The Revivification Frame

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.

I'll explain revivification to you by utilizing it on you. First, remember a time when you made a really big purchase--maybe a house or car or expensive piece of jewelry and think about how you felt the moment that became yours, the moment you took ownership. How does that feel? Does it feel good?

By revivifying this moment in your life, I've just reminded you of a groove, a path that you've already traveled, a warm, fuzzy feeling that you already know.

Remember when you use these persuasion techniques that they've been created so that you can easily persuade any affluent prospect, and do it in such a way that is unique to that person. You need not use any sales scripts, complicated sales tactics, or manipulation. You simply use these skills to help guide your prospect to the right decision for them.

In revivifying our prospects' well-tread paths and grooves, we've set the groundwork for persuasion. We can assist the process of persuading the affluent by directing our prospects to remember times they did the kind of thing we want them to do.

Revivification cuts by an enormous percentage, the difficulty of getting your prospects and clients to do what you want them to do. Why teach an old dog a new trick? With this technique, you simply use a trick the dog already knows to get it to do what you want.

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.

For financial planners, have your clients remember the day they hit a million dollars. Ask questions of them about this experience: What did it feel like? how did you celebrate? What will it be like when you hit ten or twenty million?

For real estate agents, try revivifying the concept of "home". Have your clients picture in their heads what home means. If you're getting the sense, as they think about it, that their picture isn't very positive, move it to their dream home. Part of what's important to remember is to not allow our prospects to go off down a rabbit hole, especially one filled with negativity. We need to keep them mentally on track and by maneuvering them from a potentially negative memory (which they may relate to 'home')

Half our work is done for us when we can persuade our affluent audience to think the way we want them to without having to teach them something new.

It's that simple.

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. This process helps them feel complete.

About the Author

Kenrick Cleveland teaches strategies to earn the business of wealthy prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies. You are welcome to reprint this article - but get your own unique content version here.

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