Q1: “What inspired you to show up to this conversation today?”


In Q1 Ted McGrath suggests →this question gets the client talking and allows them to communicate their purpose for actually being here in an enrollment conversation with you.

When we have a common purpose, when we have an agreement that we are both here, that means we stand on solid ground and now I can do my job of helping my client and inspire them to take action on their vision and their dreams.

This question is in alignment with my sales philosophy #1 which is inspiring clients to take action on their vision and their dreams.

That’s all sales is ­ inspiring a client to take action on their vision and their dreams and not yours.

Too many times people are focused on selling the product like I was when I first started in the insurance business.

A product has nothing to do with somebody’s vision and their dreams other than it being a vehicle to help them accomplish that.

How can you sell something when you don’t know anything about the client’s vision and their dreams?

Ultimately, if you help somebody paint their vision and their dreams, who would say no to that?

We want to get the client clear on their vision and their dreams and then we take their vision and their dreams and we align it with our product that we are offering up to the customer.

In Oneness, my answer to “what inspired me to show up” to anything is going to be the same – trust.

I don’t have a means to an end explanation for what is going on. I don’t have a course of action plotted out that involves taking this class or getting this skill. Therefore, our “common purpose” or our “agreement” is irrelevant.

The purpose of my being at the presentation is the same everywhere – to simply be. At the supermarket, in the dentist’s chair, on the bus, at the computer. I don’t have another purpose to attach to. I don’t see what is going on at the presentation as separate from what is going on in all the other places I find myself.

Which means I do not have a “vision” for Ted to “inspire me to take action on”. If I have no dream to accomplish, then what “vehicle” do I require? If I am attached to no ideal outcome, then what “help” can be offered? When you are truly Here and Now the idea of plans going well versus plans being thwarted no longer exists. Whatever is, simply is.

→ Q2 THE FAST CLIENT ENROLLMENT FORMULA