2 0 1 3 — 1 0 T H A N N I V E R S A R Y

K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s

I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C amp

Preview Guide

Join us! March 13,14,15,16

Las Vegas

www.kevinhogan.com/influencebootcamp.htm

2 0 1 3 — 1 0 T H A N N I V E R S A R Y

K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s

I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C amp

Video Prep Material Part One

Print this out and bring to Influence: Boot Camp with you.

0:00

What does someone experience when there is a knock at that door?

1:00

Stranger = _____________________________________________

Why?

2:00

Anticipate that everyone you communicate with will be

_____________________________________________________

3:00

80% of the influential conversation happens

_____________________________________________________

4:00

You have "no" walking in the door > 90% of the time.

1

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2 0 1 3 — 1 0 T H A N N I V E R S A R Y

K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s

I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C amp

Describe the daily experience of human beings at the office -

_____________________________________________________________________________________

5:00

Is this normal?

Is it safe?

They have evidence

____________________________________________________________________

6:00

What is the perceived risk? Give an example.

_____________________________________________________________________________________

7:00

What is resistance?

_____________________________________________________________________________________

2

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2 0 1 3 — 1 0 T H A N N I V E R S A R Y

K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s

I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C amp

8:00

Discuss the significance of the abusive situation to understanding resistance.

_____________________________________________________________________________________

_____________________________________________________________________________________

9:00

What are the emotions Kevin suggests people will feel in the given example because people

believe a decision will be foolish?

_____________________________________________________________________________________

_____________________________________________________________________________________

10:00

What is the difference between a pitch and your approach?

_____________________________________________________________________________________

11:00

People sense being judged as prey.

Empathy response neurons stop people from communicating with you.

_________________________

3

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2 0 1 3 — 1 0 T H A N N I V E R S A R Y

K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s

I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C amp

12:00

What is the difference between you and your competitor?

_____________________________________________________________________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

14:00

What is Kevin's example of what sells? What influences?

____________________________________________________________________________________

15:00

Discuss checking with a spouse.

____________________________________________________________________________________

_____________________________________________________________________________________

4

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2 0 1 3 — 1 0 T H A N N I V E R S A R Y

K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s

I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C amp

16:00

"What if it doesn't work for_____________________________?"

"I don't like the fact that it's_________________________________________________"

"Check with my____________________________________"

"Check with my ____________________________________"

That's what the client says.

What is the reason they aren't buying?

17:00

What don't they want to feel?

_____________________________________________________________________________________

5

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2 0 1 3 — 1 0 T H A N N I V E R S A R Y

K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s

I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C amp

18:00

This is one of the most critical distinctions in influencing others.

No one learns about this.

Draw the simple diagram of "who" your client is really going to talk to.

19:00

The individual belongs to ALL__________________________________________________________

They __________________________________ with each ___________________________________

20:00

Your possible client will think, "What will THEY

_____________________________________________?"

WHY don't YOU hear objections any longer?

____________________________________________________________________________________

6

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2 0 1 3 — 1 0 T H A N N I V E R S A R Y

K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s

I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C amp

21:00

More than anything, people want to

be_____________________________________________________

22:00

When you tell people they are _____________________________ you are questioning their

ability to

____________________________________________________________________________________.

23:00

What does the example of the photograph describe?

____________________________________________________________________________________

24:00

People need to ___________________________at ____________ _____________________s.

25:00

People don't need the mental approval of

_________________________________________________

_________________________________________________

7

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2 0 1 3 — 1 0 T H A N N I V E R S A R Y

K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s K e v i n H o g a n ’ s

I n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C ampI n f l u e n c e : B o o t C amp

They only need the mental

______________________________________________________________

____________________________________________________________________________________

26:00

IF they identify YOU with

_____________________________________________________________________________________

Examples:

_____________________________________________________________________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

8

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