2. The Way You Do
Anything Is the Way
You Do Everything!
Dr. Jerome Garrison, Sr.
3. The Follow Up is where
you use a 3rd party to
answer prospect
questions and objections
4. • Sort – Use scripts to interview the prospect about
what they thought about product/opportunity.
• Get them to a 3rd party – 3 way call
• Use additional tools if needed (comp plan,
website, article, video, etc.).
• Get them to a live event.
Steps in the Follow Up Process
5. Be sure your posture is right for follow up:
• Are you 100% confident in the products and
opportunity
• Don’t defend your company
• Do not sell after the presentation
• Do not beg and convince people
• Sort – no matter what part of the process
Follow Up Rules
8. The 3-way Call is when you and an
upline sponsor or team member are
on the line speaking with a prospect.
It is the single most powerful tool we
have because it bridges the gap
between your inexperience and your
team’s experience
9. Enthusiasm - You share your enthusiasm with
prospects and point them to 3rd party expert
Verification - Once they have received information
and have questions, get them to the 3 way so
someone else verifies information
Edification – important to make prospect feel
comfortable with the person on the line and make
them aware of their experience.
Elements of the 3-way Call
10. • Helps build credibility (when the person
doing the call is edified)
• Offers 3rd Party validation (taking it off you)
• Earn while you learn
• Leverage and duplication
• Don’t have to build in isolation – team
concept
Why Is the 3-way Effective
11. Give the person doing the call an overview of the
situation prior to the call. Should include:
• Personal background – how you know them, life
situation, married, working, etc.
• Summarize the information they saw (video, etc.)
• Describe what the prospect told you they liked
about the information.
• What is the prospects desired goal?
Introduce Upline and stay quiet!
How Do I Do a 3-way
16. • Once they express interest in getting
started, be quiet and take their
information. Don’t talk them out of it.
• Have applications available for them to
complete.
• Setup the Getting Started date (see
Getting a New Distributor Started
training)
Closing Rules
18. Document and track each Follow up
using an Index Card system. You need:
• Multi-color index cards
• Index card box
• Labeled dividers for each month in the
year
Topleaders Follow Up System
