Save this article
Use this article for free on your own website
Republish this article for free on your own website or blog. Or search or browse for more articles that your audience will appreciate. Huge choice available. Ideal for finding quality, free content. Read our publishers guide.
The Frame Of Revivification
To revivify is to restore the old, a renewal of life, the act of recalling something that was once in use to an active status.
To revivify is to restore the old, a renewal of life, the act of recalling something that was once in use to an active status.
This exercise uses revivification as a strategy to persuade your wealthiest prospects and clients. I suggest that you read through this a few times, get some practice with a partner or friend, and then give this a try.
First, I’d like you to remember a time when you made a really big purchase. Maybe a house, maybe a car, maybe a piece of jewelry. Think about how you felt at the moment of ownership. It’s all yours now. That little piece of security or freedom or luxury is all yours. Does it feel good?
By revivifying this feeling, this moment in your life, I’ve just pointed you to a well worn path which you’ve already traveled, a groove in space/time that felt, most likely, really good to a warm and fuzzy place.
When you use this persuasion technique, you’ll be accessing a unique feeling to each and every prospect or client without need for scripts, pitches, manipulation, tactics, and simply help them to remember how good that last experience felt and how good this experience with you will feel.
In this frame, we are reviving our prospects’ patterns, paths, grooves in an attempt to set the groundwork for persuasion and directing them to remember experiences of when they did exactly the same kind of thing we want them to redo.
Revivifying a past experience cuts by an enormous percentage the difficulty of getting the affluent to do what we want. Why try to teach an old dog new tricks when you can simply use a trick the dog already knows to get it to do what you want it to do?
Our job is easy. By getting the affluent to think about and recall times when they did the kind of thing we want them to repeat, or think the way we want them to think, or act the way we want them to act, we move them in that direction naturally and with ease.
In the case of financial planning, you can have your client or prospect think of the first time they hit a million dollars. “What did it feel like the first time you became a millionaire?” Let them think about this. . . “Can you envision your future when that number is multiplied tenfold? Twenty fold?” Pause again. . . “How will that feel?”
How about in real estate? Maybe try revivifying ‘home’. Get your affluent prospects to picture in their head what ‘home’ means to them. If it doesn’t seem to be a very positive picture, move it around to their dream home. We need to keep the affluent mentally on track with our persuasion and not let them go off down a rabbit hole, especially a rabbit hole of negativity.
If we can get our affluent audience to think the way we want them to, instead of having to teach them something brand new (and especially something that’s bad or difficult), well, we’ve already got half the battle won.
It’s really that simple. That’s what we’re doing. We’re literally getting the affluent to remember the track that will carry our message to success. That’s the way to think of this.
Revivification is the art of getting people to remember the track so that when they do so with our message, they’re already accessing a worn-in pathway. And the minute they start the pathway, people need to complete the pathway. People don’t like to leave things half done. Help them feel complete.