11.26.07
Hot Button: The Key to Joint Venture Success
A “Hot Button” is a strong motivator - something that a particular person wants more than anything else - the most pressing, urgent issue in their lives at this particular time. Their highest priority, the thing closest to their heart. This could be their child, their dog, their sport, their freedom, their need to be accepted, cash flow, an award, a holiday, a new toy, a show, a cruise, or a specific amount of money for a specific purpose. And it’s always related to feelings, like stress, peace, fear, strain, , power, freedom, control, embarrassment, etc.
When you know what someone’s Hot Button it, you can put together the appropriate JV and everyone wins - the person solving the problem, the person whose Hot Button is satisfied, and yourself - you get paid. But first, you have to find out what that Hot Button is, that requires listening and questioning skills. Open-ended questions, like, “What do you mean by that? Tell me more? Yes? And? Why do you say that? What are you looking for? What is the most import/ urgent/ pressing thing in your life? What, why, how, when, who? Your dreams, goals, pain, problems? If a genie jumped out of a lamp and gave you three wishes for your life, what would they be?”
The genie question will get three responses: Money, health, and happiness. You have to find out what they mean by health - what has to be in place for them to decide that they are healthy? How much money? Why? What feelings will that money buy? What will make them happy? Why? The more specific the answers, the closer you will get to the Hot Button. When you know what the Hot Button is, you have their undivided attention.
Joint Venture Brokers get paid for solving problems. The bigger the problem, the more exciting the goal, the more urgent the solution, the more value you can create, the more money you can make, and the more satisfying the transaction will be for everyone concerned. You’re not looking for a lukewarm button - you want the real thing - the HOT Button. It takes a little patience to find it, but it’s worth it.
Often, because of unresolved guilt, feelings that people don’t deserve certain rewards, a socialist bent, negative conditioning, mysticism, and a skewed philosophy, people find it hard to buy themselves what they really want, even if they can easily afford to do so. This is a wonderful opportunity to create massive reciprocal value in their lives. By using existing resources and thinking strategically, JV brokers can themselves become well-paid genies by simply understanding human nature.
Remember that pain is a greater motivator than pleasure, and people will do more to avoid pain than to gain pleasure, so be aware of their pain and pleasure issues, timelines, level of motivation, and values. Knowing their personality type, religious and political beliefs will also help you to understand them better.
Give them what they want, and you will get what you want. You might like apple pie, but they may be allergic to apples. Don’t try to stuff something down their throats because YOU like it. It’s never about you. Don’t project your likes and dislikes - become a mirror, and let them shine. The reflexion will be dazzling.
Robin J. Elliott www.DollarMakers.com
