"It is the pervading law of all things organic and inorganic, Of all things physical and metaphysical, Of all things human and all things super-human, Of all true manifestations of the head, Of the heart, of the soul, That the life is recognizable in its expression, That form ever follows function. This is the law." ~Louis Sullivan



Louis Sullivan, the designer and architect of the modern skyscraper, understood that form follows function. He was responsible for creating the modern cityscape and accomplished things that hadn't ever been attempted before.

What's your function? As a salesperson, you want to persuade affluent prospects to buy from you.

If we think back to Sullivan's credo, it's easy to comprehend that we can design a form to go along with our function.

this is the same with persuasion. By building models, you're going to get amazing results.

We've talked about building models of rapport before. What's the form of the model we build? The person, right? We're building THEM, we step into THEM. To BECOME them, so our model IS them.

Here's an example of a wilder model which will be extremely effective in persuading your affluent prospects.

This is like figuratively stepping into someone else's shoes, trying on their skin and is asking your unconscious to do something simple, yet profound, on your behalf.

By jumping right into it, this presupposes that you can. And it's true. You CAN do this. You just need to set up with your other than conscious what you want, what you're asking and that they are fully capable of fulfilling your wishes. The next step is 'the bubble'. This comes out of metaphysical literature, but don't let that scare you off because it's an amazing tool and very effective in terms of rapport.

And here is all you do: imagine a pink bubble around you and your prospect (or prospects). That's it.

I don't know why, but the bubble's color does matter. So imagine that it is either pink or gold.

Now that we've got our big pink (or gold) bubble, I am going to imagine up a lasso and throw it around my prospect and as I do this, I'm going to pull us both into the bubble.

I understand that you're reading this thinking, 'This is crazy. What the hell is this guy talking about?'

I understand. Really, I do. There's a real point to this, and that is to link us with our prospects energetically.

So if you're inside the bubble with them and you've surrounded yourself with this bubble of energy, imagine what kind of effect it will have. It's extremely powerful.

For our purposes here, the pink bubble (the form) accomplishes rapport (the function) which leads to persuasion and influence.

This pink bubble works for groups too. I do this all the time when I give seminars. I simply drop the bubble over all of us and then I can step in and out of it at will.

What do you think the impact of that is?

I'm not really trying to influence you very much, except wanting to have a lot of rapport amongst all of us.

Try this exercise and see that you will gain a whole new perspective on your persuasive abilities with your affluent prospects.