Follow Up and ABC Pattern

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Follow UpandABC Pattern

• The Steps Most Miss

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Follow Up

• 1. It does not matter how well one does the
  first 4 steps if follow up does not occur.
• 2. Follow up differentiates the professionals
  from the hobbyists.
• 3. Follow up keeps your prospects in the
  information collecting process.
• 4. Follow up is a methodical system and you
  should let your prospects know that you are going
  to follow up with them.

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Follow up

• There are several forms of follow up.
• a. Product 1,3,7
• b. Appointment
• c. Meeting after the meeting
• Follow up allows
• a. Moving prospect to the next step
• b. Closure
• I guess the timing is not right for you.

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Follow up

• A follow up appointment should be obtained at the
  end of the previous appointment.
• If you have coffee, have your calendar there for
  the tie down. If they dont have their
  appointment book, get a good time to call.
• Remind them to bring their calendar to the
  appointment.

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Follow up

• Warnings
• Do not try to explain this to others that is why
  the team is there. (to help explain)
• Show the plan to both spouses (the one that wears
  the pants)
• Match and Mirror the right person for the job.
• Identify best follow up for the prospect.
• (top down/bottom up/ECCT/convention)

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Follow up

• Event to Event is the key with Market America
  Follow up.
• Private sessions are needed with most prospects
  at some point.
• Good working calendars are important to track
  follow up.
• Bio sheets are good to use in tracking details.

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ABC Pattern

• Passing the marker to the next leader.
• Must empower others
• Must allow mistakes to be made for growth
• Must encourage the strengths in others.
• Must understand that ABC must be built into the
  schedule
• Must educate distributors on Reverse ABC
• Must keep the system simple for duplication.

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ABC

• Not everyone will ABC
• Not everyone will take the marker
• You must go around that leader and pass the
  marker to someone else on the team.
• The faster you start your own ABC pattern the
  faster you go to higher incomes
• The ABC pattern is learned best impromptu.
• The more preparation one has the more nervous
  they get.

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ABC

• Teach your team that mistakes and vulnerability
  are endearing qualities
• Tell people if you are nervous. The team will
  root for you.
• Tell people that you are scared. The team will
  support you and be more supportive that if you
  act like a know it all hot shot.

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Passing the Marker

• Anyone that wants it can take it if their people
  are in the room.
• Any meeting that holds a majority in one
  particular group can have preference of a speaker
  in the home.
• Confidence in the speaker is important when
  building a business.
• There will be Natural Speakers that evolve on the
  teams. Encourage their talent to help the whole
  team. Their communication style will help the
  whole team.

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Starting Your Own ABC

• This can happen from day one. You can ABC in any
  format.
• Business luncheons
• Day time meetings
• Tuesday/Thursday PMs
• If you are in an area that has no working teams
  it is critical that you start your own pattern.
• If your sponsor didnt ABC with you, let it go
  and start your own pattern.

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ABC

• Once you pass the marker, do not take it back.
  Go around the team, sponsor another person and
  start a new ABC pattern.
• This ABC on top of ABC creates explosive fast
  growing teams.
• Wean your teams at 3 months. If they dont get
  the pattern at 3 months, sponsor someone else and
  start over under them.
• Let them know to be taking notes so that they can
  create their own pattern.

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ABC Trainings on Mondays

• New Distributor
• Basic 5
• Recruiting/Sponsoring Corings
• Retail Corings
• Approaches
• 10 Steps for Effective Duplication
• 90 Follow up Corings/Adjust
• Conference Call Corings
• Other topics selling tickets, event to event,
  bullseye, attitude, pass the marker, defining team