5. The Magic Formula Part 3: Value Gaps

Episode #5

On this episode, Linda and Pres talk about the third part of the magic formula: value gaps.  They discuss how there are three ways to help find people's value gaps:

  • Questions
  • Stories
  • Experiences

Keeping those three in mind, they discuss the ways that you can employ each strategy to help find and fill someone's value gaps.  Pres shares the value of figuring out if they are motivated by gain or pain, and if they want more time, money, leverage or leads.