Expert-Secrets full book

2. Intro / Rapport
Earlier you learned about One Sentence Persuasion by Blair Warren. Remember
he said, “People will do anything for those who encourage their dreams, justify
their failures, allay their fears, confirm their suspicions, and help them throw
rocks at their enemies.” I like to cover this at the very beginning of my
presentations as a way to build instant rapport with my audience. Here’s how we
do it.
Justify their failures. “Now I’m guessing for a lot of you this is probably
not your first webinar. The first thing I want to mention is that if you’ve failed at
__________ in the past, it’s not your fault. There’s a lot of information out there,
and it can be confusing. Many times that information overload keeps you from
success. It’s okay.”
Allay their fears. “If you’ve been concerned in the past that you just can’t
succeed with __________, I want to put those fears to rest. You can do this. You
just need the right person to explain it to you.”