Tom Big Al Schreiter

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“When bad things happen, don't lose the lesson.” * I ate a bad meal once (Japanese), but even though I had a bad experience, I decided to continue eating in the future. * I ate another bad meal once (I attempted to cook), but even though the experience permanently scarred my attitude toward food, I decided to eat again * I saw a boring movie once, but even though I wasted my ticket money, I decided to go to other movies. * I exercised once, and quit (okay, maybe this is a bad example). * One of my friends bought a lottery ticket and lost. Yet, my friend continues to buy more tickets in the hope of eventually winning. * Your prospect went bowling once and had a bad score. Yet, your prospect continues to bowl and he continues to enjoy the Tuesday nights out with friends. * Your prospect had a bad date once, but continued to date new people. * And your prospect may have failed or had a bad experience in network marketing once, twice, or even three times . . . See the trend? Just because your prospect had one bad experience, your prospect can still choose to take advantage of network marketing. Don't let the failures of our past dictate our future. We can change!

Pre-close with this easy statement. Sam Pitts is a wealth of quotes and jokes. Here is a great phrase he shared to pre-close your prospects. "We are not born to win or born to lose, but we are born to choose." Wow! This really puts the decision where it belongs … on the prospect.

Quick quiz. Which statement would you choose as true? A. Prospects care about the awards the company founder received. B. Prospects care about our wonderful patents, research, and quality control. C. Prospects care about what we can do for them.

If our prospects don't have a problem, then why would they waste time listening to our silly presentation?

If we can connect with prospects, we are 90% there. When we have rapport, our prospects mentally sit on our side of the table. No longer are they adversaries. Now they are looking for reasons to make our business work. The hardest sale we are ever going to make is getting that initial trust, belief and rapport with our prospect. *** This is a skill we will benefit from for life.

A handshake, a smile, a vision board, a cheery attitude and, enthusiasm … we need more than this to build a business. We need skills.

Why my goals never worked ... and how I fixed it. Here is the short story. I made goals, caffeinated my willpower, disciplined myself, and … failed. Goals mark the destination or finish line. The problem is that goals don’t teach us the skills and methods needed to get to our goals. How I fixed this: 1. I searched to find an activity that would eventually get me to my goals. Lots of activities will do it, but I narrowed down my choices to an activity that I would enjoy and could do. 2. Then, I made that activity into a habit. What happened? The automatic activity guaranteed I would reach my goal.

3 words If prospects don’t have a problem, then we don’t have a business. The only reason for a business to exist is to solve other people’s problems. Here are three words in conversation that help prospects talk more and deeper about their problems. “Tell me more.” The longer our prospects talk about their problems, the more they will want to fix those problems.

Yearly sounds better than monthly. Instead of saying earning an extra $200 a month, sometimes it sounds better to say, “Earn an extra $2,400 a year! More than enough for your next family mini-vacation.”

What is in it for me? Everyone knows this is the most important question to our prospects. But what answer do they want? What are they most interested in? Here’s a choice: #1. Please tell me about the benefits you offer. I want more benefits in my life. #2. I have a problem. Can you help me fix it? Prospects will stop everything in their lives to hear a solution to their problems. When we talk about prospects and their problems, our message is heard. So how do we know the most pressing problems of our prospects? Easy. We listen. And that is why distributors who listen have an unfair advantage over the talkers.

What are the four core activities in our profession? What are the basics we need to start? Consider these four: 1. Rapport. If we don’t get prospects to believe what we say, we will fail. 2. Icebreakers. We have to take our conversation from social chit-chat, and tactfully introduce our business into our social conversation, in a socially-acceptable way. 3. Closing. No use continuing if we don’t get our prospects’ final “yes” decision now. 4. Presentation. If they make a “yes” decision, then we will have to present our business to them. So if our new distributor knows nothing, these four skills would be a great place to start.

My son and granddaughter: "Is there such a thing as too much motivation???"

What is your choice? When taking time or working with our team members, we have a choice. #1. Use this time to help them be better distributors. #2. Or, to use this time to build them into leaders. Obviously, we would like to build our team members into leaders, but how do we do that? If you haven’t read my network marketing leadership books, then at least use this beginning checklist: 1. Teach personal responsibility. We can waste time with people who blame outside events and others for their problems. 2. Get them involved in daily personal development. A hidden factor in predicting leadership is whether they are addicted and committed to learning new ways to get better. 3. Explain basic cognitive biases. This builds their confidence as they will see the world and their business from expertise and understanding.

What our prospects love to hear. These phrases will make our prospects smile. * “Let me summarize.” Our prospect is thinking, "Great. This presentation is coming to an end. Let me pay attention to the summary." * “I just have one question.” Our prospect is thinking, "One question? You have my attention. This will be short. And if the question is interesting, we could talk more." * “This is the basic idea, and you can tell me if you want to know more.” Our prospect is thinking, "Oh wow! I get to be in control. I feel better." Prospects have things to do and decisions to make. They appreciate that we get to the point quickly.

7 easy questions to reveal problems for our prospects. Sometimes our prospects have problems, but don’t know they have a problem. For example, a 64-year-old man who says, “I haven’t started saving for retirement yet.” Well, this man has a problem. Here are seven easy questions to help prospects realize that they have a problem that we can solve. 1. “Do you think you will get a huge raise next year?” 2. “What are you going to do with all of your free time next year?” 3. “Ever think what you would do if you only had to work a four-day week? 4. “What is your best money-making tip?” 5. “Got a good plan for retiring early?” 6. “What are you doing for extra side money now?” 7. “Is your present schedule something you want to keep until retirement?”

Stand-Up comedy. In stand-up comedy, comedians have about 10 seconds to sell the audience. The comedians must sell the audience that they will be a good investment of their time for the next 10 to 30 minutes. Sound familiar? Yes, in sales and network marketing, we have about 10 seconds to convince our prospects to put off all the important things in their lives, and to invest time listening to us. This is a pretty hard sale. We can engage in random conversation and hope to make this sale. Bad idea. Our first 10 seconds must be focused entirely on this sale. Is there a difference in our first sentences? Take a look at these two first sentences. Decide in your mind which sentence will get someone's attention the best. Sentence #1: "I was just in your area and wondered if you might be interested in this business opportunity I just got involved with." Sentence #2: "I have your children. Let me tell you what happened." So yes, our first sentence makes all the difference in the world. How good are our first sentences? We don't have to guess. Our prospects' reactions will tell us. That is why we learn better skills.

“Learning? Oh no. I tried that in high school, and it didn’t work out. I will just continue pretending I know what to say in my network marketing business.” And what happens? Nothing changes in this networker’s business. So why is learning new skills so important in our business? Because the only thing between us, and where we want to be, is a whole bunch of stuff we don’t know how to do yet. That’s it. After all, if we knew how to do these things, we would already be at our goals.

Instant appointments. Instant decisions. The one-minute presentation is the easiest way to present our business. Plus, as an added benefit, we can get instant appointments, also. Think about all the people that we could not get an appointment with. Now we can get those coveted appointments with just two easy sentences. “I can give you a complete presentation, but it would take an entire minute. When could you set aside a whole minute?”

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