If you’re serious about insurance sales, you should check out our interview with Marshall Sylver — an extremely successful hypnotist and business coach.
You may know him as the leading expert on subconscious reprogramming and irresistible influence. Below are some of the interview highlights:
From Humble Beginnings
Sylver was born and raised on a farm in Michigan with his 10 siblings.
“We had no running water, no phone, and no electricity. I was extremely shy as a young man. We were so poor I had to wear my sister’s clothes,” he confessed. “It was embarrassing. The second home we lived in was a converted chicken coop.”
Fast forward to 2021, and life looks a lot different for Sylver. He did this interview from his personal beachhouse theater! So, how did it go from rags to riches? That’s what all of us were wanting to know…
Although he was shy, Sylver was a performer during all his young years. At 7 years old, he learned magic and illusion. At 10, he discovered that people would pay him to do what he loved to do. At 14, he met someone who would later become his mentor. At 16, he got hypnotized by a stage hypnotist. This made him think: Was I actually hypnotized or was I just doing what he told me to do?
He believes it was hypnosis, which can be one of the most powerful forces on the planet. “He told me I could go out and be a multi-millionaire. So, I took that fearless action.”
Then, at 17 he hypnotized his first subject.
At age 23, he realized he really loved hypnosis. He quit doing magic and put together a hypnotic show. One of the first ones was for people who owned Kentucky Fried Chicken franchises, and an owner mentioned how he was struggling to get his workers to show up on time.
“I told him, I can teach you how to be a better communicator (using different language patterns) so your employees will not only show up on time, but they’ll also WANT to be on time. The culture of how you run your business dictates what they think is important.”
Sylver had no idea what to charge the KFC owner, so he threw out a number of $25,000. The owner brought some other people to split the cost. They all chipped in $2,500, and the rest is history. While he loved performing, Sylver instantly realized there was a lot more money in training — helping other people make money. “I could make a bigger impact and build a business,” he explained.
Sylver’s line of study is the “subconscious mind.” The premise is that all buying decisions are based first on the subconscious mind (emotion) and backed up with logic. This is the much stronger way to influence people. He says you need to put people into an emotional state, and anchor that to the action you want them to take.
“I believe that when we believe in what we’re selling, we have a moral, ethical obligation to sell it. And if we don’t sell something that we believe in, then we’re doing our clients a disservice by not closing them. And, as people of influence, it’s our job to breed certainty in our customers.”
Tidbits and Takeaways
-You’re doing your customer a favor by selling them.
-Buyers will go to the place where they feel the safest. They’re going to make the decision with the person they think has the greatest empathy for them and has their needs at hand.
-Insurance is a life choice. The buyer wants an authority figure to tell them what to do.
It’s time to get you set up. Here’s what you must do.
-It’s not about you. Get out of your head, and get into their life! The greatest motivators are very empathic; able to put themselves in the other person’s shoes.
-Focus on playing with the customer’s resistance instead of “overcoming objections.”
-Congruence is half the battle. The words that you say, the way that you say them, and the way you carry yourself should all match.
-Confidence allows for greatness in other people.
-He tries to instill in his 3 kids a love for entrepreneurship and business. You don’t have to wait until you’re an adult to have your own business. His kids earn everything; it’s not a handout.
-90% of the population is lazy, doing as little work as possible to get by. Are you willing to dig deep?
The Path to Millionaire Status in Four Months
It starts with having the right notion. “I’m one idea away from making one million dollars. It’s not difficult. It’s different,” Sylver said.
- You’ve got to get smarter. Instead of competing, partner up with the smart folks.
- It does take money to make money.
- Find a mentor and imitate successful people.
- It’s about wanting to live your life well, not just to make a paycheck.