THE BASICS OF BUILDING—WORLDVENTURES TRAINING Finding Prospects: •
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Write a list of EVERYONE you know. You will work through your contacts network to build depth. Expand your list daily – Goal: Add 2 people to your list daily. Network on Purpose – Be out and about so you’re available to talk to people. •
How to start a conversation… comment on the situation & be observant. Use F.O.R.M and look for S.I.G.N’s F.amily O.ccupation R.ecreation M.oney/M.essage ! S.trengths I.nterests G.oals N.eeds Find the WANTS, NEEEDS, DESIRES or PAINS that pop up and keep them in mind as ammo for your invite. Wait to invite until you or they are just about to leave, then ask “real quick.” 1. “Hey Joe, can I ask you a quick question? (Sure.) 2. I’ve really enjoyed talking with you/ you seem like a very ambitious guy/ It seems like you’re a very smart business man… and I’m always looking for some good/sharp/ambitious people to work/partner with… are you open to other ideas for business? Would you be open to grabbing a quick coffee with me, 20min? 3. (Yes, What is it?) 4. It’s big! Our company is exploding right now! / We are tapping into the travel industry... I know you’re about to leave/I do need to get going, so let’s exchange info and I’ll give you a call in the next couple of days.” •
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Look the part… dress for success! What type of person are you projecting to others? Inviting •
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There is no such thing as a “cookie-­‐cutter” invite. Each invite will be similar, but unique to whom you’re inviting. Detach from the outcome. We’re looking for those who are looking. Be yourself but have conviction and excitement in your voice. Invite for HOT MARKET: •
The 4 step invite: 1. Be in a hurry! “Hey! I just have a minute,….” 2. Clear the date/time? (If YES.. move forward -­‐ If NO say “Cool, no problem. I’ll call you later.”) 3. Set appointment (Be at my place at 7/ I’m coming over at 7/ I’ll meet me for coffee at 7) 4. Confirm time/place. ( “I’ll see you there for sure? / You’ll be there right?) Invite for WARM/COLD MARKET: Standard Call Invite 1.
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Hello (NAME) Did I catch you at a good time? Ok, great! Well listen, I only have a minute…. I wanted to give you a quick call because (I think very highly of you/You seem like a sharp person/we are such great friends/ I value your opinion/ I noticed you are so good with people/ You popped into my mind/ I was thinking about our conversation last week and how stressed you said you are, etc) I’m working on something big that I want to run by you/ I’m expanding a company on the west coast & I’m looking for a few sharp, business minded people to work with/ I want to run some ideas by you (about business)/ I’m putting together a company here on the west coast. AND I wanted to find out…..if you are open to other ideas for business?/ if you are open to creating another stream of income?/ Do you keep your income options open? “YES” Ok, great. I can’t promise you anything because I’m interviewing a lot of people right now, and this may or may not be a fit for you. So here is what we need to do…. Let’s figure out a time when we can meet. When can you be available for about 20 min to grab a cup of coffee with me? I have Tuesday and Thursday open, do either of those work for you? Ok, I’m writing this in my calendar right now. Do you have it written down, or a way to remind yourself? My schedule is very tight so if we set this I need to make sure that you will be there. Is there any reason why you wouldn’t be able to make it? Awesome, I’ll see you Tuesday, 10am at the Starbucks on 1st street. Have a great day! • IF THEY ASK: (IF THEY MUST KNOW) What is it?? •
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We are dealing in wholesale travel. We are tapping into the travel industry We do all things vacation and travel, and we are exploding right now, which is why I’m looking for some good people to work with! I wish I had time to explain but like I said I don’t have a lot of time right now, so when we get together I’ll go over all the details…. (It’ll make much more sense in person). We’re taking the idea behind Costco and have applied it to the travel industry! It’s big!! What’s the name of the company? •
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We are Dream Trips. Rovia is our booking engine. Showing the Plan ALWAYS HAVE WITH YOU: •
Top 10 List filled with your next 9 people you’re going to expose with your current prospects name at the top – www. DavidPietsch.com •
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Annual Income Disclosure Statement Representative Agreement & Product Order Forms A pen to write with!!! Optional Tools to Show the Plan: Piggy Sheet/ Vacation Sooner Video/ Power-­‐Point presentation/ 1 on 1’s/ 2 on 1’s/ Travel Parties. **Make it your mission to learn how to share your product with others. •
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Become an expert in your product, business travel industry and Network Marketing. Attend all trainings, sit in on your Expert’s appointments, attend local travel parties. Take notes at every meeting you attend to learn and become better & better. You don’t have to be great to start….You just have to START to be GREAT! 2 on 1’s are EXTREMELY EFFECTIVE –BRING SOMEONE WITH YOU TO YOUR EXPOSURES. How to start the presentation with your prospect. •
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Your belief, passion, conviction and enthusiasm sets the tone from the beginning and ultimately makes people Join you or not Do your 3 Step Setup -­‐-­‐ Available on the Advantage Training Program or the “Called to Succeed” App. This is done for EVERY presentation! o This step is KEY!!! If done correctly, with honesty and vulnerability, the person you are showing will be eager to see the information and in some cases even want to sign up before you even show them!! If it is a 2 on 1, EDIFY the Expert like they walk on water. This is extremely important & will cause your prospect want to listen to the Expert & believe what they say. Expert edifies you back and shows the plan. During the exposure •
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Number one, HAVE FUUUUN!!! People want to do business with people they like, respect and trust – Don’t worry about doing the perfect presentation. Your prospect doesn’t know what’s right or wrong, so TAKE THE PRESSURE OFF yourself and enjoy the experience!! :) Possible objections people have: 1. They don’t believe they can do it, 2. Don’t know if it works, 3. Don’t know if they have the time, 4. Are confused. Objections are NOT a “No”, they are the questions your prospect needs answered in order for them to make a decision. Welcome their objections because we always have the answer! Closing •
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Leaders are passionate about what they are doing & where they are headed, and always cast vision for the future! People only follow people who KNOW where they’re going. TELL THEM EXACTLY WHAT YOU ARE GOING TO DO WITH THIS CONCEPT. Are you going to put 1,000’s of people in? 100’s? go on vacations? Share your vision with conviction. At the end of the presentation, always say, “Now you can see why: I’m so excited about this/ this is changing my financial picture/ this is helping my family create more memories together/ we are so fired up about this/ how we are revolutionizing the travel industry….” “What did you like best….The Travel or the Money or Both?” (NEVER say “What did you think” at the end!) Next ask: “Are you ready to get started?” OR “Okay, Let’s get you started!” Your prospect will either say “yes” or this will trigger questions that they have. Tell them that you’re looking for a “yes” or “no” b/c you’re not going to chase them. If they’re a “no”-­‐say thanks for looking! & Add them on Facebook;) (Do NOT try to convince them.) “Maybe” can either be a nice way of saying No, or, it means they don’t have enough info. To say “yes”. OR if they have objections/questions •
Answer their questions and confront their objections. Keep asking if they’re ready to get started after you answer each question. Example Close: 1. “Pretty cool, huh?” 2. “Now you can see why I’m so excited!” 3. “Listen (NAME)…..If I’m reading you right and I think I am…You want more out of life, don’t you?” 4. Restate their dreams/goals/lifestyle they said they wanted, back to them. 5. “Can you see the value in our product?” or 6. “Can you see how this concept can make you money?” or 7. “Do you like making money?” 8. “If there was ever a time to start making money/ pursuing your goals/ creating the lifestyle you ultimately want……when do you think the right time to start would be?” 9. Hold up your hand to “high five”…“Okay, Let’s get you started” or “Are you ready to get started?” (Always Ask!) Handling Objections: •
NOTE: People need to know you care about them & their concerns before they’ll trust you. Use the Feel, Felt, Found method:… “I know how you feel, I felt the same way, but here’s what I found…..” •
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Repeat their objections back to them, and Ask clarifying questions. Example: “So what you’re saying is that if you had the money/time/etc, then you’d sign up right now?” This will help you find there true objection, and you’ll be able to figure a way to make it work for their situation. (Ask if you can make a couple of suggestions for how they can make WV work for them.) OR •
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This will bring up another objection. Continue repeating this process until you get to the ‘bottom line’ of what their true objection really is. Remember this, THEIR OBJECTION IS USUALLY THE REASON THEY SHOULD DO IT!!! If they don’t have the time, money, belief, etc., WorldVentures can take care of those issues OR we can show them how to overcome the objection. Follow Up With Your Prospects: FORTUNE IS IN THE FOLLOW-­‐UP •
Not everyone gets signed up on their first exposure. “ BAM – FAM” (Book A Meeting From A Meeting) Set a time/date and follow up when you said you would. People will respect you and your time if you stay true to your word. People want to lock arms with people they can trust. From the start of your business, you must learn to be a person of your word! On average it takes 4-­‐6 exposures for a prospect to get started. •
Condense the exposures – Keep them close to each other. •
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Game Plan Session I am in World Ventures because I want to … (Circle your choice)
*Make A LOT of money *Make a little money *Waive monthly fees *Have fun!!!
WHY?:
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Show the EASY ones first. Example: – Who can you call and say “I’m coming over.” – Who’s
competitive? – Who owns a business/sells something? – Who is always looking to have fun? – Who
is social? – Who has a job or doesn’t like their job?, Who belongs to a club you attend?
Who can we show in the next 24 hours?
Book 2 Launch Events with 7-10 People at each event______________________________________
Attend Weekly Event, (with or without guest)
Attend Regional Training Events (RTE’s)
Book National Event Tickets
Read 10 pages of a personal development book every day. Choices to start with:
*“The Magic of Thinking Big” *“The Strangest Secret” * “How to Win Friends and Influence
People” *“Secrets of a Millionaire Mind” *“Rich Dad Poor Dad” *“Start with WHY”
*“The Business School, For People Who Like Helping People”