Direct Selling Prospecting and Recruiting

1. PROSPECTING AND SPONSORING
Regional Event

2. PROSPECTING
IS A PROCESS
• The income outlook is questionable
according to recent figures but
several important aspects have not
changed
• The demand for additional sources of
income – U.S. & Canada
• Unemployment concerns compel the
existing workforce to seek out a Plan B

3. The first Baby Boomers are nearing 65 and
looking for a way to secure adequate
retirement funds to retire and not sacrifice
one bit of their lifestyle.
Many are looking for a new career.
Conceivably, thousands of qualified prospects
could be looking for you as a result.
WHAT ARE YOU DOING TO FIND THEM?

4. PROSPECTING AND SPONSORING
WE NEVER STOP DOING IT
• Solution to every problem in the
business
• We are in the business of sorting
through people to find the interested
ones
• It takes two good people

5. • TO PROSPECT - YOU MUST BE
MENTALLY PREPARED
• Must be continuously doing interviews
and showing the business plan
• Keeping the funnel full
• Continually moving them through the
qualifying process
PROSPECTING IS A PROCESS

6. This is a brief 15 to 30-minute conversation
about the 45-year plan vs. the 2 to 3-year
plan, to find out what the Prospect is
looking for and to continue to build a relationship.
This brief discussion should always take
place before the Prospect is shown the entire
Business Plan. This can be accomplished just
prior to showing the Business Plan or days
in advance.
QUALIFYING INTERVIEW

7. • Build rapport
• Background
• Identify what the prospect wants
• Why they want it
• How will it make them feel
• Assure them that they can achieve it (Profiles)
• Your two-minute commercial
• Why the UnFranchise® - Why Market America
• Know what is it – Show the Passion
THE INTERVIEW

8. • Have you ever owned a business...
• How much time per week can you spend
building...
• How soon would you like the experience...
• Starting an UnFranchise® business requires a
minimal amount of start-up capital
• Are you willing to travel out of state to learn
the business...
THE INTERVIEW

9. • Are you coachable...
• Your success is dependent on duplicating
proven systems, following a proven plan
• Set a time to go over the charts and graphs
on how you earn – (Show the Plan)
• Assign and review the take-home materials
• Success Stories
THE INTERVIEW

10. • In person - Yourself or With Your
Sponsor
• Annual Report
• Product Catalog
• Haute Living Magazine
• MP3 Player / CD
• UBP Flip Chart
QUALIFYING INTERVIEW

11. • In a Group
• A Market America Reception
• A Business Luncheon
• Conference Call
• Webinar
QUALIFYING INTERVIEW

12. PURPOSE STATEMENT
_____, I recently started a distribution
company that offers a variety of
wellness and anti-aging products. The
market is large and growing! Our
products are market-driven and have
attracted a great deal of interest.
I am looking to expand my distribution
of these products.

13. •Is there room for financial improvement in
your life?
•What amount of additional weekly income
would make a difference in your life?
•How would that additional income change
things? What would you do with it?
•How would that make you feel?
QUESTIONS TO CONSIDER

14. •Have you ever owned or considered to own
your own business?
•What do you currently do?
•What do you like most about your job?
•What do you like least about your job?
QUESTIONS TO CONSIDER

15. •How would you feel if you were ever confronted by
a sudden change, such as getting downsized?
•Have you initiated any back-up plan should a
sudden change like this occur?
•If I could show you a way to earn an extra ____ on
a weekly basis, and provide you a backup plan for
any sudden changes, would you agree to review
some select information to determine if you would
be right for my business?
QUESTIONS TO CONSIDER

16. • Listening to the responses will direct
you to booking the appointment and
having the prospect show up.
• It is a matter of providing the person
what they want.
ASK QUESTIONS

17. The Key
FIND OUT WHAT THEY WANT!

18. • UnFranchise® Business Plan (UBP) Flip
Chart
• Where do you Show the Plan
• How much time is allotted
• Web Portal
• The System DVD
• Personal Computer / Laptop
SHOWING THE PROSPECT
THE ENTIRE BUSINESS PLAN

19. • Home Kick Off
• Senior Business Partner Online
• UnFranchise Business Plan – (Second
Look)
VALIDATE THE
UNFRANCHISE® BUSINESS PLAN
(UBP)

20. STARTING THE
FOLLOW -UP PROCESS
• MEETING AFTER THE MEETING
• “What did you like best about the business?”
• “Can you see this as a way for you to achieve?”
(Their goal)
• “Do a couple of people come to mind that would
benefit from this business?”
• Listen carefully to their response &
BOOK the Follow-Up appointment
• Give materials to take home

21. aximizing
M
“YOUR APPROACH”

22. A List
NEED
A Goal
A Desired
Outcome An Approach
Your Leave-
Behind Information
An Appointment
Book For Follow Up
Discipline, commitment and a big
enough reason why to get out of
your comfort zone!

23. Develop Your Names List
Identify Your Top 10
Cultivate Relationships

24. I partner with a company that does
market research to identify what
people want...and then secures the
distribution rights for those products
and services. I put together a team of
individuals to distribute these
products.
WHAT DO YOU DO

25. Market America is a Product Brokerage
and Internet Marketing Company that
specializes in One-to-One Marketing and
Mass Customization.
Have you heard of this type of
distribution?
WHAT IS IT

26. LEARN TO TALK
IN THEMES

27. I was sick and tired of living month to
month on a salary that never seemed to
grow. I began to think where I would be in
five years from now, and it was scary! I
realized I was not saving enough to retire,
comfortably, and needed and wanted a
plan to improve my financial position. I bet
you know a few people like me?
EXAMPLE OF A
TWO-MINUTE COMMERCIAL

28. • Direct Approach
• Evaluation Approach
• Referral Approach
• Product Approach
LEARN DIFFERENT APPROACHES

29. Hello Tom! I am interested in spending a few
minutes with you to discuss a growing business
opportunity for our area. I have identified a
new distribution trend that can bring in tens of
thousand of dollars each month for those who
recognize the value.
LEARN DIFFERENT APPROACHES
Direct Approach

30. LEARN DIFFERENT APPROACHES
Evaluation Approach
Maybe you could help me out. I met some
people who are bringing a new business concept
into the area, and I have the opportunity to
work with two people to manage its expansion.

31. LEARN DIFFERENT APPROACHES
You may or may not be interested, but I’d like
you to evaluate it. You may know the right
people. If you lead me to the right people, we
can work out something that would be mutually
profitable.
Evaluation Approach

32. LEARN DIFFERENT APPROACHES
Referral Approach
Hello, _____. My name is _____. I am calling you in
reference to identifying some key individuals to expand
a growing business. You may or may not be personally
interested. However, I am sure you would know the type
of individual I am looking for. I am expanding a new
product line into the area, and the demand has been
overwhelming to date. It is in the field of anti-aging and
deals with the ever-aging Baby Boomers.

33. LEARN DIFFERENT APPROACHES
Product Approach
I had a problem for years with ______. A
friend introduced me to a great product
called OPC-3”. I wanted to introduce you to
it, and see if you had an interest in
reviewing the information. So many people
today are looking for _______ relief.

34. AN APPROACH IS
ONLY AS GOOD AS...
• The Delivery
• The Posture
• The Confidence
• The Belief
• The Explanation
• The Leave Behind

35. AN APPROACH IS
ONLY AS GOOD AS...
• The Follow-Up
Appointment
• The Result...Good or Bad
• Picking Up The
Information
• Getting The Names

36. WHAT IS YOUR
CLOSING RATIO
• Successful Approaches
• Follow-Up Appointment
• Four Plans
• Two – Second Looks
• One Distributor
16 APPROACHES
EQUAL ONE DISTRIBUTOR

37. Understand
The Potential Objections!

38. • Have you had experience in MLM?
• Based on your experience, what did
you like most?
• No, we are “The UnFranchise”.
Have you heard of it?
IS THIS
MULTI-LEVEL MARKETING?
(MLM)

39. IS THIS ONE OF
THE PYRAMID SCHEMES
• No. Pyramids are illegal.
• What is your definition of a
Pyramid?
• A Pyramid is:
• Payment for recruitment instead
of selling products.
• Every corporation has a pyramid
structure.

40. I JUST DON’T
HAVE THE TIME
• Today, no one seems to have time
with...
• Isn’t time the very reason you
should take a serious look?
• Would an extra $1500 a week make a
difference?

41. I JUST DON’T
HAVE THE MONEY
• It does take $600 - $1000 to
capitalize your business.
• This is rarely an issue.
• If people are serious, they can find
the finances.
• You can earn your start-up capital...

42. IS THIS ___________
• No. I partner with MARKET
AMERICA. Have you heard of it?
• What has been your experience with
Amway?
• Market America is...

43. IS THIS A REAL BUSINESS
• What is a real business?
• Absolutely! This is a big-time
business.
• It is a distribution business with
high returns and low overhead.
• Most people can not understand
how you can earn a______ without a
____.

44. I HAVE TO TALK WITH
MY SPOUSE
• That is a good idea.
• When would be a good time for the
three of us...
• If your spouse likes the business, is
there any reason...

45. LET ME THINK ABOUT IT
• There really is no decision.
• You have chosen the 2-3 year plan
vs. the 45-year plan.
• The only risk is not trying.

46. DOES THIS INVOLVE SALES
• Yes. In fact, it is quite fun because it
is the kind of sales that people
actually enjoy! Even those who
don’t sell.
• You become a problem solver.
• We have a complete sales system.

47. TELL ME MORE ABOUT THE
PRODUCT...I NEED MORE
INFORMATION
• No problem. What type of
information would you like?
• Is there any reason why you
wouldn’t start the product /
business once...

48. There Are Only So Many
Reasons That You Do Not
Approach Potential
Prospects...

49. • Do Not Have A Names List
• Do Not Know How
• You are Lazy
• Are Full of Hot Air
• Fear
• No Preparation
• Not a Strong Enough Why
THEY CAN BE...

50. PROSPECTING AND SPONSORING
Regional Event