How to snare that good short termer. Or long termer.

Scene: You’re speaking to someone about the business that has responded to something they saw or heard.

Your mission: How can you find out right off whether they’re looking for some quick money now, or, whether this is someone who wants to build something that throws off income for years to come?

If you knew that at the front end, wouldn’t you be just like a doctor who doles out advice AFTER he hears the patient’s situation? You know, so that you can figure out WHICH of the goodies in your mental filing cabinet to pull out and offer the person? And in what order?

STEP 1
To find out what their situation is first, ask your prospect the 3 ‘leading questions’.

1. Let me ask you, what attracted you?
2. Have you ever done this sort of thing before? Direct sales, network marketing, or owned your own business?
3. Tell me, what, ideally, are you looking for?

STEP 2
Listen quietly to their response each time. Jot it down.

Prospect #1: I want to earn $1000 in the next 30 days.

TIP: This is a short termer situation. They want something quick and now.

You: OK, great. How much time and honest effort are you willing to commit in the next 4 weeks, if I show you how to do that? You tell me the time and effort that you’ll commit, and I’ll tell you what it takes. And then we can see if there’s a match. OK? So, how much focused time per week in the next 4 weeks can you spend on this? LISTEN and jot down what the person says so you can determine- Does their response sound reasonable and sincere to you?Use your good judgment. If you get: Prospect: Well, maybe 5 hours a week and uh, I don’t really have any other resources to commit. Like, I don’t know anyone, and my friends wouldn’t do anything like this. Actually, I don’t know.What’s the prognosis? How much time do you want to spend with this person? What are their chances of success? To earn the $1k that first month, I mean? If you get:Prospect: Well, I can do 15 or 20 hours a week. I will do whatever I need to do to make this happen, if you can show me that the business and product work. What would I have to do to make it happen? I want to NET $1k.

Better, yes? So now, it’s your turn to perform. So now what? You’ve got a potentially good prospect right there, right now.

If you were talking to me, here’s what I’d expect. You might sign me up if you could tell me:
In 6-10 sentences, or with these 8 (whatever number it is) steps, here’s exactly WHAT someone has to do make $1000 in their first 30 days.
1. You sign up.
2. You do X and Y
3. You get someone else who wants this (or more) to X and Y….
4. Blah blah blah SPECIFICS, not generalities.

If, as in most cases, that means doing fast and furious retail sales and customer acquisition, and getting a few others to do the same, say that. But it must be completely specific. Here’s what has to happen. This many customers, this many product/service sales, etc. How much volume for you and others. WHATEVER IT ACTUALLY TAKES TO NET $1k in 30 days.

Can you do that? Do you know how few people in any company can do that at the drop of a hat?
If you’re not sure you can, check your marketing plan, or ask someone in your upline WHO HAS DONE IT (made $1k in their first active month) for the how to, in 10 sentences or less. (‘Active month’ is that month someone commits to the business, be that the first one, or the 9th or 24th month).

After you state specifically what it takes, wait for the person to respond and see what their next question is. If it is something like:

Great, so where do I find the people to do these things?

You can introduce them to the concept of the multiple reaching out methods (ROMs). They and you can set up a time to review them all, so that the prospect can select any 3-5 they like to start the process. By phone or in person.

Of course, you will be there (by phone or in person) to do the methods of reaching out WITH them, or set them up with someone else, so they are not doing any reaching out methods alone. We all know that being left alone during the reaching out process is the prime cause of attitude failure and sudden ‘death’ syndrome in the business, don’t we? (The Truth book has 12 methods of reaching out laid out in detail)

If, after you’ve stated what it takes to make $1k in 30 days, they don’t sound like they can get it up to do what it takes, pass. Again, use your good judgment. There may be other options. No dragging, however. Remember, do you want it in your lifetime?

Now let’s try another prospect:

Prospect #2: I want something where I will have some residual income for later...income in 2-5 years that will keep coming in even if I don't work as hard then as I might now, to create it.

This is a potential long termer

You: OK, great. How much time and effort are you willing to commit, if I show you how to do that? LISTEN so you can determine if they have reasonable expectations. E.g. do they show they realize it takes some time to set up something that throws of future income? As opposed to immediate earned income for doing a specific job or service right now?Next, position the residual part of your business as follows: You: "So, [prospect name], what if I told you that network marketing is an example of building up an income producing asset? Just like building up a real estate project? You know, where they build up the apartments or offices in the beginning, and then they rent them out? And they get rent for years and years after?

Or like writing a book or making a movie? You know, where they do the initial stuff up front, on the come, and then when it works, they collect percentages for years and years after the hard part is done. You know how that works, right?

This is like that. Except with this, instead of building up a real estate tower, we build up an organization of people.

We do the initial building and creating on the come, and if you do it right, there's income you can get long after the initial building up part is done.

Anyway, that's what Robert Kiyosaki says rich dads teach their kids, that poor and middle class dads don't... He says in his book, 'Rich Dad Poor Dad' that poor dads and middle class dads teach their kids to get a good education and work 40-60 hours a week at a good job with benefits.
However, he then tells that rich dads teach their kids to spend their 40-60 hours a week getting involved as early as they can with either building up or participating in any kind of income producing asset -- something that, after it's built up, continues to throw off income.

So that's what I'm doing and why I'm doing it.

What about you? Does that sound like something you'd like to get involved in too? Building up an income producing asset with us?"

WAIT FOR THEIR RESPONSE.

Then, if they ask what it will take to start building up that income producing asset, can you tell them what it will take in 6-10 sentences? Or in 6-10 steps that are exactly the things required to accomplish that?

If not, ask someone in your upline who is doing it to describe his income and how it is derived, per the pay plan of your company.

This is just like building a real estate project. You need to know how many apartments to build to get the income you want right? And the more you want to build, the more time and budget at the front end. The more, the more, yes?

Isn’t this the same?

If you position your business, for long termers, as akin to building up a real estate project, with rent coming after it’s built, how many people do you think will ask "Will I get money in 3 months?" How many people will expect income if they walk away with the building half done?

Think that repositioning of your business (for the long termers) will help avoid attracting people with the wrong ideals and expectations into your business? The ones you may be sorry you ever signed up? Because they had no idea what they were in for?

To see more about how your business is like building up an income producing asset, for those seeking the residual income, see this page - http://Banana Marketing.com/reallygood.html. OK?

This is for the long termer. Building up ANY income producing asset is for a long termer. It may take 3-5 years, but then, if you succeed, you have income coming in for years after it’s built, just like rent from an apartment of office complex.

Bottom line:

Determine first who you have on the phone. Ask the leading questions. Then, based on what THEY say, show them how to accomplish the thing they say they want to accomplish. Short term or long term. Or combination thereof. Know how to show that you can help who you’re dealing with. Quickly. They might be a good one. Remember, the top bananas in the major companies have only 1-4 key people who throw off 90% of their obscene incomes. You don’t need that many good ones to make it. Show them you know what it takes. And that you can show them how to succeed the way others are doing right now in your company.