Mastering Prospects

N TARGET TO MASTERY

1998 The Six-Week Action Course Goal Plan is a trademark of Millionaires in Motion, Inc.6821 Convoy Court San Diego, CA 92111 (800) 388-1748 (619) 467-9667 Fax (619) 467-9504

No portion of this Goal Plan may be copied, electronically transmitted- or otherwise reproduced in any manner whatsoever forthe purpose of resale or distribution, without the prior written permission of Millionaires in Motion, Inc.

Goal Plan

Managing Your Prospects

Prospects are the lifeblood of your business. They are its equity, the foun-dation from which your network will grow. Prospecting isn't an event; it's aprocess that continues over time after your initial contact. Dealing withmultiple prospects can get complicated. Without a good managementsystem, it's so easy to lose track of all prospects and the various stages ofeach person in the process.

With this Goal Plan, you will learn to master a system of effectivelyworking with your prospectstracking and moving them toward yourgoal of having them as business partners.

N TARGET TO MASTERY

Managing Your Prospects- Page 1 of 6

Goal Plan: MANAGING YOUR PROSPECTS

Marketing and Managing Your BusinessTarget Area

Prospecting isnt

an event; its a

process.

To ensure the future prosperity and growth of your business, you mustimplement solid management practices and a good, long-term marketingstrategy.

Within this target area, youll find Goal Plans to guide you to build uponthe momentum you began in launching and growing your business.Having established a solid foundation, you are now ready to take yourbusiness to the next levelsolid, ongoing management practices andenhanced promotion of your business. Management practices that willensure a systematic and organized approach to your day-to-day activities.Marketing strategies to better target, build rapport, and effectively bringprospects to do business with youyour desired end result. You willmarvel at the streamlined methods and systems that will save you bothtime and energy and produce greater results. With proven methods fromseasoned professionals in these Goal Plans, you will guarantee stable andcontinuing growth for your business from your managing and marketingefforts.

Goal Category

Managing Your ProspectsProspects are the lifeblood of your business. They are its equity, thefoundation from which your network will grow. Prospecting isn't an event;it's a process that continues over time after your initial contact. Dealingwith multiple prospects can get complicated. Without a good managementsystem, it's so easy to lose track of all prospects and the various stages ofeach person in the process.

The Pipeline Relationship Management System is a powerful managementtool that allows you to identify and support valid prospects for yourbusiness opportunity, and monitor their journey in becoming businesspartners. It is a comprehensive yet simple system that was designed to beportable and easily duplicatableyour new business partners can pick itup and GO right from the start!

The Pipeline process begins with listing and prioritizing your prospectson the Prospects forms (behind Prospects tab of your Pipeline). Onceyouve contacted these prospects, those that are open to the possibilities ofyour opportunity (even if in the distant future) move into your pipeline!Youll fill out The Pipeline Process form (behind Pipeline tab) on each ofthese pipeline prospects. And here is where the fun beginscontacting,presenting to, bringing to meetings, giving brochures, supporting,socializing, informing your prospectbuilding their faith and belief.When these pipeline prospects become your business partners, they willbe informed, motivated and enthusiastic about starting a new adventurewith you and your company! For each new business partner, youll thentake his or her Pipeline Process form from the Pipeline section and


The Pipeline

contains

valuable insights

on working with

your prospects

at each stage.

My Six-Week GoalsGoal Actual ResultGoal Category

Sponsor Two PartnersManaging Prospects

transfer it to the Partner section. Youll begin a new file and includethe Partnership Action Plan and Partner Communication Log forms.Critical to the process is conducting a Partnership Action Plan sessionwith your new business partner. The longer the session, the more time itwill save you in the weeks and months to follow.

The process is simple. This highly effective management tool will notonly keep you organized, but throughout each stage, will provide a recordof every interaction you had with your prospects and partners.

Continually "prime" your Pipeline with new contacts, developingrelationships with them. All along, you will be providing the knowledgeand understanding to fuel their desire to build their own successfulnetwork marketing business.

Your Goal

Sponsor Two New PartnersDuring the next six weeks, your objective is to sponsor two new businesspartners using The Pipeline Relationship Management System. Enter thefollowing goal into your Goal Plan Worksheet in your Action Courseworkbook:

We recommend that you read the training sections of The PipelineRelationship Management System and listen to The Pipeline audio tape,then complete the projects and To-Dos. Do these at a time when you canfocusyou have no distractions and can take notes.

How to Achieve This Goal

To achieve 100% for this Goal Plan, complete all projects as listed below(also see Projects section). You can exceed 100% by sponsoring additionalpartners after the required two. Percentages are allocated as follows:

Week 1 Read The Pipeline training sections and 10%listen to The Pipeline audio tapeDevelop and prioritize a list of 100 prospects 10%

Week 2 Contact 24 prospects 20%Weeks 3-6 Conduct 8 presentations 40%

Sponsor two new partners and conduct 20%Partnership Action Plan session with each

Bonus Project Sponsor and conduct Partnership Action Plan 10% eachsession with each new partner new partner

Each week at your team session, enter the total of percentages earnedonto your Scratch-Pad Worksheet for Achieved to date.

Measuring Your Goal

TO-DOs


Transfer your listof projects to the

Goal PlanWorksheet in your

Action Courseworkbook.

Workbook

6

My Six Week Goals

Goal Category

GoalActual Resu

lt

A - B - C

Projects

Completed

1997 The Six

-Week Action Co

urseTM is a tra

demark of Millio

naires in Motion

, Inc. San Di

ego, CA USA

Goal Plan Worksheet

I, ____________

______________

_________ , wil

l achieve all my

following

goals by ______

__________. I h

ave selected all

my goals carefu

lly and

believe that I a

m both capabl

e and worthy o

f them. I com

mit to

giving my best e

ffort over the n

ext six (6) wee

ks to achieve m

y goals. I

refuse to offer

up any excuses

and elect to ta

ke full responsi

bility for all

my results.

Signature _____

______________

______________

__ Todays Dat

e __________

The following

is a list of majo

r projects I nee

d to complete

over the

next six weeks

that will assist

me in achievi

ng all of my ab

ove goals:

things I must

do, learn, plan

, organize, and

purchase; peo

ple I must

talk to, agreem

ents I must mak

e, and support

I must receive.

Resource MaterialsEnclosed as part of this Goal Plan are the following resources:

The Pipeline Relationship Management System and The Pipelineaudio tape with John Kalench, Pat Davis, and Kirsten Park

How to use this resource:

PROJECTSList all major projects designed to support your goalwhat you must do,learn, organize and purchase, people you must talk to, agreements youmust make, and support you must receive.

The following is a list of recommended projects that will fulfill therequirements for you to achieve 100% of your goal for this Goal Plan. Butremember, this is your Goal Plan. Use your imagination and ask for helpfrom your teammates to brainstorm, select, and prioritize bonus projectsto do in addition to your 100% projects. Any additions should:complement the projects listed; satisfy the objectives for this Goal Plan;and contribute to your learning the ideas to a greater degreewhichwould proportionately add greater results for you! Transfer your list ofprojects to your Goal Plan Worksheet in your Action Course workbook.

Read and familiarize yourself with all Pipeline training sections Listen to The Pipeline audio tape Develop and prioritize a list of 100 prospects Develop telephone script Make initial contact with 24 prospects Schedule eight presentations Conduct eight presentations Sponsor two new business partners Conduct Partnership Action Plan session with each new partner

You must complete a number of smaller steps or To-Dos relating toprojects in this Goal Planprojects you have recorded on your GoalPlan Worksheet. You are responsible for identifying and listing yourTo-Dos WEEKLY. Only you can decide what must be done to completeyour projects. Review your projects regularly to check your overallprogress and to determine your To-Dos for the week.

List the activities on your weekly To-Do Worksheets and cross them offwhen you complete them. Any To-Dos not completed must be added toyour next weeks To-Do list. Your To-Dos might include:

Purchase a 5.5 x 8.5 time management calendar Schedule time on my calendar to concentrate on my projects

Assemble your Pipeline and familiarize yourself with each section, usingthe instructions provided. Training segments are included at thebeginning of each section to introduce you to the purpose andimportance of each area, and provide valuable insights on working withyour prospects at each stage.

Listen to The Pipeline audio tape. Have your Pipeline in front of you asyou listen to the tape. Take notes.

Through The

Pipeline

system, turn

your prospects

into partners

who will actively

build their

business.

Insert The Pipeline Relationship Management System into binder following instructions provided Read The Pipeline training sections Listen to the Pipeline audio tape and take notes List 100 prospects Prioritize prospect list Contact an experienced distributor for help on making calls to prospects, making presentations, and sponsoring Read a book on telephone techniques Contact 24 prospects (actual connections, not voice mail messages, phone tag, etc.and continue calling prospects from my list of 100 until I have connected with 24 prospects) Identify learning style of your pipeline prospects and mark on their Pipeline Process forms Schedule eight presentations Prepare for presentations: practice and gather all necessary forms and supplies Conduct eight presentations Sponsor two new partners (Break it down to one new partner by Week 3, the other by Week 4, allowing the remaining weeks for bonus sponsoring.) Practice the Partnership Action Plan session with a teammate Complete Partnership Action Plan session with each new partner Contact those in your pipeline (call, send a card, audio tape, video or brochure, etc.) (See pages 1 through 3 of the training section behind the Pipeline tab.) Invite three prospects in pipeline to a meeting


The following are available from MIM, Inc. at 1-800-388-1738:

The Master Prospecting Goal Plan includes 17 Secrets of the MasterProspector by John Kalench, which provides secrets and lessons onbecoming a master prospector.

Being The Best You Can Be In MLM by John Kalench, Chapter Fivecovers the prospecting process. You will find tips on contacting yourprospects by telephone, setting appointments, and dealing with the likelyquestions posed during initial calls. Chapter Six covers presentations andconducting face-to-face meetings.

The Mastering Objections Goal Plan provides an effective strategy fordeveloping responses to common objections associated with building your

Other Suggested Resources

Workbook

8

Week 1: To-Do Workshe

et

1997 The Six

-Week Action Co

urseTM is a tra

demark of Millio

naires in Motion

, Inc. San Di

ego, CA USA

Activities To Complete

From ___________

_ To ___________

__

A - B - C

Activities

Completed

You may want

to transfer your

To-Do Activiti

es onto your W

eekly Planner

4/8/975/20/97

List project activitieson the To-Do

Worksheet in yourAction Course

workbook.

Any To-Dos notcompleted must beadded to your nextweeks To-Do list.

When you have

completed all

the steps in this

Goal Plan, you

will have

mastered a

system of

effectively

working with

your prospects.


When you have completed all the steps in this Goal Plan, you will havemastered a system of effectively working with your prospectstrackingand moving them toward your goal of having them as business partners.By focusing on the relationship aspect of approaching your prospects, youwill not only communicate with them more effectively, but will also formsolid and lasting partnerships. They will then emerge from The Pipelineprocess as knowledgeable, understanding, respectful, enthusiastic, andcommitted business partners!

By providing you with proven techniques, training and supportsystems, we at MIM, Inc. support you in your endeavors. We sincerelywish you the best as you reach for and achieve your goals and dreamsthrough the network marketing industry.

We look forward to receiving your Evaluation Form from the back ofyour workbook, including your success story relating directly to thisGoal Plan.

Feel free to call us at 1-800-388-1748 for your continuing educationand support.

business. Includes working with the resource L.I.S.T.E.N. - A Six-StepProcess: Your Guide to Successfully Answering All Objections with JohnKalench, Kirsten Park, and William Todd.

The Giving One-on-One Presentations Goal Plan has insights intocreating your own effective and concise presentation of your businessand opportunity, both in demonstration and in creating your presenta-tion book.

Success Guide catalogue pamphlet of MIM, Inc.s training and supportsystems, including seminars and workshops.

OPTIONAL:How to Use This Goal Plan As a Topic For YourTeams Training AgendaYour team will gain great benefit when you present Managing YourProspects as part of the training agenda. For your session, we suggest anyof the following:

Discuss reasons for having a prospecting system. Explain the purpose and benefits of The Pipeline Relationship Management System. Include the tremendous duplicatable benefit having such a comprehensive yet simple prospecting management system that works, your new business partners will follow suit! They will have an easier start launching their business. Explain The Pipeline Relationship Management System process from completing the prospect list to conducting a Partnership Action Plan session with a new partner. Brainstorm with teammates about why and how to prioritize prospects. Invite an experienced person to relate how they identified new business builders. Role-play a Partnership Action Plan session with a teammate.

CLOSING

SMi

TH

PartnershipAction Plan

Name:

Address:

Country:

Sponsor (If Different

Partnership Action Plan A Dialogue of Goals, Strategies and Agreements

Re-order #PLF-003 1-800-388-1748 1996 The Pipeline is a trademark of Millionaires in Motion, Inc.

Occupation:

City:

State/Province: Zip/Postal:

Spouses Name/Occupation:

Children(s) Name(s):

Name

Date Enrolled:

Shipping Address (If Applicable):

Birthdate: Anniversary:

Personal Information:

What is it about the network marketing industry that attracts you?

What is it about our company that makes it special?

Recognizing the opportunity we have, is there anything you can see that could hold you back from taking fulladvantage of it? Any obstacles or hurdles we need to overcome?

Learning Style: V A P

Home Phone:

Work Phone:

Pager/Voice Mail:

Fax Phone:

E-Mail Address:

( )

( )

( )

( )

Leann e Smi th Tea ch er O14855 Cross Pointe Avenu e 4/26

San Diego

619 468-2221CA 91023531-9808253-8846225-5822

10/19 Sh awn / Real Estate 5/16/81

Sarah, Travis


Name

PartnerCommunication Log

Date: Communication:

4/26

4/28

4/29

5/1

5/2

5/6

Had a ct ion p lan meet ing over lun ch al l se t , ready to go!

Helped wi th firs t order - Leann e ment ion ed anniversary tr ip- sen d card

Upd ate on prospect l is t - 50 n ames so far!

M et w i th Leann es top 3 prospects Tom & M aryvery exci ted - s tarted on produ ct . Leann e to fo l low upNot ified top corporate train er in town 5/14Discussed goal for at ten d an ce

Remin ded of spec i a l t rain ing - w i l l br ing 2 gu ests

OTo DoSMi

TH

SMi

TH

Home Phone:

Work Phone:

Pager/Voice Mail:

Fax Phone:

E-Mail Address:

( )

( )

( )

The Pipeline ProcessBuilding the bridge between relationships andpartnerships in my network marketing business.

Name:

Address:

Country:

Referred by (If Applicable):

Contact Notes


Learning Style: V A POccupation:

City:

State/Province: Zip/Postal:

Spouses Name/Occupation:

Name(s) of Child(ren):

( )

Date: Method (i.e. sent brochure, video, note, gave presentation, called, etc.): Result/To Do:

Name

OTo Do

4 / 16 Sent product brochure Set up product preview appointment

4 / 20 Presentation /product Booked presentation with friends 4/24

4 / 24 Conducted presentation Leanne joined company - set action plan 4/26

4 / 25 Sent Good Move smart note Contact upline to welcome Leanne & Shawn

Leann e Smi th Tea ch er O14855 Cross Pointe Avenu e Bet ty Rhodes

San Diego 619 468-2221

CA 91023 531-9808253-8846

Sh awn / Real Estate

225-5822

Sarah / Travis

1998 The Six-Week Action Course Goal Plan is a trademark of Millionaires in Motion, Inc.6821 Convoy Court San Diego, CA 92111-9574 (800) 388-1748 (619) 467-9667 Fax (619) 467-9504

No portion of this Goal Plan may be copied, electronically transmitted or otherwise reproduced in any manner whatsoever forthe purpose of resale or distribution, without the prior written permission of Millionaires in Motion, Inc.


Prospects

A-B-C Contact Information Phone/Fax3

Name:

Address:

Phone: ( )

Fax: ( )

Name:

Address:

Phone: ( )

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Name:

Address:

Phone: ( )

Fax: ( )

Name:

Address:

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Fax: ( )

Name:

Address:

Phone: ( )

Fax: ( )

Name:

Address:

Phone: ( )

Fax: ( )

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Address:

Phone: ( )

Fax: ( )

Name:

Address:

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Name:

Address:

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Name:

Address:

Phone: ( )

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Name:

Address:

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Name:

Address:

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Name:

Address:

Phone: ( )

Fax: ( )

Name:

Address:

Phone: ( )

Fax: ( )

Notes/To Do

Mo

ve

d

In

to

P

ip

el

in

e

Leanne & Shawn Smith 468-2221 Talk to at B 14855 Cross Pointe Ave Bettys BBQ 3San Diego, CA 91023 wk : 531-9808

John Longo 322-2361 Met at gymA 2231 Main Avenue gave sample 3San Diego, CA 91021 e-mail : longo vtw.com@

Pat Davis 213 455-2321B 111 Oak LanePoway, CA 91881 Pager : 269-0605

Scott Ray 813 244-8822 works with Pam A 1834 East 10th St., 4 at U.H.C.LA 90331

#

The Pipeline is

portable and

easily

duplicatable

your new

business

partners can

pick it up and

GO right from

the start!

Documents

Mastering Prospects