Transcripts
1. Introducing The 5 Levels of Formality Prospecting Masterclass: Hi, what? Paul Robeson and Danny rich of the Amazon bestselling network marketing and direct sales book, the five levels of
formality and created the five levels of formality
prospecting masterclass. Between those, we
have almost 30 years experience building
network marketing and direct sales businesses. So you could say that we
know a thing or two about prospecting and building
large teeth or distributors. And we're going to share it with you over the next
couple of hours. Masterclass, we go deep
into the principles that underpin the five
levels of formality, prospective model, using
real life examples and roleplays to really drive
your learning home. The Seven easily
digestible lessons, you'll discover a simple, easy, and highly effective
way to prospect everyone for your direct sales and network marketing business. Rejection free will help you distinguish the difference in approach when prospects
and your brother, that friend you've not
seen for more than a year, the mother of your
child's friend that you see at
school every day, the guy who delivers
your parcels and you're intimidating x-bars and give you the skill scan front
of those people with a business presentation is packed with loads of useful
tips, ideas, and strategies. And once more, we've included a free PDF workbook for you to download and complete as you go. Without help, you're going to be creating your own personalized, authentic and easy to implement prospecting scripts
and approaches that feels natural to you. So you can have the
confidence to use them each and every day when the appropriate
time comes to talk about your network
marketing business. So whether you're brand new
to network marketing and direct sales or your experience and are looking for more
ways to hone your skills. The five levels of
formality prospect in masterclass is for you. We hope you enjoy our course and we'll see you
in the first video.
2. Welcome to The 5 Levels of Formality Prospecting Masterclass: Hi, my name is Paul
Robinson and I'm done. Enrich, welcome to the five
levels of formality training, the companion workshop to the Amazon bestselling
book and audio book, the five levels of formality. Since the publication
of the book, we've delivered these
training workshops to multiple network marketing
and direct sales companies. During these
trainings, we expand further and drill
further down into the theories and
principles which underpin the story in
the original book, putting them into
real life contexts and sharing how they
can best be used. We hope you enjoy
this training and it gives you the skills
and confidence to speak to everyone
you know and meet about your network
marketing business. Now, a quick side note before we start the terms network
marketing or MLM, and direct sales will be used
interchangeably throughout. Similarly, we'll be using the term team members to describe what you might
call a distributor, consultant, affiliate,
partner, agent, or ramp down a. Would you agree that the
five levels of formality with a book that we wrote
largely out of frustration. Yes, Paula would. Not only
was it written out of frustrations that
we'd experienced within our own businesses, but through speaking to
colleagues within our own network and with network
marketing professionals within several other networks, we add a suspicion that
it was a frustration shared by many throughout
the industry as a whole. To test this suspicion, take a moment to answer
the following question. Especially if you've
been in the industry for awhile and you've
built a modest team. Have you ever had
a new team member join your business and you've
thought this is the one, this is the superstar
I've been searching for. This is the one who's going to rock it my business
to the next level. Only fall within
a few short days, weeks, if you're lucky, they've disappeared
completely off the radar, inactive in their business, not returning your
calls and messages. Now, generally, when we
asked this question, the vast majority of people not in agreement or
raise their hand, and the few that don't
raise their hand, we generally find people who haven't been involved in
network marketing for very long because we
don't believe we're being too controversial
when we say this. But the scenario that
Dan is just described is pretty much inevitable
in this profession. When we then follow up
by asking whether they feel deep down that these people could still be
massively successful in this business if only
this Toccata for longer. The vast majority
of people say yes. They do still believe
that despite quitting, there could still be
great at what we do. This highlights are formed
mentioned frustration. And the reason why we
wrote the five levels of formality with passionately feel that in network marketing, we lose too many good
people. Too early. We find talented people with ambition and we provide them
with a vehicle to success. Yet they often
leave prematurely, taking their enormous
potential with them. It would be like signing
Lionel Messi for your football team or Michael Jordan for
your basketball team. With all their natural
world class abilities, seeing them leave before
giving them the chance to make a positive impact
you knew they could make. Now, before we go deeper into the principles that
underpin the five levels, let's provide some context. The five levels isn't particularly a book
about leadership, although many liters are
now teaching the books principles to their teams
throughout network marketing. And it's certainly
not a book about delivering a great
customer presentation. There things that your
company and the training and tools they provide will more than adequately take care of. The five levels was
developed to address a very specific part
of the process of prospecting new team
members and customers, which we both believe is
often overlooked because new people desperately want to get into action
as soon as possible. But in doing so, they often fail to acknowledge their existing
communication skill level or the nature of their relationships
with the people that there'll be prospecting. And Danny and I both
believe that if we took just a little more time and thought at this crucial stage, it would make a
significant difference to whether a new team
member gets off to a successful start and then continues to build their
business over the long term. Or whether they never
really get started at all. Soon vanishing off
into the ether, having made just a handful of failed prospecting attempts. Okay. So time for
another question. Have you ever or are you
planning to do anything, there could be considered to be a cold market activity to
help build your business. By coal market activities
such as advertising, leaflet drops,
business networking, installer to some affair or a standard of
business exhibition. In other words, anything
aimed at targeting people or not already on your warm list of family, friends,
or acquaintances. Again, generally, when
we ask this question, the overwhelming majority of
people confirm that they do indeed have intentions
to approach the coal market in some
way, shape, or form. We're anticipating that
you're probably the same. Now I also have a question, and this is possibly the most
important question and one for which we need
you to be totally honest with yourself
when answering. Whilst it's likely
you're considering or even already doing coal
market prospecting. Have you spoken to every single person on
your warm contact list? Again, when we asked
this question, usually no one responds
that they have. And this is what we found
interesting because in what might be considered
a traditional business, such as hairdressers,
mechanics, bakers, or florists. Most people would have little
or no issue in telling all of their family and friends
about the new business. In fact, we'd go so far to say that you'd actually expect
them to use your services. Now, we'd like to
assure you that we have absolutely nothing against
coal market prospecting. Both myself and Paul
have had success there and it remains an activity that we
utilize still today. For some reason in
network marketing, we often find new team
members engaged in cold market activities may be stored in a field and
the elements on a windy, rainy spring day approaching absolute strangers
when in many cases, amazingly, the Probably not even told her own sister
about the new business yet. So we asked ourselves, why is this the case? Why is it seemingly unique
to network marketing? It's a good question
and to help answer it, it's useful to first actually
defined network marketing. What do the experts say? Don failure, author of the book, the 45 second presentation
that will change your life as a great way
of defining what we do. He says, you introduce
your friends and then help them to
introduce their friends. Similarly, Dr. Tom Barrett and another network marketing author and giant of the profession, has said that we get paid
for access to our lists. Now to me, that means
that our company is paying goes to connect them
to the people that we know. Essentially, what each of
these respected authors is saying is that in
network marketing, we market our products and services to our own
network of contacts. Now, we have our
own take on this. We believe that in
network marketing, I'll roll can be defined
in three simple steps. We contact every single
person that we know. And one, we explained
to them what we do, an explanation of our
products and services. So we explain to them how we get paid in the form of
our compensation plan. And thirdly, we offer them the opportunity to
give it a go to. And this in turn can be
simplified even further. Our role is to simply with
our family and friends, share the information
and collect a decision. So if we're expected to
market to our network, why are people
clearly reluctant to contact prospects
from their warm list? Naturally, there are lots
of individual reasons, but therefore usually
into two distinct groups. Firstly, when it comes to prospecting people that
they already know, they don't know what
to say or they're uncomfortable with what they're being coached or terrain to say. Have you ever been given a foolproof script to
use in your prospects? But when you read it, you've thought yourself can't really hear myself
using this script. It's not well, it's not
how I speak and I won't be comfortable using
it at sound weird. Well, I certainly
have especially in my early days, Yeah, me too. And in such cases, one of two things
typically happens. One would refuse
to use the script completely and we
approach no one or two. We make up our own scripts. Cramming as much
information about the company's products and
services, compensation plan, and incentive as we possibly
can in a single breath, freaking out our prospects
completely in the process. Either way, I'm
sure you'll agree the outcome is rarely
a positive one. Now the second reason that their head for the
coal market early is that they've
perhaps attempted to contact people
on their warm list, but when doing so, they've suffered a
negative response. And this is where we have to acknowledge human
nature and how we naturally respond to rejection and other negative experiences. Now, please don't
misinterpret what I'm about to say is extremely useful, even crucial to have dream board affirmations and our goals written down to help inspire others to take action. And there is absolutely 100% a place for each of
those in network marketing. But the truth is fundamentally, when we're looking
for inspiration and motivation to take action, It's not the size of our
goals or the number of times we've affirmed something to ourselves in the
mirror that morning. That's the overriding
reason that we take action. We take action based on how we feel about the action
we're about to take. If you feel good
about the action, it's much more likely that
you'll follow through. If you don't feel good about
the action you need to take, it's highly likely
you won't take it. Think about this and
apply it to prospecting. If a new team members
attempted to prospect a friend or family member or anyone else from
their warm list. And the outcome of
doing so was rejection, resistance and
sometimes even ridicule is fair to say that
they're probably not going to feel
great about it. And how likely is
it that they'll want to willingly put themselves back into the same situation of approaching people
from their warm list. If they fear that the outcome is highly likely to be the same. You can imagine, can't do that. It won't take too
many experiences like this for them
to start looking. Cold market, if it doesn't
cause them to quit completely. And it's at this stage that you start to hear things like, Danny, I'm going to put this on the back
burner for awhile. I've just got really
busy in my day job or I'm not sure this
businesses for me, you know, I've spoken to everyone and no
one's interested. And this is where we get to the real crux of
the matter factors. Rejection from a
family member or friend is infinitely
more devastating. The rejection from a stranger. In my own experience, the rejections that stand
out most vividly are the ones from family
members, friends, and work colleagues,
yet massively outnumbered by rejections
have received from strangers, few of which I can even recall. So it's understandable that
new team members faced with having to suffer the inevitable rejection that
network marketing rings, they feel much more comfortable taking this rejection
from strangers rather than their family and
friends whose opinion they ask and those
approval they seek. You see, with regards
to our warm list, we may not even actually respect the business
opinion of many of them. But because we're fundamentally
social, emotional, family-oriented, human beings, we constantly seek
that approval. I know that when we
finished our book, the five levels of formality, the first-person I wants
to read it was my mom. She's not an author, an English
teacher or book critic, but assorted approval anyway, evens a 41 year old grown man. So with this in mind,
is unreasonable alone, realistic to expect new team members to
completely disregard the opinions of the
family and friends and to not be hurt if they
encounter rejection, ridicule and criticism
from these people. So we must empathize with these natural responses
and give them the best chance right from day one to get their business presentation in whatever form that might be in front of the warm list
with minimal danger of rejection,
resistance, or ridicule. So if network marketing is building a business
through our warm contacts, as we've agreed, rejection from those very same people is many times more devastating
than from a stranger. We're sure that
you'll agree that it would be useful to learn some simple communication skills that go a long way to
minimizing rejection. The five levels of formality
was developed with two key understandings
that you should keep in mind whilst
you're watching. Firstly, mindset. As Danny stated a moment ago, we both believed that our
role in network marketing is simply to share the information
and collected decision. Yes, totally. And we also believe that the
more you can prospect with this mindset of sharing information and
collecting the decision, the most successful and less vulnerable to the effects of rejection you're going to be. To help with this, we often use our analogy of the
helium balloons. Imagine that your government has brought in a brand new law stating that every adult or to carry around with
them at all times, either a red helium balloon
or a green helium balloon. You would carry a red
balloon if you were not interested looking at alternative
ways of making money. And the green-blue,
if you weren't interested and open to looking at new income
opportunities. As a network marketer, how easy would this
make our life? Imagine walking through
your local town and everyone was carrying their respectively colored balloons. You'd be able to let the people carrying the red
balloons pass by. You could confidently approached the people are green
balloons safe in the knowledge that
they were open to at least looking at
your opportunity, you would not be in the
slightest bit offended or disheartened at the people
carrying red balloons, because you'd be far too focused on finding green balloons
amongst the crowd. Now, unfortunately, until either myself or pull the compliant
Minister of the UK, this load is unlikely
to be passed. But we've got good news for you. Everyone is already
carrying a balloon. The only drawback is
that you can't see it. So instead, you have
to actually speak to them to ask them to find out
what color blue in it is. Just a question such as, if I could show you an
alternative way of making money without affecting
your current job, would you be interested
in looking at it? That would be enough to find out which color balloon there
figuratively carrying. And remember, we're not in the game of change in
red balloons to green. I agree. It's important to
remember that we're not looking to
convince or convert. People were looking
for people who are already open to looking at
an opportunity like ours. Simply as you usually would do if people were actually
carrying balloons, you just let the red ones go without letting it
negatively affect you. You've got enough on
your plate approach and the green balloon carriers to be overly
concerned about them. As we've already stated, our role is simply to share the information and
collect a decision. There's also a quote by world-famous network
marketer, Rosetta little. She sums of network
marketing beautifully when she says he or she, who makes the most
business presentations wins. Simple as that. Think about it. He or she will make the most
business presentations wins. Who do you think has made the most business
presentations in your company? Chances are the name of your company's top earner has
just popped into your head. On what Rosetta little is
correctly stated is that if you make as many
business presentations as your company's top earner, you will soon be enjoying an income and lifestyle
similar to theirs. The second understanding
to keep in mind is that the key to
significantly improving the chances of getting our information in front
of a prospect is in understanding that
a language and approach that we use should be consistent with the
existing relationship that we have with the prospect. Now, that's a bit of a mouthful. But by the end of this training, you should understand
exactly what we mean. Pulse collect. That is
a bit of a mouthful. But what we're saying
is that unfortunately, in network marketing, there is no one-size-fits-all script or approach that works on everyone. It would be absolutely
wonderful if there was. But sadly, it's simply not
the case to demonstrate this. Imagine that you're going
to host a barbecue at your home and you're going
to invite around 30 people. Now, think about this subconsciously without
even planning it. We automatically contact people to invite them a
variety of ways. So for example, I
might remember them via landline at probably texts
poll, via, via WhatsApp. I'd call me brother
on his mobile phone. Others may be via
Facebook Messenger. I might knock on an Airbus
door to invite them along. There might be fellow parents, so I'd catch it at the school
gates and work colleagues may be invited during work
hours. Do you see that? Without even thinking about it, we automatically use
these different channels of communication
to invite people, largely based on how we all
ready communicate with them. And not only are there different channels of reaching people, as Danny's just demonstrated, that language we would use would differ across
different people too. For instance, if I
was invited my mom to a barbecue at color and
say something like, Hi Mom, we're having a
barbecue on Friday evening. Be great if he could come. The kids would love to see you. We'll take care of the food, just bring along wherever
you want to drink. Whereas if I was inviting Danny, I'd likely send him a
text along the lines of barbecue 730 Friday, bring their two
different approaches to two different people, to the same event determined by how we usually communicate
with each other. Now, if something is insignificant as a
barbecue and I say insignificant
cautiously because of beetles, some
tremendous barbecues. But if something is
insignificant as a barbecue wants us
to naturally use various forms of
communication and language based on our existing
relationship with our invitees. Surely it makes sense to ensure that when inviting
someone to take a look at something that's potentially life-changing as our
business opportunity, we should take a step back and consider the way that
we're approaching them. Both with regards
to the channel of communication and
the actual nature of the words that we use. Because how many opportunities do we get to make a
first impression? Well, it was one, The last time I checked Danny. So we develop the five
levels of formality. A simple system for categorizing the people that
you know and developing tailored approaches and
invitations to take a look at your business based upon your existing
relationship with them. Every one that you
know and that you will meet will fall into one
of the five levels. And each will require
a different approach, which will vary in formality. The easiest way to
describe it is through this simple diagram
that's due in the center. And as you can see, there are five levels that
radiate out from you. Those people, you
know, best of all, are the closest to you on level one and those that you can usually be most informal
width, The further away. So when he's from
you in the center, the more formal your approach
needs to become with them. So with that in mind, let's start with level one.
3. Level 1: "The Coffee Script": We call level one
the coffee script, simply because the people
that fall into level one, other people closest to you. So we're talking
about family members, close friends, people that
you've known for a long time. These are the people
that you have the kind of relationship
with that you could drop in on an announced
and have a cup of coffee with them
at short notice. And what you'll find when it comes to sharing
your business with them is that because you have such a close
relationship with them, you can usually use an
approach that is direct in formal and often contains
quite assumptive language. Everything that you're
going to learn on this training is based upon real life experiences
go down bad that we've had building our own
network marketing businesses. So what better way to demonstrate them with
our first role-play? In this scenario, Danny is
a brand new team member, fresh and excited from his
first training and he's decided that he first wants to prospect his brother.
Played by me. Yes. So here goes, as Paul says, I'm brand
new to Network Marketing. I've just finished
my first training, so I'm now armed in my fail proof script that
I've been told to read word for word and my
list of people to prospect. Paul, My brother is at the top, but then a plan to call
my best friend and my sister and the rest of the
closest family and friends. So here goes. Hi Mel. It's only me. Listen, it's just a quick call. I've started this new business and I'm really excited about it. I think there should be some
benefits in it for you. Say that again. You've done well. I've started a new business and I'm really excited about it. I think there could be some
benefits in it for you. You started a business. Who do you think you are? Richard Branson know, but I'm excited about it and I think there could be some
benefits in it for you. Now, I'm in your area on
Tuesday and Thursday next week. And all I need is for you too. I speaking like that, right? What are you reading
from a script? No. You know, you're welcome
here whenever you wish. You don't have to
make an appointment. Okay. So shall we call
it chills it to OPM. Tell me what it is first. Well, it's a business I've started where
you can build a team. It's brilliant, honestly, but I need to show it to you rather than tell you over the phone. Sounds a bit dodgy, met Tony did one of
those pyramid things a couple of years ago and
he never made any money. I'm not interested. Well, it's not a pyramid me, honestly. It's totally legit. Now. You're alright. I'm not interested. Listen, I'm going to
have to crack on. I'm really busy.
I'll see you later. Now. How do you feel that wind? Is it fair to say that
it possibly didn't quite go as swimmingly
as I'd hoped, or for that matter. Quite as well as our minds have been led to believe
you would go. And probably more importantly,
after that experience, how keen Do you think I am now to call my sister
and my best friend? Let's return to
what we discussed earlier regarding human
nature in general. I think it's fair to say that
Danny's confidence has been eroded somewhat by this
unexpected experience. And it's highly likely
that an element of doubt is creeping in about
what he's got involved with. And as Danny alluded to, is probably already starting
to feel reluctant to make those planned calls to
his sister and best friend. If he is brave enough to make the next few calls he planned. Chances are that it won't take too many more experiences
like this before we lose him forever at this
ridiculously early stage in his network marketing career. Or if it Here's a little more
resilient than most people. Perhaps he decides
he was never really comfortable with
that script that it was trained to say anyway. So we abandoned it and
quickly makes up his own. Yes, I'm always, never entirely apple with that script anyway, I'm sure I can write a
better screwed myself. So I've decided to create my own and give the next
person on my list, my best friend, Dave. Hi, I'm Danny. How's it going? Hi Dave. It's only me. Listen.
It's a really quick goal. I've started this new business selling shampoos and portions, and I think you would be
absolutely brilliant at it. You say that again, may honestly, it's brilliant. Once you've found
a book customer, they then keep reordering and they tell their
friends about it. And then you end
up with loads of customers are not only that, you can sign up with
the team members when they sell products, you will get a percentage
of those sales as well. And before you know it,
you're only thousands. Stop. What are you
talking about? Why would I be
interested in that? I'm a painter and decorate
and not salesman. I know, but all you need to do is mentioned it
to your customers. And when you get 100 customers, you get a free company car. So what car is it? Is a voxel coarser. At Vauxhall coarser. Yeah. But it's brand new man. Danny, I don't care
how new it is. I'm not going to get
mulattoes in that. Okay? Okay. Bull, when
you reach a level seven, while they call Starship
Commander level, you get an even better car. And what's that? It's
a Lamborghini or vented or a
Lamborghini down here. I've got five kids. Where are they going to sit? I don't need a company car. May I've got my works van. I'm no good at sales
and to be honest, I'm doing quite
well at the moment. I've got work
coming out my ears. I'm easily covered
in my bills and I'm even putting money
away for a rainy day. And what do I know
about shampoo? Bowl that 21. Okay. Okay. Matt, how about you by some of these products
is not just shampoo. We've got a pill that clears
up your skin and helps give you a boost in other
departments as well. Look, my my skin's
fine and I'm not sure what other departments
you're referring to, but I need no help there. I can assure you. If
that's not for you, Could I interest you
in a milkshake that is almost proven to
prevent nasal hair. Listen, I don't know what you've got yourself
mixed up with now, but whatever is, it's not
for me. I'm really sorry. Okay. Me. Thanks anyway. So how did you feel that when clearly we've taken it to extremes and we've had
a bit of fun with it. But we're sure that
you'll agree that overwhelming people
with information with no regard for their
personal circumstances or the nature of our
relationship with them, regardless of how
enthusiastic we are, is often the quickest route to confusing people
about your business, obliterating your warm list and leading to almost
inevitable failure. So let's try the
whole thing again. Danny's going to call
another level one contact, but with a slightly
different approach. Hello. Hi man. He's only me. Listen you at all, but at the moment I
am, yeah, fantastic. Pull the coffee on. I've
got something to show you. I'll be there in
about ten minutes. What is it? He's gone. Now. How do you feel
it when not done? It was quite blunt and
to the point, wasn't it? But the important
thing is that I didn't suffer the ridicule
that are suffered from Paul previously because he isn't spooked or unnerved by me acting in a way that some unfamiliar with how we
usually communicate. Oh, Paul knows, is that I'm on my way over to show
him something. It could be something
from a new car and you will put a o, just another word in rush. Regardless, is likely to simply do as he's told and
put the coffee on. As we mentioned earlier, the five levels of formality was developed using our
real-life experiences. And Danny has a great story about how level one
worked for him. Yes. I was recruited into
network marketing by Stephen, my wife's cousin. We've got a very
close relationship and I would absolutely
trusting with my life, I was definitely on what would could easily
be described as. He's the level one list of
people with a very informal, familiar way with each other. So I wasn't troubled when
one afternoon he lets himself into my
house brandishing a DVD, declared legally. Have a look at this. It's the
best thing I've ever seen. I'll be back in ten minutes
before disappearing as quickly because he'd
already appeared in the first place. So I did this. I was told I watch the DVD. And over the course
of the next 24 hours when you put a
little more meat on the bones of what was involved and I'd run through and run
it through with my wife. I joined this business. Now, I often say that
this is possibly the best script I've ever heard because one is manor was not
unusual to his usual manner. This is how we generally
spoke to one another. So I wasn't alarmed or
suspicious about his approach to a trusted him and
a value this opinion. Now, I say this is the
best gift I've ever heard, but that's because it was based on our existing
relationship. If he left my house and
continue this approach and my neighbors who didn't
know quite as well, if at all, then
you'd have probably been arrested by the
police with an hour. But do you see how based on our existing relationship
prospects of me? Absolutely perfectly. A great example, Danny, you should be starting to
understand how this works now. So if you haven't already
start to think about those people that would be
on your level one list. How do you usually
communicate with them? What channels do you use? Is it face-to-face text message and Messenger app,
telephone call? It might even be email. And what's the
type and nature of the language that you
use with these people. The approach you use when inviting them to take a
look at your business should be consistent
with how you all ready communicate
with these people. Now, if you've been involved in network marketing for awhile, we appreciate that you
might be thinking, okay, I understand that
now, but it's too late. I've already blown
out the people who'd fall into level one. Well, all is not lost. We're going to share
with you what we call a rescue script. Danny. Yes, I didn't get off
to the perfect start by any means without
five level skills or blue from a warm list, pretty quickly and
largely unsuccessful. So when I eventually
found a little momentum, and finally near the sacred
level required to qualify for our company car incentive and needed to find
some customers, and I needed to
find them quickly. So I went back to me
warmness once again. But instead of using a
standard script with them and let the truth from
the line and told them about my y my reason for doing this business with
a little bit of help from the fact that they
hopefully cared about me and especially my kids
thrown in there as well. So I call my dad who decline the offer to be a customer
when I first approached them. Probably because are completely freaked him out with
my initial approach. And I told him the
absolute truth. Why, you know, the
sign business of go. I said, Well, if I get just a few more customers or
qualify for a brand new car. And not only that, the
company vessels of the kids over to an office and gives us a personal
tour of the place. We get to meet the
leaders within the company and the treats
us to lunch as well. The kids are so
excited about it, so I'm under
pressure to deliver. Now. I know around this
posture a little while ago. But would it be okay if I did it again just to see if
anything's changed, even if it's still not for you. A few people might
spring to mind. You might think would appeal to. Of course, he agreed.
How could he know? I think the pressure out
of the situation by openly accepting that the time means still might not be right
for him to be a customer, but often explanation
as to how we could still be helping me regardless, just by letting me show
him what are doing detail. And also, I'd thrown his grandchildren in
there for good measure. So I visited my dad and he became the final customer
that are required to qualify for the car on the way back from head
office in our brand new car, I remember my
little girl saying, Daddy, grandpa, boom this
cow for just didn't say. Yes, he did. Twitter.
Yes, it did. Good old granddad. It was
all down to ground data. Luckily, I don't want
that gets me for too long and I moved
on quickly enough. But the point is that there are people who are close to you, who love you and would
love to see you succeed. But would also love to say that they're contribute
to your success. So share your y with them. Let them know what
your goals are and your reasons for working
harder, that your business, because working hard
to fulfill a dream or a goal is not
a taboo subject. Tell people about it as long
as it's a humble reason, you stand a greater chance
of gaining their support. Because if I'd call me dad
and said that I needed him to be a customer because I wanted to quit work
in my thirties, drive a Porsche and Jess myself head to toe in
our money every day. It would probably
have reacted to them, might request a little
less favorably. Understandably. So share your y with the people clauses to be because the kids
wanted to go to Disney. You need to cut your hours to spend more time
with your family. You want to move away to
a nicer part of town, or you want to raise
money for a good cause. If the why is knowable and if they love you
or care about you, you stand a much better
chance of winning that apart a little bit. So do you remember in
the first row player earlier when I was done, his brother and I gave him all sorts of abuse when
he prospective me. Well, Let's try another
rescue technique to try to overcome
that scenario. So I've been in network
marketing for a while now. And I look back on
the previous call to Paul with an element
of embarrassment. But I now feel much
more confident. My business is going quite well, and I feel that
the timing is much better to give Paula
try once again. Hi Mike. What can I do for you? I'm it I'm off for a
favor if possible. Cost. What's up? Well, you know, this part-time thing I've been
doing for a while now? Yeah. Well, it's going really well. Probably better than I
expected if I'm honest. I'm really looking to
push on with it now. Okay. Now, I know we approach you about it a few months
ago and I think we established that it probably isn't your type of
thing, which is fine. Go on. Well, I'm really looking to recruit more people
into the business. And even though it's probably
not your kind of thing, I'm convinced that, you know, some people who will
be attracted to it. Yeah, possibly. So all I need from you is 20 minutes so that I
can show you what I do and how I get paid
because I've realized that you don't really
know. I do do it. Well. Other than the pills and
potions that you sell, know, I don't really I just need
20 minutes of your time so that I'll be happy
that you know, I do. And you'll be in a
better position to help me out as my brother. Does that seem fair enough? Yeah, of course. I'm home all evening tonight
if you want to pop round. Great seal it. There are some very
powerful language patterns in what Danny's just said to me. Without me realizing
it is made it very difficult for me not to agreeing to what
he's asking of me. First of all, Danny's
overall approach is passive, even
slightly defensive. Danny's acknowledged that
it's likely not for me. This makes me feel comfortable that he isn't going to put me in an awkward sale situation and so unlikely to agree
to his request. He then adds a little
more subtle pressure by leaning on the fact
that I'm his brother. And then by ending it requests with Does that seem fair enough? It really does make it
difficult for me to say no to what is actually
on the face of it, a totally reasonable request, Danny's go is simply to share the information and
collected decision. And by coming back
to me in this way, he creates conditions in
which I can objectively review what it is that is doing without feeling
under pressure. And who knows? Now I don't have to fight
off his sales tactics. I might just see an
opportunity in it for me. At the very least, even if the opportunity
is still not for me, I'll know exactly
what Danny does and how it can help
people so that I can confidently recommend him
his products and services on this business opportunity
to anyone that I think it would make a
good fit for from now on. So again, if you've already prospective
many people on level one without success, begin to think about what you
can say to them sincerely. That will encourage them
to buy into what you're doing and help you
achieve what you want. When you've listed
your level one prospects and you've put
some thought into how you usually
communicate with each other and the channel
that you use to do so. Then as soon as you feel that you've crafted and appropriate, comfortable, unnatural
approach, take action. There's never been a better
time than right now to do so.
4. Level 2: "Favour & Feedback": Level two is the favorite
and feedback level. The people that fall into level two or people that
you know quite well. But it may be not as close to as the people on your level one. It could be distant
relatives and extended family and perhaps
even friends of friends. Even though you're not as
close relationship wise, you'd likely no
level to people well enough to be comfortable
asking them for a favor. And they'd also be
comfortable asking you for a favor to you. Perhaps don't see each
other very often, and certainly not as frequently
as those on level one. So it certainly
clustering is friends, but your relationship
with them is not quiet as informal as
the close friends and family members we've
already spoken about on your level
one list of contacts. So Paul, would it be an
accurate description to say that these people may
be on your reading list, but you're probably not be too comfortable dropping in
on them on announced, as you might do with the
people in level one. Exactly. A good strategy to
prospect people that fall into level two is to invite them using the favor and
feedback approach. Most people are
pre-programmed to like to help others
if asked to do so. They're also preprogrammed
to freely express their thoughts and opinions
when given the opportunity. You see, when we take
people's desire to help and their willingness to
share their opinion and combine it with
offering a sincere, irrelevant compliment
about the person. We have created a
powerful cocktail that will often engage if the most resistance of
people and increase the chances of them readily agreed to what we're suggesting. And let's be honest. Who doesn't like
to receive a nice, sincere, and honest complement about themselves
from time to time. Let's demonstrate with
another role-play. For the purposes of this one, we want you to
imagine that Danny is once again a brand
new team member, but rather than
playing his brother, this time, I'm Danny's
brothers best friend. So as far as describing
our relationship goes, we know each other quite well, but not close enough
for me to be clusters, one of Danny's
level one contacts. I'm also a new way
self-employed Palmer. Remember that this is called the favor
and feedback level. So listen out for those
words and how they used. Hello Pete, the
polymer IP is done. Enrich. How are you? Hi, I'm Danny. I'm fantastic. Thanks. How are you? I'm great.
Thanks. Listen. I'll keep it brief because
I know you'll be busy hour mark tells
me that you've started your own plumbing business and that you're
doing brilliantly. Is that right? Yeah. It's going far better
than I expected. Actually, I've got work
coming out of my ears. Fantastic. That's great to hear me. You should be really
proud of yourself. Well, this is the
reason I've called you. Actually. I'd like to
ask if every possible. Okay. What do you need? Well, I've also started
my own business. And seeing as you are
doing so well with your new business at really value your expert
feedback on it. All I need is 20
minutes of your time to only posture and
get your thoughts. Now, I'm in your area
around 02:00 PM on Tuesday and Thursday
of next week, which they'd be best for you? Well, can you tell me
anything about it now? To be honest, I can't really do it
justice over the phone. I'd much prefer to show
your face to face. Okay. I understand. Tuesday will be best for
me to pm, Did you say? Yes, Thank you. That's
absolutely fantastic. I'll see you on Tuesday now. I'll let you get back
to your work and I'll take up no
more of your time. No worries. Done it.
I'll see you next week. Now. How do you feel that
went pretty well. We think conversation flows naturally and I as
Danny's prospect, I wasn't suspicious, wary, or alarmed by
either the approach or the language that they used, and they secured his
appointment without incident didn t hopefully, you identified the favor and feedback process throughout
the conversation. But if you didn't,
let's go through it. So after getting the
formalities out of the way, Danny very quickly paid
me a nice complement, stating that he'd heard
that I was doing well with my own new business and that should feel proud
of my achievements. He then went on to
ask me if I do him a favor and referred to me
as an expert in doing so. Let's talk a little about
human nature again. If we make someone feel good
about themselves by perhaps paying them as sincere
and honest complement like Danny did in the role-play. We create what's called a
privileged moment in which the person who has
been made to feel good looks upon your
more favorably. And because of that, if we were to ask something of them in this privilege moment, it's highly likely
that they will readily agree to what it is that
we're asking of them. Danny, then cleverly
use this complement to justify the reason
for his call to me. So having made me feel
good about myself, I was much more open to agreeing to what it was
that he was asking, namely to do him the favor. Of giving him my honest
feedback on his new business. Level, two contacts are
less likely to ridicule you for your language
and your behavior than those on level one, simply because they
don't have the kind of close relationship with you that gives them the
license to do so. That said, we still
need to be as elegant as we can be
with our approach in order to be able to create those conditions that open them up towards being able to share information and
collected decision, which this is the a
complement favor and feedback approach does
really effectively. Did you also notice how I
appear to be in a rush and immediately of reasons why
it make it a quick calm. Because a new poll
would be busy. It's important to
take control of the call and to keep
the coal brief. My absolute one and
only goal here is to set up an appointment to show up all my business presentation. The last thing I wanted to do is to get into a
long conversation, inviting poll to ask
me more questions, Becky may lose control
of the conversation. Unlikely, leading me
into saying too much, which might ruin my chances of getting my presentation
in front of Paul. Danny used a great
line in there which ensured that not only
was it a quick call, it didn't get drawn
into having to explain his new business over the phone without any supporting tools. If you noticed when I asked
him to tell me more about it, is skillfully deflected
my question by saying, To be honest, Paul, I can't really do it justice
over the phone. I'd much prefer to show
your face to face. Yes, it's common for
new team members to do brilliantly
with level two. They make the coal use the favorite and
feedback technique, get the appointment
in the diary. And then at the very
end of the call, the prospect ask them, Can you tell me a
little more about it? At this point in their naivete, they attempt to explain
the new business without any supporting
tools which can lead to the prospect
jumping to conclusions or prejudging what the
business is about, making a decision about it on the phone without seeing the
full information or facts. This very often leads to the newly confirmed
appointment being canceled. So at this point, we need to be able to get out of the situation to close the call. You've achieved your goal of getting your
appointment in the diary. You now need to avoid
getting drawn into unnecessary conversation
in which you might undo all of
your good work. Wine such as a visual thing or I'd much rather show it to you in the way we're showing it, if that makes sense, I'll
also very effective. But my personal favorite is I can't do it justice
over the phone. As it gives you a great
reason not to expand on it. Yet. I also feel that it creates a little bit of
intrigue with the prospects. Now, when it comes to level two, you may be thinking to yourself, so in order to be able to pay
them a sincere compliment, my advice to only approach people who have
their own business. And the answer to that
would be a definite no. You can find many ways to pair people are sincere compliment. The key is to use
a compliment that justifies you asking
them for their opinion. If I live approach Pete
and simply set Pete, I've started a new business and I need your opinion on it. Likely to wonder to himself why our value is
opinion so much. But by initially justify my
reason for calling him in particular by saying that either D was doing so
well in his business. So add value as opinion
on my business. It makes absolute sense to him. So it will be great if
you could do this with every person that you approach
on level two and above, if you can, firstly, pay them a totally sincere
compliment that justifies why you
value their opinion. Then you stand much
more chance of them agreeing to see your
business presentation. Now, here's a tip for you. If you're struggling with this and finding sincere compliments. In particular, try
this technique. Take a look at
your list and take each person individually
and ask yourself, why would I love to have
this person in my team? Now, it will come up with
a variety of reasons. Maybe you'd love
marriage to join your team because she's
fantastic with people. Perhaps Amanda would be
a great asset because she's run multiple successful
businesses in the past. And you think Mark would be
a great team member because he's always add his head screwed on when it comes to money. I'm like magic.
There's a complement and the justification
for contacting them. Married. You're great with people. I've started a business that
involves building a team. I'd love your advice on it. Or Amanda, you've always
been successful in business. I've gone into business myself and I'd be grateful if you could cast your eyes over it or mark, you've got your net scroll
down when it comes to money. I've just started me on business and would
love you to take a look at the numbers to make
sure that it all stacks up. My entire idea that if
there's someone in your list, we're really struggling to
find a sincere compliment for. Then maybe you
just might want to reconsider whether you really
want them in your team. Because one of the
great things about our business is that we get
to choose who we worked with. And how cool is that. Now it's your turn. Take your list and
identify all the people you know that would fall
into your level two group. There are usually many
more than on the level one list and wants done. Spend some time reflecting upon your relationship
with them. And what you know about them, what aspect of their personality or nature could you
compliment them on? What successes have
they had in life? What do you admire about them? Craft your approach with the following simple
two-step process in mind. One, pay them insincere
and relevant complement and to ask them in that privileged moment
to do either favor of providing you with their
feedback on your new business. And just that we
advise with level one people before you
make your approach. Take the time to ensure
that what you plan to say, how you plan to say it, through which channel
and at what location are all consistent with how you usually are
with these people. And once you're happy
and the approach you've crafted feels comfortable,
natural, insincere. Take action. Now, time for another
quick role-play. Again, pull this plane. Pete, the self-employed plumber, the best friend of my brother. See how you think this goes? Hello Pete, the plumber, I beat is done. Enrich higher. Danny, How are you? Great, Thanks. Listen,
it's just a quick go. I've started this new business and I'm really excited about it. I think there might be some
real benefits and if for you. Okay. Now, I'm in your area on Tuesday and Thursday
of next week. How soon can I poke around
and show you what I'm doing? Well, I'm free on Thursday
at the moment. What time? About 02:00 PM to PMs? Great. If I get an emergency, I have to reschedule, but
two PM is fine for now. Fantastic. See you then. Cheers for that,
Danny. How was that? When quite well, we think
no new conversation flowed easily and then got my appointment without
much incident into. But did you recognize
that script? It was the generic network
marketing script that I used earlier on level one when I was brand new on Paul play
the role of my brother. If you remember, he was
an absolute disaster. Paul gave me all
sorts of steak and resistance resulted
in me quickly losing my composure and any control of the
situation and new with me coming away without
an appointment and my confidence bodily dented. This time for some reason. I'm sure you'll agree it
worked much, much better. Why do you think that is Paul? We touched on it earlier, Danny is because
in this scenario, as a level to contact, our relationship is not
as close as it was when I played your brother a
close level one contact. Simply because our
relationship is just that little bit less
clothes and more formal, if you will, than
level one contacts. It's not really
appropriate for me to respond to you
with ridicule like I did previously in the
vast majority of cases level to contact simply don't
have the license to do so. You see, this is a great script used
in the right context. A major problem with
network marketing is that when we recruit
new team members, we get them excited
about their future and release them into the world
to target their level, warn people that
family and friends. Yet we're often guilty of arming them with a generic
level to script. And we wonder why
the two don't marry, and we invariably
suffer early rejection. We then tried to help them by saying that they're going to get loads of rejection and
the need to toughen up. And we use words
like perseverance, persistence, tenacity,
and determination. Yet, if you've been with
your business for awhile, think about when you first
started your journey. Would you say that you
are now much better at dealing with rejection
than when you first started. Of course you are. Why do we consistently
set people up for a tune of rejection
when they're most vulnerable and probably
still in there. I'm giving this a try stage. We'd like to use this example. Imagine that you've
decided to take a boxy your head down
to your local gym. And a trainer welcomes
you and says, Okay, put on those gloves
and step into that ring. Hover fight without
failure in there. Now it's called Mike
Tyson and he's going to punch you in the face
over and over again. Now, it's going to
sting a little at first. Get used to it. The sooner you can learn to
deal with that, the better. Now hopefully you've
had a little smarter yourself with that
because you see how ridiculous that would be to step in the ring with one
of the greatest fighters of all time without at
least first learning to avoid taking them
necessarily punishment. But hopefully, you also see how we often do the same
thing when we throw new people to the wolves without necessary preparation
for the rejection, they're going to
inevitably encounter. You've got a great
level two example oven. Yeah. Would you mind sharing it to bring level tool to life? Sure. When my eldest child
first started school, they opened us up to
lots of new people, parents of the children
in the same class. So we'd never met before. And as you stand there in the
playground in the morning, over time, new relationships
begin to grow. Now, I had my business
for a couple of years by this point and
I was working from home, so I would walk my son
to school with my wife. It was mainly moms. So my wife started
new friendships with the other parents much
faster than I did. I would usually just stand
there at the beginning, not really participating
in the conversation. I began to observe the
other parents more closely with an I2
building my business. One of the ladies, Katie
was a perfect candidate. She was bubbly, outgoing. She knew everyone, and
everyone knew her. She was involved
with the PTA and the governors and a
real people person. She was also a bank manager, so a professional too. I knew I had to somehow get
my business in front of her. Not being quite as
friendly where there is my wife was at
that point in time, it was difficult to introduce my business naturally
into conversation. In the limited time I might
see her in the morning. I decided I needed to
find a way to introduce my business which
would eliminate any awkwardness
and feel natural. So I decided that I'd give her a call and using the favor and feedback technique
leveraged her position with the bank as the
justification for my call. I got a number of my wife and after getting the
pleasantries out of the way, I said, I'm actually bringing
to us for a little help. Now, I know you're
a bank manager, so you're obviously amazing when it comes to understanding how money and finance and all
that kind of stuff works. Well, the company I work with, I've recently brought out
a new promotional DVD. And given your
background in banking, I wondered whether
you do me a favor, cast your eyes over it and
give me your honest feedback. She didn't think twice and
just said, yeah, no problem. She lived in the next village. I dropped it around the same
evening and we agree that she'd come back to me with their feedback in a day or two. The next morning, as I
walked into the school yard, she marched up to me with a DVD in hand and
said five words. I would never forget. Paul, I can do that. Oh, wow. I said as innocently as I could. I didn't think you'd see
an opportunity in it. What else do you need to know? And she had a
couple of questions which I answered over coffee, and she joined my
team that same day. And over the next few years, she built a huge team which
continues to grow today. You see in this scenario, pulls one and only goal
was to get Katie to watch the promotional DVD
regardless of the outcome. Remember a static previously, our role is to simply
to do three things. Show them what we do, show
them how we get paid. Offer them the
opportunity to give it a go and buy first pain
is prospect as sincere, relevant complement, and then
asking a favor of a pole massively increased his chances that she would do what
he was asking over. And Has he just demonstrated it paid
off handsomely foreign. Sopa. Katie obviously
saw an opportunity for yourself before you even got to the third step of asking her if she wanted
to give it a go. That's not always going
to be the case, is it? So how would you have handled
it if she'd simply donors, you'd said I simply critiques the video and maybe
come back to you with a list of
potential improvements. You've done the first two steps, the DVD shoulder, what you
do and how you get paid. But how would you offer them the opportunity to give it a go? You're right, Danny.
Fortunately, Katie saw the opportunity for ourself and practically asked to join, but that's not always
going to happen. If she had just come back
with a list of improvements, I would still make sure I offered the opportunity
to give it a go. I could've perhaps
said something like, thanks for the feedback, Katie. I really appreciate it. Hopefully you also picked
up on the fact that we're promoting a part-time
business opportunity. I'm curious, did
anyone, you know, spring to mind that it
might be a good fit for whilst you are
watching a friend, family member, or a work
colleague, perhaps. In fact, if it can be direct, Katie, is there any level of
interests from you at all? Love it. I like the way
that you all were. Almost make it an afterthought, asking if she saw an
opportunity for yourself, like you're not even planned
to ask her initially. Yeah. I think of this as
a two-step process. Firstly, I take a soft
indirect approach by asking her if it would be a good fit for anyone
that she might know. But then quickly make it more direct by asking her outright, what does she does see
anything in it for herself is largely irrelevant. I've achieved my goal of sharing the information and
collecting a decision. And that is exactly the point. Paul is a list of
people we need to share this information with and
collect their decision. Simple as that. Now, surely if
you've not been in network marketing for too long, you probably look
up the leaders in your company and aspire
to be like them, or at least to get to the
level that they have or isn't. Or it can be daunting to look at how far away into the
distance they appear to be. But I want to share
something with you. Every leader in your company and every successful
distributor, representative, or consultant
in the industry as a whole. They have a number. This number being the number
of people they've spoken to about their business before they reach their
current lofty position. Now, don't misunderstand
what I'm saying here. I'm not talking just about
the number of people who have joined them as a team
member or the customer. I'm talking about the
number of people with whom they shared information and collected a decision
regardless of whether they joined,
bought, or otherwise. Now, the unfortunate thing about this number is that of course, you don't know what the number
is until you get there. If you did, Let's reverse
engineer this for a moment. What if I had a crystal ball
and I could tell you that your number without
shadowed out is 200. That is, as soon
as you've shared your opportunity
information and collected a decision from 200 more people, regardless of whether
they join or no. You'll be at the level of those great leaders
in your company. Now, think about this. If I could do that. And let's say that
200 is your number. How quickly would you be able to speak to your next 200 people? Would it be one person
a day for 200 days, ten a day for 20 days? Or could you speak to
200 people tomorrow? How many people would you let
walk past your home if you knew that meal is stopping them and offering
them the opportunity, would get you closer
to your target of 201 thing I know for certain is that you probably speak to your next 200 people at Dan site faster than
you were doing before. And this is because
suddenly your mindset would change and yet actually be focusing on what matters
the most in our industry, which is the number of
people you're speaking to, rather than the number
of people who say yes, which you might possibly
be doing at the moment. So do it because I can
tell you that I have got a crystal ball and I have seen
your number and it is 200. So how quickly can you speak to your next 200 people without letting their
response negatively affect your powerful stuff, done it, as you point out, another hurdle this mindset
would eliminate will be team members attachment to the outcome of asking
for a decision. What often happens
is that people, especially the less
experienced ones, they allow the
negative effect of a decision that's
anything other than yes, to slow down or even stop completely the frequency with which they're prospecting
for their business. Of course, that's understandable on some levels
because rejection, if it's not framed properly, it can wear as all down. But the mindset that you've just described is a perfect way of reframing all the rejection
that will come your way. So it doesn't get in
the way of moving forward towards
those lofty goals. Also, I think that just about
wraps that level tuple.
5. Level 3: "The Development Level": Level three, Danny, is what we call the development level. Yes. And this is my favorite level, level three contacts
and those people in your life that you encounter
on a regular basis. But your relationship with
them isn't so close that you deem them to be level
two or level one contacts. They're typically people
that life puts in your way. So there could be people
such as local shopkeepers, business owners in places
that you regularly visit. Perhaps some parents from school who your cross paths
with on a daily basis. Neighbors you see as you go
about your daily business. People at the gym, basically, people you may see
regulate and whom you acknowledge on
your daily routines. Now, the reason I say that
this is my favorite level is that the very nature of level
three, afford your time. For example, if one
morning I've decided to approach one of the
other parents at the school gate when I
dropped off my kids. And when I get there, I see that they're talking
to someone who maybe I'm not too keen on or maybe the
chat into the ed teacher, then I can hold of my approach
and try again tomorrow. Because these people are put
in mind, we're regularly. I have the luxury of being
able to choose my best time to approach them as long as I don't wait too long
because if I did, I eventually run
the risk of seeing them at our next
opportunity evening on the arm if someone did find the right
time to approach them. Now your first goal
with these level three prospects is to begin to develop your
relationship with them in a natural, unforced way. So we recommend to start with small talk to break the ice. You'll usually find that
it doesn't take long before you uncover
some common interests, then it's a case of
simply continuing a conversation each time you
paths cross in the future. The goal over what may become an extended period of
time in some cases, is to embark on a data
collection exercise. Over time, you'll get to know these people
more personally and as the conversation progresses and they become
more comfortable with you, they'll feel happy disclosing to you their hopes and
fears about their lives, or as we call them, their heart burns
and hot buttons. Hot buttons are the things they aspire to or they
want more of in life. How burns are the
things they don't like and want to change
and move away from. Once we've discovered
this information, we can use it as leverage, a natural stage in
our relationship. We invite them to take
a look at our business. And this is because our network marketing businesses
very often the perfect vehicle for helping them address these heartburn
and hot buttons. After all, more money
and more time would solve most problems for most
people. Wouldn't you agree? One technique to move the
conversation towards talking about your business is to
use reciprocal questioning. The magic of reciprocal
questioning is that if you ask someone a
question about themselves, they're highly likely to
answer the question and then reciprocate by asking you the same or similar
question in return. So for example, at
its most basic level, if you were to ask
someone how they are, they'll usually reply and then
also ask how you are too. We see this in other situations, tuple, think about this. When someone sends you an
email or text message, that they start with a hope
you're well or how are you? We always respond by
answering their concerns, but then also we feel obliged to ask them
how they are too. There's almost a social pressure that makes us reciprocate
and ask them how they are, as we don't want
to come across as being impolite or uncaring. Likewise, if you were to ask someone where they're going
on holiday this year, once they've answered because of this unspoken obligation
and this social pressure, the highly likely to ask
you where you're going to. With this in mind, it stands to reason
then, doesn't it? That one of the easiest ways to get someone to ask us about our business is to firstly inquire as to what
they do for a living. Often, once they've told us
about their job or career, that preprogrammed to ask
us what we do in return. And this is where we take
their heartburn or hot button, which we've identified in
previous conversations, and combine it with a technique
that we picked up from network marketing legend
Tom Big Al writer. This clever technique
is called the, you know, how most
people approach. Perhaps a good way to
illustrate this, Danny, will be for you to
share with us one of your real life level
three examples. Yes. My daughter swims competitively, so she trains four or
five times each week. As a result, as you can imagine, we cross paths with
all the parents constantly and naturally,
friendships develop. Now, I became quite friendly
with one of the other dads. We began to sit together
and check regularly and assume thought that
he was a great prospect. However, instead of
suddenly prospect in him out of the blue and running the risk
of putting them off, quickly identified him as a
perfect level three prospect. So with that in mind, I began to ask him
questions about his life. Now, don't worry about
coming across as nosy or intrusive when
doing this, a promise year. Everyone's absolute number one favorite subjects in the
whole world is themselves. And the vast majority of cases, as long as you don't get too personal and cross
obvious boundaries, people will be all too eager to tell you all
about their life. After all, as I've just said, it's their favorite subject. So I asked him where he worked. He told me that it worked for
a large national company. So I inquired as to how
long it work there, to which he said that he joined
the company straight from school some 25 years earlier. Now, is he seemed willing to talk about this subject
is favorite subjects. Remember, I thought I pursue
it further and suggested to him that he must really
love his job after all, it never chosen to
leave in 25 years. This is where a grimaced and reveal this first
heartburn to me. It told me that he wasn't
particularly fond of his work, but in the current
economic climate, he was fortunate to have
such a secure job and he had a family or mortgage
and other bills to pay. Now, he was really
opening up to me now. So I do deeper still
by suggesting that, has it been there for so long? It must now surely hold a very high position within the business to which you drop the bombshell that there was actually a little
opportunity for promotion within the company
and that it was in fact, doing pretty much the same job. He'd don't when he
joined the business, has a school leaver some
25 years previously. There we had it. I
add his heart burns. The things that ideally it
would like to get away from. It was in a job
that I didn't like, a few career opportunities, but it was stuck because
like many people, he had a family and
he had bills to pay. Now, the old me might have instantly prospects
it in with my business. But as I'd already
identified him as a level three or
development level prospect as Paul described earlier. And I knew that I'd be in
this company regularly. I decided to keep
me powder dry for the time being and
took his heart burns away in your memory bank and decided to play a
little more patiently. It wasn't long before
he reciprocated and asked me what I
did for a living. As of course, social
pressure dictates. And it was at this
point that as planned, I took his heartburn and combined it with Tom
Schweitzer's very effective. You know, how most people technique the pool referred
to a few moments ago. Gary I said which was
a cracking start, Paul, because Gary was his name. If I'd call him Brenda
or Janis at this stage, I might have blown it
right from there, but no, I nailed it and I got off
to an absolute flier. Well done, done. A great start. Cheers man. I said Gary, you know
how most people like you find themselves stuck in a dead end job with
few career prospects. But they can't leave even
if they wish to because they've got families to
feed and bills to pay. Now, at this point, gary was nodding and I recall him saying something like Yes, exactly like me. Well, I continued. What I do is I show people how from their own
kitchen table, they can start
their own business. That they can dedicate
just a few hours per week to which over the
course of time, will grow and allow them to leave their job,
they feel trapped in, or at least that I was
drastically response. Well, how do you do that? My reply. Let me
show you an outcome, a presentation from above. You see in this example, Gary wasn't spooked or nerve by me prospect and
him so Solomon, subconsciously, He believed that he was
controlling the conversation. He'd asked me about my job and he was
blissfully unaware that my reply was based on the heartburn that had
extracted from him. Julian, our
conversation earlier, level three is a very
relaxed and forgiving level. It afford you time, time to develop
relationships and time to allow suitable
opportunities to arise, to introduce your
business naturally. If the situation doesn't
lead to naturally speaking to them about
your business this time. Then there's always
the next time. Just concentrate on
building relationships with people where you speak to
each other about your lives. And I can promise you
that they will eventually unnaturally unveil
their heart burns and hot buttons to you. Now, it's worth unpacking further a couple of
things Danny's just said. Firstly, he said,
don't worry about coming across as
nosy or intrusive. People love to talk
about themselves. Many years ago, on the
flight to New York, I believe a researcher
was instructed to strike up conversation with the person they were
seated next to. But instead of making it a
natural two-way conversation, the researcher was told
to keep the conversation explicitly about the other
person and their life. The researcher was asked
to simply listen intently, but also keep the
conversation going, resisting the temptation to make the conversation in any
way about themselves. When the flight landed. The unsuspecting
passenger who'd been engaged in conversation
was taken to one side and ask for
their opinion about the person they were seated
next to the researcher. Their response was that
they thought the researcher was one of the most interesting
people they'd ever met, despite actually
learning nothing about them doing the
entire conversation. So asking questions and allowing someone to talk
about themselves while simply listening and showing
a sincere interest is a proven way to quickly build rapport and increase
someone's liking of you. And when it comes to making
buying decisions, again, the science says, we prefer to say yes to those
that we like. Which means that by
listening intently while still allowing someone to
talk freely about themselves, you're increasing the chances
of them taking a shine to you and thinking give you
favorably and in turn, agreeing to take a look at your opportunity
when you ask them. Secondly, Danny said once he uncovered Gary's heart burns, the old me would have
instantly prospects it in with my business, whether we're aware
of it or not, we're always broadcasting
things about ourselves. We're sending
messages which others receive and interpret
it in their own way. And this helps them quickly
form opinions about us. The most obvious
way we broadcast is in what we say
and how we behave. Now, when it comes
to our businesses, the messages were
broadcasting through our words and
behaviors is crucial. In most cases, our prospects only frame of reference
for how you do. What we do is in what
they see us doing. The late great network
marketing legend Jim Rhone often said, to attract attractive people, we must be attractive. So with that in mind, it will be prudent to regulate, take a step back and
reflect on our words and behaviors and what we
might be broadcasting. Because if we're
all prospects seals doing isn't attractive to them, they simply won't join. For example, a very
innocent yet common error, especially with
new team members. For our only topic
of conversation with others to be about our
direct sales business. From your potential
prospects point of view, they're probably
thinking to themselves. If I gotten involved
in that business from what I see Paul doing, it looks like I have to spend my free time endlessly
badgering people into joining. A seemingly won't have anything else to talk about in my life. After all, it's all he
ever seems to talk about. I really don't want
to have to pester my friends or perfect strangers. Now, don't misinterpret
what I'm saying. Of course, we must talk
about our businesses, but we must also ensure
that we're presenting a well-rounded and varied life
outside of business too, so that we don't
unwittingly put others off. Totally pull. It reminds me
of a story I heard about a lady who used to be my
own team for room reasons, she left and she she joined another network that promoted
weight-loss products. Apparently, she'd gone to the city with a friends
for a hen party, and at the end of the night, they decided that they
would go for a query. So they found a local
Indian restaurants and went inside and sat in the waiting area until
a table became vacant, is they did not
booked in advance. When a table became free, all of the girls stood up to go into the dining area
of the restaurant. All apart from our hero
in this story, Joanne. Joanne wasn't having a
query with her friends. Instead, she decided to sit in the waiting
area or reached down into a handbag for some weight-loss bar of some
kind to chew on instead. Now, which part of what John did there is attractive
to a friend's. Now, I'm assuming that a
friend would have been on our list as potential potential
business consultants. So how many of them as they were getting
stuck into their status? Dia think we're looking at Joanne and thinking
to themselves, Wow, I'm going to talk to
John about that business. It looks fantastic. Just maybe Joanne could have had a meal with a
friends and chosen a healthier option to show that the business doesn't completely
take over your life. But she wasn't done yet. No. Not content with not joining
a friends for a meal. She took it to another level. Instead of sitting quietly, heat and a health bar. And Jen, we're keeping
herself to herself. She decided to prospect
the other people, perfect strangers, or also waiting for a table
to become vacant. Again, I ask you how many of
her friends were looking at a thinking that they
wanted to be doing that at 11 PM on a
Saturday evening, went out supposedly
having a good time. Paul. There's almost a paradox
in network marketing. And if you refuse to talk
about your business, you're not going to
build a business. But if all you ever talk
about is your business, then you're not going to
build a business either. There's certainly
a middle ground where you can talk
about your business, but you're not boring
people or making what we do look unattractive
to outside observers. Remember, a big selling
point of what we do is that we describe it
as a part-time business. If it appears to outsiders
that you never switch off. Claimed to be able
to work a few hours here and there loses
all credibility. So Danny, using the, you know, how most
people technique, if I was one of the parents that swimming and I
asked you what you did for a living and over
a previous conversation, you'd learned that I was working long hours and didn't
see much of my kids. How would you use
that heartburn? I could say something
along the lines of pull. You know how most
people like yourself, we're really hard to put food on the table
for the families, but as a result, see much less of the kids than they like. Yeah. Well, what I do is a Sheldon Hall from
their own kitchen table. They can start
their own business. They can dedicate
just a few hours per week to which over the course of time will grow and allow them to cook their hours and
see more of the kids. How'd you do that?
Let me show you. Okay. What if I asked you what
you did for a living? And over our previous
conversations, you'd learned that my heartburn was that I had pension worries. I could say, Well, do you know how most people like yourself to really have
a pension to speak of. And they worry about
how they're going to survive in the retirement years? I certainly do. Yeah. Well, what I do is I show people how from their
own kitchen table, they can start their own
business that they can dedicate just a few hours per week to which over the course
of time will grow. And similarly with many more
times the state pension. How did you do that? Let me show you. Okay. What if I asked you what
you did for a living? And in a previous conversation, you'd learned that
my hot-button was the either burning desire
to travel the world. I could say, Well Paul,
what I do is I show people with hopes and
ambitions like yourself, how they come from their
own kitchen table, build the business
that they can dedicate just a few hours per week
to which the law will allow them to have the time and money freedom to make
those dreams a reality. Do you do that then? Let me show you. Okay. What if I asked you
what you did for a living? And over our previous
conversations, you'd learned that
I'm a young mom on maternity leave and maybe had some concerns about going
back into the workplace because I fear it might have
moved on in my absence. And they didn't really want to leave my child with a carer. I could say, well,
Pol Pot, Pauline, you know how most
mothers who like yourself take time out of the workplace on
maternity leave. And sometimes they
don't really want to return to work
immediately afterwards because they fear the business might have moved on and they would rather spend much
more time with the child. I certainly do. Well, what I do is I show them how from
their own kitchen table. I hope you're getting this now. They can start their own
business that they can dedicate just a few hours per week to which over the course of time, will grow and allow them to leave the job or
cooked that ours at least so that they can spend more time with the child
in the formative years. Allowed to do that.
Let me show you. You see this is a very effective
level three technique, but you must understand the need to earn the right to use it. Because if you've not done
your groundwork beforehand by engaging them in
conversation and uncovering their heartburn
and hot buttons. Then you're guessing it there. Why? You're guessing the reason why your business would
be good for them. And it's very likely that you'll guess wrong. For example. Do you know how most people
work so hard to put food on the table that they don't get to see the cages often is the like, do they have you
met my kids know. But if I could show you a way how from your own kitchen table, you could start a business. That would mean you could
see much more of them. Would you be interested
in taking a look down the way they behave
in at the moment, I'd be much more interested
in looking at something. That would mean I'd say a
little bit less of them. Obviously, we're having
a bit of fun here, but hopefully we've made the point that doing the
necessary groundwork has done essays is absolutely crucial for this approach
to be effective. Reciprocal questioning
is a great technique, but it's quite reactive
as you're waiting for a prospect to ask you
about what you do. You could always be
more proactive in your approach and guide
the conversation yourself. For example, imagine myself and Paul had recently
had a conversation where they'd let it
be known to me that his son really wanted
to go to Disney, but Paul simply couldn't
afford it, just yet. I could maybe approach
poll a day later and says something along the
lines of, you know, how, when we were
speaking yesterday, you mentioned how some really
wanted to go to Disney, but money is a little tight
for you at the moment. We serious, deadly serious with strapped for
cash at the moment, but it won't stop going
on about it really. So how are we saving up for
that going on at the moment, saving, there's nothing to save. We spend every penny bit weird. So what are the chances
of you getting there in the next year or so while some is still
young enough to undergo, slim to none at the minute, it's simply not going to happen. So as a dad who wants to
give us kids everything, the dream of in life. How does that make you feel? It's very upsetting
to be honest, but there's no way we could get the money together that it
would take to get us there. So out of interest, how much money do you
think you'd need to save to make this dream
of sums or reality, to give them the
holiday of a lifetime, to do it properly? Between 5£6 thousand, I
would imagine really. Yes. Something like that. You'd want to make the most of a
trip like that wouldn't? Yeah. Totally. Of course you would. And I can see how much this
would mean to you. Yeah. It mean everything
to me as a dad. Well, if I could show you a way of earning the
cost of that holiday, working part-time with me without affecting
your current job, that would enable you to take
some to Disney next year? Would you be open to
taking a look at it? Next year? Really?
Certainly look at it. What is it whenever you go off an hour so that I can show
you what it's all about. We've got half an hour
now, put the coffee on. Or maybe you can guide the
conversation from the start and uncover people's
heart bears and hot buttons more directly. What about all this
doom and gloom in the news about recession
and unemployment? Danny, is your
company giving you an indication about how
it might be affected? Yes, ma'am. Room. And as they only this
week that there might be half of as made
redundant before tool. Oh, no, that's not good. What about your
jobs specifically? Well, have no assurances
that I'm safe. I just have to hold the arm in the look of 50 per
cent of the keyboard. So what she plan, plan? I don't really have one, although I've loved
me spending on the lottery from a
fiber to a tenor. So I've doubled
my chances there. Okay. If you don't win the lottery, what then will have no idea, Paul, I've worked
here for ten years. I'm not really that skill
to do anything else. Would you look for
something else or retrain? I'd probably have to
look for something else, I suppose, although
exactly what I've no idea. And I don't fancy
going back to school to learn another trader my age. To be honest poll, I've
got no plan whatsoever. I'm trying not to
think about it. That's understandable. Listen. If I could show
you a way of earning an additional income working
alongside me part-time. So if the worst was to happen and you were
made redundant, you would at least have
a financial safety net already in place
in the short term, would you give me 20
minutes of your time to at least take a
look and have a look. Of course, if you feel
that it's something I could do, why is it great? What have you got
20 minutes so I can show you what
it's all about. I've got 20 minutes now. Great. Let's grab a couple of coffees. Now it's your turn. Who do you see regularly
because of life circumstances? People who you can
now start to develop a better relationship
with the neighbor, you merely on nodding turns
with stop and chat and find out the spouse's name and where they plan to go
on holiday next year. The other parents at school who always seems to get
parked next to you, but your relationship has never developed beyond
the daily smile. Find out where it is that
she rushes off to each day. The main activity on level
three, the development level, is simply speaking to people
and then letting them speak. As we said earlier, it's simply a data collection exercise
in which the listening out for what they're
looking to escape from and what they're
looking to achieve more of in their life. So that you can use
those heart burns and hot buttons as leverage to increase the chances of you sharing your business
opportunity with them.
6. Level 4: "The Opportunist Level": Level four is all
about being prepared. You may recall at
the beginning of this training we stated
that everyone you know, will fall into one
of the five levels. Well, that's not strictly true because by
their very nature, level for people won't be on your contact list that people that you don't know
at all and whom you highly unlikely to
ever see again. And you'll find that you're
usually having a short-lived, often onetime
interaction with them. They could be a
tradesman in your home. It might be a delivery person, an assistant at a shop that
you don't often visit, a bartender in a pub
that you're new to Canvas or asking you for your opinion for a
survey in the street. Or even somebody that
you start chatting too, whilst waiting for
a bus or a train. You usually don't
have much time to build rapport with
level for prospects. So we need to be prepared
with a technique that builds that rapport as
quickly as possible. So we're going to go
through another role-play. In this instance, I've popped into a pub
for a quick drink, and Danny is the
bartender whom are quickly identified as
a promising prospect. Now, before we start, I want you to watch
out for something. There's a great
opportunity coming up, Paul to prospect me. See if you can identify it. Now. Don't put
pressure on yourself. If you knew, you
might not spot it. But if you've been in network
marketing for awhile, I'd expect you to recognize it. Even, sir, what
can I get for you? I'll just have a coat, please. Please. Thank you very much. And as you change.
Thank you. Thank you. So did you spot it? Okay. Okay. We're obviously having a bit of fun
with you there. Well, at least we hope it's obviously because if it isn't, you've got bigger problems than this training can
ever help you with. But in all seriousness of you ever been in that
situation in a bar, a shop, or elsewhere, and you've spotted the
employee there and you've thought this woman is
getting a business card or this fellows
getting prospects it only for 30
seconds or so later, you're walking away,
scalding yourself or losing your nerve and seen another
opportunity pass you by. I'll admit that I have done a especially in my early days. Me too. I think it happens to
us all at some stage. So let's do it again. Same scenario, but this
time we're going to use a very effective three-step
technique that will ensure that the
previous situation need never happen again. Here goes. Even, sir,
what can I get for you? I'll just have a coat,
please call me and I know it's busy in here
tonight, isn't it? Yeah. There's a football
match on TV in an hour, so it's going to get
absolutely packed in there. It'll be fantastic. I can't wear well, really, most people don't
like being too busy, but you seem happy about it. Yeah, I love it
when it's even in the atmosphere is tremendous
and the night just flies by. Good for you. It's great
to see someone who clearly enjoys the work
as much as you do. You're obviously
a people person. Yeah. I'd like to
think I am. Thank you. Bobby £3, please. There you go. Listen. I'm a recruiter
for my company. We're always looking for bright, outgoing, friendly
people like you. Can I give you my business card? You have got to take a look at that website and
if you like what you see, give me a call on that number. Well, okay. I'll definitely get a look. What's it all about? Well, now it's not really
the time to get into detail. You're working and I wouldn't
be able to do it justice. How soon do you think you'll
be able to look at it? Well, I just get out of
here around about midnight, so I'll get a look at
it tomorrow morning. Gray, as I said, if you see anything of interest, give me a call because I've
loved to work with you. Yeah, of course. Cheers. So far, we've talked about a
simple three-step process. What is the three-step process? Firstly, open up conversation. Secondly, pay them
insincere complement, and then thirdly, use that complement as
the reason for inviting them to take a look at
some simple enough. So how did you do all of that
in the previous role-play? Firstly, I opened up
conversation and establish some rapport with your saying it's busy in here
tonight, isn't it? Well, Simple as that pole. The point is, you
really don't have to be Jonathan Ross or
David Letterman, the idea, now, the goal is simply to get the
conversation started. Anything is better than
the awkward silence when I was stood there like a lemon
in the previous role-play. Okay. Makes sense. So
then what digital? Once again, I paid you
are sincere compliment. Okay. How did you do that? I said, it's great to see someone who enjoys their
work as much as you, you're obviously
a people person. I then use that complement
as the reason to invite you to take a look at my business when I handed over
my business card. And how did you do that? I said I'm a recruiter
for my company. We're always looking for bright, friendly, outgoing
people like you. Well, I'll poll, if I
can just stop you there. Pull the six words
that are so powerful. I'm a recruiter for my company. Remember how we've talked about complementing people
throughout these sessions? If you think about what
those actually mean. So when Paul said, I'm a recruiter for my company, we're always looking for bright, outgoing, friendly
people like you. He was basically saying, I get paid to find great
people and I think you'll want now who wouldn't feel good if someone
said that to them? I remember what we
stated earlier, that by getting someone to
feel good about themselves right before you ask
something of them. It makes it many times
more likely that they'll agree to do
what you're asking. Soluble carrier. As you might expect, this isn't a 100%
guarantee technique. Most people will engage
in conversation. Most people will take your card or whatever it
is that you're offering. But there's certainly no
guarantee that they'll take the time to have a look at whatever information
you're sharing with them. However, having open
up conversation and attempted to
build some rapport, paid them as sincere compliment, making them feel good about themselves before inviting
them to take a look. We've used a simple
and easy to remember process that dramatically
increases the possibility. There'll be intrigued
enough to at least take a look what Paul is
really effectively done. There is a touch of positive feeling to the
business card is passed to me using a very effective NLP
technique called anchoring. By paying me a compliment is ensured that when I
get home that evening and I emptied my pockets is business card will come out
and I will immediately be transported back to the
bar earlier when we add our conversation on Paul made me feel really
good about myself. Because of this, I'll be much more likely to take a
look at his website. Anchoring is always working in our everyday lives
and it uses many, if not all, of our senses. Have you ever been on holiday? There seemed to be one song
played more than any of them. And he soon becomes
the theme tool for your holiday. Of
course you have. In fact, I'd go step further. And guests that you could
tell me a list of places, years, and theme songs
of past holidays. When you get back home
to your normal life and maybe you're in your
car on your way to work, not in the best of moods. And suddenly that song comes on the radio for few seconds. It transported back to
your holiday experience, all of the feelings and emotions that you enjoyed
when you were there. That's anchoring,
working audibly. But it also works with
the other four senses. As we've just explained, level for prospecting is not
a 100% foolproof technique due to the fact
that you don't know these people or have an existing
relationship with them. Level for prospecting might turn out to be lower yield
than the other levels. But I'm sure you'll
agree with us that when these
opportunities arise, you might as well have a
system for speaking to people. After all, what do
we have to lose? Well, before we go
into level five, what I've noticed
is that you didn't ask me for my details. We often hear the phrase such as the fortune is
in the follow-up. That's right. In brief, Danny, I'm looking
for people who are looking. I'm certainly not averse to ask him for contact details so I can follow up if
the conversation has gone particularly well. And of course, if
you can do this, your chances of success
are likely much higher. But I only really want to
be dealing with people for whom the timing
is right, right now. I don't want to be wasting
time chasing people who need to be convinced or coerced
into joining my business. In my experience,
I've found that if I have to convince or
coerce someone to join, that I usually have
to convince them to use the products
and services. And then I have to
convince them to attend trainings and meetings. And then always further time
having to convince them to start making prospecting calls to their family and friends. All of that is wasted time, which can be better spent
looking for and working with people who were ready and enthusiastic to build
a business right now. And also on top of
that, new team members, they're not always
comfortable asking strangers for their
details out of the blue. The very thought of it could easily be a step beyond
what they're prepared to do and might have
them running for the hills before they've
even got started. What we're seeing is
that this business can be a little scary at first. To demonstrate, take a look
at the following sentence. Success lies just outside
your comfort zone. Now there's one
word that I believe is the most important
word in that sentence. What do you feel is the most important
word in that sentence? Just write it down if you like. The correct answer is just success lies just
outside your comfort zone. And I'm going to
explain the reason why. Sometimes in our
industry we get brand new team members excited about what they can achieve
in the new business. And we encourage them to do something that is massively outside of their comfort zone. And to do this, we have
to motivate them to an extremely heightened state. The problem is, if and when this activity doesn't
quite achieved, the desired results that come down from this heightened
state is huge. And we often see
new team members experiencing massive
disappointment. And in many cases, this is devastating enough
for them to quit the business completely with stretch
their comfort zone so far, so quickly that the elastic is snapped and they're
gone for good. Now, I'm not saying that people shouldn't leave the
comfort zones far from it. But being just outside your comfort zone is
definitely enough. If asking a stranger to
take a look at your website on your business card is
outside your comfort zone, then do that for awhile. If posts inner leaflet through someone's letterbox feels
outside your comfort zone, then do that to start with. Pretty soon, you'll find
that these activities become easier and within your
new comfort zone. You can then push
it again and again. And before you know it, you'll
be doing activities with the relative comfort
that you could only have dreamed
about not so long ago. You'll soon be given
out business cards to prospects and asking
for their details or knocking on that
door to follow up on the leaflet you posted through the letterbox a
few days earlier. But comfort zones are best
stretched inch by inch, not mile by mile. Again, it's now your turn. What tools be at
a business card, a brochure, or some other
promotional material. Can you use when
you're out in public? Make sure you have a
plentiful supply with you and ensure you also memorize a
simple three-step approach. We've just outlined. One, open up conversation to pay your prospect
of sincere compliment. And three, use that complement
to justify inviting them to take a look
and then take action. After all, who's to say that the next bartender,
waiter or waitress, barista, or shop employee isn't desperate for the
opportunity you have to share. They could well become
your next superstar.
7. Level 5: "The Chicken List": So who's left to categorize
on your list as small, unique group of people that often have the same
thing in common. You're reluctant, perhaps even afraid to approach them
about your business. Usually avoided approaching these remaining people
because you slightly intimidated by them due to their perceived
success or stature. And that's why we call
it the chicken list. You might think that
they would have no need for your
business opportunity. Or you may even feel that
they would think that network marketing was
beneath them in some way, risking inviting ridicule
and potential embarrassment. They usually respected people with authority and influence. You may have subconsciously
put them on a pedestal. It's okay. We all do it. They're usually people such
as our boss or our Xbox. Perhaps successful
local business people that we might know. Police officers,
counselors, teachers. As you can see. And as
Paul has just described, they usually people
who commanded level of authority, influence,
and respect. And as you can imagine, approaching them can
feel quite daunting. So here's some great news. If you're new or relatively
new to network marketing, you don't need to contact them. Know, your sponsor or
a leader from Europe line will let you invite these people to take a
look at what you're doing. Don't be reluctant to ask that, likely looking forward
to helping you do it. Of course, you
might not be making these calls to your own level five prospects at the moment. But in time, you will
have team members in your down line that
you'll need to do it for on their behalf. So it's well-worth learning and understanding how this works. So let's bring this to life
with our final role-play. I've recently sponsored a lady
called Sarah into my team. She's excited and
eager to get going. We're having a
planning and strategy meeting and we're starting to talk about the people on her contact list that
she's been compiling. The name of her former
boss Danny comes up from what she
tells me about Danny, he sounds like a
likely prospect, is already a successful
entrepreneur, ambitious, with a great reputation and
an outgoing personality. I've suggested to Sarah
that she contacts down here to share her new business opportunity with them. But she's reluctant. She's uncomfortable approaching
Danny because she hasn't earned a great deal from a new
business herself just yet. She doesn't feel that she's got sufficient credibility
at this stage. This is perfectly
understandable. So I simply take the
responsibility of prospecting Danny away from Sarah
and with her permission, make the call on her behalf. Hello? Hello. Can I speak to Danny Rich, please? Speaking. Hi, Danny. My name is Paul Robinson. You don't know me, but
I believe we've got a mutual friend in Sarah
who used to work for you? Yeah, that's right. How is she? Is she okay? Oh, yeah. Don't worry. She's absolutely fine. I'm guessing from your
reaction that you haven't heard from
Sarah in awhile. No, No problems instead of
for about a year or so Now. Okay. Well, as I said, there's
nothing to worry about. Danny. The reason for the call is that Sara and I have
recently gotten into business together and your name came up in conversation
this morning. She described you
as being a smart, ambitious, motivated,
successful type of person. Does that sound about right? Yeah, I think just some
real quiet peripherally. They're fantastic. Well at the moment donee, all we're doing is simply
making people aware of our new business and then asking them for some
honest feedback. If I got some
information over to you, would you be prepared
to take a look at it as a favor to Sarah? Yes. Of course, I do that for
Sarah. It'd be a pleasure. Tremendous. Thank you. What's your best
email address, Danny? Art smart, ambitious, motivated, handsome
goal getter.com. Okay. I've just sent over
some information now. It should take you around ten minutes to
browse through it. How soon do you think you'll be able to take a look at it? I'll get a look at
it this evening. Great. So if I call you back at the
same time tomorrow morning, you will have looked
at it and you'll be able to give me your
honest feedback on it. Yeah, certainly. That'll
be absolutely fine. Gray, I'll call you at
this time tomorrow. Thanks, Danny. Thanks, Paul. How easy was that? Again, we've used
a simple process, this time a six step process. At the start of the call, I quickly mentioned that
we have a mutual friend. By saying this, Paul instantly warms up the
conversation slightly. He's gone from what is pretty
much a cold call to be in a call from someone who I have something
in common with, and then informed Danny that
Sara and I have gone into business together as a
businessperson myself. This gets my attention
unbiased poll some more time, or tell Danny that it
was described to me as a smart, ambitious,
motivated person. Again, Paul is pay me
a sincere compliments. That justifies the
reason for the call, as well as making me
feel good about myself. Creating one of those
privileged moments that he spoke about
in an earlier lesson. Having created that
privilege moment, I then asked Danny for a favor, as we know from earlier
in this training, asking something of someone in that privilege
moment dramatically increases the chances
of them complain. So Paul is now in a
great position to ask, to ask is flavor and they
expect a positive reply. I asked Danny how
soon you can look at it by using the phrase, how soon paul is ensuring
that I commit to taking a look in a timeframe
that is chosen by me, rather than me agreeing to look at it sometime
in the future. As the timeframe
is on my terms are much more likely to follow
through with the commitment. Finally, I asked you if I call them back at
this time tomorrow. It'll definitely
have looked at it. Yeah. And just to
finish off Polish, confirming and getting
further commitment from me and also preparing me to expect a follow-up call for
my honest feedback. The outcome of Danny
reviewing the information I've sent over is
largely irrelevant. Remember, our role is simply to share information and
collect a decision. So now it's your turn. Who's on your chicken list? You may not even consciously realize that you've
avoided prospecting them. But we can bet that there are
people on your list who you feel a little intimidated
about prospecting. We promised that if you
have a supportive of line, there'll be absolutely delighted to help you make these
prospecting calls. So why not ask them
to do so right away.
8. Bringing It All Together: Course Summary: So that's the five
levels of formality. Sure, you'll agree
that it really is a simple framework
for helping you craft personalized and effective
prospect in approach is based not only on your existing behaviors
and relationships, but also on a lot
of common sense. We urge you to instill the principles of
the five levels of formality into your everyday
prospecting approach. So that the techniques
we've just outlined become ingrained in your subconscious and everyday approach to people. You'll soon be
naturally identifying people as prospects on
their respective level. And you'll be approaching
them accordingly. You will then be in
a position to teach these techniques to your
team to ensure that they're maximizing
the chances of prospecting effortlessly
and successfully. Rather than having
them experience early disappointment that might see them leaving the business without really
giving it a chance, taking their untapped on doubted potential
away with them. Remember, no one knows
the true nature of your relationships with your
family, friends, colleagues, and acquaintances
better than you do when it comes to prospecting
scripts and approaches, one size doesn't fit all. And if you ever hear yourself verbalizing a script
that doesn't feel comfortable for you than
it most likely isn't the correct approach
for you to be using in that situation. So have confidence in
your own judgment. You are more than capable of creating your own
suitable approaches and word patterns that will
soon become natural overtime. You will soon begin
to come up with word combinations that
feel natural to you, rather than phrases
that work for someone else who speaks with an entirely different
speech pattern and possibly a
different dialect. If you're saying something that feels uncomfortable to you, your prospect will pick
up on this immediately. Remember, practice
makes progress, so allow yourself to be a work
in progress to start with. As with any skill in life, you'll improve the more you try. Not one of us ever mustard
walk in at the first attempt, yet most of us now do so
without even thinking about it. Why do we expect ourselves to be the finished article and
everything else from day one? Earlier, I said the key to significantly improving
the chances of getting our information in front
of a prospect is in understanding that the language
in scripts that we use, she'll be relative to the existing relationship that
we have with the prospect. The moment that you do or say anything that is not
congruent, consistent, or is out of context with your existing relationship
with a person, is the moment you
actually invite resistance and rejection
and often even ridicule. Hopefully this makes
much more sense now that we've shared with you the principles of the
five levels of formality. And remember, as network marketing legend rules
that a little tells us he or she or makes the most
business presentations, wins.
Paul Robinson Danny Rich, The 5 Levels of Formality
