Free training on referrals (Transcript)

How to Get Unending Referrals And Enroll More Distributors Now

Overview

Copyright Priceless Possibilities www.PricelessTrainingTools.com 760-208-1382

www.PricelessTrainingTools.com

Jayson Lara

Text

Jayson Lara

Jayson Lara


Overview



Jayson Lara


Overview


Getting Started

4 Major Components

2 Simple Conditions

Absolute Certainty

What’s Most Important?

Building Rapport

Summary of How to Get Referrals Effectively

Getting More of What’s Important

Your Ideal Client

Asking for Referrals

How to Contact Your Referrals

The Reason for the Call

4 Qualifying Questions

3 Way Call

Pain vs. Pleasure

Summary

Overview


Jayson Lara


Overview


“How to Get Unending Referrals and Enroll More Distributors Now” is a simple, yet powerful system that can workwonders for any distributor!

Now as you’ve just heard, this program can literally change your life. That’s a bold statement, but one Michael isconvinced is absolutely true, when you practice this system. This proven system is made up of four key components thatwill motivate others to want to give you referrals, and then show you how to invest your time with only people who areseriously interested in your business so you can substantially grow your business.

In this tape program you will learn how to stop wasting time, energy, and money with people who aren’t reallyinterested in your business. After all, how does it feel when you have to talk with strangers to try and build yourbusiness? How does it feel when someone promises to show up for a meeting and never shows, or even calls? You willalso learn how to only invest time with people who are really interested in your opportunity.

This system will help you quickly identify and attract key leaders. What’s it like when you’re around someone who ispassionate about your business? Imagine what it would be like to work with an organization full of passionate leaders.You will also have a lot more time to better support those who’ve already enrolled in your organization. How might yourbusiness be different when you have the time to really support your key leaders?

Last but definitely not least, you will have a lot more money and free time. You’ve heard of the benefits of building alarge organization: you could spend lots of quality time with your loved ones, travel wherever you want, live in yourdream home. Isn’t time that you get to live the life of your dreams rather than watching someone else do it? Welcometo “How to Get Unending Referrals”, designed specifically for network marketers by Michael Price of PricelessPossibilities.

Michael has had many tremendous successes in the area of sales, marketing, and working with networkers. Yet, itwasn’t always that way. In the 1970’s he dropped out of college three times, couldn’t hold down a job, and ended up in1980 at the age of 22 with literally fourteen cents in his pocket and sleeping on someone else’s couch, as he couldn’teven afford to pay rent. He was thousands of dollars in debt and wasn’t exactly what you would call a success. At thispoint, you might be wondering, “Why should I listen to this guy?”

Well, as a result of his many learning opportunities, in other words, what others would call failures, Michael made adecision in 1980 that changed his life forever. He heard a saying that said, “If you want what we have, then do what wedo.” Michael began to study very successful people and noticed that these people had certain common principles thatthey apply to their business, as well as their personal life. Michael became an avid student of studying these principles ofsuccess and has continued to do so, with a passion, since 1980.

As a result of studying the principles of success and applying them in his own life, Michael has been able to turn his lifearound dramatically. He believes that if he can turn his life around, then certainly anyone can because it’s the principlesof success, when applied that must create success. Michael utilized these principles of success to accomplish thefollowing:

In 1982 he became the #1 sales rep for the entire country selling alarms. Initially, he felt like quitting because door todoor commission sales was difficult, and he wasn’t making any sales for quite some time. He didn’t quit though, andnever quitting is one of the key principles of success in network marketing. If things haven’t gone your way so far, justdon’t quit. Listen to this tape repeatedly, apply the four key components for this program, and you will maketremendous improvements in your business.


Jayson Lara


Overview


Then he got a job with a major division of NCR, a fortune one hundred computer company. Michael was required to takein-depth sales training for six months before he could even talk to a customer. After studying diligently to master theprinciples of sales for six months and then applying them over the next few years, he became sales rep of the year forthe entire country. This was quite a contrast to the days when he had fourteen cents in his pocket and sleeping onsomeone else’s couch. Was it luck that turned him around? Or rather investing his time to master the principles ofsuccess?

Michael attributes his tremendous sales successes mainly to his system to attract unending referrals. Using this system,you will generate an unlimited amount of referrals to be able to drastically change the way you qualify prospects so thatyou only invest time with people who are seriously interested in your products and services. Imagine what that will dofor your business!

After working for NCR for five years, he left and became involved in network marketing in 1990. Michael also decided tostart his own business and opened a travel agency that grew at an average rate of 48% per year for five years to over 6billion dollars a year in sales. Now this was an astounding feat when you consider the fact that the travel industry wasexperiencing record bankruptcies, down-sizings and mergers. Michael’s track record shows that the principles of successwill work, even in a down industry. Just think how well they will work for you when applied to the network marketingindustry, which has been growing at a dramatic rate.

While Michael owned his travel agency, he created a no-cost promotion that went to 5.8 million City Bank cardholders.City Bank paid for the printing and distribution of an ad for Michael’s company that had the phones ringing non-stop foryears. Imagine what can happen to your business when you learn how to motivate other individuals and organizations toinvest their time, energy, and yes, even their money to give you referrals.

Michael later sold his travel agency to focus on his passion of supporting others by creating a professional trainingcompany. Before Michael began his own training company he was one of only ten trainers paid by Tony Robins Companyto travel around the world and support Tony at his live, public seminars. This enabled Michael to learn, first hand, manyprinciples of success by studying Tony, and many other world class trainers that Tony considers as his mentors.

In addition to the four key components of this program, many of these principles of success are sprinkled throughoutthese cassettes. These principles are invaluable when acted upon. So give yourself the gift of listening to this programrepeatedly.

While doing his own seminars, Michael began to get rave reviews from networkers, which led him to create productsand programs exclusively for networkers. He has received outstanding endorsements from some of the top moneyearners in the network marketing industry, as well as top experts such as John Milton Fogg, editor of “Success” magazineand “Upline” magazine, Tom “Big Al” Schreiter, the top trainer in the networking industry for over twenty years, andJohn Kalench, founder and president of “Millionaires in Motion”.

And now, with no further a due, it’s my great pleasure to introduce the man whose passion is to support networkers bycreating powerful tools and programs to help you live the life of your dreams: Michael Price of Priceless Possibilities.


Jayson Lara


Getting Started


Congratulations for investing in this tape set because successful people know that the best investmentyou could every possibly make is to invest in yourself so that you learn more. When you learn more youcan earn more and your income will be like a sign I saw in an office that said: ‘Your salary raise becomeseffective when you do.’

I would also like to acknowledge you for listening to this tape because you’re doing something that avery small percentage of the population is willing to do. You are taking action on your dreams. You see,it takes action to produce results and you’re doing something about your future. Most people are talkingand hoping and wishing that their life would get better. Yet, they are sitting at home watching theincome reducer. By the way, you do know what the income reducer is right? It’s the television set.Because the more you watch it, the more it reduces your income.

According to insurance statistics, by the age of 65 95% of the people are either dead or dead broke, andvery few are financially free. Doesn’t it make sense that if you learn what the financially free peopleknow, and you do what they do, then you too can be financially free. So what are the financially freepeople doing that the other 95% aren’t?

They invest in themselves, the take lots of action, they have a vehicle to get them where they want togo, and a system to get them there quicker. You’ve already demonstrated that you’re willing to invest inyourself and take action. So what do I mean when I say that financially free people have a vehicle to getthem where they want to go and a system to get them there quicker.

Let’s first talk about the vehicle. A vehicle is designed to get you from point A to point Z. Now, somevehicles work better than others, don’t they? For example, imagine that you’re on a porch, and you seea rocking chair. Now, you sit in the rocking chair and you begin to rock. It goes back and forth, back andforth, back and forth. It really works well if you want to go back and forth, doesn’t it?

But what if you want to go somewhere? For example, what if you live in the suburbs and you want to godowntown? Would the rocking chair ever get you there? Of course not, and why not? Because it wasnever designed as a vehicle to move you from one place to another. It was always designed as a vehicleto just go back and forth, back and forth. I’m sure you get the message, right? It will never change.

Now, what if you were to get in a Ferrari and go downtown? Couldn’t you get there just a little bitquicker? Of course you could, provided that you know how to drive it. You see, you could have one ofthe fastest cars in the world, but if you don’t know how to drive it would you ever arrive at yourdestination, at least in one piece? Probably not, or at least it might take you a very long time.

So why am I talking about a rocking chair and a Ferrari? Well, in life there are many different financialvehicles that will allow you to go from point A to point Z. In other words, from broke, or as some peoplewould call it, way past broke, that’s where you owe thousands of dollars, to financially free. Now somevehicles, like trading your time for money, are designed to go back and forth, back and forth, back andforth, and will never get you to point Z or financial freedom.


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Getting Started


Most jobs, which as you know stands for “just over broke”, that trade time for money, follow the typical40/40/40 philosophy. So if you haven’t heard of that, here’s what it is. You work 40 hours a week for 40years and try and live off 40% of your income that you couldn’t live off of in the first place. You can betthat’s not what successful people are doing.

Other vehicles like network marketing allow you, just like the Ferrari, to get where you want to go muchquicker if you know how to operate them. Again, this is where a proven system is critical. Again, youcould have the world’s best vehicle, just like the Ferrari, but would never get where you want to go ifyou don’t know how to drive it effectively, and that’s why financially successful people have a system,which is what this tape program is all about. This tape program is a proven system for generatingunending referrals.

I acknowledge you for your very wise decision to get involved in network marketing, which is also knownas multi-level marketing or direct marketing, because it’s a vehicle that allows the common person toearn an uncommon income. Direct marketing is word of mouth advertising which has been proven to bethe most effective way that people make their purchasing decisions. Don’t you trust the word of mouthadvertising, in other words, a referral, from a friend much more than a paid advertisement from acompany?

Network marketing is a vehicle that allows you to earn income from the efforts of other people. Jay PaulGetty, one of the richest men in history, said that he’d rather have 1% of the efforts of 100 people than100% of his own. Also, according to Forbes magazine, the 400 richest people all own their ownbusinesses. Think about that. They all own their own businesses, and therefore earn money from theefforts of other people.

According to a CNN poll, 87% of the people surveyed said they’d like to own their own business if itwere affordable. Network marketing is a vehicle that allows you to own your own business and, in mostcases, for a very minimal investment.

Now compare that with owning a franchise or a traditional business. According to a survey of the top100 franchises, you would have to invest over $200,000 just to get started with a franchise. Now, I don’tknow about you, but I wouldn’t want to invest over $200,000 just to start a business. But, what do youthink is the number one reason why there are lots of people who are willing to invest that kind ofmoney? Because, successful franchises have a system to generate profits. These people are investing alot of money just to have a system for success.

The important question is, do you have a system for generating referrals effectively, and then, does thatsystem help you to quickly sort through the people to immediately determine who is serious aboutgetting involved with your opportunity so you use your time wisely.

It’s critical to your financial well being to learn how to master a system for referrals and get excited,because that’s what you are about to learn.


Jayson Lara


Getting Started


Now if you decide you don’t want to invest over $200,000 to start a franchise, what about starting yourown traditional business? Do you really want to have the legal and tax liabilities, employee headaches todeal with, office space, and the requirement that you must be open for business or you are losingmoney?

Meanwhile, what if you choose the vehicle of working for someone else where you trade your time formoney to achieve financial freedom? What’s happening in the corporate world? Companies are down-sizing, resizing, and merging at an all time record pace. Many workers who thought they had a “job forlife” are rudely awakened to learn that they’re now looking for a job after working for a company for 10,20, or even 30 years.

Did you know that the largest employer today is a company called Manpower which is a temp agency?What does that have to say about the stability of working for a company?

And how about our good ole’ government system for Social Security? Is the vehicle of Social Securitygoing to take care of all of your needs when you retire? Not hardly! Did you know that the SocialSecurity System is expected to be bankrupt by the year 2029? And is it any wonder that in a study, therewere more Generation Xers that believe in UFOs than in the Social Security System? Think about that!

So, you made a decision to get involved with the vehicle of network marketing. You may have noticedthat approximately 95% of those involved aren’t getting the results they really want. Why is thathappening? The 95% that don’t have the results they want haven’t learned what the 5%, that are livingthe life of their dreams, already know.

So, what do the top 5% in network marketing know that the other 95% don’t know? The top 5% havelearned how to apply certain key principles of success in networking. Of course, in order to apply the keyprinciples of success, you must first know the key principles of success.

So, what might you guess is a key principle of success in network marketing? Successful networkmarketers have a system for attracting lots of referrals and then they sort through the referrals for keyleaders. By having a system for attracting and sorting through lots of referrals, they can find enough keyleaders, and have the time to train their key leaders to duplicate their system.

People who aren’t having the success they want in network marketing, don’t have a system forattracting lots of referrals, and therefore spend lots of time trying to convince people to get involved intheir opportunity.

People who are convinced usually end up quitting, and the person doing the convincing has little to notime to effectively train people to duplicate a system that isn’t working in the first place.

This system on referrals is guaranteed to produce results for you when you work it. It’s kind of like thelittle black box in an airplane. Doesn’t it seem like no matter how badly a plane crashes, they alwaysseem to find that little black box so they can figure out what happened? And if you’re like me, have youever wondered why they don’t make the whole plane out of that same stuff?


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Getting Started


Now, these tapes are comprised of 4 simple concepts that build on one another to create a powerfulsystem that will help you enroll more distributors. And when you teach others in your organization toduplicate this system, you can live the life of your dreams. Therefore, I strongly urge you to listen tothese tapes repeatedly and do so with a pen and notepad in a place where you can really focus onwhat’s being said.

Successful people listen to tapes repeatedly so that they know the principles of success so well that theycan apply them in any situation. Get excited! Because you’re now about to learn how you can become atop money earner and remember, when you learn more, you will earn more.


Jayson Lara


4 Major Components


There are 4 major components that are addressed in this tape.

Number 1: Learn how to meet just two key criteria so that you can be comfortable asking anyone forreferrals.

Number 2: Learn how to ask for referrals effectively so that anyone will want to give you referrals.

Number 3: Learn how to contact your referrals so that they are glad that you called, and they’re open tohearing your opportunity.

Number 4: Learn how to ask just four key questions so you only give presentations to people who areseriously interested in your business opportunity.

Again, when you learn how to master these four components of how to get unending referrals you willsubstantially increase your income and live the life of your dreams.

Now, some of you might wonder how I can be so confident to guarantee that you can substantiallyincrease your income and live the life of your dreams. Well, let me ask you a few questions and thesewill be very easy answers so no one will fail this test, don’t worry.

When you add 2 + 2, what result will you get? Of course, the answer is 4. Now, how often will you getthe result of 4? Will you get 4 some of the time, most of the time, or all of the time? Of course, you’ll get4 all of the time. And would it matter if you are young or old when you added 2 + 2? How about if youare rich or poor? Educated or uneducated? Will it matter if you are a man or a woman? Will it matter ifyou’ve never added 2 + 2 before? It won’t matter, will it? You must always get the result of 4 when youadd 2 + 2.

Now, why must you always get the result of 4 when adding 2 + 2? Because there is a mathematicalprinciple or law of mathematics that says, whenever you add 2 + 2 you must always get a result of 4.Again, it doesn’t matter whether you are young, old, rich, poor, educated, uneducated, whether you area man or a woman, or whether you’ve never added 2 + 2 before, because there’s a principle that, whenapplied, must always work regardless of who’s applying the principle.

Let me ask you another question. If I held a pen three feet off the ground, and there was nothingbetween the pen and the ground when I let go of it, would it hit the ground some of the time, most ofthe time, or all of the time? Whether you are young or old when you drop the pen? How about if you’rerich or poor? What if you’re educated or uneducated? What if you’re experienced or not with droppingpens? Whether you’re a man or a woman? It won’t matter will it? And why must the pen always hit theground when you let go of it? Because there’s a principle or law of gravity that will have anything thatyou hold above the ground, drop to the ground once you apply the law of gravity. Again, does gravitywork some of the time, most of the time, or must it work all of the time? Of course, the answer is all ofthe time.


Jayson Lara


4 Major Components


Now, let me ask you a very exciting question. Do you think that someone that produces successconsistently does so by coincidence or luck? No. Success leaves clues, and there are certain principles ofsuccess just like mathematics or gravity that, when applied, must produce the results of success.

Have you ever heard about one of the greatest books of all time called Think and Grow Rich? It’s anundisputed classic and world renowned. And why does it continue to sell millions of copies when it wasoriginally written back in 1937? Because it is comprised of principles of success that work. Theseprinciples worked then and they’re still working today, and guess what? They are going to continue towork in the future. Not some of the time, or even most of the time, but success must occur every singletime when you apply the principles of success.

So when you apply the principles of success, could you be successful if you’re young? What if you’re old?What if you’re rich? What if you’re poor? What if you’re not a college graduate? What if you’re a man?Don’t hold that against us, guys, right? What if you’re a woman? What if you’ve never applied theprinciples of success before? Can you still be successful? Of course you can. You must always achievesuccess when you apply the principles of success regardless of your present situation. It doesn’t matterwhere you are right now.

So what if you’ve never been involved in network marketing before? Or what if you’ve been involved fora long time and never achieved the results you desire? Doesn’t it make sense that you must also achievesuccess when you apply the principles of success to network marketing? Of course you will, so getexcited!


Jayson Lara


2 Simple Conditions


So let’s begin with the first of four major concepts of this tape system which is learn how to meet justtwo simple conditions so that you can feel comfortable asking anyone for referrals.

Now, could someone who isn’t interested in your opportunity know others who are very interested? Ofcourse they could, and that’s why successful networkers ask anyone for referrals. After all, are mostpeople really satisfied with their income and working conditions? Studies show that an overwhelmingpercentage of people aren’t satisfied with their current livelihood so doesn’t it make good sense to askanyone if they’re interested in changing their situation?

Why don’t most people ask for referrals even though we know that it’s the fastest, it’s the easiest, andthe most cost effective way to build your business? Because people make decisions based on emotion asopposed to logic. And are most people comfortable with asking for referrals? Logically we know that it’sin our best interest to ask for referrals but emotionally it doesn’t feel comfortable. Are you askingeveryone for referrals?

Imagine, what if everyone wanted to give you referrals? What if they literally thanked you and calledyou to give you referrals? It’s a concept isn’t it? How would you feel about asking for referrals underthose conditions? What if I could show you how anyone would want to give you referrals when youmeet just two very simple conditions? Isn’t that something that makes you sit up and listen a littlecloser?

So, what are the two key conditions? Give your prospect greater value, number one, and number two,give them certainty. You do these two things and anyone, not some of the people or most of the people,but anyone will give you a referral. Let me give you some examples of this.

Consider this, if you had a five dollar bill would you be willing to give it to me if I gave you a twentydollar bill in return? Of course you would. Now would some of the people, most of the people, or wouldeverybody give me their five dollar bill if when they give me a five, they’d receive a twenty in return? Ofcourse, the answer is everyone. Again, these questions are going to be really simple questions. Ok?

Now, what if I had a one dollar bill? Would you be willing to give me your five dollar bill for my onedollar bill? Of course you wouldn’t. Now, would some of the people, most of the people, or would noone give me their five for my one dollar bill? Of course, the answer is no one.

By the way, if there is someone out there who would give me their five for my one, please contact mewith your name and address as soon as possible. Now, in all seriousness, why would anybody be willingto give me their five for my twenty, but no one give me their five for my one? The answer is very simple.Anyone will give me their five for my twenty because I’m giving something in return of greater value,and no one would be willing to give me their five for my one because I would be giving them somethingof lesser value.

And let me ask you this question. If I was willing to give you twenty dollar bills every time you gave me afive dollar bill, would you give me a five dollar bill some of the time, most of the time, or all of the time?Of course, you’d give me five dollar bills all of the time. You might think that I’m a little out of my mind,but you’d keep giving me five dollar bills all day long, wouldn’t you?

Now, what if you ran out of five dollar bills? Would you borrow five dollar bills from your friend if everytime they lent you a five dollar bill, and you gave it to me, I’d still give you a twenty dollar bill in return?Of course you would. Now, what if your friends ran out of five dollar bills? Would you even ask a


Jayson Lara


2 Simple Conditions


stranger to lend you a five dollar bill, if every time you borrowed a five dollar bill from a stranger andgave it to me, then I would still give you a twenty dollar bill in return? Of course you’d ask a stranger.

You mean, you’d even ask to borrow money from someone you didn’t even know? A total and completestranger? Why would you do that? The answer when examined is quite simple. You’d be willing to ask acomplete stranger for something when you believe that you’ll get something of greater value for youreffort. Think about the power of that for a moment. You’d be willing to ask a complete stranger forsomething when you believe that you’ll get something of greater value for your effort.

Now, what if your five dollar bill had the same value to you as a referral? Would you give me yourreferral in exchange for my twenty dollar bill? Of course you would. Again, if your five dollar bill had thesame value to you as a referral, would you give me your referral for my one dollar bill? Of course youwouldn’t.

So what’s my point? Anyone will be willing to give you a referral when you give them something ofgreater value. Not some of the people, not even most of the people, but everyone. Now, this may soundvery simple yet, it is the first condition that must be met in order to get anyone to give you referrals.

Asking for a referral is nothing more than making an exchange. Getting someone to join your businessopportunity is nothing more than an exchange. If people aren’t doing an exchange with you, in otherwords, if they aren’t joining your business opportunity or giving you referrals, then you aren’t meetingthe first of the two conditions necessary to have people doing exchange with you.

When you give people something of greater value, they will always want to do an exchange with you.It’s basic human nature. Anyone will be willing to give you a referral when you’re willing to give themsomething of greater value.

So, how specifically does this apply to referrals? Well, doesn’t it make sense that if you’re meeting thetwo conditions necessary for anyone to do an exchange regarding referrals, then anyone will be willingto give you a referral? Of course it does.

So let me ask you this question. What if, in your mind, a referral is worth five dollars? In other words,the value that you that you place on giving someone a referral is five dollars. Now, would you givesomeone a referral, again, five dollars worth of value, if the other person gave you nothing in return? Ofcourse you wouldn’t. And often I’ve seen people asking for referrals without ever offering anything inreturn.

Again, would you give someone a five dollar bill if you got nothing in return? Of course not! So is it anywonder that people don’t give referrals when they aren’t offered anything in return? Wouldn’t you bemore likely to give someone referrals when you get something of greater value in return? Of course youwould.

Now, every referral has a different value for each person. For example, for some people, the value ofgiving out a name doesn’t matter to them and they might have a low value of one dollar for a referral.For someone else, they might place a higher value, such as twenty dollars, on giving out a referral andfor others, giving out the name of one of their good friends or business contacts might have a muchhigher value such as one hundred dollars.

So under the example that I just gave, with the one dollar, twenty dollar, and one hundred dollar valuefor each of three different people, under that example, how many exchanges might occur if you’re


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2 Simple Conditions


offering twenty dollars for a referral? Probably only one person because the person who values areferral at one dollar would gladly give you their referral for a twenty dollar bill, but the person thatvalues their referral at twenty dollars might not because there’s no win in it for them, and the personthat values their referral at a hundred dollars definitely wouldn’t give you a referral if they only gottwenty dollars in return.

What if, however, you were able to increase that twenty dollar bill that you were offering? In otherwords, increase the value, and make that twenty dollar bill a five hundred dollar bill. Using the previousexample, how many people would now be willing to give you a referral? All three of the people.

The person that had a twenty dollar bill would now find it worthwhile to give you their twenty for fivehundred, and the person that wouldn’t give you their one hundred before, would now give you theirone hundred for five hundred.

Do you see how by just increasing the value of what you offer for a referral, how you can increase thenumber of people who will give you referrals? Now, you might be wondering, how would I apply thisconcept to what I do? Now I’m not saying that you always need to give money in exchange for referrals.As a matter of fact, money is often the number five or six motivator for many people depending on whatstudy you read.

So, what are some other ways, other than money, that can add value, and therefore, increasesomeone’s likelihood of giving you referrals? Acknowledgement or praise is often rated one of the topmotivators for many people; yet, most people overlook this simple yet powerful concept. So howspecifically can you use acknowledgement to motivate someone to want to give you referrals and why isit such a great tool?

Specifically, you can do some little things, such as use the person’s first name, and you’d be amazed athow just using someone’s first name makes them feel that they’re special. Of course, you’ll want tomake sure that you have their permission to use their first name if you don’t know them well. Also,you’ll want to make sure that you don’t over use it as well.

Another way to acknowledge someone is to notice something specific about them or what they’ve donethat you sincerely appreciate. The key here is to be genuine and to be specific. For example, if you wereto tell someone that you think they’ll be successful, that might not mean very much to them. However,if you were to tell them that you’ve noticed how they’re always showing up to opportunity meetings,how they’re consistently investing and learning more about their business, and how they’re alwaysasking great questions from people who’ve achieved lots of success, and therefore, you feel confidentthat they’ll be successful. That would be a lot more meaningful to the person you acknowledge becauseyou’re being specific which makes the acknowledgement much more valuable.

The reason why it’s so important to begin a conversation or a meeting with an acknowledgement is thatdeveloping rapport, which is the ability to get along well with someone, is a key requirement for mostpeople to do business.

For example, there’s a saying I like a lot that says, “People don’t care how much you know until theyknow how much you care.” When you begin a meeting or conversation with someone by taking the timeto first acknowledge them, then you’ve made them feel special and noticed. People in general love tofeel special and are willing to do almost anything to receive the attention that makes them feel special.That’s why some people do drugs, join a gang, and act out in many ways because it gets them the


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2 Simple Conditions


attention which makes them feel significant. Now of course, I’m not suggesting do drugs or join a gangor act out, but pay attention and notice that acknowledgement or making someone feel special is veryimportant to many people.

So, what might be some other positive ways that you can help people to feel significant? One thingthat’s worked extremely well for me is to always ask others first if there’s anything that I can do tosupport them. You’ll be amazed at the response you’ll get from others when you first, genuinely askthem if there’s anything you can do to help them. Most people are so amazed that they usually can’tthink of anything they need, but they will turn around and ask you how they might be able to supportyou.

There’s a basic principle called reciprocity where people feel motivated to give to you when you’ve givento them. Just like gravity, reciprocity works and that’s why it’s so critical to ask first how you might beable to help others.

I’m going to share with you a little story for example. A few years ago I was in Hawaii. I was one of ahand full of trainers paid by Tony Robins to support him at his live public seminars in doing a trainingwith other trainers. And part of the training was, we were playing paintball. Tough training wasn’t it?Paintballing in Hawaii, I know, but you know somebody had to do it. So anyway, our team was not doingthat well. And there was a team, team six, that was beating, they were creaming, everybody. And what Inoticed was people from other teams kept coming up to team six and asking them, “How are you doingthis? What’s your secret?” And as they did this, team six stood there with crossed arms and didn’tdivulge their secrets to anyone.

Now, after we just recently played a team, team number two I think it was, there was a woman on ourteam named Jane. Jane went up to team six, the team that had been creaming everybody, because teamsix was getting ready to play team two, and Jane went up to the people on team six and said,

“Hey, you know, I noticed you’re getting ready to play team two, and we just played them, and there’s afew key tactics that some of their people employ and I thought I’d share those ideas with you.” And asshe began to share the ideas with them, immediately, I noticed, that their crossed arms quickly droppedand as soon as Jane was done, with no expectation in mind, sharing all of the key ideas that team twohad utilized to try and beat us, team six immediately asked,

“Hey, what can we do to help you?” She said, “I noticed that you guys have been doing pretty well,what’s your secret?” And immediately they began to tell her. Remember the point of this story. Givefirst, give unconditionally and you’ll be amazed at how other people will immediately stop their agendasand will ask how they can support you.

Another powerful tool is to take time and look people in the eye. Now, I know that these things maysound like they don’t mean much, and yet I’ll invite you to use them consistently. You’ve probably heardabout most, if not all, of these things yet the question is, are you doing them all? If you know somethingbut you aren’t doing it, will you get the results?

Why not put some thank you cards on your desk? Hand writing thank you cards works wonders. Make ita habit to send out at least 3-5 hand written cards every day and teach your organization to do the samething, and you’ll be amazed at the results.


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2 Simple Conditions


Now, will you get results immediately? Maybe not, probably not, but I can guarantee you that it’s thelittle things that are done consistently over time that produce major results. Of course, the opposite isjust as true. The small things neglected consistently will have a dramatic effect over time. You can counton it.

For example, what would happen if, just for today, you didn’t brush your teeth or you didn’t shower?Probably nothing major, certainly you wouldn’t die right? Now, what would happen if you didn’t doeither one of these things for a week? You still probably wouldn’t die but others wouldn’t be willing tohang around you for long. I’m sure you’re getting the point, aren’t you?

Now, what are some other ways to offer something that is extremely valuable in exchange for referralsyet doesn’t cost you a lot of money? Let me ask you a question. What’s really important to yourprospect; the actual cost of something or the perceived value it has to them? Of course, perception iseverything. If you spent twenty dollars on something that they feel is only worth one dollar would theygive you five dollars for it? Of course not. And what if you spent only one dollar on something that has aperceived value of twenty dollars to your prospect? Would they give you five dollars for that? Of coursethey would. So the key here is perception, not what you’re actually spending. That’s why that you wantto really increase the value of what you offer for a referral it doesn’t mean that you have to spend a lotof money. In fact, I would suggest that you find ways to increase the value without increasing your costat all.

One great way to do this is to ask yourself and others, “What’s a great way to increase the value that Ican get for a referral without increasing my cost?” Keep asking that question again and again. Andanother great question would be, “What would be another way?” Keep asking yourself and the peoplein your organization these questions and I’m confident that you’ll come up with some great ideas.

For example, after asking myself these questions I came up with the idea to offer a vacation certificategood for three days, two nights’ accommodations in many beautiful resorts valued at hundreds ofdollars that only cost me fifteen dollars. I offered one of these certificates as a raffle prize to anyone thatprovided me with two referrals on the back of a business card at a training I did and generated hundredsof referrals, making my cost literally pennies per name.

Now, for the people who are really motivated by money, you may want to offer cash for referrals, and Iwould pay cash rather than a check because it has a greater perceived value. Aren’t you more excitedwhen someone gives you cash rather than a check even though it’s worth the same exact thing? Again,remember that it’s the perceived value that is important to your prospect and not the actual value.

If you’re offering cash, I would only offer it in exchange for the referrals that do business with you. Inother words, only pay for results. If you need to offer cash I would strongly suggest that you know thevalue of your average customer and offer the person that gave you the referral as much as possible upfront. Now you did hear me correctly. I said as much as possible up front. And why do I suggest that yougive as much as possible up front? Why do you think that most network marketing companies have afast start bonus or a coding bonus? Because they know that most people that don’t see a return in theshort term end up going elsewhere.

That’s why it’s very important when you’re offering someone something in exchange for referrals, thatyou reward them as soon as possible and as much as possible up front. Again, I strongly suggest that ifyou’re offering cash that you only pay for results.


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2 Simple Conditions


Second, what do I mean by knowing the value of your customer? Well, if your average customer buysproducts from you that generate an initial bonus of $75, and on-going commissions every month of $25,then that customer would be worth $75 to you immediately, or up front, and another $300 over thenext 12 months. That’s $25 a month times 12 months. It might make a lot of sense to offer 100% of theupfront $75 commission as a referral fee immediately if, and hear me clearly, if the average customerstays on for a long time. Let’s say for 12 months, generating you $300 in commissions over the next 12months. That’s why I’ve seen many very successful companies even take a loss up front when they knowthat they will more than make up for it on the back end.

For example, some department stores offer what are called “Loss Leader Products”, meaning that theyadvertise a special at such a low price that they may even take a loss on the product. And why wouldthey do that? Why would somebody take a loss on a product? Remember this phrase, “The bottom lineis the bottom line.” The bottom line is overall profit.

When they advertise a product at such a low cost, they know that it will generate so much traffic to theirstore, and that the average person will buy three additional products to where the company will make100% profit on those products to much more than offset the Loss Leader Product. Again, the bottom lineis the bottom line. That’s why some people who don’t want to give away much upfront miss out on a lotof referrals. While those that offer as much as possible upfront generate a lot more ongoing business.

Remember, again, remember that cash is not the number one motivator for most people.Acknowledgement or attention is the number on motivator for many people. In reading Mark and ReneYarnell’s fabulous book called, Your First Year in Network Marketing they stated that the few times thatthey’ve cried in public was when they were acknowledged for helping others. The times when they weremost touched was when others would stop to give them a phone call to thank them for making such adifference in their life. Never, ever underestimate the power of acknowledgement.

Now, earlier I talked about knowing just 2 simple principles that will make sure that anyone will want togive you a referral. I’m sure you remember the first principle that was needed in our five dollar versustwenty dollar bill example, right? It was that you must offer something of greater value which is why Ijust went over the many different ways that you can increase value for someone to give you a referral.


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How To Get Unending Referrals And Enroll More Distributors Now

Absolute Certainty


Now, what’s the second condition that must be met in order for people to do an exchange? In otherwords, to either join your opportunity or give you referrals? What if someone thought a five dollar billfor a twenty dollar bill? Now, that sounds too good to be, what? True, right? Haven’t you ever felt thatway at one time or another? Were you willing to do an exchange when you felt that something was toogood to be true? Or didn’t you find yourself hesitating? Or telling someone possibly that “You know, Iwant to, uh, think about it”?

Now, how often do you get calls from people at a later date saying they want to think about it whenyou’ve asked them for referrals? Doesn’t it seem like you’re a lot more likely to get hit my lightning thanto get a call from someone who said, “Hey, I wanted to think about it, now I’ve got a referral for you.” Inall seriousness, when people feel that something is too good to be true, they either hesitate, they wantto think about it, or they don’t take action. And why do they hesitate? Because they don’t havecertainty. Key word here is certainty. They don’t have certainty that their decision will work out well forthem. People don’t want to lose. People want to win. Everyone wants to win.

Now, when you have absolute certainty that whenever you give someone a five dollar bill you’ll get areal twenty dollar bill would you ever hesitate? Of course not. So, if someone hesitates to get involved inyour business opportunity, or if they hesitate in giving you a referral, it’s because they don’t haveabsolute certainty that they will win. In other words, they have doubt that they’ll get more value thanwhat they’re offering. That makes sense doesn’t it?

However, when you are meeting the two conditions necessary for an exchange, again, number onegiving more value and number two creating certainty, then anyone, anyone will be willing to do anexchange, which is all that getting a referral is about.

So how specifically do we increase the certainty for people we want to get involved in our businessopportunity, or for those we want to get referrals from? Well, one great way is to providedocumentation in writing. Another great way to increase certainty is to get documentation from anauthority, such as someone in a professional position.

See, it’s one thing to say a certain doctor, lawyer, or magazine said something about your product, yourservice or your company, and yet it’s much more powerful to show evidence in writing that someone inthe position of authority gave you an endorsement. For example, even if someone doesn’t want to getinvolved in your business opportunity, make sure, first, that you thank them because remember,successful networkers sort rather than convince. Then show them documented evidence as to whatothers have to say about your opportunity.

Now, just because someone isn’t interested in your opportunity at this time doesn’t mean that theywon’t be impressed with the documentation proving how great your products, service, and company is.When they have more certainty that you and your company have a lot to offer, they’ll be much morelikely to offer you referrals.


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Absolute Certainty


Another way to increase certainty is to get written endorsements for the service that you providebecause, again, you are unique, nobody can replace you. So make sure you get written endorsementsfor the service that you provide.

Make sure that you ask for endorsements and follow up when people offer them, as many times peopleget busy and best intentions may not produce the results you want. It’s your responsibility to follow up.Also, several different endorsements from different types of people and/or different types of businesseswill add to your credibility.

Another great way to provide certainty is to offer a written guarantee. Now most people offer a moneyback guarantee, and that’s not bad, but let me ask you this: Would you rather receive a money backguarantee or a better than money back guarantee? Would you rather receive a better than money backguarantee that eliminates all of the risk for someone to get involved in your opportunity or to give youreferrals? Of course you would. I know I would. So, how specifically do you create a better than moneyback guarantee?

First of all, always put it in writing. Second, always make it easy for people to get their money back ifthey request it as you always want people to have a positive experience in doing business with you.Third, always give them something extra that they can get just for trying your service, even if they dowant their money back.

For example, information is something that is very valuable that you can get for free in many placesespecially on the internet. You can give away extremely valuable free reports that others have created.You don’t even have to create them. But you can give away extremely valuable free reports that othershave created as some authors would really want the free exposure. Let people know that by trying outyour opportunity they have a 100% money back guarantee for the products or services they purchase,plus, they’ll receive a free report or a certificate for a free service that they can keep even if they wantto return their products to you.

Many small business owners who operate a service only type business would be willing to give awaytheir service when you can show them that people, who you might offer a free certificate to, would begreat potential long term clients, making them a lot more money in the long run. Remember the phraseI mentioned earlier, the bottom line is the bottom line.

For example, I’ve utilized the service of the massage therapist and shown her that by her offering herservice for free to my clients for one half hour, then I could bring her a lot of potential clients that haveended up becoming long term repeat customers. She has won by offering her service for free and youmight want to get with your up line and discuss how you could utilize this principle as it is extremelypowerful. Of course, you can apply the same principle and give away free samples of your product orservice if it’s applicable.

So how does this principle work for referrals? Let people know that you’ll compensate them for everyreferral that either gets involved in your opportunity, or purchases products from you. If, however,


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Absolute Certainty


nobody joins your opportunity, they still will have a guarantee that they will always win by giving youreferrals when you offer to give them a free reward or a free massage certificate just for giving youreferrals. In other words, they have a “better than money back guarantee” so to speak, even thoughthere’s no money involved on their part when giving you referrals because they will always win whengiving you referrals as long as you provide them with something of value free just for the referrals aswell as something of value when people purchase products or get involved in your opportunity.

Good job! You have just completed the first concept out of the four key concepts on this tape programof how to get unending referrals and enroll more distributors now. You can easily get anyone, not someof the people, or even most of the people, but anyone to offer you referrals by simply meeting just howmany conditions? Two. Just two, that’s it. It’s very simple.

Number one: Offer greater value than what you ask for in return. And number two: Provide certainty.When you meet these two conditions, anyone, you’ve heard this before, and guess what, you’ll probablyhear it again, anyone, not some of the people or even most of the people, but anyone will be willing todo an exchange with you. And when someone gets involved in your business opportunity, or gives youreferrals, all they’re doing is an exchange.

Improve the value on your side of the equation by increasing the perceived value of what you’re offeringand increase the certainty and you must, must improve your results. I would strongly suggest that youlisten to this section of the tape program repeatedly until you’ve mastered this principle. After all, doyou think successful people only listen to a tape program once? Do you really want to be successful?Now that’s an obvious question isn’t it?


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Now that you’ve mastered the first principle of this tape, you can feel confident asking anyone forreferrals because after all, isn’t it really in their best interest to give you referrals? It is when you providethem with lots of value and lots of certainty.

So now that you’re asking everyone for referrals, doesn’t it make sense that you learn how to askeffectively? What if I can show you one key technique that has gotten me literally thousands ofreferrals? I’ve even had people give me their entire database on computer disk. Isn’t that somethingthat would be valuable to learn? Well get excited because this next principle has profoundly changed mybusiness and it will change yours as well.

So, let’s imagine that it’s your tenth birthday. Now for some of us it might be a little bit easier or a littlebit harder to remember that but let’s just imagine it’s your tenth birthday. And your parents tell youthat you can invite whoever you want to your birthday party. So you invite lots of your friends.

Now, think about the one gift that you really want the most if today is your tenth birthday. Get specificabout what you would really like the most. Do you have it clearly in your mind? Ok, now imagine yourfriends are all arriving at your birthday party and they’re bringing gifts. Sounds pretty good so fardoesn’t it? How would you feel if you opened up all of your gifts and nobody brought you what youwanted? You might even be a little disappointed right? But, how would you feel if another friend, whowe’ll call Curtis, arrived late and brought you exactly what you wanted most for your birthday? I’m sureyou might think, “Hey, Curtis, he’s a pretty great guy,” right? Of course you would. You might even offerCurtis an extra piece of cake and ice cream and invite him to all your other birthday parties. Now, beingserious, I’m sure that you’d have a special feeling for Curtis because he was the person that brought youwhat you wanted most.

So you might be wondering, why am I telling you this story about a birthday party? Well, whether you’reten years old or a hundred years old, or anywhere in-between, everyone has a list of the things theywant most in their life, and everyone has something that is number one on their list. Think for a momentabout what’s the number one thing that you’d like to have most in your life. What’s really mostimportant to you? Do you have something specific in your mind? Now, how would you feel if I help youto have more of whatever is number one on your list? Wouldn’t you think highly of me? Of course youwould.

Now, you want to make sure that you someone what they really want most and not be ignorant to thefact that some things are very important to other people. In other words you don’t want to be like theguy I about recently in the following joke where, if you’re a guy and you’ve decided that you truly love awoman, and you want to spend the rest of your life with her, sharing the joys and the sorrows, thetriumphs and the tragedies, and all the adventures and opportunities that the world has to offer, howcould you tell her? There’s three simple choices here: A. You could take her to a nice restaurant and tellher after dinner. B. You could take her for a walk on a moonlit beach; you could say her name and whenshe turns to you and with the sea breeze blowing in her hair and the stars in her eyes, then, you couldtell her. Or C. Tell her what?

Now, obviously you don’t want to choose answer C. You want to give people whatever is mostimportant to them. So make sure that you’re very aware of what’s most important for them. And howdo you think you’re prospects will feel about you when you help them have more of whatever is mostimportant in their life? Of course they’re going to be raving fans of yours. They’re going to rememberyou and think highly of your for a long time.


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What if you could help people have more of whatever is most important to them every time that theygive you referrals? Think about that for a minute. What if you could help people have more of whateveris most important for them every time they give you referrals? Don’t you think that they might be just alittle more motivated to give you referrals? Don’t you think they’ll be happy and excited about findingways to give you referrals if every time they give you a referral, you help them have whatever is mostimportant to them? Of course they will. You’re now beginning to see how powerful this one concept is,aren’t you?

When your prospects really understand that every time they give you referrals they get more ofwhatever is most important to them, they’ll come running to you. They’ll pick up the phone and call you;they’ll write you letters giving you referrals; they’ll take time to go through their database and give youliterally dozens of referrals.

So now you might be wondering, how can I get people to understand that every time they give mereferrals I will help them to have whatever is most important to them? This is a very simple four stepprocess that will change your business and your life forever. First I’m going to give you an overview ofthe process with you and then I’ll go back and review the four steps in detail.

So the overview of the four step process is as follows, and in this example we’re going to use Nancy asthe person who you want to get referrals from, and let’s suppose that you market health products justto simplify the explanation of the process.

So step one is to build rapport with Nancy so that she feels so comfortable with you that she feels likeshe’s known you for a long time. Where she likes you and she trusts you. Feeling comfortable with youand trusting you, she’ll be open to answer questions that you’re going to ask her.

Step two is to ask her what is to ask her what is most important to her and to help her to get reallyspecific about what it is so that she can experience it emotionally. Again, remember most people makedecisions based on emotion and then they justify with logic.

Step three is to help her realize the relationship that the more referrals she gives you, the more likelyshe is to get whatever is most important for her.

And step four is to ask specifically to generate lots of referrals.

So now, let’s go over the actual four step process as follows. First of all, know that this process isdesigned for your prospect to get really clear that it’s in their best interest to give you referrals. Now ofcourse, getting lots of referrals does benefit you as well but, after all, who’s the most important personto your prospect? Of course it’s themselves. And when you can help them realize that it’s in their bestinterest to give you referrals then they’ll want to give you referrals because it really supports them.

This way, getting referrals isn’t a manipulation technique, it’s not a sales technique, but instead it’s aprocess of helping your prospect to realize that you really care about them and you want to help themget more of whatever is most important for them. Once they realize that you really care about them andare sincerely interested in helping them to get more of whatever is most important for them, then theywant to give you referrals. I’m sure you’ve heard this a few times now, right? They will want to give youreferrals. You will be one of the very few people who have bothered to find out what’s really importantto them and you’re committed to helping them make sure they get it. This whole process is going to be aseries of asking what? Questions. You’re going to hear that word here quite a few times today so


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remember, questions are the key. Again, you’re going to be asking questions that gently helps yourprospect to realize that they will get more of whatever is most important to them as they give you morereferrals.

So step one, let’s get started. Step one is to develop rapport with your prospect.


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Building Rapport


When you develop rapport, your prospect will feel comfortable in answer your questions about what’smost important to them. The key is to build rapport, but just what exactly is rapport? Rapport is whentwo people feel that they have things in common; they feel comfortable with each other as if they’veknown each other for a long time that they’re friends even. Haven’t you ever met someone that youdidn’t know before but within just a few minutes you found yourself really liking them, and feeling likeyou’ve known them for a long time? How does that occur?

What if you could learn to create that experience whenever you like? Wouldn’t that be very valuable,because after all, who do you do business with? People you like and feel comfortable with or people youdon’t like and don’t feel comfortable with? Obviously, most people do business with people they feelcomfortable with.

Developing rapport is a critical foundation that must be developed before you get into yourpresentation. And, what might you imagine is a great way to build rapport? Ask questions. Who do youfind yourself liking: someone who talks about themselves all the time or someone who asks youquestions about you? In general, people love to talk about themselves. When you’re interested in othersrather than being interesting, people feel that you really care about them. And again, as I mentionedearlier, people don’t care how much you know until they know how much you care. In other words,people won’t care how great your business opportunity is if they don’t feel that you care about them. Soby asking questions and being interested, immediately, they’ll have a feeling they like you.

Ideally what you want to do is if you’re in person, look around the room and find things that they mayhave on their wall or on their desk such as plaques or pictures, and ask them questions about thosethings. Doesn’t it make sense that if someone took the time to put something on their wall or their deskthat it must be important to them? How would you feel when someone asked you things that wereimportant to you?

And remember the tenth birthday example about how it feels to get whatever’s most important to you?How do you think your prospect will feel when you genuinely ask them questions about things that arevery important to them, like plaques or pictures? They will immediately begin to like you because you’reinterested in something that’s very important to them.

So you want to ask them questions about their personal items that they have displayed. And once yousee that they get excited about something, continue to ask them more questions about the same itemas opposed to changing the topic. Get them to be a little more specific.

So for example, if you ask them a question about a bowling trophy and they get all excited about it, askthem an open ended question such as, “What is it that you enjoy so much about bowling?” An openended question is one that cannot be answered with a simple yes or no or even a one word answer. Forexample, you don’t want to ask a question like,”Do you like to bowl a lot?” What you want to do is getthe prospect to talk about themselves and especially the things that are important to them and that willfind them thinking the world of you.

I’m not saying that it isn’t important to share some of your life with your prospect, but rather I’msuggesting that you pay attention to the energy of your prospect, and when they get really excited, thenthat’s when it’s really important to continue asking them questions instead of talking about yourself oryour opportunity.

Another great way to develop rapport with a person is to look the person in the eye and with theirpermission, use their first name. Also, you might find that they use a certain key word or phrase


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Building Rapport


frequently, and you may want to utilize the same key word yourself. For example, if they say, “That’scool,” a lot, then you might want to use the same phrase. “That’s cool.” Without even knowing whythey’ll find themselves thinking, “I like this person. They’re just like me.” After all, how would you feel ifsomeone were to use totally different words than what you’re used to hearing? Wouldn’t you possiblyfeel like, “Hey, they’re a little strange,”? Would you feel really comfortable with that person? Probablynot, yet most people feel comfortable when others talk like themselves.

Also, you’ll want to consider someone’s pacing. If someone speaks quickly and in a rushed tone youwant to speak quickly yourself. People who speak quickly want to get to the bottom line and if you aretalking really slow then they’ll get irritated and tune you out. And the exact opposite is true as well.Don’t people who talk slow get irritate with people who talk quickly? Of course they do. So payattention to the pacing of your prospect’s speech and the words that they use.

Speaking of pacing, have you ever wondered what would happen if you were traveling in your car at thespeed of light and you turned on your headlights? Just a thought. You never know what can happenwhen you’re going at the exact same pace. So again, pacing, it’s important.

Now, if you’re in person with your prospect you may even want to do what true professionals do, whichis they even match the body posture of their prospects. Now, 99.9% of the time your prospect will nevereven know what you’re doing, yet subconsciously, they’ll pick up on the fact that you’re just like them. Ifthey’re sitting down, relaxed in their chair, you’ll want to sit back and relax in your chair. If they’resitting on the edge of their chair leaning forward, you’ll want to sit on the edge of your chair and leanforward.

I want to tell you a true story about something that happened to me years ago when I owned a travelagency and I had an opportunity to do a very big business deal with Northwest Airlines. And I finally,after about a dozen times of being turned down, had the opportunity to be in front of the one decisionmaker who could say yes. And after about five minutes of me being extremely excited about what agreat opportunity that I had for him and how this could change his business (bottom line was that itcould do a lot for me, I was excited, and I wanted this deal to happen) I noticed that I was gettingnowhere.

Immediately I took a look at the situation. I was leaning on the edge of my chair, I had my elbows on mydesk, I was leaning forward, I was speaking quickly like this. Fred was leaning back. Fred was talkingslowly. Fred had his arms crossed. Immediately, I realized that I was not in rapport with Fred, and what Ineeded to do was slowly lean back in my chair, slow down my pace, and start matching Fred’sphysiology, which is his body language so to speak. And as I began to speak like Fred and sit like Fredand talk like Fred, after a few minutes of doing that, I noticed that Fred began to smile.

His arms began to drop, and then slowly, I began to lean forward, I began to speak a little quicker. Andthen I noticed that Fred began to lean forward, and speak a little quicker, and eventually I got up to thelevel of excitement and enthusiasm that I originally had, as did Fred. And once he was at that point andwe were matching each other, we were in perfect harmony so to speak, he got the excitement level, hesaw the vision that I saw, and the deal was done.

So remember, pay attention to your prospect. After all, don’t we like to do business with people who arejust like ourselves? Of course we do.

Now to some people this way of being considerate of your prospect might seem manipulative. But letme ask you a question. Is it manipulative if you want to build a relationship with someone and you know


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Building Rapport


that they really like roses, so you bring roses? Or isn’t it really just being thoughtful because youbothered to find out what they like and went through the effort to get them what they want? What ifthey love roses but hate carnations and you give them carnations? Now your intentions would be goodbut your actions wouldn’t have the same effect on them as if you had given them roses, would they?

People like people who are like themselves and when you find ways to make people feel comfortable byusing the same words, phrases, tonality, and pacing of your voice as well as model their body posture,they will instantly like you. I believe that it really requires someone that is thoughtful and sensitive tothe needs of others to bother to learn these skills and to be willing to give others what they want. That’sthe mark of a true professional. People feel comfortable when you’re like them. Give them what theywant and they’ll give back to you.


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So to summarize, the first step in the second concept of this tape system, which is learning how to getreferrals effectively, is to develop rapport which helps people want to give you referrals because theyfeel that they know you, they like you, and they trust you.

You want to ask them questions about things that are important to them, remembering to be interestedrather than interesting. Also, make sure to use their first name, look them in the eye, match their pace,key words, phrases, and their tonality as well as their body posture when you’re in person.

After you develop rapport, step two is to ask them, specifically, what’s most important in their life. Youwant them to be very specific when they answer this question. Now it will be your responsibility to getthem to be very specific because sometimes, people’s answers won’t quite be accurate. Like a lawyerwho is asking his client questions and the lawyer said, “So, after the anesthesia, when you came out ofit, what did you observe with respect to your scalp?” Then the lawyer’s client said, “I didn’t see my scalpthe whole time I was in the hospital.” The lawyer then responded, “It was covered?” The clientresponded, “Yes. Bandaged.” And then, the lawyer said, “Then, later on, what did you see?” At whichpoint the client responded, “I had a skin graft. My whole buttocks and leg were removed and put on topof my head.”

Where sometimes, people will give you an accurate answer but it won’t give you the information thatyou really need to know. Like the other lawyer who in questioning the doctor asked, “Doctor, how manyautopsies have you preformed on dead people?” At which the doctor responded, “Well, all my autopsieshave been performed on dead people.”

So the point here is that it is your responsibility to ask specific questions and to get your prospect toanswer specifically so that you get the information you need. Up to this point, I’m going to relate steptwo to the process of a car salesperson getting you to test drive a car.

So for example, when you go to a car dealership, do they want you just looking at the car, or don’t theywant you to get in the car so that you can take it for a ride? Of course they want you to get in the car.And why is that? They know that once you experience being behind the wheel, smelling that freshleather, and feeling the way that new car drives, that you’re going to be a lot more motivated topurchase that car, no matter what it costs. And what usually happens? Some people end up spending alot more money than they initially wanted to buy a car, right? Now I know none of you have ever donethis, but how many of you know other people that have experienced this phenomenon? Now, speakingof car dealerships, I once saw a sign that said, “Auto Repair Service – Free Pickup and Delivery – Try usonce, you’ll never go anywhere again.”

So again, it’s important when doing this process that you help people to be precise and accurate withwhat they say. Helping them to be precise will help them to emotionally experience answers toquestions you’re going to be asking them. When you help them to emotionally experience theiranswers, it will be just like the car salesperson who gets you to test drive that new car. Your prospects,then, will become a lot more motivated to give you referrals. Not because you have convinced them, butrather because they want to give you referrals. It’s just like once you’ve test driven a car that you reallylike, then you want to purchase it. The car salesperson doesn’t really need to convince you anymorebecause you really want it.

Well, what I’m sharing with you now is the same type of process that you’ll want to take your prospectsthrough. So again, the first thing you want to do is ask them what’s most important to them in their life.


Jayson Lara




Now, using Nancy in this example, she might respond by saying something like,

“Well, I want more money.” Does that tell you what she really wants? Not exactly. So if she’s vagueyou’ll want to help her be more specific by asking,

“Nancy, what is it that you can do when you have more money?” And another great way to help her getmore specific is to ask her, “What is it that you can do when you have more money that you’re not doingnow?” The reason that this question is important is because you want to help your prospect to havemore of something that they don’t have right now.

So again, let’s start from the top.

“Now Nancy, what is it that’s most important to you in your life?”

“Well, I want more money,” she may reply.

“Great Nancy. What could you be doing with more money that you’re not doing right now?” Or again,another way to ask the question could be, “What would having more money do for you that you’re notgetting to experience right now?”

And her response might be, “Well, I’d have a lot more free time.”

“Great.” Now again, you want to make sure she gets very specific. You might want to ask her, “Nancy,when you have more free time, what would you do with that free time that you’re not able to do rightnow?”

She might say something like, “Well, I’d take a vacation.” Again, that’s great, she’s getting more clarityon what she wants but it’s still somewhat vague.

Again you want to help her to get really specific so you might ask her, “Nancy, where would you go onvacation? How long would you stay there and who would you go with?”

What you’re doing by asking her this questions and helping her be really specific is you’re helping her toexperience what it would be really like to take that vacation. You’re getting her to imagine and see it inher own mind. She’ll begin to ask herself, “Where would I go? How long would I go for? Who would I gowith? And what would I do while I’m there?”

This again is the same thing that the car salesperson does when they get you in the car for a test drive.They’re getting you to emotionally experience the car. When people emotionally experience theirvacation, or whatever is most important to them, they’ll become a lot more motivated to do whatever ittakes to attain it.

So now through asking these specific questions, Nancy should be able to give you a very clear idea ofwhat exactly it is that’s most important to her. Such as, she might say, “Well, I’d love to go to Hawaii,specifically the island of Kaua’i. I’d like to go there for two weeks, next fall, and I’d like to go there withmy husband and children. Specifically what I’d like to do is take my children out and build sand castleson the beach during the day, maybe just relax and take a nap during the afternoon, while lying in ahammock and have a beautiful dinner, outside, with the sunset, overlooking the ocean with myhusband.”


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When you continue to ask your prospect questions, and help them to get absolutely clear and specific,about exactly what it is that they want most in their life, you’ll start to notice them smiling and feelinghappy. That’s a key that you’re doing a great job.

Now let me ask you a question. Isn’t that a picture that you can specifically imagine in your mind?Doesn’t that help you get a lot more clarity on exactly what it is that Nancy wants as opposed to I wantmore money or I want more time?

The reason why we’re going through this process and why it’s so important is because if you don’t knowexactly what’s most important to Nancy, can you help her to get it? Of course not. But when you doknow what it is that she wants most, you can get her really excited about wanting to give you referralswhen you help her to realize that she’ll get more of what’s most important to her when she gives youreferrals. Believe me, she’s going to want to give you referrals.

So let’s summarize the second step of this four step process, which is to specifically ask someone,“What’s most important to you in your life?” And if they give you a vague answer, help them to beabsolutely clear by continuing to ask them additional specific questions. Again, if they say something likeI want more money or more time, ask them, “What specifically can you do when you have more moneythat you’re not doing now?” or “What specifically can you do when you have more free time that you’renot doing now?”

Now, before we move on to step three, I’m going to give you a very important bonus tip right herebecause, as you may have noticed, this entire process is built around asking what? The magic word,questions. And some people are afraid to ask questions because they fear that people will never stoptalking and that they’ll lose control of the conversation. So that’s why you’ll see some people that areexcited about their business opportunity that constantly talk and never ask questions. And again, I knowthat you’d never do anything like that, but maybe you know someone else who does. Maybe, you knowthem intimately. They’ll talk and talk and talk and talk and talk and never let the other person get a wordin edgewise. And how do you feel when someone talks and talks and talks and never asks you aquestion? No matter how great their opportunity, don’t you find yourself tuning out?

So what would be a great way to ask lots of questions and learn lots of information from your prospect,yet maintain control? So here’s your bonus tip of the day. If you find a prospect starting to ramble orgoing off on a different subject or just talking and talking and talking a great way to get control back is tosimply say, “Excuse me Nancy, I’d love to ask you a question about something you just said.” Then pauseto get their attention. And then ask them a question that ties something they just said in with yourbusiness opportunity so that you’re back in control of the conversation. And you want to do this withexcitement so that they get excited and curious.

Let me ask you this question, how would you feel if, when you’re talking, I were to say, “Excuse me, Iwould love to ask you a question about something you just said.” Rather than rudely interrupting you.What’s the first thing that comes up for you? For most people, it’s curiosity. They want to know, well,what did I just say? What is it that he wants to know?

Now, what else would you feel if I were to ask the question that way? Wouldn’t you feel that I’minterested in what you’re speaking about? Or would you feel that I’m rudely interrupting you? Of coursemost people would feel that I’m genuinely interested in what they had to say which is, of course, theplace that you must come from.


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So that’s your little bonus tip for the day. Now you can always feel comfortable asking questions, whileknowing that you can regain control of the conversation at any time in a way that makes people feelgood about you. Again, just say, “Excuse me, I’d love to ask you a question about something you justsaid.”

Now, back to our four step process. So the first step again was building rapport. The second step was toask, “By the way, Nancy, what’s most important to you in your life?” And to help her get specific aboutit.


Jayson Lara


Getting More of What’s Most Important


Now, step three is going to be where you help your prospect to realize that they’ll get more or whateveris most important to them when they give you referrals. Specifically, you will want to ask themquestions that help them to understand the relationship. That every time they give you a referral, whogets involved in your business opportunity, you will reward them with something that will increase theirlikelihood to get more of whatever is most important to them.

So how would you do this? First, make sure that you know what you can offer as a reward every timeyou get a referral that joins your business opportunity. Remember what was said earlier about knowingthe value of your client and giving as much as possible up front? Then what you want to do is tell yourprospect that every time they give you a referral that joins your business opportunity, you will give thema reward for their referral. And remember, you only want to pay for results.

Tie the reward into whatever is most important to your prospect rather than telling them that they justget a reward. This will create the association for them that giving you a referral equals getting more ofwhatever is most important for them. For example, if you were to offer them fifty dollars, and again,money is not always the best way to compensate people but we’ll use it for this example. Make sure youtie the fifty dollars in to whatever is most important to them. By relating the fifty dollar referral feespecifically to something that’s most important to your prospect, you will be much more likely tomotivate them to want to give you referrals as opposed to saying that you’ll just give them fifty dollars.

Even if they want something that is expensive, like a brand new home, ask them what they might wantto do in their new home. Then create an association that giving you a referral means that they’ll receivea reward that ties in with whatever was most important to them. For example, ask them why having anew home is important to them. If they want a bigger home to have a beautiful, spacious yard with fruittrees, then ask them what type of fruit trees would they like to grow. If they want to have some lemontrees then suggest that you’ll buy them a lemon tree for every referral that gets involved with yourbusiness opportunity. Ask them where they’d like to plant the lemon trees and get them to imaginewhat the yard would smell like by asking questions that involve their senses.

For example, you want to ask questions that involve sight, hearing, feeling, or smell. So specifically, youmight ask, “Where would you plant the lemon trees”, which gets them to begin to see the trees in theirown yard. When you ask them, “What would your yard smell like,” again, they’ll begin to imagine havingtheir new home with a yard full of lemon trees. Once they emotionally experience whatever is mostimportant to them, they begin to take ownership of it in their mind and they’ll be a lot more motivatedto do whatever is necessary to turn their dream into a reality by giving you lots of referrals.

The more of their senses you get them to use, the more likely they will emotionally experience thebenefits of giving you a referral. This will get them to see how the referrals will give them more of whatthey really want and then they will become very motivated to call you, to write you, or to do whatever isnecessary to give you referrals. Before you move onto the next idea, I’d suggest that you stop the tape,rewind and listen to the last section again until you’re absolutely clear on how to utilize this process.

Once your prospect realizes that giving you referrals will help them get more of whatever is mostimportant to them, they will go out of their way to help you and you’re on your way to having whateveris most important to you. You might have heard me say that just a few times. It’s a powerful concept.

Now, going back to the example that I was using earlier with Nancy, you’d want to say something like,“Now Nancy, every time you give me a referral who joins my business opportunity I will give you fifty


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Getting More of What’s Most Important


dollars that you can set aside toward your trip to Hawaii. Picture using the fifty dollars toward your firstdinner in Hawaii with your husband where you’re overlooking the ocean, hearing the waves crashing in,smelling the ocean and feeling a light breeze while watching the sunset. Imagine that your husband islooking into your eyes while having this dinner. What would he be saying to you? Nancy, how would itreally feel to be having that dinner with your husband in Hawaii?”

Now these questions that I’m asking Nancy are getting her to picture what it would be like to experiencewhat’s most important to her. This, again, is the same thing as the car salesperson who gets you to sit inthe car and take it for a test drive. Remember what was said earlier about people will make decisionsemotionally and then justify their decisions with logic. That’s why the car salesperson wants to get youin the car, because that’s when you will emotionally experience the car and that’s when you’re muchmore likely to buy it.

The best way to get people to emotionally experience something is by using lots of descriptive wordsand for you to use a lot of emotion when you say the words. For example, I suggested to Nancy topicture having dinner overlooking the ocean, hearing the waves come crashing in, smelling the ocean,feeling a light breeze while watching the sunset.

Another way to get people to emotionally experience something is to begin a sentence with imagine orpicture. This is a way to begin to get your prospect to emotionally experience images you want them tosee.

Last but not least, you want to ask questions that involve their senses, such as, how would that feel? Orwhat would that look like? Or what would he say? Using questions that involve getting them to see,hear, feel, or smell something will help your prospect to emotionally experience an event. You want todo the same thing with your prospect to get them to emotionally experience great things when theygive you a referral.

When you give them a very pleasant emotional experience every time they give you a referral who joinsyour business opportunity, then you’ll have a referral generator for life. Think about that. Let me repeatthat phrase. When you give them a very pleasant emotional experience every time they give you areferral who joins your business opportunity, then you’ll have a referral generator for life. Think whatthat will do for your business.

To summarize this point, what you want to do is get your prospect conditioned to feeling great whenthey give you a referral. The best way to do this is to clearly show them that they will get more ofwhatever is most important to them when they give you a referral.

Also, you want to get them to emotionally experience more of whatever was most important to them byemotionally using descriptive words and by asking them questions that involve their senses. Once yourprospect full understands what is in it for them when they give you a referral, then, what’s the nextstep?

The next step is the fourth and last step in our four step process of how to ask effectively to generatereferrals. You will want to ask your prospect, “Nancy, who do you know that (blank)?” And here youwould fill out the characteristics of your ideal client.


Jayson Lara


Your Ideal Client


A very powerful concept that will help you find the characteristics of your ideal client is called “The 10Second Commercial” or what’s also known as “The Elevator Speech”. It’s a great ice breaker that in tenseconds or less will help people know what you do in a powerful way so that if they’re interested, they’llget excited and want to know more about what you do. “The 10 Second Commercial” is a great way foryou to advertise what you really do but you want to make sure that you do it in a very effective way.

You don’t want to advertise your business like some of the following ads I saw in a newspaper whereone said, “The hotel has a bowling alleys, tennis courts, comfortable beds, and other athletic facilities.”Or another on said, “Three year old teacher needed for preschool. Experience preferred.”

When you use a 10 second commercial to advertise what you do you want to make sure that youdescribe what you do in a way that’s clear and specific. Make sure that you use excitement when givingyour ten second commercial because people may not remember exactly what you do but they’llremember that you were really excited and that’s something that’s very attractive. Excitement is veryappealing to many people and will increase the likelihood that they’ll be interested in knowing moreabout what you do.

Now one of the benefits of utilizing a 10 second commercial is that it eliminates the possibility of anyrejection. Hopefully that has your attention. Wouldn’t you rather have someone ask you for moreinformation? That way, if they’re not interested they won’t ask you a question and there’s no rejection.If they are interested, they will ask you. This is known as selling by attraction.

Now, if you focus on attracting people that are seriously interested in building your business as opposedto attracting customers then you’ll want to create a 10 second commercial that focuses on attractingpeople that are seriously interested in building a business. So, for example, when someone asks youwhat you do, you might say, “I help individuals who are willing to invest 7-10 hours a week to havingmore freedom and money so they can spend more time with their family, travel whenever andwherever they choose, and even make money while they’re on vacation.”

Now, if you were somebody who really wanted more freedom and money and were willing to invest 7-10 hours a week, wouldn’t you ask that person a question to know more about what they’re talkingabout? Of course you would. But what if you weren’t interested in those benefits or you weren’t willingto work 7-10 hours a week? Would you ask a question of this person to know more? Of course not. Thisapproach gets rid of all the possibility of rejection. Now, isn’t that appealing?

The reason why some people call a 10 second commercial an “Elevator Speech” is because if you weregetting in an elevator on the fifth floor and you were going to the first floor, which might take you about10 seconds, you would want to be able to quickly let people know what you do in a way where theywould want to know more if they are a qualified prospect.

You want to present your opportunity in such a way that they understand the benefits of your businessby the time you get down to the bottom floor. And if they’re in fact a qualified prospect, they’ll be reallyexcited about learning more about your opportunity.

Another great way to present an elevator commercial is to ask a question that begins with, “Do youknow…” and then respond with, “Well what I do is…” And I heard this from a great sales trainer whoteaches a program called selling by attraction. And specifically the way it works best is this; ask aquestion such as, “Do you know how some people always seem to (blank)?” Where if you fill in the blankwith a problem or challenge that many people face that your product, service, opportunity eliminates.


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Your Ideal Client


So for example, for working mothers who’ve just had children you might ask, “Do you know how somemothers who, after giving birth, really hate to go back to work because they’d love to stay at home withtheir children?” The person in the elevator might respond, “Oh yeah. I know people like that.” “Wellwhat I do is enable them to stay at home with their baby and work at their convenience from thecomfort of their home so that they can replace their income while spending quality time with theirchild.”

Now, if someone is seriously interested in a business opportunity the will ask you more about what youdo. You can also follow up your statement with the question, “Who do you know that might be in thatposition?”

Another example might be, “Do you know how some people are frustrated because they don’t have thefreedom to do what they want, when they want because they work for someone else? They wish theycould start their own business but they don’t think they have enough time or money to start a businessand get the support they need? “

Again the person in the elevator can respond with, “Well, sure I do.”

“Well what I do is help people become their own boss so that they can work part time in the comfortand convenience of their home. They can start their own business for under $500 and only need toinvest at least 7 hours per week. So that they have all the freedom to do what they want, whenever theywant.”

Again, the key here of the ten second commercial is to be enthusiastic. Stress the benefits. And againthe benefits are here to work from the comfort of your own home, work at your convenience so thatyou can spend quality time with your family, so that you can have the freedom to do whatever youwant. Those are the benefits.

Now again, if you want people who are serious about building your business then what you want to do isfocus on a 10 second commercial that attracts someone that is serious about building a business. And ifyou know that in order for someone to be successful that they’re at least going to have to invest at least7-10 hours in the business, you’d want to incorporate those characteristics in your 10 secondcommercial.

So another example might be, “Do you know how some families have both parents working and they’reso busy trying to make ends meet that it’s difficult to be at home and spend quality time with theirchildren?”

Again, someone would respond, “Well, yes, of course I do. As a matter of fact I know someoneintimately.”

“Well, what I do is help families who are willing to invest at least 7 hours a week to earn extra income,working out of the comfort and convenience of their home so they can spend a lot more quality timewith their families.”

You’ll want to say this with excitement. So that people will be excited or interested or attracted to whatit is that you do. And if they’re a qualified prospect they will become curious and ask you a question tolearn more about what you do. They might be thinking, “Well, what is it specifically that you do?”

The benefit of getting really clear about your 10 second commercial is that you can then be verycomfortable explaining what you do to anyone because you’re not selling. All you’re doing is sharing


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Your Ideal Client


with people how you help others. If they’re interested, they will ask you how they can learn more. Youcan use your 10 second commercial anywhere. While you’re walking down the street, when you’re in agrocery store, or when you’re in an elevator.

Now think back to the four step process we were doing before I began the 10 second commercial. Theideal time to use a 10 second commercial in the four step process is right after using the third step ofcreating the association for prospect that they will get more of whatever’s important to them when theygive you referrals.

Again, what you want to tell your prospect is how you want to help them get more of whatever wasmost important to them by feeding back to them exactly what was most important to them. Then tellthem what value you will give them for a referral who gets involved in your opportunity and follow upyour offer of giving something for a referral by asking your prospect, “Who do you know that (blank)?”Where the blank is where you list the characteristics of your ideal client.

So for example, if the characteristics of your ideal client is someone who’d invest at least 7 hours a weekor someone who just had a baby or is about to have a baby that really doesn’t want to leave home to goback to work. Or someone who really wants to start their own business that you would say, “NowNancy, I really want to help you get to Hawaii as soon as possible so that you can build sand castles inthe morning with your children on the beach, relax in a hammock in the afternoon, take that nap, andhave a nice dinner watching the sun set with your husband in the evening. Here’s what I could do tohelp you get there quicker. Every time you give me a referral for someone who joins my businessopportunity what I’ll do is I’ll give you fifty dollars that you can put toward that first dinner overlookingthe ocean with your husband at sunset in Hawaii.”


Jayson Lara

How to Get Unending Referrals and Enroll More Distributors Now



Now here’s where you want to ask, “Who do you know (blank)?” where you list the characteristics ofyour ideal distributor. Each time you ask this question you want to be quiet and listen. Let your prospecttell you who they know. The key is that you want to use the specific phrase, “Who do you know…” not“Do you know…” If you ask the question, “Do you know…”, could someone answer yes or no? Of coursethey could say no, and do you want to get a no answer? Of course you don’t. So you only want to askquestions that will get a yes answer.

Now once your prospect has given you a referral, the next thing you want to do is ask, “Who else?” andbe quiet and listen. Just those two little words, “Who else?” You’ll be amazed that by just asking thesetwo simple words, you’ll often get another referral. Or many more referrals. Once your prospect hasstopped giving you answers, ask again. Just those two little words, “Who else?” or “Who else do youknow that really like to (blank)?” Where the blank is the characteristics of your ideal client. Now the keyhere is that, as you noticed, I just put a lot more emphasis on the word really. So when you stress theword really, people will think, “Who really wants to do this, who‘s really interested?” And that’s whatyou want isn’t it? Do you want people that are sort of interested or kind of interested or do you wantthe people that are really interested?

So when you ask the question, “Who’s really interested?” put emphasis on the word really and you’ll getanswers for those people who are really interested. Continue to keep asking, “Who else? Who else?Who else?” until your prospect doesn’t have any more referrals in a particular category. When they stopgiving you referrals in a particular category such as, “Who do you know that has recently had a baby or isabout to have a baby that would really like to stay at home with their child?” Then ask another questionfor a different category. For example, “Who do you know that would really like to start their ownbusiness so they can work when they want from the comfort and convenience of their own home?” Andthen keep asking, “Who else? Who else? Who else?” When your prospect isn’t coming up with any morereferrals in that category, then ask them another question that addresses a different category such as,“Who do you know that has both parents working and would really like to spend more time at homewith their children by starting their own business, and is willing to invest at least 7-10 hours a week todo so? Who else? Who else? Who else?”

Use the 10 second commercial to get your prospect to give you names of people that would fit yourcharacteristics of your ideal distributor. Being able to recite your 10 second commercial any timeanywhere will allow you to dramatically increase the number of people who can refer those who wouldbe ideal for your business. It’s not critical that the recipient of your 10 second commercial is your idealdistributor. It’s who they may know. After all, the average person knows at least 250 people. Doesn’t itmakes sense that they probably know at least a few people who would really be ideal for your business?

Once your prospect is done with giving you all of the referrals ask them, “Nancy, if you were me, whowould you call first and why?” This will be key to helping you get additional information about thereferrals you’ve been given and help you to prioritize your time so you can focus on those who are mostlikely to get involved with your business opportunity. As well, this question will help you to learn thereasons why these referrals might be really interested in your business opportunity. Again, after askingthe question, be quiet and listen so that the person who gave you the referrals can tell you.

Again, ask, “Who else would you suggest I call next and why?” and continue this process until yourprospect has given you all of the information they can think of. They may respond by telling you, “Oh,you’ll want to call Elizabeth first because Elizabeth’s company recently laid off a thousand people andthere’s talk about another lay off in the next three months, and besides, Elizabeth has always wanted to


Jayson Lara

How to Get Unending Referrals and Enroll More Distributors Now



own her own business. So now you know information that is very valuable when you call Elizabeth thatwill help motivate her to consider your business opportunity.

Now, let me give you a summary of where we are so far. In the first key concept of this four conceptprogram we learned the twenty dollar bill versus the five dollar bill example where, you now know thatunder the right circumstances everyone, not some of the people, or even most of the people, buteveryone loves to give referrals as long as you give them more value and you create certainty for them.

After realizing that everyone wants to give you referrals, we then addressed the second key section ofthis tape system and you learned how to get referrals effectively through a four step process where thebottom line is people will be really excited and want to give you referrals.

The first step was to develop rapport with them. The next step was to find out what’s most important tothem, followed by the third step which was to create the association for them that by giving youreferrals they’ll get more of whatever is most important to them. And the fourth step that we just wentover is how to use the 10 second commercial anywhere to get referrals so that you can share thecharacteristics of your ideal distributor to help your prospect focus on giving you referrals of thosepeople who might really be interested in building your business.

Good job you have now completed the second key concept of this tape system and you’re getting closeto having whatever you want. As a reward for doing such a great job and completing the second keyconcept, I’m going to share with you a secret technique practiced by many of the big income producers.Are you ready? So first, stand up. Now of course, those of your driving may have a little challenge withthis one so you’re going to need to improvise this. And reach your hand over your head with your palmfacing backwards, bend your elbow, bring your hand behind your back, and give yourself a pat on theback. Feels pretty good doesn’t it?

Make sure that you are acknowledging the investment that you’re making in yourself because there isno better investment you could possibly make. You’re doing what so few are willing to do. Keep movingforward with this tape program and you’ll have a lot more of whatever is most important to you.


Jayson Lara




Now we’re going to learn the third major concept of this tape system which is how to contact and followup the referrals that you’ve generated in a way that they’re open to hearing about your opportunity asopposed to being irritated that you called.

I’m going to share with you very powerful and effective ways to call these referrals and these ideas canbe used just as well in person. So once you have a whole lot of referrals it’s important to call them andconnect with them in a way where they’re open to hearing about your opportunity.

The first step that you want to take when you make the phone call is to always, not some of the time oreven most of the time, but always use the name of the person who gave you the referral first. So forexample, let’s say Nancy gave you the referral of someone named Elizabeth. So when you call Elizabethyou want to say,

“Good morning,” or if it’s afternoon, or evening, “Good evening. Is this Elizabeth?”

Let them respond. Then say,

“Hi Elizabeth. A good friend of yours, Nancy, suggested that I give you a call.”

And what this does is it immediately puts Elizabeth’s guard down.

When I make the call I first use my name and say,

“Hi Elizabeth, this is Michael calling from Priceless Possibilities.”

Immediately her guard is going to go up. If someone were to call you and you didn’t know who theywere, wouldn’t your guard immediately go up? Wouldn’t you think, “Oh, another salesperson. Theyprobably want something from me, particularly, my money.” Are you anxious to talk to a stranger andgive away your money? Most people aren’t. I know that I’m not. So their guard goes up. But insteadwhen you first call and you say,

“Hi Elizabeth. A good friend of yours, Nancy, suggested that I give you a call,” immediately they’ll feel alot more at ease because they realize,

“Oh, Nancy told you to call, oh, who is this? Why are you calling?”

Those might be the questions that they will now focus on as opposed to, “How do I get this salespersonwho wants money off the phone?” So now you’ve said,

“Hi Elizabeth, a good friend of yours, Nancy, suggested that I give you a call.”

Then you’re ready for the next step which is to ask, “How are you today?”

What this question will do is give you an opportunity to take the temperature of the person you arecalling by listening closely, not only to the words they say but, more importantly, the way they respondto the question. When you listen closely to the way someone responds to your question of, “How areyou today?” it will allow you to determine if it’s a good time to call or not and what you might need todo to make it a good time. So for example, when I ask,

“Elizabeth, how are you today?” and the response is short and unfriendly such as,


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“I’m fine. Who’s this?” obviously, you can tell, she sounds busy or rushed. So if she does you’ll want toacknowledge that by saying,

“Elizabeth, it sounds like you’re busy and I know that your time is valuable, so I’ll make this very quick,”and then continue on with your presentation.

If someone sounds busy, try this approach first rather than offering to call back since you’re bothalready on the phone, rather than wasting your time trying to catch her again which might take youseveral phone calls. If it is really not a good time to call, then your prospect will let you know.

Remember earlier when I talked about matching your client’s tonality and the rate of speech and soforth? If your prospect sounds like they’re in a rush, you’ll want to speed up your presentation. If theysound like they’re very relaxed and laid back, then you’ll want to be relaxed and laid back so that you’lldevelop rapport with the person.

Remember to build rapport with Elizabeth by using the ideas we discussed previously in the first step inthe four step process of getting referrals effectively, such as: matching her tonality, asking questions,being interested rather than interesting, etc.

Also, remember during your entire call you’ll want to be enthusiastic. Not to the point where you’re notasking your prospect questions or they feel that you’re all hype. People will remember your level ofenthusiasm much more than what you’re saying. If you have very little or no enthusiasm, then they willfeel that your opportunity must not be that good.

So again, when I call what I’ll say is, “Hi Elizabeth. A good friend of yours, Nancy, suggested that I giveyou a call. How are you today?”

And she might respond, “I’m fine, who’s this?”

Then it’s time for you to introduce yourself by saying, “My name is Michael.” And then you’ll want toask, “By the way, do you mind if I call you Elizabeth or would you prefer that I call you something else?”

“No, Elizabeth is fine,” may be her response.

To which I would say, “Great.”

Always ask permission to use their first name, but do this early in the call because this will give you theopportunity and permission to use their first name several times during the conversation. When you callpeople by their first name, it develops rapport, making them feel like you’re more of a friend. People area lot more open with people they feel comfortable with which will improve your results. Taking the timeand courtesy to ask if it’s ok to use their first name will be a way to help your prospect know that you’rea courteous and professional person.

Now again from the very top, “Hi Elizabeth. Your good friend, Nancy, suggested that I give you a call.How are you today?”

“Oh, I’m doing fine,” Elizabeth may say.

“Great.”

“Who is this?” she will ask.


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“My name is Michael. By the way, do you mind if I call you Elizabeth or would you prefer if I call yousomething else?”

“No, Elizabeth is fine.”

“Great.”


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The Reason for the Call


The next main point to explain, is the reason for the call so you’d want to say something like, “Elizabeth,the reason for my call is (blank).” Where the blank is where you stress the benefits of your opportunitysuch as your 10 second commercial. If your prospect had given you information about Elizabeth whenyou had asked, “Who would you call first and why?” Then this would be a great place to use thatinformation.

So for example, you might say, “Elizabeth, the reason for my call is I heard that there was a major lay offat your company and that they’re expecting another one in a few months. What I do, is help individualswho want to start their own business for under $500 so that they can be their own boss, work from thecomfort of their home and spend a lot more time with their family. Does this sound like something you’dlike to hear more about?”

“Absolutely,” she may say.

“Great.”

Or you could say something like, “Elizabeth, the reason for my call is, I was speaking to Nancy the otherday and you know how some people are frustrated working for companies where they don’t have anycontrol over their life?”

“Sure, I do, yeah.” Be quiet and let her respond. Then say, “Some people own their own business so theycan have freedom and flexibility to do what they want, when they want, work from the comfort andconvenience of their home and make a lot more money. Is that something that you’d like to do if youcould get started for less than five hundred dollars and only needed to invest as minimum of 7 hours aweek?”

“Yes, I would like to hear more about this,” she might reply.

“Great.” Now again, be quiet and let her respond. “Well that’s what I do, I help individuals, like yourselftake more control of their life so that you can be your own boss, work from the comfort andconvenience of your home, spend a lot more time with your family, and make a lot more money.”

And another way to introduce your reason for the call could be where you say, “Elizabeth, the reason formy call is I’ve helped lots of people that have been really frustrated working for companies. They’vealways wanted to own their own business and have the freedom to work from the comfort of their ownhome, work when they want, and earn the kind of money that they feel they really deserve. In talkingwith Nancy, she thought that you might be a person that would really appreciate an opportunity to dosomething like that. Does that sound like something you’d be interested in learning a little more about?”

“Yes, I am interested in learning, um, yeah, tell me more.”

“Great.” Again, be quiet and let them talk.


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When your prospect responds positively to a question such as, “Does that sound like something you’dbe interested in learning a little more about?”

“Yes it does.”

Then it’s time to ask them what I call the 4 qualifying questions. The 4 qualifying questions is the fourthand final concept in this tape program and it’s one of the most exciting parts. This one idea had a lot todo with helping me become sales rep of the year for a major division of a fortune 100 company and itwill do wonders for you as well. The reason why this idea is so valuable is that it will save you atremendous amount of time, energy, and money you may be currently wasting on prospects who aren’tseriously interested in your business. When you utilize this one key idea, it will enable you to givepresentations to only those who are seriously interested in their opportunity. Now do I have your fullattention? Now get excited because this process is very simple yet tremendously powerful.

This process involves giving your prospect an overview of the benefits that they might receive by joiningyour opportunity, followed by 4 simple little questions, with the last question helping you to clarifywhether your prospect is really interested in your opportunity or not.

The first step is to give an overview of the benefits that your prospect will receive when joining youropportunity. So for example, you would say, “Now Elizabeth, I’m going to share with you an opportunityto have total freedom of your time, where you can work from the comfort and convenience of yourhome, be your own boss, spend quality time with your family, and you can start your own business forliterally under $500.”

“That sounds great!”

So, that’s stressing all of the benefits up front and now, here come the 4 key questions. Are you ready?

Number one: “Elizabeth, if you like what you hear…” (or see if you’re in person, showing the person thepresentation).

Number two: “And if it makes sense to you…”

Number three: “And if you can afford it…”

Number four: (The key question) “Do you see any why you would not want to get involved and start thistremendous opportunity immediately?”

The key here is to be quiet and listen to Elizabeth’s response because it’s not only going to be the wordsthat she uses, but more importantly, the tonality of what she says that will tell you how interested shereally is in your opportunity. In other words, the way that she answers this last question will determinewhether she is really interested in your business opportunity or not.

Now remember, one of the major keys to success in network marketing is to sort for what? Desire. Andwhat this process will allow you to do is to really sort through all of your prospects you have and find outwho’s really interested in your business opportunity.

In other words, if Elizabeth says, “Of course I’d be interested! That would be great!” wouldn’t she be alot more interested than if she said, “Oh, I don’t know, maybe.” Which person would you rather give apresentation to? Of course you’d rather give the presentation to the first person.


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Now, when you have a whole lot of referrals it’s easy to ask these questions because if Elizabeth is notseriously interested, it’s easy to just say,”Next.” When you find yourself only giving presentations topeople who are really excited about your opportunity, then you’ll see your enrollment rate increasetremendously and your dropout rate decrease tremendously because you’ll be a lot more efficient withyour time. This will allow you to better support those who have already joined your opportunity and I’llbet that you might even find yourself a whole lot more excited about giving presentations wheneveryone is interested in joining your opportunity.

Your new enthusiasm alone will make a big difference in the number of enrollments. Once you begin toutilize this one key process, you’ll find that you’ll never want to waste time convincing anyone ofanything again. Of course, you can, but why would you want to when it’s so much easier and moreeffective to qualify your prospects and sort for those with desire, those that really want to get involvedwith your business opportunity.

So let’s review this process again. First, give your prospect an overview of the benefits that they mightreceive from joining your opportunity followed by 4 simple little questions. Again, the last question,which is, “Do you see any reason why you would not want to get involved in this tremendousopportunity immediately,” will help you to clarify whether your prospect is really interested in youropportunity or not. If they’re not then that’s great, because that will save you from wasting your time onthem. Just say to yourself, “Next,” and continue to sort for desire through the many referrals you’vegenerated.

Of course, take advantage of the fact that you have someone on the phone, and if they’re not reallyinterested, ask them for referrals. I’m sure by now you know just how to do that effectively, right?Remember, the successful super stars in network marketing don’t waste their time trying to convincepeople who aren’t interested in building a successful business. Sort for desire.

So now we’re done qualifying people that are seriously interested and it’s time to bring in your sponsoron a three way call when you have someone that is really interested in the business opportunity.


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3 Way Call


Now, one thing I would stress here is that you always want to use the power of a 3 way call unless it’sabsolutely impossible. There are many benefits to a 3 way call such as: Number one- after the call, youcan always talk with your sponsor or whoever you did the 3 way call with. Reviewing the call will allowyou to learn a lot more because the other person will always have a different perception of the call. Youalways want to learn more so that you can be more effective next time. Number two- what you want todo is have someone on the call with you that has a lot more experience to answer any possibleobjections and to make sure that they can create certainty.

Remember when we talked about value and certainty earlier with the twenty dollar bill and the fivedollar bill example? You’ll want someone who has experience or someone who has certainty that this isa tremendous opportunity so that your prospect will pick up on that. Another benefit of a 3 way call isthat if your prospect knows you, and you’re new in the business or haven’t achieved a lot of success yet,they might doubt that they can make a lot of money themselves but when you bring someone else in onthe call who has had a lot of success, it adds a lot of credibility or certainty for your prospect that theytoo can be successful.

So you’ll always want to do a 3 way call when possible. When you do a 3 way call and bring in yoursponsor, or whomever you bring in on the call, the first thing you want to do, again, is build rapportbetween your sponsor and your prospect just like you did earlier for yourself. So you always want tobuild rapport by having your sponsor ask key questions, by being interested rather than interesting, andfinding out what’s most important for your client or your prospect.

The key to introducing your sponsor, or whoever you bring in on the 3 way call, is that the reason fordoing so is that you want to create certainty and increase the value for your prospect. Now, the way tointroduce the idea of bringing your sponsor in on the call is that you want to present to your prospectthat it is in their best interest for you to bring your sponsor in on the call. So you don’t want to saysomething like, “Well hey, I want to get my sponsor in on the call because I’m sure he’ll enroll you.”What you want to do is stress how it’s a benefit to your prospect to bring your sponsor or someone elsein on the call.

For example, what you might want to say is, “Now Elizabeth, I know that it is very important for you tomake an informed business decision before getting involved in any opportunity, therefore, what I wouldlike to do is bring someone in that knows a lot more about the business. Someone who’s been doing it alot longer than I have and can answer your questions as accurately and professionally as possible. Thatway I’m sure I can best support you by bringing my sponsor, Ralph, in on the call. You are interested inmaking an informed business decision aren’t you?”

Ask a question that demands a yes answer such as, “I’m sure you want to know as much as possibleabout the business, wouldn’t you?” or, “I’m sure you’d rather learn about this business from someonewho knows a lot more about it, wouldn’t you?”

Again, state something that is a benefit for the prospect or ask a simple question that demands a yesanswer. Once they say yes, then say, “Great, hold on. I’ll give him a quick call that way, he can answerany questions that you have right now.” Then proceed with the conference call and bring your sponsorin on the call.

Build value for your prospect by building up your sponsor when you introduce them, creating certaintyfor them that this is a person who is serious about building the business, this is a person that has already


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3 Way Call


achieved success, and this is a person that really has their best interest in mind. And then have thesponsor begin by developing rapport, which again is done through asking questions, being interestedrather than being interesting, finding out what’s most important for your prospect, and the sponsor cantake it from there.


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Pain vs. Pleasure


Now one last powerful idea that I’ll add is that people are motivated through either one of two ways,and some people by even both. The first way is a strong desire to move away from something that’s verypainful in their life. Now, I don’t know about you, but I know that I don’t appreciate any painwhatsoever. So a lot of people can identify with this one. The second way is a strong desire to movetowards something that is very pleasurable. Or again, some people are motivated by both.

The following questions do require that you’ve developed a strong rapport with someone, or that youknow them well. By asking key questions to help them focus on how painful it really is to stay exactlywhere they are, you will increase their desire to make a change in their life. Now, please be sensitivewhen asking these questions as they can really hit home for people and the goal obviously is not toalienate people, but rather to support them in take a look at the long term reality of staying right wherethey are. If they don’t make a change in their life then most people won’t have the time or money toreally have the quality of life for their loved ones that they deserve.

So for example, it might be really painful for a parent not to be able to spend quality time with theirchild. You may find out by asking questions that what’s most important for a parent is to make sure thatthey spend quality time with their child and that it’s very painful for them to have to go to work andleave their child at home alone or with a babysitter. So what you might want to do is stress this point byasking them questions such as, “Elizabeth, how does it really feel when you have to go to work and leaveyour child at home all alone? Or how does it feel to have to leave your child with a stranger? What mightyour child’s future look like when they aren’t being taught your values? And is that something thatyou’re willing to risk for your children?”

Now, again, please be very sensitive when asking these questions as they are designed to create pain tomotivate your prospect to make a change. You could have the best intentions but convey the entirewrong meaning if you’re not careful just like the sign I saw in a deli the other day that said, “Customersthat think our waiters are rude, should see our manager.” Or another well-meaning article in thenewspaper that backfired said, “After finding no qualified candidates for the position of principal theschool board is extremely pleased to announce the appointment of David Steele to the post.”

Now, on the other hand, if you’ve got someone who is seriously motivated by moving toward somethingthat’s pleasurable, such as, the desire to be able to take a vacation whenever they want, you might wantto ask them a question such as, “Elizabeth, how would it feel to be able to take off whenever you wantand go wherever you want? How would it feel to spend quality time with your family whenever youwant?” Keep focusing on asking them questions about positive possibilities and ask them, “How wouldthat feel?”

Again, the best way to do this is by doing what? Asking questions rather than telling. And what you wantto focus on here is to ask them what it would be like, what it might sound like, and how would it makethem feel. Use the different senses because aren’t people a lot more motivated to make changesemotionally rather than intellectually? And the best way to move people emotionally is how? Throughasking questions, but what kind of questions? Specifically questions that involve their senses and movethem toward a painful experience or a painful memory so that they are motivated to move away fromwhat they’re currently doing, or questions that involve moving them toward something pleasurable sothat they’re motivated to make a change.

So you might want to ask a question for a person motivated to move away from pain such as, “Elizabeth,what kind of things does your child say when you have to go to work and you can’t spend time with


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Pain vs. Pleasure


them?” or, “How does it feel when you see your child looking at you and wondering why you can’t takethem on vacation again this year?” Now again, these may not sound like fun questions but the reality isthat not asking these questions is what really allows that pain to continue for people. Asking them thesequestions can help them to change the course of their life forever and motivate them to take action andcreate what they really want. So you’re really doing them a favor by asking these questions.

And again, to sum this up, you want to ask them questions to help them experience emotionally thereality of their choices in life and the way they get emotionally involved is by helping them experience asmany of their senses as possible. Again, what do they see? What do they hear? And what do they feel?So keep asking questions that involve their senses that either move them toward pain, if that is whatmotivates them, or moves them toward pleasure, if that is what motivates them.

And the way to find out whether people are motivated by pain or pleasure is simply by asking what? I’msure by now you know the magic word is questions. Questions, just keep asking them, lots of questionsand listen closely to their responses. If you ask someone, for example, “What’s most important to you?”and they say, “Well, I want to make sure that I never have to see my child upset again because I go towork and can’t spend time with them.” Then you know that they’re the kind of person that wants tomove away from pain.

If you ask someone what’s most important to them and they say, “Well I want to have the freedom togo on vacation whenever I want,” then they’re the kind of person that moves towards somethingpleasurable. So again, ask lots of questions. Listen closely and their words and their tonality will tell youwhat motivates them.

So now you know that 4 major concepts of how to get unending referrals and enroll more distributorsnow. I’d like to congratulate you because you’ve proven that you definitely have one of the twoingredients necessary for success. You’re a person of action. Results require action and you not onlyinvested in this tape program, but more importantly, you listened to it. Did you know that less than 10%of books purchased are ever read? Would you have learned all the great ideas on this tape program ifyou didn’t listen to it? Of course not. So by now, you might be wondering what’s the second ingredientnecessary for success?

Again, action is a pre-requisite to getting more results but let me ask you this question; what if you’retaking lots of ineffective action? What kind of results might you get? Obviously, lots of ineffectiveresults. That’s why in order to be really effective, I urge and invite you to listen to this program againand again until you master the ideas on this tape.


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Summary


It’s been said that repetition is the mother of skill. If you were just to exercise once, would you really behealthy? Of course not. If you were to go to class just one time, would you really learn a whole newlanguage? Would you be able to master a subject? Of course not. It takes repetition to really learn howto master something. After all, is there anything more important in building your business in learninghow to effectively attract lots of referrals, then learn how to qualify those referrals so that you’re onlyinvesting your time with those people that are seriously interested in your business opportunity.

So I’m sure you’re definitely doing to listen to this tape program until you’ve mastered it right? Eventhough it might seem like effort at times to take action. You see, isn’t it really a lot more effort to not beeffective at getting referrals and turning those referrals into new distributors?

Now, let’s take a look at what you’ve learned in this tape program. First you learned that anyone, notsome of the people, or not even most of the people, but anyone will give you a referral when you offerthem more value and create certainty for them. You learned this with the five dollar versus the twentydollar bill example.

Then, you learned how to get referrals effectively by asking people what’s more important in their lifeand helping them realize that the more referrals they give you, the more likely they are to get what’smost important to them. I gave you the tenth birthday party example as a reminder that anyone willbecome your raving fan when you give them whatever is most important to them.

You learned how to find out what’s most important to others by asking what? The magic word as youknow by now is questions. By asking questions and showed them how it’s really in their best interest togive you referrals. You learned how to increase the value of what you’re offering for a referral withoutnecessarily giving away any money at all.

You also learned how to connect with people and ask them for permission to use their first name. Thenyou share with them the reason for your call, stressing your 10 second commercial so that you candetermine whether they’re really interested in your business. When they showed some level of interest,you then asked them the 4 qualifying questions to sort for desire, to see how serious they really areabout getting involved with your opportunity.

Those people who are serious about your business are then great people to get on a 3 way call with yoursponsor. Again, your sponsor will want to build rapport and then utilize key questions to determine ifyour prospect is someone is motivated to avoid pain or to move toward pleasure. You also know nowhow to really move people emotionally to make a change in their life by utilizing what? Again, the magicword is questions. Questions that involve all of their senses when you ask questions such as, “Whatwould that look like? What might that sound like? Or how would that feel?”

You’ve learned a lot. Now you can experience for yourself the most important tool that you could everpossibly learn which is to help someone shift the way they feel immediately. This is done by, guess what,by asking… questions. And you get to experience the power of this so that you can see how you can dothis without others.

The reason that I’m inviting you play full out and experience this last exercise is that people will makedecisions in their life based on their emotions. Learn how to change the way you feel in a minute or lessand you will learn how you will help others to change the way that they feel in a minute or less. Whenyou learn how to master, not only your emotions, but, the emotions of others, you’ll be able to improveyour results tremendously.


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Summary


Now I’m going to invite you to close your eyes and hopefully you’re not driving down the highway, so ifyou are, turn off the tape and come back to this later but do this exercise and do yourself a big favor. Soagain, I’m inviting you now to take a deep breath and close your eyes and just imagine what’s reallymost important for you?

Think specifically. What would you really like to be doing? Think about things that you haven’t beendoing up until now on a regular basis and get specific. And where would you like to do this? Who wouldyou like to do this with and for how long? And how will it really feel when you can live the life of yourdreams? How will it really feel when you have the freedom to do whatever you want, whenever youwant? What might you say to yourself when you get up in the morning and you look in the mirror? Youmight even want to say this now, say it out loud. And what might other people say to you when you’reliving the life of your dreams? And how would that feel? How would it really feel? How would if feel toknow that you never have to put up with a boss telling you what you can do or what you can’t do? Howwould it really feel to not have to make choices based on how much something costs? How would itreally feel to be able to make all of your decisions based on what is most important to you and yourloved ones?

So take a deep breath and know that you will have the life of your dreams. That you can have whateveryou want, whenever you master the principles of this tape. I urge you and invite you to listen to thistape again and again. Share this tape with those people in your organization so that you can learn fromone another. And if you’ve liked what you’ve heard, (see if this sounds familiar by the way) if you likewhat you heard and it makes sense to you and you can afford it, do you see any reason why youwouldn’t want to support your organization by making this tape available to them?

And how could you do that? To support others, call us at the number on the label on this tape. Anotherproduct that we’re confident you will love is our recently released book called, Questions Are theAnswer: What Are You Asking For? This book has already received great endorsements from networkmarketing experts like John Milton Fogg, the editor of “Upline” and “Success” magazine as well as Tom“Big Al” Schrieder, and John Kalanch, both trainers in the network marketing industry for a long timeand very successful.

As I’m sure you’ve noticed, there are some key questions on this tape. Didn’t they make a difference foryou? Wouldn’t you like a tremendous training tool that will help your distributors learn how to ask theideal questions to really boost their business? I’m sure that you do. And I also do live trainings, key notespeaking engagements, and have a website with a tremendous number of free services. Such as freedaily tips that change every day. Free articles, free audio tapes online, and much, much more. And forthose that are really serious about building their business, we have a members only sections whichprovides a whole lot more services.

We’re located at www.PricelessPossibilities.com. My name is Michael Price of Priceless Possibilities. Ilook forward to hearing from you and hearing how you have achieved tremendous success. Make it agreat day, and God bless!

To obtain more information on “How to Get Unending Referrals And Enroll More Distributors Now”please visit the website below or call 760-208-1382.


Jayson Lara

Jayson Lara

www.PricelessPossibilities.com

Free training on referrals (Transcript)

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Transcript of Free training on referrals (Transcript)