KEYPOINT: When an event is a long way off, it's easy to say "yes." The human brain is TERRIBLE at calculating stuff that will transpire in the future.
KEYPOINT: In fact, the further an event is in the future, the easier it is to say, "yes."
In each of the above examples, you discover how easy it is to say, "yes" today.
Influence and the Feelings of Loss & Regret
In the case of the retirement account, the funny thing is that people consistently FEEL REGRET as they approach the new year that they have agreed to participate in something that is completely in their best interest without exception.
Unfortunately, people perceive the 401K as an expense(!), when of course, it is a RARE and crucial asset. But UNDERSTAND THIS:it does represent money that the person doesn't get to use today.
And that "feeling" of loss of freedom plays a role in the person's "feeling" that they now don't feel as certain about the program. (Remember: when feelings come into play, rational thinking departs.)
In the case of the Tupperware Party, the person says yes today, partially because they feel obligated to do so because they are asked in front of a group. It's not unethical, but there is a "feeling" of pressure involved. Who wants to look bad in front of the group?
In this real-life scenario, a person's future isn't on the line. It's a Tupperware Party and it is helping this woman earn a living. It's a good thing to do. Nevertheless, as the day approaches, the desire to participate dramatically reduces because it takes away the freedom of choice for the party day. In part, because you are obligating your friends and family to do something that will be fun but uncomfortable for some.
The furniture store is the easiest to say "yes" to today because getting new furniture TODAY, will be FUN, and that you are spending no money (for almost one year) is more than tempting, it's downright delicious.
You feel like you MUST do this. The company puts off the payment so far into the future that most people can't even get "there" in their mind.
Now, you think this is pretty amazing stuff?
Obviously it's easy to get people to say "yes" to something that is going to happen far in the future. Now...Just wait til you begin to utilize this powerful information in your business and your practice and your life.
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KEYPOINT: In fact, the further an event is in the future, the easier it is to say, "yes."