Every Christmas, without fail, I sit down with Kalia to watch It’s a Wonderful Life. And every time, it gets me. George Bailey, standing on that bridge, thinking he’s worth more dead than alive, only to realize the incredible impact he’s had on everyone around him—it’s pure magic.

But let’s not forget what makes that moment so powerful. It’s Clarence, the angel, who shows George exactly how different the world would be without him.

And that’s the lesson you can apply in your consultations.

See, Clarence doesn’t just tell George that his life matters. He shows him. He takes him through a vivid, undeniable journey of what life would be like if he’d never been born.

In your consultations, you’re Clarence.

Your prospect is standing on their own version of that bridge, stuck in their problems and wondering if they’ll ever get to the other side. They don’t need a laundry list of your services—they need you to paint a picture of what their life will look like with your help.

Show them what’s possible. Help them imagine how their world changes when their biggest challenges are solved. And, yes, take a page out of Clarence’s playbook and remind them of what won’t change if they don’t take action.

Here’s how to be their Clarence:

• Start with their pain points. What’s keeping them up at night?
• Paint a picture of the transformation they’ll experience with your help.
• Ask them how life would feel if nothing changed.

When you do this, you’re not “selling.” You’re guiding. You’re helping them see the value of the transformation you can deliver—and that’s what gets them to say yes.

George Bailey needed Clarence to see his worth. Your prospects need you to see what’s possible.

So this holiday season, take a little inspiration from Bedford Falls. Be the guide your prospects need to take the next step.

Merry Christmas, Happy Hanukkah, and a prosperous New Year!

Kick butt, make mucho DEEnero,

Dave “Channeling Clarence” Dee

P.S. To learn more about how to get more meetings with high-quality leads, close more sales, and make more money without working harder, go here: www.davedee.com/vip.