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Guest Blogger: Barry Reitman 

This post takes the how to a whole new level. When you see someone whom you have met before, you recognize the face without even trying. Yet the name that goes with that face is not nearly so easy. Why is that? We are visual animals. You’ve seen the face, but not the name. Even if that person has a name badge, all you’ve seen is a group of alphabetical characters that form a representation of the name. If you could see that name as clearly as you can see the face, it would be equally as automatic. Hmm.

The secret to doing that is to use word-pictures of every name you meet. At first, you can make them up on the spot. As you put that into practice, it becomes automatic. It’s a simple two-step system:

  • Step 1: Choose the person’s most distinguishing facial feature. There is no right or wrong. If you meet a Bill and his big ears “jump off the page at you,” they will do so the next time you see him as well. Focus on those ears.
  • Step 2: See that feature with a picture of the name. Huh? If Bill has big ears, replace them with dollar bills. If Tom has a bald head, see yourself tapping it like a tom-tom drum. If Barbara has a big nose, snag it with a fish-hook barb.

Now, back to Matthew’s great advice: Focus (on the facial feature AND the name-picture). Review (by circling back or looking around the room) And use the name conversationally. “Nice to meet you, Bill. I understand you’re my new neighbor. Welcome, and please feel free to call on me if you need anything. You know, Bill, new homes always need a tool that’s still packed away.”

In the lectures I present to professional groups and college classes, this is the very first topic that I cover. Depending on the total time available, I briefly show from nine to twenty-one names and faces in a PowerPoint presentation. Invariably there is an initial reaction of “I can never do this” at first mention of the topic. That’s followed by the entire group… doing it. Can it work for last names? Here are the last few minutes of such a presentation to a very skeptical group of high-ranking police brass: Instructional Video.

When I opened my equipment leasing business many years ago in Bergen County, this system was the most important factor in making it a phenomenal success. Picture me (or you!) walking into a roomful of a dozen seasoned computer reps, and winning over every one of them by using all their names throughout a one-hour presentation. Did I offer a solid product for financing the sales to their customers? Absolutely. But they bought me before they knew it.

 

Author's Note

Barry Reitman presents Memory Shock™ throughout the country to colleges and professional organizations, including the world-famous NYPD Police Academy. His new book, “SECRETS, TIPS, and TRICKS of a POWERFUL MEMORY: The Memory Shock Oh-So-Easy How-to-Remember User’s Guide for Your Brain,” is available in paperback and Kindle at Amazon. Imprinsic clients and friends can order the paperback book until July 31st with a 25% Discount Code. See details here: SECRETS, TIPS, and TRICKS of a POWERFUL MEMORY

Don't compete — DOMINATE.

 

Matt Steffen

"Don't compete -- DOMINATE!"

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