THE SYSTEM
THE 6 STEPS IN ORDER
WHAT IS:
1. PROSPECT
2. APPROACH/CONTACT
3. PRESENTATION
4. FOLLOW UP
5. START UP
6. DUPLICATION
THE 3 AREAS OF PROSPECTING
1. WARM MARKET
2. FRIENDSHIP BORROWING SYSTEM (REFERRALS)
3. FRIENDSHIP FARMING
SCENARIO OF DISASTER
TWO WAYS TO DO THE PRESENTATION
1. BPM
2. ONE ON ONE
THE FOLLOW UP INTERVIEW SHOULD BE
24 TO 48 HOURS AFTER SEEING AN OVERVIEW
THE 8 FILTERS IN ORDER
WHAT ARE:
1. STAY AFTER THE BPM
2. PICK UP INFO
3. COMMIT TO FOLLOW UP
4. COMPLETE THE INTERVIEW/START UP
5. CREATE A BUSINESS PLAN
6. FNA
7. TOP 25
8. FIELD TRAINING
STEAM STANDS FOR
SALES
TEACHER
ENTHUSIASTIC
AMBITIOUS
MONEY MOTIVATED
THE E.T.H.O.R SCRIPT GOES...
IM EXCITED, IM IN THEIR TRAINING PROGRAM RIGHT NOW & I COULD USE YOUR HELP. I TRULY VALUE YOUR OPINION, MAYBE YOU CAN SHOOT OVER SOME REFERRALS.
THE PURPOSE OF THE PRESENTATION
TO SHOW THE POWER OF THE OPPORTUNITY
THE GOLDEN RULE
A RECRUIT IS NOT A RECRUIT UNTIL HE/SHE HAS A RECRUIT
THE 8 POINTERS
WHAT ARE:
1. 25+
2. MARRIED
3. CHILDREN
4. HOME OWNER
5. CAREER
6. $50K+
7. DISSATISFIED
8. ENTREPRENEURIAL
FORM STANDS FOR
FAMILY
OCCUPATION
RECREATION
MESSAGE
THE NUMBERS RELATED TO THE "CAPTAINS SYSTEM"
10-3-1
OR
6-2-1
5 OF THE ROLES IN THE BPM
1. DONT MISS A MEETING
2. LISTEN ATTENTIVELY
3. COME EARLY
4. RESPOND ENTHUSIASTICALLY
5. STAY LATE
6. TAKE NOTES
7. INTRODUCE NEW PROSPECT TO SMD AND KEY LEADERS
8. NO SMOKING ON PREMISE
9. SET A POSITIVE, UPBEAT TONE
10. SELL THE OFFICE TRADITION
11. TAKE YOUR PROSPECTS ON AN OFFICE TOUR
12. SMILE
13. FIGHT FOR THE FRONT SEATS
14. ACT LIKE YOURE GLAD TO BE THERE AND EXPECT TO WIN
15. LEAN FORWARD IN YOUR CHAIR
THE 3 PRIORITIES IN THE START UP ARE (HINT HINT PAGE 42)
1. BECOME A STUDENT OF THE BFS
2. MAKE MONEY AT WHATEVER LEVEL YOU ARE AT
3. FIGHT FOR YOUR NEXT PROMOTION
THE PURPOSES OF THE BPM
1. RE-SELL THE DREAM TO ASSOCIATES
2. TEACH TEAM HOW TO SELL THE DREAM
3. SELL THE DREAM TO PROSPECTS
THE PURPOSE OF PROSPECTING
TO MAX OUT AND ORGANIZE YOUR AVAILABLE RESOURCES TO ATTRACT THE PEOPLE NECESSARY TO ACCOMPLISH YOUR GOALS
HI, I WAS REFERRED TO YOU BY ______. YOU KNOW ______ DONT YOU? I TOLD THEM WE WERE EXPANDING AND I WAS LOOKING FOR SOME SHARP PEOPLE AND THEY MENTIONED YOU. THEY SAID YOU WERE ____,____ & _____. I DONT KNOW MUCH ELSE ABOUT YOU, WHAT DO YOU DO?
ID IMAGINE THATS WHY THEY GAVE ME YOUR NUMBER.
IF THE CIRCUMSTANCES WERE RIGHT, YOU'D KEEP YOUR CAREER OPTIONS OPEN WOULDN'T YOU?
IM NOT SURE YOUD BE A FIT FOR US OR WED BE A FIT FOR YOU BUT BASED UPON WHAT ______ HAD TO SAY ABOUT YOU ID LOVE TO MEET YOU.
WHATS YOUR SCHEDULE OVER THERE?
THE 3 SUBLIMINAL MESSAGES OF THE BPM ARE
1. THEY CAN DO IT
2. THERES MONEY TO BE MADE HERE
3. THESE ARE GOOD PEOPLE DOING GOOD THINGS TO HELP PEOPLE
THE 4 WHEELS OF OUR BUSINESS
1. RECRUIT/ BUILD A TEAM
2. GET OUT INTO THE FIELD
3. NEVER MISS A BPM
4. GET LICENSED FAST
5 THINGS A BUSINESS NEEDS TO BE GREAT
1. NEED
2. SYSTEM
3. GREAT COMPENSATION
4. GREAT TIMING
5. CORE VALUES
FINISH THE SENTENCE:
ITS NOT WHO YOU KNOW...
ITS WHO THEY KNOW
PHONE ZONE IS CRUCIAL BECAUSE
ANOTHER WAY FOR THE LEADERSHIP TO CONTROL THE POINT OF CONTACT AND MAKE CALLS TOGETHER. ITS EASIER TO MAKE CALLS IN A GROUP, AT HOME THERE ARE MORE DISTRACTIONS. IN A GROUP THERE IS EXCITEMENT AND ENCOURAGEMENT.
ANY OF THE KEY AREAS OF FOCUS IN THE BPM ARE
1. MONITOR THE NUMBER OF OLD AND NEW BUTTS IN SEATS
2. CHANGE YOUR HABITS, YOU CAN CHANGE YOUR LIFE
3. AVG. # OF PEOPLE PER WEEK AT BPM= AVG # OF SALES PER MONTH IN YOUR BASE SHOP
THE 5 EXCHANGE PRINCIPLES ARE
1. PERSONAL SALE EXCHANGE
2. MARKET EXCHANGE
3. GUIDELINE EXCHANGE
4. BUILDERS/LEG EXCHANGE
5. NOBILITY EXCHANGE