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He’ll get to know you better and you’ll be on his mind. Investigators are often offerors too!

Have a Conference among Intimate Investigators

Once you do these first five steps, your investigators will start becoming competitors after a few weeks. Parents, spouses, friends, business associates, schoolteachers, coaches, and others start talking up your fine self to others. They talk to each other too, and start doing what people always do when there’s a challenge. They compete!

Is there competition in your family? Only if you have one! Would “insane jealousy” be an understatement? Among your friends? Your servers? I think so. I really do.

You can ignite investigators by mentioning how many interviews some other relative, friend, or business acquaintance popped for you. Would that be cruel and unusual punishment?

Setting up a contest—taking competitors to lunch and honoring the one who generates the most referrals? With a little inexpensive MVII (Most Valuable Interview Investigator) award?

Ouch!

Reprioritize and Update Your Investigator List Constantly

Pull up that screen and add the date of each referral and a short comment about it under the contact information of each investigator.

Add investigators and their contact information as they change.

Follow this procedure, and your sphere of influence will expand along with an avalanche of interview invitations.

Seven superchargers.

What’s that buzzin’ sound? Quick! Where do we get beekeepers’ masks?

Do 85: Interviewing for an Instant Increase

A raise! For looking to leave?

Why not? Aren’t you worth more today than yesterday? You’re more experienced. Besides, we’ve got major buying decisions—business cards, thank-you notes, a decent pen.

Once you understand the dynamics of job e-x-p-a-n-s-i-o-n (Do 4), you can see the myopia of shortchanging yourself. Bosses want to get the most for the least. It’s called profit and they want more of it. Keeping labor costs down means giving up nothing. So that’s what bosses do.

You don’t need a C.P.C. to know that employees are wired like this: Asking for a raise means hearing, “You’re not worth what you’re getting now and maybe nothing.” It’s injected into the veins at the time of the company physical. Mind games bosses play.

But it disappears in I.I.’s. Their self-confidence and freedom has them chuckling at this kind of foolery.

Here are the I.I.’s ways to get a raise.

Prepare a Raise List

It’s all about objectifying your contribution. That’s what raise discussions are all about. This immediately defuses the boss’s bomb because subjectivity (whim) can’t be credibly used as an argument. He’d look small and powerless.

So just make a raise list of everything you do right. We call these raisers , if you’re thinking about what your boss thinks you do wrong, you need to keep reviewing that list. Do it 10 times, and you’ll see the magic of positive programming. Objections are obfuscated by objectivity.

Around a dozen raisers are all you need. Twelve sentences that start with I (as in instant interview influence). Then an action word to make one concise, specific, positive sentence.

One might be, “I built an effective sales force in eight months.” Another: “I exceeded my annual production goal by 30 percent.”

Use that raise list as the foundation and you’ll be unshakable.

Record Your Raise List

Use that little recorder we recommended (Do 25) to record your raise list.

Play it back once in the morning before work and once when you get home. A week of that few-minute exercise will have the list embedded in your subconscious ready to pop out naturally in context at just the right time.

Obsess on the Amount You Want

Convince yourself that you’re worth it.

You do this by talking to others and convincing them. Also by writing the amount beneath a photo of you smiling, then taping the photo to your bathroom mirror.

Use the Magic Four Hello and Stay with the Eye Contact