Top Take-Aways from Bart

1. “Every Interaction Is a Chance to Make Someone Feel a Certain Way.”

Bart opened with the story of Q, a man whose sign read “I might as well be invisible.”

That moment reframed the entire room.
Because clients want the same thing he did:

• To be seen

• To be acknowledged

• To feel like they matter

The gift wasn’t the gratitude stone.
The gift was recognition.

Just like Q, your buyers, planners, and travelers don’t want more facts 
they want to be noticed.

2. Logic Explains the Decision… Emotion Creates It

Yes, clients rationalize with their heads.
But they buy and remember with their hearts.

You demonstrated how:

• “Rates, dates, and space” = movement (transactional)

• Asking deeper questions = meaning (transformational)

You repeated your core premise:

When we only sell the facts, we miss what truly moves people.

3. Movement vs. Meaning (Your Breakthrough Framework)

This became the anchor of the session.

Movement = Transactional

✔ Checking functional boxes
✔ Telling about your property
✔ Sharing features
✔ Giving information
✔ Staying on the surface

This is what every competitor does.

Meaning = Transformational

✔ Asking
✔ Being curious
✔ Uncovering emotional boxes
✔ Understanding personal, professional, & end-user needs
✔ Creating a feeling

This is what Most People Don’t… but YOU DO.

Bart taught you to switch from telling to asking:

• “Tell me more…”

• “What would success look like for you?”

• “What would you want attendees talking about on their car ride home?”

• “Before we go further, do you think we might be a good fit?”

These are the kinds of questions that unlock emotion, motivation, and trust.

4. The Emotional Box Framework

Bart broke down emotional needs into three layers:

1. Professional Needs

“How do they want to look?”
(competent, organized, prepared, proud)

2. Personal Needs

“How do they want to feel?”
(relieved, respected, safe, confident)

3. End-User Needs

“How do they want their people to experience it?”
(welcomed, cared for, happy, connected)

This was brand-new thinking for many in the room, and you felt it.

5. The Car Example: How You Moved Scott From Features → Feelings

One of the most powerful live demos:

Scott started with facts:

• “Used Ford Expedition Platinum…”

• “Massaging seats…”

• “Three rows…”

But with your repeated:

“Tell me more… why?”

He moved to the truth:

• “It makes me feel proud.”

• “I’ve been thinking about a car like this for a long time.”

• “It means something to me and my kids.”

That shift showed the audience how quickly a conversation can go from transactional to transformational when someone cares enough to ask.

6. People First, Then Purpose

Bart taught that hospitality excellence isn’t:

• Badge-checking

• Checklist-selling

• Talking about features

It’s:

• Eye contact

• Genuine curiosity

• Knowing the person before discussing the purpose

• Building trust before logistics

People → Purpose → Possibility.

7. The #1 Qualifying Mistake (and the Fix)

Most salespeople ask the wrong first question:

❌ “What are your dates?”
❌ “What’s your budget?”
❌ “How many rooms?”

Bart showed how this pushes them into a dead-end “decision tree.”

Instead, your recommended approach:

The Fit Question

“Before we go down the road further, based on what you’ve seen or learned so far, do you think we might be a good fit?”

This instantly uncovers:

• Expectations

• Context

• Flexibility

• Deal viability

• Emotional needs

• Whether to continue

It’s simple and brilliant.

8. The Storytelling & Fathom Demo

Bart showed how you practice what you preach:

• Every real sales call you do is recorded.

• You review the questions you ask vs. what the customer asks.

• You measure curiosity.

• You refine.

This demonstrated professional rigor and modeled behavior for them.

9. The Emotional Close: “You Are Doing Great.”

The final story about Ben, the student who didn’t hear encouragement at home, landed deeply.

Bartr message to the BF Saul team:

“What you do is not easy.

But you are doing great.”

People cried.
People hugged.
People felt seen.

That is what transformational impact looks like.

1. Clients want to be seen, not sold.

2. Movement = transactional. Meaning = transformational.

3. Facts inform. Feelings persuade.

4. “Tell me more…” opens every emotional door.

5. Professional + Personal + End-User needs matter.

6. Stop telling. Start asking.

7. Curiosity is a competitive advantage.

8. Fit first, don’t waste their time or yours.

9. People first. Purpose second. Products last.

10. You are doing great, and most people don’t do what you do.

Most People Don't website

  https://bartaberkey.com