Balance your life and goals in four areas - 1. Emotional stability
2. Physical fitness
3. Spiritual fulfilment
4. Financial independence
5 steps of learning - 1. Impact
2. Repetition
3. Utilisation
4. Internalisation
5. Reinforcement
Unconscious incompetence - You don't know that you don't know something
Conscious incompetence - You become aware that you don't know something, so you can learn
Conscious competence - You know how to do something but you have to think about it
Unconscious competence - It's a natural part of you and requires no thought. It just occurs
Step 1 - Develop the right attitude and enthusiasm
Step 2 - Create rapport and establish yourself as an industry expert
, Step 3 - Set the d'agenda with the intent statement
Step 4 - Qualify with NEADS
N in NEADS - Why now
E in NEADS - What do you enjoy about that
A in NEADS - What would you alter
D in NEADS - Who is involved in this decision
S in NEADS - This is the solution I can offer
Step 5 - Give presentation
Step 6 - Address concerns before and after delivering the investment
Step 7 - Test close
Step 8 - Ask reflex questions
Step 9 - Fill out paperwork
Step 10 - Ask for approval
Dominant behaviour types - Extroverted and task oriented
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