1. The Formula for Financial Independence in Our Industry
“You’re ability to get a large group of people to do a few simple things consistently over an extended period of time”

2. The Formula for Financial Independence in Our Industry
If you own a company that requires expansion in order to succeed… then 99% of our job is getting people to see what we do!!!!

3. Connecting Making a comprehensive list 2nd degree of separation
Constantly expanding your list
Posers Thinking about it
Amateur List is written down on paper
Professional- have an active candidate list. Constantly adding to the list.
Ex Tristin.
Network on Purpose!

4. The Professional Mindset
Connect and build relationships
Goal is to Educate and Inspire
Build Trust and Transfer Belief
Professionals Don’t pitch
Professionals get face to face

5. Invite people to one of two things:
First invite is to a tool:
Video
Mobile
Brochure/PDF
Power profile video
Shop.com website
Product samples

6. Inviting to one of two things:
Second Invite is to an Event (Most effective)
Coffee, HBP, Retailing, UBP, Local Seminar, World Conference
Downside to an Events:
Difficult to schedule
People don’t show up
That can discourage a distributor
Could knock more people than other thing
One one one much higher shower ratio

7. Four Emotional Rules for Inviting:
Emotionally detach from the outcome
Be yourself
Bring your passion ( mumble versus talking)
Posture is important
Some people dim the room when they walk
So focused on business in their head
Some people brighten the room.
Sparkle in their eye.

8. Bullets When Making the Invite:
1. Small talk
2. Be in hurry
3.Compliment the prospect
4. Make the invitation (If I, would you)
5. Confirmation #1 - Get the time
6. Confirmation #2 – Prevent them from not showing up
7. Get off the phone

9. Step one. Why should you be in a hurry?
People are attracted to the non-needy
Shorter invitations
Less questions
Less resistance
People will respect you and your time
Focus on the concept, Not the exact words
You are busy
You have a lot going on
You’re excited- Energy in your voice
Doing this will double your results

10. Example: How to tell the Warm Market that you are in a hurry!
”I don’t have a lot of time to talk, but it was really important I reach you. Do you have a minute?”
I have million things going on, but I’m glad I caught you”
”I’m running out the door but I need to talk to you real quick”

11. Step one: How to tell the Cold Market that you’re in a Hurry!
“Now isn’t the time to get into this and I have to go, but……”
“I have to run but..”

12. Step two: Why do you compliment the prospect?
Critical
It opens the door to communication
Builds instant rapport
Will double your results

13. Example of Compliments with Warm Market
“You’ve been very successful and I’ve always respected the way you've done business”
“You’ve always been so supportive of me and I appreciate that so much.”
(pick one for family and friends this is the best one…even if they haven’t been)
“You’ve got an amazing mind for business and can see things other people don’t see.”

14. Step two Example of Compliments with Cold Market
You’ve given me some of the best service I’ve ever received..”
You’re super sharp. Can I ask what you do for a living?
Wow! You look sharp. What do you do?
Must be sincere
Professionals do this all the time. Constantly compliment!

15. Share example on how important for two steps are in this process.

16. Phone Script: Indirect/Direct Somewhat Warm Market
(1. SMALL TALK) Me: Hi Steve,
Me: This is Kathy I’m not sure if you remember me, but I bought a jeep from you this past Jan.
Steve: Oh yes, how are you?
Me: I’m great and you?
Steve: I’m Good! How’s the jeep?
Me: Loving it! Thanks to you the best decision I made.
Me (2.HURRY) So Listen, I only have a second I'm actually running out the door.
Me (3.REASON FOR THE CALL) The reason I'm calling is I don’t know if you know this or not but I’ve owned successful webased based business here in Southern NH for a number of years, and I’m looking to expand it in the Seacoast/Southern Maine area.
Me (COMPLIMENT/) I thought of you because in all seriousness you gave me the best service ever when buying my new vehicle and I know that you are well connected in the seacoast. (4.MAKE THE IVITATION) I know this isn’t for you, I’m looking to expand, looking for the right people to manage the growth. It’s a lucrative opportunity for the right person. I want to show you what I do, so that you if you came across someone potentially looking for what I have to offer you would feel more comfortable sending them my way. Are you open for meeting for coffee for about 30 minutes to help me out?
Steve: Sure.
Me (5.Confirm the time #! MAKE THEM SET THE TIME) What is the earliest you can meet? I'm happy to come your way? Location?
ME: (6. CONFIRM THE APPOINTMENT #2) Steve just curious do you see anything in your schedule between now and ______ preventing you from keeping this appointment?
Steve: No! or (he will adjust the appointment)
ME: (7. GET OFF THE PHONE) Great I appreciate it and looking forward to seeing you. Have a great day!

17. Make the invitation: Direct Approach
I’ve got something for YOU!
Indirect Approach
I need your advice, opinion, help
Evaluation Referral ( Super Indirect approach)
You are not a prospect. You are too successful, You could connect me I could make it worth your while

18. Examples of Direct approach- Warm Market
“When you told me you were sick of your job were you serious or just kidding around?” I think I’ve found away for you to get/solve the problem/make it happen.”
I think I found a way for you to get out of there.
I think found a way for you to take more vacations.
(Use with good friends… )
I think I found way to boost our cash flow.
(Most people want more cash flow versus a business)
(What sounds better? Would you like to start a business versus do you want more cash flow?)

19. Direct approach warm market:
When I thought about someone who could make a fortune with this business I thought of you.
Let me ask a question- off the record. If there was a business you could start working part-time from you mobile phone to increase your cash flow would that interest you, would you be open to taking a look?

20. Cold Market Approaches
Have you thought diversifying your income?
Do you plan on doing this for the rest of your career?
Do you plan doing this(occupation) until your retire?

21. Indirect Approach /Warm market
I just started a new business and I’m really nervous. Before I get going I need to practice on someone friendly. Would you mind if practiced on you?
I found business I’m really excited about, but what do I know? You have so much experience. Would you look at it for me and let me know your opinion.
I’ve got a business that is expanding in your area. Would you do me a favor? If I made it easy on you, I gave you a little information would you take look at it so you can tell me if you think my company would work in your area.

22. Super Indirect Warm Market
“The business I’m in isn’t clearly for you, I wanted to ask, who do you that that is ambitious, motivated and would be excited about the idea of adding more cash flow to their lives? Do you know any one like that?
Who do you know that’s hit a wall with their business ad might be looking for a way to diversify their income? (Bored)

23. Super Indirect/Cold Markets
I’m working with a company that’s expanding in this are and I’m looing for some sharp people that might be interested in some additional cash flow. Do you know anyone who might fit that description?

24. No Bad or Good Just Experiences:
Just EXPERIENCES---You will learn every time.

25. Easy to be appropriate: If I__________, Would you_______
It’s reciprocal. Best question in our business.
Puts you in place of power and control
You have something of value

26. Examples If I, Would You?
If I invited you to watch a video would you watch it?
If I gave you a link to website with a complete presentation, would you check it out?
If I invited you to a special invitation only webinar would you attend?
If I invited you to a special invitation only conference call, would you listen in?
I’m having a few people over to the house to learn how to boost their cash flow and earn money on their holiday shopping, _____, if invited you as one of those folks would you attend?

27. Confirmation Get the time commitment
Don’t suggest a time for them instead…
Ask and wait-
“So when do you think you could do it for sure?
“So what’s the earliest you could meet?
This makes it real-

28. Step 6 Confirm the Appointment
Confirm the time commitment
If they say they’ll watch the video by Tuesday night, your response should be. So if I called you on Wednesday morning, you’ll have seen it for sure, right?
They will say yes or adjust. They might say “give me until Wednesday afternoon.”
It’s Feeling real.
You’ve asked the questions their answers made the appointment.

29. Get prospects telephone number!
What’s the best number and time for me to call?
Now they’ve said yes three times.
Numbers will go from 50% to 80% exposure.
Step 8 Get off the phone

30. Script-Family Indirect approach
Dad, I’m glad I caught you, I’m really busy.. I’m running out the door do you have a minute?
Answer.. ‘Yes”
Me: One of the things I respect about you the most is you always support me, you always give me good wisdom, and good Ideas, and I sometimes fight those Ideas. But In the end just know I appreciate it. I found a business that I think I could be successful with I’m excited about it but I’m nervous. If we set up a time and I made it easy on you can I practice on you?
Dad: Answer ”yes”
Me: What’s the earliest we can meet?
Me: Do you see anything coming up in yours or mom’s schedule that might prevent us form getting together?
Location
Me: See you then.

31. Phone Script: Indirect/Direct Somewhat Warm Market
(1. SMALL TALK) Me: Hi Steve,
Me: This is Kathy I’m not sure if you remember me, but I bought a jeep from you this past Jan.
Steve: Oh yes, how are you?
Me: I’m great and you?
Steve: I’m Good! How’s the jeep?
Me: Loving it! Thanks to you the best decision I made.
Me (2.HURRY) So Listen, I only have a second I'm actually running out the door.
Me (3.REASON FOR THE CALL) The reason I'm calling is I don’t know if you know this or not but I’ve owned successful webased based business here in Southern NH for a number of years, and I’m looking to expand it in the Seacoast/Southern Maine area.
Me (COMPLIMENT/) I thought of you because in all seriousness you gave me the best service ever when buying my new vehicle and I know that you are well connected in the seacoast. (4.MAKE THE IVITATION) I know this isn’t for you, I’m looking to expand, looking for the right people to manage the growth. It’s a lucrative opportunity for the right person. I want to show you what I do, so that you if you came across someone potentially looking for what I have to offer you would feel more comfortable sending them my way. Are you open for meeting for coffee for about 30 minutes to help me out?
Steve: Sure.
Me (5.Confirm the time #! MAKE THEM SET THE TIME) What is the earliest you can meet? I'm happy to come your way? Location?
ME: (6. CONFIRM THE APPOINTMENT #2) Steve just curious do you see anything in your schedule between now and ______ preventing you from keeping this appointment?
Steve: No! or (he will adjust the appointment)
ME: (7. GET OFF THE PHONE) Great I appreciate it and looking forward to seeing you. Have a great day!

32. Social Media Indirect approach- 2 step approach
Me: Hey Allison, Are you still located in NY?
Answer: Yes, I am. Why?
Me: The reason I ask is own a successful business here in NH, it’s a webased company and I’m looking to expand in NY because my company has great training system in that area. I have a successful company and I’m looking looking for great contacts in NY.
Me:I don’t know a lot of people in that area, but I bet you do. I’m looking for people in that area and see if they would being willing to help.
If you’re able to help me identify one or two people to help manage the growth it would be mutually profitable and well worth your time to hear me out.
If I made it easy for you, gave you a little information would you give me a couple of minutes of your time to talk live and explain?
What the best phone number and time to call?

33. Called them Re-Cap in 2 to 3 minutes
Hey Allison, It’s Kathy. How are you? Allison: Great and you? Doing well! I can’t tell you how much I appreciate you taking the time to talk with me. I know you don’t know me at all and I don’t know you that well but I really appreciate you jumping on the call. I figured it you are able to help me out I really think this would be well worth your time. Get to know them- Questions: What do you for work? How long? Me; I own a successful shop.com company here in NH and I developed a really great network of people. I’m looking to expand to NY. Based on what you said…. (What they do, they are connected..) Here’s what I’m thinking.. if you could take a look at what I do and learn about the type of people that end up being successful based on what I show you on the webinar and you lead me to to 2 to 4 people I can make sure it’s mutually profitable. I want to show you how to make this profitable for you and make this worth your time. But you need to see this and understand it al because I know you won’t refer people without feeling good about it and I can share in more detail how this is mutually profitable. Set the appointment to share the plan or book them into a live webinar. Confirm the appointment. Is there anything I could do to help you in your job?