Grab a Pen & Paper

Art Phelps

How to Prospect Local Leads

Have a lot of Fun… Help a lot of People… Make a lot of Money

My Background

25 years of experience

10’s of thousands of phone calls

Thousands of 1 on 1 meetings

Top Recruiter & Top Earner in 3 different companies

Trained thousands of people, “what to say & how to say it”

Pay Attention – Take Notes

I have Golden Nuggets for YOU

If you follow what I teach, You Will have success!

Simple to Build

Show Pictures – Share Information & Video EmailsMagazines -Webinars – Meetings – Sample Product

Customers Brand Partners

People Who: Want to Look Better…Want to Live Better…

Warm Market, FriendsBusiness Associates

People We Meet - Bump IntoBeauty Salons, Nail SalonsGyms, Spas, Health Clubs

Internet, Social MediaDoctors, Dentists, Nurses

Dermatologists, EstheticiansCold Market - Advertisements

Anyone with Skin & Brains

Your Results

Simple to Build

People buy from people they:Know, Like & Trust

We market to 2 groups of people:

People We Know…&

People We Don’t Know… YetPeople Who: Want to Look Better…Want to Live Better…

Warm Market, FriendsBusiness Associates

People We Meet - Bump IntoBeauty Salons, Nail SalonsGyms, Spas, Health Clubs

Internet, Social MediaDoctors, Dentists, Nurses

Dermatologists, EstheticiansCold Market - Advertisements

Anyone with Skin & Brains

1. Referrals2. Bump into Market3. Salon & Spa Owners4. Ads or Leads (someone else’s ad.)

Leads

Different Lead Companies & Different Types of Leads

If it seems to good to be true….

Today there is no such thing as Exclusive Lead

You have to call them to establish Rapport(Know, Like & Trust)

It can be fun, if you want it to be!

There is nothing to be afraid of

A Lead is an opportunity to create a relationship

Sometimes you got to Kiss a lot of Frogs

Local Leads

You have something in common with them

Easier to get together face to face

Easier to follow up

Easier to let them sample Product

Easier to invite to local events

Easier to train them when they join

Easier to help them build their team

Mindset

Right Mindset

I’m going to have fun - smileI’m going to find someone interesting

I’m going to make a friendI don’t really need everyone

Take Charge – Posture Ask Questions – Make SuggestionsFollow every answer with a question

Qualify People – Use the toolsUse the takeaway

You might not be who I am looking for This might not be for you, I don’t know

Start with End in Mind

Goal

Qualify themHave them review information

& thenMeet with the Qualified Prospects

Use 3rd Party Tools to Build Belief

ToolsPhotos – Videos – Website – Flipbook

3-way call – Local Events – Product SampleNCC – Magazines – Conference Calls – DVD’s

Voicemail messageHi I’m leaving a message for their first name.

Hello their first name, my name is Your first & last name.

I think I am getting back to you

I think you answered one of my online advertisements,About working from home, making money online, something like that.

My phone number is ____________.

If you give me a call, I can tell you what we got.

If for some reason I’m not available, leave me a message with a good time to reach you and I will make every effort to call you back at that time.

Thanks their first name, I look forward to talking to you, Have a great day, Bye for now!

Phone CallHello is their first name there? Hi their first name,

My name is your first & last name. I think I’m getting back to you.

I think you may have responded to one of my online advertisements, about working from home or make some extra money?

Did I catch you at a good time, you got 2 minutes?

What do you do now their first name? Are you working?How long you been doing that? What kind of background do you have?

Ask Questions – establish Rapport!

I see we have the same area code, where are you located?Alright, I live their first name, we are neighbors, have you been here long?

So ideally what are you looking for? Or Why are you looking for something?

OK, well I may or may not have something for you, I really don’t know?Elevator Speech or send them a Video.

Elevator Speech217overview.com

I’m working with a Biotech Company from Dallas Texas

For the last 15-20 years – cancer research, plant extractDuke University, LSU, John Hopkins, MD Anderson Cancer Center Houston TX

A couple of years ago – while doing skin cancer studiesApplying plant extract on people’s skin

They had an Accidental Discovery

The extract got rid of wrinkles (laugh a little)Age spots, discoloration, reduced pore sizes, tone & texture

Basically made people look 10-20 years younger

They sent it out to be tested, by a company that tests for all the big cosmetic companies.5-10 times more effective than others

It’s selling like crazy all over the country, they did 100 million their first yearI’m helping them get it launched here – ( I heard about it… )

Does it sound like something you would like to learn more about?

What to Say

Elevator Speech or…

I’ve got a short video that overviews we got going on,I see your email address is ______________, correct?

Do you have a pen? I can just give you this?www.217overview.com

I’ll email it over to you, do you have 2 minutes now?

Why don’t you take a look at the video and if it looks like something you want to learn more about,

we should get together, I mean we are so close.

If Elevator Speech – send them something more in-depthwww.amazingresults2.com or NCC video

Send Pictures in email

If I got it to you now, when do you think you’d have a chance to watch it?

Follow UpDid you have a chance to watch the video?

If not: That’s OK, I’m just trying to set up my schedule for the next couple of days,

I got a lot of people that answered the ad, you told me you wanted to learn more about this?

Does it look like something you’d like to learn more about?

I need about 20-30 minutes to show you what we do and how we make money?

Want to get together?

What’s your schedule like?

Maybe we can meet halfway? Let me look for a Starbucks or Panera.

Set the meeting and get off the phone.

Before MeetingLocations

Starbucks – Panera – Hotel Lobby – Your House – Their House

Things to BringPhotos – Phone – Ipad – FlipBook – Magazines – DVD flyers

Product Samples – Flyer with New BP PromotionApplications – A way to sign them up!

Invite their Partner / Spouse

DressBetter than them

SupportBring Sponsor – Have upline call while you are at the meeting

At the Meeting

SMILE – Have fun – Make a new friend

Show PicturesCell Phone - Ipad

Tell StoriesYour Story

Other Peoples StoryThe Nerium Story

Ask questions to get them engagedAmazing huh?

Incredible right?Ever seen anything like this?

That’s a Great Question! I’m not 100% sure… hold on, let me find out.I want to know myself

After the Meeting

ASK Questions – Make Suggestions

Can you see why I am excited about this?

What do you like best about it?What else do you like?

I’m just curious…If you were going to do it, why would you?

What would be your motivation for doing this?

Out of curiosity…If you were going to do it, which pack would you start with?

How soon do you want to start making money?

Can I make a Suggestion?

Suggestions after Meeting

4- 5 Different or Multiple Exposures

3-way Calls

Conference Calls

NCC Videos

Market Party

Regional Event

Product Sample

Magazines / DVD’s

Leads

Real Time

Area Code Specific

You can control the daily flow

Easy to transfer to NCC

Lead Replacement Policy

bwbleads.com

Set up a Local Leads Folder in NCC - Copy & Paste into NCC – Make Notes

Non Exclusive Aged Leads

It was a coop ad, a bunch of different companies went in on,have you been getting a lot of phone calls?

I really don’t know anything about the other companies,but I am excited about what I’m doing.

Have you found anything interesting yet?

There’s a lot of junk out there, I was looking for something real.

Have you ever worked from home before?

Or done any marketing?

I don’t know if you would be right for what we have,but I am happy to send you some information to look at.

Overcoming ObjectionsHave Posture – Confidence in what you are doing.

Is this MLM?Sort of, have you ever done any marketing before?

You know the key is to get in early right?

Do I have to invest anything?Well it is a business, they have a couple of different options in getting started

The thing I like is they give us free product for life to build our biz.

Use the Take Away.It might not be for you, but it is young and growing like crazy.

Do you want me to send you the info?

Use Your Story to overcome objections.Use Feel.. Felt… Found

Don’t worry about Nay-Sayers!

Leads – Final tipsSet the flow to minimum 10 - 20 a day (1 - 2 hours all in )

You’ll connect live with 20 – 30 %

Submit Lead Replacements for bad numbers or bogus leads

Transfer all Leads to NCC

Send follow up NCC emails - 1st Product Videos, then Opportunity

Mind Set - You only want good people

Smile before you start calling!

It’s a numbers game – don’t let anyone discourage you!

You will be an expert after you make 100 calls!