How to create an endless supply of nice warm referrals and an endless supply of qualified appointments... You run the system and the system will run the business.

1. NLFA Business System
Prospecting and List Building

2. Our Challenge to
You
Develop a Passion for Our
Mission
Our Leadership Team is 100%
committed to creating
wealth for families. There is a
critical need for the
education delivered on a
giant scale.

3. Posture
and
Position
Your “Attitude”
• An edge that comes from
belief
• Not selling a “product”…
Changing lives!
• Know what we have and
what we can do!

4. Run a Diagnostic
on your business
• Show me your list
• Show me your
appointments
……….I will show you
your results

5. Step #1
PROSPECTING
Just as a building contractor
cannot construct a building
without a large supply of raw
materials,
An empire builder needs a
large pool of prospects/people
to plug into the system to build
a distribution empire.

6. Cell Phone

7. Facebook
• The average
number of
friends is 338.

8. Connect

9. Most people know many
more than 100 people
If 90% were not
interested
Only 10% were.
You can build and
Empire!

10. Developing A
Target Market
You can divide prospecting into three
areas:
1. Natural Market
Friends, neighbors, relatives, co-
workers, social contacts,
2. Friendship Farming
Turning strangers into friends to create
a new natural market
3. Friendship Borrowing System
Relationship marketing through our
third-party referral system

11. Step #1
PROSPECTING
Create a List
The start of an exciting business
adventure.
From this list, you will build a
business and transform the
lives of the people on it.

13. Do with partner
Put at least one
Name next to
each equals
300-500 names
Don’t worry about
contact info just
yet

14. One key
question
Ask yourself
“Would I share a meal/coffee
with this person”?
If the answer is NO then this
would be the only time I
would not add them to the
list.

15. Important
Keys
1. Make your list with
others.
Complete your prospect
list with your Leader, and
make sure to involve your
spouse when possible.
2. Add names, don’t
eliminate them.
Resist the tendency to
eliminate people from your
list because you think
they’re too busy or make
too much money.
3. Use the “Executive
Memory Jogger.”
The purpose is to “jog”
your memory for every
quality person you know.
4. Identify the “Top 25”
on your list.
Your list should have a
minimum of 100 names
and grow to as many as
300, 500, 1,000. ….quickly
identify the “Top 25”

16. Chicken List
• Go up- Never FEAR successful people
• Don’t judge people
• You never know where someone will
lead you
• Leave no stone un-turned
MASTER the Three Way Call

17. Friendship
Farming
Turn Strangers Into Friends
As you go about your day,
always be on the look-out
for people with whom to
start a conversation.
Cultivate a new warm
market by meeting new
people.

18. The F.O.R.M. Method
There are four questions you can ask when talking with
a stranger. This method flows more naturally if you
“prime the pump”.
F. Stands for “Family.” You might ask if he is a family in
the area, does he have kids, did he grow up here in
town, etc.?
O. Stands for “Occupation.” What does he do for a
living? How long? Does he like his job?
R. Stands for “Recreation.” Perhaps you have a
common recreational interest.
M. Stands for “Message.” Tell the prospect what you do
to spark his interest. Get his name

19. Friendship Borrowing
Referral System
KEY TO SUCCESS
What they are
missing is number
of qualified
people to get in
front of on a
regular, consistent
basis.

20. “All Roads
Lead
to Your
LIST”

21. Prospecting during
Approach/Contact
Once the approach has been
made, even if the person is not
interested, there is still an
opportunity to obtain referrals.
“I appreciate how you feel, May I
ask you a quick question before
we get off the phone: I’ve found
my best new associates come
through referrals from quality
people like yourself.
Who do you know that may be
interested in a new business
venture or a possible career
change?”

22. Prospecting
If the prospect has attended the
presentation (whether at the office,
one-on-one, or online) and is not
interested, there is still an
opportunity to get referrals.
“I appreciate getting to meet with
you today. As you can tell, our
concepts can make a huge difference
in someone’s life._______, I work
strictly on referrals. Would you be
kind enough to introduce me to a
few people who might benefit from
our concepts?”

23. The List Grows
Adding names for
Top 25-Top 100
3-5 per sale
Networking Online and
Offline….. and
In the normal course of the day

24. Next is to
qualify the
list
Who to call first …… priority
Discuss
Hot buttons
Positive characteristics

25. Five Pointers
1. Over 25
2. Married (with
Children best)
3. Home Owner
4. Good Income
$75,000 household
5. Dissatisfied

26. Where do you
spend our TIME?
Four Checkers
1. Self Starter
2. Influence
3. Coachable and Teachable
4. Financial Ability

27. Relentless
Inevitability
• Month one get 3 that
get 3 and so on the
next month
• 3, 9, 27, 81, 243,
729…. in the first 6
months.
• At $1,000 that’s a
business of $720,000
a month in premium
• That’s on track to a
solid SIX- SEVEN figure
income!!! $100,000-
$1,000,000