The majority of people talk too much and listen too little.
They wait for their turn to speak.
They prepare their answer before the other person has even finished talking.
They explain.
They convince.
They sell.
But very few people stop long enough to understand.
And that is where the advantage lives.
Because people rarely buy for your reasons.
They buy for theirs.
Nobody Buys the Drill
There is an old sales lesson that says:
Nobody wants a quarter-inch drill.
They want a quarter-inch hole.
The drill is simply the vehicle.
The same thing happens everywhere.
People do not buy gym memberships.
They buy confidence.
People do not buy kettlebells.
They buy strength.
People do not buy nutrition plans.
They buy energy.
People do not buy financial plans.
They buy freedom.
The mistake many people make is talking endlessly about the drill.
The successful person discovers why the hole matters.
The OFB Example
Very few people wake up and say:
“I would love to do kettlebell swings.”
Nobody lies awake at night dreaming about mobility work.
Nobody gets excited about protein targets.
What they want is something deeper.
- To play with their children.
- To get off medication.
- To have more energy.
- To lose weight.
- To move without pain.
- To feel capable again.
- To become financially stronger.
- To prove something to themselves.
The program is simply the vehicle.
The destination belongs to them.
See the Customer’s Way
One of the principles within The Details page is:
See the Customer’s Way.
This is easier said than done.
Because most people are busy seeing things from their own way.
We become excited about our product.
Our ideas.
Our program.
Our solution.
Meanwhile the other person has entirely different concerns.
- Will this work?
- Can I do this?
- Do I have time?
- Will I fail again?
- Is this worth the money?
- What if I quit?
Until we understand those questions we cannot genuinely help.
Questions Before Answers
The person who asks the best questions often earns the greatest trust.
Questions such as:
- What would success look like?
- Why is this important to you?
- What have you tried before?
- What is stopping you?
- What would happen if nothing changed?
Most people try to impress.
Few people become curious.
Curiosity creates understanding.
Understanding creates trust.
Trust creates opportunity.
The Problem Is Rarely the Problem
Someone says:
“I don’t have time.”
Perhaps they mean:
“I’m exhausted.”
Someone says:
“I can’t afford it.”
Perhaps they mean:
“I’m afraid it won’t work.”
Someone says:
“I’m too old.”
Perhaps they mean:
“I’m scared I’ll fail.”
The words people use are often only the surface.
The real problem sits underneath.
If we only listen to the words, we miss the truth.
No and Know
Grant Cardone says:
“If you’re getting no, then there’s something you don’t know.”
That is a powerful idea.
Most people hear no and stop.
The professional hears no and becomes curious.
The difference between NO and KNOW is only two letters.
K and W.
For OFB:
K = Knowledge
W = Wisdom
Knowledge comes from:
- Books.
- Courses.
- Mentors.
- Experience from others.
Wisdom comes from:
- Doing.
- Testing.
- Failing.
- Learning.
- Improving.
The more we learn about people, the more effectively we can help them.
And the more effectively we help them, the more valuable we become.
The Winning Edge
Brian Tracy talks about the Winning Edge Concept.
The winning edge is rarely a giant advantage.
It is often a small one.
Listening slightly better.
Asking slightly better questions.
Understanding slightly more.
Showing slightly more patience.
Over time those small advantages become large results.
Because the majority of people are trying to be heard.
Very few people are trying to understand.
That becomes the edge.
The OFB Way
At OFB we are not trying to convince people.
We are trying to understand people.
The stronger person.
The healthier person.
The more capable person.
The more financially secure person.
That future looks different for every individual.
Our job is not to decide their destination.
Our job is to help them get there.
People buy for their reasons.
Our responsibility is to discover what those reasons are.
Final Word
Most people spend their lives trying to be interesting.
The better goal is to become interested.
Listen longer.
Ask better questions.
Understand before speaking.
See things from the customer’s way.
Because when people feel understood, they become open.
When they become open, trust develops.
And when trust develops, people move forward.
People buy for their reasons.
The professional learns what those reasons are.
Work full time at your job; while you work part time on your fortune.