More than 95% of entrepreneurs that we meet are missing one Element in their Heartselling™ conversations and are leaving thousands of dollars on the table.

This one Element is the Wood Element where you give your potential clients a choice (and increase your chances of getting new clients and doubling your income).

Why? They feel uncomfortable asking potential clients to boldly MAKE A CHOICE because they are afraid of hearing the word NO. So they shyly hand out their business card and hope the potential client calls them for a session.

What is the Wood Element about?

Think about an acorn. Housed inside of it is the plan to grow into an oak tree. It has to burst from its shell and grow around all the rocks and roots before it finally breaks the surface of the ground. Then there are huge trees surrounding it. However, it is going to grow towards the light no matter what. This "no-matter-what" decision is what enables it to thrive.

This drive and commitment is the power of the Wood Element. And it calls forth boldness to take a stand for other people's lives, giving them a choice that can lead them to making "no-matter-what" decisions for themselves.

In the Heartselling™ system the Wood Element instructs you to "Give Them a Choice."

Giving your potential clients a choice may feel uncomfortable at first. However, eventually it gets easier and will become second nature.

What does it mean to "Give Them a Choice?"

First, it doesn't mean handing out your business card and saying "Call me if you would like a session." This is not giving someone a choice. Instead, we invite you to ask a bold question, such as, "Can we follow up on Tuesday about our conversation today?" or "Would you like to get started?" Your potential client gets to say Yes or No.

Remember that giving them a choice doesn't always mean a choice to sign up right now. Until you've connected, served, acknowledged, and gotten curious with them, they are probably not ready to be your client.

Heartselling™ conversations take time, and if you only have 5 or 10 minutes, it's usually not enough time to ask them to be your client. In that case, give them a choice by inviting them to talk with you at a future date and time.

For example, you might say, "I would love to follow up with you by phone since we need to get back to our seats now. Do you have a business card?"

Then ask, "Would Tuesday of next week be a good time to connect further?"

Be sure to take it one step further (if Tuesday does work) by asking, "What time would work best for you on Tuesday?"

Unless you get a specific time, you could play phone tag for weeks. By the time you reach each other, two weeks may have gone by and she barely remembers the conversation she had with you.

Because when you don't ask, the answer is always No. When you do ask, you give people the opportunity to say Yes to what their heart is calling them to say Yes to.

Remember that when you first get to know someone, it isn't wise to try to "close the sale." The key is to use the Fire, Earth, Metal and Water Elements first to make sure that they're leaning in, excited, and open to their highest commitment before you step into the Wood Element and boldly give them a choice to sign up for your services.

Here are some questions to get you started with giving your potential clients a choice.

Wood Element Questions:
- "Would you like to sign up for the program?"
- "Would you like to schedule a session?"
- "Would you like to get started?"
- "Can I follow up with you in a few days?"

Because most entrepreneurs don't give their potential clients a choice and instead wait for their phone to ring, simply giving your potential clients a choice to follow up or giving them a choice to start working with you can double your income in a very short period of time.

Share your stories with us about using these "Wood Element" questions with us on our Facebook page.

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The Water Element is the secret behind enjoying every Heartselling™ conversation you have. When you bring the Water Element of curiosity to each conversation, every potential client will be fresh, fascinating, and intriguing.

Think about the ocean. If you go below the surface and into the depths, there is so much to discover. Your potential clients are the same way; they each have an ocean of depth beneath the surface.

So how does this work in Heartselling™?

When you get curious about your potential clients and give them the opportunity to talk about themselves, they open up. Your listening itself can be very healing for them.

The more curious and interested you are in your potential clients, the more they'll share with you and trust you. Instead of trying to convince your potential clients to try your services (something that many salespeople make the mistake of doing), you ask questions. If your services are a match for your potential client, they'll discover that for themselves. And you'll find them talking themselves into working with you.

There are three types of curiosity: unadulterated, agenda, and intentional. Unadulterated curiosity is great to use at the beginning of a conversation.

Examples of unadulterated curiosity:
"How are you?"
"Oh, tell me more about that."
"Very interesting. What's that like for you?"

Just as a compliment can open the way for acknowledgment, unadulterated curiosity can open the way for more intentional curiosity. Use unadulterated curiosity to explore the "surface" of your clients...to discover the "way in" to their depths. Then, move into intentional curiosity to explore their depths and their potential match for your services.

There's a fine line between agenda curiosity, which can be damaging, and intentional curiosity, which can be healing. When you're in the energy of agenda curiosity, you're thinking, "I want this person to be my client no matter what." When you're in the energy of intentional curiosity, you're thinking, "I want this person to be my client, if it's for the Highest Good of All Beings."

Now, ultimately, you can't know what the Highest Good is, so it allows you to go on a journey of discovery with your potential client.

Here's an example of how to use intentional curiosity...If you are a chiropractor who specializes in helping people with migraine headaches, you might say something to potential clients like this: "Wow, after hearing all about your job, it sounds really stressful. Do you ever get headaches from all that stress?"

If they do get headaches, ask them to tell you more about that. Keep exploring with them. You can ask questions like, "What is that like for you?" or "Tell me more about that."

If they don't have the problem you can help them with, that's okay. This is a great time to let them know what you do and ask if they have any friends or colleagues that do get headaches. And, you can continue to be curious to find out what they are looking for. That way, you can still offer them a resource, it may just not be your services.

The deeper you go, the more they'll trust you. The more they trust you, the more open they will be to sharing what they're most committed to. Once they share what they're looking for next, you can step into the Earth Element and be of service to help them get what they most want. Or you can acknowledge them for their deep commitment and their courage. Or you can get even more curious, and ask them more about it, like "How would it feel when you get what you are looking for?"

Do you see how the Elements work together?

Before you leave the Water Element of curiosity to move into the Wood Element, which is to boldly give them a choice, there is one last question you must ask. This is SO important!

The question is: "If we were to work together, what would you see yourself getting out of it?"

Let them tell you what they see. Then you can say, "Yes, exactly, you'll get a, b, and c, plus x, y, and z."  Or, "You know, I can't promise you that, but what I can promise you is x, y, and z."

There are two reasons to ask this. First, as their trusted advisor, it is your job to make sure you can offer what they want to get from working with you. And second, to help them get really excited about what they could get from working with you and to paint the picture in their own words. When you ask them this question, they actually talk themselves into working with you. And you want them to be really excited before you ask them to take the next step, which might be to sign up for your services.

Ultimately, the deeper they go with you, the more likely it is that they'll become your clients. So it's important to use the Water Element of curiosity to go deep beneath the surface in your Heartselling conversations with your potential clients.

Here are some questions to support you in that.

Water Element Questions:
- "How's your ... (neck, job, life, dreams, or whatever you help people with)?"
- "I'm curious. Would you tell me more about that?"
- "What's that like for you?"
- "How is that affecting... (your life, your business, your relationships)?"
- "What do you want instead?"
- "How would you feel if you got that?"
- "If we were to work together, what would you see yourself getting out of it?"

You'll be amazed to see how your potential clients talk themselves into working with you - if you're a match - and if you're using the Water Element.

We want to know how it goes with your Heartselling conversations once you start using the Water Element!

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