Prospecting Conversations!

Building a network business is finding people,

talking to people and helping them get what they
want. In the case of customers it is the
benefits of your product or service. With
business builders however, it is earning money,
which translates in to improving their lifestyle.

Regardless of where you might find people, be it
an add, a lead you obtain, a referral, a person
you know, one you meet or one you cold call, you
need to have a conversation with them. Online
you can meet people and communicate with them by
e-mail, IM or other electronic means but the
phone is your best friend when it comes to
prospecting for and building an effective,
dynamic, productive marketing organization.

The art of prospecting is just conversations.
Looking at the process that way may clear up
some of the misconceptions about how to begin
building business relationships with people.
Prospecting is not selling, it is not explaining
your business nor is it putting pressure on
people to do something they will resist doing.
The game of prospecting played correctly, can be
an enjoyable stress free experience for both
parties evolved. Again, it is simply initiating
conversations with people to understand a little
about them and what they want.

The prospecting activity then, is a fact-finding
mission to see if the person you are talking to
is a good fit for your business. If you are to
be a sponsor and if you manage your downline,
that effort will take some time and perhaps some
expense on your part to help them get what they
want. So it is important to know what
contribution the person you are prospecting will
bring to the table. Early conversation will
give you an insight to a person's personality,
their desire for improving their lifestyle and
perhaps their character.

Our entire life is spent getting to know other
people. From childhood on we form relationships
with others in a social, family or commercial
environment and in the workplace. Some people we
bring in close to us, others are held off and
some we reject depending on our perception of
whether specific people fit in with our own
world. Prospecting for business relationships is
no different, it all starts with a brief
conversation and develops as time goes on.

There are three separate conversational
increments or steps to address in building a
network business relationship:

* The Invitation
* The Interview
* The Enrollment

1) The Invitation

The Invitation is like a fishing trip. When
fishing we cast our bait out and if the fish is
hungry they will get on the hook. Sometimes the
fish is too small to take home for dinner so we
throw them back until they grow and develop into
the one we want. Of course if the fish aren't
hungry we don't get a nibble yet perhaps they
will have an appetite next time.

So it is with prospecting for your network
business. Some people are not dissatisfied
enough with an area of their life that money
will solve. They are not hungry enough at this
time. Some people present themselves as lazy or
looking for something for no effort and those
are the people you will really feel are not ones
you want to partner up with.

Quite often you will find the perfect person or
at least some very good people to work with. As
with fishing, if the stream or pool is not
producing the quality you want, simply change
streams. You can always come back to the first
stream later when conditions are more
productive. Try another source of leads,
different market demographics or adjust your
advertising. Make small adjustments in where you
find people.

We are fortunate with the Masters Program and a
strategy you can use with your Workshop, Aside
from the people who you have determined are not
suitable for you to do business with, there are
those who are not ready, those who are not
knowledgeable or some that need time to grow and
mature. They can easily be placed in your free
workshop. Once they are on your list you can
watch how they work. Are they passing the
workshop along to others? Are they developing a
marketing list? With the Masters Program, your
workshop is like a holding area where people can
develop into solid prospects ready and
knowledgeable for networking and for your
business. The Masters Program follows up with
them every 10 days and each month they receive a
new workshop session. What if they never
develop? That's OK, it didn't cost them anything
and you are not out anything but a phone
conversation and a minimum amount of effort with
your own follow-up.

The first statement you make in the invitation
process if you don't know the prospect is where
you got their name and number. Here are a few
ideas to get you thinking about opening statements:

* John, you visited my website and I am
following up with you.
* John, you responded to the ad we placed
[in xyz publication]
* John your name came across my desk from
our resource company
* John you were referred to me by [Marry Smith]
* John I am visiting with [Realtors in your
area] because my company is opening operations
there and I'm looking for [type of person]. Do
you know someone like that I might talk to?

If you know the person or have a previous
business relationship with them, here are a few
good opening lines:

* Bob, I just went to work with a new
company, they need some additional people, I
thought about you. Could you and marry use an
extra $1500.00 to $2000.00 per month to start?
It's a nice little home computer based part time
business?
* Mary, do you know 4 or 5 people who could
use an extra $1500.00 or $2000.00? I have a
little part time activity available for them.
* Mary, How would you like to stay home with
the children, eliminate daycare costs and earn
more than you do now?
* Bob, have you and Mary ever thought about
earning enough to become a one-income family?
* Bob, have you ever thought about a job
that would allow you two 3-week vacations every
year?
* Bob, have you ever considered another line
of work or do you see yourself doing what you're
doing for the rest of your life?
* Bob, I'm building a staff here in town.
Who do you know that could do some personnel
work with us? Someone with hiring or teaching
experience. Maybe a person with management talent?
* Bob, my company is quickly expanding
worldwide. Do you know anyone who has relatives
or contacts in other countries? In some cases
they would get to be the first in that country
and I can arrange for you to get a piece of all
the business they create.

Often the indirect approach works better than a
direct one. A direct approach is "How would you
like to earn X amount of money?" Indirectly it
would be "Do you know someone who would like to
earn X amount of money?" An indirect invitation
is almost like asking for a referral but not
quite. To work best it has a hint of
participation by the person you are prospecting.
With the last example above, Bob would get a
piece of the income.

Bob is thinking "referrals" and if you can get
him to mention 4 or 5 names he would be mentally
building a marketing organization. Now all that
remains is to discuss how much money each of the
4 or 5 people on Bob's little list might need
and how much Bob would make helping them to earn
it. As you can see it is very important to know
the present and future value of a member of your
downline. Know your compensation plan. For
instance with the Masters Program using the Rule
Of Eight, 8X8=64 64X8=512 512X8= 4,096 or 4680
in Bob's downline but Bob only brought in 8
people. He would earn about 8 to 9 thousand
dollars per month or 100 thousand dollars per
year. Plus don't forget Bob's B and C matrixes.
100K is a very safe figure to deal with.

2) The Interview

As the good quality people come along you can
proceed to the next step, the interview. This is
not a job interview or a long series of
questions. It is a conversation laced with a few
questions for simply getting to know a little
more about the person, their background, their
current and past occupations, their family or
hobbies. It is just getting to know the person
a little bit better and letting them know about
you. Asking good questions and listening is the
key here. Make a few good notes now to add to
your contact manager (dossier Screen Shot) after
the call.

I don't believe in scripts they sound too
"canned" especially if you didn't write them
personally. You need to be yourself and use the
language you use everyday not the verbal
creation from someone else. However, there is
nothing wrong with an outline or a checklist to
keep you on track

Here again a few good questions or conversation
topics can serve you well in gleaning
information about people and stimulate their
thinking about their background, where the are
presently and where they want to go with their
lifestyle. Your goal here is to open them up not
sell them. Let them sell themselves.

* Bill are you familiar with networking?
Have you done some marketing?
* Bill, If you could earn as much or more
income in addition to the income than you are
now earning, can you spend a couple of hours in
the evenings doing it?
* Bill, If you're like me you've come across
a lot of advertisements for get rich deals that
are designed to extract money from us rather
than help people earn good solid incomes. I know
I've spent a few bucks on some of those broken
promises have you?
* Bill have you seen the news about all the
layoffs, downsizing and outsourcing going on
today? There are a lot of people looking for a
better way to support their family aren't there?
You don't happen to know someone from the
automobile industry do you? How about the
computer industry or real-estate?
* Bill let me ask you this, If you earned
250 Thousand per year (or won the lotto) how
would your life change?
* Bill, what are you passionate about, do
you have a hobby?
* Bill what did you do for a vacation the
last couple of years? If you could have a "Dream
Holiday" what would it be?
* Bill, there are a lot of people in this
country that need more income. Have you watched
people in a restaurant read a menu? Watch their
eyes; look at which side of the page they spend
time looking at. If it is the right hand side
they are more concerned about the cost than what
they really want to eat. What a shame, ordering
a second or third choice because of a dollar or two.
* Bill, do you have children that will be
going to college?
* Bill, how have you earned your living in
the past? What did you like best about that job?
And least?

If you spend a moment you can think of many more
questions that get people thinking about what
the want out of life. Although you develop a
large list 4 or 5 questions per prospect are
plenty for this interview part.

Finally, here are some conversation ideas that
you can apply in your everyday prospecting
activity. They are not scripts, I simply include
them here to help you create your own
conversations and to assist you in putting
together a few stock scenarios to draw from as
you deal with different people with individual
personalities and circumstances.

Who Do You Know In Peoria?

This is a prospecting model that works as a
third party invitation. Peoria is an acronym for
any geographical area, Country, state, province,
city or town. For instance if I were talking to
someone in San Francisco I might say [The Bay Area]

John, my company is expanding to the Peoria area
and we are looking for a person who can do some
personnel work for us - someone with sales
management or teaching background would be good.
Perhaps you know a person who has some
leadership skills. Maybe it's someone leading in
a church, a service club or a business
environment. I thought you might know one or two
people that fit that profile.

Here is the situation John - I could run an ad
and interview a hundred people but I've learned
from experience that a recommendation from a
friend or associate gives me the truth about
work habits, character and desire to improve
their lifestyle.

This person could start part time and earn a few
thousand a month quickly if they were serious.
And John, if you can give us two or three good
people that work out, I would be glad to reward
you financially for your effort. Who do you know?

Building Internationally Third Party

John, I'm looking for someone who knows a person
who might know people outside the US. Maybe
family or acquaintances in Europe [or whatever
country] My company is ready to open it's
marketing there and we are looking for a few
good leaders.

Here is the situation John - I could run an ad
and interview a hundred people but I've learned
from experience that a recommendation from a
friend or associate gives me the truth about
work habits, character and desire to improve
their lifestyle.

This person could start part time and earn a few
thousand a month quickly if they were serious.
And John, if you can give us two or three good
people that work out, I would be glad to reward
you financially for your effort. John, do you
know someone like that?

How is you networking business going?

This can be used with a contact you have in the
networking industry or It can be used when
someone calls you about joining their program.

Hello John, How is your networking business
going? [They will always tell you "Great"]
Listen John I would like to help you build your
business and I don't want a dime from you for
the effort. If I could get each of your people
to do 10% or 15% more volume per month what
would that do to your check? What if I could
show you a way you could double the size of your
downline in 30 days? What would that do to your
income?

Here is the situation John, I am using a generic
workshop to train my own downline and it is
working great. People using this system are
reporting as much as a 20% or more increase in
the production almost immediately with the
Masters Workshop. It is totally Free for you and
your people.

Here is what I've found John, Most companies do
an outstanding job or training on product and
teaching their compensation plan but they end up
with customers and very few business builders.
That is industry wide John. What these guys have
done (and they are million dollar earners too)
is they put together this workshop where they
explain exactly how they build their own
businesses without mentioning their company,
product or doing any marketing to the people in
the workshop.

They give you a free training website with a
contact manager and a list builder and they host
it free of charge as well.

3) The Enrollment

The enrollment part is the easy part of the
three steps. First, you are the boss; you make
the decision if you want them only in the
workshop or as a Full paid Lifetime Member. If
for any reason you feel they need further
development and growth as a networker or if you
want to see their work habits (if they
consistently give the free workshop to others),
After all how hard is it to give away a free
workshop? If a person cannot quickly give away
several workshop enrollments they are not
promoting so what makes you think they can
enroll Lifetime Members? They are not ready to
become professional networkers yet.

Common sense says a person like that really
needs the workshop and belongs in it until they
learn how to promote and manage a downline. It
is in their best interest as well, you don't
want them to take up a place in your matrix and
not qualify for all 11 levels of income. .

If your prospect makes it through the Invitation
and the Interview is then simply selecting one
of two options They can become a full Member for
a onetime out of pocket cost of $39.95 or sign
up for the free Workshop. To help them with the
decision it is a matter of explaining what
benefits they receive from the Workshop and
compare them with all the benefits Full Members
have. See the Comparison Chart.

It will assist you if you walk them through the
front part of your website while both of you are
on the phone. Simply ask them if they see
themselves polishing their skills as a
subscriber to your free workshop or earning 100K
per year as a Full Lifetime Member.

If you did the proper job in the Invitation and
the interview process, if you have determined
you want to work with this prospect and if your
prospect strongly wants the income and the
lifestyle it will provide, becoming a Lifetime
Member it is an easy decision for them to
quickly make.

Who Are You Looking For?
To help you design your own opening statements
and Interview questions, you are looking for
people who are dissatisfied with one or more
following parts of their life.

More Money - More Time - More Freedom - More
Control - More Security
Recognition - No Debts - Better Career -
Happiness - Love -Family Fun

Freedom of choice and control are the things
people want the most. While people say they want
money and most people think networking is about
earning money, the truth is, money is only a
tool that allows people to get the things in
life they want. Networking is a highly leveraged
way to generate money to get a generous
lifestyle. When you talk about only money your
prospect must mentally convert it to what they
want. That is why statements and questions
designed to solicit specific responses about
what a person really wants have so much power.

Two Things To Keep In Mind

1.
The more passionate people are about what
they want in their lifestyle, the eper their
desire is for the things they want but do not
yet have the better members you will have in
your Masters Program.
2.
Watching the people in your workshop as
they give away the workshop to others will tell
you who are the best candidates for your membership.

You prospecting goal with the Masters Program is
to have a massive number of people signed up in
your workshop. BUT, because you only need a few
good people enrolled in your Lifetime Membership
you can be selective as you enroll them. Eight
people qualify for all 11 levels of income for
each matrix you have and your focus is NOT on
getting people to spend the one time $39.95 it
is to help them bring in their first EIGHT
people. When they earn money - You earn money

If you can find out what things people really
want out of life and show them how the Masters
Program can help them get those things, you are
giving them freedom to choose how they want to
live and how to get control over their
circumstances. It's all done with some easy
conversations

For related information on this and touching on
similar
subjects see the workshop sessions in your Library
by William E. Bailey and by Len Johnson
http://cd10a.mastersprg.com