Fwd: Make ‘em laugh, make ‘em cry, make ‘em wait – exactly in that order.

Nobody tells me what to do, except for these people: 1.   IRS 2.   POLICE 3.   NETFLIX First two are obvious, so let's discuss ... NETFLIX. Because these people know how to get my attention and get me to commit my time. They use a form of psychological manipulation called an open loop, almost forcing me to watch episodes of the hit show, NARCOS. You already know what an open loop is:      ... a loaded pistol in a crowded room; the lights dim seconds before gunshots go off.      ... the husband's car pulls into the driveway; inside the house is a trail of clothes leads to the bedroom. But producers are gettimg smarter, and going beyond the normal open-loop "cliffhangers" like the two above. The new methods are much more powerful than the old. Oh, wait, before we get into all this, you want to know what NARCOS is about? Oh, only this: the amazing untold stories of the Columbian drug cartels and the DEA beautiful cinematography gorgeous, expertly acted filmmaking, high-tension can't-look-away drama. Yesterday, I sat down to watch Season 2. Obviously, the story is about criminals but the producers are criminally good at keeping your attention. This episode ends with the death of Pablo Escobar. The show should have ended here What else can there be after Pablo is killed? He's the whole reason for the show! Why watch another TWO seasons? Because the final trailer promises me I will be introduced to another ruthless drug lord even worse than Escobar! How can there be something worse than the worst? Apparently, there is, and I have to keep watching to see what it looks like. Season 3 does, in fact, introduce me to the Cali Cartel, who supplied 90% of the cocaine coming into the US in the 90's. Here's what NETFLIX has learned The episode you're watching has to feel like a puzzle You have to feel like 90% of the pieces are together And you can almost figure out the whole puzzle That creates an insane desire to see the next episode and to solve the puzzle. Remember, this is a more complex attraction method -- and more powerful -- than a standard cliffhanger (where you just want to see who gets shot.) Putting the Unfinished Puzzle idea to work What is left to keep people interested in your ideas if you use your best sales material, or most compelling facts ... at the beginning of your presentation? What puzzle is left for them to solve? What desire will they have to come to another call or meeting? Most people mess this up For this reason, most entrepreneurs and executives get the sequence of a sale wrong. They want attention (of course) so they use their best material first. Unfortunately, you are probably using your best material and most valuable information where it isn't needed (it isn't needed in the beginning, when people are paying attention to you anyway.) Closing a deal isn't a complicated process But you have to do the right things at the right time in the proper sequence. For example... If you want to sell to a Fortune 500, you need enough "puzzle" content to get through 5 or 6 different sales meetings. If you're raising money, the investor wants to see your sales data; hold some of that back (it's confidential anyway and you should be keeping it away from prying eyes. If you're selling a service, don't cough up your best social proof (references) in the first 2 minutes. In other words: You already have all the convincing elements you need to close any sale or deal. You have a pitch. You have a product. You have a great company. So you are just a few shifts away from doubling your conversion rate. I've helped people make that shift. Many times. That's why I've decided to do one final in-person training this year (a $25,000 value) and include all my course material for free when you grab your ticket to Advanced Training through this link. You meet one of my clients who just sold his company for $75 million ... And another who closed $1M a week after attending... And you'll hear the exact things another client did after attending to close $6 million of business. So if you have a big vision, then this Advanced Training will show you how simple it can be to realize that vision. Part of the reason I am doing this is to get clients ready for the new year. While most companies are looking to find their footing in January, my clients are primed and ready to go on the first day. And while this event will have a heavy emphasis on CEO's and executive deal-making This is not just a "typical conference." And this is certainly not for people who just started a company and need entreprenerial help. Other people like Patrick Henry at QuestFusion do that much better. This is for people who have a big vision for growth. You have your sights set on high-growth revenue, or raising capital, or selling a company You should learn how to sequence your pitch correctly ... If you are that type of executive and entrepreneur, then Advanced Training is made for you. It's not made for coaches. It's not made for "social media experts." And it's not made for sales managers. This is where we build entrepreneurial empires. If you are in a high-growth company and you have a big revenue goal to meet, then this is a slam dunk for you, click here to join my Advanced Training. I'm an investment banker and dealmaker. If you're working on something big and interesting, connect with me here          SHARE. If you found any value in this newsletter, or it made you laugh or smile, forward it to colleagues and friends who might be interested. They'll thank you and so will I. 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