APPROACH AND CONTACT (STEP 2 OF THE SYSTEM MANUAL) HOW TO EFFECTIVELY INVITE AND HANDLE OBJECTIONS

THE INVITATION

KEY POINTS What holds us back is our Fear of Rejection. The person with the most appointments will win here over time. Have only one serious outcome and that is to set an appointment. Always answer a question with a question. Never finish with a statement. Stay in control of the conversation. Often the person asking the questions is controlling the conversation. Separate yourself from the outcome. Your only outcome is to tell our story! We are looking for people looking for us! The more certain person wins every single conversation. Whether the person accepts the invitation or not, ALWAYS ASK FOR REFERRALS by posing the question, “Who do you know?” If the timing or the opportunity is not right for them, perhaps they know someone for whom it is a good fit.

SCENARIO OF DISASTER You must learn the Scenario of Disaster Your Enthusiasm Creates Curiosity They Ask Questions You Attempt to Answer their Questions You Answer them Wrong They Jump to Conclusions and The Result is Failure!!!

MAKING THE CALL/INVITE Be brief!! If your conversation is more than two minutes long, it’s now turned into a presentation and you’ve lost! (Do not show the movie!!) Be yourself by practicing until the invitation becomes natural! Develop your listening skills and push buttons of needs and qualities. Ask people what they have going on before you ask them to meet with you.

TRANSLATIONS BAD WORDS/IDEAS GOOD WORDS/IDEAS MEETING COULD YOU MANAGER/MD/SMD/EVC SOMETIME I WANT TO TELL YOU WHAT I AM DOING OUR BUSINESS GOOD WORDS/IDEAS GET TOGETHER WHAT I WOULD LIKE YOU TO DO FRIEND OF MINE ASK FOR A SPECIFIC TIME I WANT TO SHOW YOU WHAT I AM DOING SOME IDEAS WE’RE WORKING WITH

SCRIPTS HELP THEM Ambitious Hard working Great with people “Hi __________ (small talk), Hey what are you doing Wednesday around 6? (WFA). Great! Let’s get together. I came across a great opportunity and I thought it would be great to help you. I always thought of you as: (pick 2 or 3) Or… Great! Let’s get together. The company I work with is expanding very rapidly and we are looking for a few key players to help as we expand. I always thought of you as: (pick 2 or 3) Ambitious Hard working Great with people Have a great attitude Good hearted Great in sales Outgoing Persistent Disciplined Goal-oriented ...and that is why I thought it might be a great fit for you. So let’s get together and talk this Wednesday around 6. Sounds good?

SCRIPTS ETHOR/HELP ME “Hey _________ (small talk) What do you have going on this Monday around 2? Real quick, I am not sure if I told you or not, but I just started a new career (at a financial firm) part-time. I’m really EXCITED about it, but I’m in TRAINING and I need your HELP. You’d help me out, right? (WFA) Great! At this point I just want to show you what I’m doing, get your OPINION and maybe you can send me some REFERRALS down the line. You’d help me out, right?

OVERCOMING OBJECTIONS REMEMBER YOUR 3 A’S ACKNOWLEDGE ANSWER ASK

OVERCOMING OBJECTIONS “What do you do?” Response: Thanks for asking! Basically we educate families on ways to make and save money. Everyone wants to do that, right? Or… We show people how to get out of debt and plan for retirement and save on taxes. Everyone wants to know about that, right?

OVERCOMING OBJECTIONS “What’s the name of your company?” Response: Great question! Have you ever heard of World Financial Group? (if “no”) Have you ever heard of companies such as Prudential, Transamerica and Nationwide? Well, we do marketing for these companies and many others just like them. We can talk more about the details when I see you. Is that ok?

OVERCOMING OBJECTIONS “I don’t have to buy anything do I?” Response: That’s a good question. Asking you to buy something is the last thing I would want you to do. I wouldn’t want you to feel obligated. Friend to friend, I just want to share what it is I do. Is that ok? Or… Is there something you’d like to buy? (WFA) If it’s ok, I just want to share what I am doing; if there is something you like, great. Bottom line; I just want to share some great information. Is that ok with you?

OVERCOMING OBJECTIONS “Can’t you just explain this over the phone?” Response: I am glad you asked. I wish I could, however, I need to show you some things on paper so you can understand what I am trying to share. You’d do that for me, wouldn’t you? Or… Do you have 45 minutes to talk over the phone? (WFA) Well neither do I! So let’s get together this Thursday. Let’s say 3 or 4. Which works for you?

OVERCOMING OBJECTIONS “Is this one of those things?” Response: I appreciate that. I assure you this is not ‘one of those things.’ Besides if it were, I would count on you to point that out when we see one other. So Monday around 3 or 4 works for you?

OVERCOMING OBJECTIONS “Is this like Primerica?” Response: Great question! Do you like Primerica? (WFA) Then you will LOVE us! So which day works better for you? Monday at 2 or Wednesday at 3?

IF ALL ELSE FAILS!!! TRUST ME!!!

PRACTICE “PORCUPINE GAME”