Here
are some notes that I have taken while going through tapes, the web, books,
conversations etc.
Most of this is just taken in note form
I can help you with a cold market prospecting system
as well as introduce you to our fabulous lead generation systems.
This is a very long and extensive page and is offered in the spirit of sharing
with you what took me years to learn and costs thousands of dollars to acquire
in the form of many training programs
I hope you enjoy it and return to study it often
Even if you are not working with me, I love this industry
and
would love to see everyone do well
They
are not necessarily all my thoughts but a collection of my thoughts and those
of many others
I have sometimes added personal thoughts as they occur
This is simply a short hand of A LOT of hours of study and I hope you will learn
something form all this
Please be careful in sharing this as I have not mentioned names, etc and want
to respect copyright
I purchased these tapes and attended seminars in order to learn these things
to share with you, my team mates
This is not necessarily the viewpoint of StemEnhance
this is from my studies
These notes are almost entirely focused on making money and cold call prospecting
Please do not send this out to other people
This is only for people who WANT to learn cold call marketing
I have made quite a bit of money by developing cold market
This is what I have been taught by others who have done the same
There is nothing in here that was not taught by a six or seven figure earner
in this industry
I have put in bold a number of things that are important
Maybe not everything will make sense
They are just notes
You will notice there is a lot of repetition
The good people teach the same thing
I want to go back and one day give proper credit etc and I want to be careful
with StemEnhance corporate because they have not really endorsed this
In today's world a lot of cold market is now done over the web
You still have to talk to the people so these notes will help with talking with
anyone
We have developed a really strong and powerful advertising co-op
system for the web that you can plug into
The
link is at the end of these notes
There are people doing VERY WELL with cold market in MLM
I am convinced that these are the people that will build the biggest business
You could be one of them!!!!!!!!!!!
Enjoy
Most of this is just taken in note form
please just take a few things that you like from all this and make it your own
leave the things that don't feel right
you can create a short indroductory speech from these notes that you can use
to introduce StemEnhance to people
your goal should be to get the people to a conference call or a three way call
or to the web site or to all 3
do not spend a lot of time explaining because then you are modeling something
that will not duplicate
let the tools do the explaining so that a new person will feel they can get
started right away
and earn while they learn
the best training you can do is to approach people
the
way that you want them to approach people
As I said, these are not necessarily my thoughts
I have sometimes added personal thoughts as they occur
This is simply a short hand of A LOT of hours of study and I hope you will learn
something form all this
Please be careful in sharing this as I have not mentioned names, etc and want
to respect copyright
Please do not send this out to other people
If
someone in your group wants to use this I want them to connect with me so I
can share this in a controlled way
Please do not send it upline
This is only for people who WANT to learn cold call marketing
I purchased these tapes and attended seminars in order to learn these things
to share with you, my team mates
Again, this is not necessarily the viewpoint of StemEnhance
They are much more focused on customers and customer care
These notes are almost entirely focused on making money and cold call prospecting
I have made quite a bit of money by developing cold market and met a lot of
wonderful people
This is what I have been taught by others who have done the same
There is nothing in here that was not taught by a six or seven figure earner
in this industry
I have put in bold a number of things that are important
Maybe not everything will make sense
They are just notes
You will notice there is a lot of repetition because the good people teach the
same thing
Please respect my wishes about not sharing this information without asking
I want to go back and one day give proper credit etc and I want to be careful
with StemEnhance leadership because they have not really endorsed this
as I haven't shared it with them yet
In today's world a lot of cold market is now done over the web
You still have to talk to the people so these notes will help with talking with
anyone
We are working on developing a cold market advertising email system for the
web to work as a co-op with you all
In order
to be successful in cold market you have to do it for a long period of time
and with a very consistent and persistent effort
100's to thousands of leads necessary
15-50 calls a week part time
7-15 hours a week
then you will earn enough to transition into full time
enroll 1 a week minimum..this is 52 personal
sponsorships
if your people do the same the amount of growth will be staggering
works off compounding effect
means simple discipline factored over long enough period of time to produce
results
2 years of this to build a big biz
If you work full time
2 people a week
customers and leaders
will
build a truly awesome business
advertising responses gives what we call soft leads
give stars or numbers as you talk to people so you spend time on the important
ones
important when leaving message on your phone..please let me know the best time
to get back to you and please tell me what time zone you are in
takes a consistent effort factored over a long enough period of time to produce
results
when prospecting
1. communicate.connect to people and with people
don't project fear..develop believability in yourself
you are the leader they are looking for
learn to ask questions
2. listen.develop this art
3. collect info and write it down
tom.what did you think of the information.
excuse no 1 .
no money or time..these are the biggest objections.
the
"but" is only a few words away..i like it "but"
ask questions that provoke people to ask you how or why (meaning convince me)
networking is connecting with people
listen below the surface
talk 20% listen 80%
talk and you lose
listen and you learn
follow up.
follow
through
devote your time to serious people
there is a difference between
curious and serious
interest and committed
ask....are you interested or committed to change the quality of your life
follow up doesn't mean chasing or begging
4 main personality types
2 require a lot of follow up
analytical thinkers need a lot of info
hi tom, my name is (your name, first
and last) from (your city and state if city not well known)
i sent you an email with a link to a web site about our home based business
I'm calling to see if you had enough time to look over that yet
or say... .review the information, if you sent them something
are there any questions I can answer about how to use our product or services
or how to get started making money
this should lead them to ask you a positive question
work off of 30 second rule
like in commercials
send a message you are the leader they are looking for
longer than 30 secs does not work
don't spend time with the people not interested
don't call too many times
they are less likely to ever get started
trust your intuition
if skeptical, negative, say call me in a week
if they say call me in a week
you say
I think it best if YOU call me in a week if you feel really serious
one person suggests the following but I was uncomfortable with this phrase
(when
you are serious about changing the quality of your life)
3-5 min for interview
no right or wrong way
there are just more effective ways
doesn't really matter what you say
what matters is how you say what you say
tell who you are, where you are from and which company
say..hi is tom there.tom, this is tony kent from from santa fe, new mexico.you
responded to my ad on the internet about generating income from your home in
the wellness industry
is that correct, tom
you are looking for a yes or no.
if no.thanks have a great day, bye
don't take personally
look for 2 yesses
he might say yes, that is right
ask another question to get a yes
tom, do you have a minute to listen to what I have
if yes, transition into explanation
Great, what I would like to do is just take one minute
Tell you a little bit about what we are doing
And after that we'll kind of know whether we need to pursue things any furthur
Does that make sense
Take one min and tell them something
Make it quick
Keep your word
Keep it under a minute because you have just said you would
let me tell you a little bit about the company I represent
which is called StemEnhance
our company is called StemEnhance and we have a truly unique product....the first product in the world that enhances the release of adult stem cells from the bone marrow into the body
we have a tremendous co-op advertising system and a lot of coaching and mentoring
does this sound like something that you are looking for
if yes again, say
the kind of person I am looking for has 3 qualities that are important
they should care about people, care about their health, and the third, and most
important to me, is they should have a lot of desire
do you have these qualitites, tom
or
they should have moderate people skills and a lot of desire
do you have those 2 qualities, tom
great, you sound like the kind of person we are looking for
what do you do for a living.
get
right in to interview
if rude..send them to web and say goodbye
if positive with you go on..how long have you done that
do you enjoy that line of work
have you ever been in business for yourself
havce you ever worked an opportunity from the comfort of your home
what kind of income are you accustomed to on an annual basis
what kind of income do you seek to achieve from the comfort of your own home
pay attention to response
if you had the perfect opportunity what would you seek to achieve in the next
12 months
qualify person to be serious, not curious
committed, not interested
tom what was the best thing you heard.
what
did you like the best of what you heard..
on a scale of 1-10 what is your level of interest
I like it but don't have the money
They are looking to have you convince them
You will spend the rest of your time with them convincing them
Be sorter not seller
Your vision and your core desire to go where you are going
will take you through the fear
See where you will be in 2 years
Go there now
Your attitude will be what creates results
You get paid for results, not time spent
Trading time for dollars will keep you broke
One of the things I love about StemEnhance is this......put your own reasons
Learning to earn money in free enterprise and getting paid what the free market
bears will allow you to create freedom
Put you in a position to live your dreams
No such thing as time management
Manage yourself in time
Get your no's fast and move on
Say less and listen more
Sort, don't sell
Be professional sorter, not amateur seller
Learn to qualify the right people
Listen for how questions not why questions
John, let me ask you this
If I showed you a business that you felt good about
When would you like to start earning extra income
Simple disciplines over a long period of time will produce results
You have leads.
now
what
30 second rule of connection
successful cold marketers made thousands of calls
start connection process quick
say where you live first
gives them a frame of reference
paints picture of who you are quickly to frame their view
of
who you are and what you have to offer
believability, sincerity right off the bat
offer exit strategy
gives them permission to stop you
they will listen better because they won't feel boxed in
don't hammer people with pressure
create a comfortable, consistant recruiting environment that sets them at ease
if they think you want them too bad they will think you can't be that good
focus on value in their life
create the environment that helps them see what they can obtain by working with
you
within a few minutes ask
mary, let me ask you a question
if there was one thing you could change in your life for the better
what would that one thing be
they will then tell you what they want and what you need to say in order to
recruit them
they are telling you the value system of where they are in life
more time, freedom, money, control over there life
you must create value for them right up front
respect them.don't intrude
you can say
don't know if this is for you or not
would like you to know about it
let me know what you think
you have the power to change the lives of people
but you have to want to and you have to believe in yourself and your offer
so with every cold list you have an inventory of people whose lives can be changed
by you
the only way you can help them change their lives is to find out what they want
changed and then help them obtain it
focus on value in their life
Make A New Friend on every call
these are just friends you haven't made
make it a game
decide ahead who will be your new friend
make this your intention
not to sell them
they will be made more receptive
set your self apart from other people who have called them
see the potential
Empower the no
mary says no
you say
mary that is so refreshing
thank you for being honest
I really appreciate your honesty
I really appreciate that
But maybe there is a way you can still help me
Maybe you can point me in the right direction by pointing me towards someone
this might be appropriate for because I am looking for leaders in your area
Can you help me
What name comes to mind mary, or does any name come to mind, mary
Of someone you would like to help improve their lives
Turn the no into a gold mine
Rule of reality
By far the majority of your calls will not be interested
Your skill set, your tone, determination, your focus, believability, ability
to connect
Very few off a list are going to be interested
Ask yourself this
Would you be willing to make 1000 calls to have
one person who will make you $10,000 a year
For every person you don't call, it could potentially cost you a six figure income
Ask yourself how many calls you will make for a six figure income
You are looking for one person who will be open to create a partnership that
will possibly set you up for life
10,000 calls can sound daunting, but break it down to
30 calls a day for a year
30 calls a day is something that can be done part time
yet you can create a full time income
Create something you have never had before
Sometimes
you must do what you haven't done before
Don't look at the list and go ....oh wow, do i have to call all these people
Look at it and see the potential
What will it cost you to not call
Golden rule of cold market
They are not cold market
They are just friends you haven't met yet
Why do you work the cold market
It is to find a new warm market
Every name has 100 people behind them
Start with their warm market
Focus on where the fire is
There is no average of success working cold lists
15 percent is what you do and say
85% is who you are
the 85% drives the 15%
your posture in this business, how you perceive it
how people perceive you
most importantly your skill set
you may have to call hundreds to develop your skills set till you are good enough
to close more often
you will improve
they have to feel you know what you are are doing
they must feel
this person can help me
people are looking to be led
they don't follow opportunities
they don't follow products
they follow people
if you want an average to expect, then become above average
above average desire, believability, skill set, persistence, posturing and tone
all these combined will create above average results
what are you willing to do to create out of your lists what you want
are you willing
minimum level of performance
practice till you have it
don't want to be average
even 1000 names is nothing if you end up with a gem
odds increase if they like you
he made 30,000 calls in his career to make a huge income
mary, my name is tony kent
you don't know me but I live in marin county, ca.
as I understand it
and please.. correct me if I am wrong
you, at one particular time, were checking out home based businesses
(or looking
for a )
or secondary revenue sources
and I was just wondering
are you still looking for something (checking things out)
if no
I can understand that
What was it about working from your home that didn't work for you
Then go to the
mary that is so refreshing
thank you for being honest
I really appreciate your honesty
I really appreciate that
But maybe there is a way you can still help me
Maybe you can point me in the right direction by pointing me towards someone
this might be appropriate for because I am looking for leaders in your area
Can you help me
Retails sales, build an organization, and bonuses
These are the 3 ways we are compensated
All 3 tied together can create a phenomenal home based business and some strong
monthly income
Get people to your web site and ALWAYS DO A 3 way with your upline
Ask them..are you available later to meet some people
Work the numbers
Takes work to get to being smooth and feeling comfortable
People will only feel as comfortable with you as you feel doing it
If person upset
Apologize
Mary I am sorry
The spirit of this call was not to make you upset
but
simply to make you aware of what we were doing
Create an education and awareness about us, not to upset you
What we were introducing into your area, or (what we are bringing to your market
place )
Obviously I got you at a very bad time or this isn't for you
I apologize
Have a great evening.
goodbye
This info might be blunt
Look at it as if I was a doctor looking at something not feeling right in you
It might take a shot to fix it
You might not like the shot but you will like feeling better
Here's the first thing
Things are probably not going as good as you like or you would not be bothering
with looking at this info
You can use this info to help your people
This will help you develop a strong attitude
When you can see it in someone it is easier to mimic
Catch the vision of how you should be in order to make great income
I love cold market
I have made a lot of money with cold market
Let me help you
Everyone has all the same tools when they work with the same company so it is
the people that make the difference
We all have systems in place that are helping us bring in both customers and
business partners
THIS IS FANTASTIC
But if you want to build a big business, than you have to do more
It is good to want to make 10,000 a month
Making this kind of money takes ACTION
There are attitudes and characteristics you need to have to make a six figure
income in this industry
Leadership means leading people to go where they want to go and to help shorten
the learning curve
You have to learn to build a business with people who are building the business
You are not the reason your business will succeed
You should be the reason that other people's business will succeed
They are the reason you will succeed
First responsibility is to find people
Second is to shorten their learning curve
Prospect properly with the right authority and attitude
If someone is talking a lot and it is not working then ask them to tell you
what they are saying because probably what they are saying is not interesting
to the people they are saying it to
Steven covey said
If you want to make small, incremental improvements in your business or anywhere
Work on your behavior
meaning...do something different
Do something more, do things different
Small step by step improvements are really a good start but
He goes on to say
If you want to make quantum leaps and improvements
Change your paradigm
A paradigm is the way you see things
The truth from which you are operating
It might not be the whole truth
In fact it might not be the truth at all
It might just be your truth
But not necessarily the truth
For example
If you don't change your paradigm you might stay where you are forever
You might think something is a truth but it could be just your truth and not
the truth
Try this to see if the product or money is more important to people
Take a few bottles of your favorite product in one hand and a hundred dollar
bill in the other
Than ask someone to choose which they would rather have
Too many people, especially those not making enough money, are selling the products
That is not the part of the business that makes you the most
There is money in products
There is wealth in the business
Ask yourself what was REALLY your motive for getting in this business
It was more than likely because you wanted to make money
And there are a ton of people just like you out there that want to make money
as well
Sell the money before the products
You can't always tell from looking who wants the products but you can tell pretty
easily who wants the money
This is a business and the purpose of the business is to make money
So the question isn't if you want to make money
The question is HOW do I make money
Wealth will not just come from your efforts but from collective efforts
The secret to making money is finding a need and filling it
The number one need is money
Most people in networking have never been in business
They have to learn
We must teach
How do you learn a business
First have the perspective that this is a business
The purpose of the business is to make money
Decide that you are in business
If someone says they don't like making money off people than tell them this
is not the business for them
Any business makes money off someone
That this is a business is a major paradigm shift for many
You want to find people that will make you money and teach them how to duplicate
The only way you make money off someone is to help them make money
You make a percentage of what you help them to make
The more they make, the more you make
With a doctor you trust him and decide to follow his advice and expect to get
well
You want your team members to trust you and follow the system of the team and
the company so they can get financially healthy
The system is like a prescription
If you want 10,000 a month then don't lose a lot of time with those who do not
want to work
If they decide that they can't make it happen, let them go
You can fill your business with interested prospects so don't fill the room
with negative people
Get the belief that you are worth listening to
This information on these pages works
This is the medicine for people
You can teach, train and lead with this info
If you had a check of 2-3000 a month form your company would that increase your
ability to recruit people
Would you talk differently
If you said yes
This is not the right attitude
You won't have that check till you learn to talk differently now
You won't get that check till you have the confidence and the perspective that
people ought to listen to you anyway
You must have the feeling in your heart that you are worth listening to
Your main job is to shorten people's learning curve and to shorten your own
You can never be fired here but you can replace people who don't work with those
that do
If the people you have now are not working then get real proactive about finding
the right people
You want people but you don't need them
If you have people and they don't perform, love them but find people who take
action that is effective
You need a lot of people to build a big team but you don't need any specific
person
You have to learn when it is time to quit working with someone who is not going
to do it
You can't motivate people who aren't working if they don't have the core desire
A desire that means they will do whatever it takes, for how long it takes, no
matter what it takes and they simply will never, ever quit
This is my case
Those of you who know me know this
I will do whatever it takes for as long as it takes and the one thing I won't
do is quit
I have a HUGE CORE DESIRE to make this work
Learn your core desires
Than learn theirs
Then show them that StemEnhance can take them to where they want to go
This is the platform upon which they can build their dreams
Find the need and fill it
You can tell people how to make money with our system even if you haven't made
it yet
You have the business, the opportunity, the products, the system, the team members,
the operation
You have it all
Find the need and fill it
The greatest need you will fill is that of people needing more money but the greatest thing i feel i offer people is HOPE
Use the products to help them make money
trying the products make great ways of giving information to people
Most businesses have an 80% failure rate
Franchises enjoy a 95% success rate
They have success because they have a system
You sign a document that tells you all about risk factors when you buy a franchise
Everything that could go wrong is outlined
And they also tell you that you have to do exactly what they tell you to do
And you pay them sometimes as much as a million dollars to be totally obedient
They want you to have success because they earn some percentage of your success
Just like in our business
We get over rides
Follow our system and you will make money
Get other people to follow it and you make even more
You are an independent distributor
So stay away from dependent distributors that do nothing
Anyone who says network marketing doesn't work is just ignorant of the facts
because there is just too much evidence to prove it does
The fact that you have people who have been in networking and never had it work
is irrelevant
Because someone has never made money in the stock market, does that mean the
stock market doesn't work
They just did it wrong
Same goes for real estate
You have to learn to do powerful prospecting and then teach the new people to
do powerful prospecting
What is powerful prospecting
It is finding the right people
Read again the invitation/evaluation system ( a link is at the end of this overview)
which
tells you how to rate the people BEFORE you talk to them
This system works
It is how I started my StemEnhance business
I did the things in that letter and now I am doing what is in these notes
Every day, day in and day out, I do something
Small, persistent, consistent actions
Nothing will get in my way
Nothing will stop me
I am on a mission
My core desire is strong enough to overcome any
challenges
All new people have no income
It doesn't mean the opportunity is not good
Use upline examples or side line examples
The ability to teach others to prospect will grow your business
When I need to show the business works I use my uplines example
he has made a great deal of money in this industry
so have I
SO WE KNOW THAT WHAT WE TEACH WORKS
What if I said come to my house and I will give you 5000 dollars but I won't
give you a map
Do you think you could get there
Well, StemEnhance has given us a map
In these pages there are more maps
Use them and you will get $5000
You can tell someone how to get someplace that you haven't been by showing them
a map, helping them calculate how long it will take and how much it will cost
Even if you haven't been there you can still show them the map
You can do the same in this business
Believe in the system
Believe in yourself
You are a deliverer of maps and choose carefully who you are going to give the
map to
What sports team wants a player resistant to playing the game
What person on a team wants a team mate who isn't committed to winning and giving
their all
If someone resists, leave them
Don't build a team of people who want to sit on the bench and watch
Don't be one of those people yourself
You don't have to be good at sales
You have to be good at identifying people's core desires
And then show them how your business, your opportunity and your products, with
your system, can give it to them
And tell them that you and your team mates and the company have the ability
to show them how and help them
And some people will follow you
And some of those are going to create the same thing in their businesses
Go hunt for the people and if you don't get good at hunting you might starve
in this business
And I will show you how to not starve
If I give you tools, then with the right attitude you will make money
There is no room for the wrong attitude, and no room for failure
In fact, failure is not an option
It is a numbers game
Make them work for you
You have to decide that what you want out of your business is real
Everything we have ever done in our life is a result of a decision we have made
To be a good doctor, or a good wife, or a baseball player you have to decide
to want this
Usually you decide what you want and then find some one to help you shorten
the learning curve
Decide now that you can make money in this business
Next decide you can help others make money in this business if they will decide
to follow your advice
If goal setting worked on it's own, a lot of people would be more successful
These are the correct principles to follow to make money
1.. follow this advice
2.. provide team members with info and tools
3.. show them how to teach this
4.. repeat these things over and over and over
use the products
get other people to do the same thing so that later they can do it without your help
and then they can teach others
teach them to be an independent distributor
they should get there in a few weeks
help them catch the vison by helping them identify their core desire and show
them how StemEnhance can get them there
and with confidence show them that you will be there with them
use your upline
and find the people there who have made money and do what they tell you to do
give people a list of what to do
the lists are in these notes that you can use
here is a StemEnhance list
learn to use the contact manager in one of our lead generation programs
make a list of people to contact for the business
use the invitation/evualuation system for how to do this
call them
set up a time to show them the business
3 way with some one with those people
repeat this process over and over
teach those who join you to do the same thing
you want to create income off of people who are using the product and building
their own organizations
learn to do this and you will make money in this industry
being a recruiting machine is not what will make you money
what makes money is having a TEAM of people that are master prospectors
build an organization of people who are building their organization
and using products
help others be super stars
having a group of people doesn't mean anything if the people aren't doing anything
I can show you how to swim but at some point I have to let go of you and you
have to swim on your own
Practice makes perfect if it's perfect practice
Practice the right thing
Prospect for the right kind of people
the ones that are hungry to make money
those are the kind of people that are going to build something
if you talk to a lot of people and if they are not interested
maybe
you are not saying something interesting to them
prospect, recruit and and get as many people as possible on autoship
and do these three things with all your heart
100% is a necessity
the mindset you MUST HAVE is that people need you
they need what you have
they need StemEnhance more than StemEnhance needs them
there is a big fear in people about lay offs
understand and believe that you are needed
help them address this fear and tell them to start preparing now
tell them it takes times, for most people, between six month to a year to build
a business
we work hard in the beginning and are underpaid for our work until the team
grows, than we are often very highly overpaid for what we do when the long term
residual kicks in
the great part about this is that everyone earns some money in the first few
months so most people want to stick it out because of our binary plan and other
factors
bill gates said there are 3 important things to be successful
1- being in the right place at the right time
2- having a vision of where home based businesses are going
3- taking massive and immediate action
there are millions needing us, you only need a few thousand
massive action to me means at least prospecting 5-10 people a day
doing mailings, calls, internet systems, etc
talking to lots of people
this is what almost all the big earners have done
by this I mean people that have earned 50,000 a month and more
most have sponsored a minimum of 40 people
all the big money came usually comes from 2-8 people
to build fast, become a great teacher
look for people who want to make more money and teach them about StemEnhance
massive and immediate action.. this is a key
you are looking for the person who is driven to improve some aspects of their
life
that have the burning desire you do to make more money
the mother who wants to be home with the kids
those that want to travel
and they want it so badly that when you come along with confidence and the right
attitude and can show them how you and StemEnhance can help them have what they want
they will be eager to not only join you but go to work
tell them to do what you say and call you every day to check in
when performance is measured than peformance improves
when performance is measured and reported back
the rate of improvement accelerates
evaluate performance, readjust and move forward
forget explaining comp plans
explain it like this
mary..if you can get 6-12 people who are motivated to make more money and do
the same thing as you
and I'll show you how to do that, then in 5-6 months you could be making over
$1000 a month based on our comp plan
does that sound appealing to you
paralysis by analysis
people that take massive analysis action usually do not build a business
this is not really massive action
you can drive a car with analyzing how it works
you can turn on a light without analyzing electricity
you can make money in this industry without analyzing in detail how everything
works
earn while you learn
the most important thing is to learn how to prospect with the right attitude
if you don't want to work,
you have to make enough money so you won't have to
in our business that means you have to teach other people how to make money
so you won't have to work too hard because you get an over ride on their success
that is what all corporations do
they make money on other people's efforts
expect your people to want to follow you
most distributors have the wrong attitude
they are scared people will reject them
they are needy
want them but don't need them
if they don't do the business then sell them the product
make them a customer
ask if they would like to start small and take the business for a test drive
if you interviewed someone for a 8-5 job and they told you they were only available
for some of the time, would you hire them
ask your self the same question about who you want to partner with
if they are not willing to work, do you want them?
Review the invitation process as to how to qualify prospects
The quality of your decisions is going to determine the quality of your team
In mlm people think if someone can breathe and fog a mirror we want them in
In no other business do you use an attitude like this to hire people
So treat this as a business and it will pay you like a business
Tell them what it takes
Outline the attitudes and work ethics of the people you want to work with
Use closing remarks
Mary, what do you want to do
Are you ready to start making money today
People sign with you not because you are good but because you are confident
The story doesn't change
Just how you tell it
Increase your success rate by increasing your ability to show people how they
can make the kind of money they can make
to get where they want to go with us
in StemEnhance
And don't get attached to the outcome
Be ready for them to sign up
Or get their info and you sign them up on the web if they can not do this
All prospectors had a pick axe
They didn't just dig anywhere
They looked for clues of what places might have gold
They then would dig for the gold
Dig into the hearts and minds of the prospects and see if a business builder
is there
Your pick axe is specific questions you ask to see if they have the desire to
change their lives and what they are willing to do in order to have this change
IMPORTANT
You do not have to be making a lot of money to do this
Neither do your new people
You all have back ups in the upline who are making money and who can help you
close if this is an issue
Use the company tools to explain the system
Then they know they can do the same
If you explain too much,
the prospect will think they can not learn all that
dialogue
So make it simple
It takes effort to build something
Don't get involved with people who don't like to make an effort
They must have enough passion and desire to get through the challenges and the
no's and other people's negativity
One man sponsored 70 people
Had 12 legs
2 people were 80% of his volume
he netted 300,000 a month
only 3 answers to your prospecting
yes, no or product use
go through over 75 -100 people to start
this is 100 full presentations
not 100 calls
to succeed, said Thomas Edison,
increase your rate of failure
plant enough seeds and you WILL get a crop
how long will it take
no one knows
but I do know this
plant your seeds on the pavement and you won't get a crop unless by accident
some fall off the pavement
look for people who want to build an income, change their situation, want more
out of life
keep reminding people of the WHY( the core desire) they originally shared with
you
decide today you are good enough to do this
you can and will help people to shorten their learning curve and point them
in the right direction
if you are confident you will not often be asked how much you are making
tell them a lot of people are making serious money in our business and express
confidence that you can help them do the same
you have upline making good money if you need them
never say how easy it is
never make false expectations
look for successful people
never assume that they are not open to earn more and learn more
one mailing of 1000 tapes or letters or postcards will not usually build a downline
1000 a month for a year will help you make headway
a 1% response rate will be around 10 people a month
that's 120 responses a year
that's enough to help you sign 10-12 of these people
and maybe 1-2 will really build
look at it this way
you invest 500 a month for a year
that's 6000
if you only make 1000 a month that's 12,000 a year
you have doubled your investment
we can help you get leads and help you with systems
the thing is you have to do it consistently
I recently tried 40 leads a month over the interent for $200 a month
The first two months I signed no one
The third month I signed two and have another in the pipeline
After one year I will know if this has been worthwhile or not
What I know for sure right now is that if I don't do it I will have no results
from there whatsoever
Wayne Gretsky, a famous hockey player, said
I MISSED EVERY SHOT I NEVER TOOK
There are ways you can talk to ten people a month for nothing
Refer to the letter again about inviting people
The important thing is to take action
And to continue to take action
Can someone build a big network that makes them a lot of income without doing
this
Sure, maybe they can
But this would be an exception and once again
DON'T BUILD YOUR BUSINESS BASED ON EXCEPTIONS
the number one product is money and what it will give to people
Our number one product is our opportunity to make money
What is the biggest need we will find and fill
Money
Two ways to do it
Slow or fast
Most people want fast
Then they build slow
Be part time but be professional
Develop your skills through determination
Lead don't push
How to find and sponsor business builders
You have to WANT to find them
Search for them, understand that's all you want is business builders
Lead with the business, not the products
Keep this strong mind set
If someone is not interested in the business
Then you sell the products
With certain people you can be really frank and tell them
I want you in this business so you can make a lot of money because if you make
a lot I make a lot
Talk to people about the business FIRST
be like an executive head hunter
make sure the people are worth your time and efforts
don't be afraid to be selective
they must have DESIRE
how do you find people
OPEN YOUR EYES
Go after the most qualified people you come into contact with
35 years or older
most of people who make money in our industry are between 35-60
there are exceptions but do not build your business on the what if's or maybe's
of exceptions
they almost always own a home
need money because of debts, children, stuck in the rat race, etc
look for people who want to change something in their lives
and they have a HUGE DESIRE to do so
people in the medical profession might love medicine but they might not love
the business of medicine
wall st journal quote
visions of wealth and prosperity are causing executives to flock in droves
to the network marketing industry
look for people who have a burning desire to make more money
their motive matters to them
what matters to you is that they have this burning desire
one good person can mean 10,000 a year
look at every list this way
a suggested dialogue when meeting someone
I am in the business of helping people create more income and I want to open
the (name the city) market
I am looking for five people who want to create 5-10,000 dollars a month additional
income and I see by the way you dress and the car you are driving (house you
live in) that you already think successful, and I would like to know if you
would be interested in talking with me about it
We are in a trillion dollar industry
Change your paradigm to one of successful thinking
Be confident in the opportunity and your ability to help people
The paradigm you should have is they need me, they want me
Look for people in management, sales, or in leadership position
You are in the business of helping people make money
You can earn while you learn
Ask people what they do for a living
They will most likely tell you what their job is
You can say
I am in the most incredible business that exists on this planet
I happen to be in the business of teaching people how to make money
I mentor 4-5 people at a time
(if
you are not confident to talk like this, then say my mentor instead of i )
All around the country
And I teach them how to create 5-10,000 dollars or more per month
In a reasonable time frame
Within 2-5 years, sometimes faster
And I'm looking for 4-5 people to mentor (in this area right now)
If you're interested, by the way, I would like to talk with you
We can schedule a time and I can explain to you what we do and how we do it
Then make an appointment
Or get their number
I can share with you the coaching plan, the mentoring plan, that we have that
will help you make that kind of money
Figure out how to start these conversations
I'm a head hunter
Here is a great phrase
I can help you make more money
Starting right now, part time, without leaving your current job
approach managers in stores
They almost always want more
Do not say I'm in the wellness industry to everyone
Say I am in the business of helping people make extra income from their home
Give them some samples, and some personalized flyers from the affiliate and
tools section of the web site
Have some with you all the time
GET THEIR NUMBER when you give them samples
To make six figures
Make ten people a presentation every week (or day)
Not just talk to them
Interview them and make a presentation
They must have the right attitude, excitement, commitment
Prospect wearing the right clothes
Look successful
They must experience you as confident and successful
If you lead with the products expecting the products to get them, this will
take much longer
It is o.k. but it is slower
Let the overall excitement get them
If they say, I want to try the product first, and if I like it then I can sell
it
People focused on just the product are usually not the type of person that will
make you as much money as those focused on the business but you still want to
honor them
some of these will go on to be builders
The secret to making money is finding
a need and filling it
And it is not your need that needs to be found
You can sell a product that you don't use
I don't use a pms product but I can sell one
A dr will prescribe medicine that he doesn't take and he will do so confidently
He uses the companies selling the product to give him substantial evidence
StemEnhance gives us evidence
( I can't see why anyone would not be using this product because it is
so wonderful, so this part does not really apply to most people )
When you buy a hamburger franchise they don't sell you on how they make the
hamburger, or how good it is
He will tell you about how much money you can make selling hamburgers
Even if you are a vegetarian you can make money selling hamburgers
You want them to sign up not because it will make money just for them but for
a thousand people under them
This is your paradigm
ABC ..always be closing..be asking for the money
You want them now so ask for them to act now
Don't be pushy, Be forthright, tell them the truth
I want 5 people who are going to see the vision of this and sign up on this
today and get going
Because I'm looking for 5 people right now
And I say 5.I don't care if it's 3 or 6 or 9
I'm looking for 5 people as soon as I can find them, in the next two weeks who
want to get me as their teacher, trainer, mentor
Ok, they say, what's the cost
$300 dollars, and most of that is in product. You are buying into a multi million
dollar business potential with $300. I love that this is within the grasp
of almost everyone
they also get a free website (which purchased separately costs over $100), and free hosting (another $100 plus a year cost) if they go on autoship
Again, most of the cost is for product which you can use, sell or give away
as samples, which is what I do
You will be paid back quickly if you take action by finding other people, such
as yourself, wanting to create extra income
Don't be scared to ask for the close
or get a team member to make the close
this way they won't think they have to make a close
they
will experience the team effort
on the phone ask if they can go on line while on the phone and walk them through
the sign up
How do you overcome objections
Be forthright
Is this a pyramid
Yes it is
Don't show pyramid on a dollar bill and say you get lots of these pyramids
When they ask
Is this one of those pyramid deals
You say.
Yes
it is
You can take any business except a sole proprietorship where there is only one
person driving the business, and it will look like a pyramid, just as we look
like one
The difference is my pyramid holds no bars for me
I can go as high as I want
There is no limit to how much I can earn in my pyramid
But the pyramid that the corporate world creates does have a limit
Just tell the truth
If they say
I don't have the money
So, do you want to make more money or not
Or if they say ..i don't have the time
You can say
Would you like to make more money so you can have more time
I don't have the skills
So, do you want to make more money or not
We can show you how to develop the skills
I'm too busy, too old, too young
So, do you want to create more income or not
Can you carve out 1-2 hours a week or not
Do you have the desire to earn more or not
I want to play tennis but I don't like the heat
Do you want to play or not
I want to swim but I don't like water
Do you want to swim or not
Present a strong image of what you can do for them
and then do what you want them to do
they will mirror you
if they are not interested, doesn't matter how good your image is, they won't
copy you anyway
I'm confident, lots of people don't follow me
Show, from day one how to build the business
Treat it as a business
Show them how to prospect
Tell them how
Offer 3 ways
Leaders create leaders, not followers
You can not get people to take action on a sustainable basis without a reason
You can help them identify their core desires and they will take action and
it won't be because of you but because of something they really want
You lead people where they want to go
Which is usually to make more money
Prospect, recruit, autoship
That is how you make money
Person holds up hands palm to palm with other person
One pushes..the other pushes back
It is built in, that when pushed, we push back
It is built in to us to resist being pushed, because God gave us free agency
We like to be independent
We do not like to be forced
Pushing creates negativity
Leadership creates relationships
You have to have a big enough reason to go through your comfort zone
I need 5 grand NOW
Well what if I gave you 5 grand to make 1000 calls
would you do it
plan on not having an easy time
plan on most calls being discouraging
the majority will be
if you are not succeeding at the rate you want, increase your rate of failure
the only way to get past the fear of failure is,
to know that what you have to do
is worth it
if you succeed
if you do this long enough, prospect, recruit and autoship, do it long enough
with the right attitude, you can not fail
might be slow but it will happen
lady making 120,000 a month
contacted and invited 260 people
maybe took her thousand or more to get these 260
32 signed up
12%
7 went to gross volume of 20,000 a month
5 got discouraged and quit
2 were left
so she did it again
got another 250 interested
30 plus sign ups
again 7 went to 20,000
these nine people (7 plus 2)
give her over 100,000 a month
90% of her income comes from just two people
so basically 2 out of over 500 is not a great statistic but in this case it
is a great result
look at it this way
2000 cold calls
you should be out of most of the no's in 30 seconds following these ideas
let's say one minute each
2000 minutes divided by 60 means a total of around 30 plus hours
30 hours of enduring no's from 75% of the calls, of people if you call most
of them in one year will still be in the same situation
can you endure 30 plus hours of this to talk longer with a few hundred at least
that should show some interest
where will your group be if you don't make these calls
I was talking to one of my distributors recently and he asked me about my check
It is about 5 times his check
I said that all this means is I am doing five times more
Because that it what it takes
I endure making thousands of calls because that is how I get results
There is no secret
There is just persistence, consistence in this persistence, and
A BURNING DESIRE TO MAKE THIS happen
This is my paradigm and attitude about this business
I have the same business you do
I have the same tools
I have the same products
I have the same conference calls from the company
I sell the same thing
And I work hard at it
And I am going to make it work
When you go into management instead of business building you are headed towards
the fall off of your business and a decline in your income..you must keep prospecting
in the beginning to build a strong foundation
You are a 5 star general looking for 1 and 2 star generals to build an army
You want majors, sergeants, colonels, lieutenants and other officers, etc who
will create an army of privates (customers) but you are not going to mange them
all
You want people with capability and commitment
Stop when they stop
Do not give time to people who don't give you time
When they stop calling you, stop calling them
Replace them with someone who will affect your income positively
You can not afford to give time to people who won't work
You don't continue to give your time, talent and energy
to
someone who isn't going to do it
Put some of these into a group and manage them all at once
Many people in your group might not call you but don't always run after them
If you haven't got the desire to keep going I can not really help you
I am near my phone almost all day every day to help you
I want to help you
I want to build your business WITH you and not FOR you
I want you to develop and be in touch with a burning desire to make this succeed
One year from now there will be a number of successful people in this group
The question to ask is
Will you be one of them
Look for Business people who look like they are sick and tired of not having
enough money
7 steps to success by j paul getty
1. you
must form your own business
2. you must have something that is consumable.
something people use up and want more of
3. everyone must have the same opportunity as you
4. put interest of others ahead of yourself
5. provide service that others seek out
6. offer to give back money if the person isn't satisfied
7. get involved with a business that can be duplicated
most people do not know how to grow income even when they have all of these
you have to make sure your business is duplicated
not important that it can be duplicated unless action is taken to make it happen
if not duplicated by your downline your income won't look like much
how do you get people to do the things necessary to make money
you want to prospect, recruit and put people on autoship
get others to build and this will create your depth
create excitement....excitement wanes when there are no results
discouragement happens, this is normal
if there is a real core desire you will get past the discouragement to get to
your desired end result
hair salon idea
owner signs up
sponsors all her staff
signs up those stylists who work the chairs under her
puts a $100 bill on every mirror with a little note that says "ASK ME"
so when the customer asks what this means. the lady says
we teach people how to make one of those every day or two on a part time basis
so if you are interested I'd love to tell you about it
if not interested then be quiet or just mention the products
don't always choose the easy way
stay focused on the things that make money
and the best of these
is recruiting business partners
then teach them to go on autoship and then to recruit
there are two ways to make money
offer services
offer products
there are only two ways to make a lot of money
have money working for you (i.e., stocks, etc)
have people working for you
there are exceptions
again
don't
build a business based on exceptions
when you buy a franchise you buy a job because you have to look after it
you don't lose ability.. you just stop trying
if you have sponsored one you can sponsor two
just don't give up
bring them on board for the right reason
to make money
don't bring them on as a customer and expect them to build a business
every one should have on-hand
tools and a sample
that show off StemEnhance
have them with you at all times
make sure you give some out on a steady basis
don't go home till you have done it
make a commitment EVERY DAY to do something
do it over and over and over
don't hunt bear with a bb gun
the ammunition you need is great tools
a great story
something to give someone that will get them excited
work all your levels
talk to your second, third levels
know your people
talk to them
relate to them
be for them what you need to be so they can make money
tell them
I have a desire and an ability to help you learn how to make some money
And I have a very selfish motive for doing that
The more you make, the more I make
And so I am offering that to you
Would you like some help to earn some extra money
Tell them what to do
Here are some ideas in addition to the steps outlined above
These are the things you have to do to make money in this industry
These are very generic
You might have to tailor them to fit your situation
This template fits all opportunities in this business
Step one
INVITE 5 prospects a day to listen to a full presentation on the business
A presentation where they will get enough information to make an informed decision
A five minute discussion is not a presentation
Don't talk at them
INVITE them
The people that make money do this
Invite 5 to listen to a FULL presentation every day
Do this on a steady business
Invite this many and you will get some to listen
Step 2
Make 2-3 full presentations a week
Step 3
Help prospects find core desires
Step 4
Weekly attend meetings or conference calls and have 3 ways with upline
Step 5
Take or get prospects to those meetings or 3 ways
Step 6
Report to me or your upline or someone every day
You want people independent of you and
not dependent on you
set the example of what you want others to do
a leader gets paid more than managers
ask team mates
how
much info did you put out today and this week
don't brag if you do more but put out in a positive way
show them your results in an inspiring way
use postive examples that edify others
you want independent distributors
not dependent non distributors
build a successful distribution system that will cause lots of product to be
sold
on which you get an over ride
this is your selfish motive and be sure to keep
repeating this several times to people
this is what they must do
that which we persist in doing becomes easier to do
not that the nature of the thing has changed
but that our ability to do has increased
the ability that makes us money is in prospecting, recruiting and getting people
on autoship
do that with all your heart and you will make money if you can get others to
do the same thing with all their heart
and the way to do this is to inspire within them that you have the ability,
with your team and your company, to help them get where they already want to
get and to get to their core desire
these are all connected
can't do one without affecting the other either positively or negatively
and so never ever give up on the prospecting
sometimes you will feel like quitting
Michael Jordan was cut from his high school football team
Henry Ford went bankrupt twice in his first 3 years in the automotive industry
Einstein met with resistance
The man who started federal express was told his idea would never work
But NO ONE could stop their core desire.
NO
ONE
The only one that can stop that is YOU
Not making prospecting calls
has always been
the single greatest reason people fail at network marketing.
It's the hardest part of the business -
and yet it's the single greatest activity
that we MUST do if we are serious about building a
successful organization.
The best way to overcome the challenge of making
calls altogether is to decide to make that first
difficult call...NO MATTER WHAT. That is the only
commitment. It is the only agreement you have to
make with yourself to make this work.
Here's why that is so important:
You will find that most of the time the first call
was not as difficult as you imagined and that alone
may inspire you to make another one. If you do, you
will discover that the second call will be even
easier.
If you get discouraged and want to stop, no problem,
you always have that as an option. But, you must
always make that one single call every day and THEN
decide if you're going to continue making calls that
day or not.
The problem we have as independent businesspeople is
that we have too much flexibility in choosing our work
schedules and, therefore, have a tendency to avoid doing
the things that are a little uncomfortable.
The network marketer who sets a routine for making
prospecting calls and sticks with it is absolutely
guaranteed to eventually succeed. (A network marketing
accountability coach can be invaluable here.)
Momentum
In the beginning of a prospecting call program, it
will take you ten units of effort to achieve one unit
of results. As you continue to make calls and build
momentum, it will only take you one unit of effort to
achieve ten units of results.
Said another way - the more you do it, the easier it
gets and the better the results.
Starting your day making prospecting calls will also
"create busy." What I mean by that is that things will
begin to happen; Prospects will be returning your calls;
You will be making appointments, doing three-way calls,
sending prospects to your website, etc., etc. It
jumpstarts the whole day and makes the rest of the day
active, productive and a lot more interesting.
The engine that drives a successful network marketing
business is prospecting. There's really no way to get
around that fact. It's the highest income producing
activity you can do. If you're not willing to do it,
forget about getting rich.
Oh yeah, a few folks have gotten lucky and recruited a
couple of people who made them rich. But that was like
winning the lottery. For the rest of us, we're stuck
with grinding out a large and profitable organization
by making prospecting calls over and over.
So, if we HAVE to prospect to build a successful
business, we might as well get good at it. Right?
An important part of any good prospecting system is to
know exactly what you are going to say when to your
prospect.
You need a script.
Go to the most successful network marketers in your
organization and find out what they say when prospecting.
Successful leaders usually have a script and/or a formula
for making effective calls. (You will easily recognize
the power of this script when you hear it because you
will see how bad your "winging it" script sounds in
comparison.)
There is no such thing as a bad prospecting call. Every
call has monetary value in the long run. You can prove
this by crunching your numbers.
Insurance companies can tell you how many people are going
to die next year. They can tell you how many will be men and
how many will be women. They can even tell you what they will
die of. There is only one thing they cannot tell you - WHO is
going to die. They base their premiums and their profits on
these numbers...and you too can benefit from knowing your
own numbers.
You need to have a chart system for keeping perfect track
of your calling activity. When you make a call, you make a
mark. When you make contact with a prospect, you make a
mark. When you get an appointment, you make a mark. And
when you make a sale or get an enrollment, you make a mark.
Keeping track of your prospecting efforts will allow you
to look at your daily, weekly and monthly numbers, see
what's working and what's not and make adjustments.
A simple tracking system is the health chart of your
business. It will allow you to calculate the long-range
monetary value of a single prospecting call...whether
that person says yes to your proposal or not.
That's the professional way to build a successful
network marketing business.
Do you remember the joke about the guy who stood on a
busy street corner and every time a pretty girl walked by
he would ask her for sex? One fellow observing this went up
to the guy and asked if he didn't get a lot of slaps asking
a question like that. The guy responded with, "Yeah, but I
get a lot of sex too."
That's the image most people have about prospecting...you
have to get lots of slaps before you can achieve success.
That's not true...IF you know what you're doing.
We fear the unknown. We assume that because WE don't like to
receive prospecting calls ourselves, everybody will reject us.
Again, not true.
Most people are relatively nice to network marketers when they
call, even if they are not interested in their offer. This, of
course, is provided that the person making the call gets right
to the point and doesn't try to shove something down the
prospect's throat
Rejection is almost never as often or as bad as people imagine.
If you don't already know this, you probably are not calling
the right people or using the right scripts.
One of the really neat things about making prospecting calls is
that you don't have to do it forever. You can eventually hire
someone to do it for you.
Yes, you really can.
There are many talented people who would love to work out of
their homes making appointments for you. You can pay these
people a fraction of what your time is worth and they will keep
you busy doing the highest income producing activity of all...
giving qualified presentations.
However, here's the caveat: Before you can teach someone to set
appointments for you, you must first know how to do it yourself.
You cannot expect someone else to do something reasonably well
that you can't do extremely well.
Take the time and learn to be a prospecting machine, then
teach someone else to do it for you. I believe it's the network
marketing prospecting system of the future.
Finally, suppose you were blindfolded and taken to a foreign
country and left there with no money, no credit cards and no
knowledge of the language, could you survive? Of course you
could if you knew how to SELL and would be willing to prospect.
You could persuade someone to translate your presentation and
make the calls for you. By the evening of your first day in the
strange land, you would have money in your pocket and have a
comfortable place to sleep. No problem.
Can you do that with any other business?
Knowing how to sell and how to make prospecting calls is the
greatest business asset you can have whether you're in network
marketing or not. If you do not have the success in your
network marketing business that you really want, learning how
to make prospecting calls and actually making them will take
you and keep you at the top level of your company.
There are two questions your prospects will be
asking themselves (silently) all throughout your
business presentation:
1. 'Will I be comfortable working this business?'
2. 'How much is it going to cost me?'
If your prospect is thinking about these two
issues, he or she will not be listening to the
wonderful benefits you have to offer. And not
listening to your presentation will kill it.
So, what do you do?
Make sure you cover these two issues before
giving your presentation. Better yet, answer
these two questions right in the prospecting call.
It could sound something like this:
'Ms. Prospect, if you are accepted into my
program and become one of my business partners,
while you're in training I will make prospecting
calls with you and do the first three or four
presentations for you. Would you like me to do
that for you?
And, as with any new business, you have start up
costs. With my company, that would be $______.
If everything else is acceptable to you, does $______
fit within your budget?'
If your prospect doesn't balk, you can breathe a
sigh of relief because from here on, you have
your prospect's undivided attention.
I feel that with StemEnhance you should have one main objective when doing cold market,
and that is to find people to introduce to a 3 way with your upline....the way
you train people is to prospect them properly...you want to get them interested,
get them to look at the flash ...and then 3 way them into someone...because
when they are closed by your upline you can now say....tom, do you think you
can do what i just did...simply ask people to look at a flash presentation
and then talk to someone in the upline...this way they realize they can get
started right away..... the more you
talk, the harder you make the duplication process...
To learn more about how to approach warm market
To return and continue to read an extensive overview of StemEnhance
Many
Blessings
Tony
www.tonykent.com
Tel 415 258 9920
Create a meaningful living from your home
while bringing wellness to people
small investment...great return
