This document provides guidance on how to effectively qualify prospects in order to get them interested and engaged. It explains that ineffective qualifying involves asking if prospects have the time or money to do the business, which usually leads to them disappearing. Effective qualifying means asking questions to understand what prospects need, want or don't want as it relates to the business in order to make a true connection. Some example qualifying questions are provided. Once needs and wants are understood, the business can be connected to how it fulfills those desires. Keeping the focus on the prospect and their goals, rather than just the business opportunity, engages them and makes them more likely to stay interested and return calls.

1. How To Get Your
Prospects on the
Phone and Returning
Your Calls
The Formula I Use to Get
Prospects to Talk to Me

3. Does This Sound Familiar?
The first conversation went well but then…
• The prospect missed the meeting
• The prospect didn’t return calls
• The prospect avoided you
• The prospect was vague and reluctant to talk with you
• Whatever was “good” in that first call was gone
• The prospect disappeared

4. What Went Wrong?

5. You Didn’t Make a True Connection

6. You Didn’t Get Below the Surface

7. How Do You Make
A True Connection?

8. You Qualify the Prospect
Before a prospect will ever take you seriously
and trust you, let alone join you in business, you
have to qualify the prospect.
And what do I mean by that exactly?

9. People can have different ideas about
what “qualify” means so let me tell you
exactly what it means to me…

10. Many people qualify by determining if the other
person has some fundamental qualities that will
allow them to be in, and perform in, the business.
And to make that determination, they ask
questions like…

11. What kind of extra time do you have each week?
Do you have anything to invest to get started?

12. What kind of extra time do you have each week?
Do you have anything to invest to get started?
These are not effective qualifying questions and
98% of the time they produce a person who you will
never hear from again.

13. What kind of extra time do you have each week?
Do you have anything to invest to get started?
I never ask my prospects questions
like these when qualifying…but I
definitely ask questions!

14. Qualify means . . .
that you find out what the prospect needs,
wants or doesn’t want as it pertains to your
business.

15. Do You See The Difference?
Ineffective Qualifying
Asking questions to see if
the prospect has the ability
to do the business.
Effective Qualifying
Asking questions to see if
the business can meet
the needs and wants of
the prospect.
vs.

16. Once You Understand the Needs and
Wants of the Prospect Then…
…You Can Connect What They’ve Stated to
Something Your Business Offers That Fulfills
Their Desires.

17. Once You Understand the Needs and
Wants of the Prospect…
…you can use that information when
you ask the person to watch something
or read something
AND…

18. Once You Understand the Needs and
Wants of the Prospect…
…you use that information when
you leave a voice message or
send a text message or an email.
AND…

19. Creating Points that Connect the Two of You
What I’ve found is that when you properly qualify your prospect and discover
what they need and want, you soon create points that connect the two of you.
The person feels like you’re listening and that you care
and that you are delivering something to them that they
are really interested in because you’re presenting
it based on what they want.

20. Finding Needed & Wanted With Cold Market
Here are a few questions you can use to get a conversation started with a Cold Market
prospect. Use these questions or ones similar to them to get your prospect talking. Be
prepared to ask more questions as they talk. They’ll start opening up.
• What attracted you to answer the ad about a home-based business?
• What do you want to achieve by owning your own business?
• What first got you interested in working from home?
• How long have you been considering working for yourself?

21. Here are a few questions you can use to get a conversation started with somebody you
already know.
The basics are the same. Use these questions or ones similar to them to get your
prospect talking. Be prepared to ask more questions as they talk. They’ll start opening up.
• I’ve got a business idea. Would you be open to seeing something on it . . . Or are
you completely satisfied now?
• [Person’s name], I’ve been branching out and I’d like you to have a look at this
idea too. Are you satisfied with what you’ve got going on now? Or would you like
to have a look?
Finding Needed & Wanted With Warm Market

22. Do not interrogate them. In
other words, don’t blast
these questions at them.
Work your questions into the natural conversation as
easily as you can. It may feel clumsy at first but keep
trying. It will smooth out quickly and rather naturally.
Remain Warm & Caring. Be Natural & Interested In Them

23. Always Be Listening
Listen for your prospect’s needs & wants. If you haven’t heard them, keep
asking questions that will get them for you.

24. Once You Have It, Use It
Once you have found your prospects needs & wants, determine what it is that your
business offers that fulfills their desires and then begin to use those things to continue to
invite them to find out more and figure out for themselves whether or not to get
involved.
Here are some examples of how that might sound…
Keep presenting the connection to their desires.

25. Joe, I have an idea about how [your organization or product] could help you have [his
desire]. Would you like to hear it?
Sue, call me back. I have something to share with you about how you could get [her
needed & wanted].
Billy, I have someone I want you to meet who was just like you. She wanted to [his
needed & wanted] too and she’s actually done it. I told her about you and she wouldn’t
mind at all talking to you about how she did it. Call me back.
Betty, I have that info I promised you about how you could very possibly [needed &
wanted] and [needed & wanted]. I am available for the next 20 minutes. Call me.

26. Keep Practicing This and Keep Thinking With It and Using It
You Will Soon Engage More People, More Often and Be
Able to Get and Keep Their Attention