BEING CONSISTENTJim Fulford

Executive Coordinator

Your schedule doesn’t lie

Your schedule doesn’t lie

• Make sure you spend time on Income Producing Activities (blue) each week.• We did 13 business presentations this week.• None of them were our personal prospects.

• If you will commit just two hours a week to Income Producing Activities, you will see your business grow over time.

Being Consistent is All About Prospecting

• List• Invite• Present

• Don’t make the mistake of trying to combine the Invite and Present steps.

What keeps people from Prospecting?

• If you’re new • I don’t know what to say• I don’t know how to invite• I don’t know how to share the business

• If you’re a veteran• I’ve talked to everyone on my list• No one on my team is building• I get people excited, but they don’t buy (join)

What is the very best prospecting technique that will work for everyone?

• Use 3-way calls with your upline

Overview of the Process

• Make a List• Call Upline• Call Prospect and 3-way in your Upline• Introduce Upline• Upline Books Appointment• Upline Gives Business Presentation• Upline Helps you Close & Follow up

Why this is so powerful• New person does not have to set the appointment.

• New person does not have to do a business presentation.

• Introducing a 3rd party gives them credibility• The upline can ask the prospect to “Do Jane a favor” and attend a presentation. • They will set appointments with 90% of the people that are reached over the phone.

WHAT DOES THIS PROCESS LOOK LIKE?

First, Get a commitment

• Agree that they won’t talk to anyone about the business (at all) when they are not on the phone with me.

• Agree to make a list and have at least 10 names ready before we make calls.

• Agree to show up and be on time for both our prospecting calls and the resulting business presentations.

Our first call is just for training• We send them a document of scripts so they know:

• What to say when we place the call• What I’m going to say• That we have different scripts for different scenarios

• We practice actually making a 3-way call.• It’s important that we start the 3-way call from their phone

so their number is on the caller-id.

• We set a time to make our first set of calls.• We discuss their schedule so we know when we can book the presentations.

• We set their expectations.

The List

• We want them to have a list of 25 to 50 names, but I only require 10 because we can’t usually make more than 10 calls during our hour of calling.

• I have them send me their list (handwritten or email) with one sentence to describe how they know the person.

Typical List• Sandy -sister in law brother Ben, Hairdresser part time and bakes at

local grocery store, she is chatty with everyone, sweet lady. Lives in Michigan

• Danny - hairdresser and works full time. Gave samples of mindworks, mentioned having trouble remembering everything with the new job.

• Linda -ex coworker. Works at different title co now. Husband Virgil, electrician wants new career. 4 boys all grown, 2 work with Virgil, 1 is into body building. Linda also works part time at Chico's. Sold real estate for years. they both want to retire in Florida.

• Bonnie -sister in law, husband Dave (Bob's sister) own dry cleaning and self storage businesses in Minnesota. Semi retired, 2 boys run the dry cleaning, daughter the self storage. Two of daughters sell real estate and have side line in MLM's. Dar tried recruiting me. Know I am selling Shaklee, Bonnie has back issues have suggested the joint health to her.

The Call – Their Part (New Teammate)

“Hi Sandy, Do you have a minute to talk? I’ve got something important that I want to run by you. I just got started in a new business that I’m really excited about, but I’m brand new and don’t know how to explain the details very well so I have my friend Jim on the phone with us. He’s very successful in the business and is going to be helping me. Jim, say hi to my sister in law Sandy.”

The Call – My Part“Hi Danny, Sue’s told me some great things about you. How are you doing today? Great. Danny, the reason for our call is that Sue just joined our team and I’ve got to get her trained, and get some online presentations under her belt.

It would mean the world to her if you could help her out and attend a 20 minute online presentation. Could you do her a favor and be in front of your computer for 20 minutes sometime in the next few days?

Great.. Is tomorrow afternoon or Thursday evening better for you?”

The Call – Their Part (Not New)To a New prospect

“Hi Bill, Do you have a minute to talk? I’ve got something important that I want to run by you. Bill, you may not know that I have my own home based business, and I’m working on qualifying for a Trip to Maui in May, and to help me do that, I have my friend Jim on the phone with us. He’s very successful in the business and is going to be helping me. Jim, say hi to Bill.”

The Call – Their Part (Not New)To an old Warm Market prospect“Hi Betty, this is Sue. Do you have a minute? I’ve got something important that I wanted to talk with you about. You probably remember when I called you about a year ago about a new business that I was starting that focused on health and wellness.

Betty: “Yes, it’s Shaklee or something like that right?”

“Yes that’s it. The reason I’m calling is that I’ve learned a lot since then and also learned that I made some mistakes when I talked to people when I first started. I didn’t know how to explain it very well then, and I apologize for that but with all the new things happening at Shaklee, I’ve set a goal to earn our company’s trip to Maui in May, and to help me do it right this time I’ve got my friend Jim on the phone with us. He’s very successful in the business and he’s helping me reach my goal. Jim say hi to my friend Betty”

If my distributor is nervous about having me on the phone with them.

Hi Betty, It’s nice to meet you over the phone. Sue’s told me some great things about you, but to tell you the truth Sue felt a little awkward having me on the call already and kind of surprising you like this.

But I explained to Sue that this is the best way that we can support our new people and help them get trained so I hope you don’t feel weird having me on the phone helping Sue out.

Is this okay with you?

What are the magic words?

• Can you do them a favor…• It would mean the world to her…• Can you support them in their new business…

• Can you help them out…• I’ve got to get her trained…• I need to get some online presentations under her belt…

WHAT IF WE GET THEIR VOICEMAIL?

We just hang up the phone without leaving a message and move onto the

next call.

The Presentation

• We use Meet.FM to do an online Shaklee USE – SHARE – BUILD presentation.

• I call my distributor about 5 minute before and discuss the prospect in more detail.

• We call at the designated time with a 3-way call and ask them to go to our Meet.FM site.

• We try to keep the presentation under 30 minutes including the warm up.

• We “Make a Recommendation” at the end of the presentation most of the time.

MAGIC WORDS TO HELP YOU CLOSE

Can I make a recommendation?

What does a typical 3-way calling session look like?• We book appointments with 90% of the people that answer the phone.

• We normally book 3 to 4 online presentations during our session.

• The session usually takes about 30 minutes.• Most calls are about 3 minutes long.• We spend more time hanging up and calling back due to voicemails than we do talking.

• About ½ the people will buy/join on the first call, and another 25% will buy after some follow-up.

Things we’ve learned.• This works MUCH better on warm market people, the better the relationship, the better it works.

• Don’t let your teammate keep talking to the prospect after you set an appointment.

• Get new people to make their list and do calls ASAP.• Make sure they follow up, help them close if needed. (It’s OK to do 3-way calls for follow-up too).

• Get your teammate to give a testimonial during the presentation if possible.

• This works whether you follow the scripts or not.• Everyone can benefit from 3-way calls.