The 4 Impulse Factors that Lube Deals

My first job out of college was knocking on doors and selling shitty cable and internet door to door. Robert Kiyosaki’s book Rich Dad, Poor Dad recommended getting a job in direct sales, but I never thought I would actually do it.

So for an entire year I walked from house to house battling the scorching summer heat, numbing winter cold, and angry spring thunderstorms. I have nothing against fall, it kicks ass and was the only tolerable season for that job.

This was more than just a door to door sales job though. It was a management training program that taught me priceless skills like teaching, training, creating personal relationships, public speaking, and leading from the front.

I also grew tough skin from people telling me to fuck off, others verbally threatening me, and some pulling guns on me.

I heard “no” 20x a day, but I had to keep my attitude.

Obviously this sounds like a shitty job, but a job that I will forever be grateful for because it taught me hard knock lessons and skills that can’t be taught in classrooms or books.

In this post, we are going to talk about a concept I learned at that job that I still use everyday to make money.

The 4 Impulse Factors that Lube Deals

Ready to open Pandoras Box? 

An easy acronym to remember these impulse factors is JIFS.

NOTE: I don’t sell door-to-door anymore. Instead, I use the 4 impulse factors to make money online and work from my laptop 🙂

1.) Jones Effect

What – Jones effect means that everyone wants to follow the popular trends. Ever heard the phrase “keeping up with the Joneses?” It is a method to motivate a potential buyer to keep up with everyone else.

Why – No one wants to feel left behind or feel out of touch with the times. The iPhone is a perfect example. Think about when the first iPhone came to market and your friends started getting them. You wanted one too, didn’t you? I know I did.

How – Name drop other people. Use specific names or talk in generalities. For example, “Mike and Mary have it,” or “Everyone is getting it.”

Jones Effect

2.) Indifference

What – not being emotionally attached to the sale. You have to be able to shed neediness and walk away. Don’t be desperate. Have complete and utter confidence that you will close the next person you talk to, so it doesn’t matter if this guy or girl signs up or not.

Why – people can sense neediness and it will repulse them. They can also sense indifference, and it will set off alarm bells in their head when you are nonchalant. It will make them feel like they are missing out on something big. Sometimes they reconsider, sometimes they don’t. Some will, some won’t, so what, next.

How – Verbally say things like, “no big deal,” or “no worries.” In person, using laid back body language and shrugging your shoulders, checking your watch, looking around like you are bored.


3.) Fear of Loss

What – the fear of loss is greater than the need for gain.

Why – People hate losing out on special deals. Think about Black Friday when people flood to retail stores to get big savings because they don’t want to feel the pain of missing out on saving money.

How – saying things like, “this deal is only good today,” or “this deal is only good through me,” or “this special promotion ends tonight,” and other variations. More physical variations of this would be putting the product into their hands and taking it away after they get a quick glance at it. Another method would be showing them a sneak peak sample training video.

Fear of Loss 1

Fear of Loss 2

One thing to note on the bottom picture is I did not defend myself or my training after this prospect brought up canceling. I didn’t panic, reiterate why my training is good, or play “damage control.”

I also used indifference at the same time. I want this person to signup because it will benefit them, but I do not care for one second whether he does or not because I know the next person I talk to will.

4.) Sense of Urgency

What – creating urgency in the situation. Establishing an “act fast” theme to the conversation or interaction.

Why – people don’t like to waste their time. They HATE processes. They usually expect things to take longer than it actually will. Also, many people buy on impulse, so it makes them want it more when the process can happen fast.

How – say things like, “really quick,” or “it takes just a few minutes,” and other variations.

Sense of Urgency

And there you have it ladies and gentlemen. You are now armed and ready to become a sales juggernaut. Implementing the JIFS into your sales pitches will help you come away with the result you desire (not always but you give yourself the best chance).

Now go blow it up.

Like, share, and comment below if you got some value.

P.S. If you are tired of grinding door-to-door for crappy pay, then learn internet marketing like I did.

You can start by watching this free training video about how to create a business online..

  • Tim
  • June 25, 2014

Hey I'm Tim - this blog is about sharing the digital strategies I've used to create a 5-figure income online, so maybe you can do it too (if that's what you want) :) I also have an Australian Shepherd named after Slim Shady & I'm a huge fan of hockey. Shoot Me a Message on Facebook. I'll always reply back

Click Here to Leave a Comment Below 4 comments
Josh Smith - January 20, 2016

I just wanted to add that each of the 4 impulse factors can be used not just verbally but physically as well. Implementing these into your body language while verbally using them will be most successful.

Joshua Gabriel - May 10, 2016

I think i did the same program as you. Just hunting for the 4 impulse factors and stumbled on your blog. Great read! haha
Good ole cydcor days selling AT&T door to door. Congrats on the 1 year club; not many of us made it as long as we did.



Jonathan Hammond - June 7, 2016

Dear Tim,

My name is Jonathan. I am practicing for door to door sales now, which I know I will excel at, because I have goals, motivation, and plenty of effort to compensate for the skills I’m yet to learn.

I was wondering what resources you utilized in order to learn internet marketing. Was it a class in school? Was it a friend or a system that goes by a different name? Or is that what you sell for coaching. I was interested in learning more — I am utilizing door to door sales in order to acquire more skills, embolden my resume, and multiply opportunities for me to acquire more resources (i. e. – finances to continue school without debt; meet-ups where I can learn to code or dance; so forth).

I really enjoyed your article and know for sure now that tomorrow I am going to ace whatever quiz they give us before we get ready to go out and make some sales. I’m ready to be THE sales juggernaut!

Take care, best of luck,
Keep doing what you do,
Enjoy life

Jonathan H.


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