PROSPECTING

							                           PROSPECTING

Most associates don’t do enough marketing.

Most new associates only have a few good prospects – with no new
prospects on the horizon. That’s scary!

To conserve the few prospects they have, they beg, cajole, nurture, flatter
and wait for their prospects to make a decision. With only a few prospects,
They are:
    Terrified of asking people to join
    Scared to ask their new associates to purchase sufficient tools to build
      a business,
    Scared of rejection
    And broke!
Without a large group of qualified prospects to choose from, we settle for
lower quality, unmotivated distributors. That’s a vicious cycle that forces
people to quit the business in frustration and disgust.

When you advertise, you get what you ask for! If you advertise for a
program that requires no work, you’ll get people who don’t want to work.

If you advertise for long-term prospects that are willing to learn, then you
attract stable prospects that will invest months learning your business.

Don’t look for fish on dry land. Spend your time surrounded by high-quality
prospects that want to join your company.

Who do you talk to?

    People you know – Center of influence (Warm Market)

         1. Create your prospect list. Remember you are just prospecting so
            DO NOT PREJUDGE. If you think of their name, they go on
            the list. All you are going to do is offer information.

         2. Referrals
    People you don’t know (Cold Market)
       1. Use the 3 Foot Rule
               These are people you come in contact with every day at
                the grocery store, in an elevator, shopping, at the car
                wash, at the airport. We use FORM
                F=family
                O=occupation
                R=recreation
                M=money
Then say, ―My company is expanding in this area and is looking for a few key people to
fill out our team in Portland. I can’t promise anything –it isn’t for everyone, but if you’re
interested, here’s my card and some information. Call me at tomrrow at _______.‖(Get
their name and phone number. You must follow up. Follow up is everything in this
business.)
          2. Ads, flyers, postcards, direct mail (these methods are expensive
             and are rarely profitable unless you can afford to do them on a
             massive scale.)
          3. Yellow Pages, Internet, and promotional methods.
          4. Purchase leads from an opt-in list
Start in your own backyard and build a local team first. Engrave this inside of
your forehead: Some will, some won’t, so what! Next!

               TELEPHONE PROSPECTING

      If you are just starting your business, we suggest you make at least 5 to 10 three-
       way calls with your upline support team sponsor before attempting calling on
       your own. This is an important concept to learn and duplicate as you develop your
       PPL business.
      Your only objective in the first telephone session is to establish an appointment
       for your prospect to take a LOOK and get the FACTS. At the appointment, they
       can decide for themselves about the membership or the opportunity.
      Before calling, get your attitude in order. People will listen much more to how
       you say things than to what you say. Remind yourself why you are working to
       build your business with a quick review of your exciting personal goals.
      You must assume a positive outcome to the phone invitation—assume they will
       be interested.
      Be sincerely enthusiastic. Put a smile on your face and in your voice.
      Have your list of people to call handy, and determine how many appointments
       you want to make before you start the session. Commit to work until you have
       reached that goal.
    Be friendly, but professional. You will want to project a serious attitude blended
       with realistic excitement.
      Sell the appointment, not the Membership or the Opportunity.
      Keep your appointments current, booking no more than two or three days in
       advance. (If they are way in advance, agree to call the day before to confirim the
       appointment.) If they are unable to give you an appointment soon, arrange to call
       them back later.
      Be organized and keep track of your calls and results.
      Tape-record your conversations periodically to review and refine with your upline
       sponsor. You can’t watch your own golf swing.

Here are a few phone techniques that have worked really well for us.

We collect business cards of people we meet at Chamber of Commerce meetings,
professional organizations, trade shows, and other gatherings of people. We then send
them a little note saying that we enjoyed meeting them. We enclose our business card.

Later we call them back and say, ―I really enjoyed meeting you the other day. You kind
of stuck in my mind because I was impressed with how friendly and outgoing you
seemed (or whatever you noticed about them that is sincere and a compliment.) I don’t
know about your position at XYZ company, but are you open to offers? (Most of the time
they will be flattered and say ―I might be if the offer were right.) Say, ―You may or may
not be interested. but Portland has been targeted as a high growth expansion area by my
company and we are looking for people who want to work part-time out of their home. Is
your interest great enough at this point that if I were to shoot a CD (or video or tape) out
to you, you would commit to watching it? (If they ask what it is, tell them your company
helps people with legal problems whenever they need it. Verify where they want the CD
sent and get off the phone.)

Another variation of this technique is to get the names of people from rosters,
professional directories or the newspaper. Say, ― Hi, John. This is (your name.)
You don’t know me from Adam, John, and to be honest I don’t even remember who gave
me your card (or name) but at the time I was looking for some key people to help with
my company’s expansion. Are you keeping your career options open?‖

If they say they might be, ask them some questions about themselves and their
background. Share why you think they qualify to work on your team. If they say they
appreciate the compliment but they aren’t interested, ask them whom they know at work
who might be open to your opportunity.

Cold leads from lists: ―Hi, __________. My name is _________________. Your name
recently came across my desk as someone who might be open to working part-time from
their home to earn extra money. Is that true of you?‖ If they say yes, interview them by
asking if they have ever had their own business or done any sales? Do they have any
network marketing experience? If you think they are a good candidate, three way them
into a 4 minutes recording, send them to your website and send them a Get Paid Daily
CD. Set up a time to call back. (If they say they don’t know anyone, RUN! Keep
looking. It takes just as much money and time to train a poor prospect as a good one.
Small business Telephone script:
We have tried making cold calls and leaving literature if the business owner isn’t
available but it takes too much time, effort and money. It is much faster to use the
telephone—you are sorting through a large number of contacts to find those who are
interested in your product and are willing to give you an appointment. The first time you
call, say to the receptionist: ―My name is __________________and I represent Pre-Paid
Legal Services. I need to speak to whoever makes the legal decisions for XYZ co. Would
that be you?‖ If the person isn’t there, get their name and call back at the time the
receptionist suggests.

―Hi, ___________. My name is-------------------. I represent Pre-Paid Legal Services. We
work with small businesses to help them have access to the legal system at a price that
hopefully doesn’t put you out of business. Attorneys are expensive. I called to take a
thirty seconds with you to see if your business qualifies for our service. Are you
incorporated? How many employees do you have? Is your business address different
from your home address? You do qualify for our ____________plan (If not inc. or if they
are an LLC, they can use the family plan to cover their business.) The purpose of my call
is to set up a 15-minute time slot so we can stop by and show you how the plan would
work. I was wondering if next Monday or Tuesday would work for you? Do you prefer
mornings or afternoons?‖ (It is important that you not pause after you say what the
purpose of your call is. You must immediately ask them what day they prefer or some
closing question.) If they ask questions about what it is, tell them one bullet point of
information and then go back to setting the appointment.

(If they say they are too busy, tell them you work with busy business people all the time
and are flexible—offer to take them to breakfast, lunch or meet in the evening if they are
home-based and have a wife who needs to give her approval.)

 (If they ask you to mail something –tell them you used to do that but people usually
don’t understand it and that the most efficient way is for you to stop by and quickly
explain it.) Get the appointment. Last resort email info or fax it –only mail if you can’t
get out of it. We have gotten some appointments after clients have reviewed the
information. We also have several who aren’t interested. The more people you expose,
the more business you get.

If they tell you they have an attorney that they have used for a long time, comment that
you are glad they realize the value of using an attorney to handle the legal system. I tell
them I appreciate that they are very satisfied and comfortable working with their present
attorney. I also ask how often they use an attorney and for what reasons. I again try to set
the appointment. If they have too many employees for a small business plan, I approach
them for a group if they have employees who might not have access to an attorney like
they do. I again ask for the 15-minute appointment to bring the group proposal over.
More times then not, I get the appointment. Assume they are going to give you the
appointment! (Afternoon is good time to get decision maker’s name and best time to call
from the receptionist.) A.M. 7:30-10:00 is best time to reach the decision maker and set
up the appointments.

Another variation which has worked very well for us is to email them information from
the website on the plan they are interested in. Send them to the website and call back. We
close many over the phone and enter them in our website. (You didn’t just read that, did
you?) or have them visit your site and do it themselves.) Some will want an application
and want to mail it in. We have been able to sell many business plans in other states this
way.