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Did you know that money can buy happiness?\xa0 A recent study published in "Psychology Today" shows just that.\xa0 Kurt and Steve discuss the ins and outs of this study and how money certainly can buy happiness...up to a point.\xa0

Continuing off of recent episodes, Kurt and Steve cover how we can overcome objections before they ever occur in the first place.\xa0 This concept is called "inoculation."\xa0 The term comes from the medical field, where patients are given a weak form of a virus so that their body can develop an immunity to it.\xa0 This same concept happens on the pscyhological level.\xa0 If we can introduce a weak form of the objection to our prospects, they will be better prepared for when the real one comes along at a later date.

For example, do most of your prospects end up looking for more bids from competitors?\xa0 Or do they end up getting serious resistance from friends and family?\xa0 Letting them know very subtly that this will happen beforehand helps them avoid the shock and disappointment that will later surface.\xa0 They'll think "hey, you know what?\xa0 He told me that the competitors would say this, or that my family would think that."\xa0

This even applies when raising children.\xa0 Unfortunatley we know that at some point kids will be exposed to and given the opportunity to take drugs.\xa0 Pretending this won't happen just increases the chances that they will be influenced by a drug dealer and not by you as a parent.\xa0 Letting them know in advance "hey Jr, at some point somebody is going to offer you drugs.\xa0 If you say know they'll call you chiocken, they'll make fun of you, etc.\xa0 But just say no no matter what and come talk to me about it.\xa0 It's okay."

You can't, nor should you, inoculate against everything.\xa0 Just pick the two or three most common objections your prospects have and presolve them with stories, examples, statistics, and testimonials!