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.