Question: Michael, I don't care about all that psychology stuff. I don't want to change how I naturally communicate. I just want to set more appointments. How can I do that?

Lovas: You can't. With a rigid "internal frame of reference" like that, you won't even connect with people who are exactly like you. Rigidity like that is one of the most dysfunctional business behaviors. Unless people are begging you to help them, the only way to set more appointments is to connect with more people in your audience. That requires you to be flexible and to pay attention to other people. Luckily for you, there are some simple steps to get started right now.

Remember the TV show "Wagon Train"? At the first sight of Indians, the wagon train would form a circle to protect itself from attack. Why is that important to you? That's exactly what your audience is doing. Your prospects and seminar audience members are little wagon trains in little circles. They're in self-protection mode, and your job is to get through and let them know that you represent the friendly Indians. Getting through to your audience…getting through to your audience's psychology…getting past their metal filters, that's how you set more appointments. And, that's what this article is all about.