It's now what you say it's HOW you say it…

Last week we talked about “entertaining” your list and I explained how most people try and entertain their prospects in their sales letters is totally wrong. Here’s what I said…

You don’t entertain them by being funny. And there are two reasons for this:

One, what you think is funny may be irrelevant or even in bad taste to your prospect. And two, when it comes to money, people are dead serious about opening up their wallets.

You want to be taken seriously and meaningfully. You want to have value. People aren’t usually cracking up over jokes when they’re making buying decisions, now are they?

Most of the time I see people trying to use humor and it’s all wrong. They’re cracking jokes, not creating a relationship.

Save your jokes for your friends, but be dead serious with your prospects.

Like I said, next time we’ll cover how to entertain…

So today I want to tell you how to use humor.

First off, appreciate that half (or more) of humor is in the delivery. HOW someone says something often makes it just as funny as what they say, right?

So the first thing to remember is you need to be aware of how you’re speaking.

And the “tone of your voice” is one of the biggest drivers of this. For instance, are you speaking LOUD AND DOGMATIC?

Or are you talking to someone like an old friend, or like a neighbor who’s just trying to help.

Are you being a bully and reminding them how little they know or how little they have?

Or are you being encouraging and positive and enthusiastic.

Are you talking to them in a positive, optimistic and conversational tone?

Or are you speaking like a human resources executive who just wrote a corporate memo that starts off with “Pursuant to our rule book dated 11th of January, 2006…”

So the first thing you want to keep in mind is your tone. Make it folksy and make yourself appear approachable using some of the techniques I just mentioned, and you’re well on your way to entertaining your prospect.

Next time we’ll cover some more ways of using humor and entertaining.

Now go sell something, Craig Garber

P.S.: Why some real estate investors NEVER make the kind of money, never close the deals they deserve: http://www.kingofcopy.com/abcre

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