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2 0 1 3 — 1 0 T H A N N I V E R S A R Y
K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g
a n ’ s K e v i n H o g a n ’ s
I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
amp
Preview Guide
Join us! March 13,14,15,16
Las Vegas
www.kevinhogan.com/influencebootcamp.htm
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2 0 1 3 — 1 0 T H A N N I V E R S A R Y
K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g
a n ’ s K e v i n H o g a n ’ s
I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
amp
Video Prep Material Part One
Print this out and bring to Influence: Boot Camp with you.
0:00
What does someone experience when there is a knock at that
door?
1:00
Stranger = _____________________________________________
Why?
2:00
Anticipate that everyone you communicate with will be
_____________________________________________________
3:00
80% of the influential conversation happens
_____________________________________________________
4:00
You have "no" walking in the door > 90% of the time.
1
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2 0 1 3 — 1 0 T H A N N I V E R S A R Y
K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g
a n ’ s K e v i n H o g a n ’ s
I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
amp
Describe the daily experience of human beings at the office
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_____________________________________________________________________________________
5:00
Is this normal?
Is it safe?
They have evidence
____________________________________________________________________
6:00
What is the perceived risk? Give an example.
_____________________________________________________________________________________
7:00
What is resistance?
_____________________________________________________________________________________
2
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2 0 1 3 — 1 0 T H A N N I V E R S A R Y
K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g
a n ’ s K e v i n H o g a n ’ s
I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
amp
8:00
Discuss the significance of the abusive situation to
understanding resistance.
_____________________________________________________________________________________
_____________________________________________________________________________________
9:00
What are the emotions Kevin suggests people will feel in the
given example because people
believe a decision will be foolish?
_____________________________________________________________________________________
_____________________________________________________________________________________
10:00
What is the difference between a pitch and your approach?
_____________________________________________________________________________________
11:00
People sense being judged as prey.
Empathy response neurons stop people from communicating with
you.
_________________________
3
www.kevinhogan.com/influencebootcamp.htm
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2 0 1 3 — 1 0 T H A N N I V E R S A R Y
K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g
a n ’ s K e v i n H o g a n ’ s
I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
amp
12:00
What is the difference between you and your competitor?
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
14:00
What is Kevin's example of what sells? What influences?
____________________________________________________________________________________
15:00
Discuss checking with a spouse.
____________________________________________________________________________________
_____________________________________________________________________________________
4
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2 0 1 3 — 1 0 T H A N N I V E R S A R Y
K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g
a n ’ s K e v i n H o g a n ’ s
I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
amp
16:00
"What if it doesn't work for_____________________________?"
"I don't like the fact that
it's_________________________________________________"
"Check with my____________________________________"
"Check with my ____________________________________"
That's what the client says.
What is the reason they aren't buying?
17:00
What don't they want to feel?
_____________________________________________________________________________________
5
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2 0 1 3 — 1 0 T H A N N I V E R S A R Y
K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g
a n ’ s K e v i n H o g a n ’ s
I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
amp
18:00
This is one of the most critical distinctions in influencing
others.
No one learns about this.
Draw the simple diagram of "who" your client is really going to
talk to.
19:00
The individual belongs to
ALL__________________________________________________________
They __________________________________ with each
___________________________________
20:00
Your possible client will think, "What will THEY
_____________________________________________?"
WHY don't YOU hear objections any longer?
____________________________________________________________________________________
6
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2 0 1 3 — 1 0 T H A N N I V E R S A R Y
K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g
a n ’ s K e v i n H o g a n ’ s
I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
amp
21:00
More than anything, people want to
be_____________________________________________________
22:00
When you tell people they are _____________________________ you
are questioning their
ability to
____________________________________________________________________________________.
23:00
What does the example of the photograph describe?
____________________________________________________________________________________
24:00
People need to ___________________________at ____________
_____________________s.
25:00
People don't need the mental approval of
_________________________________________________
_________________________________________________
7
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2 0 1 3 — 1 0 T H A N N I V E R S A R Y
K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g
a n ’ s K e v i n H o g a n ’ s
I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C
amp
They only need the mental
______________________________________________________________
____________________________________________________________________________________
26:00
IF they identify YOU with
_____________________________________________________________________________________
Examples:
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
8
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