BASIC 5
1. Developing Attitude and Knowledge
2. Goals and Goal Statement
3. Retailing
4. Prospecting, Recruiting & Sponsoring
5. Follow-Up & ABC Pattern of Building
MMAC
BASIC 5
• Fundamentals of the Business
• System/Synergy
• If Something Missing Others can’t Make up Slack
• Weak Link
It ALL comes down to BASIC 5
AND putting it into ACTION!!
POSTURE
• Posture is key
• Develop iron-clad/rock-solid posture
• Gut level understanding
• Own not Rent or Borrow
• Confidence is the Antidote to Fear-smell fear
• Objective Mind
POSTURE
• Enthusiasm vs. Belief
• Belief like Gravity pulls Enthusiasm down until Congruent
• My goal is to get your Belief Up
• Knowledge leads to attitude, attitude leads to posture
• Point of knowledge is not education BUT ACTION
BELIEF VS. CONVICTION
IF YOU KNEW WHAT YOU BELIEVED
5 POSTURE POINTS
1. Pain of your Prospect’s Current Situation
2. Prospect’s Other Options…or Lack Thereof
3. Current Economic Situation
4. UnFranchise and Its Benefits
5. Coaching/Mentoring You and Team Will Provide
(Your Value)
1. PAIN OF PROSPECT’S
CURRENT SITUATION
• 45 Year Plan- DO YOU BELIEVE IT??!!
Not a Snapshot /Motion Picture & All In
• 1 Dream Per Business
• Work for somebody else, cannot pay what you are worth
• Quiet desperation, hate jobs-comfortably miserable
• Life’s out of balance
PAIN OF PROSPECT’S
CURRENT SITUATION
• Trying to win rat race only to discover living like rats
• Living paycheck to paycheck
• No Security- 3 paychecks away from homeless
• Spend all they make, always strapped for $
• Worried and wishing for things to get better
• Economics of Twenty-First Century
Worst Decade Ever:
Time Magazine Names 21st Century's First Decade Worst Ever
I’m depressed how about YOU?
• Salaried
• Professionals
• Self-Employed
• Hourly
• Business Owner- Franchise, Mom and Pop, Start-Up
Get in their LIVES NOT THEIR FACES
OBJECTIVE VS. SUBJECTIVE
5 Questions to ask re Prospect’s
Current Job or Career
1. Projected Growth over next 5 years- what will it look like,
running up down escalator?
2. Chances of rising to the top?
3. Does your job offer chance to earn ongoing income?
4. Can you work whenever, where ever, with whomever?
5. What % of population needs your product or service?
2. PROSPECT’S OTHER OPTIONS
• 2nd/3rd Job- More of the Problem
• More Education
• Business – 95% of all non franchises fail in 3-5 yrs, higher in
some instances. If works, work for employees and Uncle Sam
• Franchise- Price tag too High; Internet- Smart $ to Dumb $
• Lottery/ Sweepstakes
• Inheritance
Do you see the incredible value you can bring to people’s lives!
IF YOU ARE BEGGING…
You are dealing from a position of weakness
180 degrees Opposite of what it should be
ONLY THING WRONG IS YOUR MINDSET…NOTHING ELSE
3. ECONOMIC CONDITIONS
• more than 200 million jobs permanently eliminated
• Billion dollar industries disappear overnighttypewriters, vinyl records, CD players; others profoundly changed
• With every new innovation, jobs are lost for 2 reasons:
1. Skills outdated
2. fewer people needed to produce same output
3. 5,000,000 jobs year permanently eliminated due
to technology from ’01-’05
• Outsourcing, no industry is immune
Lawyers - India / Doctors - Wal-Mart
• Credit Crisis/Stock Market/Housing Market
• Pensions… what pensions…?
4. UNFRANCHISE AND ITS BENEFITS
• We have no competition- nobody does what we do
• We have eliminated the risk, investment, education &
experience to make 6-figure residual income
• We have ALL the tools to earn a 6-figure ongoing income
• Off-loaded 90% of non-BV time to Corporate or NMTSS
• Leverage strengths most powerful marketing trends to date
• Changing economic landscape
ONLY INTERNET FRANCHISE
Market America.com
What is it? What are we? What do we do?
Market America is a Product Brokerage &
Internet Marketing Company that specializes in
One-to-One Marketing
A perfected, standardized, and uniform system
that combines many marketing systems to
facilitate the duplication of independent business
success
A Franchise vs. The UnFranchise®
We make a more powerful system
than franchising available to more
people at the grass roots level by
eliminating
PROHIBITIVE ENTRY COSTS
$129.95 to $2500
vs.
$117,000 to $500,000
What Makes
Market America Different?
• Product Brokerage
• Internet Marketing Support
• Training & Support System
• One-to-One Marketing
1
Product Brokerage
• Over 2,500 exclusive ma-brands and products
• Mall Without Walls™
• Multibillion-dollar markets
• Market driven
2
Internet Marketing Support
• Web Portal — Ultimate Online Destination
• Comparative shopping
• E-commerce drives traffic to your site
• Thousands of Partner Stores
• Get paid to shop (
program)
• Entertainment portal
• Social networking
3
Training & Support System
• Minimal start-up costs
• NMTSS (National Meeting, Training and
Seminar System)
• Areas of interest (e.g., Health & Nutrition,
Cosmetics, Personal Care)
• Marketing tools and events
• Most lucrative and realistic compensation plan
ever created
• International visibility, publicity and exposure
4
One-to-One Marketing
• People power with global exposure
• Personal relationships with customers
• Identifies hottest markets and trends
• High-tech, high-touch
• Match people to products and products
to people
Components That Drive Your Success
Product Brokerage
Internet Marketing
& Support
Training &
Support
One-to-One Marketing
THROUGH POWERFUL SYNERGY, OUR PROVEN SYSTEM
GENERATES TRAFFIC, LEADS AND SALES FOR YOUR BUSINESS
— RESULTING IN A STREAM OF ONGOING INCOME.
Horizontal Marketing
Horizontal Marketing is an organizational structure that
most businesses use. With a horizontal structure, an
economic incentive to help others succeed does not exist.
Examples of Horizontal Marketing:
• Real Estate Agencies (e.g., Century 21®)
• Insurance Companies (e.g., All State®)
• Chain Stores (e.g., Ace Hardware®)
• Franchises (e.g., McDonalds®)
• MLM/Network Marketing or Direct Sales (e.g., Avon®)
Horizontal Marketing Organizational Structure
Insurance Company
Franchise Corporation
Regional Sales Manager
Agents/Brokers
Master Franchisers
District Sales Manager
Sales Representative
Local Franchise
Local Sales Territory
ALL IN COMPETITION
Disadvantages of Horizontal Marketing
• Additional locations multiply costs
• Creates competition
• Territorial restrictions
• Time/resources spread too thin
• No cooperation/collaboration
• MLM — system to duplicate
horizontal marketing
ALL IN COMPETITION
Vertical Marketing
Vertical Marketing is an organizational structure that
provides an environment in which there is an economic
synergy between the people participating throughout
the entire enterprise.
Vertical
Marketing
Organizational
Structure
Advantages of Vertical Marketing
• The UnFranchise® System eliminates the pitfalls
of horizontal marketing
• Compounding efforts
• Encourages teamwork/support
• No territorial restrictions
• When one succeeds, everyone benefits
• Minimal costs to expand
• Leverages duplication and standardization
• Everyone receives 100 percent credit for sales
and volume generated
• Maximizes the probability of individual success
• Synergistic
• Gain from other’s work, volume and sales
Temporary Income
VS.
Residual Income
You trade time for dollars
You leverage your time
Money grows linearly
Money grows exponentially
Income stops, if you’re
disabled
Income continues
indefinitely
You’re not creating true
wealth
You’re creating true wealth
Time is not your own
Total time freedom
You’re just getting by
You’re getting ahead
When work stops, income
stops
Income keeps coming in
(only BETTER!)
• Spend $ or Make $ (Holla were #66/13/4!)
• Trend
• Future
Wal-Mart is attempting to customize its stores!
ARE WE CRAZY OR ARE THEY?
1. Do you have multiple streams of income?
2. Do you get paid multiple times for every hour you work?
3. Is your hourly earning potential unlimited?
4. Does your income flow 24/7 with or without you?
5. Do you own or control your stream of income?
6. Will your income continue to flow for your children after you pass?
7. Can you give yourself a raise anytime you want?
8. If your main stream of income dries up, could you survive for a year?
THE REALLY COOL THING IS… with the UnFRANCHISE
THESE ARE TRUE!!!
CRAZY IS TO WORK AT VARIOUS
JOBS FOR PEANUTS FOR 45 PLUS
YEARS AND DIE BROKE
SMART IS TO WORK HARD FOR A COUPLE
OF YEARS AND RETIRE WITH MULTIPLE
STREAMS OF ONGOING INCOME
BUILD AN ASSET/CREATE WEALTH
5.YOUR VALUE
Be a leader
9 key qualities/be the person you want to partner with
1. Use all of your products, communist
2. Develop a retail base
•Breakeven
•Instant gratification
•Support team with volume
•Regenerated volume
•Organizational retention 10 customers =stable partner
•Builds belief
•Builds success story
•Creates prospects
3. Conduct regular interview/overviews and presentations
4. Attend everything: TEST- WOULD YOU miss for your job?
5. Spend daily self-development time. Your business will grow
Only as fast as you grow. In order to develop others you
first must develop yourself. Continual self-improvement
BUILD LEADERS NOT LEGS! Starts with you
6. Be Teachable and Coachable…the word “but”
7. Be Accountable- to yourself, your team, your dream
8. Edify the organization
9. Follow the System-duplication, teach her to teach him to teach
LEVERAGE
• Yourself- B5/ UFO
• Time- Go with Go Nows, Support the Stables, Wait for
the Waiting. Set requirements
• Others-Strength of entire team
• Responsibility-no baby sitting, delegate, expectations
Be a PROFESSIONAL- 4 D’s
Delayed gratification-put off short-term gain for long term
Determined – “decide” cut off all options
Dedicated
Disciplined- say “no” to a bigger “yes”
COMMITMENT IS DIRECTLY RELATED TO SUCCESS
KEY POSTURE PHRASES
“ I can’t promise you anything”
“ If you are really serious”
“Shot in the dark”
“A smart person like you gets all the information before
making a decision”
“Please tell me why I should work with you”
“You can’t spend any money or sign anything”
“You’d agree with that, wouldn’t you?”
“Do you think the internet is here to stay?”
“Why would you want to create additional income?”
And If they ask “How much money are you making - did you
make?
YOU SAY “ I don’t know, I haven’t finished collecting it yet!”
“After ____ months in business, I am in the black which is
amazing when all other business take 3-5 yrs to go black; at the
rate growing will be making ($) by ( date)”
If they say “not interested” you say “whoa no where near ready to
make that kind of decision”
Final Points:
• Build Posture with your calendar
• Do not judge your success by somebody else’s,
they plugged their achievements into the System
• Can only take advantage of Unfranchise if they see
if they don’t see it, does not mean not there- Eye Chart
• Tipping Factor, same daily action makes NOT just
a Big Difference, ALL the difference
Brie
2. GOALS AND GOAL STATEMENTS
THE POWER OF YOUR WHY
• GOALS- Mall or Home
• Want vs. Value
• Priceless not a Price tag
• Make it a “Be” Goal not a “Have” Goal- Weber/J.R.
WHAT ARE YOU WILLING TO STAND UP FOR?
WHAT WON’T YOU TURN YOU BACK ON?
WHAT WILL YOU INCONVENIENCE YOURSELF FOR?
WHAT WILL YOU NOT TURN BACK ON?
WHY???!!!
• What Keeps you up at Night
• Red Light
Strength of Commitment
• Directly Related to 2 things:
1. Goals
2. What’s at Risk if Don’t Achieve
• Without Goals in Which Fully Invested, no
Commitment
• Without Something at Risk - Turn Back
• Hear “No” or Say “No”…?!
JOURNAL
• What you don’t like
• What you want-present tense-read 2 x
• LAST THING!
LIVE LIKE A WEASEL
3. RETAILING
• 10-15 PC and GO DEEP
• Referrals
1. Home Shopping List and Product Catalogue
2. Nutri-Physical
3. Product Preview/Portal Tour
4. Health Seminar- 60 minutes, 10% discount, why, testimonials
5. OPC-3 Survey
IBV - It’s Magic $2,100 turns into $3,600!
Portal
/ REFERAL FEE
Internet Shopping List
PSYCHOLOGICAL IMPORTANCE
• If Prospect Knew Could Develop 10-15 with
Ease…
• To show how to, must first do
WHAT AND THE HOW
How Do We Retail Products?
Develop a Customer List:
•List everyone you come in contact with and good
background information
(friends, relatives, acquaintances, business associates,
etc.)
•List everyone you buy products and services from
(Pampered Chef, Tupperware, Mary Kay…include
friends from other direct sales companies.)
Match Products to People
•
•
•
•
•
•
•
•
Are they into fitness and athletics?
Are they health conscious?
Are they concerned about personal appearance?
Do they need to lose weight?
Does their line of work require skin protection?
Do they have pets?
Do they have aches and pains?
Do they need more energy?
PROBE
• Ask questions, listen to answers.
• Help the prospect discover what they want.
• Example: Do you currently take vitamins?
• What results have you seen?
• If you could drink your vitamins, get better
absorption and see results, would that interest you?
• When you run out, will you try mine for 60-90 days?
If I had a product that could fix that, would you be
interested?
POST SALE ACTIVITIES
• Register as a Preferred Customer
• Establish a Follow Up System
 Day 1 - To thank for patronage and inquire about
whether they had begun to use
 Day 3 – To be sure product is being used properly
 Day 7 – Share testimonial
 Day 14 – Share testimonial and offer complimentary
products
 Day 21 – Take reorder and get referrals
Base 10, Seven Strong
The key
to the growth and stability
of your organization!
COOPERATIVE LEVERAGE
UNDERSTAND & EXPLAIN
Base 10, Seven Strong
Base 10 is based on each distributor purchasing a
minimum of 400 BV a month.
• 100 BV – Personal Use
• 300 BV – Retail Sales to 10 Preferred Customers, each
purchasing a Minimum of 30 BV a Month
Establishing a Foundation ‘Base 10’
Personally purchase and use > 100 BV
in product – monthly - after one month.
YOU
100 PBV
Complete the Home Shopping List!
Establishing a Foundation ‘Base 10’
Activate by personally sponsoring one qualified
distributor in your left and right organization.
Each distributor implementing ‘Base 10’.
Establishing a Foundation ‘Base 10’
Establish a repeat customer base of ≥
10 purchasing ≥ 30 BV monthly.
C = customers purchasing > 30 BV
worth of product/month.
Establishing a Foundation ‘Base 10’
Earn > $300/Monthly - After Six Months
1200BV
1200 BV
‘Base 10’ - Seven Strong
$90,000 Asset
Establishing a Foundation ‘Base 10’
Earn > $600/Monthly - After Eight Months
2400 BV
1200 BV
2400 BV
1200 BV
$300
$300
$180,000 ASSET
Establishing a Foundation ‘Base 10’
Earn > $1500/Monthly - After Twelve Months
5000 BV
3600 BV
2400 BV
1200 BV
5000 BV
3600 BV
2400 BV
1200 BV
$600
$300
$600
$300
$300
$450,000 ASSET
$300
Establishing a Foundation ‘Base 10’
Earn > $2100/Weekly - After Twenty Four Months
5000 BV
3600 BV
2400 BV
1200 BV
5000 BV
3600 BV
2400 BV
1200 BV
$1500
$1500
$600
$300
3
3 3
$300 $300
3
3 3
$600
$600
$300
3
3
$300
3
3 3
$300
3
$300
3
3
$300
3
3 3
$300
3
$600
$300
3
3
$300
3
3 3
$300 $300
3
3
$300
3 3
$300
3 3 3
$300
3
3
4. Prospecting, Recruiting & Sponsoring
• Prospecting Pipeline 10-15 in process at ALL times
• Oh…. and by the way… it is a process / Stone …Bucket or Drops
• Same thing to different people not different thing to same people
• Confidence and competence must be as congruent as possible
• Get good by DOING, give yourself permission to be bad
• Don’t worry about doing things right, just do the right things
• Used to think my job was to sponsor people no longer so foolish
• Think in entrepreneurial time not bureaucratic time
Earn the no’s & leverage the yes’s- all yes’s are not created equal
Profile for success- already successful, managers, professionals
EXPOSE/INVOLVE/UPGRADE
Prospecting- art of asking questions to see if they qualify
Recruiting- taking prospect through the process
Sponsor- Take responsibility to teach and coach
Tools of the Trade
• Credibility-Enhancing Tools
Annual Report; www.tpp.com; SFH; HL; Portal
•
Case-Building Tools
Make you Move; Wake-Up; Changing Face of Business
•
Interview/Overview & Showing the Plan Tools
GSG, Flip Chart, Portal; DVD
“JOB”
• Most of you think your “Job” is to get
Prospect to say “yes”, yes to….
• NOT!
• Hook-Up WHY-Interview/Overview
•
Carrot and Stick
Process
1. Names- 60 –100 /Bring to sign-up
Written & Complete
Add Daily-3 ft rule-Portal Tour
Be fearless, smile, hi, connect, get info, use immediate environment
Compliment Them- You would be great in my business,
you could make a lot of $ in my business, have you ever thought
of owning your own business, this is a shot in the dark, you’re
the type of person I am looking for, what do you do, I bet you
love it, from what I understand people in (their job) are overpaid
“STEAM” List for Top 10- Bios- Hot Button
Master Art of Asking Questions
Don’t put words in their mouth, ask question let them answer, ask
question … Do you like your job? No! I bet you have long hours
and low pay. Let them say that!
PORTAL TOUR
INTRODUCTION
This is my Portal; I own this; franchised thru
MA.com
13th largest website in world in terms of sales
4th largest number of products
35 million products and growing
only 2 other websites aggregate multi brand
products- that means choices, convenience and
savings for you !
So obviously lots of people using it and it keeps
getting better and bigger- because this happened
before our Cash Back Program
PORTAL TOUR
CLOSE
I own this portal so I obviously get paid differently
than you- don’t get me wrong I get the 2% plus
cash back and .5 % referral, but I also make
money a couple of other ways. Like all successful
business I’m in the expansion mode so if you
know anybody who is (ambitious, looking to make
money on the internet - describe who you want )
please let me know. I’ll interview them to see if
they qualify and if you lead me to 2 winners we
may be able to come to an agreement around a
business arrangement. So does anybody come to
mind that fits that description?
Portal Tour
• NOTE: it is important that you confirm they are
doing and seeing what you are asking… so give
directions. For example- “Go to Sign In Icon
which is at the top right hand corner of page. Are
you there?” “You should be on the Home Page,
what are you seeing?”
• This will take about 30 minutes; it can be done
more quickly the more you do and if prospect
computer savvy. Send them the link to site by
email shortly before call and have them log on.
Confirm they are on home page- have them
acknowledge the customer manager name.
1. INTRODUCTION (HOME PAGE)
This is my Portal; I own this; franchised thru
MA.com
13th largest website in world in terms of sales
4th largest number of products
35 million products and growing
only 2 other websites aggregate multi brand
products- that means choices, convenience and
savings for you !
So obviously lots of people using it and it keeps
getting better and bigger- because this happened
before our Cash Back Program
2. MA CASH BACK (HOME PAGE)
Review Concept
2% plus CASH back on your purchases (w. Cash
Back Icon) and .5% of everybody you refer (email
template/can be changed)
Make Following Points
More Partners
More 2%
More, more than 2%
Unlimited number of referrals- how cool is that?!
Do you know people who shop on the internet?
Great! Help them, help yourself
Cash Back amt will grow as the Site grows
Other Cash Back sites are cookied to not show sale prices;
Cannot use coupons, no referral pd, limit amt of cash pd
Demonstrate (Print the Subsequent Registration Pages So
you can see what they are Seeing)
Click- sign up- tell them where it is
HAVE THEM REGISTER
After initial registration- Sign in with email address (tell them
where it is)
Have them type your name in referral box and tell them this is
where their referrals would type in their email address
Review - Your account
Shows History
Not real time- shows up the Wed of the week following in
“Pending”
MA products- real time
Invite Friends – have them email to themselves
3. TOOL BAR-LEFT TO RIGHT ACROSS TOP
OF PAGE (HOME PAGE)
Review
Gift Cards & Certificates
Shop Partners- make point they are going to
THAT site- same prices, products etc.
Hot Deals
MA Travel
4. SET PERSONAL LINKS - ½ down left hand
North/South tool bar (HOME PAGE)
5. SET AS HOME PAGE- Explain benefits
(HOME PAGE)
6. SHOP ALL DEPARTMENTS (HOME PAGE)
Use Apparel as an example
Show 4 categories
Explain benefits
7. SEARCH BAR (HOME PAGE)
Store or Product
Can break down search- Amazon DOES NOT
COMPARISON SHOPPING
8 .REVIEW MARKET AMERICA LABEL PRODUCTS USING
BRAND LOGOS (HOME PAGE FEATURED BRANDS)
Categories/Ask what they currently use
Recommend product based on what they say
9. INTERNET PARTNERS USING
ICONS- just another way to find (HOME
PAGE FEATURED PARTNERS)
10. REVIEW OTHER FEATURES
(HOME PAGE)
Nutriphysical
Shopping Cart
CLOSING STATEMENT
Process
2. Answer to “What is it?/What do you do?”
Make it have room for them- “are you interested”
What is it?
The UnFranchise (MA.com), have you heard of it?
Hybrid between/ combination of, franchising,
internet marketing Cross between QVC and Amazon.com
13th largest and fastest growing portal on the internet
ONLY internet franchise
What do you do?
I teach people how to open and run a business called an UnFranchise.
Have you heard of it? It is a hybrid of…. We represent thousands of
exclusive products and 45 million nationally known products. I specialize
in _______ and expansion. “I teach people how to _______
I franchise the fastest growing portal on the internet
2 Minute Commercial
• Your Why- “and then I found the
UnFranchise”
• Objective -Eliminate Objections- time, $,
MLM, prior experience and get them to ask
questions
3. Approach- RECRUITING/TAKE THEM THRU PROCESS
1-3 Product (referrals; there is a business plan behind this product)
PORTAL TOURS!
4-6 Junior Partner
Evaluation in the beginning – Evaluate, need opinion, might
know right people, mutually profitable, get them to Sr. PartnerEdify
Referral- WHO DO YOU KNOW WHO/ I am getting ready to
expand my business who do you know who is looking to “WHY”
Tell them who you want- go getter, looking for additional $, retire
early, owns business, communication skills
FIRST NAME THAT COMES TO MIND
7-10 Senior Partner
Direct- ASK QUALIFYING QUESTIONS!
• “If I could show you a way… would you take advantage of it”
• “When we spoke the other day, you said you were concerned
about… is that true”
• “If I could show you a way that you could stop worrying
about…”
• “ Do you keep your money making options open?”
• “Have you ever thought about owning your own business”
• “I own an UnFranchise, have you ever heard of it? It’s designed to
create wealth, have you ever thought of creating wealth for you and
your family?
4. Make the appointment
Call- appointment not 64 questions or Plan /Tie down-”is there any
reason you wouldn’t consider this to be a confirmed solid appointment?”
5. First Look
Always -Interview/Overview- Their “Why” No other option/ GAME
ON
Posture- Can’t promise you anything, may not qualify, looking for
ambitious people, may not be for you, built for busy people, schedule
full lots of people looking, possible business venture, interviewing 10
selecting 2, why should I consider you?
Sometimes-Plan/Comparison
Close on their Why
Schedule next Step AND Pre-schedule FU- “their appointment”
SFH, Make Your Move CD, A.R.- Sustain Interest, Peak Curiosity
6. In-home Business Briefing/ First Look
Meet with top 10 first
Top 10 plus guests
20 people confirmed, you do the confirming
Make Product Available for sale
Use Evaluation Approach
Use transition phrases- the next step is, now we need to
Book into 2L AND SCHEDULE FU (48-72 hrs)
7.
2nd LOOK
Edify the people in the room, connect to their Why
Intro to people with same why, they will relate to
Is FU to answer ?s or Register Business
Never use buzz phrases, spill guts, tell then you are excited, etc.
Follow-Up/Closing Questions
1. What did you like about what you saw?
2. Tell me more about that? (let them sell themselves)
3. At you current job, how long will it take you to be able to
(take care of WHY)?
4. When do you see yourself getting started (taking care of their
WHY)
QUALIFY THE OBJECTION
John, is it that you are serious about (THEIR
WHY) and really don’t have (THEIR EXCUSE)
and want to get started or you want to say no to
(their WHY) and just don’t how?
ZIP IT!!!
10 Factors in the Minds of your Prospects
1. Prospect Does Not Like to Go to Strange Meetings,
at Strange Places, with Strangers
2. Prospect is not Happy with Life but is Fearful of Change
3. Prospect Does not Want to Spend Money
4. Prospect Wonders if Market America is too Good to be True
5. Prospect Does Not Believe They can Succeed, Even if
UnFranchsie Opportunity is Real
6. Prospect Wonders if you Will Help
7. Prospect Wants to Know How the Business is Done
8. Prospect Wonders Why you Would Want Good
Things for Him and Want to Help Him Get Them
9. Prospect is Comfortable with Current Brand of Products
10. Prospect Secretly Wants to be Part of Something Bigger
than Himself
ACTIVITY LEVAL
5. FOLLOW-UP and ABC PATTERN
Success is booking the Follow-Up
No matter what step in the process, schedule the next step
Point-to-Point Contact ALWAYS
TEACH SOMEBODY TO TEACH SOMEBODY TO TEACH,
ENSURES GROWTH, THIS IS THE LESSON THE ABC
PATTERN IS THE CLASSROOM
Rules Of Follow-Up
1. Never, Never, Never Show the Plan, hold a
meeting, or bring someone to a meeting without
BOOKING A FOLLOW UP! At the end of the
presentation, pull out your calendar/schedule book
to book a follow up. At the end of the presentation, it
is YOUR responsibility to turn and close and
schedule the follow up.
2. Anytime you call someone, send information, or
sell products, schedule a follow up call/appointment.
At the end of the presentation, never ask
“What do you think?” or “I’ll get back to you”.
Rules Of Follow-Up
INSTEAD, ask…
• “What did you like about the business?”
• “What would prevent you from getting started now or giving
it a trial run?”
• “You need more information, and we need to get your
questions answered. When can we get together? I have
Wednesday afternoon and Friday evening available. Which
would be better for you?”
• “You seem to be picking this up faster than the average
person. When can we get together so I can show you how
you can reach your financial goals and live the life you have
dreamed.”
Rules Of Follow-Up
3. BRING anyone you Show the Plan to, in a 1 on 1 or
small meeting, to a 2nd Look.
4. Teach everyone you sponsor to teach those they
sponsor by:
- Showing them what to do
- When to do it
- With whom to do it
Rules Of Follow-Up
5. Always have a meeting after the meeting - answer
questions, clarify certain points, outline the Basic 5,
and schedule follow up.
The actual meeting begins when the marker is
set down and the presentation is complete.
6. Sell tickets to the upcoming NMTSS event.
YOU CANNOT SELL A TICKET YOU DO NOT HAVE!
3 Strikes
I left a few message, maybe you didn’t get
them, I won’t keep calling, that is not the
way I run my business, if I don’t hear from
you, I will assume you are not interested
and I will close your file. If we see each
other, PLEASE just say “Hi”
The ABC Pattern
1.
Remember, it never unfolds perfectly.
2.
It will only duplicate through “GO NOWS”, who are
seeking to master the B5.
3.
Teach everyone to practice the rules of follow up.
4.
After each meeting, schedule another meeting [kitchen table,
home meeting] to invite their prospects to.
5.
Make sure the people you are holding the meeting for, GO
WITH YOU.
THE ABC PATTERN GIVES YOU…
CONTROL
OVER YOUR:
SUCCESS
GROWTH
PROGRESS
TIMING
IT TAKES THE CHANCE OUT OF IT!
START
SPONSOR
YOU
A
B
C
A1
B1
C1
A
B
C
A1
B1
C1
2-3 YEAR PLAN vs. 45 YEAR PLAN
12 months =
$1,500
6 months =
$1,500
3 months =
$1,500
25 months to earn…
2 months =
$1,500
$78,000-$109,000 of Yearly,
Ongoing Income!
1 month
=
$1,500
2 weeks
= $1,500
1 week
=
$1,500
25 months = $10,500