This is a random selection of tips with, perhaps, a thought or two mixed in. They are in no particular order. Some are just statements or questions you may use when they seem appropriate. Some are redundant. ///// LIKE SELLING: YOU: "if you ask most people if they like or hate selling what do you think most responses would be?" PROSPECT: "Hate it." YOU: "agree. We all have a built in resistance to being sold. It's an inherent sales resistance. That is why it is so nice that we are in the information giving business and the leader building business." ///// LEARN FAST: The fastest way to learn is to call leads. This is the best practice there is. ///// SCRIPT: ABSOLUTELY, DO NOT WRITE OUT A SCRIPT!!! Do not memorize! If you memorize and the prospect interrupt you, you will have no idea where to start again. To avoid that practice 16 times and practice in front of a mirror and to you, "Know" what you want to say. And you can be interrupted and still no what to do. What you do may not be in order but you will still cover what you need to cover. Remember, the prospect does not know the script so the prospect will not know if you deviate from it. He will not even know if you forget to mention something. So do not worry about things. Just go ahead and do the best you can and you will become better and better. ///// THE POINT IS TO MAKE CONVERSATION WITH A VIEW TOWARDS DEVELOPING A RELATIONSHIP WITH THE PROSPECT. You talk to the prospect as if you were talking over your back fence to a neighbor. You are NOT and will NOT come across as a slick salesperson. Most of the people that have talked to the prospect before will come across as slick salespeople selling hype and blue sky. ///// GETTING RICH: You can make money by selling the formula. To make $10,000 a month you have to have 500 customers buying one bottle a month. Virtually no top distributor in any multi-level marketing (MLM) or network marketing company (they are the same thing) retails product in order to get rich. They retail products because it is the right thing to do and it will bring them a nice regular income. The ones that get rich use the telephone and the Internet. Most used the telephone 80% to 90% of their time. Some use at 100% of the time. ///// AFRAID TO USE TELEPHONE: The untrained say they are afraid to use the telephone. Horse feathers! They clearly are not afraid to use the telephone. When they were teenagers most of them had to go to same-day surgery to have a telephone removed from the side of their head. They are not afraid to use the telephone. They are afraid of not knowing what to say. Now you know what to say so say it. ///// SMALL TOWN: Many say they can not succeed because they live in such a small town and there are not enough prospects. That is sheer nonsense if you have access to a telephone. Your prospect does not know if you live in a town of one million or 100. ///// A man in Georgia gets up at eight o'clock every morning and plays basketball until five o'clock because that is what he likes to do. He eats dinner until 6 p.m. and then telephones until 1 a.m. He is on the telephone until one in the morning and has built a huge business. How can he do that? He follows the time zone around the country all the way to Hawaii. ///// DUPLICATION: Regardless of how well you retail your product you will never get rich because there is only one of you and there are only 24 hours in your day. In order to get rich you have to duplicate your efforts. You duplicate your efforts by bringing winners and people you can train to be winners into your downline. EXAMPLE: (Examples are arbitrary and represent no particular company.) Assume the time it takes to retail your product allows you to make a maximum of $1,000.00 per week. If you make an additional 10% on what each person you enroll makes you get an extra $100.00 per week per enrollee if you teach them to be as good as you are. If you enroll ten people as good as yourself you make an extra $1,000.00 per week. That is exactly the same as if there were two of you. If you have 100 people as good as you your downline is equivalent to 10 of you. Duplication is and rolling people as good as yourself or people you can train to be as good as yourself and teaching them to do the same thing. That is the key to becoming rich. ///// RECRUIT CUSTOMERS: Can you recruit people that you retail your product to? Of course. This is a very good thing to do. People that buy and use your product are much more likely to stick with you and your company then those that join you frivolously or just for something to do. Recruiting this way is limited because of the limited number of customer prospects you can see in a given time but you can get some of your best prospects this way. XTREME HEALTH FORMULAS is a great example of this procedure. *we offer samples of ENERGY Plus or ENERGY Lite. *we get the prospects name and phone number .*we call them the next day and say with enthusiasm: YOU: "Mrs. Jones, this is Bob, the fellow that gave you the sampled of ENERGY yesterday. I'm sure you must be impressed and like it as much as I do. Would you like to order your first bottle with a credit card or a debit card?" *when you give them the product asked them if they have three friends that might be interested in giving their opinion about ENERGY. *if she says yes: *ask her to share her discovery with friends by giving them one of her capsules. *Better yet, GIVE her a sample five pack and have her chair from the package. Ask her to call her friends the day after she offered the samples and get their opinion about ENERGY. Be sure to call back with the obvious callback question. When their opinion is favorable YOU: "would you like to make the profit on this or would you like me to?" *if she says she would, then enroll her. Train her in the basic techniques as soon as possible if she finds that acceptable. This basic technique will work with many MLM companies. ///// XTREME HEALTH FORMULAS™ Is revolutionizing the science of boosting your metabolism, stamina and energy, and doing it safely and effectively. We have tapped into the amazing combination of herbal ingredients unlike anything on the market--combining them in such a way that unleashes powerful thermogenic properties, which ephedra-free products cannot normally achieve. For consumers and sports enthusiasts alike, XTREME HEALTH FORMULAS™, when used in conjunction with a diet and exercise program, also provides phenomenal weight loss support. As a result, America's soon-to-be #1 dietary supplement is giving millions of people nationwide new hope. If your health goals include increased energy, focus, stamina, or weight loss, XtremeHealth Formulas™ is what you're looking for-- a state-of-the-art, all-herbal-based ephedra-free formula that is amazing everyone with its unprecedented results. keytosuccess.xtremehealthformulas.com ///// ESTABLISH RELATIONSHIP: People are also afraid of the telephone because they think they have to sell something on it. They don't. The prime reason to use the telephone is to establish a relationship between you and your prospect. //// SUCCESS OR FAILURE: Do not put all your emphasis on success or failure. If you had called Thomas Edison during his first 49,999 experiments to perfect a light bulb you may have discounted him. What if you found him just after he made to 50,000 experiments and was successful? During that entire period he obviously had had your prime objective. Edison had an overwhelming desire to succeed. That is the type of person you want even if they have been a loser so far. ///// MLM leads: Only get leads about people that are interested in network marketing. You want older rather than fresh leads. If you are telephoning start at the end of the list, not the beginning. ///// SLICK SALESPERSON: You have to approach prospects without appearing to be like a slick salesperson. You must avoid sounding like all the others that have already talked to them. You give them no blue sky, no hype, no exaggeration, and nothing that could be construed as untrue and, for quite some time, no information about your product, service, or company. ///// ORGANIZATIONAL SKILLS: It is important to talk about the skills necessary to build an organization. YOU: "if we had a step by step way to build an organization and people only had to follow step one, step two, step three, and so on that would make things a lot easier wouldn't it? Almost anyone can follow a simple step-By-step plan." "If you don't have the skills you're not going to be successful in any MLM business. It does not matter what product you have, what company you are with, and what compensation plan they have. The single most important thing in MLM is to build a downline. If you cannot build a downline it does not matter what company you are with. ///// DISQUALIFYING: You might disqualify those on the telephone for a variety of reasons at any point. You do not want to waste time with people that are not qualified. You can not fix them! ///// ASKING FOR INFORMATION: Many will ask you for information. This is to get you off of the phone. If you send out the information too early all it will do is cost you. ///// HELPING: YOU: "I help people that do not have a lot of money to start their own business." The prospect will remember little about what you said but they will remember what they felt about you. That is why you build a relationship with them. You do not act like an ordinary salesperson. You do have to believe in your program. What you are selling is yourself and your opportunity. 73% of all sales are made because the prospect likes, trusts, and/or respects you and not because they fully understand the offer. That is true in virtually every sales situation. ///// FREE INFORMATION: You are not selling a business, service, or product. You are selling free information they would like to have. ///// DREAM: YOU: "one of my dreams was to be able to wake up in the morning without the use of an alarm clock. Now I just wake up when my eyes open. You see, I have already shared one of my dreams. You: "now I am curious as to what your dreams are? That is, what do you want? When you wake up in the morning and could have any thing you want what would it be? Could it be a new house, a new car, a college education for your kids, a trip around the world, what?" YOU: "can you achieve your dreams in your present situation?" Before you go further the prospect has to see them self accomplishing their dream. You must show them how your program will allow them to achieve their dream. ///// PEOPLE WANT: FOUR THINGS PEOPLE WANT: *a feeling of worth about themselves. *equality. *freedom. *love. You try to relate those for into your story. Absolute freedom is NOT financial freedom. We all know doctors that have plenty of money but no time to do what they want to do or to be with their families. We all know people that have plenty of time but no money to do what they want to do. Absolute freedom is freedom of both time and money. ///// Some companies have one product and some have several hundred which makes it impossible to learn overnight. We are lucky in that we have only a few products. They actually work and one comes in only two forms. You can learn them in a few minutes. They are products that a majority of the people in the country want if they just knew about them. ///// LEARNING BASICS: You can learn the basics of what to do almost immediately and start using it right away. You can read every book and listened to every CD available and all that will do is add finesse to what you have learned. A professional always continues education but the best and quickest education is to start acting the part of a professional by doing the job and soon you will be one. ///// CALL EXPERTS: If you ever have a problem you call an expert. That's me. If I can not handle it I call upstairs to my wife, Meryle, who has expertise in areas that I do not have it in. After all she has been in the business three days longer than I have. ///// OBJECTIONS: There are only a few objections to anything. Within a month you will have heard them all and will know how to respond to them. Look in the category on my blog, "OBJECTIONS". Objections to practically everything and suggested answers are listed there. Do not memorize these. Instead, study them until you know them so that you may respond spontaneously in your own words. ///// PERSONAL STORY: Your personal story is the most important part of your presentation because people will say, "That person is just an average person like me. If he can do it, I can do it." The rest is just giving the prospect a couple of concepts. You tell them a little about the company and the basics. The key word is, "little". Your prospect joins YOU, not the company. Your objective is to have the prospect thinking, "If he can do it, I can do it." What would they be thinking if they saw a suave, sophisticated, articulate, debonair, guy up on the stage in a fancy three piece suit? They would say to themselves, "oh sure, he can do that but I never could do it." ///// BIG DREAM: No one will do this unless their dream is big enough and they have an overwhelming desire to achieve it. If they don't have the desire to achieve their dream they will remain in debt and constantly wonder how their bills will be paid. You are in business to solve their problem. If they do not believe you will help them solve their problems they will not join you. This is why when you introduce them to your business you are doing them a huge favor. ///// SUGGEST DREAM: Sometimes they can not or will not come up with their dream so you may have to suggest it. Suggests the possibility of their dream being a new house, a new car, a swimming pool, a college education for their kids, a cruise, or any other big thing that comes to mind. Make a note of what ever their dream is for you will likely bring it up later. ///// ANNOYANCES: Do not go into network marketing if little annoyances frustrates you to the extent you get angry. These things happen in all businesses. The difference is you are now the boss and you have to handle them. *Your order may be shipped to the wrong address. *Your order may not be what you ordered. *your AutoShip may not be shipped. *your AutoShip may be incorrect. *because of fast growth your company may be out of some sales aids you need. Those things are petty annoyances which you and the company will fix immediately. They are just petty things that are just a function of growing pains. Personally, I hope we always have growing pains for that shows we are constantly growing. ///// HANDLING PETTINESS: Many in your downline will expect you to solve all of those types of problems. Do not do it. You will never solve them with one phone call. Your downline will call you, you will call corporate, and they will tell you, you do not have enough information, you will call your downline, and this can go on and on. I have seen one petty thing take 10 phone calls. Tell your downline person they are a leader and are expected to take care of these things themselves. Give them the corporate number, which they should know to begin with and have them make the one phone call themselves. Remind them that you are there to help them sell product and help teach their downline anytime they need help in those areas. ///// BELIEVE DREAM: If your prospect believe they can do it and they believe they are as good or better than you then they can believe their dreams will become a reality. When they believe that, they will join you. //// COMPETITIVE USELESSNESS: Much of your competition will be teaching people how to get 2% more on level 4 and your competition is helping you because they are not teaching the dream. The dream is what moves people. It is what motivates people. Keep their dream out in front of them and they will keep going for it. Write down their dream and referred to it when you talked to that person in your downline. Revelation is a sudden flame. All of a sudden they will realize how much easier it is to do it this way rather than the hard sell way. It is because they are not really selling it. They are just relating it to other people like themselves. ///// RELATIONSHIP: Some companies out there do not have a really good compensation plans. What do they have? They have really good relationships with their people. Therefore the money part is not all that important to many people. Luckily, XTREME HEALTH have both! Even so most will stick with that other company because that company has already built a good relationship with them. That is exactly why you want to build and maintain a good relationship with your downline. ///// BELIEVE: It does not matter if a company pays 10% or 80% for each sale. If you do not believe you can do it then you can not do it. The only thing that matters is your dream and your belief that you can achieve that dream. If you do not believe you can achieve your dream with a particular company, do not join it. ///// 73%: 73% of all sales made are made because the prospect lights, trusts, respects, or some combination of those things towards the person talking to them and not because they fully understand the presentation. Note that not one of those three things has anything to do with the compensation plan, the product, or anything else except you. ///// ACHIEVE DREAM: YOU:"John, with your present income will you achieve your dreams?" Now we have created a problem. He cannot achieve his dreams. So now we are obligated to create a solution. YOU: "There are probably many ways to reach your dream. Here are some of them: *investments. That requires money. *a second job. That takes time, effort, sweat, and getting tired. *Starting a conventional business. This takes a lot of money, a lot of time, and a lot of risk. Most people do not have the money or the credit to start one anyway. And most don't know what to do about it. Many people are waitresses, waiters, clerks, factory workers, and similar things. If they Really understood business they would be owning the restaurant or office instead of working nine to five With no security. So what do they work for? Many work for minimum wage. Sometimes plus a little tip And sometimes plus a little bit more. Very few work for enough. Are they going to get ahead? It's not too likely. The reason is because all they have to sell is time. They do not have residual income and therefore they will never get rich. *the fourth way is to start a network that will build residual income. Those are the four basic options." ///// TYPICAL BUSINESS: Let's take a typical business. Let's say you build a writing pen that retails for one dollar. It cost you $.16 to make it. The packager, jobber, wholesaler, distributor, trucking company, and others tack something on to the cost and he until it gets to the retailer. The retailers cost is $.60. His gross profit is $.40. All of his expenses must come out of this $.40 that is, his rent, insurance, payroll, taxes, electric bill, and a variety of other expenses. This is typical. Now I talked to my next-door neighbor over the back fence about joining My MLM Company. He does not want to join your company but he does want to buy some pens. The only difference here is that you make a profit instead of the chain of people in the above scenario. I am not talking about banging on doors to sell your product although that can be a very effective way to do it. I am just giving you an example. ///// ONE PRODUCTS: If you were starting a retail store today would you think it would be better to have one product or a wide variety of products? Obviously, it would be best to have a wide variety in a store. If you were offering a product by means other than a retail store would it be better to have one product or a wide variety? There is always debate on this question. XTREME HEALTH FORMULAS idea is, "The power of simple". I agree totally. Would you rather have a product that people bought one time or perhaps once a year or would it be better to have a product that people consumed on a regular basis? ENERGY is used every month and therefore your customer will buy a bottle every month. I don't know if this technically counts as residual income but it sounds like it to me. Would you rather talk to me about how to shampoo your hair, start a grocery store, or how to have a passive residual income? ///// CONCEPTS: I will cover a couple of important concepts here. Assume you have a list of 100 prospects to call. In amateurs would try to get all 100 to join the company. That is why they are called amateurs. You do not want that. What you want is the few people that are or can be trained to be winners and leaders. *you will never reach 30% of league prospects. *30% of your calls will reach an answering machine. *another 20% will just be brochure and information, and sample collectors who want someone to feed their green but they will never do anything about achieving their dream. *many will ask you to send them some literature. Don't! They do that to get you off of The phone. *that leaves about 20 people and out of those 20 people ten will say they never answered an ad nor did they ever fill out an online opt in request. They are not interested and they say they do not know how they got on the list and you should never bother them again. *that leaves you about 10 people to build a relationship with and to follow up with. The biggest mistake you can make is to send information to ALL 100 people or even to a substantial number of them. The second biggest mistake is to spend a lot of time with them on the telephone agonizing over whether these are qualified prospects or not. You will almost always know, well within two minutes, if you should disqualify someone. Yes, sometimes you will let someone go that you should not have let go. There will also be times when you spend time with someone that you should not. Don't worry about these things. It is just the cost of doing business. ///// DISQUALIFYING PHRASES: What kind of phrases cause you to disqualify someone? *do I have to sell? *do I have to do any work? *I can't talk right now. I have to watch a movie. *I don't have a computer. *a tired, shy, depressed, angry, antagonistic voice. *when someone answers, "hello." With one of those characteristics you say, "Sorry, wrong number." *when someone develops that attitude in the first 30 seconds you say, "I'm sorry. I'm going to have to disqualify you and let you go." *you will usually know within two minutes or as above, considerably less, if they are a possibility. What you are doing initially is to do what is known in the industry as, "Sorting" Your list. You are disqualifying the losers. If you are the, "touchy feely" type you have no possibility of doing as well as you should. Teach the ones that can be helped and ignore the ones that can not be helped which is most of them. *Do not get emotionally involved with anyone. *Do not get wrapped up in, "oh I know Betty is going to join next month. She is so good. She will do wonders for me." The odds are extremely high Betty will not join you. Go on to others and if Betty happens to join you that is just a nice bonus. *Do not be emotionally involved. It does not matter if you get Betty on or if you do not *forget Betty. There is always another Betty out there. You just have to sort your list and go for the winners. You are not capable of saving the world because most of the people out there do not even know they are broken much less that they should be saved. Most are like alcoholics. They cannot be fixed until they want to be fixed and you can not change that. If you ever succeed in taking a piece of coal and making a diamond out of it you will have overlooked 10 to 20 diamonds that are ready to be trained. ///// SKILLED CRAFTSMAN: Doing this business is easy when you know how and when you practice it. Have you ever watched a skilled craftsmen at work? They always make it looked easy until you try it yourself Do In this business, as in anything else, it's easy if you know how. It does take some training act every time you practice on a real person it will get easier and easier. Do not believe the people that tell you how easy it is to begin with. You MUST have some training to avoid all the mistakes the 97% failures make. ///// WORKING LEADS: Rules for working leads on the telephone. *insist on these. *let your family know you are working from a certain time until a certain time. *you will not be disturbed during that time. *they have to and will take care of themselves during that time and they will be responsible for themselves. *they will have to be quiet if they are near to the telephone you are using. *you MUST strongly enforce a discipline. *if you do that for the first three days it will become a habit for your family with just Miner reminders. *remember, if you do not have the will to do this the odds are weigh against your ever achieving your dream. You can not be teaching people on the phone and be subject to every two bit interruption. Train your spouse. Train your kids. Remember Erma Bombeck? She wrote many books starting with, "the Grass Is Always Greener over The Septic Tank". She wrote them in 10 minute spurts between diaper changes, housecleaning, dishwashing, laundry, vacuuming, and other home maker shores. It only requires desire, determination, and discipline. ///// QUOTAS: Many network companies have monthly quotas. That means if you have not sold enough as the end of the month comes near you have to purchase enough product to meet your quota. Once you get on this path you can probably never yet off. That is because you have more to sell the next month and you will fall further behind in most cases. It is like being on a treadmill you cannot turn off. Usually, if you do not meet your quota and you have a certain rank in the company you lose that ranked and go down one or more notches. Is that ethical? I think not. What do you think? I believe it is an unreasonable way to ensure constant sales for the company. XTREME HEALTH FORMULAS has no quotas. When you advance in the company by achieving the status of Mentor, Ruby, Emerald, or Diamond you can never fall back. You always remain at the highest level you have achieved. There are other companies that follow this same plan. I very strongly suggest if the company you are with or are contemplating joining has a quota system you do not join it or you get out of the one you are in. If you stay in a company with a quota system, after awhile, you will see the wisdom of my words. //// AUTOMATIC SYSTEMS: Many companies tell you that they are completely automatic systems and you have to do little or nothing as far as work goes. They all let you know how very much you will make if you buy their leads and use their auto responders. Ask yourself, "If this were true, why do they need you?" ///// WATCH out: There are many companies that offer, "Proprietary educational material or courses" at very high prices. They tend to offer huge commissions such as $1,000.00 on a $1,295.00 sale. Your first two sales commissions go entirely to the person that recruited you. Then you recruit someone in the same thing happens to you. They tend to offer $4,000.00 commissions on trips two conventions in exotic places. Some say you will make $10,000.00 starting your first week. If you believe any of that please come purchase my oceanfront property in Las Vegas. If you tend to believe it asked the person that is trying to recruit you how long he has been with the company and how much he made his first week, his first month, and up to win he is talking to you. There are many legitimate companies out there. Remember and believe the old adage, "If it sounds too good to be true, it is." Save your money! Do not be one of the gullible. ///// FRAUD: Companies with great compensation plans, very slick advertisements, and totally fraudulent products spring up all the time. They vary from companies that have you drop pills into your gas tank and tell you, your gas mileage will increase by 20% or more. Sometimes they offer a gadget that fits on your engine to do the same thing. Most of them use the same line about the giant oil companies not wanting their product to be on the market. Others offer drinks that promise to cure cancer in 72 hours. They say the American Medical Association is suppressing the cure. Personally, I think anyone that falls for these type of scams deserves to be taken. ///// CLOSING RATIO: A professional keeps track of his closing ratio daily, weekly, monthly, and yearly. This is to keep track of how well he is doing and to notice, immediately, if things are reversing. He keeps track of his total number of presentations each day and his number of closes. This is done for both product, and on a separate sheet, recruiting. For each section, on a day to day basis, divide the little number by the big number. EXAMPLE: You make 20 presentations and make six sales. Divide 6 by 20 and the result is a 30% closing ratio. At the end of each week add up the daily totals. At the end of each mon