The post Skill #7—Promoting Events 0 (0) first appeared on TLBN.

Validated their decision to become a partner. Say things like, “Congratulations on making the decision. I’m proud of you for taking charge of your life. From now on, things are going to be different for you and your family.” This helps remove any doubt they may have had about becoming a business partner

Game Plan Interview—Part Two Set their expectations

• Success or failure is up to you
• I will help you build your business but I won’t do it for you.
• I’m focusd on helping you become independent as fast as possible
• There will be ups an downs
• Success takes time

Game Plan Interview—Part Three, Getting Started Checklist

• Identify the appropriate tool
• Get them connected – plugged in
• Give them a basic understanding of the compensation plan
• fundamental understanding on how to invite

Game Plan Interview—Part Four Create A Game Plan

• How can they get their first customer
• How can they get their first business partner
• Encourage them to attend their first company event
• What steps can you take to help them earn their first commssion check

Game Plan Interview—Part Five Give some specific assignments & due dates to help them get over the line

• Develop and write down their why
• Build their list
• Setup a launch party

What can help a person get over the line?• Signing up their first customer• Signing up their first business paartner• Getting their first commission check• Attending a big company event• Making friends inside the organization• Proclaiming their intentions to the world• Getting promoted to a new level• Being recognized for some sort of achievement There are hundreds of other things that can contribute to a person getting over the line. As a sponsor, your job is to help them get over the line and STAY over the line. And the line never really goes away. It’s always there and you, as a leader, need to be constantly aware of where your people are emotional. This way you can continue to encourage them to never let go of their dreams.

The post Skill #6—Helping Your New Distributor Get Started Right 5 (1) first appeared on TLBN.

“Did it make sense to you?”
“What did you like best about what you just saw?”
“Pretty exciting, isn’t it?”
“Can you see how this could be an opportunity for you?”Of these examples, the one I use the most is, “What did you like best?” The answer to that question is almost always positive and it gives you clues as to the area in which they are most interested.Then I like to say, “Let me ask you a question. On a scale of 1 to 10, with one meaning you have zero interest and 10 being you’re ready to get started right now, where are you?” They will give you a number. And it’s usually obvious from their number that they either need more information before they will make a decision or they are leaning toward getting started now.If you feel they need more information, just guide them to the next exposure that will help them the most. But if you feel they are ready to get started, then ask a series of four questions. This “Four Question Close” has produced strong and consistent results over the course of my career. If you learn it and use it, you’ll be amazed at how many people you can help.Question #1: “Based on what you’ve just seen, if you were to get started with this company on a part-time basis, approximately how much would you need to earn per month in order to make this worth your time?” Instead of asking this question, most distributors say things like, “How would you like to make $10,000 a month?” Don’t do that. Instead of prescribing what you think they want, just ask them what it would take to make it worth their time and wait for their answer.Question #2: “Approximately how many hours could you commit each week to develop that kind of income?” Now they have to go inside their head and check their mental calendar to see how much time they would invest to get that kind of money.Question #3: “How many months would you work those kind of hours in order to develop that kind of income?” This question makes them think about their level of commitment if they want the income from question #1.Question #4: “If I could show you how to develop an income of (their answer to question #1) per month, working (their answer to question #2) hours a week over the course of (their answer to question #3) months, would you be ready to get started?” Most of the time, you’ll get a positive answer to this question. And when people say, “Sure, show me how,” you can pull out your compensation plan and sketch out a reasonable game plan to achieve their goals.There are rare occasions when people give you unrealistic numbers. They might say they want $10,000 a mont working two hours a week for one month. It doesn’t happen often, but it does happen. If you face that situation, you act as a consultant and say, “I’m sorry, but your expectations are way too high. You can get to $10,000 a month but it will take more hours and more months than you’re willing to commit. If you’re willing to change those expectations, we can talk.”If you don’t get a positive answer to the four questions, that’s okay. It just means the prospect will need to have more exposures before they’re ready. Schedule the next one and repeat this process when you’re done. This skill will take practice. But it’s a skill that will serve you for the rest of your career.If you’re tired of having too many people thinking about it and not enough taking action, this will help.

The post Skill #5: Helping Your Prospect To Become Business Partners 0 (0) first appeared on TLBN.

If you say you’re going to call at a specific time, then do it. The Network Marketing Profession is full of people who get all excited one minute and then go missing in action the next. Run your business through a physical or electronic calendar. Be the person who does what they say they’re going to do. People will respect that.

The only reason to have an exposure is to set up the next exposure. If you finish each exposure by setting up the next one, the prospect will eventually become educated on the opportunity and make an informed decision.Following up after an exposure:The best follow-up question I’ve ever used is, “What did you like best?” This question will take you in a very positive direction and will give you clues as to the level of their interest. If they say “the product,” then your next exposure will probably be product-related. If they say “financial freedom,” then your next exposure will be opportunity-related.Another great question to ask is “On a scale of one to 10, with one being zero interest and 10 being ready to get started right away, where are you right now?” With this question, anything over a one is GOOD. It says they have some interest. Most of the time you’ll get something like a five or a six. No matter what number they give you, all you’re going to do is ask them how you can help them get to a higher number. Usually that answer will go along the lines of how they answered, “What did you like best?”If the answer is very positive and the number is fairly high, you can go directly into the closing process (we’ll cover that in the next section). If it isn’t an obvious green light, then you’ll just schedule the next exposure. They might want to understand the compensation plan, so you set up a time to get together and review it (the next exposure). They might want to talk with their spouse, so you send them home with materials they can share with their spouse and set up a date and time when you’ll follow up (the next exposure). Whatever it is, you never finish one exposure without setting up the next one. Never! If you do, it’s over.

Professionals understand that it takes an average of four to six exposures for a prospect to become involved. Their goal is education and understanding. It’s hard to educate someone in one exposure. So they take them from exposure to exposure to exposure, knowing it will eventually sink in. Through that process, they also build a stronger relationship with the prospect. They strengthen the friendship. That helps build trust, and people enjoy working with people they like.Four to six exposures is an average, which means that for every person who joins on the first exposure, there’s going to be a person who takes more than 10 exposures to join. You just never know. Some of the best people in Network Marketing were prospected for years before they finally made the decision to take part in the opportunity. Keep your urgency—but have patience.

Posers prospect someone once and move on. Amateurs prospect someone through several exposures over time. Professionals condense those exposures into the shortest time possible.People are busy. They are constantly distracted by life. When you are approaching them to take a look at something new, it’s important to keep their interest; the best way to do that is to stack the exposures as close together as possible.

At every step in the recruiting process, you’ll come across questions and objections. This is natural. A lot of the time, your prospect will just be bringing them up to sound intelligent. They don’t want to seem easy, so they throw out objections to feel better. How you respond is extremely important. If you act defensive, you’ll plant a seed of doubt in theirminds. If you act offensive, you’ll chase them away.Objections fall into one of two categories. The first is the prospects’ limiting belief in their abilities. They aren’t sure they can be successful. The second is a limiting belief in Network Marketing. They aren’t sure Network Marketing will help them achieve their goals in life.For both categories, one of the best concepts is empathy— how you relate to people. And the best way I know to relate to people is to let them know you’re just like they are. You had the same doubts, the same questions, the same fears, and you overcame them. Believe it or not, your story (and the stories of others) will do more for you in overcoming objections than anything else.There’s an old tactic called “Feel/Felt/Found.” It works with the concept of empathy. When a prospect offers an objection, you respond with, “I know how you feel. I felt the same way. But here is what I found.” You can use that quite literally and with great success. You can also modify it based upon your story and your prospect.Read pages 86 – 92 of Go Pro to see how to handle these objections.

The post Skill #4—Following Up With Your Prospects 0 (0) first appeared on TLBN.

• the first problem is, no matter how much you’ve learned, there will still be questions that stump you. And since you are presenting yourself as the expert, if you get stumped, that might make the prospect question the whole opportunity.
• The second problem was, most of your prospects will know you are not an expert. So when you come to them and present yourself as an authority figure, they knew it isn’t true. It actually makes them more skeptical.
• The third problem is, even if you were successful at becoming an expert, the other business partners in your organization don’t necessarily have that same desire or willingness to learn. As a result, you will be the go-to guy for every single presentation, training, etc. There’s no way to create an organization that will duplicate with this approach, and without duplication, Network Marketing is just a job.

The pros use tools instead of their own wisdom. The pros use live events instead of their own presentations. The pros use other distributors to give the facts instead of giving them themselves. The pros don’t present themselves as experts; they just invite people to learn more about the product or opportunity and let the third-party resource provide the information. The pros bring passion, enthusiasm, excitement, and belief. If you ever watch a pro at work, you’ll see a fire in them that is contagious. Make passion, enthusiasm, excitement, and belief your priority, then invite professionally and let the third-party resource do the rest.Learn how to present your opportunity to groups of people. Learn how to give a short and effective testimonial. People aren’t interested in how much you know, but they ARE interested in your story, as long as you don’t bore them to death with it.No matter what your background is, you can craft a compelling personal story. I’ve found every good story has four elements:1. Your background.2. The things you didn’t like about your background.3. How Network Marketing or your company came to the rescue.4. Your results, or how you feel about your future.Take some time to create your story and start telling it every chance you get. Lastly, learn the presentation!To summarize this skill set, remember a few important things:1 When you are prospecting, you are the messenger—not the message. Get yourself out of the way and use a third-party tool.2 Learn to tell your story in a way that will make your prospects curious to hear more.3 When it comes to presenting in front of a group of people, preparation is key. When you’re prepared, it’s fun.

The post Skill #3—Presenting Your Product or Opportunity to Your Prospects 0 (0) first appeared on TLBN.

• Build relationships.
• Build friendships.
• Build trust with the people you meet

Your goal isn’t to immediately recruit prospects. Your initial objective is to educate your prospects on what you have to offer and then let those prospects decide if it was something they wanted to do. Professionals don’t “pitch” their product or opportunity. Instead, when the timing was appropriate, they just invited people to do one of two things, based upon the individual prospect’s situation.

1. invite them to attend some sort of event, such as a one-on-one or two-on-one meeting with another member of their team, a three-way phone conversation, a small group presentation in their home, an online webinar, a local hotel meeting, or some larger company event or convention. Professionals understand that personal interaction is a critical component when it comes to building trust, so they try to connect with people as much as possible.
2. invite them to review some sort of tool to help educate them. Tools take many forms. There are videos we can send from our app as well as online presentations. One of my favorite physical tools is the travel incentives we can get from our InteleTravel back ofice.

While technology allows us to get people quality information quickly, there is nothing like a physical tool. In a world of bits and bytes, and in a Network Marketing world where it’s important to build trust, a physical tool makes it real.Of the two methods used to help educate the prospect, events are the most effective. There are lots of reasons. There is physical interaction from meeting with people, and that helps build trust. There is the important element of “social proof ”. It’s valuable for the prospect to see that there are other people actively involved, and find out what those people are like. There is education on the product and the financial opportunity. They get to see first-hand the kind of support that’s involved and they realize they won’t have to do everything by themselves. In most cases, there is excitement and urgency at these events. And, they get to hear stories of how things are going for other people. Those are some of the benefits.As a professional, you are going to be inviting your prospects to review a tool or attend an event. Here’s what you’re NOT going to be doing: You’re NOT going to be pitching people and trying to dazzle the world with your wisdom. That approach will feed your ego but steal from your bank account.Find what’s working best in PlanNet Marketing, develop your daily method of operation, and then train your people how to effectively do the same and invite their prospects to plug in.Let’s take a moment to talk about the emotions of inviting. There are four basic rules.

1. Rule Number One You must emotionally detach yourself from the outcome. This is extremely important. Remember, our initial goal is education and understanding. If you focus on getting a customer or new distributor, you’ll constantly be disappointed and you’ll find your prospects running away from you.
2. Rule Number Two Be yourself. So many people become a different person when they start inviting. This makes everyone uncomfortable. Be yourself. Just focus on being your best self.
3. Rule Number Three Bring some passion. Enthusiasm is contagious. It’s okay to get a little bit fired up. Get focused. Listen to some music that inspires you. Smile when you’re on the phone. Your positive emotion will translate into better results.
4. Rule Number Four Have a strong posture. Don’t apologize for what you do. Take charge. Be yourself, but be a bolder self. Be yourself, but be a stronger self. Be yourself, but be a more confident self—at least when you’re inviting.

So now that we’ve set the stage, let’s go through the invitation formula. This formula is designed to be used over the phone or face to face. It’s NOT to be used with texting, email, or any other communication tool—just on the phone or face to face. This can work with your warm market prospect (someone you know) or cold market prospects (someone you meet while living your life). I’ll give you examples for both.There are eight steps to a professional invitation. That might sound complicated, but with a little practice, you’ll find it’s an easy skill to master.

1. Step One: Be in a hurry
2. Step Two: Compliment the prospect
3. Step Three: Make the invitation
4. Step Four: If I, would you?
5. Step Five: Confirmation #1–Get the time commitment
6. Step Six: Confirmation #2–Confirm the time commitment
7. Step Seven: Confirmation #3–Schedule the next call
8. Step Eight: Get off the phone

This is such a critical skill to learn that I URGE you to locate and read the short booklet titled “The Hottest Recruiting Scripts in MLM” by Eric Worre, in the files section of our private group.

The post Skill #2— Inviting Prospects to Understand Your Product or Opportunity 0 (0) first appeared on TLBN.

• When it comes to finding prospects, the posers make a mental list of three, four, or five people they hope will join their business, and their entire future is based upon the response of those few people. If they’re lucky enough to get one of them, they can extend the life of their career for a short time. They might even make another mental list of three or four people. Hopefully, they’ll eventually decide to stop being a poser and upgrade to the amateur ranks.
• The second group is the amateurs. Instead of a small mental list, these people make a written list, which is a step in the right direction. Let’s say they make a list of 100 prospects. They charge out there with excitement, but not a lot of skill. They begin prospecting, and their list begins to diminish. As it grows smaller and smaller, their anxiety level grows higher and higher. Their biggest fear is running out of people to talk to.
• The professionals started with a written list. But then they made the focused commitment to never stop adding to the list. They created something called an “Active Candidate List,”. The professionals approached finding people to talk to as one of their core skills. It was part of their job to find new people. They weren’t interested in luck. They weren’t worried about running out of people. They developed the skill to make sure that never happened.

If you want to master this skill, follow these four simple steps:

1. Step one: Make your list as comprehensive as possible. Include every person you can think of. EVERY person. It doesn’t matter if you think they are a prospect or not. It’s important to do this, because as you empty your mind out on paper, it will make more room for new contacts to find room in there.
2. Step two: Have you heard of the concept that we’re all only six contacts away from any person in the world? Six degrees of separation? I’m not sure if that’s a myth or if it’s true, but I believe in the concept. Step two is looking at your list and thinking about the people they know—the second degree of separation. Chances are, you’ll know most of them also. NOTE: You will find a comprehensive Memory Jogger when you search the files section in our private group.
3. Step three: Constantly expand your list. This is why the professionals call this an “Active Candidate List.”It never stops growing. The pros have a goal to add at least two people to their list every single day. They may not prospect them, but, they go on the list and you should find a creative way to stay in touch.
4. Step four: Network on purpose. Professionals network on purpose. It’s hard to meet new people if you’re hiding from the world. Get out there. Have some fun. Join a new gym. Have fun with a new hobby. Volunteer for a cause that’s important to you. Find places and organizations where you can meet new people. Not only will it be good for your business, but you’ll also make some great friends.

Professionals develop a higher level of awareness. They pay attention to the world. They know they will be introduced to new people all the time. Posers and amateurs don’t even notice. They just go through their day saying “What people? I don’t see any people.”Can you see why professionals don’t worry about running out of people to talk to? Just add them to your list, make friends, develop a connection, and when the time is right you can help them understand what you have to offer.

Happy Building!

The post Skill #1—Finding Prospects – Eric Worre 0 (0) first appeared on TLBN.