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The field of study of persuasion is vast. It's as vast as the study of human nature. And lately in my work, I've narrowed the focus significantly to persuading and selling to an affluent clientle. When we define our goals, our targets, our specific & particular paths - we set our intention. I have set out to define affluence more fully recently. The dictionary's definition is not expansive enough for our purposes because of how individualized our perspectives are, but it's a good place to start. Affluence: 1. A plentiful supply of material goods; wealth. 2. A great quantity; an abundance. 3. A flowing to or toward point. So affluence is a 'great quantity' in relation to what? A 'plentiful supply' compared to what? Compared to our own perspective? Or compared to what our neighbor has? Or compared to what we expected we might have? When we get down to it, affluence is a combination of these three factors: 1. net worth 2. cash flow 3. disposable income All of these factors vary from one person or audience to the next. And thus we must define for ourselves what affluence is. For example, what you consider affluent today, may not seem affluent to you a year from now or ten years from now. Our goal as persuaders and in raising our financial set points is to keep progressing and growing, raising our own game, setting the bar higher for ourselves. For example, if you are a financial adviser with clients who have net worths of a million dollars, maybe a year from now you will be selling to people who have a million dollars in cash. Three years from then you're selling people that have $20 million net worth and two or three or four million dollars that they can put into whatever you're suggesting. That's the degree of change that these skills will make for you. These skills are all about your evolution--in terms of personal development and in business--providing you with the skills you need to in turn provide wealth for yourself and family. Persuasion is powerful My first clients were college kids unable to really afford my services. In my own development, as I grew, I began to hone my skills and realize my value, therefore adjusting my relationship to affluence. No more poor college students, now my clients are worth a considerable amount and I believe this is in direct relation with how worthy I feel. As it was for me, the evolution of your own wealth and your relation to affluence is directly related to how much you feel you are worth. Here's an exercise for you: Examine your relationship with affluence. Chart out an affluence map from the perspective of you 15 years ago, 10 years ago, 5 years ago. Once that's mapped out, look at that piece of paper and see past the edge of the sheet to the vast territory of your future. Our affluence mindsets are about to jump off the charts.
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Kenrick Cleveland teaches techniques to earn the business of affluent clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.
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