PROSPECTING From the 7 fundamentals. PROSPECTING Is the most valuable skill and task one will do to...
Embed Size (px)
Transcript of PROSPECTING From the 7 fundamentals. PROSPECTING Is the most valuable skill and task one will do to...
From the 7 fundamentals
PROSPECTINGIs the most valuable skill and task one will do to improve and grow.
Consistent prospecting will lead to appointments, recruits & sales, income & ultimately success.
Just Do It, you dont have to like it but you must do it consistently.
THE KEYBe disciplined- make it part of the way you go through every day
Antennae- up at all times looking for people who would be interested in making more money, owning their own business, becoming free
WHO TO LOOK FORPEOPLE THAT AREMARRIEDHOME OWNERAGE 25-35 (NOT MANDATORY)KIDSINCOME $40,000 PLUS PER YEAR LIVING IN AREA 2+ YEARS
Obviously everyone you meet wont meet these criteria, this is the ideal and you should shoot for the ideal 80 plus percent of the time if you want to accelerate your success and have less frustration building your business.
WHERE TO LOOKYOUR HOT/WARM MARKET (TOP 25/100)YOUR RECRUITS WARM MARKET (TOP 25 LIST)REFERALS (PAST CLIENTS, FAMILY, FRIENDS)OUT AND ABOUT (COLD CONTACTS)
WHY PROSPECTING???For only one reason..
SET THE APPOINTMENT
APPOINTMENT SETTINGIf you dont master setting appointments you will constantly be frustrated because w/o appointments you cant recruit anyone or close any sales.
No recruits or sales = no growth/ $$$
HOW TO Practice, practice, practice,
The better you, your new recruit, and anyone who appears to be serious are about setting appointments the more likely you/they will actually set them.Always use 2 choice close. Would it be best to meet During the week or are weekends better?
BUT HOW..Your new recruit manual.follow the scripts. Countless CDs Primerica online Pfsmedia.comLa Marque System (winwithme.com)Brandon Neil CDs (neilteamfreedom.com)Mypfstraining.com password: Pricafe
BUT HOW DO I DO IT???By asking moving, motivating, life stirring questions. By getting to the point. Dont dance around the subject. If you dont have faith in what you bring to families, how are they to believe you?By giving them a choice.
BUT WHAT ?S DO I ASKHow do you feel about your opportunity to create the life you really want through your current career?Is what you are doing what you thought you would be doing when you were a teenager and still dreaming about a great life?Do you plan on doing your current job until your 65 or until you retire?If not, what is your plan to change careers and do what you really want?
If you could be your own boss, determine your income, have complete control of your time, and help other people in a significant way doing it, would that be attractive to you?What kind of income would you have to potentially earn to consider making a career change?If you could earn 2 to 3 times that amount would you be open to finding out how?How would you feel about making $100k a year or more by helping people get debt free, and financially independentIs your current career w/ its pay scale ever going to pay you what you are worth or provide for your family the way u intended to?
What dreams and goals do you have that you thought you would have accomplished by now but you havent and theyre still important to you?Whats your current planIf I could show you how to earn $500-$2000 per month part time with a flexible schedule would you be open to exploring that opportunity?
Winning PresentationYou must master your Kitchen Table Presentation! Master and MemorizeIts showtime!Audio and Videos Study and drill for skill!Audio yourselfLearn and use Referrals! Success System
Master your ProductsLife (ratebooks)Mutual FundsVariable and Fixed AnnuitiesAuto and HomePPLPLong Term CareDebt Watchers, Freedom Financial, EnrichFNA
Overcoming ObjectionsKeith OttoJeff FieldstedHector Lamarque
Review every presentation for a debrief
Recruit Your ClientLearn to recruit at the KTShortfall or upfront
Recruit Fast StartFast Start BonusBuild a listContact the listSolves the prospecting problemBuilds a business instead of being self employed.80% of your appointments should come from new recruits markets.
Rally to Big EventsShows the big pictureDoes the work for youWork from event to event!Learn to sell. dont tell
4 Point Game PlanRecruiting is the #1 priorityEverybody attends the Opp meetingFNA for every new recruitRace new teammates to District