • Find out • Explain/share • commit/close

5. BRT • Objective: create a relationship where the prospect or client trust you and is willing to confide in you. • Smile • be genuinely happy to see each client • call each client by their first name!!! ref: “HOw to win friends and influence people” p 63-70, (Smile); p 51-62 (be genuinely interested in others)

6. BRT • Other ways to BRT: • share stories about yourself • tell a joke • get them to talk about themselves (people love to talk about themselves! When you see a group picture which you are in, whose face do you look at first? People are most interested in themselves. Listen when they speak) ref: HOw to win friends and influence people” p 51-62 be genuinely interested in others

7. BRT • what are some other ways to build good relationships with clients? ref: HOw to win friends and influence people” p 51-62 be genuinely interested in others

8. individual effectiveness requires structure: • Outline of a consultation: • Build a relationship of trust (brt) • Find out • Explain/share • commit/close

9. Consider . . . • Find out • What if you were feeling sick so you went to the doctor. however, instead of talking to you the doctor just wrote you a prescription and then moved on to his next appointment? • You must understand the clients before you can help them.

10. seek first to understand • Find out • how often the hair grows • where • how frequently

11. individual effectiveness requires structure: • Outline of a consultation: • Build a relationship of trust (brt) • find out • explain/share • commit/close

12. Explain • explain/share • recommend treatment plan • explain the treatment is not 100% permanent so they may need more • Price • after care • Find out if they have questions

13. Breathe! • explain/share • when anyone has a lot of information to share its easy to loose focus on whether the clients are a) understanding and B) liking what they are hearing. The key is to watch the client as you are talking. watch their body language. if you feel they may be lost, stop and ask, “did you have question?” Make them feel comfortable in interjecting if they have a concern.

14. Reference: Appreciation Marketing Tommy Wyatt & Curtis Lewsey

15. For next time . . . • Outline of a consultation: • Build a relationship of trust (brt) • Explain/share • Find out • Commit/Close