The Persuasion Masters:
The Million Dollar Conversation
An Interview with Roberto Monaco (Part 2)
We were doing an event here in San Diego, my business partner (Jeff Paro) and I, it was a Wednesday,
we had a two day event. On Wednesday we were having a meeting and the phone rang and
the guy said my name is Jim Aoki and Iím the founder [inaudible].com. By the way, absolutely
love Jim, phenomenal guy, outstanding guy.
He said have this company, we are the largest
training for photographers online, they have 50,000 plus photographers, our business is
rocking, awesome. My passion is to be a speaker and I was referred by one of your clients;
Garrett Gunderson, who is a New York Times Best Seller Author, Iíve been coaching Garrett
for many years, a powerful speaker. He said, Garret told me to call you. He said, what do
I said we have events, we have coaching. He said, whenís your next event? It was Friday,
literally Friday. He called me on Wednesday and our event was Friday, Saturday and
Sunday. I said why donít you come down Friday Iím having an event this weekend. He
said, I live in Seattle, Iím calling you from Carmel, my vacation right now with my wife and
two kids, thereís no way I can go to San Diego this weekend.
Thatís an objection, thereís no time. My mind went, you know what Iím not going to say
anything but then I said something, Kevin, I said look I understand that you are having fun
with your family there but people always find the times theyíre committed to. Maybe youíre
committed to spend time with your family, I respect that, I really respect that. Being with
your family right now is more important because youíre on vacation. Itís not about the time;
itís about the commitment to do whatís most important to you.
Then he said this, well you know I understand, I think Iím going to do Toastmasters. Iíve
done Toastmasters and just between Toastmasters and us thereís nothing, itís totally
different. I told him, because I knew he was a photographer, I said the difference between
InfluenceOlogy and Toastmasters is the difference between a Polaroid Camera and the best
camera on the marketplace. He said, like a Nikon D3000? I said, yes. He said, okay Iíll
give you a call tomorrow. The guy calls me tomorrow and said I have good news and bad
news. The bad news is I was trying to influence my wife and kids to leave Carmel to go to
San Diego and to go to this and theyíre not coming they want to stay in Carmel. The good
new, Iím coming. He came to the event and then coaching and now heís speaking.
Let me pause here. Thatís my product story. I do that and I tell this on and on and on.
Everybody here has to have product stories in your portfolio because when youíre speaking,
when youíre recording videos, when youíre doing webinars, live talks, you know some
people will have objections, they will have them. Most objections are beliefs that; theyíre
not real; theyíre not conditions, objections. You have to tell a story with emotion to address
Kevin ... That is so good. Thank you very much. Youíre going to integrate this in to what
youíre going to do at Influence: Boot Camp 10th Anniversary next year, right?
Roberto ... Yes and I want to tell your Coffee Readers something that I also learned. I was thinking about all the things I learned
from you in 2006, stuff that I use every day I learned from you at Boot Camp.
Kevin ... What?
Cool body language secret...
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