Marketing and Advertising Execs Scramble to Deploy Persuasion and Body Language Expert Dr. Keven Hogan’s #1 Persuasion Strategy That Never Fails Into Their Campaigns (1 of 2)
How would you like to have the key that unlocks the decision-making processes in your prospect’s mind?
On today’s episode, Kevin Hogan (one of the world’s leading persuasion and body language experts) reveals a half-dozen of his most-recent persuasion methods.
These NEW methods of persuasion were uncovered from cutting-edge research from around the globe.
Today you’ll learn the #1 persuasion method (and others) for inserting ideas your prospect’s mind, ethically.
I’m going to deploy #2 first!
Episode #341 On YouTube (VIDEO)
Dr. Hogan's NEW "Ultimate Success Course" (Free Video)
Ken Newhouse: (0:00)
Today’s episode number 341 of the get clients now podcast. And today I’ve got an amazing, awesome surprise for you because on today’s episode, Dr. Kevin Hogan, one of the world’s leading experts in persuasion and body language, he’s going to be sharing at least a half dozen or more methods that get you clients as he reveals several of the most effective, most powerful persuasion strategies he’s ever discovered and several of those discoveries he’s made just within the last 12 months.
Ken Newhouse (00:58):
Now, as you’re gonna hear on the show, Dr. Kevin has made several amazing new discoveries in the field of persuasion and influence, which he’s made over the course of traveling around the globe.
I think maybe, I don’t know if seven or eight times in the last 24 months, which is absolutely insane, but, uh, the guys in demand and as a keynote speaker and trainer, and as everybody knows, he is without rival in the field of teaching ethical persuasion for business and persuasion based methods to get you clients for literally dozens and dozens of industries over the past 20 plus years.
Now today’s show, Dr. Hogan is going to reveal the one persuasion strategy that never fails. If you’re like me and if you’re like my most successful clients and members, you’re always on the lookout for methods to get you clients and I promise you, I guarantee you that today you’re going to be absolutely thrilled and delighted with what he has for you.
Ken Newhouse (01:37):
Now I’ve been a student of Tony Robbins, Dan Kennedy, Bob Cialdini, and about every top rated marketing and copywriting experts you can name who have taught us how to amazing strategies you can use to get clients now, many of these greats no longer with us.
Some of them have actually gone on like Eugene Schwartz and some others, but Dr. Kevin Hogan was my first, my very first teacher, the very first person who taught me anything about persuasion, ethical persuasion, and I can say without question that the strategies that I’ve learned from him and the methods he taught me for getting clients are still being used in my marketing and persuasion toolkit today.
Now, the information you gave during the interview was so compelling that I’m actually, I’m ready to dive into the interview like right now, but before we actually welcome Dr. Hogan in on the show, go ahead and cover his bio first.
Dr. Kevin Hogan is author of 24 books. He is best known for his international bestselling books and the psychology of persuasion, how to persuade others to your way of thinking.
Ken Newhouse (02:22):
By the way, it’s a fabulous, fabulous book. I’ve read through it probably a half dozen times at a minimum in the past decade. He’s become the body language expert to the wall street journal, ABC Fox, the BBC, the New York times, the Toronto sun, the New York post, and dozens of popular magazines like Forbes, investor’s business daily InTouch.
First were women success and cosmopolitan. Dr. Hogan has taught persuasion and influence at the university of st Thomas management center and is a frequent media guest articles by and about.
Dr. Hogan have appeared in the Harvard business review, New York magazine sales guru success, men’s health red book, women’s health office pro selling power, and hundreds of other publications. He was recently featured in a half dozen magazines including benefit world business class and w provost in Poland.
Now, I could continue and continue and continue with his bio but I think that is more than enough to demonstrate the fact that this guy is a world class expert.
In fact, he stands shoulder to shoulder with any persuasion expert on the planet. And with that let’s go ahead and welcome Dr. Kevin Hogan on the show and I know you’re absolutely going to love what he has for you today.
I’m totally excited. This was a fabulous interview. Let’s roll.
Ken Newhouse (03:29):
Okay, ready? This is Kenny house, your host and with us today is a very, very special guest.
In fact, Dr. Hogan is one of the first people who ever taught me the uh, the science and art of persuasion and high-level persuasion strategies.
But Dr. Hogan on behalf of myself and this is this, the second time did on the show, but on behalf of myself, the members, they get clients now nation definitely want to welcome you back to the show and it’s really, really a pleasure to have you today,
Dr. Kevin Hogan (03:49):
Ken. Thank you. It is great to be here. It was fun talking with you budget two years ago when I was overseas in Europe and now I’m coming to you from South America today. So
Ken Newhouse (03:59):
Dr. Hogan, if you, if you try to pin this guy down, he’s uh, he’s speaking and traveling all around the globe. I wonder how many frequent flyer miles that you have? Probably like a bazillion, I’m sure at this point.
Dr. Kevin Hogan (04:11):
Ken Newhouse (04:12):
so if you could catch us up to, um, one of the things I want to talk about today specifically is the article that I read that you wrote is just, you’ve write a lot of really good quality stuff, but this one really jumped out at me and I really wanted to, uh, to introduce this to, uh, to the nation because it’s just that good and it’s the number one persuasion strategy that never fails or the one persuasion strategy that never fails (jammed packed with amazing persuasion strategies) … but catch us up to speed before we start.
What’s been going on over the last eight, 12 months or so with you and your business? And I know you travel a lot and speak a lot.
Dr. Kevin Hogan (04:38):
I do. I’ve traveled a lot. So those, those are true stories right there. So we’ll skip that part. Did some philanthropy work over in Poland this year for Christmas. Raised a lot of money for some kids with disabilities, severe disabilities and was really proud and pleased with how many friends and family people at Facebook.
Everybody came through and we raised a lot of money to help a lot of people. That was the highlight of the year for last year for sure.
Broadcast it was, it was super. So that was great. Right now we just released a success course. I’ve never done one. I’ve always hedged against this cause like success is such a, it’s such a soft sounding word.
Like how do you define that? So I figured, you know what, let’s just define it and let’s show people what really works, why people ultimately fail. What is actually going to make a difference?
Dr. Kevin Hogan (05:19):
How is it that you want to live the life that you want? You told me you’re going to be taking vacation time with family this week, coming up here right away. And you know, a lot of people can’t make that choice. They have to like put in two weeks ahead notice or four weeks, you know, six, eight weeks and then you can do. But when things go pretty well in life, when you really work hard and you have your episode three 41 is wonderful and that gives you the rights and the opportunity to, to share that time with family and friends. So congratulations by the way. So the success course is this huge, massive video course that we just put out, downloadable video really excited about. It’s going great and very happy. And right now I’m starting to working on my next persuasion book. So that’s a good thing too.
Dr. Kevin Hogan (05:57):
And it’s like that you talk about the number one persuasive strategy because exegetical persuasion, which is basically exegetical is a biblical term for scholars. Actually Jesus means you’re not putting into like, there’s no fake news. We’re not putting anything out there or taking stuff. I’m taking stuff out of a person and seeing what they want in a very cool way and allowing that person to simply say, Oh my gosh, I think I just decided I’m what I want to do. And because you worked with so many people in the helping professions, it’s actually ideal for your audience. That’s very cool too.
Ken Newhouse (06:30):
Yeah. Actually I just did a, just worked on an episode where I talked about, actually I was doing a webinar. I’m just, my brain is scrambled right now with all the things going on. Just worked on an, on a webinar. And in the webinar I talked about the internal decision making process versus the external decision making process. So I think this will probably dovetail and I had no idea this will probably dovetail, um, with uh, with, with the topic perfectly and certainly some point throughout the show or at the end of the show or whenever you want to, um, want to do this. Give us a link to that now is it is for sale now, correct?
Dr. Kevin Hogan (06:57):
Ken Newhouse (06:58):
How do, how do we get that? Because I definitely want to, you know, I, like I said, your stuff was the first stuff that influenced me and it’s super high quality stuff. And to be fair, um, you know, you run your business how you want, but I think you’re under priced. I think your stuff is worth a lot more than you charge for it compared to some of the other stuff I buy like from Kern or anybody else. But definitely, um, how do we get ahold of yourself,
Dr. Kevin Hogan (07:17):
uh, for the success algorithm course, Kevin hogan.com, forward slash success hyphen algorithm. Okay. And that’ll, that’ll get everybody there.
Ken Newhouse (07:26):
And then you also have like a web store on your site?
Dr. Kevin Hogan (07:28):
We do. It’s stored out Kevin hogan.com.
Ken Newhouse (07:30):
Okay, sweet. Thank you. Okay. Uh, and we’ll mention this again and then I’ll put that stuff in the show notes in. Guys, I’ll just give you this. Uh, I don’t do this very often, but when I do, um, it’s because I believe wholeheartedly. So if you buy dr Kevin Hogan’s course, and I don’t remember what the course costs, but you got me on video and you got me on audio, if you buy it, use it. You’re gonna either be able to say, this was the most incredible, best investment in a persuasion course that you’ve ever made. And if you can’t say that, I will reimburse you for the course, I’ll buy it from you. So you guys have that on record. It’s that good. And I can tell you that without even seeing his new material, that it’s that good because he has never ever once let me down. It’s always been unbelievably just multiples of what I expected. And so I’m, I’m excited to see that. But dr Kevin, what’s, what really led you to be, you know, to took you in the direction that you’re going now with, with your business and the new book and things like that. What, what’s on the horizon for you? You said you’re working on a success course. What led you to want to create that success course? What was it about?
Dr. Kevin Hogan (08:23):
Well, the success course years ago I listened and loved listening to Napoleon Hill for example, and I had, I had everything he ever put on audio. I actually have the very little video that was out there with him and it was, it was very inspirational to me and at the time it was very representative of the new wave of thinking what’s going to help people accomplish what they want. And I’m really focused on achievement as opposed to like this general generic term of success. So when I think of your listener and your audience just like they want results and that’s one of the reasons you asked me to talk to them. Things about persuasion strategy, pretty cool piece by the way. It is pretty neat. Nobody’s ever done it before, which is nice. I like that. But the success courses led to that except for on a massive scale.
Dr. Kevin Hogan (09:05):
And it is a big 10 week course where I actually coach people. And that’s one of the reasons you’re, you’re a guarantee is fairly safe because I actually work with people until, you know, we’ve had such a great track record over the years with our inner circle circle group. Here’s the secret. I needed something because it’s traveling so much the last time I talked to you this time South America. Okay. I needed something that I could actually do on the road because I don’t have the time in the United States right now to always end up in Las Vegas for our inner circle meetings. So we’re sort of shifting. We’re, we’re, we’re making a shift to giving people, um, the success course sort of at the beginning of the inner circle group and then allowing them to work with me more by telephone as opposed to the larger groups that we have in Vegas. And I miss Vegas, I miss being in the space, but I’m having a blast traveling and things are going good. So that’s sort of the system that’s working. Inner circle is amazing, but now it’s like I have other choices. I have people I like to see on the road traveling. And so how are we going to make that work for everybody? And they can work a little bit better than what we had before, which was pretty Doug and good all by itself. So that’s, that was the Genesis of the whole project.
Ken Newhouse (10:09):
Sweet. Sweet. So let’s talk about the persuasion strategy in this. Again, when I saw the number one persuasion persuasive strategy, that always works. What’s the difference? When we talk about status quo, I want you to talk about status quo versus change. And I know there’s, there’s a big dynamic that’s occurring there and it’s important and I think a lot of people overlook that. But so if you could touch on that for just a few minutes, if you could.
Dr. Kevin Hogan (10:26):
Yeah. You know the, you for sure, this is really super important. If your audience get this, then nobody’s ever told them this before. Nobody’s ever shared this. People are very afraid of change from the status quo. We all know that. Right? And everybody’s talked on your show. I’m sure you had somebody talk about comfort zones and things like that. Okay, so cool. So all that’s great, but let’s just think about status quo for a second. What does that really mean? It’s like, well, I don’t want to make any changes. Well, we know there’s only two things that happen when you don’t change either. A entropy is going to happen, which means right before your very eyes, so the insurance agent to use something that is not, maybe your insurance agent has 100% of his business that he has right now. And then one year from now we’ll have 90% and after two years, if he does no new business, he’ll have 81% and after three years he’ll have about 72% and all the way down to zero.
Dr. Kevin Hogan (11:10):
So when there’s no change in the status quo, we really aren’t staying the same. We’re experiencing entropy essentially. Essentially we’re just managing into thin air right before everyone else’s eyes. So when your client doesn’t want to change, it’s really important that they eventually when you communicate with them, you have to share with them. They have to share with you actually to make it perfect. They have to share with you the concept that if I don’t change things are only going to get worse. Change. Of course it’s terrifying. It’s like change you. However is the only stable commodity that we have. For example, just think about this week, last week in the markets, now this is all time. 10 years from now, nobody will remember this Corona virus. It’s a big drivers that’s happening now. The same thing 20 years ago and all these others. But basically it changed us instantaneously like that and people who were prepared for change, people who would put money away and took care of their finances and everything, they were stable. So they have stability, not cause they took care and prepared for the challenge. We had no idea that what the black Swan was going to be. Everybody knows that about every 10 years give or take. We have a major challenge, at least in a free world.
Dr. Kevin Hogan (12:19):
So the deal is this. When, when, when we’re communicating and I would and I really believe that byproduct service Kevin is the best for you out of all the options and possibilities out there, then I really should allow you to tell me like what the challenges that you have with the status quo are like what’s by the way, tell me all the good stuff too. Like what’s the great stuff about life right now? Tell me all the cool stuff, but then I want to know what the challenges the status quo are and it’s really important that you and I and our audience out there is always thinking about our clients, our customers, our patients. What the heck is it that is so great about the status quo? What do we want to really keep for them as possible because it’s going to take change to actually get there.
Dr. Kevin Hogan (12:55):
Everybody from Michael Masterson to Jay Abraham to myself, probably YouTube, we’ve all mentioned, whatever got you here, whatever got you here is not going to keep you there and that’s because of the old CD programs. Now we’re shifting over to audio files and downloadable video, right? I remember when there was eight track tapes, eight track. What if you’re 40 years old? You don’t even know what an eight track is. It was a tape that we had in the car that stopped four times as you switched over, you could listen to songs and they stop in the middle of the song, you’re singing a song that you have stopped for for a second, smallest, which is tracks. We actually listened to those things and now we don’t even know what they are anymore. There were DVDs and we still sell DVDs. It’s still using, but now of course we’ve watched Netflix and some downloadable video.
Dr. Kevin Hogan (13:37):
So the concept is is that as you think about your client, don’t just think about them today. Don’t just think about what’s good for them today because what’s been about them good for them today. It’s not really necessarily what’s going to either. And here you might have totally different. We used to help somebody a year out, so our factor mental factor is always be thinking, how can I help this person? Not just for today, but going forward in time, like that fourth dimensional piece going forward, how do I help them not be stuck with the Trek tapes at the end of the day? Okay, how can I actually help them convince me that change is good for them and hopefully I’ll have the space solution or that solution for them? Not always. By the way, it doesn’t always work out that way. You don’t always have the best answer. I don’t always have the best answers, but if I do my homework, I can usually figure out what the best likely thing for them to have. And so that’s the beginning of exegetical persuasion. That’s the square one.
Ken Newhouse (14:25):
And so if we want to actually start to cause or effect change in the status quo for our client or our customer or a patient, is there a particular process for doing that that you’ve come up with that we can actually share with people today? So they have a kind of a, at least the foundation from which they can start.
Dr. Kevin Hogan (14:41):
Yeah, there is. I’d like people to write this down with an old fashion pen and paper. Let’s start with something called reactance. Okay, so reactance is, if you think about the guy when he comes up to your door and you’re like, Oh man, that’s reactive. He hasn’t tried to sell you anything. You don’t even know. It couldn’t be a girl scout asking for two bucks, right? Cookies, right? But whatever it is, it just kills you. I don’t want to answer the door. It’s going to, it’s going to be terrible and evil. I want to deal with the person, so that’s reactive and that’s the fear that somebody is going to manipulate is somebody’s going to take advantage of this. Somebody’s going to take away a freedom that we have. That’s the very first thing that every single persuaders, every influencer, every doctor, every, every salesperson, every teacher has to understand this long before you get to what you want to teach the kid long before you what you want to do to help the patient get out of pain.
Dr. Kevin Hogan (15:26):
There’s a lot of stuff that happens before that. It has like, we’ve got to take care of that first. Reactance is the number one problem we have because they don’t want to talk to us. They feel safe if they don’t talk to us. I don’t have to talk to Kev. I don’t have to worry about buying something or doing something that he says he tells me to do it. I’ll probably get stuck doing it. So I just want to talk. All right, so that’s the first thing. Reactive manipulation. How do you do that? The easiest way is to let the person come in and say, I get it. If I were you, I would be skeptical. That’s where I would start. You should be skeptical. If you’re not skeptical, you’re crazy. You live in a world of fake news and facts that are this flu, this big and fake news is this big.
Dr. Kevin Hogan (16:04):
So it’s okay. Be skeptical. Ask questions. Demand to want to know how you know that. What I say is correct. Don’t do business with me if you don’t think I’m going to be valuable for it. Really hard to fight that. It’s like, okay, that sounds sensible. So that’s how we get rid of records. Oh wow. The person’s feelings you to get those like we don’t want to talk to anybody. It’s okay. Number two is resistance. Resistance is one. I am going to share a message with you. I’m going to share knowledge with you. You’re going to go, Oh, you know what? I don’t like that. And people are always like, Oh, but people are intelligent, willing to accept the opposite. If you’re a Republican, there’s no way that you’re impressed with the democratic primaries. It just happens again, 10 years from now we just have democratic California to a whole bunch of other places and if you’re a Democrat, you really don’t care about Donald Trump and all this stuff.
Dr. Kevin Hogan (16:47):
Again, 10 years ago he was our president back in these days and he was quite a character too. Now here’s the thing, I really don’t care what happens for these folks. I hope they all have a fun year into South America and Europe and all of traveling. The world struggles back home. But here’s the deal. Resistance is real. And so I can sit there and say, you know, I do like one thing about Trump is our markets have been amazing. Not good, but amazing in this period. It is impossible to argue that it’s not possible because we have seen the most amazing stock market history for the last two years. Barden Obama who did a good job too, or no book. And then on the other side of the equation, the Democrats have rightly pointed out things like walls are sort of crazy that my girlfriend happens to be a conservative.
Dr. Kevin Hogan (17:32):
And she’s like, yeah, but Kevin, you have to understand that you know, those walls really do keep out a lot. And I said, you know what, you are absolutely correct. And they do. And that’s a very good thing. However, just on the other side of the equation, you also keep, you know, hard to argue with either side. So resistance I have to get it is their thinking processes. Okay, I have to understand what it is they already believe. Whatever they think about, whatever it is I do. So if I’m a doctor, a chiropractor, for example, a chiropractor, I heard good stuff, but I heard bad stuff, you know, I was like, so like, here’s the thing, you’ve probably heard about bad salespeople, real estate agents, bad investment advisors, God knows I have or whatever the deal is. And you should talk about your audience, as I recall, was 50% about the third chiropractics, right? Is that correct?
Ken Newhouse (18:18):
About 40% dentists, about 25, 20, 20, 20 to 25%. Uh, chiropractors. And then the rest are coaches and consultants. And then, uh, like a minor brick and mortar or small business mom and pop crowd that, that, uh, that’s been listening to the show. So a lot of professionals
Dr. Kevin Hogan (18:34):
for sure. Yeah. Okay. So dental is a really great place for people to be. So we got a lot of wonderful doctors out there in dentistry and yet they face pain. That is the number one deal, right? Pain is the thing. It’s like, I don’t want to go to the dentist. I really don’t, you know? But really if we can, we can reframe that and say, well, you know, here’s the deal. You might want to go to the dentist, get your teeth cleaned, get them taken care of so you don’t have to deal with the pain. That’s the always the whole thing. It’s like people, it’s okay to capture their fear and to put them right here in front of them and say, I get it. I got that dude. I’m not big on pain if I don’t have to have it. I don’t want these.
Dr. Kevin Hogan (19:05):
So the best resistance and resistance is a whole book. By the way, there’s books out there, Dr. Eric Mills, one of our good friends from our boot camps that we do. Dr. Mills, university of Arkansas. He’s written the best book on resistance of anybody out there in the world. Resistance, persuasion, fabulous. I learned so much. We’ve had him come to boot camp after I read his work. I just like said, Eric, can I grab like this and this and this and make it understandable for human beings that don’t have university PhDs? Sure. Take it, let me know. And we put them on stage, finally brought them down. I had to teach everybody about resistance. Everybody should check that book out. So that’s where it’s looking at. Okay. So that’s the resistance. Okay. So now we’ve got you take care of these two resistance. Now we had an open table and the person who’s no longer terrified to talk to me now it’s okay to talk to me. They know that I’m going to try to get them to do the best thing that’s going to help them the most. And I’m going to have them do that by asking them to tell me what those things.
Dr. Kevin Hogan (19:59):
So I’ll pause for a second.
Ken Newhouse (20:01):
Okay. And so one of the things that you wrote in your, uh, in your blog post, you talked about the four types of communication that can affect change very quickly. Can we, can we talk about that for a few minutes?
Dr. Kevin Hogan (20:12):
But, um, I started calling this transformational messaging to give it a really cool title. Something that people might remember. Transfer transformational messaging is basically taking, taking these four key ideas and using them forever. So number one. First thing I want people to do is as you’re talking to your client, so whenever your businesses makes no difference, you’re called say somebody called. It’s like what is the disadvantage of where you’re at right now? Okay, what’s the disadvantage? All right, I don’t want to claim to know what, what is going on in this person’s life. You know, it was like, well, I’m having trouble. Most of them are with family. Oh, most of them with family. That’s where I want to start that. So tell me what’s going on with, in fact, I would argue and have many times if you fix family, whatever’s going on in the family, you fixed their business and if you fix the family issues, the person is much better at business.
Dr. Kevin Hogan (20:59):
They make much more money. They have much more mental stability every single day dealing with business day to day. Every coach that I know focuses too quickly on the business aspect and ignores the family, adores the forensic nurse to people that they go to for 16 hours a day and not just the eight hours. So if you’re a coach, be thinking about this. Don’t just listen for the business challenge as a person who’s working with you for, for example, think about like what’s the family issues? And if you’re working with people for life coaching or something like that, flip it now. Like what are they doing for business? Because businesses now, they hate their job. If they hate their boss, if they don’t like these people, all of these things, they take home with them to the wife, the kids, children. And you can’t let that go at the office door.
Dr. Kevin Hogan (21:37):
It doesn’t go like that. We talked about it at the dinner table. We get into arguments about it, sometimes even the hospital saying, but honey, don’t worry about it. You know, he probably had a bad day. The worst thing you can say to somebody on earth, he probably had a bad day. What about me? Okay, what about me? So what’s the disadvantage of the status quo once they tell me, well, you know what, it’s not perfect. I’ll see what else and what else is a great phrase? Okay, it’s a great phrase. So in other words, what’s going on right now in life? It’s not perfect. What else and what else and what else now to balance this afterwards, I do want to know actually what’s going on this really well because we don’t want to dig around with the things that are going well. You’ve got a great relationship with your spouse, your girlfriend, your boyfriend. Let’s keep it there and let’s not.
Ken Newhouse (22:20):
So can I ask you, can I ask you just a quick segue question and there real quick and then I want to keep you on track. So if we’re, if we’re digging about what’s not going well for them, we want to maybe start with that, but we want to end on the note if we’re in this sequence of what’s going right for them so that they don’t enter into the next phase of questioning or interaction with us with a negative mindset or,
Dr. Kevin Hogan (22:40):
yeah, I really, I really like to have as much good just about your interview and your exhaust speed. Me straight on track as as a, as a person who my job is to get audiences to all at the same time figure out the same end result at the same time. All right.
Ken Newhouse (22:53):
Like juggling cats I’m sure.
Dr. Kevin Hogan (22:55):
Correct. Correct. So now now it’s like okay cause I have to hit it. Basically everybody’s fighting this and say you know you probably think you probably have considered who probably looked at this, you probably worry about this. Like I tell everybody, let me guess. You worry about the way that you’re going to change how money is going to come into your life next year cause it’s going to be different than it was this year. Every single person knows this is a fact. It’s just a fact. That’s how life is. You’re probably concerned about the health of someone in your family. Who is that person for example. I’ll ask that person to think from the, from the front of the stage. You can ask this audience this question. Somebody is always sick in our family, somebody always unhealthy. Somebody always in hospital. Somebody always just going to run through challenges. And if we realize these are the human condition issues and we never run over and we never forget, never forget about the fact that we’re all going through stuff going through hard times. It’s like, you know, and we want show the person, make sure they get that. We understand, we love them.
Dr. Kevin Hogan (23:49):
I get what you’re experiencing. I know that you’re going through pain. You know, I lost somebody I loved yesterday, actually a good friend of my mom’s died. Wonderful person, thank you. And Janine was wonderful. God bless her. She’ll get up there and uh, but it was, it was tough to hear that. But it’s, it’s like that story is in my family. It’s like, it’s all around and it’s really important that we all get, like the people are going through challenges, pains. But when they see that, when may understand that they change how they listen to us now, they’d like, Oh, you understand that somebody cares. The Kevin actually cares about this. So there’s things that people experience there. So I like to start on disadvantage. What’s problematic right now? What’s problematic. By the way, it just says, my internet connection connection is unstable. I’m really glad that doesn’t have something that refers to mental state. That’s fine. Just so you guys know of there. It doesn’t say that on my end, so you’re good.
Dr. Kevin Hogan (24:42):
So yes, I like to start out in the negative and then the positive. And here’s the thing. In any persuasion communication, we don’t want to just talk about positive things, nor do we want to just touch on fear and pain. We want to get people a movie. We know sexually for research, tons of research. If you ask people questions and ask them to share their movie with you, their wins or losses, their fears, their triumphs, this is what causes people to connect with us. We actually connect really well with people that we have a little like tuck guy. I love Kevin or he can be irritating when he talks about that. That’s my client for life. That’s my client for life because I didn’t just like pretend that everything was perfect. So number two, after we’ve talked about the disadvantages and some pessimism about the staff school, like what’s going to happen?
Dr. Kevin Hogan (25:25):
Like if you don’t make any changes today, what’s gonna go wrong? Like if you don’t go back to the dentist next week or next month or next year or two years from now, what’s generally going to happen to those people? How challenging is it going to be? Okay? You don’t have to go. But if you don’t go, what happened? Okay, it’s kinda going to suck. It’s like, you know, teeth are going to look bad and we’re going to have all kinds of root issues and crime. Oh my God, it’s going to suck. So we want to show it. Have people tell us like the pessimism, what happens if we keep doing the status quo stuff? And I said, by the way, we don’t have to use the word status quo with the way things are going now. All right? Just so everybody thinks I don’t, I use the word status quo, but you don’t need to.
Dr. Kevin Hogan (26:00):
Everybody else doesn’t have to. They can if it’s appropriate. Okay. All right, so next up I’m going to, what’s the advantage of change? It’s like if you do want to take the time today and do something with me, so you’re on your you, if you are going to use me as a coach, you’re going to hire me for a year or two years or whatever the period is going to be like, why would you do that? Why would you commit to that? What does it actually, in our application form for our inner circle group, we like to ask people three different ways of three different times. Why do you want to work with Kevin? Hope? Why? Like what is the upside? What do you get out of it? How do you know? And, and here’s the thing, I didn’t want people to convince themselves and me that it’s the best thing for them.
Dr. Kevin Hogan (26:37):
And the more that people write about, okay, so here’s what Kevin hope you can do for me. Here’s what I think is going to do for, and here’s how I feel about it. It doesn’t accomplish two goals. First of all, I can see the person who’s convinced themselves because if I’m not convinced that they’re not going to do good work and that they’re going to go up, they’re not going to be my great story for next year. They’re not going to be my rice to riches story. I want that person to be a rags to riches start date. So it’s like I want them to do better. Tell me what is going to be the advantage of change? What’s the advantage of working with me? Buying my product, my service, whatever it is. And this is super important with detailed maps. Like what else? What else?
Dr. Kevin Hogan (27:16):
What else? What else? What else is again, one of the great questions. What else? What else do you get out of? How far should we, how far should we take that out, but what else? How far should we take that? Well, you know, it’s interesting because people never give you the best reason first. They give you like reason number 17 like something is really safe. Like so what would be an intervention? Working with Kevin? Well, he did okay with books and I’m writing a book so maybe I’ll do pretty well too. Okay, great. That’s number one. Okay. But it’s really number 17 I want to hear something that’s a little more impressive. You know, I want to hear, I want to hear this as soon as I hear this, you know, if I work with Kevin, I know that he understands business because he’s worked with so many different people and I know that if he can help these people with this businesses or the government or the Catholic church or who ever else he’s actually been invited to work with, who had nothing to do with him to begin with, I can’t imagine that my little problem here, just my life and my family, now I’m sold, now I’m sold and now when I’m sold, chances are pretty good they’ll be sold to.
Dr. Kevin Hogan (28:07):
So we’ve had this two way communication that breaks down. So as soon as you’re compelled and convinced, that’s the one right there. Now I think we have each other, you know, it’s like they have me. I have done there my next success story and from my perspective, I’m the person who going to be their story cause I wouldn’t have worked with Kevin Hogan. This wouldn’t have happened as soon as I know they have that storytell I’m good to go. And that’s what I’ve read. Makes sense. Yep. Okay. And then the third thing is advantages are not the same as optimism. Advantages are not the same as optimism. Now optimism, we just talked about pessimist, right? The pessimism, pessimism of the status quo. People who are only optimistic usually end up getting hit by trains that they didn’t think were going to cross the railroad tracks. They thought the train stopped and it didn’t.
Dr. Kevin Hogan (28:49):
So pessimism is really important. It’s very important that we teach people how to be pessimistic. Intellectual. It’s like let’s talk about those pessimistic pieces, but then we want to get to the optimistic piece. So why do you think you can improve even though you haven’t until now? Like what hadn’t done right? Like what have you done right when somebody worked with you? Like as a baseball culture, football coach or basketball coach or swimming coach. Like when did you do good with a coach? Well, actually I did do pretty well with my swimming coach. Now what did he do or she do that made you so good at swimming? How did you get to where you are? How did you get to 341 podcasts? Okay, that’s the question I would ask you. It’s like how’d you get to three 41 who was the person who made the difference because there’s somebody out there that made a difference in that three 41 that’s a lot of podcasts.
Dr. Kevin Hogan (29:32):
I’ve done podcasts with people who have done 2040 not many who have done it. Thousands know, not too many. Three 41 it’s like top 5% okay, so why does 10 get to 341 podcasts? What is that story? Right there is compelling evidence that this mentor or this person that he sort of had in the Rolodex in his brain actually mattered and just like it drove a person forward. I always have a few people in my mind all the time. Elsom Eldridge, my, my mentor and there’s a few other people that matter in life, family and friends that I just need to be proud of. It’s like if everything falls apart elsewhere, if these three guys are proud of me, I’m good to go. And this, whether there are people that I talk to every day in real life or once a month on the phone or whether they’re family, whoever it is, if I know that these people would, they really want to see me do good, they want to see us do the right thing, the best thing. Helping. That’s where we want to get our optimism for. I’m optimistic because when I think about also I just get stuff done and I do and I write the books and I make sure that everybody around the world reads them, understands, and then there’s stories that they tell about Kevin Hogan. I love hearing gossip about me. I love it. Have you know what happened? I did this and it worked. I can’t believe it, but I had $17,000 last week. Buys more than I made last year. Stories like that just make it makes you feel good. Right.