7. ASK QUESTIONS
FIND OUT WHO THEY ARE
WHAT THEY WANT AND WHAT THEY
NEED
8. HOW DO I DO THAT?
LISTEN MORE THAN YOU TALK
During this conversation get to know your
prospective team member
9. HOW DO I DO THAT?
LISTEN MORE THAN YOU TALK
During this conversation get to know your
prospective team member
Ask Questions Using F.O.R.M.
10. HOW DO I DO THAT?
LISTEN MORE THAN YOU TALK
During this conversation get to know your
prospective team member
Ask Questions Using F.O.R.M.
11. HOW DO I DO THAT?
LISTEN MORE THAN YOU TALK
During this conversation get to know your
prospective team member
Ask Questions Using F.O.R.M.
• F: Family - Married, children, grandkids
12. HOW DO I DO THAT?
LISTEN MORE THAN YOU TALK
During this conversation get to know your
prospective team member
Ask Questions Using F.O.R.M.
• F: Family - Married, children, grandkids
• O: Occupation - What do they do for a living
13. HOW DO I DO THAT?
LISTEN MORE THAN YOU TALK
During this conversation get to know your
prospective team member
Ask Questions Using F.O.R.M.
• F: Family - Married, children, grandkids
• O: Occupation - What do they do for a living
• R: Recreation - what they do for fun.............
14. HOW DO I DO THAT?
LISTEN MORE THAN YOU TALK
During this conversation get to know your
prospective team member
Ask Questions Using F.O.R.M.
• F: Family - Married, children, grandkids
• O: Occupation - What do they do for a living
• R: Recreation - what they do for fun.............
• M: Money - What are their money concerns
20. NOW YOU INVITE
OBJECTIVE
1) This conversation is ALL about your guests.
21. NOW YOU INVITE
OBJECTIVE
1) This conversation is ALL about your guests.
2) Show your guests how this SOLUTION could
improve their lives.
22. NOW YOU INVITE
OBJECTIVE
1) This conversation is ALL about your guests.
2) Show your guests how this SOLUTION could
improve their lives.
3) Avoid talking TOO MUCH (we call that
“throwing up on people).
27. POSSIBLE CONVERSATIONS
Step 1) Greeting:
“Hi, how are you?”
Step 2) Respect their time:
“Do you have a few minutes to talk?”
28. POSSIBLE CONVERSATIONS
Step 1) Greeting:
“Hi, how are you?”
Step 2) Respect their time:
“Do you have a few minutes to talk?”
Step 3) Address their issue/concern (need, want or don’t
want):
29. POSSIBLE CONVERSATIONS
Step 1) Greeting:
“Hi, how are you?”
Step 2) Respect their time:
“Do you have a few minutes to talk?”
Step 3) Address their issue/concern (need, want or don’t
want):
Ex 1. “You know, the other day, you told me your credit card
debt was really stressing you out, have you found a solution to
that? (Obtain acknowledgment from them.)
30. POSSIBLE CONVERSATIONS
Step 1) Greeting:
“Hi, how are you?”
Step 2) Respect their time:
“Do you have a few minutes to talk?”
Step 3) Address their issue/concern (need, want or don’t
want):
Ex 1. “You know, the other day, you told me your credit card
debt was really stressing you out, have you found a solution to
that? (Obtain acknowledgment from them.)
Ex 2. “Remember when we were talking a few weeks ago and
you told me you were tired of renting and wanted to buy your
own house? (Obtain acknowledgment from them.)
34. POSSIBLE CONVERSATIONS
Step 4) Confirm that their need, want or don’t want is
legitimate:
Ex. “Are you serious about changing that, or where you
just venting?
35. POSSIBLE CONVERSATIONS
Step 4) Confirm that their need, want or don’t want is
legitimate:
Ex. “Are you serious about changing that, or where you
just venting?
*If “no”‐ respond with: “Oh, OK. I thought you were serious
and I found something that I think might help you, but if
you’re not, never‐mind!”
36. POSSIBLE CONVERSATIONS
Step 4) Confirm that their need, want or don’t want is
legitimate:
Ex. “Are you serious about changing that, or where you
just venting?
*If “no”‐ respond with: “Oh, OK. I thought you were serious
and I found something that I think might help you, but if
you’re not, never‐mind!”
37. POSSIBLE CONVERSATIONS
Step 4) Confirm that their need, want or don’t want is
legitimate:
Ex. “Are you serious about changing that, or where you
just venting?
*If “no”‐ respond with: “Oh, OK. I thought you were serious
and I found something that I think might help you, but if
you’re not, never‐mind!”
At least you’ve planted a seed and they may still want to hear
how you can help them.
40. POSSIBLE CONVERSATIONS
Step 5) Provide a solution:
Ex 1. “Well, I heard some information the other day that I think
you should hear. I feel like it could help you with (insert their
need, want or don’t want).”
41. POSSIBLE CONVERSATIONS
Step 5) Provide a solution:
Ex 1. “Well, I heard some information the other day that I think
you should hear. I feel like it could help you with (insert their
need, want or don’t want).”
Ex 2. “I recently heard some information about finances and I
think it could help you with (insert their need/want). I want to
share it with you. When do you have some time we can get
together.
45. POSSIBLE CONVERSATIONS
Step 6) Show your commitment:
“You know how I’ve been wanting to… (briefly
address YOUR why) well, I’m convinced this is going
to help me do that. When do you have some time
free.
13
49. POSSIBLE CONVERSATIONS
Step 7) Address their objection(s):
The person you’re calling may ask something like “What is it??” There are
many ways to address this question.
50. POSSIBLE CONVERSATIONS
Step 7) Address their objection(s):
The person you’re calling may ask something like “What is it??” There are
many ways to address this question.
51. POSSIBLE CONVERSATIONS
Step 7) Address their objection(s):
The person you’re calling may ask something like “What is it??” There are
many ways to address this question.
Whatever you do - DO NOT - Try to answer this question. It will most
likely lead to more questions and cause your guest to become skeptical.
55. POSSIBLE CONVERSATIONS
Here are some ways to address the question “What is it?”:
Ex.1 “That’s a great question, and honestly, if I could summarize it for you
in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from
someone more qualified than me.”
56. POSSIBLE CONVERSATIONS
Here are some ways to address the question “What is it?”:
Ex.1 “That’s a great question, and honestly, if I could summarize it for you
in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from
someone more qualified than me.”
57. POSSIBLE CONVERSATIONS
Here are some ways to address the question “What is it?”:
Ex.1 “That’s a great question, and honestly, if I could summarize it for you
in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from
someone more qualified than me.”
Ex.2 “The truth is I don’t know that I could explain it right. I see how it could help
you with (insert their need/want) and I don’t want to blow it for you. My (mentor/
friend/expert) is willing to show you the same way he/she showed me.”
58. POSSIBLE CONVERSATIONS
Here are some ways to address the question “What is it?”:
Ex.1 “That’s a great question, and honestly, if I could summarize it for you
in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from
someone more qualified than me.”
Ex.2 “The truth is I don’t know that I could explain it right. I see how it could help
you with (insert their need/want) and I don’t want to blow it for you. My (mentor/
friend/expert) is willing to show you the same way he/she showed me.”
59. POSSIBLE CONVERSATIONS
Here are some ways to address the question “What is it?”:
Ex.1 “That’s a great question, and honestly, if I could summarize it for you
in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from
someone more qualified than me.”
Ex.2 “The truth is I don’t know that I could explain it right. I see how it could help
you with (insert their need/want) and I don’t want to blow it for you. My (mentor/
friend/expert) is willing to show you the same way he/she showed me.”
Ex.3 “Here’s the deal—if I were to give you just one piece of a jigsaw puzzle,
would it be enough to see the whole picture? Of course not! This information
works the same way—one piece of information won’t give you the whole
picture.”
60. POSSIBLE CONVERSATIONS
Here are some ways to address the question “What is it?”:
Ex.1 “That’s a great question, and honestly, if I could summarize it for you
in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from
someone more qualified than me.”
Ex.2 “The truth is I don’t know that I could explain it right. I see how it could help
you with (insert their need/want) and I don’t want to blow it for you. My (mentor/
friend/expert) is willing to show you the same way he/she showed me.”
Ex.3 “Here’s the deal—if I were to give you just one piece of a jigsaw puzzle,
would it be enough to see the whole picture? Of course not! This information
works the same way—one piece of information won’t give you the whole
picture.”
61. POSSIBLE CONVERSATIONS
Here are some ways to address the question “What is it?”:
Ex.1 “That’s a great question, and honestly, if I could summarize it for you
in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from
someone more qualified than me.”
Ex.2 “The truth is I don’t know that I could explain it right. I see how it could help
you with (insert their need/want) and I don’t want to blow it for you. My (mentor/
friend/expert) is willing to show you the same way he/she showed me.”
Ex.3 “Here’s the deal—if I were to give you just one piece of a jigsaw puzzle,
would it be enough to see the whole picture? Of course not! This information
works the same way—one piece of information won’t give you the whole
picture.”
5) It’s better to show you than tell you. When can we sit down and visit for an
hour? You don’t even have to bring your money with you, we’re just gonna talk.
65. POSSIBLE CONVERSATIONS
*If the person you are calling starts to really push the issue, you
are going to have to
STEP UP YOUR POSTURE!
66. POSSIBLE CONVERSATIONS
*If the person you are calling starts to really push the issue, you
are going to have to
STEP UP YOUR POSTURE!
67. POSSIBLE CONVERSATIONS
*If the person you are calling starts to really push the issue, you
are going to have to
STEP UP YOUR POSTURE!
Even though they may be frustrated that you won’t give them
immediate answers, they
68. POSSIBLE CONVERSATIONS
*If the person you are calling starts to really push the issue, you
are going to have to
STEP UP YOUR POSTURE!
Even though they may be frustrated that you won’t give them
immediate answers, they
will ultimately respect you more for standing your ground and
taking this information seriously.
72. POSSIBLE CONVERSATIONS
Step 8) Schedule the appointment:
“I’m free on (insert 2 different days and times) ‐
which would be best for you?”
73. POSSIBLE CONVERSATIONS
Step 8) Schedule the appointment:
“I’m free on (insert 2 different days and times) ‐
which would be best for you?”
74. POSSIBLE CONVERSATIONS
Step 8) Schedule the appointment:
“I’m free on (insert 2 different days and times) ‐
which would be best for you?”
Two different dates let’s them know you’re taking this
seriously and your time is valuable.
84. Communication Tips
Avoid Saying This Instead Say This
New business opportunity Valuable financial information
Are you interested? You really need to see
this
85. Communication Tips
Avoid Saying This Instead Say This
New business opportunity Valuable financial information
Are you interested? You really need to see
this
I recently became involved I heard some information
86. Communication Tips
Avoid Saying This Instead Say This
New business opportunity Valuable financial information
Are you interested? You really need to see
this
I recently became involved I heard some information
We can make a fortune/retire This could solve your problem
87. Communication Tips
Avoid Saying This Instead Say This
New business opportunity Valuable financial information
Are you interested? You really need to see
this
I recently became involved I heard some information
We can make a fortune/retire This could solve your problem
88. Communication Tips
Avoid Saying This Instead Say This
New business opportunity Valuable financial information
Are you interested? You really need to see
this
I recently became involved I heard some information
We can make a fortune/retire This could solve your problem
Build/start a business Create an additional
stream of income
89. Communication Tips
Avoid Saying This Instead Say This
New business opportunity Valuable financial information
Are you interested? You really need to see
this
I recently became involved I heard some information
We can make a fortune/retire This could solve your problem
Build/start a business Create an additional
stream of income
