What if you could take the greatest obstacle standing between you and success, and turn it into your greatest asset? Well, you can.

1. The Fortune Is In
The Follow Up

2. Welcome
Bryan Daly
CEO VP
bryan@bryandaly.com

4. FEAR of Rejection
Turn an Obstacle into an ASSET. FEAR OF NO
What if you could take the greatest obstacle
standing between you and success, and turn
it into your greatest asset? Well, you can.

5. FEAR of Rejection
Turn an Obstacle into an ASSET. FEAR OF NO
You wouldn’t think one simple word with two
tiny letters could have the power to keep
countless individuals and organizations from
realizing their goals and dreams.
But they do… day after day, year after
year. What two tiny letters can do all that?
N.O.

6. Fear of rejection
Fear of rejection is the single greatest reason
people don’t make money in this business.
By actually going out and inviting rejection, you
overcome your fear in stages:
1. You get it and it bothers you.
2. You get it and it doesn’t bother you.
3. You get it and turn it to your advantage.
4. You get it and you have fun with it.

7. Day?

8. Increase Results 80 times!
• This one thing can increase your results 80x
• What is it?
• Follow up.
• Why don’t more people follow up?
• FEAR of NO- rejection

9. Top 10%
• 48% of Sales People Never Follow Up
• 25% of Sales People Make a Second Contact
and Stop
• 12% of Sales People Only Make Three
Contacts and Stop
• Only 10% of Sales People Make More Than
Three Contacts

10. Follow up
• 2% of Sales Are Made On The First Contact
• 3% of Sales Are Made On The Second Contact
• 5% of Sales Are Made On The Third Contact
• 10% of Sales Are Made On The Forth Contact
• 90% of Sales Are Made On The Fifth to Twelfth
Contact
Commit to getting 5-12 No’s

11. Top 10%
92% of all salespeople give up without hearing
a fifth NO from a customer… but
research shows that 90% of all customers say
“no” four times before finally saying YES!

12. …We begin to succeed when we
learn how to fail..
We all love the sound of the word, YES… it is so
positive, so empowering.
And then there is NO, which is just the opposite;
negative, draining….but
what if NO could actually be the most
empowering word in the world?.

13. …We begin to succeed when we
learn how to fail..
When were kids we weren’t stop at all when we heard NO.
We laughed at it, we shrugged it off.
somewhere along our lives we
lost this natural sense of tenacity.
So, what if, starting today we could get that tenacity
back?
What if as of today the word NO actually started to
empowering us?
And even being FUN…!

14. Model #1
The Common Approach
Success ◄ ◄ ◄ ◄ YOU ►►►► Failure

15. Model #2
More effective Approach
YOU ►►►► Failure ►►►► Success

16. Not Right Now
• No really means…. NOT RIGHT NOW
• The Timing is not right…
• Maybe they did not really hear the message or
they are not able to listen right now
The Big Question is?
• How Long do you follow up for?

17. The FEG Two Step
Expose
&
Follow up
Not Recruiting
You won’t Pre Judge or “Get People In”
Be willing to expose to everyone

18. Goldmine
Sifting the dirt to find the ore

19. “Success is 99% failure”
Henry Ford

20. New empowering Definition of “FAILURE”
Repeat after me
I learn from my failures, and each failure takes me one
step closer to success.
I see failure as an undeniable sign of progress toward a
goal.
I have replaced any fear of rejection with a burning
desire to make another call.
I understand that YES is the destination, but NO is how I
am going to get there.
I never make decisions for others in terms of what
they’ll say, do or spend.

21. Every Set Back
is a Set Up
For a Come Back