Lesson 4 | Putting it all together (2:30 minutes)

IGNITE Module 2 | Decision 1: Agree to Meet (The Bridge Talk™) Lesson 4 | Putting it all together (2:30 minutes)

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Putting it all together

Okay, so let's put all the pieces together. Hopefully, you've got a draft, you've got an idea that you've put together, here's who we help, here's the problem that we solve. And when you're niche market hears it they should resonate with it right away. They say, "Hey, that's me and I have that problem."

And so they want to find out more, they're going to ask a little bit more. So let's follow the thread of this a little bit more so you can see where it goes, because the purpose of it is to get to Decision 1. The purpose isn't to have a Bridge Talk, the purpose is to get them to decide to come and meet with you.

So, let's look at how that might flow. So the question is, "So, what do you do?" And we're going to say, whatever your Bridge Talk is, but for this example, "We have a firm in Boston that helps families retire on their terms." And if that's your niche market, they've got interest, they're going to say something like, "Well, what do you mean by that?" or, "How does that work?" or something to that effect.

This is where you want to have some clear answer put together. Because in this moment you have permission. "So, what do you do?" "We have a firm in Boston that helps families retire on their terms." "What do you mean by that?" So glad you asked. That's what you said in your head, not out loud.

What you'd say out loud is, "Well, most people aren't clear on what retirement's going to look like and we help them answer really three things. You've gotta be able to answer, how are you gonna pay for it? You've gotta be able to answer, how are you going to use what you've saved properly? And you've gotta be able to answer, how will they protect things along the way?"

And in that moment, that person's going to have an interest because then you can say, "So, what have you done to prepare?" or, "Have you thought about how you're going to pay for your retirement?" or, "What is it going to look like?"

But now you're in the conversation and that gives you space to invite them to a meeting. If they continue to engage, or if they disengage, "Oh, I'm not worried about retirement." It's like, okay, good, it's closing off, maintain your social connection. That's not the moment to close them. This is a first contact, or an early contact. You're just trying to have them cross the bridge from social to business. If they're not going to, good, retreat back to social and keep the connection. You get to try again another time, okay?

But Decision 1, Agree to Meet. So, when they say, "So, what do you do?" "We have a firm in Boston that helps families retire on their terms." Or whatever your Bridge Talk is.

When they say, "What do you mean by that?" You want to have one or two key points for them. So, in our case, "Well, most people aren't clear on what their retirement's going to look like and we help them answer three questions. How will you pay for it? How are you going to use what you saved properly? And how are you going to protect things along the way?"

And then we're going to ask them a question, "So, what have you done to prepare? Are you going to retire on your terms? Do you feel good about that?" Now you're in the conversation, that gives you space to invite them to a meeting, Decision 1, Agree to Meet.

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