1. © Stephen Bourne 2012 Snippets 1 SNIPPETS… useful tips that don’t take long to share!

2. © Stephen Bourne 2012 Snippets 1 earn L L

3. © Stephen Bourne 2012 Snippets 1 Eric Butterworth was a theologian, philosopher, lecturer, best-selling author and radio broadcaster He inspired hundreds of thousands of people for over 50 years and began his daily radio broadcasts with the sentence, “You can change your life by altering your thoughts” Eric Butterworth 1916-2003

4. © Stephen Bourne 2012 Snippets 1 “I TELL you and you FORGET I SHOW you and you REMEMBER I INVOLVE you and you UNDERSTAND” -- Eric Butterworth Eric Butterworth 1916-2003

5. © Stephen Bourne 2012 Snippets 1 TELL… SHOW… TRY… DO 1. I TELL you what we do 2. I SHOW you what we do 3.You TRY what we do with my help (if necessary) 4.You DO it alone

6. © Stephen Bourne 2012 Snippets 1 Example 1 – Meeting Up 1. I TELL you what we do 2. I SHOW you what we do (take new team member with you) 3.You TRY what we do with my help (if necessary) 4.You DO it alone TELL… SHOW… TRY… DO

7. © Stephen Bourne 2012 Snippets 1 1. I TELL you what we do 2. I SHOW you what we do 3.You TRY what we do with my help (if necessary) 4.You DO it alone Example 2 – use Sample Kit in café TELL… SHOW… TRY… DO

8. © Stephen Bourne 2012 Snippets 1 Example 3 – telephone calls 1. I TELL you what we do 2. I SHOW you what we do (3-Way Calling) 3.You TRY what we do with my help (if necessary) 4.You DO it alone TELL… SHOW… TRY… DO

9. © Stephen Bourne 2012 Snippets 1 Always have someone on line when you use the phone or you are wasting a very valuable training tool. Good or bad – it’s OK 3-Way Calling 3-Way Calling

10. © Stephen Bourne 2012 Snippets 1  You meet someone, they’re interested in FM and you agree to meet the next day for a cup of coffee  The next day comes and they don’t turn up; you call them and they say, “Sorry, something came up, and I couldn't make it.” How To Make Sure Your Prospects Turn Up

11. © Stephen Bourne 2012 Snippets 1 How To Make Sure Your Prospects Turn Up  So what actually happened?  When the next day came round, something else that they felt was more interesting came up and they just didn't feel like meeting you – THAT’S LIFE!

12. © Stephen Bourne 2012 Snippets 1 1.Keep banging our heads against the wall hoping people will show up when they say they will; or 2.Learn how to make every prospect want to show up for the meeting… AND ACTUALLY SHOW UP! So you and I are basically left with two main options in a situation like this: How To Make Sure Your Prospects Turn Up

13. © Stephen Bourne 2012 Snippets 1  The free gift can be whatever you want but not anything expensive – a sample vial of perfume or a car freshener, etc will be fine  People like FREE even if they do not know what they are going to get. Make sure you do not tell them what they will get before they turn up … surprise them!  Why not say, “OK, I will meet you at the coffee shop at 7.00pm and I can’t wait to give you your VERY SPECIAL FREE GIFT - please be on time as I have another appointment after.” How To Make Sure Your Prospects Turn Up

14. © Stephen Bourne 2012 Snippets 1  Make sure you say,”… please be on time as I have another appointment after”  Your time is very valuable and you do not want to be wasting it waiting around for someone  Also, by saying that you have another appointment they will believe that there are others also interested and they will not want to miss out by not turning up or being late – it is called, “THE FEAR OF LOSS!” How To Make Sure Your Prospects Turn Up

15. © Stephen Bourne 2012 Snippets 1 S F O C U ollow ne ourse ntil uccessful FOCUS

16. © Stephen Bourne 2012 Snippets 1 a - they don't make money? b - they spend time with the wrong people? c - they don't set goals? d - their dog ate their warm list? What is the single greatest reason why people fail in networking? b - they spend time with the wrong people

17. © Stephen Bourne 2012 Snippets 1 Enjoy your business… have fun… make money… change lives… that’s what we do! ©