Ask any advisor what the goal is for a successful interaction with a prospect. The most likely response is “full engagement.”
It gets trickier when I ask for a definition of “full engagement.” A common answer is: When they are focused completely on what I’m saying.
Here’s my definition: When the brain of the other person is fully occupied by their interaction with you.
It’s not the same thing at all.
There’s a simple trick you can use to fully engage anyone, anytime, and anywhere. It works with one person or many. It’s effective in all interactions, including personal, social and business.
It’s simple and disarmingly easy to implement. Yet, almost no one does it.
Do these two experiments
These two experiments demonstrate the neuroscience behind engaging others.
First, sit in a comfortable chair, in a quiet room, where you won’t be distracted. Set a timer for 60 seconds. Close your eyes. Try to focus only on your breathing. Feel your breath come in and out. Try not to let other thoughts intrude. If they do, push them to the side and resume your focus on your breathing.
After one minute, answer this question: How long did it take for extraneous thoughts to come into your mind?
Most people will say instantly or within 20 seconds.
Second, read two paragraphs aloud, selected randomly from any book or print media.
While you were reading, did any extraneous thoughts enter your mind?
The answer is likely to be “no.”
The first experiment demonstrates the proclivity of the resting brain to wander.
Think about that the next time you are “educating” a prospect.
The second experiment demonstrates the inability of the brain to think about anything else when you are speaking.
If you want to fully engage anyone, anywhere and at any time, stop talking. Get them talking.
They will be fully engaged.