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  • Hey it’s Marie Forleo, and you are watching MarieTV - the PLACE to BE to have a business

  • and life you love.  And today we are switching it up a bit, yes we are switching it up a

  • bit. We are gonna go behind the scenes in my mind. And I wanna tell you a little bit

  • about how I think and how I make decisions, in a way that’s gonna serve you hopefully.

  •  So a few months ago, I held a scholarship contest for my flagship business training

  • program called B-School.

  • It was amazing. We had over 400 video entries for the scholarship contest, and only 10 seats.

  •  Now, it was really hard to choose those 10 winners, but I did.  And one video in

  • particular really captured my heart.

  • A lot of people ask me how to make better videos or how to sell and market themselves

  • more effectively. And so many people think that you need a lot of fancy equipment or

  • you need to follow someword for wordscript in order to do it. Here’s the thing,

  • you really don't need a ton of fancy equipment and you don't need some word for word script

  • to do what you need to do, and to really effectively persuade people.

  • Let’s take a look at Tangela’s winning B-School video and then I’m gonna tell you

  • the 8 things she did right, that YOU can also do to be more authentically persuasive.  Now

  • heads up:  the video is only 1:45 seconds and it is FULLY entertaining. Plus it ends

  • with my newest FAVORITE coercion technique. Watch this.

  • Hey Marie, I’m Tangela Eckhoff from Owasso, Oklahoma. I am a speaker. I am a writer. Woo

  • hoo! Published writer. Whoop whoop, go me! I’m also looking to add personal coaching

  • to my list of services. And I’m about to say something crazy, brace yourself. Don’t

  • fall off your chair. I wanna do my coaching on a pay what you can basis. I wanna use everything

  • that I’ve learned over the last few years, my husband and I have really gone through

  • a hard time financially and weve been fighting our way out of poverty. And I think that people

  • that I can help the most are people who can least afford to pay for coaching. So, I’ve

  • been published on a national scale, I’ve been highlighted in national magazines, I

  • just don't know how to connect the dots to make some real money off of this! I’m not

  • really concerned about making money off of the coaching. That is where my ministry is.

  • That is where my love is. That’s where my heart is. But I know that there have to be

  • products or some sort of services that I can provide that I can actually make money on,

  • so that I can help people on a one on one basis. That’s where you come in. I need

  • B-School, girl. I need me some B-School. I know nothing! I know how to do the PR, I know

  • how to talk the talk, I know how to live it. I have no idea how to connect the dots. So

  • I wanna help people, help make a change in the world, help make a change in people’s

  • lives, but I’d also like to pay my own bills while doing it. Novel concept, huh? Anyway,

  • I think that B-School will be a great opportunity for me and I would really love the chance

  • to come. If not, I’m just gonna dance. See? I’m just... everyday I’m just like...

  • I’m gonna dance bomb you. See? What? What? You don't want that. Anyway, thanks Marie

  • for the opportunity, and thanks to all the other fantastic with great ideas and great...”

  • Now I know that video cut off a little bit, but isn’t she great?  Here’s what she

  • did right.

  • 1.  She was considerate and followed directions:  We told everyone that the videos had to

  • be 2 minutes MAX.  And her video was 1:45 - she saved me and my team some time.  And

  • I like that.  When youre selling or trying to persuade others, think about the other

  • people. If you can make THEIR lives easier, youre gonna go farther faster!

  • 2.  She’s Enthusiastic & She’s Confident:  If you pay attention, around 7 seconds,

  • she totally celebrates herself for being a published author and a speaker. Her enthusiasm

  • is contagious, it’s awesome.  She is so confident and clear about who she is. If you

  • wanna sell or persuade anyone about anything, you have got to be enthusiastic!

  • 3. She was Specific & She’s Clear: Notice she told us exactly how she wants to change

  • the world.  There was nothing vague or unclear about it. When you want to persuade or sell

  • someone something, youve gotta make it clear that youvethought things through.”

  • With Tangela what was awesome, it was clear that she was off the cuff but she wasn’t

  • making this stuff up on the spot.

  • 4. She Gave A Reason Why:  Now whether she knew it or not, she used a proven persuasion

  • technique that’s very, very effective. In Robert Cialdini’s book, Influence, he says:

  • “A well-known principle of human behavior says that when we ask someone to do a favor

  • we will be more successful if we provide a reason.”  Here’s an example, from that

  • book, listen to this:

  • A woman was standing in line for a copy machine.  And she said,  “Excuse me, I have five

  • pages. May I go ahead of you and make my copies?” 60 percent of people said yes.

  • Now, listen to this: She tried asking a slightly different way. She gave a reason why. This

  • time she said, “Excuse me, I have five pages. May I use the copy machine because I’m in

  • a rush?” And this time, 94% of the people said yes!! That’s one and a half times as

  • many!! That is a lot of persuasion!!

  • Now, there’s more to that study, and you can check it out in Cialdini’s book. But

  • the point here is that when you give people a reason WHY youre asking for something,

  • theyre more inclined to give it to you.

  • And that’s what Tangela did. To paraphrase here, she said she needs B-School because

  • she needs to connect the dots to create products that pay the bills so she can provide coaching

  • for people that really need it, but can’t afford it.

  • 5.  She has a Totally Open Heart - when you watch this video, you can feel her heart popping

  • right out from the video. She’s completely authentic and she believes what she’s saying.

  • If you want to authentically persuade people, and authentically sell them - you need to

  • lead with your heart and really believe what youre saying.  

  • 6.  She’s Grateful & She Acknowledged Others - If you paid attention at the end, she didn’t

  • just sayPick ME! Pick ME! I should winShe thanked me for the opportunity and more

  • importantly, she also acknowledged all the other women who submitted videos too. Now

  • here’s the thing, I don't know if she even knows she did this, but I really value my

  • community. And what she did is she acknowledged my community, something VERY important to

  • me, so I felt heard and taken care of by her expression of gratitude.

  • 7.  She Threatened Me:  Let me tell ya, Tangela sealed the deal with her threat. And

  • I do not respond well to threats. Unless, it’s a dance bomb threat!

  • 8. Finally, notice that Tangela did not have any special lighting or equipment or any fancy

  • graphics. In fact, I think she was shooting in her bathroom.  Now yall know I love

  • me some fancy lighting and some graphics and some editing BUT, it is not necessary if you

  • wanna be authentically persuasive and get your message out there

  • Now, this video is quite different than what we normally do - so do you like it? Do you

  • like hearing the behind the scenes in my mind and understanding how I make decisions?  Do

  • you want to DANCE bomb?  I wanna hear from you.

  • Now remember, the most exciting things happen after the episode in the comments over at

  • MarieForleo.com - so come on over there and leave a comment or your dance bomb below!

  • Do you like this video? Hmm? Well then SUBSCRIBE to my channel and share it with your friends!

  • And if you want even MORE great insights to improve your business and your life, PLUS

  • personal insights from me that I only share in email updates--- you gotta come to MarieForleo.com

  • and sign up and get on that newslettter list.

  • Stay on your game and keeping going for your dreams. The world needs that special gift

  • that only YOU have.  Thank you so much for watching and I will see you next time on MarieTV!

Hey it’s Marie Forleo, and you are watching MarieTV - the PLACE to BE to have a business

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