Business Format System
Prospecting and List Building
Our Challenge to You
Develop a Passion for Our Mission
Our Leadership Team is 100% committed to
creating wealth for families. There is a critical
need for the education delivered on a giant
Develop a Passion for Our Mission
Your success for the most part will depend on
how strong your passion is for our mission and
how effectively you can get many other
people to feel the same way.
It’s a mission that motivates.
Posture and Position
An edge that comes from belief
Not selling a “product”… Changing lives!
Know what we have and what we can do!
Run a Diagnostic on your business
• Show me your list
• Show me your appointments
……….I will show you your results
Just as a building contractor cannot construct a
building without a large
supply of raw
An empire builder needs a large pool of
prospects/people to plug into the system to
build a distribution empire.
Developing A Target Market
You can divide prospecting into three areas:
1. Natural Market
Friends, neighbors, relatives, co-workers, social contacts,
2. Friendship Farming
Turning strangers into friends to create a new natural market
3. Friendship Borrowing System
Relationship marketing through our third-party referral syste
Create a Target Market List
The start of an exciting business adventure.
From this list, you will build a business and
transform the lives of the people on it.
Do with partner
Put at least one
Name next to
Don’t worry about
contact info just
1. Make your list with others.
Complete your prospect list with your Leader, and make sure to involve your
spouse when possible.
2. Add names, don’t eliminate them.
Resist the tendency to eliminate people from your list because you think
they’re too busy or make too much money. That is a major mistake.
Remember, it’s not just who you know, but who they know also.
3. Use the “Executive Memory Jogger.”
The purpose is to “jog” your memory for every quality person you know.
4. Identify the “Top 25” on your list.
Your list should have a minimum of 100 names and grow to as many as 300,
500, 1,000. ….quickly identify the “Top 25” and begin contacting them
immediately with your Leader.
Recruit up- Never FEAR successful people
Don’t judge people
You never know where someone will lead you
Leave no stone un-turned
MASTER the Three Way Call
Turn Strangers Into Friends
As you go about your day, always be on the lookout for people with whom to start a
Cultivate a new warm market by meeting new
The F.O.R.M. Method
There are four questions you can ask when talking with a stranger. This method
flows more naturally if you “prime the pump”.
Stands for “Family.” You might ask him (or her) if he is a family man, does he
have kids, did he grow up here in town, etc.?
Stands for “Occupation.” What does he do for a living? How long? Does he like
Stands for “Recreation.” Perhaps you have a common recreational interest.
M. Stands for “Message.” Tell the prospect what you do to spark his interest. Get
KEY TO SUCCESS
What they are missing is number of qualified
people to get in front of on a regular,
Prospecting at each contact point
Ongoing Client Contact
“A closed mouth does not get feed”
Once the approach has been made, even if the
prospect is not interested, there is still an
opportunity to obtain referrals.
“I appreciate how you feel, May I ask you a quick
question before we get off the phone: I’ve found
my best new associates come through referrals
from quality people like yourself.
Who do you know that may be interested in a new
business venture or a possible career change?”
If the prospect has attended the BOP (whether at
the office, one-on-one, or online) and is not
interested in joining, there is still an opportunity
to get referrals.
“I appreciate getting to meet with you today. As you
can tell, our concepts can make a huge difference
in someone’s life._______, I work strictly on
referrals. Would you be kind enough to introduce
me to a few people who might benefit from our
The List Grows
Recruiting…… Top 25-Top 100
Referrals…… 3-5 per sale
Networking Online and Offline…..
In the normal course of the day
“Are you in front of your
AL Cardi School of Marketing
“Pick up the phone”!
Then what?.....Call 3 people a day
“Are you in front of your computer?”