Free training on referrals (Transcript)
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Free training on referrals (Transcript) Free training on referrals (Transcript) Document Transcript

  • How to Get Unending Referrals And Enroll More Distributors Now Overview Copyright Priceless Possibilities www.PricelessTrainingTools.com Text 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Overview Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Overview Overview Getting Started 4 Major Components 2 Simple Conditions Absolute Certainty What’s Most Important? Building Rapport Summary of How to Get Referrals Effectively Getting More of What’s Important Your Ideal Client Asking for Referrals How to Contact Your Referrals The Reason for the Call 4 Qualifying Questions 3 Way Call Pain vs. Pleasure Summary Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Overview “How to Get Unending Referrals and Enroll More Distributors Now” is a simple, yet powerful system that can work wonders for any distributor! Now as you’ve just heard, this program can literally change your life. That’s a bold statement, but one Michael is convinced is absolutely true, when you practice this system. This proven system is made up of four key components that will motivate others to want to give you referrals, and then show you how to invest your time with only people who are seriously interested in your business so you can substantially grow your business. In this tape program you will learn how to stop wasting time, energy, and money with people who aren’t really interested in your business. After all, how does it feel when you have to talk with strangers to try and build your business? How does it feel when someone promises to show up for a meeting and never shows, or even calls? You will also learn how to only invest time with people who are really interested in your opportunity. This system will help you quickly identify and attract key leaders. What’s it like when you’re around someone who is passionate about your business? Imagine what it would be like to work with an organization full of passionate leaders. You will also have a lot more time to better support those who’ve already enrolled in your organization. How might your business be different when you have the time to really support your key leaders? Last but definitely not least, you will have a lot more money and free time. You’ve heard of the benefits of building a large organization: you could spend lots of quality time with your loved ones, travel wherever you want, live in your dream home. Isn’t time that you get to live the life of your dreams rather than watching someone else do it? Welcome to “How to Get Unending Referrals”, designed specifically for network marketers by Michael Price of Priceless Possibilities. Michael has had many tremendous successes in the area of sales, marketing, and working with networkers. Yet, it wasn’t always that way. In the 1970’s he dropped out of college three times, couldn’t hold down a job, and ended up in 1980 at the age of 22 with literally fourteen cents in his pocket and sleeping on someone else’s couch, as he couldn’t even afford to pay rent. He was thousands of dollars in debt and wasn’t exactly what you would call a success. At this point, you might be wondering, “Why should I listen to this guy?” Well, as a result of his many learning opportunities, in other words, what others would call failures, Michael made a decision in 1980 that changed his life forever. He heard a saying that said, “If you want what we have, then do what we do.” Michael began to study very successful people and noticed that these people had certain common principles that they apply to their business, as well as their personal life. Michael became an avid student of studying these principles of success and has continued to do so, with a passion, since 1980. As a result of studying the principles of success and applying them in his own life, Michael has been able to turn his life around dramatically. He believes that if he can turn his life around, then certainly anyone can because it’s the principles of success, when applied that must create success. Michael utilized these principles of success to accomplish the following: In 1982 he became the #1 sales rep for the entire country selling alarms. Initially, he felt like quitting because door to door commission sales was difficult, and he wasn’t making any sales for quite some time. He didn’t quit though, and never quitting is one of the key principles of success in network marketing. If things haven’t gone your way so far, just don’t quit. Listen to this tape repeatedly, apply the four key components for this program, and you will make tremendous improvements in your business. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Overview Then he got a job with a major division of NCR, a fortune one hundred computer company. Michael was required to take in-depth sales training for six months before he could even talk to a customer. After studying diligently to master the principles of sales for six months and then applying them over the next few years, he became sales rep of the year for the entire country. This was quite a contrast to the days when he had fourteen cents in his pocket and sleeping on someone else’s couch. Was it luck that turned him around? Or rather investing his time to master the principles of success? Michael attributes his tremendous sales successes mainly to his system to attract unending referrals. Using this system, you will generate an unlimited amount of referrals to be able to drastically change the way you qualify prospects so that you only invest time with people who are seriously interested in your products and services. Imagine what that will do for your business! After working for NCR for five years, he left and became involved in network marketing in 1990. Michael also decided to start his own business and opened a travel agency that grew at an average rate of 48% per year for five years to over 6 billion dollars a year in sales. Now this was an astounding feat when you consider the fact that the travel industry was experiencing record bankruptcies, down-sizings and mergers. Michael’s track record shows that the principles of success will work, even in a down industry. Just think how well they will work for you when applied to the network marketing industry, which has been growing at a dramatic rate. While Michael owned his travel agency, he created a no-cost promotion that went to 5.8 million City Bank cardholders. City Bank paid for the printing and distribution of an ad for Michael’s company that had the phones ringing non-stop for years. Imagine what can happen to your business when you learn how to motivate other individuals and organizations to invest their time, energy, and yes, even their money to give you referrals. Michael later sold his travel agency to focus on his passion of supporting others by creating a professional training company. Before Michael began his own training company he was one of only ten trainers paid by Tony Robins Company to travel around the world and support Tony at his live, public seminars. This enabled Michael to learn, first hand, many principles of success by studying Tony, and many other world class trainers that Tony considers as his mentors. In addition to the four key components of this program, many of these principles of success are sprinkled throughout these cassettes. These principles are invaluable when acted upon. So give yourself the gift of listening to this program repeatedly. While doing his own seminars, Michael began to get rave reviews from networkers, which led him to create products and programs exclusively for networkers. He has received outstanding endorsements from some of the top money earners in the network marketing industry, as well as top experts such as John Milton Fogg, editor of “Success” magazine and “Upline” magazine, Tom “Big Al” Schreiter, the top trainer in the networking industry for over twenty years, and John Kalench, founder and president of “Millionaires in Motion”. And now, with no further a due, it’s my great pleasure to introduce the man whose passion is to support networkers by creating powerful tools and programs to help you live the life of your dreams: Michael Price of Priceless Possibilities. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Getting Started Congratulations for investing in this tape set because successful people know that the best investment you could every possibly make is to invest in yourself so that you learn more. When you learn more you can earn more and your income will be like a sign I saw in an office that said: ‘Your salary raise becomes effective when you do.’ I would also like to acknowledge you for listening to this tape because you’re doing something that a very small percentage of the population is willing to do. You are taking action on your dreams. You see, it takes action to produce results and you’re doing something about your future. Most people are talking and hoping and wishing that their life would get better. Yet, they are sitting at home watching the income reducer. By the way, you do know what the income reducer is right? It’s the television set. Because the more you watch it, the more it reduces your income. According to insurance statistics, by the age of 65 95% of the people are either dead or dead broke, and very few are financially free. Doesn’t it make sense that if you learn what the financially free people know, and you do what they do, then you too can be financially free. So what are the financially free people doing that the other 95% aren’t? They invest in themselves, the take lots of action, they have a vehicle to get them where they want to go, and a system to get them there quicker. You’ve already demonstrated that you’re willing to invest in yourself and take action. So what do I mean when I say that financially free people have a vehicle to get them where they want to go and a system to get them there quicker. Let’s first talk about the vehicle. A vehicle is designed to get you from point A to point Z. Now, some vehicles work better than others, don’t they? For example, imagine that you’re on a porch, and you see a rocking chair. Now, you sit in the rocking chair and you begin to rock. It goes back and forth, back and forth, back and forth. It really works well if you want to go back and forth, doesn’t it? But what if you want to go somewhere? For example, what if you live in the suburbs and you want to go downtown? Would the rocking chair ever get you there? Of course not, and why not? Because it was never designed as a vehicle to move you from one place to another. It was always designed as a vehicle to just go back and forth, back and forth. I’m sure you get the message, right? It will never change. Now, what if you were to get in a Ferrari and go downtown? Couldn’t you get there just a little bit quicker? Of course you could, provided that you know how to drive it. You see, you could have one of the fastest cars in the world, but if you don’t know how to drive it would you ever arrive at your destination, at least in one piece? Probably not, or at least it might take you a very long time. So why am I talking about a rocking chair and a Ferrari? Well, in life there are many different financial vehicles that will allow you to go from point A to point Z. In other words, from broke, or as some people would call it, way past broke, that’s where you owe thousands of dollars, to financially free. Now some vehicles, like trading your time for money, are designed to go back and forth, back and forth, back and forth, and will never get you to point Z or financial freedom. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Getting Started Most jobs, which as you know stands for “just over broke”, that trade time for money, follow the typical 40/40/40 philosophy. So if you haven’t heard of that, here’s what it is. You work 40 hours a week for 40 years and try and live off 40% of your income that you couldn’t live off of in the first place. You can bet that’s not what successful people are doing. Other vehicles like network marketing allow you, just like the Ferrari, to get where you want to go much quicker if you know how to operate them. Again, this is where a proven system is critical. Again, you could have the world’s best vehicle, just like the Ferrari, but would never get where you want to go if you don’t know how to drive it effectively, and that’s why financially successful people have a system, which is what this tape program is all about. This tape program is a proven system for generating unending referrals. I acknowledge you for your very wise decision to get involved in network marketing, which is also known as multi-level marketing or direct marketing, because it’s a vehicle that allows the common person to earn an uncommon income. Direct marketing is word of mouth advertising which has been proven to be the most effective way that people make their purchasing decisions. Don’t you trust the word of mouth advertising, in other words, a referral, from a friend much more than a paid advertisement from a company? Network marketing is a vehicle that allows you to earn income from the efforts of other people. Jay Paul Getty, one of the richest men in history, said that he’d rather have 1% of the efforts of 100 people than 100% of his own. Also, according to Forbes magazine, the 400 richest people all own their own businesses. Think about that. They all own their own businesses, and therefore earn money from the efforts of other people. According to a CNN poll, 87% of the people surveyed said they’d like to own their own business if it were affordable. Network marketing is a vehicle that allows you to own your own business and, in most cases, for a very minimal investment. Now compare that with owning a franchise or a traditional business. According to a survey of the top 100 franchises, you would have to invest over $200,000 just to get started with a franchise. Now, I don’t know about you, but I wouldn’t want to invest over $200,000 just to start a business. But, what do you think is the number one reason why there are lots of people who are willing to invest that kind of money? Because, successful franchises have a system to generate profits. These people are investing a lot of money just to have a system for success. The important question is, do you have a system for generating referrals effectively, and then, does that system help you to quickly sort through the people to immediately determine who is serious about getting involved with your opportunity so you use your time wisely. It’s critical to your financial well being to learn how to master a system for referrals and get excited, because that’s what you are about to learn. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Getting Started Now if you decide you don’t want to invest over $200,000 to start a franchise, what about starting your own traditional business? Do you really want to have the legal and tax liabilities, employee headaches to deal with, office space, and the requirement that you must be open for business or you are losing money? Meanwhile, what if you choose the vehicle of working for someone else where you trade your time for money to achieve financial freedom? What’s happening in the corporate world? Companies are downsizing, resizing, and merging at an all time record pace. Many workers who thought they had a “job for life” are rudely awakened to learn that they’re now looking for a job after working for a company for 10, 20, or even 30 years. Did you know that the largest employer today is a company called Manpower which is a temp agency? What does that have to say about the stability of working for a company? And how about our good ole’ government system for Social Security? Is the vehicle of Social Security going to take care of all of your needs when you retire? Not hardly! Did you know that the Social Security System is expected to be bankrupt by the year 2029? And is it any wonder that in a study, there were more Generation Xers that believe in UFOs than in the Social Security System? Think about that! So, you made a decision to get involved with the vehicle of network marketing. You may have noticed that approximately 95% of those involved aren’t getting the results they really want. Why is that happening? The 95% that don’t have the results they want haven’t learned what the 5%, that are living the life of their dreams, already know. So, what do the top 5% in network marketing know that the other 95% don’t know? The top 5% have learned how to apply certain key principles of success in networking. Of course, in order to apply the key principles of success, you must first know the key principles of success. So, what might you guess is a key principle of success in network marketing? Successful network marketers have a system for attracting lots of referrals and then they sort through the referrals for key leaders. By having a system for attracting and sorting through lots of referrals, they can find enough key leaders, and have the time to train their key leaders to duplicate their system. People who aren’t having the success they want in network marketing, don’t have a system for attracting lots of referrals, and therefore spend lots of time trying to convince people to get involved in their opportunity. People who are convinced usually end up quitting, and the person doing the convincing has little to no time to effectively train people to duplicate a system that isn’t working in the first place. This system on referrals is guaranteed to produce results for you when you work it. It’s kind of like the little black box in an airplane. Doesn’t it seem like no matter how badly a plane crashes, they always seem to find that little black box so they can figure out what happened? And if you’re like me, have you ever wondered why they don’t make the whole plane out of that same stuff? Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Getting Started Now, these tapes are comprised of 4 simple concepts that build on one another to create a powerful system that will help you enroll more distributors. And when you teach others in your organization to duplicate this system, you can live the life of your dreams. Therefore, I strongly urge you to listen to these tapes repeatedly and do so with a pen and notepad in a place where you can really focus on what’s being said. Successful people listen to tapes repeatedly so that they know the principles of success so well that they can apply them in any situation. Get excited! Because you’re now about to learn how you can become a top money earner and remember, when you learn more, you will earn more. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now 4 Major Components There are 4 major components that are addressed in this tape. Number 1: Learn how to meet just two key criteria so that you can be comfortable asking anyone for referrals. Number 2: Learn how to ask for referrals effectively so that anyone will want to give you referrals. Number 3: Learn how to contact your referrals so that they are glad that you called, and they’re open to hearing your opportunity. Number 4: Learn how to ask just four key questions so you only give presentations to people who are seriously interested in your business opportunity. Again, when you learn how to master these four components of how to get unending referrals you will substantially increase your income and live the life of your dreams. Now, some of you might wonder how I can be so confident to guarantee that you can substantially increase your income and live the life of your dreams. Well, let me ask you a few questions and these will be very easy answers so no one will fail this test, don’t worry. When you add 2 + 2, what result will you get? Of course, the answer is 4. Now, how often will you get the result of 4? Will you get 4 some of the time, most of the time, or all of the time? Of course, you’ll get 4 all of the time. And would it matter if you are young or old when you added 2 + 2? How about if you are rich or poor? Educated or uneducated? Will it matter if you are a man or a woman? Will it matter if you’ve never added 2 + 2 before? It won’t matter, will it? You must always get the result of 4 when you add 2 + 2. Now, why must you always get the result of 4 when adding 2 + 2? Because there is a mathematical principle or law of mathematics that says, whenever you add 2 + 2 you must always get a result of 4. Again, it doesn’t matter whether you are young, old, rich, poor, educated, uneducated, whether you are a man or a woman, or whether you’ve never added 2 + 2 before, because there’s a principle that, when applied, must always work regardless of who’s applying the principle. Let me ask you another question. If I held a pen three feet off the ground, and there was nothing between the pen and the ground when I let go of it, would it hit the ground some of the time, most of the time, or all of the time? Whether you are young or old when you drop the pen? How about if you’re rich or poor? What if you’re educated or uneducated? What if you’re experienced or not with dropping pens? Whether you’re a man or a woman? It won’t matter will it? And why must the pen always hit the ground when you let go of it? Because there’s a principle or law of gravity that will have anything that you hold above the ground, drop to the ground once you apply the law of gravity. Again, does gravity work some of the time, most of the time, or must it work all of the time? Of course, the answer is all of the time. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now 4 Major Components Now, let me ask you a very exciting question. Do you think that someone that produces success consistently does so by coincidence or luck? No. Success leaves clues, and there are certain principles of success just like mathematics or gravity that, when applied, must produce the results of success. Have you ever heard about one of the greatest books of all time called Think and Grow Rich? It’s an undisputed classic and world renowned. And why does it continue to sell millions of copies when it was originally written back in 1937? Because it is comprised of principles of success that work. These principles worked then and they’re still working today, and guess what? They are going to continue to work in the future. Not some of the time, or even most of the time, but success must occur every single time when you apply the principles of success. So when you apply the principles of success, could you be successful if you’re young? What if you’re old? What if you’re rich? What if you’re poor? What if you’re not a college graduate? What if you’re a man? Don’t hold that against us, guys, right? What if you’re a woman? What if you’ve never applied the principles of success before? Can you still be successful? Of course you can. You must always achieve success when you apply the principles of success regardless of your present situation. It doesn’t matter where you are right now. So what if you’ve never been involved in network marketing before? Or what if you’ve been involved for a long time and never achieved the results you desire? Doesn’t it make sense that you must also achieve success when you apply the principles of success to network marketing? Of course you will, so get excited! Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now 2 Simple Conditions So let’s begin with the first of four major concepts of this tape system which is learn how to meet just two simple conditions so that you can feel comfortable asking anyone for referrals. Now, could someone who isn’t interested in your opportunity know others who are very interested? Of course they could, and that’s why successful networkers ask anyone for referrals. After all, are most people really satisfied with their income and working conditions? Studies show that an overwhelming percentage of people aren’t satisfied with their current livelihood so doesn’t it make good sense to ask anyone if they’re interested in changing their situation? Why don’t most people ask for referrals even though we know that it’s the fastest, it’s the easiest, and the most cost effective way to build your business? Because people make decisions based on emotion as opposed to logic. And are most people comfortable with asking for referrals? Logically we know that it’s in our best interest to ask for referrals but emotionally it doesn’t feel comfortable. Are you asking everyone for referrals? Imagine, what if everyone wanted to give you referrals? What if they literally thanked you and called you to give you referrals? It’s a concept isn’t it? How would you feel about asking for referrals under those conditions? What if I could show you how anyone would want to give you referrals when you meet just two very simple conditions? Isn’t that something that makes you sit up and listen a little closer? So, what are the two key conditions? Give your prospect greater value, number one, and number two, give them certainty. You do these two things and anyone, not some of the people or most of the people, but anyone will give you a referral. Let me give you some examples of this. Consider this, if you had a five dollar bill would you be willing to give it to me if I gave you a twenty dollar bill in return? Of course you would. Now would some of the people, most of the people, or would everybody give me their five dollar bill if when they give me a five, they’d receive a twenty in return? Of course, the answer is everyone. Again, these questions are going to be really simple questions. Ok? Now, what if I had a one dollar bill? Would you be willing to give me your five dollar bill for my one dollar bill? Of course you wouldn’t. Now, would some of the people, most of the people, or would no one give me their five for my one dollar bill? Of course, the answer is no one. By the way, if there is someone out there who would give me their five for my one, please contact me with your name and address as soon as possible. Now, in all seriousness, why would anybody be willing to give me their five for my twenty, but no one give me their five for my one? The answer is very simple. Anyone will give me their five for my twenty because I’m giving something in return of greater value, and no one would be willing to give me their five for my one because I would be giving them something of lesser value. And let me ask you this question. If I was willing to give you twenty dollar bills every time you gave me a five dollar bill, would you give me a five dollar bill some of the time, most of the time, or all of the time? Of course, you’d give me five dollar bills all of the time. You might think that I’m a little out of my mind, but you’d keep giving me five dollar bills all day long, wouldn’t you? Now, what if you ran out of five dollar bills? Would you borrow five dollar bills from your friend if every time they lent you a five dollar bill, and you gave it to me, I’d still give you a twenty dollar bill in return? Of course you would. Now, what if your friends ran out of five dollar bills? Would you even ask a Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now 2 Simple Conditions stranger to lend you a five dollar bill, if every time you borrowed a five dollar bill from a stranger and gave it to me, then I would still give you a twenty dollar bill in return? Of course you’d ask a stranger. You mean, you’d even ask to borrow money from someone you didn’t even know? A total and complete stranger? Why would you do that? The answer when examined is quite simple. You’d be willing to ask a complete stranger for something when you believe that you’ll get something of greater value for your effort. Think about the power of that for a moment. You’d be willing to ask a complete stranger for something when you believe that you’ll get something of greater value for your effort. Now, what if your five dollar bill had the same value to you as a referral? Would you give me your referral in exchange for my twenty dollar bill? Of course you would. Again, if your five dollar bill had the same value to you as a referral, would you give me your referral for my one dollar bill? Of course you wouldn’t. So what’s my point? Anyone will be willing to give you a referral when you give them something of greater value. Not some of the people, not even most of the people, but everyone. Now, this may sound very simple yet, it is the first condition that must be met in order to get anyone to give you referrals. Asking for a referral is nothing more than making an exchange. Getting someone to join your business opportunity is nothing more than an exchange. If people aren’t doing an exchange with you, in other words, if they aren’t joining your business opportunity or giving you referrals, then you aren’t meeting the first of the two conditions necessary to have people doing exchange with you. When you give people something of greater value, they will always want to do an exchange with you. It’s basic human nature. Anyone will be willing to give you a referral when you’re willing to give them something of greater value. So, how specifically does this apply to referrals? Well, doesn’t it make sense that if you’re meeting the two conditions necessary for anyone to do an exchange regarding referrals, then anyone will be willing to give you a referral? Of course it does. So let me ask you this question. What if, in your mind, a referral is worth five dollars? In other words, the value that you that you place on giving someone a referral is five dollars. Now, would you give someone a referral, again, five dollars worth of value, if the other person gave you nothing in return? Of course you wouldn’t. And often I’ve seen people asking for referrals without ever offering anything in return. Again, would you give someone a five dollar bill if you got nothing in return? Of course not! So is it any wonder that people don’t give referrals when they aren’t offered anything in return? Wouldn’t you be more likely to give someone referrals when you get something of greater value in return? Of course you would. Now, every referral has a different value for each person. For example, for some people, the value of giving out a name doesn’t matter to them and they might have a low value of one dollar for a referral. For someone else, they might place a higher value, such as twenty dollars, on giving out a referral and for others, giving out the name of one of their good friends or business contacts might have a much higher value such as one hundred dollars. So under the example that I just gave, with the one dollar, twenty dollar, and one hundred dollar value for each of three different people, under that example, how many exchanges might occur if you’re Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now 2 Simple Conditions offering twenty dollars for a referral? Probably only one person because the person who values a referral at one dollar would gladly give you their referral for a twenty dollar bill, but the person that values their referral at twenty dollars might not because there’s no win in it for them, and the person that values their referral at a hundred dollars definitely wouldn’t give you a referral if they only got twenty dollars in return. What if, however, you were able to increase that twenty dollar bill that you were offering? In other words, increase the value, and make that twenty dollar bill a five hundred dollar bill. Using the previous example, how many people would now be willing to give you a referral? All three of the people. The person that had a twenty dollar bill would now find it worthwhile to give you their twenty for five hundred, and the person that wouldn’t give you their one hundred before, would now give you their one hundred for five hundred. Do you see how by just increasing the value of what you offer for a referral, how you can increase the number of people who will give you referrals? Now, you might be wondering, how would I apply this concept to what I do? Now I’m not saying that you always need to give money in exchange for referrals. As a matter of fact, money is often the number five or six motivator for many people depending on what study you read. So, what are some other ways, other than money, that can add value, and therefore, increase someone’s likelihood of giving you referrals? Acknowledgement or praise is often rated one of the top motivators for many people; yet, most people overlook this simple yet powerful concept. So how specifically can you use acknowledgement to motivate someone to want to give you referrals and why is it such a great tool? Specifically, you can do some little things, such as use the person’s first name, and you’d be amazed at how just using someone’s first name makes them feel that they’re special. Of course, you’ll want to make sure that you have their permission to use their first name if you don’t know them well. Also, you’ll want to make sure that you don’t over use it as well. Another way to acknowledge someone is to notice something specific about them or what they’ve done that you sincerely appreciate. The key here is to be genuine and to be specific. For example, if you were to tell someone that you think they’ll be successful, that might not mean very much to them. However, if you were to tell them that you’ve noticed how they’re always showing up to opportunity meetings, how they’re consistently investing and learning more about their business, and how they’re always asking great questions from people who’ve achieved lots of success, and therefore, you feel confident that they’ll be successful. That would be a lot more meaningful to the person you acknowledge because you’re being specific which makes the acknowledgement much more valuable. The reason why it’s so important to begin a conversation or a meeting with an acknowledgement is that developing rapport, which is the ability to get along well with someone, is a key requirement for most people to do business. For example, there’s a saying I like a lot that says, “People don’t care how much you know until they know how much you care.” When you begin a meeting or conversation with someone by taking the time to first acknowledge them, then you’ve made them feel special and noticed. People in general love to feel special and are willing to do almost anything to receive the attention that makes them feel special. That’s why some people do drugs, join a gang, and act out in many ways because it gets them the Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now 2 Simple Conditions attention which makes them feel significant. Now of course, I’m not suggesting do drugs or join a gang or act out, but pay attention and notice that acknowledgement or making someone feel special is very important to many people. So, what might be some other positive ways that you can help people to feel significant? One thing that’s worked extremely well for me is to always ask others first if there’s anything that I can do to support them. You’ll be amazed at the response you’ll get from others when you first, genuinely ask them if there’s anything you can do to help them. Most people are so amazed that they usually can’t think of anything they need, but they will turn around and ask you how they might be able to support you. There’s a basic principle called reciprocity where people feel motivated to give to you when you’ve given to them. Just like gravity, reciprocity works and that’s why it’s so critical to ask first how you might be able to help others. I’m going to share with you a little story for example. A few years ago I was in Hawaii. I was one of a hand full of trainers paid by Tony Robins to support him at his live public seminars in doing a training with other trainers. And part of the training was, we were playing paintball. Tough training wasn’t it? Paintballing in Hawaii, I know, but you know somebody had to do it. So anyway, our team was not doing that well. And there was a team, team six, that was beating, they were creaming, everybody. And what I noticed was people from other teams kept coming up to team six and asking them, “How are you doing this? What’s your secret?” And as they did this, team six stood there with crossed arms and didn’t divulge their secrets to anyone. Now, after we just recently played a team, team number two I think it was, there was a woman on our team named Jane. Jane went up to team six, the team that had been creaming everybody, because team six was getting ready to play team two, and Jane went up to the people on team six and said, “Hey, you know, I noticed you’re getting ready to play team two, and we just played them, and there’s a few key tactics that some of their people employ and I thought I’d share those ideas with you.” And as she began to share the ideas with them, immediately, I noticed, that their crossed arms quickly dropped and as soon as Jane was done, with no expectation in mind, sharing all of the key ideas that team two had utilized to try and beat us, team six immediately asked, “Hey, what can we do to help you?” She said, “I noticed that you guys have been doing pretty well, what’s your secret?” And immediately they began to tell her. Remember the point of this story. Give first, give unconditionally and you’ll be amazed at how other people will immediately stop their agendas and will ask how they can support you. Another powerful tool is to take time and look people in the eye. Now, I know that these things may sound like they don’t mean much, and yet I’ll invite you to use them consistently. You’ve probably heard about most, if not all, of these things yet the question is, are you doing them all? If you know something but you aren’t doing it, will you get the results? Why not put some thank you cards on your desk? Hand writing thank you cards works wonders. Make it a habit to send out at least 3-5 hand written cards every day and teach your organization to do the same thing, and you’ll be amazed at the results. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now 2 Simple Conditions Now, will you get results immediately? Maybe not, probably not, but I can guarantee you that it’s the little things that are done consistently over time that produce major results. Of course, the opposite is just as true. The small things neglected consistently will have a dramatic effect over time. You can count on it. For example, what would happen if, just for today, you didn’t brush your teeth or you didn’t shower? Probably nothing major, certainly you wouldn’t die right? Now, what would happen if you didn’t do either one of these things for a week? You still probably wouldn’t die but others wouldn’t be willing to hang around you for long. I’m sure you’re getting the point, aren’t you? Now, what are some other ways to offer something that is extremely valuable in exchange for referrals yet doesn’t cost you a lot of money? Let me ask you a question. What’s really important to your prospect; the actual cost of something or the perceived value it has to them? Of course, perception is everything. If you spent twenty dollars on something that they feel is only worth one dollar would they give you five dollars for it? Of course not. And what if you spent only one dollar on something that has a perceived value of twenty dollars to your prospect? Would they give you five dollars for that? Of course they would. So the key here is perception, not what you’re actually spending. That’s why that you want to really increase the value of what you offer for a referral it doesn’t mean that you have to spend a lot of money. In fact, I would suggest that you find ways to increase the value without increasing your cost at all. One great way to do this is to ask yourself and others, “What’s a great way to increase the value that I can get for a referral without increasing my cost?” Keep asking that question again and again. And another great question would be, “What would be another way?” Keep asking yourself and the people in your organization these questions and I’m confident that you’ll come up with some great ideas. For example, after asking myself these questions I came up with the idea to offer a vacation certificate good for three days, two nights’ accommodations in many beautiful resorts valued at hundreds of dollars that only cost me fifteen dollars. I offered one of these certificates as a raffle prize to anyone that provided me with two referrals on the back of a business card at a training I did and generated hundreds of referrals, making my cost literally pennies per name. Now, for the people who are really motivated by money, you may want to offer cash for referrals, and I would pay cash rather than a check because it has a greater perceived value. Aren’t you more excited when someone gives you cash rather than a check even though it’s worth the same exact thing? Again, remember that it’s the perceived value that is important to your prospect and not the actual value. If you’re offering cash, I would only offer it in exchange for the referrals that do business with you. In other words, only pay for results. If you need to offer cash I would strongly suggest that you know the value of your average customer and offer the person that gave you the referral as much as possible up front. Now you did hear me correctly. I said as much as possible up front. And why do I suggest that you give as much as possible up front? Why do you think that most network marketing companies have a fast start bonus or a coding bonus? Because they know that most people that don’t see a return in the short term end up going elsewhere. That’s why it’s very important when you’re offering someone something in exchange for referrals, that you reward them as soon as possible and as much as possible up front. Again, I strongly suggest that if you’re offering cash that you only pay for results. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now 2 Simple Conditions Second, what do I mean by knowing the value of your customer? Well, if your average customer buys products from you that generate an initial bonus of $75, and on-going commissions every month of $25, then that customer would be worth $75 to you immediately, or up front, and another $300 over the next 12 months. That’s $25 a month times 12 months. It might make a lot of sense to offer 100% of the upfront $75 commission as a referral fee immediately if, and hear me clearly, if the average customer stays on for a long time. Let’s say for 12 months, generating you $300 in commissions over the next 12 months. That’s why I’ve seen many very successful companies even take a loss up front when they know that they will more than make up for it on the back end. For example, some department stores offer what are called “Loss Leader Products”, meaning that they advertise a special at such a low price that they may even take a loss on the product. And why would they do that? Why would somebody take a loss on a product? Remember this phrase, “The bottom line is the bottom line.” The bottom line is overall profit. When they advertise a product at such a low cost, they know that it will generate so much traffic to their store, and that the average person will buy three additional products to where the company will make 100% profit on those products to much more than offset the Loss Leader Product. Again, the bottom line is the bottom line. That’s why some people who don’t want to give away much upfront miss out on a lot of referrals. While those that offer as much as possible upfront generate a lot more ongoing business. Remember, again, remember that cash is not the number one motivator for most people. Acknowledgement or attention is the number on motivator for many people. In reading Mark and Rene Yarnell’s fabulous book called, Your First Year in Network Marketing they stated that the few times that they’ve cried in public was when they were acknowledged for helping others. The times when they were most touched was when others would stop to give them a phone call to thank them for making such a difference in their life. Never, ever underestimate the power of acknowledgement. Now, earlier I talked about knowing just 2 simple principles that will make sure that anyone will want to give you a referral. I’m sure you remember the first principle that was needed in our five dollar versus twenty dollar bill example, right? It was that you must offer something of greater value which is why I just went over the many different ways that you can increase value for someone to give you a referral. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How To Get Unending Referrals And Enroll More Distributors Now Absolute Certainty Now, what’s the second condition that must be met in order for people to do an exchange? In other words, to either join your opportunity or give you referrals? What if someone thought a five dollar bill for a twenty dollar bill? Now, that sounds too good to be, what? True, right? Haven’t you ever felt that way at one time or another? Were you willing to do an exchange when you felt that something was too good to be true? Or didn’t you find yourself hesitating? Or telling someone possibly that “You know, I want to, uh, think about it”? Now, how often do you get calls from people at a later date saying they want to think about it when you’ve asked them for referrals? Doesn’t it seem like you’re a lot more likely to get hit my lightning than to get a call from someone who said, “Hey, I wanted to think about it, now I’ve got a referral for you.” In all seriousness, when people feel that something is too good to be true, they either hesitate, they want to think about it, or they don’t take action. And why do they hesitate? Because they don’t have certainty. Key word here is certainty. They don’t have certainty that their decision will work out well for them. People don’t want to lose. People want to win. Everyone wants to win. Now, when you have absolute certainty that whenever you give someone a five dollar bill you’ll get a real twenty dollar bill would you ever hesitate? Of course not. So, if someone hesitates to get involved in your business opportunity, or if they hesitate in giving you a referral, it’s because they don’t have absolute certainty that they will win. In other words, they have doubt that they’ll get more value than what they’re offering. That makes sense doesn’t it? However, when you are meeting the two conditions necessary for an exchange, again, number one giving more value and number two creating certainty, then anyone, anyone will be willing to do an exchange, which is all that getting a referral is about. So how specifically do we increase the certainty for people we want to get involved in our business opportunity, or for those we want to get referrals from? Well, one great way is to provide documentation in writing. Another great way to increase certainty is to get documentation from an authority, such as someone in a professional position. See, it’s one thing to say a certain doctor, lawyer, or magazine said something about your product, your service or your company, and yet it’s much more powerful to show evidence in writing that someone in the position of authority gave you an endorsement. For example, even if someone doesn’t want to get involved in your business opportunity, make sure, first, that you thank them because remember, successful networkers sort rather than convince. Then show them documented evidence as to what others have to say about your opportunity. Now, just because someone isn’t interested in your opportunity at this time doesn’t mean that they won’t be impressed with the documentation proving how great your products, service, and company is. When they have more certainty that you and your company have a lot to offer, they’ll be much more likely to offer you referrals. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How To Get Unending Referrals And Enroll More Distributors Now Absolute Certainty Another way to increase certainty is to get written endorsements for the service that you provide because, again, you are unique, nobody can replace you. So make sure you get written endorsements for the service that you provide. Make sure that you ask for endorsements and follow up when people offer them, as many times people get busy and best intentions may not produce the results you want. It’s your responsibility to follow up. Also, several different endorsements from different types of people and/or different types of businesses will add to your credibility. Another great way to provide certainty is to offer a written guarantee. Now most people offer a money back guarantee, and that’s not bad, but let me ask you this: Would you rather receive a money back guarantee or a better than money back guarantee? Would you rather receive a better than money back guarantee that eliminates all of the risk for someone to get involved in your opportunity or to give you referrals? Of course you would. I know I would. So, how specifically do you create a better than money back guarantee? First of all, always put it in writing. Second, always make it easy for people to get their money back if they request it as you always want people to have a positive experience in doing business with you. Third, always give them something extra that they can get just for trying your service, even if they do want their money back. For example, information is something that is very valuable that you can get for free in many places especially on the internet. You can give away extremely valuable free reports that others have created. You don’t even have to create them. But you can give away extremely valuable free reports that others have created as some authors would really want the free exposure. Let people know that by trying out your opportunity they have a 100% money back guarantee for the products or services they purchase, plus, they’ll receive a free report or a certificate for a free service that they can keep even if they want to return their products to you. Many small business owners who operate a service only type business would be willing to give away their service when you can show them that people, who you might offer a free certificate to, would be great potential long term clients, making them a lot more money in the long run. Remember the phrase I mentioned earlier, the bottom line is the bottom line. For example, I’ve utilized the service of the massage therapist and shown her that by her offering her service for free to my clients for one half hour, then I could bring her a lot of potential clients that have ended up becoming long term repeat customers. She has won by offering her service for free and you might want to get with your up line and discuss how you could utilize this principle as it is extremely powerful. Of course, you can apply the same principle and give away free samples of your product or service if it’s applicable. So how does this principle work for referrals? Let people know that you’ll compensate them for every referral that either gets involved in your opportunity, or purchases products from you. If, however, Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How To Get Unending Referrals And Enroll More Distributors Now Absolute Certainty nobody joins your opportunity, they still will have a guarantee that they will always win by giving you referrals when you offer to give them a free reward or a free massage certificate just for giving you referrals. In other words, they have a “better than money back guarantee” so to speak, even though there’s no money involved on their part when giving you referrals because they will always win when giving you referrals as long as you provide them with something of value free just for the referrals as well as something of value when people purchase products or get involved in your opportunity. Good job! You have just completed the first concept out of the four key concepts on this tape program of how to get unending referrals and enroll more distributors now. You can easily get anyone, not some of the people, or even most of the people, but anyone to offer you referrals by simply meeting just how many conditions? Two. Just two, that’s it. It’s very simple. Number one: Offer greater value than what you ask for in return. And number two: Provide certainty. When you meet these two conditions, anyone, you’ve heard this before, and guess what, you’ll probably hear it again, anyone, not some of the people or even most of the people, but anyone will be willing to do an exchange with you. And when someone gets involved in your business opportunity, or gives you referrals, all they’re doing is an exchange. Improve the value on your side of the equation by increasing the perceived value of what you’re offering and increase the certainty and you must, must improve your results. I would strongly suggest that you listen to this section of the tape program repeatedly until you’ve mastered this principle. After all, do you think successful people only listen to a tape program once? Do you really want to be successful? Now that’s an obvious question isn’t it? Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now What’s Most Important? Now that you’ve mastered the first principle of this tape, you can feel confident asking anyone for referrals because after all, isn’t it really in their best interest to give you referrals? It is when you provide them with lots of value and lots of certainty. So now that you’re asking everyone for referrals, doesn’t it make sense that you learn how to ask effectively? What if I can show you one key technique that has gotten me literally thousands of referrals? I’ve even had people give me their entire database on computer disk. Isn’t that something that would be valuable to learn? Well get excited because this next principle has profoundly changed my business and it will change yours as well. So, let’s imagine that it’s your tenth birthday. Now for some of us it might be a little bit easier or a little bit harder to remember that but let’s just imagine it’s your tenth birthday. And your parents tell you that you can invite whoever you want to your birthday party. So you invite lots of your friends. Now, think about the one gift that you really want the most if today is your tenth birthday. Get specific about what you would really like the most. Do you have it clearly in your mind? Ok, now imagine your friends are all arriving at your birthday party and they’re bringing gifts. Sounds pretty good so far doesn’t it? How would you feel if you opened up all of your gifts and nobody brought you what you wanted? You might even be a little disappointed right? But, how would you feel if another friend, who we’ll call Curtis, arrived late and brought you exactly what you wanted most for your birthday? I’m sure you might think, “Hey, Curtis, he’s a pretty great guy,” right? Of course you would. You might even offer Curtis an extra piece of cake and ice cream and invite him to all your other birthday parties. Now, being serious, I’m sure that you’d have a special feeling for Curtis because he was the person that brought you what you wanted most. So you might be wondering, why am I telling you this story about a birthday party? Well, whether you’re ten years old or a hundred years old, or anywhere in-between, everyone has a list of the things they want most in their life, and everyone has something that is number one on their list. Think for a moment about what’s the number one thing that you’d like to have most in your life. What’s really most important to you? Do you have something specific in your mind? Now, how would you feel if I help you to have more of whatever is number one on your list? Wouldn’t you think highly of me? Of course you would. Now, you want to make sure that you someone what they really want most and not be ignorant to the fact that some things are very important to other people. In other words you don’t want to be like the guy I about recently in the following joke where, if you’re a guy and you’ve decided that you truly love a woman, and you want to spend the rest of your life with her, sharing the joys and the sorrows, the triumphs and the tragedies, and all the adventures and opportunities that the world has to offer, how could you tell her? There’s three simple choices here: A. You could take her to a nice restaurant and tell her after dinner. B. You could take her for a walk on a moonlit beach; you could say her name and when she turns to you and with the sea breeze blowing in her hair and the stars in her eyes, then, you could tell her. Or C. Tell her what? Now, obviously you don’t want to choose answer C. You want to give people whatever is most important to them. So make sure that you’re very aware of what’s most important for them. And how do you think you’re prospects will feel about you when you help them have more of whatever is most important in their life? Of course they’re going to be raving fans of yours. They’re going to remember you and think highly of your for a long time. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now What’s Most Important? What if you could help people have more of whatever is most important to them every time that they give you referrals? Think about that for a minute. What if you could help people have more of whatever is most important for them every time they give you referrals? Don’t you think that they might be just a little more motivated to give you referrals? Don’t you think they’ll be happy and excited about finding ways to give you referrals if every time they give you a referral, you help them have whatever is most important to them? Of course they will. You’re now beginning to see how powerful this one concept is, aren’t you? When your prospects really understand that every time they give you referrals they get more of whatever is most important to them, they’ll come running to you. They’ll pick up the phone and call you; they’ll write you letters giving you referrals; they’ll take time to go through their database and give you literally dozens of referrals. So now you might be wondering, how can I get people to understand that every time they give me referrals I will help them to have whatever is most important to them? This is a very simple four step process that will change your business and your life forever. First I’m going to give you an overview of the process with you and then I’ll go back and review the four steps in detail. So the overview of the four step process is as follows, and in this example we’re going to use Nancy as the person who you want to get referrals from, and let’s suppose that you market health products just to simplify the explanation of the process. So step one is to build rapport with Nancy so that she feels so comfortable with you that she feels like she’s known you for a long time. Where she likes you and she trusts you. Feeling comfortable with you and trusting you, she’ll be open to answer questions that you’re going to ask her. Step two is to ask her what is to ask her what is most important to her and to help her to get really specific about what it is so that she can experience it emotionally. Again, remember most people make decisions based on emotion and then they justify with logic. Step three is to help her realize the relationship that the more referrals she gives you, the more likely she is to get whatever is most important for her. And step four is to ask specifically to generate lots of referrals. So now, let’s go over the actual four step process as follows. First of all, know that this process is designed for your prospect to get really clear that it’s in their best interest to give you referrals. Now of course, getting lots of referrals does benefit you as well but, after all, who’s the most important person to your prospect? Of course it’s themselves. And when you can help them realize that it’s in their best interest to give you referrals then they’ll want to give you referrals because it really supports them. This way, getting referrals isn’t a manipulation technique, it’s not a sales technique, but instead it’s a process of helping your prospect to realize that you really care about them and you want to help them get more of whatever is most important for them. Once they realize that you really care about them and are sincerely interested in helping them to get more of whatever is most important for them, then they want to give you referrals. I’m sure you’ve heard this a few times now, right? They will want to give you referrals. You will be one of the very few people who have bothered to find out what’s really important to them and you’re committed to helping them make sure they get it. This whole process is going to be a series of asking what? Questions. You’re going to hear that word here quite a few times today so Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now What’s Most Important? remember, questions are the key. Again, you’re going to be asking questions that gently helps your prospect to realize that they will get more of whatever is most important to them as they give you more referrals. So step one, let’s get started. Step one is to develop rapport with your prospect. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Building Rapport When you develop rapport, your prospect will feel comfortable in answer your questions about what’s most important to them. The key is to build rapport, but just what exactly is rapport? Rapport is when two people feel that they have things in common; they feel comfortable with each other as if they’ve known each other for a long time that they’re friends even. Haven’t you ever met someone that you didn’t know before but within just a few minutes you found yourself really liking them, and feeling like you’ve known them for a long time? How does that occur? What if you could learn to create that experience whenever you like? Wouldn’t that be very valuable, because after all, who do you do business with? People you like and feel comfortable with or people you don’t like and don’t feel comfortable with? Obviously, most people do business with people they feel comfortable with. Developing rapport is a critical foundation that must be developed before you get into your presentation. And, what might you imagine is a great way to build rapport? Ask questions. Who do you find yourself liking: someone who talks about themselves all the time or someone who asks you questions about you? In general, people love to talk about themselves. When you’re interested in others rather than being interesting, people feel that you really care about them. And again, as I mentioned earlier, people don’t care how much you know until they know how much you care. In other words, people won’t care how great your business opportunity is if they don’t feel that you care about them. So by asking questions and being interested, immediately, they’ll have a feeling they like you. Ideally what you want to do is if you’re in person, look around the room and find things that they may have on their wall or on their desk such as plaques or pictures, and ask them questions about those things. Doesn’t it make sense that if someone took the time to put something on their wall or their desk that it must be important to them? How would you feel when someone asked you things that were important to you? And remember the tenth birthday example about how it feels to get whatever’s most important to you? How do you think your prospect will feel when you genuinely ask them questions about things that are very important to them, like plaques or pictures? They will immediately begin to like you because you’re interested in something that’s very important to them. So you want to ask them questions about their personal items that they have displayed. And once you see that they get excited about something, continue to ask them more questions about the same item as opposed to changing the topic. Get them to be a little more specific. So for example, if you ask them a question about a bowling trophy and they get all excited about it, ask them an open ended question such as, “What is it that you enjoy so much about bowling?” An open ended question is one that cannot be answered with a simple yes or no or even a one word answer. For example, you don’t want to ask a question like,”Do you like to bowl a lot?” What you want to do is get the prospect to talk about themselves and especially the things that are important to them and that will find them thinking the world of you. I’m not saying that it isn’t important to share some of your life with your prospect, but rather I’m suggesting that you pay attention to the energy of your prospect, and when they get really excited, then that’s when it’s really important to continue asking them questions instead of talking about yourself or your opportunity. Another great way to develop rapport with a person is to look the person in the eye and with their permission, use their first name. Also, you might find that they use a certain key word or phrase Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Building Rapport frequently, and you may want to utilize the same key word yourself. For example, if they say, “That’s cool,” a lot, then you might want to use the same phrase. “That’s cool.” Without even knowing why they’ll find themselves thinking, “I like this person. They’re just like me.” After all, how would you feel if someone were to use totally different words than what you’re used to hearing? Wouldn’t you possibly feel like, “Hey, they’re a little strange,”? Would you feel really comfortable with that person? Probably not, yet most people feel comfortable when others talk like themselves. Also, you’ll want to consider someone’s pacing. If someone speaks quickly and in a rushed tone you want to speak quickly yourself. People who speak quickly want to get to the bottom line and if you are talking really slow then they’ll get irritated and tune you out. And the exact opposite is true as well. Don’t people who talk slow get irritate with people who talk quickly? Of course they do. So pay attention to the pacing of your prospect’s speech and the words that they use. Speaking of pacing, have you ever wondered what would happen if you were traveling in your car at the speed of light and you turned on your headlights? Just a thought. You never know what can happen when you’re going at the exact same pace. So again, pacing, it’s important. Now, if you’re in person with your prospect you may even want to do what true professionals do, which is they even match the body posture of their prospects. Now, 99.9% of the time your prospect will never even know what you’re doing, yet subconsciously, they’ll pick up on the fact that you’re just like them. If they’re sitting down, relaxed in their chair, you’ll want to sit back and relax in your chair. If they’re sitting on the edge of their chair leaning forward, you’ll want to sit on the edge of your chair and lean forward. I want to tell you a true story about something that happened to me years ago when I owned a travel agency and I had an opportunity to do a very big business deal with Northwest Airlines. And I finally, after about a dozen times of being turned down, had the opportunity to be in front of the one decision maker who could say yes. And after about five minutes of me being extremely excited about what a great opportunity that I had for him and how this could change his business (bottom line was that it could do a lot for me, I was excited, and I wanted this deal to happen) I noticed that I was getting nowhere. Immediately I took a look at the situation. I was leaning on the edge of my chair, I had my elbows on my desk, I was leaning forward, I was speaking quickly like this. Fred was leaning back. Fred was talking slowly. Fred had his arms crossed. Immediately, I realized that I was not in rapport with Fred, and what I needed to do was slowly lean back in my chair, slow down my pace, and start matching Fred’s physiology, which is his body language so to speak. And as I began to speak like Fred and sit like Fred and talk like Fred, after a few minutes of doing that, I noticed that Fred began to smile. His arms began to drop, and then slowly, I began to lean forward, I began to speak a little quicker. And then I noticed that Fred began to lean forward, and speak a little quicker, and eventually I got up to the level of excitement and enthusiasm that I originally had, as did Fred. And once he was at that point and we were matching each other, we were in perfect harmony so to speak, he got the excitement level, he saw the vision that I saw, and the deal was done. So remember, pay attention to your prospect. After all, don’t we like to do business with people who are just like ourselves? Of course we do. Now to some people this way of being considerate of your prospect might seem manipulative. But let me ask you a question. Is it manipulative if you want to build a relationship with someone and you know Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Building Rapport that they really like roses, so you bring roses? Or isn’t it really just being thoughtful because you bothered to find out what they like and went through the effort to get them what they want? What if they love roses but hate carnations and you give them carnations? Now your intentions would be good but your actions wouldn’t have the same effect on them as if you had given them roses, would they? People like people who are like themselves and when you find ways to make people feel comfortable by using the same words, phrases, tonality, and pacing of your voice as well as model their body posture, they will instantly like you. I believe that it really requires someone that is thoughtful and sensitive to the needs of others to bother to learn these skills and to be willing to give others what they want. That’s the mark of a true professional. People feel comfortable when you’re like them. Give them what they want and they’ll give back to you. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Summary of How to Get Referrals Effectively So to summarize, the first step in the second concept of this tape system, which is learning how to get referrals effectively, is to develop rapport which helps people want to give you referrals because they feel that they know you, they like you, and they trust you. You want to ask them questions about things that are important to them, remembering to be interested rather than interesting. Also, make sure to use their first name, look them in the eye, match their pace, key words, phrases, and their tonality as well as their body posture when you’re in person. After you develop rapport, step two is to ask them, specifically, what’s most important in their life. You want them to be very specific when they answer this question. Now it will be your responsibility to get them to be very specific because sometimes, people’s answers won’t quite be accurate. Like a lawyer who is asking his client questions and the lawyer said, “So, after the anesthesia, when you came out of it, what did you observe with respect to your scalp?” Then the lawyer’s client said, “I didn’t see my scalp the whole time I was in the hospital.” The lawyer then responded, “It was covered?” The client responded, “Yes. Bandaged.” And then, the lawyer said, “Then, later on, what did you see?” At which point the client responded, “I had a skin graft. My whole buttocks and leg were removed and put on top of my head.” Where sometimes, people will give you an accurate answer but it won’t give you the information that you really need to know. Like the other lawyer who in questioning the doctor asked, “Doctor, how many autopsies have you preformed on dead people?” At which the doctor responded, “Well, all my autopsies have been performed on dead people.” So the point here is that it is your responsibility to ask specific questions and to get your prospect to answer specifically so that you get the information you need. Up to this point, I’m going to relate step two to the process of a car salesperson getting you to test drive a car. So for example, when you go to a car dealership, do they want you just looking at the car, or don’t they want you to get in the car so that you can take it for a ride? Of course they want you to get in the car. And why is that? They know that once you experience being behind the wheel, smelling that fresh leather, and feeling the way that new car drives, that you’re going to be a lot more motivated to purchase that car, no matter what it costs. And what usually happens? Some people end up spending a lot more money than they initially wanted to buy a car, right? Now I know none of you have ever done this, but how many of you know other people that have experienced this phenomenon? Now, speaking of car dealerships, I once saw a sign that said, “Auto Repair Service – Free Pickup and Delivery – Try us once, you’ll never go anywhere again.” So again, it’s important when doing this process that you help people to be precise and accurate with what they say. Helping them to be precise will help them to emotionally experience answers to questions you’re going to be asking them. When you help them to emotionally experience their answers, it will be just like the car salesperson who gets you to test drive that new car. Your prospects, then, will become a lot more motivated to give you referrals. Not because you have convinced them, but rather because they want to give you referrals. It’s just like once you’ve test driven a car that you really like, then you want to purchase it. The car salesperson doesn’t really need to convince you anymore because you really want it. Well, what I’m sharing with you now is the same type of process that you’ll want to take your prospects through. So again, the first thing you want to do is ask them what’s most important to them in their life. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Summary of How to Get Referrals Effectively Now, using Nancy in this example, she might respond by saying something like, “Well, I want more money.” Does that tell you what she really wants? Not exactly. So if she’s vague you’ll want to help her be more specific by asking, “Nancy, what is it that you can do when you have more money?” And another great way to help her get more specific is to ask her, “What is it that you can do when you have more money that you’re not doing now?” The reason that this question is important is because you want to help your prospect to have more of something that they don’t have right now. So again, let’s start from the top. “Now Nancy, what is it that’s most important to you in your life?” “Well, I want more money,” she may reply. “Great Nancy. What could you be doing with more money that you’re not doing right now?” Or again, another way to ask the question could be, “What would having more money do for you that you’re not getting to experience right now?” And her response might be, “Well, I’d have a lot more free time.” “Great.” Now again, you want to make sure she gets very specific. You might want to ask her, “Nancy, when you have more free time, what would you do with that free time that you’re not able to do right now?” She might say something like, “Well, I’d take a vacation.” Again, that’s great, she’s getting more clarity on what she wants but it’s still somewhat vague. Again you want to help her to get really specific so you might ask her, “Nancy, where would you go on vacation? How long would you stay there and who would you go with?” What you’re doing by asking her this questions and helping her be really specific is you’re helping her to experience what it would be really like to take that vacation. You’re getting her to imagine and see it in her own mind. She’ll begin to ask herself, “Where would I go? How long would I go for? Who would I go with? And what would I do while I’m there?” This again is the same thing that the car salesperson does when they get you in the car for a test drive. They’re getting you to emotionally experience the car. When people emotionally experience their vacation, or whatever is most important to them, they’ll become a lot more motivated to do whatever it takes to attain it. So now through asking these specific questions, Nancy should be able to give you a very clear idea of what exactly it is that’s most important to her. Such as, she might say, “Well, I’d love to go to Hawaii, specifically the island of Kaua’i. I’d like to go there for two weeks, next fall, and I’d like to go there with my husband and children. Specifically what I’d like to do is take my children out and build sand castles on the beach during the day, maybe just relax and take a nap during the afternoon, while lying in a hammock and have a beautiful dinner, outside, with the sunset, overlooking the ocean with my husband.” Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Summary of How to Get Referrals Effectively When you continue to ask your prospect questions, and help them to get absolutely clear and specific, about exactly what it is that they want most in their life, you’ll start to notice them smiling and feeling happy. That’s a key that you’re doing a great job. Now let me ask you a question. Isn’t that a picture that you can specifically imagine in your mind? Doesn’t that help you get a lot more clarity on exactly what it is that Nancy wants as opposed to I want more money or I want more time? The reason why we’re going through this process and why it’s so important is because if you don’t know exactly what’s most important to Nancy, can you help her to get it? Of course not. But when you do know what it is that she wants most, you can get her really excited about wanting to give you referrals when you help her to realize that she’ll get more of what’s most important to her when she gives you referrals. Believe me, she’s going to want to give you referrals. So let’s summarize the second step of this four step process, which is to specifically ask someone, “What’s most important to you in your life?” And if they give you a vague answer, help them to be absolutely clear by continuing to ask them additional specific questions. Again, if they say something like I want more money or more time, ask them, “What specifically can you do when you have more money that you’re not doing now?” or “What specifically can you do when you have more free time that you’re not doing now?” Now, before we move on to step three, I’m going to give you a very important bonus tip right here because, as you may have noticed, this entire process is built around asking what? The magic word, questions. And some people are afraid to ask questions because they fear that people will never stop talking and that they’ll lose control of the conversation. So that’s why you’ll see some people that are excited about their business opportunity that constantly talk and never ask questions. And again, I know that you’d never do anything like that, but maybe you know someone else who does. Maybe, you know them intimately. They’ll talk and talk and talk and talk and talk and never let the other person get a word in edgewise. And how do you feel when someone talks and talks and talks and never asks you a question? No matter how great their opportunity, don’t you find yourself tuning out? So what would be a great way to ask lots of questions and learn lots of information from your prospect, yet maintain control? So here’s your bonus tip of the day. If you find a prospect starting to ramble or going off on a different subject or just talking and talking and talking a great way to get control back is to simply say, “Excuse me Nancy, I’d love to ask you a question about something you just said.” Then pause to get their attention. And then ask them a question that ties something they just said in with your business opportunity so that you’re back in control of the conversation. And you want to do this with excitement so that they get excited and curious. Let me ask you this question, how would you feel if, when you’re talking, I were to say, “Excuse me, I would love to ask you a question about something you just said.” Rather than rudely interrupting you. What’s the first thing that comes up for you? For most people, it’s curiosity. They want to know, well, what did I just say? What is it that he wants to know? Now, what else would you feel if I were to ask the question that way? Wouldn’t you feel that I’m interested in what you’re speaking about? Or would you feel that I’m rudely interrupting you? Of course most people would feel that I’m genuinely interested in what they had to say which is, of course, the place that you must come from. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Summary of How to Get Referrals Effectively So that’s your little bonus tip for the day. Now you can always feel comfortable asking questions, while knowing that you can regain control of the conversation at any time in a way that makes people feel good about you. Again, just say, “Excuse me, I’d love to ask you a question about something you just said.” Now, back to our four step process. So the first step again was building rapport. The second step was to ask, “By the way, Nancy, what’s most important to you in your life?” And to help her get specific about it. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Getting More of What’s Most Important Now, step three is going to be where you help your prospect to realize that they’ll get more or whatever is most important to them when they give you referrals. Specifically, you will want to ask them questions that help them to understand the relationship. That every time they give you a referral, who gets involved in your business opportunity, you will reward them with something that will increase their likelihood to get more of whatever is most important to them. So how would you do this? First, make sure that you know what you can offer as a reward every time you get a referral that joins your business opportunity. Remember what was said earlier about knowing the value of your client and giving as much as possible up front? Then what you want to do is tell your prospect that every time they give you a referral that joins your business opportunity, you will give them a reward for their referral. And remember, you only want to pay for results. Tie the reward into whatever is most important to your prospect rather than telling them that they just get a reward. This will create the association for them that giving you a referral equals getting more of whatever is most important for them. For example, if you were to offer them fifty dollars, and again, money is not always the best way to compensate people but we’ll use it for this example. Make sure you tie the fifty dollars in to whatever is most important to them. By relating the fifty dollar referral fee specifically to something that’s most important to your prospect, you will be much more likely to motivate them to want to give you referrals as opposed to saying that you’ll just give them fifty dollars. Even if they want something that is expensive, like a brand new home, ask them what they might want to do in their new home. Then create an association that giving you a referral means that they’ll receive a reward that ties in with whatever was most important to them. For example, ask them why having a new home is important to them. If they want a bigger home to have a beautiful, spacious yard with fruit trees, then ask them what type of fruit trees would they like to grow. If they want to have some lemon trees then suggest that you’ll buy them a lemon tree for every referral that gets involved with your business opportunity. Ask them where they’d like to plant the lemon trees and get them to imagine what the yard would smell like by asking questions that involve their senses. For example, you want to ask questions that involve sight, hearing, feeling, or smell. So specifically, you might ask, “Where would you plant the lemon trees”, which gets them to begin to see the trees in their own yard. When you ask them, “What would your yard smell like,” again, they’ll begin to imagine having their new home with a yard full of lemon trees. Once they emotionally experience whatever is most important to them, they begin to take ownership of it in their mind and they’ll be a lot more motivated to do whatever is necessary to turn their dream into a reality by giving you lots of referrals. The more of their senses you get them to use, the more likely they will emotionally experience the benefits of giving you a referral. This will get them to see how the referrals will give them more of what they really want and then they will become very motivated to call you, to write you, or to do whatever is necessary to give you referrals. Before you move onto the next idea, I’d suggest that you stop the tape, rewind and listen to the last section again until you’re absolutely clear on how to utilize this process. Once your prospect realizes that giving you referrals will help them get more of whatever is most important to them, they will go out of their way to help you and you’re on your way to having whatever is most important to you. You might have heard me say that just a few times. It’s a powerful concept. Now, going back to the example that I was using earlier with Nancy, you’d want to say something like, “Now Nancy, every time you give me a referral who joins my business opportunity I will give you fifty Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Getting More of What’s Most Important dollars that you can set aside toward your trip to Hawaii. Picture using the fifty dollars toward your first dinner in Hawaii with your husband where you’re overlooking the ocean, hearing the waves crashing in, smelling the ocean and feeling a light breeze while watching the sunset. Imagine that your husband is looking into your eyes while having this dinner. What would he be saying to you? Nancy, how would it really feel to be having that dinner with your husband in Hawaii?” Now these questions that I’m asking Nancy are getting her to picture what it would be like to experience what’s most important to her. This, again, is the same thing as the car salesperson who gets you to sit in the car and take it for a test drive. Remember what was said earlier about people will make decisions emotionally and then justify their decisions with logic. That’s why the car salesperson wants to get you in the car, because that’s when you will emotionally experience the car and that’s when you’re much more likely to buy it. The best way to get people to emotionally experience something is by using lots of descriptive words and for you to use a lot of emotion when you say the words. For example, I suggested to Nancy to picture having dinner overlooking the ocean, hearing the waves come crashing in, smelling the ocean, feeling a light breeze while watching the sunset. Another way to get people to emotionally experience something is to begin a sentence with imagine or picture. This is a way to begin to get your prospect to emotionally experience images you want them to see. Last but not least, you want to ask questions that involve their senses, such as, how would that feel? Or what would that look like? Or what would he say? Using questions that involve getting them to see, hear, feel, or smell something will help your prospect to emotionally experience an event. You want to do the same thing with your prospect to get them to emotionally experience great things when they give you a referral. When you give them a very pleasant emotional experience every time they give you a referral who joins your business opportunity, then you’ll have a referral generator for life. Think about that. Let me repeat that phrase. When you give them a very pleasant emotional experience every time they give you a referral who joins your business opportunity, then you’ll have a referral generator for life. Think what that will do for your business. To summarize this point, what you want to do is get your prospect conditioned to feeling great when they give you a referral. The best way to do this is to clearly show them that they will get more of whatever is most important to them when they give you a referral. Also, you want to get them to emotionally experience more of whatever was most important to them by emotionally using descriptive words and by asking them questions that involve their senses. Once your prospect full understands what is in it for them when they give you a referral, then, what’s the next step? The next step is the fourth and last step in our four step process of how to ask effectively to generate referrals. You will want to ask your prospect, “Nancy, who do you know that (blank)?” And here you would fill out the characteristics of your ideal client. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Your Ideal Client A very powerful concept that will help you find the characteristics of your ideal client is called “The 10 Second Commercial” or what’s also known as “The Elevator Speech”. It’s a great ice breaker that in ten seconds or less will help people know what you do in a powerful way so that if they’re interested, they’ll get excited and want to know more about what you do. “The 10 Second Commercial” is a great way for you to advertise what you really do but you want to make sure that you do it in a very effective way. You don’t want to advertise your business like some of the following ads I saw in a newspaper where one said, “The hotel has a bowling alleys, tennis courts, comfortable beds, and other athletic facilities.” Or another on said, “Three year old teacher needed for preschool. Experience preferred.” When you use a 10 second commercial to advertise what you do you want to make sure that you describe what you do in a way that’s clear and specific. Make sure that you use excitement when giving your ten second commercial because people may not remember exactly what you do but they’ll remember that you were really excited and that’s something that’s very attractive. Excitement is very appealing to many people and will increase the likelihood that they’ll be interested in knowing more about what you do. Now one of the benefits of utilizing a 10 second commercial is that it eliminates the possibility of any rejection. Hopefully that has your attention. Wouldn’t you rather have someone ask you for more information? That way, if they’re not interested they won’t ask you a question and there’s no rejection. If they are interested, they will ask you. This is known as selling by attraction. Now, if you focus on attracting people that are seriously interested in building your business as opposed to attracting customers then you’ll want to create a 10 second commercial that focuses on attracting people that are seriously interested in building a business. So, for example, when someone asks you what you do, you might say, “I help individuals who are willing to invest 7-10 hours a week to having more freedom and money so they can spend more time with their family, travel whenever and wherever they choose, and even make money while they’re on vacation.” Now, if you were somebody who really wanted more freedom and money and were willing to invest 710 hours a week, wouldn’t you ask that person a question to know more about what they’re talking about? Of course you would. But what if you weren’t interested in those benefits or you weren’t willing to work 7-10 hours a week? Would you ask a question of this person to know more? Of course not. This approach gets rid of all the possibility of rejection. Now, isn’t that appealing? The reason why some people call a 10 second commercial an “Elevator Speech” is because if you were getting in an elevator on the fifth floor and you were going to the first floor, which might take you about 10 seconds, you would want to be able to quickly let people know what you do in a way where they would want to know more if they are a qualified prospect. You want to present your opportunity in such a way that they understand the benefits of your business by the time you get down to the bottom floor. And if they’re in fact a qualified prospect, they’ll be really excited about learning more about your opportunity. Another great way to present an elevator commercial is to ask a question that begins with, “Do you know…” and then respond with, “Well what I do is…” And I heard this from a great sales trainer who teaches a program called selling by attraction. And specifically the way it works best is this; ask a question such as, “Do you know how some people always seem to (blank)?” Where if you fill in the blank with a problem or challenge that many people face that your product, service, opportunity eliminates. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Your Ideal Client So for example, for working mothers who’ve just had children you might ask, “Do you know how some mothers who, after giving birth, really hate to go back to work because they’d love to stay at home with their children?” The person in the elevator might respond, “Oh yeah. I know people like that.” “Well what I do is enable them to stay at home with their baby and work at their convenience from the comfort of their home so that they can replace their income while spending quality time with their child.” Now, if someone is seriously interested in a business opportunity the will ask you more about what you do. You can also follow up your statement with the question, “Who do you know that might be in that position?” Another example might be, “Do you know how some people are frustrated because they don’t have the freedom to do what they want, when they want because they work for someone else? They wish they could start their own business but they don’t think they have enough time or money to start a business and get the support they need? “ Again the person in the elevator can respond with, “Well, sure I do.” “Well what I do is help people become their own boss so that they can work part time in the comfort and convenience of their home. They can start their own business for under $500 and only need to invest at least 7 hours per week. So that they have all the freedom to do what they want, whenever they want.” Again, the key here of the ten second commercial is to be enthusiastic. Stress the benefits. And again the benefits are here to work from the comfort of your own home, work at your convenience so that you can spend quality time with your family, so that you can have the freedom to do whatever you want. Those are the benefits. Now again, if you want people who are serious about building your business then what you want to do is focus on a 10 second commercial that attracts someone that is serious about building a business. And if you know that in order for someone to be successful that they’re at least going to have to invest at least 7-10 hours in the business, you’d want to incorporate those characteristics in your 10 second commercial. So another example might be, “Do you know how some families have both parents working and they’re so busy trying to make ends meet that it’s difficult to be at home and spend quality time with their children?” Again, someone would respond, “Well, yes, of course I do. As a matter of fact I know someone intimately.” “Well, what I do is help families who are willing to invest at least 7 hours a week to earn extra income, working out of the comfort and convenience of their home so they can spend a lot more quality time with their families.” You’ll want to say this with excitement. So that people will be excited or interested or attracted to what it is that you do. And if they’re a qualified prospect they will become curious and ask you a question to learn more about what you do. They might be thinking, “Well, what is it specifically that you do?” The benefit of getting really clear about your 10 second commercial is that you can then be very comfortable explaining what you do to anyone because you’re not selling. All you’re doing is sharing Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Your Ideal Client with people how you help others. If they’re interested, they will ask you how they can learn more. You can use your 10 second commercial anywhere. While you’re walking down the street, when you’re in a grocery store, or when you’re in an elevator. Now think back to the four step process we were doing before I began the 10 second commercial. The ideal time to use a 10 second commercial in the four step process is right after using the third step of creating the association for prospect that they will get more of whatever’s important to them when they give you referrals. Again, what you want to tell your prospect is how you want to help them get more of whatever was most important to them by feeding back to them exactly what was most important to them. Then tell them what value you will give them for a referral who gets involved in your opportunity and follow up your offer of giving something for a referral by asking your prospect, “Who do you know that (blank)?” Where the blank is where you list the characteristics of your ideal client. So for example, if the characteristics of your ideal client is someone who’d invest at least 7 hours a week or someone who just had a baby or is about to have a baby that really doesn’t want to leave home to go back to work. Or someone who really wants to start their own business that you would say, “Now Nancy, I really want to help you get to Hawaii as soon as possible so that you can build sand castles in the morning with your children on the beach, relax in a hammock in the afternoon, take that nap, and have a nice dinner watching the sun set with your husband in the evening. Here’s what I could do to help you get there quicker. Every time you give me a referral for someone who joins my business opportunity what I’ll do is I’ll give you fifty dollars that you can put toward that first dinner overlooking the ocean with your husband at sunset in Hawaii.” Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals and Enroll More Distributors Now Asking for Referrals Now here’s where you want to ask, “Who do you know (blank)?” where you list the characteristics of your ideal distributor. Each time you ask this question you want to be quiet and listen. Let your prospect tell you who they know. The key is that you want to use the specific phrase, “Who do you know…” not “Do you know…” If you ask the question, “Do you know…”, could someone answer yes or no? Of course they could say no, and do you want to get a no answer? Of course you don’t. So you only want to ask questions that will get a yes answer. Now once your prospect has given you a referral, the next thing you want to do is ask, “Who else?” and be quiet and listen. Just those two little words, “Who else?” You’ll be amazed that by just asking these two simple words, you’ll often get another referral. Or many more referrals. Once your prospect has stopped giving you answers, ask again. Just those two little words, “Who else?” or “Who else do you know that really like to (blank)?” Where the blank is the characteristics of your ideal client. Now the key here is that, as you noticed, I just put a lot more emphasis on the word really. So when you stress the word really, people will think, “Who really wants to do this, who‘s really interested?” And that’s what you want isn’t it? Do you want people that are sort of interested or kind of interested or do you want the people that are really interested? So when you ask the question, “Who’s really interested?” put emphasis on the word really and you’ll get answers for those people who are really interested. Continue to keep asking, “Who else? Who else? Who else?” until your prospect doesn’t have any more referrals in a particular category. When they stop giving you referrals in a particular category such as, “Who do you know that has recently had a baby or is about to have a baby that would really like to stay at home with their child?” Then ask another question for a different category. For example, “Who do you know that would really like to start their own business so they can work when they want from the comfort and convenience of their own home?” And then keep asking, “Who else? Who else? Who else?” When your prospect isn’t coming up with any more referrals in that category, then ask them another question that addresses a different category such as, “Who do you know that has both parents working and would really like to spend more time at home with their children by starting their own business, and is willing to invest at least 7-10 hours a week to do so? Who else? Who else? Who else?” Use the 10 second commercial to get your prospect to give you names of people that would fit your characteristics of your ideal distributor. Being able to recite your 10 second commercial any time anywhere will allow you to dramatically increase the number of people who can refer those who would be ideal for your business. It’s not critical that the recipient of your 10 second commercial is your ideal distributor. It’s who they may know. After all, the average person knows at least 250 people. Doesn’t it makes sense that they probably know at least a few people who would really be ideal for your business? Once your prospect is done with giving you all of the referrals ask them, “Nancy, if you were me, who would you call first and why?” This will be key to helping you get additional information about the referrals you’ve been given and help you to prioritize your time so you can focus on those who are most likely to get involved with your business opportunity. As well, this question will help you to learn the reasons why these referrals might be really interested in your business opportunity. Again, after asking the question, be quiet and listen so that the person who gave you the referrals can tell you. Again, ask, “Who else would you suggest I call next and why?” and continue this process until your prospect has given you all of the information they can think of. They may respond by telling you, “Oh, you’ll want to call Elizabeth first because Elizabeth’s company recently laid off a thousand people and there’s talk about another lay off in the next three months, and besides, Elizabeth has always wanted to Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals and Enroll More Distributors Now Asking for Referrals own her own business. So now you know information that is very valuable when you call Elizabeth that will help motivate her to consider your business opportunity. Now, let me give you a summary of where we are so far. In the first key concept of this four concept program we learned the twenty dollar bill versus the five dollar bill example where, you now know that under the right circumstances everyone, not some of the people, or even most of the people, but everyone loves to give referrals as long as you give them more value and you create certainty for them. After realizing that everyone wants to give you referrals, we then addressed the second key section of this tape system and you learned how to get referrals effectively through a four step process where the bottom line is people will be really excited and want to give you referrals. The first step was to develop rapport with them. The next step was to find out what’s most important to them, followed by the third step which was to create the association for them that by giving you referrals they’ll get more of whatever is most important to them. And the fourth step that we just went over is how to use the 10 second commercial anywhere to get referrals so that you can share the characteristics of your ideal distributor to help your prospect focus on giving you referrals of those people who might really be interested in building your business. Good job you have now completed the second key concept of this tape system and you’re getting close to having whatever you want. As a reward for doing such a great job and completing the second key concept, I’m going to share with you a secret technique practiced by many of the big income producers. Are you ready? So first, stand up. Now of course, those of your driving may have a little challenge with this one so you’re going to need to improvise this. And reach your hand over your head with your palm facing backwards, bend your elbow, bring your hand behind your back, and give yourself a pat on the back. Feels pretty good doesn’t it? Make sure that you are acknowledging the investment that you’re making in yourself because there is no better investment you could possibly make. You’re doing what so few are willing to do. Keep moving forward with this tape program and you’ll have a lot more of whatever is most important to you. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now How to Contact Your Referrals Now we’re going to learn the third major concept of this tape system which is how to contact and follow up the referrals that you’ve generated in a way that they’re open to hearing about your opportunity as opposed to being irritated that you called. I’m going to share with you very powerful and effective ways to call these referrals and these ideas can be used just as well in person. So once you have a whole lot of referrals it’s important to call them and connect with them in a way where they’re open to hearing about your opportunity. The first step that you want to take when you make the phone call is to always, not some of the time or even most of the time, but always use the name of the person who gave you the referral first. So for example, let’s say Nancy gave you the referral of someone named Elizabeth. So when you call Elizabeth you want to say, “Good morning,” or if it’s afternoon, or evening, “Good evening. Is this Elizabeth?” Let them respond. Then say, “Hi Elizabeth. A good friend of yours, Nancy, suggested that I give you a call.” And what this does is it immediately puts Elizabeth’s guard down. When I make the call I first use my name and say, “Hi Elizabeth, this is Michael calling from Priceless Possibilities.” Immediately her guard is going to go up. If someone were to call you and you didn’t know who they were, wouldn’t your guard immediately go up? Wouldn’t you think, “Oh, another salesperson. They probably want something from me, particularly, my money.” Are you anxious to talk to a stranger and give away your money? Most people aren’t. I know that I’m not. So their guard goes up. But instead when you first call and you say, “Hi Elizabeth. A good friend of yours, Nancy, suggested that I give you a call,” immediately they’ll feel a lot more at ease because they realize, “Oh, Nancy told you to call, oh, who is this? Why are you calling?” Those might be the questions that they will now focus on as opposed to, “How do I get this salesperson who wants money off the phone?” So now you’ve said, “Hi Elizabeth, a good friend of yours, Nancy, suggested that I give you a call.” Then you’re ready for the next step which is to ask, “How are you today?” What this question will do is give you an opportunity to take the temperature of the person you are calling by listening closely, not only to the words they say but, more importantly, the way they respond to the question. When you listen closely to the way someone responds to your question of, “How are you today?” it will allow you to determine if it’s a good time to call or not and what you might need to do to make it a good time. So for example, when I ask, “Elizabeth, how are you today?” and the response is short and unfriendly such as, Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now How to Contact Your Referrals “I’m fine. Who’s this?” obviously, you can tell, she sounds busy or rushed. So if she does you’ll want to acknowledge that by saying, “Elizabeth, it sounds like you’re busy and I know that your time is valuable, so I’ll make this very quick,” and then continue on with your presentation. If someone sounds busy, try this approach first rather than offering to call back since you’re both already on the phone, rather than wasting your time trying to catch her again which might take you several phone calls. If it is really not a good time to call, then your prospect will let you know. Remember earlier when I talked about matching your client’s tonality and the rate of speech and so forth? If your prospect sounds like they’re in a rush, you’ll want to speed up your presentation. If they sound like they’re very relaxed and laid back, then you’ll want to be relaxed and laid back so that you’ll develop rapport with the person. Remember to build rapport with Elizabeth by using the ideas we discussed previously in the first step in the four step process of getting referrals effectively, such as: matching her tonality, asking questions, being interested rather than interesting, etc. Also, remember during your entire call you’ll want to be enthusiastic. Not to the point where you’re not asking your prospect questions or they feel that you’re all hype. People will remember your level of enthusiasm much more than what you’re saying. If you have very little or no enthusiasm, then they will feel that your opportunity must not be that good. So again, when I call what I’ll say is, “Hi Elizabeth. A good friend of yours, Nancy, suggested that I give you a call. How are you today?” And she might respond, “I’m fine, who’s this?” Then it’s time for you to introduce yourself by saying, “My name is Michael.” And then you’ll want to ask, “By the way, do you mind if I call you Elizabeth or would you prefer that I call you something else?” “No, Elizabeth is fine,” may be her response. To which I would say, “Great.” Always ask permission to use their first name, but do this early in the call because this will give you the opportunity and permission to use their first name several times during the conversation. When you call people by their first name, it develops rapport, making them feel like you’re more of a friend. People are a lot more open with people they feel comfortable with which will improve your results. Taking the time and courtesy to ask if it’s ok to use their first name will be a way to help your prospect know that you’re a courteous and professional person. Now again from the very top, “Hi Elizabeth. Your good friend, Nancy, suggested that I give you a call. How are you today?” “Oh, I’m doing fine,” Elizabeth may say. “Great.” “Who is this?” she will ask. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now How to Contact Your Referrals “My name is Michael. By the way, do you mind if I call you Elizabeth or would you prefer if I call you something else?” “No, Elizabeth is fine.” “Great.” Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now The Reason for the Call The next main point to explain, is the reason for the call so you’d want to say something like, “Elizabeth, the reason for my call is (blank).” Where the blank is where you stress the benefits of your opportunity such as your 10 second commercial. If your prospect had given you information about Elizabeth when you had asked, “Who would you call first and why?” Then this would be a great place to use that information. So for example, you might say, “Elizabeth, the reason for my call is I heard that there was a major lay off at your company and that they’re expecting another one in a few months. What I do, is help individuals who want to start their own business for under $500 so that they can be their own boss, work from the comfort of their home and spend a lot more time with their family. Does this sound like something you’d like to hear more about?” “Absolutely,” she may say. “Great.” Or you could say something like, “Elizabeth, the reason for my call is, I was speaking to Nancy the other day and you know how some people are frustrated working for companies where they don’t have any control over their life?” “Sure, I do, yeah.” Be quiet and let her respond. Then say, “Some people own their own business so they can have freedom and flexibility to do what they want, when they want, work from the comfort and convenience of their home and make a lot more money. Is that something that you’d like to do if you could get started for less than five hundred dollars and only needed to invest as minimum of 7 hours a week?” “Yes, I would like to hear more about this,” she might reply. “Great.” Now again, be quiet and let her respond. “Well that’s what I do, I help individuals, like yourself take more control of their life so that you can be your own boss, work from the comfort and convenience of your home, spend a lot more time with your family, and make a lot more money.” And another way to introduce your reason for the call could be where you say, “Elizabeth, the reason for my call is I’ve helped lots of people that have been really frustrated working for companies. They’ve always wanted to own their own business and have the freedom to work from the comfort of their own home, work when they want, and earn the kind of money that they feel they really deserve. In talking with Nancy, she thought that you might be a person that would really appreciate an opportunity to do something like that. Does that sound like something you’d be interested in learning a little more about?” “Yes, I am interested in learning, um, yeah, tell me more.” “Great.” Again, be quiet and let them talk. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now 4 Qualifying Questions When your prospect responds positively to a question such as, “Does that sound like something you’d be interested in learning a little more about?” “Yes it does.” Then it’s time to ask them what I call the 4 qualifying questions. The 4 qualifying questions is the fourth and final concept in this tape program and it’s one of the most exciting parts. This one idea had a lot to do with helping me become sales rep of the year for a major division of a fortune 100 company and it will do wonders for you as well. The reason why this idea is so valuable is that it will save you a tremendous amount of time, energy, and money you may be currently wasting on prospects who aren’t seriously interested in your business. When you utilize this one key idea, it will enable you to give presentations to only those who are seriously interested in their opportunity. Now do I have your full attention? Now get excited because this process is very simple yet tremendously powerful. This process involves giving your prospect an overview of the benefits that they might receive by joining your opportunity, followed by 4 simple little questions, with the last question helping you to clarify whether your prospect is really interested in your opportunity or not. The first step is to give an overview of the benefits that your prospect will receive when joining your opportunity. So for example, you would say, “Now Elizabeth, I’m going to share with you an opportunity to have total freedom of your time, where you can work from the comfort and convenience of your home, be your own boss, spend quality time with your family, and you can start your own business for literally under $500.” “That sounds great!” So, that’s stressing all of the benefits up front and now, here come the 4 key questions. Are you ready? Number one: “Elizabeth, if you like what you hear…” (or see if you’re in person, showing the person the presentation). Number two: “And if it makes sense to you…” Number three: “And if you can afford it…” Number four: (The key question) “Do you see any why you would not want to get involved and start this tremendous opportunity immediately?” The key here is to be quiet and listen to Elizabeth’s response because it’s not only going to be the words that she uses, but more importantly, the tonality of what she says that will tell you how interested she really is in your opportunity. In other words, the way that she answers this last question will determine whether she is really interested in your business opportunity or not. Now remember, one of the major keys to success in network marketing is to sort for what? Desire. And what this process will allow you to do is to really sort through all of your prospects you have and find out who’s really interested in your business opportunity. In other words, if Elizabeth says, “Of course I’d be interested! That would be great!” wouldn’t she be a lot more interested than if she said, “Oh, I don’t know, maybe.” Which person would you rather give a presentation to? Of course you’d rather give the presentation to the first person. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now 4 Qualifying Questions Now, when you have a whole lot of referrals it’s easy to ask these questions because if Elizabeth is not seriously interested, it’s easy to just say,”Next.” When you find yourself only giving presentations to people who are really excited about your opportunity, then you’ll see your enrollment rate increase tremendously and your dropout rate decrease tremendously because you’ll be a lot more efficient with your time. This will allow you to better support those who have already joined your opportunity and I’ll bet that you might even find yourself a whole lot more excited about giving presentations when everyone is interested in joining your opportunity. Your new enthusiasm alone will make a big difference in the number of enrollments. Once you begin to utilize this one key process, you’ll find that you’ll never want to waste time convincing anyone of anything again. Of course, you can, but why would you want to when it’s so much easier and more effective to qualify your prospects and sort for those with desire, those that really want to get involved with your business opportunity. So let’s review this process again. First, give your prospect an overview of the benefits that they might receive from joining your opportunity followed by 4 simple little questions. Again, the last question, which is, “Do you see any reason why you would not want to get involved in this tremendous opportunity immediately,” will help you to clarify whether your prospect is really interested in your opportunity or not. If they’re not then that’s great, because that will save you from wasting your time on them. Just say to yourself, “Next,” and continue to sort for desire through the many referrals you’ve generated. Of course, take advantage of the fact that you have someone on the phone, and if they’re not really interested, ask them for referrals. I’m sure by now you know just how to do that effectively, right? Remember, the successful super stars in network marketing don’t waste their time trying to convince people who aren’t interested in building a successful business. Sort for desire. So now we’re done qualifying people that are seriously interested and it’s time to bring in your sponsor on a three way call when you have someone that is really interested in the business opportunity. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now 3 Way Call Now, one thing I would stress here is that you always want to use the power of a 3 way call unless it’s absolutely impossible. There are many benefits to a 3 way call such as: Number one- after the call, you can always talk with your sponsor or whoever you did the 3 way call with. Reviewing the call will allow you to learn a lot more because the other person will always have a different perception of the call. You always want to learn more so that you can be more effective next time. Number two- what you want to do is have someone on the call with you that has a lot more experience to answer any possible objections and to make sure that they can create certainty. Remember when we talked about value and certainty earlier with the twenty dollar bill and the five dollar bill example? You’ll want someone who has experience or someone who has certainty that this is a tremendous opportunity so that your prospect will pick up on that. Another benefit of a 3 way call is that if your prospect knows you, and you’re new in the business or haven’t achieved a lot of success yet, they might doubt that they can make a lot of money themselves but when you bring someone else in on the call who has had a lot of success, it adds a lot of credibility or certainty for your prospect that they too can be successful. So you’ll always want to do a 3 way call when possible. When you do a 3 way call and bring in your sponsor, or whomever you bring in on the call, the first thing you want to do, again, is build rapport between your sponsor and your prospect just like you did earlier for yourself. So you always want to build rapport by having your sponsor ask key questions, by being interested rather than interesting, and finding out what’s most important for your client or your prospect. The key to introducing your sponsor, or whoever you bring in on the 3 way call, is that the reason for doing so is that you want to create certainty and increase the value for your prospect. Now, the way to introduce the idea of bringing your sponsor in on the call is that you want to present to your prospect that it is in their best interest for you to bring your sponsor in on the call. So you don’t want to say something like, “Well hey, I want to get my sponsor in on the call because I’m sure he’ll enroll you.” What you want to do is stress how it’s a benefit to your prospect to bring your sponsor or someone else in on the call. For example, what you might want to say is, “Now Elizabeth, I know that it is very important for you to make an informed business decision before getting involved in any opportunity, therefore, what I would like to do is bring someone in that knows a lot more about the business. Someone who’s been doing it a lot longer than I have and can answer your questions as accurately and professionally as possible. That way I’m sure I can best support you by bringing my sponsor, Ralph, in on the call. You are interested in making an informed business decision aren’t you?” Ask a question that demands a yes answer such as, “I’m sure you want to know as much as possible about the business, wouldn’t you?” or, “I’m sure you’d rather learn about this business from someone who knows a lot more about it, wouldn’t you?” Again, state something that is a benefit for the prospect or ask a simple question that demands a yes answer. Once they say yes, then say, “Great, hold on. I’ll give him a quick call that way, he can answer any questions that you have right now.” Then proceed with the conference call and bring your sponsor in on the call. Build value for your prospect by building up your sponsor when you introduce them, creating certainty for them that this is a person who is serious about building the business, this is a person that has already Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now 3 Way Call achieved success, and this is a person that really has their best interest in mind. And then have the sponsor begin by developing rapport, which again is done through asking questions, being interested rather than being interesting, finding out what’s most important for your prospect, and the sponsor can take it from there. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Pain vs. Pleasure Now one last powerful idea that I’ll add is that people are motivated through either one of two ways, and some people by even both. The first way is a strong desire to move away from something that’s very painful in their life. Now, I don’t know about you, but I know that I don’t appreciate any pain whatsoever. So a lot of people can identify with this one. The second way is a strong desire to move towards something that is very pleasurable. Or again, some people are motivated by both. The following questions do require that you’ve developed a strong rapport with someone, or that you know them well. By asking key questions to help them focus on how painful it really is to stay exactly where they are, you will increase their desire to make a change in their life. Now, please be sensitive when asking these questions as they can really hit home for people and the goal obviously is not to alienate people, but rather to support them in take a look at the long term reality of staying right where they are. If they don’t make a change in their life then most people won’t have the time or money to really have the quality of life for their loved ones that they deserve. So for example, it might be really painful for a parent not to be able to spend quality time with their child. You may find out by asking questions that what’s most important for a parent is to make sure that they spend quality time with their child and that it’s very painful for them to have to go to work and leave their child at home alone or with a babysitter. So what you might want to do is stress this point by asking them questions such as, “Elizabeth, how does it really feel when you have to go to work and leave your child at home all alone? Or how does it feel to have to leave your child with a stranger? What might your child’s future look like when they aren’t being taught your values? And is that something that you’re willing to risk for your children?” Now, again, please be very sensitive when asking these questions as they are designed to create pain to motivate your prospect to make a change. You could have the best intentions but convey the entire wrong meaning if you’re not careful just like the sign I saw in a deli the other day that said, “Customers that think our waiters are rude, should see our manager.” Or another well-meaning article in the newspaper that backfired said, “After finding no qualified candidates for the position of principal the school board is extremely pleased to announce the appointment of David Steele to the post.” Now, on the other hand, if you’ve got someone who is seriously motivated by moving toward something that’s pleasurable, such as, the desire to be able to take a vacation whenever they want, you might want to ask them a question such as, “Elizabeth, how would it feel to be able to take off whenever you want and go wherever you want? How would it feel to spend quality time with your family whenever you want?” Keep focusing on asking them questions about positive possibilities and ask them, “How would that feel?” Again, the best way to do this is by doing what? Asking questions rather than telling. And what you want to focus on here is to ask them what it would be like, what it might sound like, and how would it make them feel. Use the different senses because aren’t people a lot more motivated to make changes emotionally rather than intellectually? And the best way to move people emotionally is how? Through asking questions, but what kind of questions? Specifically questions that involve their senses and move them toward a painful experience or a painful memory so that they are motivated to move away from what they’re currently doing, or questions that involve moving them toward something pleasurable so that they’re motivated to make a change. So you might want to ask a question for a person motivated to move away from pain such as, “Elizabeth, what kind of things does your child say when you have to go to work and you can’t spend time with Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Pain vs. Pleasure them?” or, “How does it feel when you see your child looking at you and wondering why you can’t take them on vacation again this year?” Now again, these may not sound like fun questions but the reality is that not asking these questions is what really allows that pain to continue for people. Asking them these questions can help them to change the course of their life forever and motivate them to take action and create what they really want. So you’re really doing them a favor by asking these questions. And again, to sum this up, you want to ask them questions to help them experience emotionally the reality of their choices in life and the way they get emotionally involved is by helping them experience as many of their senses as possible. Again, what do they see? What do they hear? And what do they feel? So keep asking questions that involve their senses that either move them toward pain, if that is what motivates them, or moves them toward pleasure, if that is what motivates them. And the way to find out whether people are motivated by pain or pleasure is simply by asking what? I’m sure by now you know the magic word is questions. Questions, just keep asking them, lots of questions and listen closely to their responses. If you ask someone, for example, “What’s most important to you?” and they say, “Well, I want to make sure that I never have to see my child upset again because I go to work and can’t spend time with them.” Then you know that they’re the kind of person that wants to move away from pain. If you ask someone what’s most important to them and they say, “Well I want to have the freedom to go on vacation whenever I want,” then they’re the kind of person that moves towards something pleasurable. So again, ask lots of questions. Listen closely and their words and their tonality will tell you what motivates them. So now you know that 4 major concepts of how to get unending referrals and enroll more distributors now. I’d like to congratulate you because you’ve proven that you definitely have one of the two ingredients necessary for success. You’re a person of action. Results require action and you not only invested in this tape program, but more importantly, you listened to it. Did you know that less than 10% of books purchased are ever read? Would you have learned all the great ideas on this tape program if you didn’t listen to it? Of course not. So by now, you might be wondering what’s the second ingredient necessary for success? Again, action is a pre-requisite to getting more results but let me ask you this question; what if you’re taking lots of ineffective action? What kind of results might you get? Obviously, lots of ineffective results. That’s why in order to be really effective, I urge and invite you to listen to this program again and again until you master the ideas on this tape. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Summary It’s been said that repetition is the mother of skill. If you were just to exercise once, would you really be healthy? Of course not. If you were to go to class just one time, would you really learn a whole new language? Would you be able to master a subject? Of course not. It takes repetition to really learn how to master something. After all, is there anything more important in building your business in learning how to effectively attract lots of referrals, then learn how to qualify those referrals so that you’re only investing your time with those people that are seriously interested in your business opportunity. So I’m sure you’re definitely doing to listen to this tape program until you’ve mastered it right? Even though it might seem like effort at times to take action. You see, isn’t it really a lot more effort to not be effective at getting referrals and turning those referrals into new distributors? Now, let’s take a look at what you’ve learned in this tape program. First you learned that anyone, not some of the people, or not even most of the people, but anyone will give you a referral when you offer them more value and create certainty for them. You learned this with the five dollar versus the twenty dollar bill example. Then, you learned how to get referrals effectively by asking people what’s more important in their life and helping them realize that the more referrals they give you, the more likely they are to get what’s most important to them. I gave you the tenth birthday party example as a reminder that anyone will become your raving fan when you give them whatever is most important to them. You learned how to find out what’s most important to others by asking what? The magic word as you know by now is questions. By asking questions and showed them how it’s really in their best interest to give you referrals. You learned how to increase the value of what you’re offering for a referral without necessarily giving away any money at all. You also learned how to connect with people and ask them for permission to use their first name. Then you share with them the reason for your call, stressing your 10 second commercial so that you can determine whether they’re really interested in your business. When they showed some level of interest, you then asked them the 4 qualifying questions to sort for desire, to see how serious they really are about getting involved with your opportunity. Those people who are serious about your business are then great people to get on a 3 way call with your sponsor. Again, your sponsor will want to build rapport and then utilize key questions to determine if your prospect is someone is motivated to avoid pain or to move toward pleasure. You also know now how to really move people emotionally to make a change in their life by utilizing what? Again, the magic word is questions. Questions that involve all of their senses when you ask questions such as, “What would that look like? What might that sound like? Or how would that feel?” You’ve learned a lot. Now you can experience for yourself the most important tool that you could ever possibly learn which is to help someone shift the way they feel immediately. This is done by, guess what, by asking… questions. And you get to experience the power of this so that you can see how you can do this without others. The reason that I’m inviting you play full out and experience this last exercise is that people will make decisions in their life based on their emotions. Learn how to change the way you feel in a minute or less and you will learn how you will help others to change the way that they feel in a minute or less. When you learn how to master, not only your emotions, but, the emotions of others, you’ll be able to improve your results tremendously. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382
  • How to Get Unending Referrals And Enroll More Distributors Now Summary Now I’m going to invite you to close your eyes and hopefully you’re not driving down the highway, so if you are, turn off the tape and come back to this later but do this exercise and do yourself a big favor. So again, I’m inviting you now to take a deep breath and close your eyes and just imagine what’s really most important for you? Think specifically. What would you really like to be doing? Think about things that you haven’t been doing up until now on a regular basis and get specific. And where would you like to do this? Who would you like to do this with and for how long? And how will it really feel when you can live the life of your dreams? How will it really feel when you have the freedom to do whatever you want, whenever you want? What might you say to yourself when you get up in the morning and you look in the mirror? You might even want to say this now, say it out loud. And what might other people say to you when you’re living the life of your dreams? And how would that feel? How would it really feel? How would if feel to know that you never have to put up with a boss telling you what you can do or what you can’t do? How would it really feel to not have to make choices based on how much something costs? How would it really feel to be able to make all of your decisions based on what is most important to you and your loved ones? So take a deep breath and know that you will have the life of your dreams. That you can have whatever you want, whenever you master the principles of this tape. I urge you and invite you to listen to this tape again and again. Share this tape with those people in your organization so that you can learn from one another. And if you’ve liked what you’ve heard, (see if this sounds familiar by the way) if you like what you heard and it makes sense to you and you can afford it, do you see any reason why you wouldn’t want to support your organization by making this tape available to them? And how could you do that? To support others, call us at the number on the label on this tape. Another product that we’re confident you will love is our recently released book called, Questions Are the Answer: What Are You Asking For? This book has already received great endorsements from network marketing experts like John Milton Fogg, the editor of “Upline” and “Success” magazine as well as Tom “Big Al” Schrieder, and John Kalanch, both trainers in the network marketing industry for a long time and very successful. As I’m sure you’ve noticed, there are some key questions on this tape. Didn’t they make a difference for you? Wouldn’t you like a tremendous training tool that will help your distributors learn how to ask the ideal questions to really boost their business? I’m sure that you do. And I also do live trainings, key note speaking engagements, and have a website with a tremendous number of free services. Such as free daily tips that change every day. Free articles, free audio tapes online, and much, much more. And for those that are really serious about building their business, we have a members only sections which provides a whole lot more services. We’re located at www.PricelessPossibilities.com. My name is Michael Price of Priceless Possibilities. I look forward to hearing from you and hearing how you have achieved tremendous success. Make it a great day, and God bless! To obtain more information on “How to Get Unending Referrals And Enroll More Distributors Now” please visit the website below or call 760-208-1382. Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382