Global Wealth Trade “Products You Want, Business You Need.”

Approaches

Rene Liaw

Be the Messenger, Not the Message

• Why not to say too much?–The more information you give now, the

less they think they need.–Have a nice conversation.

• Hate selling?–Try giving!

• What can be more fun then…

…giving away money…

…especially when…

…IT’S NOT YOURS!!!

Be the Messenger, Not the Message

• Hate selling?–Try sharing!

• What do you do when you watch an amazing movie?

• What do you do when you eat at a great restaurant?

• What do you do when you find a great deal on something?

• YOU SHARE!!! SO SHARE GWT!!!

Be the Messenger, Not the Message

• Your Mindset… again…– If it’s good enough for you and your family, isn’t

it good enough for others?– Give enough people what they want, and you

will eventually get what you want!– You’re not hear to get money from people. No

dollar signs on people’s heads. You’re here to help everyone by showing them the INCREDIBLE GWT opportunity!

– Your WHY… should make you CRY!

Approaching Made Simple

3 Simple Steps

Step 1) Build like/trust• Your part• FORM

– Family, Occupation, Recreation, Money– Every conversation contains FORM– You do this everyday!!!– No particular order – OFRM, MORF, MROF– Could just be one FORM – F, or O, or R, or

just M– Find their “itch”, their “need/want”. Then

scratch their “itch”

Approaching Made Simple

Step 1) Build like/trust con’t

Some Great Questions to ask when talking about Occupation in FORM

- Question 1- What do you do for a living?

- Question 2- Oh, how long have you been doing that for?

- Question 3- You must LOVE what you’re doing?

- SCRATCH THAT ITCH!!! Ask open ended questions.

Approaching Made Simple

Step 1) Build like/trust con’t

• All about having a conversation• Goal is to meet a new friend. So go out there,

and meet as many new friends as possible!• Ask questions, and listen• 2 Ears, 1 Mouth• People don’t talk enough about themselves

Approaching Made Simple

3 Types of People You Will Approach

1) Close Friends/Family

2) Not so close Friends/Family

3) Strangers/Cold Prospects

Note: If talking with Type 1, you don’t need to spend so much time on Like/Trust. But if you are talking with Type 2 or 3, Like/Trust is important.

Approaching Made Simple

Simple Tips to Starting a Conversation even with Strangers

- Give a compliment!- People love getting compliments.

- “Nice Watch!”- “Nice Handbag!”- “Nice Earrings/Bracelet/Necklace!”

- “Nice day today!”- People still love getting compliments!

- “WOW, nice Watch” etc…

FORM

LET’S PRATICE!!!

JUST LIKE MEETING A NEW FRIEND!!!

Step 2) The approach

NOTE: The shorter the approach, and the simpler the approach, the more effective!

• Simple lead-in– “John, I need a favour from you!– “Judy, GUESS WHAT!?!?”– “Humphrey, I need your HELP!”

• What will they say in response?– “What’s up?”

• This can be done on social media, emails, chats, over the phone, or in person!

TIP: Talk slowly. You will sound more confident.

TIP2: Take your time. The first Like/Trust, you don’t have to do the approach then. Could be the second, third time.

And now, finish your approach…

Example 1

“I’m with a Toronto Designer Fashion House and we are on a HUGE BRANDING campaign right now. We are giving away $200 Gift Certificates to people just for their opinion of the products and company!!!” Then, wait for a response. Optional: “…right now, and we’re expanding into the City region. And we are giving away…”

Example 2

“Well, I just received my $1000 worth of free FERI jewellery by becoming a Luxury Consultant and so did my friends. I want to tell you about it!”. Then, wait for a response.

Example 3

“Well, I get paid to wear Designer Products (show it if you have it on you and in person). I want to tell you about it!” Then, wait for a response.

Example 4

“I have this business idea that I’ve been meaning to talk to you about”. Then, wait for a response.

Now set the appointment…

Example 1 Setting the Appointment

“John, can you do me a favour and help me with our branding campaign? I would love to grab a coffee with you, my treat/coffees on me, so is tomorrow at 7pm good or is Wednesday at 1pm better?”

“Judy, can I give you $200 Gift Certificate to help with our branding project? I would love to grab a coffee with you, my treat/coffees on me, so is tomorrow at 7pm good or is Wednesday at 1pm better?”

“Humphrey, so can you help me with this branding campaign? I would love to grab a coffee with you, my treat/coffees on me, so is tomorrow at 7pm good or is Wednesday at 1pm better?”

Now set the appointment…

Example 2, 3, and 4 Setting the Appointment

“Great! I would love to grab a coffee with you, my treat/coffees on me. Is tomorrow night at 7pm good for you or is Wednesday at 1pm better?”

Note: Practice, practice, practice, and make it SOUND LIKE YOU!!!

FORM

LET’S PRATICE!!!

JUST LIKE SHARING SOMETHING AMAZING!!!

Some powerful tools to do the talking for you• Look Book (Catalogue)

– Credibility (Preferred Magazine (FERI President), Canadian Jeweller x2, Regard Magazine)

– Great follow-up tool– Creates interest and excitement– Shows TIFF photos and celebrities– Shows fashion show photos

• TIFF 2011 (2010) Video– On your phone, laptop, ipad, etc…

Approaching Tools

Some powerful tools to do the talking for you• Mag Pack 2

– Canadian Business Journal (CBJ)– American Business Journal (ABJ)– Viva Internationale (2011 Luxury Designer of the Year)– Canadian Jeweller (3 articles)– Preferred Magazine (FERI President, Top 10 Time Pieces)

• FERI Fashion Show Video– On your phone, laptop, ipad, etc…

• FERI President Timepiece Video– On your phone, laptop, ipad, etc…

WHAT IF THEY ASK YOU FOR MORE INFORMATION?

BITE YOUR TONGUE… TILL IT BLEEDS!!!

“Can I know more?” or “Can you tell me how it works?”

What do you do? You re-invite!

“John, I’m in a bit of a rush right now” or “John, I’m a bit tight on time now”, or “John, I’m pretty busy right now” and “but I would love to grab a coffee with you. So does Monday 1pm work or is Tuesday 7pm better?”

APPROACHING OBJECTIONS

FORM

LET’S PRATICE!!!

“Well, can you send me some information?” or “Well, I’ll need to know a bit more first” or “Can you please tell me a bit more?”

What do you do? Send them the BUZZ Videos. The tools that do the talking for you!!!

“Well John, I’m pretty tight on time right now, but what I’ll do is send you some video clips ok?”

FERI President (Top 10 Masterpieces)

FERI TIFF 2011

FERI Fashion Show

Mag Pack 2 + Look Book (if you can drop it off)

APPROACHING OBJECTIONS

FORM

LET’S PRATICE!!!

Step 3) Your list• Only one rule!

– NO PRE-JUDGING– “Too old, too young, too rich, too poor, jewelry person,

not a jewelry person, too IT guy, too geeky, etc…”

• Target is to go through your list– Longer the list, the better– Keep adding to your list– It’s a NEVER ENDING list!

Extra few points…• What if someone says no?

– GREAT! – You need the no’s to get the yes’s.– Failure is in not trying!– Just keep giving!– The more you give… the more you will get!– Your only goal is to show as many people as

you possible can in the next 4-5 years this incredible GWT opportunity!