Now let's talk about how you can influence more people. It can be in your personal life or in your professional life. So the formula to influence it's about understanding these four elements here. The first one is rapport. The second one is about understanding their needs and their dreams. The third one is about talking in terms of benefits.

And the first one is about removing the pain. So let's explain. I know it can be overwhelming, but let me explain. When you talk to someone, the first thing that you must have is rapport. What is rapport? It's when you talk to someone and the person feels something great towards you.

Sister says that they know you or they feel great emotions towards you or they have a sense of commonality This is what we want to develop with everyone that we interact with. We want to develop rapport. So how can you develop rapport with everyone around you? Okay, that happens. So how can you develop more rapport with everyone? How aren't you?

I want you to be caring. When you talk to people in general, I want you to care about people. I want you to say nice things to be friendly and to care about them to genuinely care about people. Because if you interact like that, with everyone with people at work home, and you care about people, when you will ask them to do something, they will be more likely to say yes, and this is how I live my life. So I really care about people that are around me. I'm always trying to help always I'm generous.

I'm, I'm caring about caring about people I ask. People are asking People how they're feeling, I really care about them. Okay, since the first one, you must care about people if you want to influence them, because people will give you permission to influence them. If they know that you care about them. It's the first key here. To develop rapport.

What you can do is try to find commonalities. Because the more commonalities you have with someone, the more you think you'll like them, and the more likely you will say yes, to what they will ask. So a great way to do that is to for example, look fourth commodities, commodities that you have, if it's at work, you can talk about work, which is a commonality. If you go and you meet a client, you can ask questions that you think will lead to commonality that you have with someone. I don't want to go too much into depth in how you can find these commonalities. But if you want you can find my book on Amazon Calm, which is develop amazing social skills and connect with people.

And it's a book that really explained how you can develop rapport with people and how you can find these commonalities here. So it's really, really powerful. mirroring. mirroring is incredibly powerful because that's the best way to build rapport with people. You can build rapport with people with what you say, but knowing that what you say is only 7% of a conversation, and the nonverbal is 93%. So, when you find commonalities, you will talk so it's the 7%.

When you care about people, it can be with what you say, but also with your body language. And when you use mirroring, it's only nonverbal. So you are heating you are using the 93%. What does it mean? It means that you will copy the body language of the other person It means that if the other person is crossing the arms when you're talking to them, I will also slowly cross my arms. If the person has one hand in their pockets, and is like that, I was slowly adopt the same body language slowly.

For example, if the if the person has their arms like that, I don't want you to immediately do that. No, you just you talk, you talk, and you just copy the body language slowly of the other person. And what is really powerful about that, is that when do you mirror someone is that when you are in a deep and close conversation, if you spend time with your best friend, and after 10 minutes, you just look at your body language, there are high chances that you will be mirroring each other. So it's something that you can use to fast track the rapport that you have with people Same thing to you, when you talk to everyone around you. And it's here. It's more about being a better influencer at work.

And humans always say thank you to people, they do something. Thank you. Thank you for asking thank you for doing that. care about people and say thank you. So you can see here that it starts before influencing them. It started here with just talking to a human being talking human to human.

So if you care about people, you try to find communities, you mirror and you say thank you, you are in a great start to start influencing them. So let's say that I have a meeting with someone. The first thing that I will do is that I will thank the person for being here. So I'm, I'm really honored that you are here. I really value your time. So I will go to the point.

Thank you so much for being here. I will care about the person that will ask if they want to coffee if they want something, and maybe I will do some chit chat and try to find commonalities. And when I'm doing that I will be slowly mirroring the other person, even before influencing, you can see here how powerful that is. So it's the first one rapport. The second one is about understanding their needs, their goals and their obstacles. When you're in the process of influencing someone, the best way is to ask questions to, to uncover what their needs are, what the goals are, and the obstacles are because then you can provide the solution that will allocate their pain that will help them overcome the obstacles that will help them achieve the goals and that will meet their needs.

So after that you have developed some rapport with the person, you will ask questions to understand their situation, and it's the second step here in the formula. So we'll ask questions such as? What? What do you want in your business? What like what are your struggles? What are your needs, and guess you must craft questions that are maybe a little bit less direct.

And he totally depends on the situation if you're using that in your personal professional life, but I want you to understand that every person that is in front of you, has needs, has goals and has obstacles. And if you're able to understand that you can then influence them here. And when you influence someone, you will talk in terms of benefits and in terms of pain, and you will show them that this solution will increase the benefits in the life will remove pain and we'll meet their needs, will meet their needs will help them achieve the goals and the solution will remove their obstacles. So now let's talk here about the benefits. When you understand what their needs, the goals and their obstacles are, I would like you to talk in terms of benefits for the person. And they would like you to talk in terms of benefits, it's how it will improve their life.

Now in the present in the future, how it will improve the life for them. So for them directly for them for the earth their entire life, for others, the motions that they will gain from your solution and what they will have from your solution. Let's explain Let's say that you want to influence someone to buy one of your products, okay, you have developed report, you understand what they want the goals and the obstacles. Now, you start introducing the solution and saying that this solution has many benefits the first one and you will and then you will talk, you start talking in terms of present benefits, you can say, if it's a time management software, you can say, what will what will this is what it will do for you. It will help you save time It means that today, when you go home, you have already saved one hour because you will, you will, you will use the software and tonight you would have saved one hour.

What are you going to do with this our future? Imagine that tomorrow you arrive at your office and you just use this time management software, and then you can go home early. What are you going to do? I'm just making things up. Just associate, you know, benefits, what are the benefits for them, they can save time, they can spend more time with the family, they can have happier employees or employees, they can, they can make more money, because they can save time, they can decrease stress in their company. So if you talk in these terms, this is the solution that I have for you.

This is how it will help you because you know, there needs the goals and the obstacles. And this is what it will do for you. This is how it's it's going to improve your life. This is how it's also going to improve the life of your place. And now you talk in terms of emotions and what they have, the emotions that you will feel is peace of mind. You will be relaxed.

Instead of being stressed, you will be relaxed in what you will have. It's a time management software that will help you save time for yourself, for your employees so that you can spend more time with people that you care about and do more stuff that you truly want to do. So how? So do you think that it's a good solution? If right now, you could just save one hour per day of your time? Is it worth it?

You can see here just by talking terms of benefits, you can influence someone but it's because you understood the needs. And it's because you have developed a great connection with that person. Because people do business with people that they know and people that they trust and people they like. So that's why it's really important to 123 and number four, it's about removing the pain. So you can see that this solution here will help them in that way. And also it will decrease this, the distress and now you will talk into pain in the past, future and present.

So it will decrease the stress level. It will decrease the anxiety tomorrow. It will decrease the anxiety when tomorrow that will arise Robots work and they won't have enough time, it will decrease the stress of the future of the employees. You see here, it's about framing the thing, in terms of this solution will give you these benefits and remove this pain. And this framework you can use to everything. Let's say that I want to influence my wife or my husband to go off tonight, what I would do So first, I hope that I have developed some rapport with the person.

So I've cared about the person, I say thank you for being a great husband or wife, often so that I have great rapport with that person. What I may do is before asking them, I will start mirroring them. It's something that if you really connect with the person you will do unconsciously, but this is really something that you want to ask. You can use this extra technique here is to mirror them before asking. And then I know that, for example, my wife tonight watch what she wants to So she wants to eat. It's a goal that she has.

And the obstacle is that she's tired. So what I can do is I can say, Hey, I have the solution. Why don't we go out tonight, and we go to this restaurant that is just down the street. Now what is really great is that you don't have to cook. And then you don't have to wash the dishes. And it will remove your, it will make you safe time, it will, then you will be less stressed so that we can really spend time with each other.

And just talk and just talk about life and have fun about life filled with great emotions together. And so for you, it's it's great, because it will help you, it will help you. It will help you. It will help you because you don't you don't have to cook. If you talk in terms of benefits and pain. I'm just making things up here.

So what I wanted to show you here is that you can just use this framework with everything. So You can even do a printscreen right now of me. And you take the situation where you would like to have more influence in, and then you just use this formula here. How can you? How can I care more about people? How can I find commonalities?

How can I mirror people? How can I say thank you more often? How can understand their needs, their goals, the obstacles? How can I talk in terms of benefits, that the solution would give to the present to the future for them for the life for all the emotions that they would feel, because of the solution, what they would have, because of the solution, and the pain it will remove from the past the future from the present. And this is the framework that I give CEOs, celebrities, people of high level, they use this framework here. So I really encourage you to to take note of this of this framework, and start using that in your personal and professional life.

And you don't need to use all of them. For example, Sometimes you just need to understand their needs and then talk in terms of benefits for the future. You don't need to use all of them. But it's the two books that you have now to influence everyone. And I would like to give you some advice. So there are four advice I would like to give you here, if you want to influence more people.

The first one is about frame control, frame control, it means that you will lead the interaction with the formula that you have here. I expect you to lead the interaction. You ask questions to understand their needs, but you have a plan. You want to develop rapport rapport, then understand then talk in terms of the solution benefits and pain. So you have a framework in your in your head and you ask questions to move people through this framework. That's why I wrote it here.

Frame control. The other one is about the activate their objections before. For example, someone may say yeah, Therefore, someone may think that there is time management is a has a high price. What you could say is that when you give you the arguments, and when you talk, in terms of the benefits, you can just say, How much do you think? How much do you think it's worth to save one hour per day? $1,000 $3,000.

So then the person can justify, say, here, one hour per day, well, that's worth a lot. And you deactivate the objections before they happen. For example, if you want to influence your wife, and your wife says, Yeah, yeah, but I'm tired. And even before she says that, you can say, I know that you are tired. And that's why I've chosen this restaurant here. It's about deactivating the objection.

So when you write down the framework, also, I would like you to write down the objections, that your clients that wife that That your friends will have when you try to influence them. And you deactivate the objections before, when you talk, when you give the solution that increased the benefits and remove the pain, you will also deactivate the objection saying that I know that you may be tired, I know that that data and you will reactivate the objection before. Another great influence tool is to give a reason. If I ask you to go to the supermarket now, how likely are you going to go? Not really likely because you don't know why you go there. If I asked you the question, can you go to the supermarket because I need some milk.

You may be more motivated to go. So always try to use the word because when you interact with people, and that has been proven that issue justifying if you give a reason when you request something, there are higher chances of the person saying yes. So if you say could you drive me to the airport because I'm late or Could you give me that because it will help you get more influence. The other one is the reciprocity effect. If you give something to someone, there are higher chances that the person will also give you something back. I don't encourage you to manipulate people with this one.

But I just want to say to be a generous person that helped people. And when you ask something people will help you. Because by giving there is the reciprocity effect. Now, don't give in. Don't be generous because you expect something from people just give because you are like that, and it's part of your personality. And you can see that if you become generous, you're always like, you give a reason.

When you are something, you lead people with the formula and you try to deactivate the objections before they come up. You talk in terms of benefits that the solution will give them and the pain that will be removed. You understand their needs, the goal, the obstacles, and you have developed rapport with them. You become a master at influencing people.