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How To Build Your MLM Prospects List by Eric Worre
The document outlines the importance of mental and written lists in network marketing, categorizing individuals into posers, amateurs, and professionals based on their approaches to prospecting. It emphasizes that professionals consistently expand their contact lists and view networking as a core skill, while posers often rely on luck. The text provides strategies for creating and maintaining an 'active candidate list' to maximize networking potential and encourage professional growth.
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How To Build Your MLM Prospects List by Eric Worre
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- 2. The Ultimate MemoryJogger When people look at Network Marketing, one of their biggest questions is “Do I know anybody? They believe if they know a lot of people, they can have lots of success and if they don’t know a lot of people, they don’t have a chance. It sounds logical, but it’s just not true. In Network Marketing, there are three kinds of people. The Posers, the Amateurs and the Professionals. When it comes to finding prospects, the posers make a mental list of three, four or five people that will probably join their business. Then their whole future is based upon the response of those few people. If they’re lucky enough to get one of them, then they can extend the life of their career for a short time. They might even make another mental list of three or four people. Hopefully they’ll decide to stop being a poser and upgrade to the amateur ranks. Would it surprise you to know that approximately 80% of all the people who join Network Marketing approach building as posers? It’s true. 8 out of 10 people who become distributors in our profession first approach building with the poser mentality. They make a small mental list and see what happens. They never set out to develop the necessary skills. Your job inside of your business is to drive that percentage from 80% to a much lower number. Educate people. Help them understand how powerful this opportunity can be if they treat it with respect. If you wonder why people come and go in the Network Marketing Profession, this along with the lottery mentality is the reason. It isn’t Network Marketing. It’s the mindset of the people who join. So those are the posers. Their only real chance is luck. The second group are the amateurs. Instead of a small mental list, these people make a written list, which is a step in the right direction. Let’s say they make a list of 100 prospects. They charge out there with excitement but not a lot of skill and begin prospect, and their list begins to diminish. As their list gets smaller and smaller, their anxiety grows higher and higher. Their biggest fear is running out of people to talk to. I know that was my biggest fear. In my early 20’s my list wasn’t anything to brag about. I tried to use my parent’s contacts at the beginning. And it didn’t take long for me to run out. Soon everyone in my world knew what I was doing and had either said yes or no. It was scary. I felt like if I didn’t find some great people from my list and find them soon, I was going to fail in this business. It never occurred to me that finding quality people to prospect was a skill. Up to this point in my new career I always viewed the list as the ticket to wealth. If you had a good list, you’d succeed and if you had a bad one, you’d either get lucky or you’d fail. The Ultimate Memory Jogger | Page 1
- 3. But when Ihad the defining moment to become a professional, I began to study the people who had built large and successful organizations. And I found that the professionals approached finding people to talk to as one of their core skills. It was part of their JOB to find new people. They weren’t interested in luck. They weren’t worried about running out of people. They made sure that never happened. The professionals started with a written list. But then they decided to never stop adding to the list. They created what they called “The Active Candidate List”, and I’m going to show you how to do the same thing. Harvey Mackay is the author of the huge bestselling book “How to swim with the sharks without being eaten alive”, he’s a good friend and he’s also one of the best networkers in the world. I interviewed Harvey and asked him how he built such a large and influential list of friends. He told me that at the age of 18, his father sat him down and said “Harvey, starting today and for the rest of your life, I want you to take every person you meet, get their contact information and find a creative way to stay in touch”. He’s done that for over 60 years and today his list of friends is more than 12,000 people. And these aren’t just social media friends. They’re real friends and I consider myself fortunate to be one of them. That’s what Network Marketing Professionals do. Step one - Make a list and then make it as comprehensive as possible. Every person you can think of. EVERY person. It doesn’t matter if you think they are a prospect or not. Your database is one of your most important assets. Everyone goes on the list. If they are negative, put them on your list. If you hate them, put them on your list. If they are your best friend, put them on your list. If they’ve said “I’ll never be involved in Network Marketing, put them on your list. If they’re 98 years old, put them on your list. If they’re 18 years old, put them on your list. It’s important to do this because, as you empty your mind out on paper, it will make more room for new contacts to come. When you write down your nephew, you begin to think about the circle around your nephew. All of these connections will become apparent to you as you make your list more and more comprehensive. Think about everything. Every organization you’ve ever been involved in, every group you’ve ever been a part of, everything you’ve ever done. If you do this right, it will end up being hundreds and hundreds and maybe even thousands of people. Step two - The second degree of separation. So step two is looking at your list and thinking about the people they know. Chances are, you’ll know most of them also. The Ultimate Memory Jogger | Page 2
- 4. Think about membersof your family. Who do they know? Add them to your list. Think about your friends. Who do they know? Add them to your list. Think about all the relationships in your life. Who do they know? Add them to your list. Don’t worry about what you’re going to do with this list yet. We’ll talk about that a bit later. Just keep building it. Step three - Constantly expand your list. This is why the professionals call this an “Active Candidate List”. It never stops growing. The Pros have a goal to add at least 2 people to their list every single day. They may not prospect them, but as Harvey Mackay’s father said, they go on the list and you should find a creative way to stay in touch. If you think about this as a core skill, you’ll realize it isn’t very hard. You come into contact with people every day. Just add them to your list. You meet people through online social media. Add them to your list. You do business with new people. Add them to your list. You need to develop a higher level of awareness. You’re going to have to pay attention to the world. You’re going to be introduced to new people all the time, but posers and amateurs don’t even notice. They just go through their day saying “What people? I don’t see any people.” How hard would it be to raise your awareness and add two new people a day to your list? Think about it, if you did that six days a week, that is 624 new people a year. Do that for 5 years and that’s 3,120 people. Can you see why Professionals don’t worry about running out of people to talk to? Please understand, I’m NOT saying you should assault these people with your pitch the moment you are introduced. Some people in Network Marketing make that mistake and it’s not good. Just add them to your list, make friends, develop a connection, and when the time is right you can help them understand what you have to offer. Step four - Network on purpose Professionals network on purpose. It’s hard to meet new people if you’re hiding from the world. Get out there. Have some fun. Join a new gym. Have fun with a new hobby. Volunteer for a cause that’s important to you. Find places and organizations where you can meet new people. Not only will you enjoy yourself, but you’ll also meet incredible new people. Remember, you hold the keys to transform hundreds of lives. The Ultimate Memory Jogger | Page 3
- 5. Instructions The best wayto use this workbook is to first create your master “Active Candidate List” by going through all the categories in the memory jogger and entering the names in the pages provided. Once you do that (and it will be an ongoing process), we have provided pages for you to choose the best people in several categories and put them in a new list for immediate action. Those lists are: 1. Hot Candidate List - Close friends & family 2. Lead With Product Candidate List 3. Direct Approach Candidate List 4. Indirect Approach Candidate List 5. Super Indirect Approach Candidate List In the back of this booklet you will find the 8-step invitation process and all the scripts from the Hottest Scripts In MLM booklet I’ve used for years. Let it guide you on not only approaching people professionally and in a way that keeps your relationships alive and flourishing for years to come. One more note when you’re creating this list. Do NOT prejudge people as you go. Just put their name down no matter what. The act of writing it will help to trigger more and more contacts. The Ultimate Memory Jogger | Page 4
- 6. Memory Jogger This easymemory Jogger will help you create your initial list of key friends, business contacts and others to share your product or opportunity with, so you can kick-start your NM business. The members of your own family: - Camping friends • Lawyer • Father and Mother - Dancing class associates • Merchants • Father-In-Law/Mother-In-Law - Drawing class • Pharmacist • Grandparents - Fantasy Football league • Real Estate Agent • Children friends • Travel Agent • Brothers & Sisters - Fishing buddies • Aunts & Uncles - Hunting friends Who are my …? • Nieces & Nephews - Karate class buddies • Architect • Cousins - Singing class • Associations members - Sculpting • Bus driver - Woodworking friends • Butcher/Baker - Workout friends • Computer Tech • Children’s friends parents - Bowling • Chiropractor - Football • Club members - Golf • Delivery person - Racquetball • FedEx/UPS Driver - Tennis • Fireman List you already have: • Current address book/online contact manager • People with whom you play: • Email addresses list • Cell phone contacts • Holidays cards list • Wedding invite list • Child’s birthday invitee list • Business cards list - Volleyball • Florist • Social media: - Any other game • Jeweler • Leasing Agent - Facebook - LinkedIn Those you do business with: • Mailman - Plaxo • Auto mechanic • Minister/Pastor & their wife - Twitter • Accountant • Pet Groomer - Skype • Banker • Photographer -Other • Babysitter/Child care provider • Police • Car dealer • Property Manager Your closest friends and those whom • Dentist (your kids too) • Sports Team members (your kids too you associate regularly: • Doctor (your kids too) • Dry cleaner • Tailor • Grocer/Gas station attendant • Veterinarian • Hair stylist/barber • Waitresses/Waiter (my favorite) • Housekeeper • Water Supplier • Insurance agent • Friends & Neighbors • People you work with • Church members • Hobby buddies: The Ultimate Memory Jogger | Page 5 & their parents)
- 7. Those you havebeen associated • Are Entrepreneurial • Want to Work for Themselves with in the past: • Are Caring People • Who Attends Self–Improvement • Former Coach • Are Champions • Former Co-workers • Are Fun & Friendly • Who Bought New Home/Car • Former Roommates • Are Fund -Raisers • Who Enjoys being around High • Former Teacher • Are Goal Oriented • People in your Home Town • Are Natural Leaders • Who Needs a New Car/Home • Previous Neighbors • Are Organized • Who Reads Self-Development • Military Cohorts • Are Positive Thinking • Retired Co-workers • Are Self-Motivated • Who You Like the Most • Schoolmates • Are Single Mom/Dad • Who You’ve met while on Vacation • Was Your Boss • Are Team Players Who You’ve met on the Plane • Are Your Children’s Who Your Friends Know Friends Parents Who Wants Freedom May be interested in your product Who Wants to Go on Vacation or service? Who Works Too Hard Who Works at Night/Weekends Who Sold me my … • • Air conditioner • Boat • Business cards • Don’t like their Job • Camper • Car/Truck • Has Character & Integrity • Computer • Has Children in College • Cell phone • Has Computer & Internet skills • Dishwasher/Laundry machine • Has Dangerous Job • Equipment/Supplies • Has Desire & Drive • Fishing license • Has a Great Smile • Furniture • Has to Pay down their Credit • Glasses/Contacts • House • Has Public Speaking skills • Hunting license • Just Got Married • Refrigerator • Just Graduated • Tires and Auto parts • Just Had a Baby • TV/Stereo • Just Quit their Job or is Out of Energy people Books/ Books on Success Has Been in Network Marketing • Seminars • Wedding items Work Vacuum cleaner • Card Debt • Love a Challenge • I know individuals who: • Love to Learn New Things • Want to Help their Spouse Retire Early Are Actively looking for part-time job • Want to Make More Money • Are Ambitious • Want More Time with their • Are Enthusiastic Families The Ultimate Memory Jogger | Page 6 I know Someone Who Is … • Accountant • Actor • Advertiser • Architect • Airline Attendant • Alarm Systems Agent • Army Officer • Acupuncturist • Baker • Banking Professional • Barber • Baseball Player • Basketball Player • Beauty Salon worker • Broker • Builder • Cable TV provider • Camper • Chiropractor
- 8. • Consultant • Internet provider • Piano Teacher • ComputerEngineer • Interior Decorator • Publisher • Cook • Investor • Police Officer • Dancer/Dance Teacher • Jeweler • Postal worker • Dentist • Karate Master/Classmate • Promoter • Dermatologist • Kickboxing Master/Classmate • Property Manager • Designer • Kitchen Renovator • Public Relations Professional • Driver Bus/Cab/Truck • Lawyer • Psychiatrist • DJ • Leasing Manager • Psychologist • Doctor • Lab Technician • Radio worker • Dry Cleaner • Loan Officer • Recreation Therapist • Education Professional • Lifeguard • Railroad worker • Electrician • Makeup Artist • Realtor • Engineer • Manager • Rental Office agent • Entertainer • Manicurist • Recruiter • Environmental Scientist • Massage Therapist • Rehabilitation Specialist • Farmer • Mechanic • Reporter • Film Industry Professional • Medical Professional • Repairman • Fireman • Midwife • Restaurant Owner/Manager • Fitness Instructor • Minister • Salesman • Florist • Mortgage Broker • Scientist • Food Services associate • Music Teacher • Shoe repair people • Football Player • Musician • Satellite Provider • Fundraiser • Navy Officer • Singer • Furniture Salesman • Nonprofit Organization Associate • Skater • Gardener • Nurse • Skier • Geologist • Nutritionist • Skin Care Consultant • Golfer • Office Manager • Social worker • Government worker • Optometrist • Software Engineer • Graphic Artist • Orthodontist • SPA worker • Gymnast • Painter • Swimmer • Hairdresser • Party Planner • Sport Team classmates • Handyperson • Pediatrician • Tailor • Health Practitioner • Personal Trainer • Tanning Salon worker • Hiker • Pet Care Professional/Veterinarian • Teacher • Hospital staff • Pharmacist • Telecommunications worker • Human Resources staff • Photographer • Tennis Instructor • Insurance Agent • Physical Therapist • Therapist The Ultimate Memory Jogger | Page 7
- 9. • Trade worker • Minnesota • Antigua andBarbuda • Trainer • Mississippi • Argentina • Travel Agent • Missouri • Armenia • Tutor • Montana • Aruba • Valet Attendant • Nebraska • Australia • Veteran • Nevada • Austria • Volunteer • New Hampshire • Azerbaijan • Waiter/Waitress • New Jersey • Bahamas • Web Designer • New Mexico • Bahrain • Writer • New York • Bangladesh • Yoga Instructor/Classmates • North Carolina • Barbados • North Dakota • Belarus • Ohio • Belgium • Oklahoma • Belize Who Do you Know from a • Oregon • Benin different State? • Pennsylvania • Bermuda • Alabama • Rhode Island • Bhutan • Alaska • South Carolina • Bolivia • Arizona • South Dakota • Bosnia-Herzegovina • Arkansas • Tennessee • Botswana • California • Texas • Bouvet Island • Colorado • Utah • Brazil • Connecticut • Vermont • Brunei • Delaware • Virginia • Bulgaria • Florida • Washington • Burkina Faso • Georgia • West Virginia • Burundi • Hawaii • Wisconsin • Cambodia • Idaho • Wyoming • Cameroon • Illinois • Canada • Indiana Who Do you Know from a • Cape Verde • Iowa different Country? • Cayman Islands • Kansas • Afghanistan • Central African Republic • Kentucky • Albania • Chad • Louisiana • Algeria • Chile • Maine • American Samoa • China • Maryland • Andorra • Christmas Island • Massachusetts • Angola • Cocos (Keeling) Islands • Michigan • Anguilla • Colombia Who lives in a Different City? The Ultimate Memory Jogger | Page 8
- 10. • Comoros • Guinea Bissau • Maldives • Congo, DemocraticRepublic of • Guyana • Mali the (Zaire) • Haiti • Malta • Congo, Republic of • Holy See • Marshall Islands • Cook Islands • Honduras • Martinique (French) • Costa Rica • Hong Kong • Mauritania • Croatia • Hungary • Mauritius • Cuba • Iceland • Mayotte • Cyprus • India • Mexico • Czech Republic • Indonesia • Micronesia • Denmark • Iran • Moldova • Djibouti • Iraq • Monaco • Dominica • Ireland • Mongolia • Dominican Republic • Israel • Montenegro • Ecuador • Italy • Montserrat • Egypt • Ivory Coast (Cote D`Ivoire) • Morocco • El Salvador • Jamaica • Mozambique • Equatorial Guinea • Japan • Myanmar • Eritrea • Jordan • Namibia • Estonia • Kazakhstan • Nauru • Ethiopia • Kenya • Nepal • Falkland Islands • Kiribati • Netherlands • Faroe Islands • Kuwait • Netherlands Antilles • Fiji • Kyrgyzstan • New Caledonia (French) • Finland • Laos • New Zealand • France • Latvia • Nicaragua • French Guiana • Lebanon • Niger • Gabon • Lesotho • Nigeria • Gambia • Liberia • Niue • Georgia • Libya • Norfolk Island • Germany • Liechtenstein • North Korea • Greece • Lithuania • Northern Mariana Islands • Greenland • Luxembourg • Norway • Grenada • Macau • Oman • Guadeloupe (French) • Macedonia • Pakistan • Guam (USA) • Madagascar • Palau • Guatemala • Malawi • Panama • Guinea • Malaysia • Papua New Guinea The Ultimate Memory Jogger | Page 9
- 11. • Paraguay • Singapore • Trinidad and Tobago • Peru • Slovakia • Tunisia • Philippines • Slovenia • Turkey • PitcairnIsland • Solomon Islands • Turkmenistan • Poland • Somalia • Turks and Caicos Islands • Polynesia (French) • South Africa • Tuvalu • Portugal • South Georgia and South Sandwich • Uganda • Puerto Rico Islands • Ukraine • Qatar • South Korea • United Arab Emirates • Reunion • Spain • United Kingdom • Romania • Sri Lanka • United States • Russia • Sudan • Uruguay • Rwanda • Suriname • Uzbekistan • Saint Helena • Svalbard and Jan Mayen Islands • Vanuatu • Saint Kitts and Nevis • Swaziland • Venezuela • Saint Lucia • Sweden • Vietnam • Saint Pierre and Miquelon • Switzerland • Virgin Islands • Saint Vincent and Grenadines • Syria • Wallis and Futuna Islands • Samoa • Taiwan • Yemen • San Marino • Tajikistan • Zambia • Sao Tome and Principe • Tanzania • Zimbabwe • Saudi Arabia • Thailand • Senegal • Timor-Leste (East Timor) • Serbia • Togo • Seychelles • Tokelau • Sierra Leone • Tonga Who Haven’t you listed yet? After you have made your list from all of the above, look at your list and think about who they would know The Ultimate Memory Jogger | Page 10
- 12. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 11 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 13. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 12 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 14. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 13 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 15. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 14 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 16. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 15 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 17. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 16 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 18. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 17 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 19. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 18 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 20. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 19 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 21. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 20 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 22. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 21 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 23. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 22 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 24. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 23 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 25. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 24 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 26. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 25 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 27. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 26 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 28. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 27 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 29. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 28 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 30. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 29 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 31. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 30 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 32. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 31 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 33. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 32 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 34. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 33 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 35. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 34 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 36. Master Candidate List #Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 35 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 37. “Hot” Candidate List- Close Friends and Family # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 36 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 38. “Hot” Candidate List- Close Friends and Family # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 37 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 39. “Hot” Candidate List- Close Friends and Family # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 38 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 40. “Lead with Product”Candidate List # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 39 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 41. “Lead with product”Candidate List # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 40 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 42. “Lead with product”Candidate List # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 41 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 43. “BEST Opportunity” CandidateList # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 42 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 44. “BEST Opportunity” CandidateList # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 43 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 45. “BEST Opportunity” CandidateList # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 44 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 46. “Direct Approach” CandidateList # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 45 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 47. “Direct Approach” CandidateList # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 46 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 48. “Direct Approach” CandidateList # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 47 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 49. “INDirect Approach” CandidateList # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 48 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 50. “INDirect Approach” CandidateList # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 49 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 51. “INDirect Approach” CandidateList # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 50 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 52. “Super INDirect Approach”Candidate List # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 51 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 53. “Super INDirect Approach”Candidate List # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 52 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 54. “Super INDirect Approach”Candidate List # Name How do I know this person: friend, phone, FB, etc. Telephone/Email The Ultimate Memory Jogger | Page 53 Date of Comments about Contact them, used tools, etc Next Exposure Next Exposure Result
- 55. The Hottest RecruitingScripts in MLM Step www.NetworkMarketingPro.com 1 Be in a hurry This is a psychological issue, but people are always more attracted to a person who’s busy and has things going on. If you start every call or face to face conversation with the feeling that you’re in a hurry, you’ll find your invitations will be shorter, there will be less questions and people will respect you and your time much more. Here are some “In a hurry” script examples: For warm market prospects: ● “I don’t have a lot of time to talk, but it was really important I reach you” ● “I have a million things going on, but I’m glad I caught you” ● “I’m running out the door, but I needed to talk to you real quick” For cold market prospects: ● “Now isn’t the time to get into this and I have to go, but…” ● “I’m have to run, but…” Get the message? Set the tone with some urgency. The Ultimate Memory Jogger | Page 54 4 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional”
- 56. The Hottest RecruitingScripts in MLM Step www.NetworkMarketingPro.com 2 Compliment the Prospect This is critical. The sincere compliment (and it must be sincere) opens the door to real communication and will make the prospect much more agreeable to hearing what you have to say. Here are some sample compliment scripts: For warm market prospects: “You’ve been wildly successful and I’ve always respected the way you’ve done business.” “You’ve always been so supportive of me and I appreciate that so much.” “You’re one of the most connected people I know and I’ve always admired that about you.” “You’re the most (or one of the most) important person/people in my life and I really trust your instincts.” “You have an amazing mind for business and can see things other people don’t see.” “I was thinking… who are the sharpest people I know? And I thought of you.” “You’re one of the most positive and energetic people I’ve ever met.” The Ultimate Memory Jogger | Page 55 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional” 5
- 57. The Hottest RecruitingScripts in MLM www.NetworkMarketingPro.com “Some people are very closed-minded which limits their opportunities, but I’ve always admired the fact that you’re open to looking at new things.” “I need someone to find the holes in something I’m looking at and absolutely nothing gets past you.” “You’re one of the most (health conscious/technology savvy/fashion or beauty conscious/wellness-minded/financially intelligent/etc.) people I know and I’ve always respected that about you.” “You’re one of the smartest people I know and I really trust your judgment. “ “For as long as I’ve know you I’ve thought you were the best at what you do.” For cold market prospects: “You’ve give me/us some of the best service I’ve/we’ve ever received.” “You are super sharp. Can I ask what you do for a living?” “You’ve made ________ a fantastic experience.” The key to the compliment is it must be sincere. Find something you can compliment your prospect on and do it. The Ultimate Memory Jogger | Page 56 6 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional”
- 58. The Hottest RecruitingScripts in MLM Step www.NetworkMarketingPro.com 3 Make the Invitation In this situation one size does NOT fit all. I’ve provided a list of Direct Approaches which you will use when you’re talking about an opportunity for THEM specifically, Indirect Approaches which you will use to ask for help or advice and Super Indirect Approaches which you will use to ask people if they know others who might be interested. Most people use a Direct Approach for all of their prospects. Usually it goes something like this “I found a way to get rich and let me tell you all about it. Blah blah blah.” I understand the passion, but really… who’s going to get excited about that, unless they’re getting the call from a millionaire? As you become a Network Marketing Professional, you’re going to find that you use the Indirect and Super Indirect approaches much more, but that doesn’t mean Direct Approaches don’t have an important place. Direct Approach Scripts (and remember, you’ve already done step 1 and step 2) For warm market: “When you told me ________, were you serious or were you just kidding around? (Wait for answer). Great! I think I’ve found a way for you to get it/solve the problem/ make that happen/etc.” (This is for situations where you know an area of their dissatisfaction) “I think I’ve found a way for us to really boost our cash flow” “I found something you really need to see” The Ultimate Memory Jogger | Page 57 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional” 7
- 59. The Hottest RecruitingScripts in MLM www.NetworkMarketingPro.com “I’m launching a new business and I really want you to take a look at it” “When I thought of the people who could make an absolute fortune with a business I’ve found, I thought of you” “Are you still looking for a job (or a different job?). I’ve found a way for both of us to start a great business without all the risks.” “If I told you there was a way to increase your cash flow without jeopardizing what you’re doing right now, would you be interested?” “I’ve teamed up with a company that is opening/expanding in the _______ area” “I’ve found something exciting and you’re one of the very first people I’ve called” “When I thought of quality people that I’d really enjoy working with I thought of you. Would you be open to hearing what I’m doing?” “Let me ask you something… Would you be open to diversifying your income?” “Let me ask you a question, off the record. If there were a business you could start working part-time from your home that could replace your full-time income, would that interest you?” “As you know I’ve been a (insert occupation), but because of (negative factors) I’ve decided to diversify my income. After considering my options, I’ve identified the very best way to make it happen.” “I found an exciting business, and together, I think we could do something special. 1+1 might add up to 10.” Or you could try the shocking approach used with great effect with my good friend Randy Gage “With your skills, you could make $100,000 a month in a business I’ve just started”. This works good when you are respected by the prospect. I’ve used this one with great success “This is the call you’ve been waiting for your whole life”. The Ultimate Memory Jogger | Page 58 8 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional”
- 60. The Hottest RecruitingScripts in MLM www.NetworkMarketingPro.com For cold market: “Have you ever thought of diversifying your income?” “Do you keep your career options open?” (An oldie but a goodie) “Do you plan on doing what you’re doing now for the rest of your career?” You can follow any of these cold market scripts or any variation with the following: “I have something that might interest you. Now’s not the time to get into it but…” Indirect Scripts The Indirect Approach is another powerful tool to helping people get past their initial resistance and understand your opportunity. This approach is best used when you’re just getting started and it’s simply asking people for help or guidance. I used this approach extensively and with great success when I first started out. Because of my lack of credibility at age 22, I couldn’t get much success with a Direct Approach so I learned to play myself down and play up to the prospect’s ego. It worked incredibly well and I still use it from time to time today. For warm market: “I’ve just started a new business and I’m scared to death. Before I get going I need to practice on someone friendly. Would you mind if I practiced on you? “I’m thinking about getting started with a business I can run from my home. Would you help me check it out and see if it’s for real?” “I found a business I’m really excited about, but what do I know? You have so much experience. Would you look at it for me if I made it easy and let me know if you think I’m making the right move?” “A friend told me the best thing I could do when starting a business is to have people I respect take a look at it and give me some guidance. Would you be willing to do that for me if I made it simple?” The Ultimate Memory Jogger | Page 59 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional” 9
- 61. The Hottest RecruitingScripts in MLM www.NetworkMarketingPro.com For negative and cynical people “I’ve started a business and really need someone to help me poke holes in it. Nothing gets past you. Would you be willing to examine it for me?” For cold market: I’ve found this approach doesn’t work very well because it doesn’t really make sense for you to show this much respect for someone you’ve just met. Direct and Super Indirect work best for cold market. Super-Indirect Scripts Super-Indirect Approaches are incredibly powerful and play on a number of psychological levels. This is a networking approach that asks the prospect if they know someone else that might benefit from your business. I use this approach all the time with great success. For warm market: “The business I’m in clearly isn’t for you, but I wanted to ask, who do you know that is ambitious, money motivated and would be excited about the idea of adding more cash flow to their lives?” “Who do you know that might be looking for a strong business they could run from their home?” “Who do you know that has hit a wall with their business and might be looking for a way to diversity their income?” “Do you know any sharp people who live in _________? Yes? Great. Could I get their name and email address if you have it? I have a business expanding in that area and I want to see if they think it will be successful there.” “Do you know anyone involved in a serious job search?” “I work with a company that’s expanding in our area and I’m looking for some sharp people that might be interested in some additional cash flow. Do you know anyone who might fit that description?” The Ultimate Memory Jogger | Page 60 10 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional”
- 62. The Hottest RecruitingScripts in MLM www.NetworkMarketingPro.com In most cases, they’re going to ask you for more information before they give you any names (behind that request with be curiosity and intrigue thinking this might be for them… but they’re not going to admit that to you yet). When they ask you for more information first, just respond like this. “That makes sense. You’ll want to know about it before you refer some of your contacts” Then just move to step 4 For cold market: Cold market is exactly the same as warm market for Super Indirect. Just use the scripts above or any variation that’s comfortable for you. The Ultimate Memory Jogger | Page 61 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ 11
- 63. The Hottest RecruitingScripts in MLM Step www.NetworkMarketingPro.com 4 If I__________,would you___________? You’re not going to offer your 3rd party tool, unless they agree to do something in return. This has been my secret weapon for a very long time. Let me offer you some examples: “IF I gave you a DVD that laid out all the information in a very professional way, WOULD YOU watch it?” “IF I gave you a CD that described the business, WOULD YOU listen to it?” “IF I gave you a magazine (or some other prospecting printed piece), WOULD YOU read it?” “IF I gave you a link to an online presentation that explained everything, WOULD YOU click on it and watch it?” If you’ve done the first 3 steps properly, the answer will be yes. If they ask for more information first, just respond with “I understand that you want more information, but all of what you’re looking for is on the DVD, CD or in the Printed piece or Link. The fastest way for you to really understand what I’m talking about will be to review that material. So, if I gave it to you, would you review it?” If they say no, they won’t review it then thank them for their time and move on. Also, review steps 1-3 to see what you could have done better. Do NOT still give it to them. The Ultimate Memory Jogger | Page 62 12 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional”
- 64. The Hottest RecruitingScripts in MLM Step www.NetworkMarketingPro.com 5 Get a Time Commitment “When do you think you could watch the DVD for sure?” “When do you think you could listen to the CD for sure?” “When do you think you could read the magazine for sure?” “When do you think you could watch the link for sure?” Don’t suggest a time for them. Ask the question and have them give you the time. If it’s not definitive “I’ll try to do it sometime”, then tell them. “I don’t want to waste your time or mine. Why don’t we just try to lock in a time you’ll have seen it for sure?” The key is to get them to say YES a second time. Saying yes to step 4 is NOT a commitment. The Ultimate Memory Jogger | Page 63 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional” 13
- 65. The Hottest RecruitingScripts in MLM Step www.NetworkMarketingPro.com 6 Confirm If they tell you they’ll watch the DVD by Tuesday night your response should be: “So, if I called you Wednesday morning, you’ll have seen it for sure right?” If they say they’ll listen to the CD by Thursday morning your response should be: “So, if I called you sometime on Thursday, you’ll have listened to it for sure right? If they say they’ll watch the link by July 1st your response should be: “So, if I called you on July 2nd, you’ll have watched it for sure right?” The key to step 6 is they’ve now said 3 times that they’ll follow through and they’ve done it all by themselves. They’ve set a real appointment with you for the future. The Ultimate Memory Jogger | Page 64 14 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional”
- 66. The Hottest RecruitingScripts in MLM Step www.NetworkMarketingPro.com 7 Get a Time and Number “What’s the best number and time for me to call?” Now they’ve said yes 4 times and the chances they’ll follow through has been increased from less than 10% to over 80%. Note: Please put this appointment in a place you won’t forget. Step 8 Get off the phone! Remember, you’re in a hurry right? The best thing is to say something like “Great. We’ll talk then. Gotta run!” So those are the 8 steps with tons of the hottest scripts in MLM on what to say. Now let’s put it all together by showing you some examples. The Ultimate Memory Jogger | Page 65 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional” 15
- 67. The Hottest RecruitingScripts in MLM www.NetworkMarketingPro.com Example #1 – A person you know hates their job using Direct Approach Prospect Name Prospect Contact Info (step 1 - Page 4) Hey, I don’t have a lot of time to talk , but it was really Insert “In a hurry” script important I reach you. (step 2 - Page 5) Insert compliment Listen , you’re one of the most financially intelligent people I know and I’ve always respected that about you. (step 3 - Page 7) Insert invite based upon the approach you’ve chosen When you told me you really didn’t like your job, were you serious or were you just kidding around? Great. I think I’ve found a way for you to create an exit strategy without jeopardizing your family. (step 4 - Page 12) I have a CD that you have to listen to. It describes what I’m talking about better than I can . “If I gave you this CD listen to it , would you ?” (step 5 - Page 13) “When do you think you could listen to it for sure?” (step 6 - Page 14) Tuesday? So if I called you Wednesday morning , you’ll have reviewed it for sure, right?” (step 7 - Page 15) Alright, I’ll check back with you then . Date: (step 8 - Page 15) Time: Number: Great. We’ll talk then . Gotta run and thanks! The Ultimate Memory Jogger | Page 66 16 “What’s the best number and time for me to call” For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional”
- 68. The Hottest RecruitingScripts in MLM www.NetworkMarketingPro.com Example #2 – To a good friend with Indirect Approach Prospect Name Prospect Contact Info (step 1 - Page 4) Hey, I’m running out the door, but I needed to talk to you Insert “In a hurry” script real quick . (step 2 - Page 5) Insert compliment You’ve always been so supportive of me and I appreciate that so much . (step 3 - Page 7) Insert invite based upon the approach you’ve chosen I’ve just started a new business and I’m scared to death . Before I get going I need to practice on someone friendly. Would you mind if I practiced on you? (step 4 - Page 12) Great! “If I gave you a DVD that laid out the information in a professional way would you watch it ?” (step 5 - Page 13) “When do you think you could watch it for sure?” (step 6 - Page 14) Thursday? So if I called you Friday morning , you’ll have reviewed it for sure, right?” (step 7 - Page 15) Fantastic Date: (step 8 - Page 15) “What’s the best number and time for me to call” Time: Number: Great. We’ll talk then . Gotta run and thanks! The Ultimate Memory Jogger | Page 67 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional” 17
- 69. The Hottest RecruitingScripts in MLM www.NetworkMarketingPro.com Example #3 – To a highly successful person using an Indirect Approach Prospect Name Prospect Contact Info (step 1 - Page 4) I know you’re busy and I have a million things going on Insert “In a hurry” script too, but I’m glad I caught you. (step 2 - Page 5) Insert compliment You’ve been wildly successful and I’ve always respected the way you’ve done business. (step 3 - Page 7) Insert invite based upon the approach you’ve chosen I’ve recently started a new business and I’m looking for some sharp people . It ’s clearly not for you, but I wanted to ask , who do you know that is ambitious, money motivated and would be excited about the idea of adding more cash flow to their lives? (step 4 - Page 12) I understand that you’d want to know more before you recommend people. I have a DVD that explains exactly what I’m doing and the kind of people I’m looking for. It ’s brief. “If I sent one to you , view it would you ?” (step 5 - Page 13) I know you’re extremely busy and I’m so grateful for your help. Thanks for agreeing to look at it. “When do you think you could view it for sure?” (step 6 - Page 14) So if I called you after that , you’ll have reviewed it for sure, right?” (step 7 - Page 15) Alright, I’ll check back with you then . “What’s the best number and time for me to call” Date: (step 8 - Page 15) Time: Thanks again . I appreciate it so much . I’ll talk to you then . The Ultimate Memory Jogger | Page 68 18 Number: For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional”
- 70. The Hottest RecruitingScripts in MLM www.NetworkMarketingPro.com Example #4 – To a cold market prospect who’s done a fine job selling you some shoes Prospect Name Prospect Contact Info (step 1 - Page 4) Now isn’t the time to get into this and I have to go but… Insert “In a hurry” script (step 2 - Page 5) Insert compliment You are super sharp (step 3 - Page 7) Insert invite based upon the approach you’ve chosen and I happen to be looking for some sharp people . Do you plan on doing what you’re doing now for the rest of your career? No? Good . I have something that might interest you. 4 - Page 12) Now’s not the time to get into it, but I have a DVD that explains it (step all in great detail . “If I gave it to you watch it , would you ?” (step 5 - Page 13) “When do you think you could watch it for sure?” (step 6 - Page 14) So if I called you after that , you’ll have reviewed it for sure, right?” (step 7 - Page 15) Alright, I’ll check back with you then . “What’s the best number and time for me to call” Date: Time: Number: Okay, here it is. Thanks again for the excellent service and I’ll talk (step 8 - Page 15) to you soon . The Ultimate Memory Jogger | Page 69 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional” 19
- 71. The Hottest RecruitingScripts in MLM www.NetworkMarketingPro.com Network Marketing Pro Invitation Worksheet Prospect Name Prospect Contact Info (step 1 - Page 4) Insert “In a hurry” script (step 2 - Page 5) Insert compliment (step 3 - Page 7) Insert invite based upon the approach you’ve chosen (step 4 - Page 12) “If I , would you ?” (step 5 - Page 13) “When do you think you could for sure?” (step 6 - Page 14) , you’ll have reviewed it for sure, right?” (step 7 - Page 15) “What’s the best number and time for me to call” Date: Time: Number: (step 8 - Page 15) The Ultimate Memory Jogger | Page 70 For more information on how to become a Network Marketing Professional, go to www.NetworkMarketingPro.com/go-pro/ to get your copy of “Go Pro - How to become a Network Marketing Professional” 21
- 72. Toll-Free US &Canada: 855-66GOPRO Telephone: 316-854-3304 Fax: 316-854-8675 The Ultimate Memory Jogger | Page 71