Building Relationships – Post 328

Each day I try to start out the day by reading different motivational or inspiration pieces. In today’s reading I came across a short post by Joel Osteen called “Work on Your Dreams.” I found it fit quite nicely with a lot of the things I have been posting for the past year or so and I have included his post below for you to enjoy as well.

I have spent a lot of time in the past couple of years on self development, goal setting, and developing an attitude of prosperity and gratitude instead of an attitude of constraint and servitude. For too many years I have worked 70 to 80 hours per week building other peoples dreams. Yes I have nice things as a result of all that work and thought I was working on my dreams. However, what I discovered in the Master Key Master Mind program was that in reality, autonomy and liberty is what I was truly seeking. Long hours working for others would never get me there. The only way to achieve what I really wanted would be to surround myself with others working toward similar goals. To develop my own mastermind group.

Joel mentions that “you want to be around dream-builders, not dream-crashers” and that you should “prune the relationships around you” that weren’t leading you in the right direction. Likewise I have heard many times on this journey of self discovery and self development that your income is an average of the 5 or 10 people that are closest to you in your circle so if you want ot change your income you must change your circle of friends. The problem I had wasn’t that I had the wrong circle of friends. My problem was that I had spent so much time chasing the income I had lost all contact with my circle.

So how do I recreate those relationships?

I recently spent some time with Tom Chenault. Tom has mastered the skill of networking with people and developing relationships and he shared how he develops those relationships. He looks for ways to reach out to people and connect with them so he can learn what he can do for them not what they can do for him.

Over the years he has mastered the art of relationship building by perfecting what he calls “The Coffee Shop Interview.” He never talks about himself, the entire conversation is focused on them. His goal is to learn what it is that makes them tick. What motivates them and what pops their eyes open at 2 am. The entire premise of the coffee shop interview is to, as he fondly says, “be interested not interesting.”

____________________________________________________________

TODAY’S SCRIPTURE

TODAY’S WORD from Joel and Victoria
Surround yourself with the right people and you can fulfill the dreams God gives you. Put yourself in relationships with people who are not only like-minded, but are also seeking to honor God in their own lives. Here is a thought to consider today: if your friends don’t point you toward God’s goal for you, then they’re not very good friends. You want to be around dream-builders, not dream-crashers!

When you prune the relationships around you, you’re not cutting things out of your life; you’re making room for growth so that you can reach your God-given potential! When you make room for God’s best, you can walk away from the lesser things that the world has to offer.

A PRAYER FOR TODAY
God, I know You have my best in mind and in Your plans. Thank You for placing a dream in my heart and for giving me people to help lead me towards that dream. I pray that my relationships will honor You. In Jesus’ Name. Amen.
— Joel & Victoria Osteen

“ ‘For I know the plans I have for you,’ says the LORD. ‘They are plans for good and not for disaster, to give you a future and a hope.’ ”
(Jeremiah 29:11, NLT)

The Biggest Challenge SOLVED – Post 315

The biggest challenge in network marketing has been how do we get people to overcome their fear; to go out and talk to people about their opportunity. Inviting is the Gateway skill. If you don’t go through that gate it’s over. If you can’t get somebody to take a look it’s over. If you can’t get somebody to understand your product or your opportunity it’s over. So many people struggle, there’s so much fear involved in that aspect of our business.

People get involved and they’re like, they’re going to pick up the phone to talk to their brand new prospect and they go into one of three different states typically.

1) They just verbally throw up on that person. They just “blah blah blah blah blah come join my business; you’d be great at this; we can get involved early.” All these wrong words to say. They act desperate. They act needy.

Or

2) They act scared. They act intimidated and that doesn’t build confidence with the other person that’s listening.

Or

3) They get ready to pick up that phone and they go . . . maybe later. They get ready to pick it up again and go . . . I don’t want to look stupid. I’m not sure if I’m ready. I don’t know if I know what to say. So they hang up.

Another thing that happens is they call that person they think is going to join for sure and that person just BOOM hits them with 15 questions and they go oh I don’t ever want to do that again. That made me feel super uncomfortable.

Right? So there’s been all these barriers to getting people to take a look and understand once we get people to sit down with us, once we have an appointment, . . .the appointment is the hard part, once you’re together with someone all you have to do is point to your third party materials, share your story, share your products, your opportunity. Point to whatever third-party tools that you have; playing a video. Do whatever you need to do demonstrate your product, whatever it is.

That parts pretty easy but the appointment is hard so in GoPro Eric Worre goes through this eight step process for teaching people how to always be in a hurry when you pick up the phone. How to compliment someone. How to go into the invitation, direct, indirect, and super indirect. How to follow up. Make sure that appointment is a real appointment and all and those things.

But there’s something that’s happened in the last few years that has changed the game. It’s changed the game and what I’m about to share with you, you’re going to say that’s ridiculously simple. Some of you are going to love it; some of you are going to say I’m not sure if it’s even real. That’s okay but here’s what I’m going to tell you. If you’ll try it. If you test it with me today . . . and I’m going to give you a way for you to test it today. Then the results for you are going to skyrocket. Not only for you but for every person in your organization.

Typically we tell you get on the phone and start making appointments but something’s happened that I’m going to share with you in just a minute.

The times have changed in our world and how we communicate. Think about your world. Think about your cell phone. Think about how you use it now verses how you used it even two years ago or three years ago. Think about how rare it is to hear a phone ring now. You just hear them buzz. buzz buzz buzz. They’re on silent everywhere. When was the last time you heard one ring. Remember when ringtones were the big thing? They were huge and now ringtones disappeared. Nobody cares about ringtones much anymore.

People call you . . . let’s, let’s say you call your kids. You know typically your kids aren’t answering the phone; but right afterwards they’ll send you a text that says, what do you need, right? So they won’t answer the phone but they’ll text you right away, “what do you need” and then you text them back. Our kids I think have trained us as adults that texting is a little bit simpler.

It’s easier than a phone call when it comes to communication. When it comes to staying in touch. When it comes to staying connected with people. And doing it on our terms.

I don’t know about you, but even for me my phone rings, most the time, I’ll let it go to voicemail. And I’ll text that person, “what did you need” even before I listen to the voicemail.

So here’s what started to happen. People literally have a panic attack when you suggest calling prospects for appointments. I can’t do this, I can’t do this, I’m scared. I’m scared to death I don’t know what to do. This is not what I signed up for. Which is typically what a brand new person goes through when it comes to say you can make some calls.

What if you just sent a text message to people instead of making the calls? Just relax, enjoy yourself, it’s going to be fine. When you send a text message and book your first appointment you will be on top of the world. Your confidence will be boosted.

So pull out your phones and I want you to send a text message to a prospect. While we’re here right now and ask them for an appointment. Just text “coffee” question mark, “Can we get together next week” question mark. “Whats your schedule look like next week” Whatever it is.

Send a text message out and once you booked an appointment I want you to say I did it!

Just start text message campaigns to set appointments and the results will be unbelievable.

A lot of people like to say in network marketing we don’t have a boss. OK you don’t have a boss in network marketing but let me describe to you what your boss really is.

Your boss in network marketing is your calendar. You either have appointments scheduled in this calendar or you don’t. You either are scheduled to meet with people and share your opportunity or you don’t. If this calender is empty your business is stagnant. It’s not growing. So our goal to start for everyone, is to get this calendar filled up with appointments here and there and everywhere.

Sit down with somebody for coffee, show the opportunity. Sit down with lunch or breakfast, show the opportunity. Sit down after work, show the opportunity and from that you’re going to get a certain result right. So this calendar is your boss and if this is your boss our job, our biggest job, the Gateway job is to fill this calendar up. Not just for you but for every person in your organization.

So here’s the big breakthrough to schedule an appointment instead of the phone call send a text message. Send a simple text message. I’m going to give you a challenge, do this today. Then I want you to go onto my blog page and I want you to post your results under this article. You’re going to see amazing things start to happen.

Are you using 1960’s technology? – Post 292

So why do we make prospecting so hard?

Because we are working with 1960s technology. Yes, in the early 1960s, we didn’t have fax machines, cheap long-distance, the Internet, mobile phones … and not even a calculator!

We certainly wouldn’t want to go back to that era to build our business.

In 1960, we didn’t know how the human mind made decisions to join, or not to join our business. So here is what we did:

We called prospects, made an appointment or invited them to an opportunity meeting, and then we dumped one hour of presentation information on them. Maybe we even showed them a movie (videos were not yet available) to bore them even further. And finally, we asked them for their decision.

Groan.

Thankfully, today we know how prospects make their decisions. We know how they decide quickly and efficiently. And we have the skills to manage those decisions.

We need to start by learning what goes through the prospects head. Click the link below or go to http://thinking.aimhighforsuccess.com

Click Picture to see the What Goes Through the Prospects Head Skill

As the late Jim Rohn always said, “REMEMBER THE SAME WIND BLOWS ON ALL OF US ITS THE SET OF YOUR SAIL THAT DECIDES YOUR COURSE!!” Set your sail for success in network marketing today by learning the skills for success. If you would like some personal help on this and any other aspects of network marketing then subscribe to my blog and be sure to check out some of my past posts. Also if you find value in my posts please share them with your team.

http://AIMHighForSuccess.com

Suggested Reading:

  

Is social media slowing growth in your business? – Post 291

So how hard is it to talk to “live” people?

Network marketing is person-to-person, talking to a “live” human being. So why do new network marketers make it so hard?

They want to start with strangers, because they don’t know what to say to people they know. Not sure if strangers will appreciate them not knowing what to say.

So what do they do?

They post on social media, and then spend weeks writing content for their blog. They set up a squeeze page that sends people to a landing page that uses an opt-in box to put them on an autoresponder sequence. Then, they send email messages until the person goes and watches a teaser video, and hopefully will leave their details to be contacted.

And then, finally, the new networker can make that phone call to this low-quality lead and hope not to get rejected.

Why not go into Starbucks, sit down near the door, and start a ‘live’ conversation with a ‘live’ person.”

Bypass all the filters, hoops, and social media, and just go and talked to a “live” person. Pretty neat.

But people say, “Well, that person in Starbucks … how do you know that person is interested?”

Of course that person is interested. Almost everyone wants more money and a better life. That person is just as interested, just as qualified as the low-quality lead that put some information on a form.

But isn’t just talking to people “old school?” Yes. It is so much more efficient than spending weeks and months for a chance to talk to a lead.

But isn’t social media, having 5,000 Facebook friends that don’t care, a modern way to do network marketing? Well, if delaying talking to prospects is modern, yes.

“But I heard of someone who made a fortune just buying an Internet course and sending out emails!” Well, could be true. Ask yourself if you have the same skill set, the same relationship with a mailing list, etc. as that person.

Now, I am not saying, “Don’t use social media.” What I am saying is that many new distributors hide behind computer screens, avoid talking to “live” people, and delay the start of their business.

Our business is talking to “live” people, so we want to get on with it as soon as possible. And the cruel truth of all of this is: If we spend weeks or months to get a chance to talk to a “live” prospect, we still have to talk to that prospect.

Quickly learn how to talk to prospects, and your business will grow faster.

Click the link below or visit http://instantrapport.aimhighforsuccess.com to learn how to build instant rapport so people ask you for a presentation.

Click Picture to see the Instant Rapport Skill

As the late Jim Rohn always said, “REMEMBER THE SAME WIND BLOWS ON ALL OF US ITS THE SET OF YOUR SAIL THAT DECIDES YOUR COURSE!!” Set your sail for success in network marketing today by learning the skills for success. If you would like some personal help on this and any other aspects of network marketing then subscribe to my blog and be sure to check out some of my past posts. Also if you find value in my posts please share them with your team.

http://AIMHighForSuccess.com

Suggested Reading:

  

Everybody loves a good story – Post 290

When you are walking past some friends telling a story, what does your subconscious command you to do?

Listen. We love to listen to stories. Even little children, two years old say, “Mommy, Daddy, tell me a story.”

So this should be a hint. If people love stories more than facts, how should we communicate to them? If people put up resistance to facts, but are open to stories, how should we communicate to them? 

Our stories create pictures inside our prospects’ heads, and a picture is worth 1,000 words. Let’s look at the difference stories make by simply talking to a young man who just graduated from high school. We could say:

“Over 80% of the people who retire are broke. A residual income to add to our pensions is the key. By sacrificing current income, you could create a cash-producing asset in a few years …”

Yawn. Boring. Not connecting.

So we could talk to that same young man with a story. We could say:

“Two young men graduate from high school. Young man #1 goes to a university, graduates $100,000 in debt, unemployed, begging for a job that will only pay him enough to be in debt the rest of his life, and then he gets to … die.

“Young man #2 graduates from high school, starts his own business, and when his friend graduates from university, he retires, buys a university, and gives himself the grades he always wanted.”

Does the story communicate better? I think so. Everyone loves a good story.

I know stories work. And I know stories pay off big.

Would you like to learn some great network marketing stories to help you build your team faster? Click the picture below.

Click Picture to see the Story Teller Skill
http://AIMHighForSuccess.com

Suggested Reading:

7 Ways to use Drop/Sizzle Cards – Post 263

If you cannot see the audio controls, listen/download the audio file here

7 Ways to Use Marketing Dropcards That Will Get You 1-2 Reps Per Week

By Ray Higdon @ RayHigdon.com
One of my very favorite offline marketing tactics is drop cards. At first I thought they were cheesy but once I realized I could use them in many, many different ways, I completely changed my mind about them and decided they were very effective for building my business. Toward the end of this article I will reveal exactly how you can use them to get 1-2 new reps per week into your business.

This sounds great but Ray, what the heck is a drop card?

A drop card is a small business card that when folded looks like a hundred or twenty dollar bill. These have historically been used to “drop” on the ground giving off the impression that someone dropped money on the ground thereby getting unsuspecting passer bys to react in funny and interesting ways to ensure no one sees them score some money that was dropped on the ground. This article is going to talk about some ways to use drop cards that you may not have thought of.

What Should Be On The Drop Card?

Well, if you are going to use these in a littering sort of way, like, throwing them on the ground everywhere you go, you do NOT want to have your phone number on them as you really don’t want to be spending your time fielding complaint calls. It is imperative that you have a good headline that will illicit interest and your website minimum.

7 Ways I like to use Drop Cards

#1 – In Planes

I try to get on the plane as early as possible and place drop cards in the magazine slot in front of each and every seat. In the sky mall magazines or whatever other literature they have. You have a captive audience that is forced to sit there for hours and just might pick up those magazines.

#2 – In Bookstores and Libraries

This is one of my favorites. I will set an hour aside and go to the local barnes and noble, books a million or whatever and them select books I think my prospects would read. For my primary business, people that read Ayn Rand, Glenn Beck, Robert Kiyosaki or really anything that talks about gold and silver is a prime target. I will place a few drop cards in each book. You can do this at local libraries as well.

#3 – Waiting Rooms

Another place where you have a captive audience, waiting rooms and hair salons. They always have magazines there, take your drop cards and place them in as many magazines as possible.

#4 – Restaurants

When you are done eating at the restaurant and putting in that tip (make sure it is a nice tip or this will not work at all!) slide a drop card in there, I have sponsored quite a few people that work in the restaurant industry. You may even preface the drop card by asking this killer question to the waiter or waitress, “Would you be interested in a side project if it didn’t interfere with your current job?” Who the heck would not say yes to that?!?

#5 – Toll Booths

Now you can also use CD’s or DVD’s for this tactic but the lowest cost way is to use a drop card. Next time you are pulling up to a toll booth, look in your rear view mirror and see what kind of car is behind you, if its a decent vehicle, pay for their toll and have the operator give the person behind you a drop card! The operator may even ask you for one!

#6 – Newspaper Stands

Another interesting one is buying a newspaper, pulling out all the newspapers and stuffing them with drop cards and putting them back in the stand. This one cracks me up, think about this though, if you were marketing for real estate, wouldn’t it make sense to put drop cards in all the apartment rental guides that are in these stands? Sometimes you have to think outside the box.

#7 – Get Your Team To Duplicate

Doing drop cards is a very easy skill to master. It doesn’t require talking to anyone and is very low cost. What if you got your entire team to duplicate this process? I am willing to bet that based on the results I have seen that if you get your team of 10-12 or more people doing this tactic, your business will go through the roof and then you get each and every new person to join in on the fun, remember, network marketing is not just about your efforts it is about getting your team to produce as well!

I use a lead capture system which also includes a toll free sizzle line along with my cards to capture the information from the leads the sizzle cards generate. For more information visit
http://keithabell.poweredfromhome.com/refer

If you enjoy this post, please do me a favor and share with others and retweet and comment.

Lesson 7: Questions Your Prospect Really Want to Know. – Post 251

Over the past few posts we have been discussing “How to Give a One-Minute presentation” as presented by Tom “Big Al” Schreiter. Today we are going to cover Lesson 6, the third question that the prospect really wants to know, 

“So exactly what do I have to do to earn this money?”

This is the most important question, and most networkers don’t answer this question. They conveniently skip over this question and now the prospect has to go home and figure it out for himself.

Ouch.
This is one huge reason prospects say, “I have to think it over.”
We didn’t answer this question in our presentation, so how could we possibly expect them to make a decision?
Or we say something really lame such as:
    • “It’s a sharing and caring business.”

 

  • “Just talk to people.”

 

 

Ouch. Ouch.

We must describe exactly what the prospect has to do to earn that money. Then our prospect can make an immediate decision.

I don’t mean this!

I don’t mean to describe the compensation plan complete with bonus volume, staged levels of achievement, etc.

The prospect simply wants to know approximately what kind of activity will be needed to earn the money you quoted him.

You don’t have to be 100% accurate, read the policies and procedures, describe the minimum 60-day volume required to earn the Star Trek Commander bonus, explain the legal definitions of each term used, etc. All you have to do is tell the prospect approximately what he would have to do to earn the money you quoted.

Want some examples?

If you quoted your prospect an extra $300 a month, you could describe his activity as this:

    • “All you have to do is: every day pass out a sample of our super moisturizing cream and a DVD describing how to use it, and at the end of about three months, you will have enough people using the super moisturizing cream that you would earn an extra $300 a month.” 

 

  • “All you have to do is: between you, and everybody you talk to, and everybody they talk to forever and ever . . . find about 25 families who want to drink the juice so that they wake up in the morning feeling great. And then you would earn an extra $300 a month.” 

 

 

  • “All you have to do is find three families every month who want to lower their bill payments and start having some free extra money to spend as they like. And then you would earn an extra $300 a month.” See the difference?

 
Now your prospect knows exactly what he has to do to earn that extra $300 a month.

This is being polite as we are answering the question the prospect wants to know.

Sounds good, but how do I close?

Hang on! I will be back to you in my next post with three of my best closes. These closes are short, low-pressure, and easy on your prospects. They will love it.

So stand by for lesson #7 where we will learn how to close in a comfortable, but effective way.

Thanks to Tom “Big Al”Schreiter for this simple and amazing training that can set you on the road to super success. To download “Big Al’s” books on Kindle visit http://BigAlBooks.AIMHighForSuccess.com

As the late Jim Rohn always said, “REMEMBER THE SAME WIND BLOWS ON ALL OF US, ITS THE SET OF YOUR SAIL THAT DECIDES YOUR COURSE!!” Set your sail for success in network marketing today by learning the skills for success. If you would like some personal help on this and any other aspects of network marketing then subscribe to my blog AIMHighWithKeith.com and be sure to check out some of my past posts. Also if you find value in my posts please share them with your team. 

http://aimhighwithkeith.com/2014/05/lesson-8-how-to-close-post-349.html