Dan Sullivan

Why clients say "yes": 6 Brain-Based Principles to Build Trust and Influence that every business owner should know. You just lost another potential client. Your solution was perfect for their needs. Your proposal was solid. But they chose your competitor instead. The worst part? You know your solution would have delivered better results. This happens because most business owners miss one crucial truth: Logic doesn't drive decisions. Emotion does.  Logic just justifies after the fact. Dr. Robert Cialdini's research revealed 6 principles that drive all  human decisions. Here's how to use them with your clients: 1️⃣  Reciprocity →   What: People feel obligated to return favors →   Why: Giving triggers dopamine in the reward system.  The receiver's brain seeks balance by giving back.  →   How: Give valuable insights first  (share a custom audit,  relevant template, or helpful resource before asking for anything). 2️⃣  Liking →   What: People say yes to those they feel connected to →   Why: Oxytocin (the trust hormone) increases when we bond with others →   How: Find genuine common ground in values, experiences, or goals 3️⃣  Scarcity →   What: People want what they might lose access to →   Why: The brain reacts 2.5x stronger to potential losses than gains →   How: Highlight scarcity: limited spots, closing dates, or exclusive access 4️⃣  Authority →   What: People trust credible experts →   What: The brain uses expertise as a shortcut for complex decisions →   How: Demonstrate (don't claim) expertise through data, case studies, and frameworks 5️⃣  Social Proof →   What: People look to others' actions to guide their decisions →   Why: Mirror neurons in our brain fire when we see others succeed,  making us want to follow →   How: Share specific results: "85% of clients increased revenue  within 90 days" 6️⃣  Commitment & Consistency →   What: People need to align actions with their previous statements →   Why: The brain experiences discomfort (cognitive dissonance) when  words and actions don't match →   How:  Ask for a small action first (newsletter signup, free webinar),  before the big offering.   Here's the beautiful truth: These principles aren't just business tactics; ✅ they're respond to how our brains are wired: to build trust  and connection.  When you align your approach with these brain based principles,  you're not just closing deals.  ✅ You're creating the biological foundation for long-term partnerships  where both sides genuinely want to exchange value. Which of these principles do you already use in your business?  Share below 👇 👉 If you liked this post, share it with others. 👉 Follow Maria Luisa Engels for visuals that teach and personal growth insights. 👉 Join the newsletter for weekly creative thinking tips: https://lnkd.in/eirrd8xT Credit: Robert B. Cialdini “Influence: The Psychology of Persuasion.”

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6 REASONS WHY YOUR COMMUNITY ISN'T AT 100% OCCUPANCY You may be scratching your itchy head, wondering why you just can't get your community over that last hump to reach 100% occupancy. It's a nagging question in the minds of many. Consider these 6 reasons why: 1. You Don't Post Your Rates on Your Website. One operator told me that their qualified leads increased 40% after posting their rates, and dozens of unqualified leads went away. Lead volume doesn't win the day. Quality, intentional, meaningful connection with prospects does. 2. Apartments Are Not Ready To Occupy. I am shocked when I hear some communities taking 30 days (or more) to get an apartment ready to rent. I have always thought that 72 hours is a solid standard. 3. The Executive Director is Not Part of The Sales Team. Baffling to most of you, I know. Sadly, it is rampant. The truth is that the ED is the one ultimately responsible for occupancy. 4. There Is No Intentional Work Done To Keep The Back Door Closed. Residents, once they move in, are often not paid enough attention to. They tell us that! We can do a ton better. 5. The Last 10% Is The Hardest Part. A seasoned sales director shared with me that this is when prospective residents can begin to feel pushed and rushed, slowing down or stalling out the process of change. 6. You Are Settling for "Good Enough." One very large senior living company boasts that their average occupancy is up to 81%! How can anyone be satisfied with that? I am certain there are plenty of more reasons. What are they? Follow me, and check out elevationcoaching.net

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Most people think they’re wired to be entrepreneurs. The truth? Only about 3% actually are. In this conversation with Brian Luebben, I break down: - The four DNA traits that separate real entrepreneurs from the wannabes - Why bipolar and ADD can be superpowers in business - The exact playbook for scaling from $100K to $10M without burning out - How to protect your confidence — and why it’s your most valuable asset We also talk about leadership vs. management, the real cost of C-level roles, and how to use a Vivid Vision to attract top talent. Watch the full episode here → https://lnkd.in/g_chM52k

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Your biggest competitor lives in your mirror. Not in your industry. ❌ Here’s how to compete with yourself. 👇 People who think their competition is external spend years fighting ghosts. They obsess over what others are doing. They copy strategies that don't fit. They burn energy on battles that don't matter. I used to check competitors daily. Their pricing. Their features. Their wins. It consumed me more than my own progress. Here's how to beat your real competition: ✅ Beat procrastination: → Set 15-minute minimum work blocks → Start before you feel ready → Track daily wins, not just outcomes ✅ Tame your ego: → Ask "What can I learn?" instead of "Who's wrong?" → Celebrate others' wins publicly → Admit mistakes quickly and move forward ✅ Fix unhealthy habits: → Replace one bad habit with one good one monthly → Design your environment to support success → Use implementation intentions: "When X happens, I do Y" ✅ Stop neglecting knowledge: → Apply one new concept within 24 hours of learning it → Teach others what you've learned → Create systems to revisit important insights ✅ Boost creativity: → Schedule "useless" time for random thinking → Combine unrelated ideas weekly → Say yes to uncomfortable creative challenges The market rewards those who execute consistently. Stop analysing competitors obsessively. Which internal obstacle are you struggling with right now? Be honest in the comments below ⬇️ ♻️ Found this helpful? Repost to help others compete with themselves. ➕ Follow Charles Algar for more practical growth strategies.

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Here’s the Monday truth bomb In 2025: 90% of your LinkedIn content is invisible It might get likes, but it doesn't get you clients. Why? Because you're creating content for lurkers, not for buyers. If you're a financial advisor, founder, or speaker tired of your content getting scrolled past, it's time to stop posting fluff and start creating content that actually converts. While others are chasing vanity metrics, the winners are turning silent followers into high-value clients. Here are the 5 types of content that turn lurkers into leads: 1. The "Pain Point" Post This isn't about you, it's about them. Articulate a specific, frustrating problem your ideal client is facing - so well that they feel you've read their mind. For example, instead of "lead generation is hard," try "Are you tired of getting 'great post' comments but zero DMs from actual prospects?" This creates immediate resonance and positions you as the solution. 2. The "Case Study" Post Stop telling people you're good at what you do, show them. Share a real story of how you helped a client achieve a specific, tangible result. "Here’s how I helped a financial advisor land 3 high-net-worth clients in 30 days without spending a dime on ads." Social proof is the fastest way to build trust and credibility. 3. The "Contrarian" Post Challenge a popular belief or "best practice" in your industry. For example, "Everyone says to build a big network. I say build a small, powerful one. Here's why." This makes you memorable, sparks debate, and attracts followers who think like you - your ideal clients. 4. The "Behind-the-Scenes" Post Share the reality of your journey - the struggles, the lessons, the "aha" moments. People connect with stories, not just stats. A post about a mistake you made and what you learned from it will build more trust than a dozen posts bragging about your wins. Authenticity is magnetic. 5. The "Actionable Framework" Post Give away a piece of your process. Offer a simple, 3-step guide or a checklist that your audience can use immediately. When you provide value freely, you demonstrate your expertise and create reciprocity. Your audience will wonder, "If this is what they give away for free, what could I get by paying them?" The difference between content that gets likes and content that gets clients is intent. Stop creating to be seen. Start creating to solve problems. Ready to stop being a lurker's favourite and start being a buyer's choice? I'm giving away 3 FREE LinkedIn profile audits this week to help you craft content that converts. 👉 Drop "MeePok Audit" in the comments or DM me to claim your spot. First come, first served. Let's make this week the one where your content finally starts working for you. #MichelleLeadGenMonday #LinkedInAuthority #NoAdsNeeded #PersonalBranding #SalesMindset

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