Reply to bigalnews@fortunenow.com
Subject: Telephone Techniques That Work
The following interview was conducted by Tom 'Big Al' Schreiter
in 1996. Tom Paredes, well-known author and professional network
marketer, agreed to share his techniques regarding telephone
recruiting. The results of that interview follow, minus the
insults and verbal sparring that seem to characterize
conversations between these two marketers.
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This interview is available on two CDs,
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Tom Schreiter: 'This is Tom 'Big Al' Schreiter. I'm in the
studio today with Tom Paredes. Tom Paredes is the author of 'MLM
War Stories,' a best selling book on generic recruiting for
multi-level marketers. He's also the author of 'Network
Marketing Techniques That Work.' It's a tape album that he's
developed because he's an international trainer and speaker and
gives seminars throughout the world. He has about eighteen years
experience in multilevel marketing, and he's been really good
friend for the last fifteen years. One of his specialties is
talking on the telephone. Now, there are several ways of working
the business. Some people use party plans, some people use
referrals, some like in-home meetings, some like hotel meetings.
Everyone, whether they do mail order or advertising, has a
technique that they like to use that works best for them. Now,
for me, I'm a phonophobic. I'm probably one of the worst people
ever on the phone. But I use the other techniques that work for
me. But that's why I like talking to Tom Paredes, because, well,
he's a pro on the phone. Now, some people use the phone for cold
calls; others use it to maybe follow-up, making phone calls to
people they mailed information to from a mailing list. Some
people use it for direct response ads, to follow up. Or maybe
referrals. Some even use it for training and relationship
building. There are several uses for the telephone. To use it
correctly, we're going to talk to Tom Paredes today. The first
thing we'd like to talk about is prospecting. Now, we know,
working your warm market, people you know, is best, because they
don't have a problem with trust, you have that out of the way,
so they can listen to the facts about your business opportunity.
But once you've finished your warm market, then where do you go?
Some people have already used up their warm market; they've
talked to everybody. Some don't have a warm market. Maybe
they're born from orphan parents or something. Other people may
have just moved to a new community. Or maybe, maybe you're
young, eighteen years old, and your warm market is eighteen
years old, and maybe they don't have the business acumen or
desire or direction that you have right now. So, you're going to
say 'Gee, I need to build a brand new warm market. And it looks
like I'm going have to use the telephone.' So that's where Tom
Paredes comes in. So, I'm going to switch over to Tom here and
ask Tom, 'Tom, when you use the telephone, one of the first
things people say is 'Gosh, I'm afraid when I talk people, they
may be giving me objections, they may not trust me.' How do you
go about building a relationship, getting kind of a warm
connection with somebody over the telephone that you don't know?
What kind of techniques, what do you say to people when they say
'Well, I'm not sure.' And they kind of clam up and don't tell
you what they want. Tom, what kind of things do you use to help
people get started?'
Tom Paredes: 'Well, first of all, a lot has to with the person
I'm calling. For example, I wouldn't call somebody off the
Yellow Pages, or somebody off an ad or something like that
unless I had some connection with them. For example, if I have a
name of a person who's in network marketing already, or
possibly, they're looking for an opportunity, First of all, what
I want to do is create curiosity.'
T.S.: 'Okay, that's a good point. Instead of trying to sell
right away over the telephone, and tell them all about your
opportunity and how long the company president has been company
president, and how big the bank account is, the very first
thing, before you even present your company, and talk about the
marketing plan, is building curiosity. Why do you want to build
curiosity first?'
T.P.: 'Well, because if they're not curious, they're not going
to listen to you. So, obviously the first thing to do is to
build that curiosity so they say 'Hmmm. Maybe I want to listen
to this guy.'
T.S.: 'Okay. Once you build the curiosity, people say, 'How do I
do that? Do I give them a riddle or a tough question? How do you
get people where they're kind of hanging on the edge of their
phone, wanting to hear what you say next, or maybe want a
follow-up phone call?' What techniques do you use to build that
curiosity with people?'
T.P.: 'Well, let's take for example, if I call somebody who is
from a mailing list, or maybe an ad they ran or something like
that. I'll say 'Well, Tom, I saw your name in this magazine', or
?I got your name from a list' or whatever, and, I understand
you're in network marketing. How are you doing with it?' And you
say things like 'Well, you know, I'm not doing real good with
it', or 'I'm doing great.' It doesn't really matter what you
say. But if you say, for example, 'Well, I'm not doing really
good with it. I've been doing this for a year now, and it's
really not where I want to be. The next thing I may say would
be, 'Well, you know, I learned some skills from a friend of mine
who's been doing this for a while, and one of the things I
learned, well, let me just share a couple of things that might
help you out.' So I immediately try to give you something that
you can use. So I'll say, for example, 'Most people, do they
like to sell, or do they hate to sell?' And the answer's always,
'They hate to sell.' '
T.S.: 'I can believe that. I'd say just about everybody would
say that.'
T.P.: 'And, the second thing is, most of us are sales-resistant.
Have you ever gone, for example, to a place where they have
commissioned sales people? And when you walk into the store,
immediately the sales person some up to you and says 'May I help
you?' And what do we say? 'No thanks' or 'Just looking'. So, you
know, we really are sales- resistant. So, if most people that we
meet are sales-resistant, then we have to find a way to approach
them without us appearing to be like sales people. One of the
things I like to do, is when you create that curiosity, we talk
maybe about one of the important things is having the skills to
be able to build an organization. And that's really what they
want to do, they want to build an organization. So I say a few
things to them that might get their attention, for example, 'I
think it's important to be able to have the skills to build an
organization, don't you?' and they always say 'Well, yeah.' 'And
I say, 'I also think that one of the things is, if we had a way
of doing this where people would only have to follow
instruction, instead of selling, that would be easier, wouldn't
it?' and they say 'Yeah.' I mean, think for example, the guy
that works at the burger joint. The boss says 'I'll give you
minimum wage and all you have to do is take these french fries,
these frozen french fries, put them in the grease. And when the
bell rings, take them out and put them over here. And if you can
do that, I'll give you minimum wage.' And the young man, or the
young girl, says 'Hey, I can do that.' So, all of us can follow
instructions. All of us don't like change. So, if we can do
that, it's a lot easier than trying to teach somebody how to
sell. So, once we get done with that, they're kind of curious.
What are you really talking about? I really didn't say anything.
All I talked about was learning some skills and having people
follow instructions instead of selling.'
T.S.: 'So, you pique their curiosity, you don't go right into
the company, don't talk about the product or the marketing plan,
you start talking about skills and learning to develop the
skills. Now, if they're brand-new, obviously they want to learn
the skills, and even if they've been in multi-level marketing
for a while, they're probably interesting in learning a lot of
new skills. So, when you create that curiosity, what happens
then? What happens on that second call, because you create that
curiosity now, what do you say the second call? Do you continue
with the curiosity, or where do you go next?'
T.P.: 'Well, when you create the curiosity, you visit with them
a little bit, and that's it. You hang up. And you may make
another call later, but most of the time they call you because
you have them pretty curious. They'll call you back and they'll
say 'Hey, that was really, really interesting.' Or, if you want
to do this in the first call, they'll say, 'Hey, that sounds
really interesting. Can you tell me a little bit more?' Because
they obviously want to learn some of the skills. And you say
'Well, I'd love to tell you, but why don't we do this? Why don't
we set up an appointment, it will take about 25 minutes, and
we'll visit some more?' Because, you don't want to tell them the
presentation right there. The purpose of the fist call is create
the curiosity. The second call is to do your presentation.'
T.S.: 'Okay, to create that curiosity, it sound like that's
going to be the key, or else you won't even have a second call,
and to create that curiosity, you talk about skills. Now, I've
heard you speak before, and you say, 'One thing about skills: it
doesn't matter what company you're in, if you don't have the
skills, you're not going to be successful in any company. It
doesn't matter what kind of product you have; it doesn't even
matter what type of compensation plan. Because if you don't have
the skills to build a downline, it doesn't matter how much the
compensation pays. So you really settle heavily on learning the
skills that will make you successful no matter what you do, and
use that as the keystone to get people curious on the very first
call. Is that right?'
T.P.: 'That's right. I say that the skills are the most
important thing. However, that doesn't mean the company isn't
important. That doesn't mean the products aren't important.
Those are important. But the most important thing is to have a
downline, to be able to build a downline. Because if you can't
build a downline, it doesn't matter what company you're with.
Because if you can't build a downline, it won't matter if the
products are good or not. That just won't matter.'
T.S.: 'Well, I can see where this would set you apart from a lot
of other people that telephone a prospect. Imagine an ordinary
prospect. They maybe pull out a newspaper like USA Today. And in
it, there are maybe fifty or maybe even one hundred different
ads for multi-level programs. It would be pretty hard to believe
that a person would call just one ad and that's it. I'm sure
they'd probably call 10, 20, 30, or 40 or maybe even all 50 ads
if they're interested in looking for a business opportunity.
Most of these people, when they respond, when they talk to the
prospect, they're going to say 'Join me. My company's better.
The first letter is higher in the alphabet or lower in the
alphabet.' Or maybe, 'We have the only product of its kind.' But
if you're a prospect, after you hear, 'We have the only product
of its kind,' about 30 times, it kind of loses something because
you hear it all the time. Everyone that's talked to this
prospect has probably said, 'Gosh, we have the best compensation
plan, and the best products, and the best company president and
we've been around the longest and we're the greatest.' After you
hear that so many times, you become immune to it. So you kind of
shock them by talking about learning skills, something they
really want, and creating a desire in them to learn these
skills. So you'll stand out quite a bit different than the other
49 callers out of 50 who are all trying to sell a feature, or
their product, or their compensation plan. So, your second step
is: you're going to create a desire to make them want to come
meet you, talk to you on the phone further, maybe send them some
more information. You're going to create the desire so they come
to you. And when people come to you, it's a little bit more of a
comfortable relationship over the telephone. Any tips on how to
create desire? How to get them on that second phone call to say
'Gee, I really want to meet with you, to visit with you and get
that information?' What would you do?
T.P.: 'Well, sure Tom, let me just back up here just a little
bit here, about going back to creating the curiosity. One of the
things is that when you talk to a lot of these people, they talk
about how great their company is, how great their products are.
When you start saying something like, oh for example, if I say
'Tom, I just got involved in this great, terrific company, and
we have a fantastic product.' And immediately you translate that
into, 'What do I have to sell?' And you hate to sell. So why do
I talk to you that way? Well, because that's the way I learned
from my upline. Who really didn't understand this business. But
it's really not his fault or her fault, because they learned it
from their upline. And it goes all the way up the line to
someone who no longer is in the program, and we're doing the
same thing they were doing. And that's what happens with a lot
of people. They're doing the same thing over and over again, and
they're talking the same language. They're talking about the
company and the products, to try to get people in, instead of
talking about creating that curiosity. And the curiosity really
is created by talking about something different. How to
construct a network. How to build a downline. Because that's
what really everybody wants. Because if you can build a
downline, then of course, you can sell the products, you can
talk about how great the company is, and so forth. Now, the next
step we talk about is: how to create desire. You know, think
about it for a minute. People will not do this business unless
they can see themselves doing it. They see a guy come up there
and he's just a polished guy and he gets up there and talks
about the nice fancy car he has and the big house and all this
other stuff. While those might be nice things, most people won't
see themselves doing it. I mean, how can a person who makes five
bucks an hour, say, 'Oh yeah, I can see myself making $100,000
dollars a year.' They just can't see it right then. However, we
create desire by talking about our story. That's why the first
step in the presentation that we do is we talk about our story,
who we are as a person. For example in the story there are three
different parts. Number one: we talk about our childhood, our
teen years, and adult years. I talk about when I was a child, I
was a very, very, very skinny kid, and when I was in the sixth
grade, I remember changing schools three different times, and it
was very embarrassing for me to be able do that. I was skinny,
and I was a minority. It was just very, very, very tough. So
when somebody says, 'Wow, this guy was shy! And he no longer is
shy? Maybe there's hope for me.' When I talk about as an adult,
how I had a lot of debt, and I was just trying to figure out
what I was going to do to pay my rent and so forth, somebody
says 'Wow, that guy's just like me! Maybe there's hope for me!'
So, they can see themselves do this business. Now, once they see
themselves do this business, then you can talk about the dreams.
The curiosity is created throughout the story, and now they see
themselves doing the business.'
T.S.: 'So you tell your personal story in the phone call.
Obviously, it helps people realize, 'Gee, you're just like me!'
If they hear you talk about something personal, they're going to
be a little bit relaxed to talk about something personal. Do you
create the curiosity on your first phone call, and then talk to
them about the desire on the second phone call? When do you go
through your story with the prospect?'
T.P.: 'That's on the second phone call. The phone call really is
just a very short call, it's probably about 7-10 minutes, I'm
talking about. Normally I'm talking about my upline, because you
can't really talk about yourself on the phone when you're doing
the curiosity. I'll say something like: 'I have an upline who
has taught me a lot of these skills.' For example, in my case, I
talk about my upline, Tom Schreiter, who's taught me a lot of
things, and some of the things I've learned about how to
construct a network. People say 'Wow, I want to learn these
skills.' Now they have that curiosity. We move to the second
step, which is creating desire. I start off by saying, 'Hey, let
me just share a little bit about who I am, since you have no
idea who I am, I was born in ..' And I start off on my story.'
T.S.: 'So the second phone call, you cover your story, you're
going to create a desire so you meet for a presentation, or
maybe set up a later presentation over the telephone because
it's very, very long distance. What would you do in the third
phone call? You've already made the first phone call, which was
to create curiosity. The second one creates a desire. You gave a
presentation, you have a third phone call on your system. What
do you cover during phone call number three after the actual
presentation?'
T.P.: 'The third phone call is actually to answer any questions
that they may have about the presentation I gave them. Because
once I do the presentation, for example, on the telephone, I
send information to them. Now, there are different ways you can
send information. For example, you can mail a packet of
information to them, and normally the packet of information is
about the compensation plan, about the company and some of the
products. Those are things they'll want to know anyway. So it's
done after the presentation. Or, you can fax the information to
them. That way they can have it right away. So during the
follow-up call, I ask them questions like 'What did you think of
the information I sent you?' And you answer those specific
questions.'
T.S.: 'So, you don't send them any information after the first
phone call. You just use that to pre-screen them and to create
curiosity. And after the second phone call, once you've created
a desire, then and only then do you invest money in mail
information and literature to them. Is that right?'
T.P.: 'That's right. You know, Big Al likes to use the two-on-
one, and that works really well also on the telephone, because I
have my sponsor on the phone with me, or I have a downline
distributor. For example, a distributor would have his sponsor
with him on the second call. On the first call, they don't have
their sponsor on the line. They're talking about their sponsor,
a guy or a gal, who has taught them the skills to build a
network. So now this person is curious to see, 'Who is this
person? I want to meet this person!' And we set an appointment
on the second call to say that, 'Oh, maybe you can talk to them
and maybe pick their brain, and be able to get some ideas, maybe
to build your business.'
T.S.: 'So, it's a little bit different that most people who say
'Gee, if I get somebody on the phone, and if they just show just
a sliver of interest, or if at least they weren't mean, I'll
mail them a whole bunch of literature.' Which of course wastes a
lot of literature and supports the Post Office. So, what you do
is pre-qualify and get all the non-qualified people out of the
way so you can spend more money, more time, and more effort with
the people that are the most qualified. Is that right?'
T.P.: 'That's right. And you know, we have to able to identify
these people quickly. And unfortunately, a lot of people who are
new to the industry don't know how to do this very quickly. What
they do is immediately they get somebody on the phone, 'Oh sure,
go ahead, send me the information.' And they're really not
interested. They just want to get you off the phone. And you
start sending everything that you have. So you spend $20 in
product and $1,000 on literature.'
T.S.: 'Now, that's true. When I have a salesman on the phone
talking to me I say, 'Please send me the literature.' I'm in
kind of a hurry right now to get him off the phone. You're
probably right. People who just request literature are probably
not the most interested parties. I guess you kind of have to
test it and listen to what they say. But many of us probably
send out literature way too early in the presentation. Is that
right?'
T.P.: 'Yeah, that's true. I like to have the person qualified
first, and then after I give them a presentation on the phone,
then I send the information to them. Because really, if you send
the information first, you know, they're not going to get
excited about the products you have, or the company president
that they don't even know. They're going to get excited about
whether they can do this thing or not. So, in the story, it's
designed to create desire, they're going to say 'Wow, I think I
can do this.' And then when you talk about the dreams, 'Wow, I
guess I can reach those dreams.''
T.S.: 'You have a person in your organization, Lauren Whittmore,
and she's one of the best people I've ever heard over the phone.
Whenever I talk to her on the phone, I just guard my wallet.
She's that good. She really relates to people, and she's one of
those type of people that when you meet her, you instantly have
a relationship. You're comfortable with her. She's very, very
good, especially over the telephone. I was talking to her about
how she handles her phone calls that, let's say, were to come
from an ad that she ran. She handles it something like this: She
says, to the prospect, 'When you answered my ad, there must have
been something that attracted you toward it. What were you
looking for or what did you like about it?' So, before she even
presents her company or opportunity, she starts asking the
prospect what attracted them to make that phone call. What were
they looking for? After they've mentioned that, she asks a few
questions such as, 'Have you ever been in multi-level marketing
before?' And she listens to their story. She asks 'What
happened?' And of course, they say 'Well, this didn't work out.'
'My sponsor stole my dog.' ?The company went out of business.'
Something like that. And she says, 'Well, how did you feel when
that happened?' And all of a sudden, the emotions and the
feelings come through that somebody's actually listening to
them, and they tell how they felt when the sponsor stole their
dog, or when something didn't work right with their company. And
then she asks, 'What did you do before that multi-level
marketing experience?' and 'What did you do before that?' She
finally comes down to say, 'What are you looking for in a multi-
level marketing opportunity?' So she's gathering information,
creating desire. She's listening to what they're interested in,
and she finally ends up by asking, 'Well, why do you want to do
this type of business? What do you have in the way of dreams?
What do you want to achieve?' And they start talking about their
dreams. And after a twenty-minute phone call with Lauren, she
has that type of personality, that people think of her almost
like their sister. They have that type of relationship with her.
When she gets done, she's learned a little bit about their
dreams and so on. What's amazing, listening to Lauren, is that
after 20 minutes of her just asking a couple of questions and
listening, most people are saying, 'Well, this sounds really
good, Lauren. How do I get involved with you?' She hasn't
mentioned the company, the product, anything like that, and
they're ready to join. So she builds a relationship over the
phone, and she has that magic type of personality. But for those
of us who don't have that magic sort of personality, what you're
saying is we can create first of all the curiosity, second of
all, we create desire, and third, we follow up on that
presentation. Now you mail them information, or fax them
information if it's long-distance and you can't meet them
personally, so what type of information would you send a person
to do a presentation? Would you send them an audio cassette
tape, a video, some literature? What information do you send
somebody who, let's say answered an ad, Tom? What would you send
them?
T.P.: 'Well, in the presentation, I do talk a little bit about
the compensation plan, but I don't go into detail. I mean, I
don't tell them all the different levels, and all the different
breakaways, and all the different things about it. So I give
them just a concept, an overview of the compensation plan. I
send them some information about the marketing plan in detail, a
complete brochure on the marketing plan. I also don't talk about
the products, as in every product that a person has or service
that a company has. I just give them an overview, a concept, of
products or services in general. So I send that information to
them. Some of these programs have car bonuses, or house
payments, or whatever. I send them information on that. So,
those are the things that we send.'
T.S.: 'What magic words do you listen for in a prospect?
Obviously, when you're talking to people over the phone, you're
doing some sorting, you're saying, 'These people are just
curiosity seekers or tire-kickers, or wasting their time. And
some of these people here really have that desire, they really
want to go for it. What key words do they say, or how do you
pick up in a telephone conversation, the level of desire and
commitment that the person has? What do you listen for?'
T.P.: 'I listen to a lot of things. For the emotion, some of the
things they've done in the past, and why they haven't done it.
See, most of the people who haven't really succeeded in multi-
level didn't fail because their sponsor left them and they
didn't do anything. It's because they didn't really have the
skills. They were doing it basically wrong, and they were trying
to do it the wrong way. I know there are a lot of different ways
to build a business, but, I think the thing is, they really
didn't have anybody to teach them. Everybody has different ways
of building, but they never really had a mentor to teach them.
And that's one of the things I try to get across.'
T.S.: 'Do you look for any success patterns in the past? Do you
look and see if they've been successful in other things they've
done, or do you look for failure patterns? What do you use to
kind of sort through people to see if they're the type of person
that would like to invest time in your business and be
successful? What do you look for?'
T.P.: 'Well, you know it's funny that you mentioned success
patterns or failure patterns. Really, what I look for is a
person who has the desire. Let me give you an example. Thomas
Edison. You know, he had gone through a lot of failures before
he came up with the light bulb. So, if I were to talk to him
during one of his failures, what would have happened? I would
have said 'Forget this guy. He's a failure.' But if I would have
met him after the fact, I'd have said, 'Yeah, he's a success.'
So, it's really desire. He did have a desire, and he was not
going to quit. So I look for the desire factor. Let me just back
up a little bit here, because when I talk to the person to
create the curiosity, then the desire, notice how there are
different steps instead of trying to get them all at once. And
let me just illustrate this through a way of doing it. For
example, I believe that it's easier to talk to somebody if I
have a relationship with them instead of if I don't. Because if
I don't, then it's like selling. I was at one of those
convenience stores early one morning, and I was going to get a
cup of coffee. And it was raining. I mean, it was cats and dogs.
It was just pouring down. And I walk in this place, and just
between the raindrops, I still got wet, and I looked at the
clerk and I said 'Man, you're lucky.' I was the only guy in the
store. It was early in the morning, and I said, 'You're a very
lucky guy. I mean, I just left the highway there and I saw a
telephone guy on a pole, getting all wet, trying to fix the
electricity. And I don't know if I want that kind of job, but
here you are inside, nice and dry.' And he looks at me and he
says, 'Yeah, but I'm not going to do this all my life.' And I
looked at him and I said, 'Really? What are you going to do?'
And he said, 'I don't know. I think I'll start my own business.'
Now, see here's the mistake that most MLMers make. They pull
their business card out. They get their brochure out and start
chasing this guy around the store. 'Hey, I've got this great
opportunity for you. And it's great. It's tremendous.' And this
guy starts backing away because he has that sales resistance.
Now, so I said, 'Okay, great.' He didn't know what he was going
to do. A couple of days later, I come back again. Get another
cup of coffee. And I said, 'Hey, did you get that business of
yours yet?' Of course, he didn't get it. He said, 'No, no, not
really.' And he just kind of laughed at me a little bit. A
couple of days later, I went back for some more coffee. And, he
says 'Tom, I've seen you three times here at three different
times. What is it that

T.S.: 'You have a person in your organization, Lauren Whittmore,
and she's one of the best people I've ever heard over the phone.
Whenever I talk to her on the phone, I just guard my wallet.
She's that good. She really relates to people, and she's one of
those type of people that when you meet her, you instantly have
a relationship. You're comfortable with her. She's very, very
good, especially over the telephone. I was talking to her about
how she handles her phone calls that, let's say, were to come
from an ad that she ran. She handles it something like this: She
says, to the prospect, 'When you answered my ad, there must have
been something that attracted you toward it. What were you
looking for or what did you like about it?' So, before she even
presents her company or opportunity, she starts asking the
prospect what attracted them to make that phone call. What were
they looking for? After they've mentioned that, she asks a few
questions such as, 'Have you ever been in multi-level marketing
before?' And she listens to their story. She asks 'What
happened?' And of course, they say 'Well, this didn't work out.'
'My sponsor stole my dog.' ?The company went out of business.'
Something like that. And she says, 'Well, how did you feel when
that happened?' And all of a sudden, the emotions and the
feelings come through that somebody's actually listening to
them, and they tell how they felt when the sponsor stole their
dog, or when something didn't work right with their company. And
then she asks, 'What did you do before that multi-level
marketing experience?' and 'What did you do before that?' She
finally comes down to say, 'What are you looking for in a multi-
level marketing opportunity?' So she's gathering information,
creating desire. She's listening to what they're interested in,
and she finally ends up by asking, 'Well, why do you want to do
this type of business? What do you have in the way of dreams?
What do you want to achieve?' And they start talking about their
dreams. And after a twenty-minute phone call with Lauren, she
has that type of personality, that people think of her almost
like their sister. They have that type of relationship with her.
When she gets done, she's learned a little bit about their
dreams and so on. What's amazing, listening to Lauren, is that
after 20 minutes of her just asking a couple of questions and
listening, most people are saying, 'Well, this sounds really
good, Lauren. How do I get involved with you?' She hasn't
mentioned the company, the product, anything like that, and
they're ready to join. So she builds a relationship over the
phone, and she has that magic type of personality. But for those
of us who don't have that magic sort of personality, what you're
saying is we can create first of all the curiosity, second of
all, we create desire, and third, we follow up on that
presentation. Now you mail them information, or fax them
information if it's long-distance and you can't meet them
personally, so what type of information would you send a person
to do a presentation? Would you send them an audio cassette
tape, a video, some literature? What information do you send
somebody who, let's say answered an ad, Tom? What would you send
them?
T.P.: 'Well, in the presentation, I do talk a little bit about
the compensation plan, but I don't go into detail. I mean, I
don't tell them all the different levels, and all the different
breakaways, and all the different things about it. So I give
them just a concept, an overview of the compensation plan. I
send them some information about the marketing plan in detail, a
complete brochure on the marketing plan. I also don't talk about
the products, as in every product that a person has or service
that a company has. I just give them an overview, a concept, of
products or services in general. So I send that information to
them. Some of these programs have car bonuses, or house
payments, or whatever. I send them information on that. So,
those are the things that we send.'
T.S.: 'What magic words do you listen for in a prospect?
Obviously, when you're talking to people over the phone, you're
doing some sorting, you're saying, 'These people are just
curiosity seekers or tire-kickers, or wasting their time. And
some of these people here really have that desire, they really
want to go for it. What key words do they say, or how do you
pick up in a telephone conversation, the level of desire and
commitment that the person has? What do you listen for?'
T.P.: 'I listen to a lot of things. For the emotion, some of the
things they've done in the past, and why they haven't done it.

*You can make a modest secondary income retailing various network marketing companies products.

*you CAN NOT get rich this way.
*the ONLY way you can get rich in network marketing (multi-level marketing) is by duplication.

*that means you HAVE TO build a downline.
*Most people fail at doing this.
*The majority that do build one have the wrong people in it.
*you do not want Aunt Annie, Brother Bill, Cousin Charley, Daddy, Friends, Granddad, Neighbors, Relatives, Sister sue, Uncle Henry, or anyone else you know in it.

Most of them will be far more trouble then they are worth. Yes, there are a very few occasional exceptions.
*let them come to you AFTER they can see you are successful. Some will be successful then.
*I can not emphasize the above lines too strongly!
*not following this advice is a major reason why 97% of people in MLM fail.

*the ONLY people you want are leaders or those you can show how to be leaders.
*there is NO other way to get rich in network marketing.
*you show other people how to duplicate what you do.

*you MUST have a simple, short, step by step method for your downline to use.
*If you do not have it, they will not do it, and you will not get rich.

*your company and your upline will tell you to go after the very people that I tell you not to go after because few of them know how to attract or build leaders.
*ask them, "If you are correct why do 97% of people and network marketing fail?"
*ask them, "why have all the MLM stars learned, the hard way, to follow this advice."

*you just want people who are leaders and who are already in MLM or those who have expressed an interest in it.
*you want to sort out and eliminate 90% of people who answer, "Business Opportunity" advertisements (Leads).

*Now you ask, "What do I do now?"
*the answer is simple.

Develop or follo an existing simple 1-2-3 Step By Step by plan that is easily duplicatable, such as ours.
Bob
(559) 298-6906