The document provides training on prospecting and list building. It outlines three main steps: 1) Developing a target market list of 300-500 names with a partner. The list should be prioritized with the "Top 25" identified first for contact. 2) Friendship farming - turning strangers into friends by starting conversations using the F.O.R.M. method (asking about Family, Occupation, Recreation, and introducing the Message). 3) Friendship borrowing - leveraging the contacts of existing clients through referrals at every contact point by asking qualifying questions. The goal is to recruit 4 new directs per month through consistent prospecting of 10 names per day.

1. System Training
Step #1
Prospecting and List Building

3. 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.

4. Develop a Passion for Our Mission
Your success for the most part will depend on
how strong your passion is for our mission and
how effectively you can get many other
people to feel the same way.
It’s a mission that motivates.

5. 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!

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

7. 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.

8. 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 syste

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

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

12. 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. That is a major mistake.
Remember, it’s not just who you know, but who they know also.
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” and begin contacting them
immediately with your Leader.

13. Chicken List
• Recruit 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

15. 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.

16. 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 him (or her) if he is a family man, 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

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

19. “All Roads
Lead
to Your
LIST”

20. Referrals at each Contact Point
“A closed mouth does not get feed”

21. The List that Grows
Recruiting…… Top 25-Top 100
Referrals…… 3-5 per sale
Networking Online and Offline…..
……and
In the normal course of the your day

22. “Are you in front of your
computer?”
“Pick up the phone”!
Then what?.....Call 5 people a day
“Are you in front of your computer?”

24. Prospecting
You don’t go out recruiting
You recruit as you go!
Gather Names and Numbers

25. Marketing Numbers
10 names a day = 50 contacts a week.
25 will answer when you call
12 will schedule an interview
8 will show up
1 will join your team
Do this every week and you'll recruit 4 directs a month (48
year) and write at least 1 personal sale a week. ($100k
personal income before overrides!)
Now, you are back into a warm market!
Numbers will improve as you do.

26. Excuse me, have you got a minute?
My name is ___________ and I'm a national
recruiter with Freedom Equity Group.
(Shake hands and get name)
I couldn't help but notice you.
(compliment contact by telling him what made him stand
out.)
Do you mind telling me what is is you're currently
doing for work? (Let them answer)

27. Prospecting
Are you totally 100% happy with every aspect of
your current career?
(Let them answer)
If the money were right, would you consider a
position with my firm?

28. Possible Answers
1. Yes
- Great, if you give me your name and number, I'll give you a
call and schedule a time for us to talk.
2. What is it you do?
- I recruit, license, and train agency builders on a national
level.
- I rescue retirement plans.
Or
- I teach families the rules the banks and insurance
companies don't want us to know.
3. No
No problem, by chance do you know of anyone like you
looking for a career change at this time?
* Regardless of the outcome, thank them for there time and
leave them with your card Get Referrals.

29. Prospecting
Excuse, have you got a minute?
My name is __________. (Shake hands and get name)
Are from around here? Great! I'm expanding my business in the
area and I need your help.
Who do you know that is looking for full or part time income?
Possible answers:
1. My brother. ….Awesome, what is the best way to contact him?
2. Nobody…..No problem, do you mind if I give you my card in case
you come across somebody?
3. What is it you do?.....Refer to above answers - this question
generally indicates a personal interest.
* Be sure to smile, have good eye contact, and a firm handshake
( no limp fish or crushing death grips).
Relax - Have fun - be real - and watch your business EXPLODE!!!

30. Referrals
There is ALWAYS an opportunity to obtain referrals.
“I appreciate that, May I ask you a quick question:
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?”

31. Prospecting
“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?”

32. Appointment Setting
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