1. Prospecting

2. Understanding the Law of averages
Before we start…
Understanding the
Law of averages

3. Before we start…
Looking for the “Yes”

4. Before we start…
Practice

5. Before we start…
Be Coachable

6. Prospecting Process Get Contacts Pique interest Get the appointment
Step 1
Get Contacts
Step 2
Pique interest
Step 3
Get the appointment
Step 4
Present Opportunity
Step 5
Close and enroll

7. Get Contacts

8. Get Contacts Create a long list, with Everybody you know. Friends
COLD
Friends
Neighbors
Family
Sports
Travel
Church
University
Clubs
Professional
Doctors
Work
Suppliers
Clients
School
WARM
HOT

9. Get Contacts Your Chicken List
People you know with money, influence, credibility, own a business or good job.

10. Get Contacts Recruit Up wards … Owner Directive Accountant Employee
If you recruit Up wards the people have more vision and credibility.
If you recruit Down wards, people may lack vision and credibility.
Owner
Directive
Accountant
Employee
Assistant
Substitute

11. Get Contacts Make your list GROW !
Bring your list with you everywhere.
Add a new name every day.
Ask for referrals.
Give a copy of your list to your enroller and ask for a copy for every person you enroll into Ardyss.

12. In your first week invite #2, then #1.
Get Contacts
Qualify Prospects:
Good
Bad
Attitude:
Positive
Negative
Teachable:
Humble
Arrogant
Success Desire:
Burning
Comfort Zone
Credibility:
Influence
Bad reputation
Resources:
Enough
Low Resources
Personality:
Friendly
Shy
Decision:
Independent
Dependent
#1: Has everything
#2: Fails one
#3: Fails many
In your first week invite #2, then #1.

13. Identify their personality:
Get Contacts
Identify their personality:
Dolphin (Fun)
Shark (Money)
Whale (Help)
Urchin (Facts)
Group
Presentation
(Be sure he knows this)
One on one
Presentation
(Be sure he knows this)

14. Pique Interest

15. Pique Interest EDIFICATION (Expert, Business)
Elements used in piquing interest:
EDIFICATION (Expert, Business)
BE BRIEF (Don’t talk to much)
EXCITEMENT (Be passionate)
MYSTERY (Create Interest)

16. Pique Interest Include these words in your Edification:
…this is a GREAT Opportunity…
…there is SERIOUS Money being made here...
…this is an INTERNATIONAL Company…
…this is EXPANDING IN this area…
…IMPORTANT People have joined…
…experiencing TREMENDOUS Growth.

17. Hot & Warm Market Techniques
Pique Interest
Hot & Warm Market Techniques
Be confident! They need this opportunity.
Identify your prospect by using the right technique.
Use he phone. It’s the best tool to avoid questions.
Read the script a few times and become familiar.
Be yourself. Become comfortable with the scripts.
Practice, practice, practice, practice…

18. Technique: Prospect is Not You.
Use it with your Hot/Warm Market
You: Ring, Ring.
Sue: Hello
You: Hello Sue, How are you? This is Nancy, It’s been awhile since we have spoken to one another, How’s the family? (Small Talk for 2 minutes).
You: …Sue, the reason I’m calling you is because a few weeks ago I met a very important person that is expanding her business in this area and she ask me if I knew of anyone with a good attitude that would like to help us expand our international business in this area? Obviously, I thought of you. I know you already earn good money and may not be interested. Do you know anyone that would like to earn extra money while helping us expand our business?
Sue: Well, Tell me what is it all about? I could be interested.
You: Great!, Let me call (______) and I’ll call you back as soon as I have an appointment.
Sue: Ok, I’ll be waiting.
You: Great! I will call you back, bye.

19. Technique: I am Inviting YOU.
Use it with your Hot Market
Sue: Hello
You: Hello Sue, This is Nancy. How’s it going? ( Small Talk for 2 minutes).
You: …Hey Sue, Have you heard about the economic crisis that we are facing? How much is it costing you to fill your gas tank these day?
Sue: Yes, my husband is having a difficult time because of this recession.
You: Sue, If I could show you a way where you could obtain what you need and earn an extra money, would you give me an hour of your time?
Sue: Absolutely, tell me more.
You: Well, I met a person a few weeks ago that is expanding her business and she is looking for enthusiastic people just like yourself to create a partnership. She is busy but I’ll call her to see if we can meet soon.
Sue: Can you explain it me right now?
You: No, I would only confuse you. I’d like to set up a 3 way call with her.
Sue: Ok, let me know something as soon as you can, I’ll be waiting.
You: Perfect, I will call you back in a few minutes, bye.

20. Technique: A Hurried Call !
Use it with your Shark/Hot Market
Sue: Hello
You: Hello Sue, This is Nancy. How are you?
Sue :Good and you?
You: I am great, thank you. Listen Sue, I don’t have much time, but I really need to talk to you about something. I just met a very important person that is expanding a her business in this are and I’d like for you to meet her.
Sue :Well, Tell me what is all about?
You: I’d prefer if she explains the business to you. I’m in a HURRY right now. Are you available this week?
Sue :Yes, I am.
You: Great! I will contact her to see if we can set up an appt. I will call you back later ok, bye.

21. Technique: I Need Your Advise
Use it with your Urchin/Hot Market
Sue: Hello
You: Hello Sue, This is Nancy. How’s it going? (Small Talk for 2 minutes).
You: …Hey Sue, Have I told you about the new business I just started?
Sue: No
You: Yes, I just met a person that is experiencing tremendous growth in an expanding business and I have partnered up with her. I’m VERY exited with this. I don’t understand everything about the business yet, but I’d like to get your point of view about on the business. Perhaps you would be interested and would like to join too. What do your think?
Sue :Ok, Why not, Can you tell me what is it all about?
You: I don’t’ to mess up I’m still learning. I’ll tell you what, what if I call her and set an appointment so you can get to know her a little bit better. I promise, she can explain it all to you?
Sue :Ok, You can do that and I’ll be waiting.
You: Perfect! I will call you back, bye.

22. Technique: Shark to Shark
Use it with your Shark/Warm Market
Sue: Hello
You: Hello Sue, This is Nancy Roberto’s sister. How are you?
Sue: Oh, Hello Nancy how are you? How’s Roberto?
You: That’s Great... ( Small Talk for 2 minutes).
You: Sue, The reason why I’m calling you is because I met a very important person that is expanding an international business here. She asked me, “If I knew of anyone whom she can create a partnership with?” Roberto told to give you and call because of your past business ventures.
Sue: Ok, Can you tell me a little bit about what does this person do?
You: Yes, She’s an international distributor of a health and wellness company and she makes a lot of money. I don’t know all the details can I set up an appt. for the two of us to talk to her by phone?
Sue: What about tomorrow evening?.
You: Perfect! I’ll call her right now to see if she is available and I’ll call you back ok, Bye.

23. Technique: Help Us Please!
Use it with your Whale/Hot Market
Sue: Hello
You: Hello Sue, This is Nancy, How are you? (Small Talk for 2 minutes).
You: Sue, I’m so EXCITED because I just started a new project with an important person that is in the wellness business. She is HELPING a lot of people. I wish you could meet her. She is amazing !.
Sue: Seriously, What is this all about?
You: This is an international company that is expanding and can gives you the opportunity to earn money while you HELP yourself and others. I wish I could give you more details, but I’m just starting. I would really like to introduce you to this person. Perhaps you would like to HELP us with this project. I’m sure you’ll love it !
Sue: Sure, Why not, let’s meet.
You: Perfect! I’ll call (______) to see if she is available and I’ll call you back ok?, Bye.

24. Technique: Come To Have Fun!
Use it with your Dolphin/Hot Market
Sue: Hello
You: Hello Sue, This is Nancy. How are you? (Small Talk for 2 minutes).
You: Sue, I’m so HAPPY because I just started a new project with an important person in the wellness business. I’m earning extra money while learning and the best part about this is that I’m having so much FUN. I wish you could know get to meet her, she is amazing!.
Sue: Seriously, What’s it all about?
You: This is an international company that is expanding and gives you the opportunity to earn extra money while meeting people from all around the country. I wish I could give you more details, but I’m just getting started. I would really like to introduce you with this person, I’m sure you’ll enjoy it!
Sue: Sure, Why not, let’s meet.
You: Perfect! I’ll call (_____) to see if she is available and I’ll call you back ok, Bye.

25. Cold Market Techniques
Pique Interest
Cold Market Techniques
LOOK SHARP: Shoes, Dress, Pen, and Breath.
FIND sharp people they are everywhere.
BE confident. Remember: They need this opportunity.
Be yourself become comfortable with the scripts.
Practice, practice, practice, practice…

26. Technique: Questionnaire
Use it with Cold Market
You: Hello, My name is (____) and I represent a Health and Wellness company. May I have 2 minutes of your time for you to answer the following?
Her: Sure.
You: Thank you. On an scale of 1 to 5, 5 being the highest. How would you rate your current Health?
Her: Mmmm, I’d say a 4.
You: On an scale of 1 to 5, 5 being the highest. How would you rate your current savings?
Her: Mmmm, Maybe a 3.
You: Thank you. If I could show you a way for you to earn an additional $1,000 to $5,000 per month and improve your health, would you be open to taking a look a what I have?
Her: Sure, Why not.
You: Perfect! Please call this toll free phone number to learn more: ( Press Option #1). My name is (_____) here is my card in case you or someone in your family is interested. Thank You!

27. Technique: Flyer Before/After
Use it with Cold Market
You: Hello, My name is (______) I represent a Health and Wellness company. Do you have a minute?
Her: Sure.
You: Thank you. I represent a nutritional company that has totally changed my life, (show the flyer) here is a photo of me X months ago. I weighed X number of pounds 6 months ago. Because of the results in which I have achieved, I have committed myself to change other people’s lives too. If somebody in your family is interested in loosing weight and improving their finances, please feel free to contact me by phone or . I’ll be happy to tell you my secret.
Her: What products did you say you used?.
You: I will tell you what I did NOT have to use: I didn’t use any Diets, No Pills, I had NO Surgery, I have not even had to exercise and the BEST thing is… YOU can see results in less than 10 minutes.
Her: Ok, I’ll give you a call.
You: Thank you, have an Excellent day.

28. Technique: Other People’s Lists
Use it with Cold Market
Ana: Hello Sue, This is Ana. How are you?.
Sue: Very good Ana, How about you?.
Ana: Very good thank you. Sue, I’m calling you because I have just met a very successful person and she is expanding her extraordinary business here. She asked me if I knew of anybody with good attitude that would be interested in making extra money. Of course, I thought on you! This person is here with me right now and I would like to introduce you to her, her name is Nancy.
You: Hello Sue, My name is Nancy and I represent a Health and Wellness company. Ana told me about you. It would be a pleasure for me to get to know you in person at that time I will explain it all to you.
Sue: Sure, Why not.
You: Great! I have to dates available: Tuesday 10:00am and Thursday 7:00pm. Which one works best for you?.
Sue: Thursday at 7:00pm works for me.
You: Great! I will put you in touch with Ana , It was a pleasure to meet you.

29. Technique: Calling Referrals
Use it with Cold Market
You: Good evening is Sue available?
Sue: Yes, This is Sue.
You: Sue, My name is Nancy and although we’ve never met, we have a mutual acquaintance her name is Ana Smith. Do you have few minutes?
Her: Yes I have few minutes.
You: Great. As I mentioned, we have a mutual acquaintance Ana Smith. Ana and I were speaking yesterday and I mentioned that my company was expanding into your area, and when I asked her if she knew of any sharp people in her area, she immediately mentioned your name. Sue, I have a simple question for you... Are you open to hearing what I have to offer?.
Her: Well, What kind of business did you say this was?
You: Sue, I’m working with a 20 year old international wellness company that is having such tremendous success. We’re expanding our business in your area. Sue, this may or may not be for you, but based on Ana’s recommendation, I’d like you to take a closer look to see if there is a reason for us to talk further.

30. Get the Appointment

31. Get the Appointment For your Hot / Warm Market
You: Hello Sue, This is Nancy. How are you?.
Sue: Good and you?
You: I’m well Thank you.
Sue, I have confirmed the appointment with (_____). I called her and she told me that there are two dates available at two different times. Would next Tuesday or next Friday work for you? What time would you like to set this appointment 10:00am on Tuesday or 6:30pm on Friday? What would better work for you?
Sue: Friday 6:30pm works for me.
You: Perfect I’ll call her to confirm the appointment, Please meet me at the following “Address,” I’ll be there 10 minutes before.

32. Get the Appointment For your Cold Market
Sue: Hello, Nancy this is Sue. We met at the grocery store and you gave me your card with information about a new business?
You: Hello Sue! Nice to hear from you. What can I do for you?
Sue: Well I’m interested in the products you have. Can you tell me a little more about your business?
You: Of course, I’ll be happy to share with you any information that you may need. Let’s meet at “Address” today at 7:00pm, will that works for you?
Sue: Yes, OK, let’s meet.
You: Perfect! See you there, bye.

33. Present the Opportunity

34. Present The Opportunity
Expert E D I F Y R E S P C T
(You)
Distributor
TRUST
Prospect

35. Opportunity Presentation
Pique Interest
Opportunity Presentation
Be ON TIME. Preferable 15 minutes earlier.
Be PROFESSIONALLY dressed. (Business Attire)
EDIFY the Expert before the presentation.
DON”T ask questions during the presentation.
TURN OFF your phone and ask your prospect to do the same.
ACT LIKE this is your first-time at a presentation.
AFFIRM the speaker by nodding your head during the presentation.
BE Willing and Prepared to give your testimony (limit 2 min.) Don’t try to upstage the speaker.

36. Prospecting