Movies — perhaps most especially the classics — provide us not only with good feelings and memories, but with valuable life lessons, as well. Then again, sometimes, the lessons are not so positive. What’s important is that, while we enjoy the show, we stay conscious of what we’re seeing and what they’re saying.

Let’s take a deeper look at this from one of my favorite hangouts.

Yep, It’s A Wonderful Life is one of my favorite movies. And a good teaching movie, as well. Both in terms of how to handle difficult situations appropriately and, just as importantly, how not to.  And, thank you, Mary; I’d lasso the moon for you.

By the way: If you’d like to listen to Randy Gage’s vignette on Abundance vs. Lack and The Titanic, please click here as I interview him on this topic.

And, thanks to the great, Zig Ziglar for introducing me to the concept of “Responding vs. Reacting”

Their intent is totally opposite, isn’t it? After all, one aims to out-point or even harm the other person (yes, that would be boxing) and the other to help them. Yet, there is also a similarity.  In this video, we’ll see that both call on you not only to be effective with every move, but to leave yourself in position for the next move, or follow-up.

Action idea: write out every step of your selling process and find a pattern where those two “things” are continually taking place. This will ensure that every move you make gets you closer to the end result; making a positive impact on someone’s life through your terrific product or service.

As discussed in a previous post, having to say no can be difficult and awkward. Whether due to a desire to please others or simply a difficulty with perceived conflict, the inability to turn down an offer or request you really don’t want to accept can result in both a loss of productivity and self-esteem.

As we ride along in the following video, let’s look at how we can do this in such a way that we can effectively say no while not only not offending the other person but causing them to respect you…and your boundaries a lot more.

{Note from Bob: Shame on me! Looking back at the video, I really set a horrible example by doing that post while driving. While it was actually a safe environment, it was still a really dumb thing to do. So, not only “please don’t try this at home” (you know what I mean) but I will never do that again.}

The first three parts of this series on follow-up have discussed:

#1 The personalized notecard

#2 Value-based information

#3 The scratch pad

And, each of these are extremely effective in building an ongoing relationship in which you communicate that your goal is to provide value.

This Video Brief, however, provides — perhaps — the most important and effective thing you can do in order to win their hearts, as well as their direct business and referrals. This, in a way that genuinely and authentically allows you to be an asset of value to their lives.

Go through your entire list of contacts, prospects, customers, clients and referral sources and begin to put today’s action idea into play. And, even better than all the new business and referrals you’ll obtain as a result…will be the great feeling you’ll obtain by providing some truly exceptional value to the lives of lots and lots of people along the way.

In Part One of this series we looked at the power of a personalized, handwritten thank you note, even putting a new twist on an old idea. In Part Two we continued the follow-up process by discussing the type of information you could send that would be “value-based” and strengthen the relationship.

In this week’s Endless Referrals Video Brief, let’s look at one of the most powerful and effective tools I’ve ever seen and experienced:

I hope you’ll implement the action idea and get yours produced. As suggested in Part One, contact your local printer.

In Part Four, we’ll look at…perhaps the most powerful follow-up idea of all. I hope you’ll join us.