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Kindle Notes & Highlights
If you want people to do things that typically they do not want to do, first you need to find an honest reason that is big enough. Understanding what reasons are big enough means you have to understand how people are motivated. People are motivated by one of two things: either avoiding a loss or acquiring a potential gain.
The real world tells us that people will work far harder to avoid a potential loss than they will to achieve a potential gain. Greater than that is the fact that the more contrast you can create between where somebody does not want to be and where they hope to be, the more likely you are to get people to move.
The second thing you must consider is whether people base their decisions on emotion or logic. The true answer to that question is, in fact, both; it is just that the decision is always made for emotive reasons first.
People make decisions based on what feels right first. If you can make it feel right, the rest is easy.
how would you feel if this time next year you were debt-free, living in your dream home and planning your next vacation?
Remember, the greater the contrast, the more likely you are to get that someone to move.
“What’s the best number to contact you at?” results in people effortlessly giving you the information you requested.
there are two types of people in this world: those who read books like this and do nothing and those who put what they read into practice and enjoy immediate results.
