Last month we finished our little series on sales. Hopefully you got some really good ideas. I’ve had a lot of requests regarding visualization, another specific topic I talked about early last year. Visualization, which I learned about from Dr. Denis Waitley, back in the early ?80s, is something that the whole premise of “The Secret” is based upon. Visualizing is all about seeing the future … seeing what you’re trying to accomplish … thereby using what’s called “the Law of Attraction.”

In sales I visualize success all the time. Recently I got in front of eight prospects, seven of which I’d closed, and we were just waiting on the paperwork for the last one. I can only assume I was going to close the last in the very near future. Most decent high-net-worth clients and moderate-net-worth clients are the perfect ones you’d like to have in your practice.

I learned a long time ago to visualize the type of clients I wanted to attract, the type of business I wanted to run, and the type of life I wanted to lead. I’m very fortunate to say that I use a dream board as my visual tool. I’ve had a dream board for years. Things are now starting to come off of that dream board and are being replaced by new things. I am the proud owner of a custom-built family home and I recently purchased a 58-foot yacht. In addition, I am looking into the ultimate sports car I’ve always wanted to own.

I look at my dream board every day and I visualize exactly what I want my life to be like. It’s the same thing in our practice. When I talk to most reps, I ask questions such as, “What’s your business plan? Where do you want to be in five years? What type of life do you want to lead?”

Many times they can’t really give me an answer. They just say, “You know, I want to make more money and be more successful.” Then I say, “Paint me the picture of the perfect lifestyle and the perfect family life you want to have.” Believe it or not, the people that are incredibly successful have a very vivid visualization of the life they want.

In any practice you have to visualize success. You have to visualize your client smiling, shaking your hand and saying “thank you.” These are the types of things I see in every sales process. It’s the type of attraction and the kind of vibe you send out that leads to the type of referrals you’ll get.

Right now in my business I haven’t even marketed in a year and a half. I’ve only held one seminar in three years and yet we still manage to get new clients virtually every month, all by referral. We painted our picture a long time ago in writing up our perfect client. My entire office staff and myself made a list of who our 10 favorite clients were. We wrote down all the characteristics of those clients, then we invited them to a dinner where we asked them many questions. After that we did our marketing based upon the characteristics of those 10 clients.

We have now duplicated those clients threefold. As a result, traditional marketing is next to none. The marketing we do now is fun, family oriented events such as going to baseball games and trips, having parties and barbeques. This is our way of getting more clients. It’s all about making our practice a “wow” experience for all involved.

Create a dream board for yourself and visualize your life as if you were already living it. You’d be surprise on what the law of attraction can help you accomplish.