Tuesday, May 8, 2012
3:40 PM
Host – 2007 Eagle Winner & Double Platinum Debbie
McDonald
“Pandemonium is all around this morning, WOW! How exciting to hear so many folks from all over the country introducing themselves and where they are from. Things have never been more exciting in Team National than they are right now. Larry and I are excited and privileged to be hosting the April business development & leadership calls. ” – Debbie
For all you brand new IMDs, we’re glad to have you on the
team. Today is the final chapter of our month long series on 'How to Increase
Your Closing Ratio'.
So far, we’ve covered 5 things that you can do right now,
today, to increase your closing ratio:
1. Get registered for the next event – have a long term plan.
Think ahead.
“This is not a sprint folks, it is a marathon.” – Debbie
Attend every event
you can.
2. Create a not now
list – go back and revisit Robert Fason’s class on how you can use urgency and
leverage to maximize your efforts when building TN.
3. Become the best you
can be. Success Club is a chock full of personal growth materials and
specialized TN training and business building nuggets. As Larry has mentioned,
the book by Les Giblin How to Have Confidence and Power in Dealing with People
is a fantastic read.
4. Remember that the close starts as first base.
“Through initial contact, posture, excitement and expectation, your passion and belief will come through right away.” - Debbie
5. You must ask for the business and do so with expectancy.
The moment the DVD or live presentation is over. Don’t wait and see. They must
know you are going somewhere. Have applications ready. Work with expectations.
Put together small packets and have ready to get people started.
Today, we will discuss the follow up and conclude with the
importance of getting your business started immediately. Any and everything you
do must be duplicatable. You want to build a big business where you create
wealth and a lifestyle you’ve dreamed of.
Continually ask yourself these important questions which are great nuggets…
Is what I’m about to do duplicatable? and Do I want this duplicated? This will give
you an indicator if you’re on the right
track or not.
TN’s formula for success – simple system that when duplicated,
creates depth and builds wealth.
“Anyone can do this business. No special degree necessary, no specialized background needed, just a special desire to succeed. What an empowering industry we’re in.” – Debbie
2007 Eagle Winner & Double Platinum Larry McDonald
Always say the same thing. Use the system. Don’t reinvent
the wheel. Keep up your energy level. Smile
it’s infectious.
Say something like, “Hey, did the concept make sense for
you? Are you ready to get started or do
you have any more questions for me?” Need
to gauge your prospect.
Key –
“The person that asks the question, always controls the conversation. These questions determine where we go next. Be quiet and listen to their answers. Don ‘t react, respond.” – Larry
Urgency and positioning
are essential. You need to know how to draw out positions for your prospect.
Show urgency.
You can also say, “Other than that, is there anything else?” That gets down to the core.
A great general response:
“We’ve got a system for that. We cover that in the Game Plan”
BAMFAM – Book A Meeting From A Meeting. Be sure to drive
this point home. The follow up starts
right after the presentation
Point out what is in their materials and have them listen to
a CD on their way home that night. IN the SFH magazine, both the Why Before the
How and RTFF are great tools to help you get started right away. Also have applications on hand, let them decide which membership better suits
them. Also give them a Save and Earn Guide Book to see the awesome savings
membership. Don’t give them too much stuff right up front. This will be
overwhelming. So, just the essentials. This way we can get back with them. Take
the CD or DVD out of SFH..have them listen to some of it on their way home and
then you can book an appointment to get your stuff back and set you up for the
follow up.
“Don’t stumble over pennies looking for dollars.” – Larry
Material that you lent your prospect is on loan to them to
learn more and gives you an opportunity to call them back and set up appointment.
“I’ll call you back tomorrow night to go
over this information with you and any questions you may have. Will 7 or 8 tomorrow
night be better for you?” A follow up
call is a meeting. A Sunday and Wednesday conference call is also considered a meeting.
Our prospect is excited. Having somebody on that line when
you follow up is key. Give that prospect another story. Follow up with prospects
and see how their progress is going and how their meetings are going. Initiate
that follow up and suggest doing the wrap up follow up with their new folks so
they know you, as their upline are supporting them.
Within 24-48 hours and be continual.
Don’t stop follow up until you get either a firm yes or no.
Folks, comfortable and normal aren’t gonna get you your
dream. So get uncomfortable. Get out of your comfort zone.
Normal Vincent Peale - “Throw your heart over the fence and the rest will follow”
10% Yes - sign up
right away.
10 % No - don’t sign up right away.
80% of the people, however ,won’t commit, they won’t say yes or no, but they
will end up making a decision to go with us or not depending on how we handle
them and how we follow up.
Get expectancy in the business. Expect them to get involved.
“Building the business is very simple to do…if you do the right techniques: contact, call back, show the DVD, follow up and get them started. Within 24-48 set an exact time to get back with them.” – Larry McDonald