As you prospect you are sure to discover that many people are not aware of the dangers associated with relying solely on their 401K and Social Security to provide a reasonable quality of life into retirement. When I meet with a new candidate for my primary MLM business, I always dig beneath the surface to fully understand their financial position in order to uncover gaps that we can help them bridge through a home based business. What I have discovered is troubling; many people are leaving their long term security to chance and are blinded by false information about how much it will cost them to retire successfully baring unforeseen expenses such as long term medical care, a market crash effecting their 401K or other catastrophic event.
I. The masses are marching to financial peril blinded by false Information
1. The old model on how to create financial security into retirement no longer applies.
2. The world is changing due to layoffs, outsourcing, 9/11, stock market losses, the sub-prime mortgage crisis, etc.
3. Social Security when envisioned had 7.1 workers paying in the system for every 1 receiving benefits with a life expectancy of 7 years in retirement. By 2028 there will only be 2.5workers paying in the system for every 1 receiving benefits with a life expectancy of 17 years in retirement. The system was not designed to address this reality.
So how can network marketing solve the problem?
II. Healing the Blind
Two of the most powerful principles of the “prosperity mindset” when applied to helping others face reality are 1) Exposing truth in a way that becomes self evident with the mindset that you want to help others find solutions. 2) Accepting the moral obligation that you must provide an answer if you believe you have one.
1. Exposing truth in a way that becomes self evident with the mindset that you want to help others find solutions; so often when we prospect in network marketing we approach the prospect with our notion of what our business “should mean” to them.
2. Accepting the moral obligation that you must provide an answer if you believe you have one A.) Makes your mission to build your network marketing business not about you – at least not exclusively about you. B.) Supports the best aspect of the network marketing industry, which is helping others create leverage in their lives.
So here is a question for you: “If you truly believe that the network marketing business you are in has a product or service that benefits people, a compensation plan that allows new members to make money quickly and has the high probability of sustaining residual income for a decade or more; do you treat the opportunity like a real business and seek to understand where your prospect is in their lives, which will allow you to connect with them on a deeper level?”
DUPLICATION IS THE KEY!
If you have a down-line team duplicating these mindset principles you will create a greater number of enrollments within your team as your team recognizes the value of having a clear vision and respect for the process.
Here are 5 actions you should take to educate yourself and become empowered you heal those blinded by false information
1. Seek out those who have achieved what you intend to create and honor their accomplishments.
2. Invest in growing your knowledge including the economic factors present in the lives of your prospects.
3. Teach these principles to your down-line, so that they become part of the culture of your team.
4. Spend the first ½ of your prospect meeting drawing out your prospects financial position and laying the foundation for bridging gaps through your opportunity.
5. Expose truth and offer solutions that are real for the prospect.
III. Seeking those blinded by false information as you go along your way
My discovery of these truths played out during a consultation with a client when we discovered that despite her dedication for more than 25 years to her employer, her diligent investment into her 401K and exceptional performance reviews; the future is not certain as she will need to create an additional $20,000 in annual income to meet her stated goal to retire in 10 years.
The rules have changed and we must adapt our strategies to better address the challenges faced by the declining reliance on Social Security, increased health care cost, outsourcing in the workplace and volatile financial markets.
The Power of Taking Action
“My intention is to sow increase into the lives of others by creating wealth and abundance. My intention is to first impact 10,000 lives and then to see those ten thousand duplicate to impact a million lives. I intend to create wealth and abundance sow this to achieve significance.”
What are your intentions?
To hear my podcast on this subject go to http://www.supermindpodcast.com/
If you would like to receive a free copy of my prospecting guide titled “Three Simple Questions” send me an email at james@supermindsuccess.com and I will send you a copy.
(c) Copyright 2008 James A. Holmes. All Rights Reserved.
*************************
James Holmes, Global Team Builder, Coach and Trainer, combining online and offline techniques to help you grow your business. To request a free 30 minute consultation contact James by phone at 303-523-9503 or email at james@AskJamesHolmes.com
*************************
Note: If you’d like to reprint this article on your blog or in your newsletter you have permission to do so as long as the copyright information and the resource box above remains with the article.
*************************
Please feel free to leave your comments below. I’d love to read your thoughts on this article, as well as what tips and strategies YOU would most like to learn.
Showing posts with label Warm market prospecting. Show all posts
Showing posts with label Warm market prospecting. Show all posts
Tuesday, March 11, 2008
Saturday, March 8, 2008
Prospecting In Your Full-Time Career
The beauty of network marketing is that everyone you meet may have a gap in their life that your opportunity might close. The great majority of individuals working in network marketing build their businesses part-time while maintaining their full-time careers. So often the opportunities to prospect for network marketing appear while working full-time and knowing the proper path to respectfully presenting your opportunity is a practiced art.
This week I was consulting with a new client and his financial advisor, I was there to consult on a real estate matter. Taking a very broad view of his current financial position and retirement plans it became apparent that our client has an income gap that my primary network marketing opportunity can easily fill approximately $2,000 per month. So the question is how do I preserve my good will with the client as a real estate professional while exposing our client to my opportunity.
Here are practical tips to ensure you successfully expose your opportunity and maintain your posture professionally.
1. Reaffirm that you are still committed to your profession so that they still view you as a resource for the product or service you offer in your full-time endeavors.
For example: "Sue, I want you to know that I am still committed to the real estate business; however, I am calling you today to discuss a new business venture that I have embarked on that I am really excited about and that I want to share with you."
2. Connect to their gaps and build a bridge between your professional relationship and the introduction of your opportunity.
3. Be very specific when presenting how your opportunity can close the gap and how they can succeed by working with you.
4. Help your prospect see the value of creating multiple streams of income and share the opinions of leading financial minds such as Robert Kiyosaki, Robert Allen, Donald Trump among others. All of these titans advocate for the value of network marketing.
Often the difference between a job well done and going the extra mile to add value beyond expectation for your clients and associates may require you to step beyond your comfort zone and open a door to share your opportunity. If you truly believe that you have a valuable gift to share, I do not know why you would do anything else.
(c) Copyright 2008 James A. Holmes. All Rights Reserved.
*************************
James Holmes, Global Team Builder, Coach and Trainer, combining online and offline techniques to help you grow your business. To request a free 30 minute consultation contact James by phone at 303-523-9503 or email at james@AskJamesHolmes.com
*************************
Note: If you’d like to reprint this article on your blog or in your newsletter you have permission to do so as long as the copyright information and the resource box above remains with the article.
*************************
Please feel free to leave your comments below. I’d love to read your thoughts on this article, as well as what tips and strategies YOU would most like to learn.
This week I was consulting with a new client and his financial advisor, I was there to consult on a real estate matter. Taking a very broad view of his current financial position and retirement plans it became apparent that our client has an income gap that my primary network marketing opportunity can easily fill approximately $2,000 per month. So the question is how do I preserve my good will with the client as a real estate professional while exposing our client to my opportunity.
Here are practical tips to ensure you successfully expose your opportunity and maintain your posture professionally.
1. Reaffirm that you are still committed to your profession so that they still view you as a resource for the product or service you offer in your full-time endeavors.
For example: "Sue, I want you to know that I am still committed to the real estate business; however, I am calling you today to discuss a new business venture that I have embarked on that I am really excited about and that I want to share with you."
2. Connect to their gaps and build a bridge between your professional relationship and the introduction of your opportunity.
3. Be very specific when presenting how your opportunity can close the gap and how they can succeed by working with you.
4. Help your prospect see the value of creating multiple streams of income and share the opinions of leading financial minds such as Robert Kiyosaki, Robert Allen, Donald Trump among others. All of these titans advocate for the value of network marketing.
Often the difference between a job well done and going the extra mile to add value beyond expectation for your clients and associates may require you to step beyond your comfort zone and open a door to share your opportunity. If you truly believe that you have a valuable gift to share, I do not know why you would do anything else.
(c) Copyright 2008 James A. Holmes. All Rights Reserved.
*************************
James Holmes, Global Team Builder, Coach and Trainer, combining online and offline techniques to help you grow your business. To request a free 30 minute consultation contact James by phone at 303-523-9503 or email at james@AskJamesHolmes.com
*************************
Note: If you’d like to reprint this article on your blog or in your newsletter you have permission to do so as long as the copyright information and the resource box above remains with the article.
*************************
Please feel free to leave your comments below. I’d love to read your thoughts on this article, as well as what tips and strategies YOU would most like to learn.
Friday, February 8, 2008
Cold Market vs. Warm Market Prospecting; why the Silly Debate?
As I have networked with MLM distributors, network and affiliate marketers; I have become increasingly aware that an unnecessary debate quietly rages within many down lines concerning “warm market” vs. “cold market” prospecting. This week I had a fairly spirited conversation of my own with a fellow marketer whom I have a tremendous amount of respect for and my conclusion is that this debate is just plain silly.
Two of the most powerful principles of the “prosperity mindset” when applied to network marketing are 1.) Perspective 2.) Empathy.
1.) Perspective = A.) Understanding the unique value of both warm and cold market prospecting strategies. B.) Understanding the perspective of both warm and cold prospects by standing in their shoes for a moment.
2.) Empathy = A.) Understanding how the prospect will view your approach to them when presenting your opportunity. B.) How are they going to feel 90 days after they join your program? This is a test to determine if your commitment is to succeed by helping others succeed; the opposite would be your desire to succeed by recruiting others with the mindset that some will make it and some will not, so I am going to throw as much mud against the wall as I can and hope enough sticks.
So here is a question for you: “Why wouldn’t you approach your prospecting efforts in the same manner as you would any other business?”
DUPLICATION IS THE KEY!
So what does a solid "Warm Market" and "Cold Market" strategy look like when working in unison?
With both strategies you need to adopt a “burn the boats” mindset. In other words; I have burned the boats that brought me here, so I have no other choice than to keep moving forward.
Develop a “big business” mindset. Many people make the mistake of thinking small business or retail in their MLM. Not many of your friends and family members want to play store and earn small in MLM. Most would rather not bother. There is no doubt that you can grind and earn a few extra hundred dollars per month in MLM, but why not play big? It takes the same energy.
Playing “big” means that you will develop a down line filled with leaders. Leaders = leverage and leverage results in massive amounts of residual income.
I. Warm Market Prospecting:
Here are 7 actions you should take to grow through warm market.
1. Complete a major blast – Massive action to pour prospects into your funnel. Immediate action would be creating a list of 50 people you would like to evaluate your opportunity and expose them all to your program and then work through them one on one to reach decisions.
2. Remember that when dealing with your warm market your posture is critical. You must convey the confidence that you are serious about building a successful team and that they can really succeed with you.
3. Develop the internal mindset that you have a “gift” to offer them, not that you are begging them to join your team.
4. Learn not to become emotionally tied to the decision the prospect makes to join you or not. “Many people fail because they become discouraged when their friends and family say no to their opportunity.
5. Here is a tip – Often when your friends and family say no, they really mean no for now. They know that they will see you in a few months at Thanksgiving dinner and they will be interested to see if you are still in your program? Are you driving that new car you talked about? Did you go on that cruise that you promoted to them?
6. Be willing to cycle warm prospects through your list until they truly say “no,” you may find that as your story gets better “more success,” their interest level may increases.
7. Be sensitive and connect to where your warm prospect is mentally and try to expose gaps in their lives that your opportunity can bridge. You must be willing to recruit based on shared mindset and not on emotion. People will stick with you and build a business over time if they know why they are doing it. “No empty get rich quick promises.”
If you would like to receive a free copy of my book “Three Simple Questions” send me an email at and I will send you a copy.
james@supermindsuccess.com
II. Cold Market Prospecting:
Here are 7 actions you should take to grow through cold market.
1. Make a decision about the components you will need to create 100-200 cold market prospects per month. Social network marketing, Web 2.0, blogging, websites, buying a pre-qualified list, etc.
2. Recognize that you can attract people that are looking for an opportunity, so this is very fertile ground to farm.
3. In the beginning avoid the temptation to measure result, instead measure activity and let the natural ratios play into your favor.
4. Create a duplicate-able system that you can teach you’re down line team and leverage into consistent growth.
5. Recognize that a solid cold market strategy can “save” members of your down line team who are not succeeding with the warm market friends and family approach.
6. Recognize that you will need to create a support system for your cold market as many who join your team will not be in your local market. So, you will need to help them plug into your companies leadership structure in their local market. Use technology to bridge this gap.
7. As with warm market, be prepared to cycle your cold market prospects through your list and seek ways to add value for them, even if they do not join you right away. They may likewise be watching you to see if you are going to be around in 6 months.
Regardless if you decide to build a successful network marketing business using warm market, cold market or both; you have an obligation to be a leader and help those who trusted you enough to give you their credit card and invest many of their dreams into what you presented to them. They joined you for a reason. The network marketing business is not a numbers business it is a people business and when people are committed to your business and are being properly lead, the numbers needed to allow everyone to succeed will follow.
I want to share with you the simple and effective system that I use as part of the dual strategy (warm market and cold market) I am using to build my team.
1.) I use a pre-qualified list of 100 leads each month.
2.) I practice and coach my team to implement a 5+5+5 system 20 days of each month. This is an easily duplicate-able system that anyone can implement.
5 Outbound Phone Calls
5 Follow Up Emails
5 Mailings
If you would like to receive my free 25 page training guide on this “cold market system,” send an email to me at james@supermindsuccess.com
“In the beginning avoid the tendency to measure results….measure activities”
(c) Copyright 2008 James A. Holmes. All Rights Reserved.
*************************
James Holmes, Global Team Builder, Coach and Trainer, combining online and offline techniques to help you grow your business. To request a free 30 minute consultation contact James by phone at 303-523-9503 or email at james@AskJamesHolmes.com
*************************
Note: If you’d like to reprint this article on your blog or in your newsletter you have permission to do so as long as the copyright information and the resource box above remains with the article.
*************************
Please feel free to leave your comments below. I’d love to read your thoughts on this article, as well as what tips and strategies YOU would most like to learn.
Two of the most powerful principles of the “prosperity mindset” when applied to network marketing are 1.) Perspective 2.) Empathy.
1.) Perspective = A.) Understanding the unique value of both warm and cold market prospecting strategies. B.) Understanding the perspective of both warm and cold prospects by standing in their shoes for a moment.
2.) Empathy = A.) Understanding how the prospect will view your approach to them when presenting your opportunity. B.) How are they going to feel 90 days after they join your program? This is a test to determine if your commitment is to succeed by helping others succeed; the opposite would be your desire to succeed by recruiting others with the mindset that some will make it and some will not, so I am going to throw as much mud against the wall as I can and hope enough sticks.
So here is a question for you: “Why wouldn’t you approach your prospecting efforts in the same manner as you would any other business?”
DUPLICATION IS THE KEY!
So what does a solid "Warm Market" and "Cold Market" strategy look like when working in unison?
With both strategies you need to adopt a “burn the boats” mindset. In other words; I have burned the boats that brought me here, so I have no other choice than to keep moving forward.
Develop a “big business” mindset. Many people make the mistake of thinking small business or retail in their MLM. Not many of your friends and family members want to play store and earn small in MLM. Most would rather not bother. There is no doubt that you can grind and earn a few extra hundred dollars per month in MLM, but why not play big? It takes the same energy.
Playing “big” means that you will develop a down line filled with leaders. Leaders = leverage and leverage results in massive amounts of residual income.
I. Warm Market Prospecting:
Here are 7 actions you should take to grow through warm market.
1. Complete a major blast – Massive action to pour prospects into your funnel. Immediate action would be creating a list of 50 people you would like to evaluate your opportunity and expose them all to your program and then work through them one on one to reach decisions.
2. Remember that when dealing with your warm market your posture is critical. You must convey the confidence that you are serious about building a successful team and that they can really succeed with you.
3. Develop the internal mindset that you have a “gift” to offer them, not that you are begging them to join your team.
4. Learn not to become emotionally tied to the decision the prospect makes to join you or not. “Many people fail because they become discouraged when their friends and family say no to their opportunity.
5. Here is a tip – Often when your friends and family say no, they really mean no for now. They know that they will see you in a few months at Thanksgiving dinner and they will be interested to see if you are still in your program? Are you driving that new car you talked about? Did you go on that cruise that you promoted to them?
6. Be willing to cycle warm prospects through your list until they truly say “no,” you may find that as your story gets better “more success,” their interest level may increases.
7. Be sensitive and connect to where your warm prospect is mentally and try to expose gaps in their lives that your opportunity can bridge. You must be willing to recruit based on shared mindset and not on emotion. People will stick with you and build a business over time if they know why they are doing it. “No empty get rich quick promises.”
If you would like to receive a free copy of my book “Three Simple Questions” send me an email at and I will send you a copy.
james@supermindsuccess.com
II. Cold Market Prospecting:
Here are 7 actions you should take to grow through cold market.
1. Make a decision about the components you will need to create 100-200 cold market prospects per month. Social network marketing, Web 2.0, blogging, websites, buying a pre-qualified list, etc.
2. Recognize that you can attract people that are looking for an opportunity, so this is very fertile ground to farm.
3. In the beginning avoid the temptation to measure result, instead measure activity and let the natural ratios play into your favor.
4. Create a duplicate-able system that you can teach you’re down line team and leverage into consistent growth.
5. Recognize that a solid cold market strategy can “save” members of your down line team who are not succeeding with the warm market friends and family approach.
6. Recognize that you will need to create a support system for your cold market as many who join your team will not be in your local market. So, you will need to help them plug into your companies leadership structure in their local market. Use technology to bridge this gap.
7. As with warm market, be prepared to cycle your cold market prospects through your list and seek ways to add value for them, even if they do not join you right away. They may likewise be watching you to see if you are going to be around in 6 months.
Regardless if you decide to build a successful network marketing business using warm market, cold market or both; you have an obligation to be a leader and help those who trusted you enough to give you their credit card and invest many of their dreams into what you presented to them. They joined you for a reason. The network marketing business is not a numbers business it is a people business and when people are committed to your business and are being properly lead, the numbers needed to allow everyone to succeed will follow.
I want to share with you the simple and effective system that I use as part of the dual strategy (warm market and cold market) I am using to build my team.
1.) I use a pre-qualified list of 100 leads each month.
2.) I practice and coach my team to implement a 5+5+5 system 20 days of each month. This is an easily duplicate-able system that anyone can implement.
5 Outbound Phone Calls
5 Follow Up Emails
5 Mailings
If you would like to receive my free 25 page training guide on this “cold market system,” send an email to me at james@supermindsuccess.com
“In the beginning avoid the tendency to measure results….measure activities”
(c) Copyright 2008 James A. Holmes. All Rights Reserved.
*************************
James Holmes, Global Team Builder, Coach and Trainer, combining online and offline techniques to help you grow your business. To request a free 30 minute consultation contact James by phone at 303-523-9503 or email at james@AskJamesHolmes.com
*************************
Note: If you’d like to reprint this article on your blog or in your newsletter you have permission to do so as long as the copyright information and the resource box above remains with the article.
*************************
Please feel free to leave your comments below. I’d love to read your thoughts on this article, as well as what tips and strategies YOU would most like to learn.
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