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BASIC 5

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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 – PowerPoint PPT presentation

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Title: BASIC 5


1
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
2

BASIC 5
  • Fundamentals of the Business
  • System/Synergy
  • If Something Missing Others cant Make up Slack
  • Weak Link

It ALL comes down to BASIC 5 AND putting it
into ACTION!!
3
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


4
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
5 POSTURE POINTS
  1. Pain of your Prospects Current Situation

2. Prospects Other Optionsor Lack Thereof
3. Current Economic Situation
4. UnFranchise and Its Benefits
5. Coaching/Mentoring You and Team Will Provide
(Your Value)
6
1. PAIN OF PROSPECTS 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
  • Lifes out of balance

7
PAIN OF PROSPECTS 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
8
Im 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
9
5 Questions to ask re Prospects 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?
10
2. PROSPECTS 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
peoples lives!
11
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 MINDSETNOTHING ELSE
12
3. ECONOMIC CONDITIONS
  • more than 200 million jobs permanently
    eliminated
  • Billion dollar industries disappear overnight-
  • typewriters, 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?

13
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
14
Market America.comWhat 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

15
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

16
What Makes Market America Different?
  • Product Brokerage
  • Internet Marketing Support
  • Training Support System
  • One-to-One Marketing

17
1
Product Brokerage
Over 2,500 exclusive ma-brands and products
Mall Without Walls Multibillion-dollar
markets Market driven
18
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
19
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
20
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
21
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.
22
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)

23
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
24
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
25
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.
26
Vertical Marketing Organizational Structure
27
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 others work, volume and sales
28
Temporary Income VS. Residual Income
You trade time for dollars You leverage your time
Money grows linearly Money grows exponentially
Income stops, if youre disabled Income continues indefinitely
Youre not creating true wealth Youre creating true wealth
Time is not your own Total time freedom
Youre just getting by Youre getting ahead
When work stops, income stops Income keeps coming in
29
(only BETTER!)
  • Spend or Make (Holla were 66/13/4!)
  • Trend
  • Future

Wal-Mart is attempting to customize
its stores!
30
(No Transcript)
31
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!!!
32
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
33
  1. 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?
34
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 Coachablethe 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

35
Be a PROFESSIONAL- 4 Ds
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
36
KEY POSTURE PHRASES
I cant 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 cant spend any money or sign anything
Youd agree with that, wouldnt you?
Do you think the internet is here to stay?
37

Why would you want to create additional income?
And If they ask How much money are you making
- did you make?
YOU SAY I dont know, I havent 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
38
Final Points
  • Build Posture with your calendar
  • Do not judge your success by somebody elses,
  • they plugged their achievements into the
    System
  • Can only take advantage of Unfranchise if they
    see
  • if they dont see it, does not mean not
    there- Eye Chart
  • Tipping Factor, same daily action makes NOT
    just
  • a Big Difference, ALL the difference

Brie
39
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 WONT
YOU TURN YOU BACK ON? WHAT WILL YOU INCONVENIENCE
YOURSELF FOR? WHAT WILL YOU NOT TURN BACK ON?
40
WHY???!!!
  • What Keeps you up at Night
  • Red Light

41
Strength of Commitment
  • Directly Related to 2 things
  • 1. Goals
  • 2. Whats at Risk if Dont Achieve
  • Without Goals in Which Fully Invested, no
  • Commitment
  • Without Something at Risk - Turn Back
  • Hear No or Say No?!

42
JOURNAL
  • What you dont like
  • What you want-present tense-read 2 x
  • LAST THING!

43
LIVE LIKE A WEASEL
44
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 - Its Magic 2,100 turns into 3,600!
Portal / REFERAL FEE
45
Internet Shopping List
46
PSYCHOLOGICAL IMPORTANCE
  • If Prospect Knew Could Develop 10-15 with Ease
  • To show how to, must first do

WHAT AND THE HOW
47
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 Kayinclude
    friends from other direct sales companies.)

48
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?

49
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?
50
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

51
Base 10, Seven Strong
The key to the growth and stability of your
organization!
COOPERATIVE LEVERAGE UNDERSTAND EXPLAIN

52
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

53
Establishing a Foundation Base 10
Personally purchase and use gt 100 BV in product
monthly - after one month.
YOU 100 PBV
Complete the Home Shopping List!
54
Establishing a Foundation Base 10
Activate by personally sponsoring one qualified
distributor in your left and right organization.
Each distributor implementing Base 10.
55
Establishing a Foundation Base 10
Establish a repeat customer base of 10
purchasing 30 BV monthly.
C customers purchasing gt 30 BV worth of
product/month.
56
Establishing a Foundation Base 10
Earn gt 300/Monthly - After Six Months
1200BV
1200 BV
Base 10 - Seven Strong
90,000 Asset
57
Establishing a Foundation Base 10
Earn gt 600/Monthly - After Eight Months
2400 BV
2400 BV
1200 BV
1200 BV
300
300
180,000 ASSET
58
Establishing a Foundation Base 10
Earn gt 1500/Monthly - After Twelve Months
5000 BV 3600 BV 2400 BV 1200 BV
5000 BV 3600 BV 2400 BV 1200 BV
600
600
300
300
300
300
450,000 ASSET
59
Establishing a Foundation Base 10
Earn gt 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
600
600
600
300
300
300
300
300
300
300
300
300
300
300
300
300
300
300
300
3 3 3 3 3 3 3 3 3 3 3
3 3 3 3 3 3 3 3 3 3
3 3 3 3 3 3 3 3 3 3
3
60
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
  • Dont 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

61
Earn the nos leverage the yess- all yess
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
62
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
63
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

64
Process
  • 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, youre
  • 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 Dont 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!
65
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

66
PORTAL TOUR
  • CLOSE
  • I own this portal so I obviously get paid
    differently than you- dont 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 Im 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. Ill 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?

67
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.

68
  • 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

69
  • 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

70
  • 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

71
  • 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)

72
  • 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

73
  • 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
74
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
75
2 Minute Commercial
  • Your Why- and then I found the UnFranchise
  • Objective -Eliminate Objections- time, , MLM,
    prior experience and get them to ask
  • questions

76
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. Partner- Edify 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
77
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? Its designed to
  • create wealth, have you ever thought of
    creating wealth for you and
  • your family?

78
4. Make the appointment Call- appointment
not 64 questions or Plan /Tie down-is there any
reason you wouldnt consider this to be a
confirmed solid appointment?
5. First Look Always -Interview/Overview-
Their Why No other option/ GAME ON
Posture- Cant 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
79
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
  • 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)

Never use buzz phrases, spill guts, tell then you
are excited, etc.
80
Follow-Up/Closing Questions
  • What did you like about what you saw?
  • 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)

81
QUALIFY THE OBJECTION
John, is it that you are serious about (THEIR
WHY) and really dont have (THEIR EXCUSE) and
want to get started or you want to say no to
(their WHY) and just dont how?
ZIP IT!!!
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10 Factors in the Minds of your Prospects
  • 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
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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
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ACTIVITY LEVAL
85
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
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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
Ill get back to you.
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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.

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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
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Rules Of Follow-Up
  • 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!

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3 Strikes
  • I left a few message, maybe you didnt get
    them, I wont keep calling, that is not the way I
    run my business, if I dont 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

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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.

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THE ABC PATTERN GIVES YOU OVER
YOUR SUCCESS GROWTH PROGRESS TIMING IT TAKES
THE CHANCE OUT OF IT!
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START
SPONSOR
YOU
A
A
B
B
C
C
A1
A1
B1
B1
C1
C1
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2-3 YEAR PLAN vs. 45 YEAR PLAN
12 months 1,500 6 months 1,500 3
months 1,500 2 months 1,500 1
month 1,500 2 weeks 1,500 1
week 1,500 25 months 10,500
25 months to earn 78,000-109,000 of Yearly,
Ongoing Income!
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