Expert-Secrets full book

CREATING THE NEW OPPORTUNITY, THEIR VEHICLE FOR
CHANGE
While there are lots of ways to structure improvement offers, there are only two
ways to position a new opportunity, either as an Opportunity Switch or an
Opportunity Stack.
Opportunity Switching Each of our prospects has a desire for some result,
and they have been trying to get that result through some vehicle. Maybe they
are trying to lose weight, and the vehicle they have currently chosen to lose
weight is the Atkins diet. So my opportunity switch is to take them out of the
vehicle they’re currently using and put them into a new one. So in this example I
could switch them from Atkins to something new, like the Paleo diet. If the
Paleo diet has become a red ocean with lots of people teaching it, then it is no
longer a new opportunity, and I need to create my own sub-niche like we
discussed in Secret #1.
In the real estate market, they might be flipping houses or doing short sales.
To create a new opportunity, I’m going to switch them out of those vehicles and
into the new vehicle I created, which might be something like selling houses on
eBay. Opportunity switching takes them out of the pain they’re currently in and
gives them hope for a new future through a new vehicle.
Sometimes the opportunity switch happens when they are moving from one
niche to the new one that you created in Secret #1.