Many people in sales, Network Marketing, Direct Sales, etc. have a tough time getting there businesses off the ground because they simply don’t know how to engage prospects. Here is a simple 3 Step Prospecting Flow that I learned from an 8 Figure Earner in Network Marketing, who built a network of more than 1,200,000 people. That’s HUGE!! You only build an organization THAT Big if you now what you’re doing. Let’s take a note from a page in her play book! (NOTE: I named each step)
STEP 1: QUALIFY
The First Step is to qualify the prospect. Here’s how you should do it.
Ask a series of questions like this: “Are you happy? Satisfied?” “Do you like the path you’re on?” “If you stay on the path you’re on, will you end up at your intended destination?” “Will your current trajectory get you to where you’re going?”
*Remember: scripts are not to be followed legalistically or spoken robotically! Make them your own. Memorize the STEPS of the Flow, so you are smooth and sound real. Not like a talking head trying to make a sale!
The objective here to is lead the prospect to a place of personal discovery. Only the prospect can decide if they are open to moving foward into a new life trafectory.
STEP 2: DIG
The Second Step is to dig just a little bit into the prospect’s concept of his or her future.
Ask a question like this; “Do you have a plan to change things?” Or, “What’s your Plan B incase what you’re doing currently doesn’t work out?”
Questions like these cause the prospect to dig deeper and reflect. Often times, the PROSPECTOR desires to plan the future for the Prospect, and statements like “you’d be great at my business!” or “I just know you can make money with this opportunity!” tarnish the prospecting process. BEWARE!
This process isn’t about YOU wanting a new prospect on your team. This process is 100% about the prospect! Ask the leading questions genuinely, and then listen intently to their answers. They will tell you whether they are a candidate for your business or not.
STEP 3: TAKEAWAY
The Third Step is tough for many people, because it requires you to push the prospect away. This is difficult because most sales people want to make the sale so badly! But your job is NOT to make a sale. Your job is to qualify the lead. Using the “push away” technique can be highly effective. It let’s the prospect now that you don’t need them; you are merely offering them an opportunity. It can be highly affecitve!
Say: “What I’m about to show you is probably not for you; although you will likely be drawn to the product. Most people are.”
This piece of script accomplishes 2 things: The takeaway “What I’m about to show you is probably not for you” says to the prospect I don’t need you. Additionally, it takes the pressure off of the prospect and let’s any thought of being “sold” float away.
“…although you will likely be drawn to the product. Most people are.” places the prospect in the majority. It let’s the prospect know that people do in fact like your product or service. It provides social proof in the even they choose to be your customer, and (even better) let’s the prospect know there exists a strong desire for your product should this prospect choose to actually get started as a distributor with your team.
We will always have the Rookies and the Pros in our beloved industry, Network Marketing. Higher Skill Set (among other things) must be developed for you to reach a Mastery Level in your Business. Scripts like these above have stood the test of times! I highly recommend you adopt it, memorize it, and perfect you delivery if you choose to be a high performer in Sales or in the Network Marketing Industry.
MORE FREE TRAINING: Did you enjoy this FREE Training? If you did, you may also enjoy this PROSPECTING TRAINING too!
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External forces touch each of us daily. Moment by moment, actually. People intersect our lives; ideals radiate from communities within which we participate; we consume books, movies, the internet and other media sources; we share in LIFE experiences. All of this “programming” – good, bad, ugly and negligible – influences us. Every single second our cerebral cortex receives hundreds of millions of bytes of information, and processes about 127 of those bytes per second. And yet, fascinatingly enough, these external forces, for which many of us choose to attribute our LIFE-shaping, are truly not the stuff that determines who it is that we ultimately become as people.
No! It’s not the 1.3 Billion or so bytes of information that are hitting your cerebral cortex per second that determines your LIFE outcome. It’s not the random flow of data coming at your five senses that is chiseling you into the person you are becoming. It’s not even those 127 bytes that break through your cerebral barrier that ultimately define who you are.
So, if it’s not these external stimuli – this stuff that happens to you – that makes you who you are…if it’s not LIFEhappening to you that defines you…then what does define you? What ultimately makes you “you”?
***For more on “What makes you You”, be on the lookout for Nate’s upcoming Book- LIFE: Four Cornerstones. This is an excerpt © 2014
In his book, “Secrets of the Millionaire Mind” T. Harv Eker introduces the concept that each of us has been groomed into our individual belief systems concerning money by external sources of reference. Our friends, family members, talking heads from the media, etc., all have their place in the landscape of our individually tailored “financial blueprint.”
But here’s the problem: most of us have either incomplete or misinformed ideas concerning money BECAUSE our paradigms have been informed by the “friends & family” around us, who have misconceived paradigms of their own.
Eker identifies seventeen components of the Financial Paradigm of the Rich, and sets them in juxtaposition with the Paradigms of the Middle Class and the Poor. Read through each couplet carefully, and prepare to rate yourself on a scale of 1-5 to see whether YOUR Financial Paradigm is more closely associated with the Wealthy or Poor.
- Rich people believe: “I create my life.” Poor people believe: “Life happens to me.”
- Rich people play the money game to win. Poor people play the money game to not lose.
- Rich people are committed to being rich. Poor people want to be rich.
- Rich people think big. Poor people think small.
- Rich people focus on opportunities. Poor people focus on obstacles.
- Rich people admire other rich and successful people. Poor people resent rich and successful people.
- Rich people associate with positive, successful people. Poor people associate with negative or unsuccessful people.
- Rich people are willing to promote themselves and their value. Poor people think negatively about selling and promotion.
- Rich people are bigger than their problems. Poor people are smaller than their problems.
- Rich people are excellent receivers. Poor people are poor receivers.
- Rich people choose to get paid based on results. Poor people choose to get paid based on time.
- Rich people think “both”. Poor people think “either/or”.
- Rich people focus on their net worth. Poor people focus on their working income.
- Rich people manage their money well. Poor people mismanage their money well.
- Rich people have their money work hard for them. Poor people work hard for their money.
- Rich people act in spite of fear. Poor people let fear stop them.
- Rich people constantly learn and grow. Poor people think they already know.
Now that you’ve read through the differences between the wealthy and the poor, and their thinking patterns, rate yourself on each of the 17 on a scale between 1-5. Score a “1” if you think like the Poor, and a “5” if you think like the Rich on each of the 17 items. Then tally your overall score, and see how you rate below!
85+ Checks are already flowing in from passive income! Congrats!!
75+ The bank account will be filling up any day now
65+ You’ve educated yourself, you are free of debt, and wealth building vehicles are being put into place as we speak.
55+ Might be a good idea to attend a personal development seminar, or even get yourself a Life Architect!
45+ Read the books! Read ALL the books on personal growth, mindset, people skills, etc. that you can get your hands on!
35+ Don’t plan on be Rich any time soon! Or EVER if you don’t turn things around NOW!!!
25+ You need economic surgery!
25- You need full on financial CPR. Somebody grab the paddles and shock your mindset FAST!! CLEAR!!!!! (come on…come on…don’t flat line on me…)
My hope and prayer is that you get your mindset where it needs to be. If you do, the economic stuff will follow. All the best! -Nate
Life is real.
And in the grand scheme of things, its’ short.
You only get one shot! So make your choices wisely.
As I have trained and coached 1,000s of people across America, I have often times asked this question to audiences: “What is more valuable to you? Your Money? Or your Time?” The answer is always the same, and each time it is a resounding, “TIME!”
Then I ask a follow up question: “Why? Why is your time more valuable?” And the answer is always the same: “You can always make more money; but you can never get your time back.”
As I reflect on that response, I guess I see it as somewhat true; but part of me also thinks…”I guess it depends on how you look at it.” Practically, I would agree. The seconds that are ticking by as you read this blog, you can never recollect them. You cannot rewind the moments, and relive them. There is no “30 Day Time Back Guarantee” in LIFE.
But as I “philosophize” intrinsically on the matter, I look back to several years ago when my wife Robin and I made the decision to redeem our time. We looked up from the trenches one day, and decided that we did not like the view from where we had arrived in LIFE. And so we talked about it. It became a consistent topic of dialogue between us. And this is what we decided (and it’s a mantra by which we live): Live life by design, and not by default.
That idea…that concept…has revolutionized many things for us. Our focus, how we view money, how we spend time, our views on education, our means of income, and our social circle, among other important LIFE issues.
Here’s what we discovered. Our old choices had lead us to that “view” we didn’t like. And if we wanted the view to change, we knew we had to change. And so we did. We made BIG changes! We made LIFE-Changing decisions that still have us on the ride of our lives. We changed our means of earning, how our children are educated, how we eat, what we read, how our time is spent…how we think.
And so we redeemed the time that we would have lost to jobs. The time that we would have spent apart from our children 8 hours a day, every day for 13 years. The time that would have been consumed in other ways, lead by our old thinking patterns. We took back the time-to-come before we lost it! We took a road less traveled, and as the old poet told us, it truly has made a difference.
So Here’s a question for you, my reader: What would you do if you had absolute control over the next 31,536,000 moments of your life? What would your life look like if no job, or school, or institution of any kind had any jurisdiction whatsoever over your time for a full year. What would you do? Where would you go? What experiences would you have? What impact would you make? What if you could test market this exercise for 5 years? 10 years? Or even 20? How about for a LIFEtime?
What if you could live LIFE by Design, and no longer by Default?
I dare you to give it a try.
On November 28, 2011 at 11:30 p.m. … everything changed.
That’s the day I started running.
Oh, I had run on playgrounds as a kid playing t-ball, kickball and the like. I ran around in Jr High and High School playing soccer, or just fooling around with friends. But I never was a “runner.” I didn’t “run”. I was never on the track team, and I never ran cross country.
You see, I’m not built for running. I’m not tall and thin as many of these gazelle-like track stars are. I’m not lean and muscular like the ultra running stallions that can fly through 100 mile races in 16 hours or so. I’m a short 5’7”, with a big boned stocky build of 158 lbs (currently…but I’m working on it). Nothing about my physique would say to you that I’m a runner. But I am a runner…very much so.
If you rewind my story a few years, I had blown up to 237 lbs of solid fat. I was NOT a runner! Lol I was a couch potato at best. “Could you pass the remote please?”, was a common phrase that crossed my lips. I wouldn’t even change the channel on the television if it meant getting up from my seat for any reason. (Wow! It’s hard for me to believe that now).
I’m not sure which came first…the weight or the depression. But they came. Both of them. And with them came confusion and limited vision for life. I was becoming someone of which I was ashamed, but I didn’t know how to turn things around. People were all around me but I was lonely. Opportunity was all around me, but I couldn’t find success to save my life. Happiness was available to me, but all I could see in the mirror was a fat, sad, unsuccessful young man, who was angry inside. I was looking for anyone and anything upon which to place the blame for my misery. But deep down inside I knew that it was my fault.
You see, life gives us choices. Every single bite we put in our body is a choice. Every single action we take second by second is a choice. Every word that proceeds from our mouth is a choice. And as I matured, I realized that I was responsible even for taking every thought captive. YES! We even CHOOSE our thoughts and our feelings! (Some of you aren’t ready for that reality quite yet). We arrive as the people that we are by the choices that we make! Chew on that for a minute. Own it! You are exactly who you want to be; and you decided it with every bite, every act, every word, every thought and every feeling that you’ve chosen since the day you were born. You are YOU! And no one else is responsible.
It wasn’t until I was willing to embrace this truth, that I was even able to embark on my journey toward personal freedom. But what a sweet victory it has been, conquering myself…defeating the Nate Ridgeway that I was. It felt good to choose change. To choose healing.
One year, 9 months, 25 days, 17 hours and 22 minutes ago from this very moment I stepped outside the door of my house on a chilly 30 degree night, clad in cheap compression wear from my skiing days, a pull over, and a knit hat. Nothing matched or fit very well. One: I wasn’t a runner. Two: I had lost nearly 70 lbs at this point, and my wardrobe was far from coordinated. I had an early flight to Oregon the next morning, my family was out of town, and I should’ve headed to bed. But for some reason, a reason I may never know…I was compelled to RUN!
And so I ran.
As I stepped out the door of my house through the kitchen and into the car port, I slipped my earbuds into my ears, and began scrolling through my old school iPod as I walked up the steep concrete driveway to the street above. I settled on U2’s The Joshua Tree, and pressed play. As my feet moved into stride for my very first official moonlit trek as a runner, that familiar voice from my teenage years burst into song. “I want to run…..I want to hide….I want to tear down the walls that hold me inside…”
I hadn’t planned it! I wasn’t prepared for those first lyrics to ring out synonymously with my first steps ….”I want to run” … And as I ran, I wept. Tears of joy began to stream down my face as I contemplated my personal journey over the last several years. You see, that night for me all of the sudden took on a context that was of greater significance than anything I could’ve planned as I slipped my sneakers on for a simple 2 mile jog in the cold late autumn air. In one moment…with that first stride…with that perfect lyric…the culmination of so many significant sub-journeys of my life bleed into one. And I was free!
As I think back on that night, I’m not sure that if any one single component of the story had been omitted, that the experience would’ve had the same impact. What if my family had been home? I probably would’ve turned in for the evening. What if I had decided to crash on the couch as usual and turned on ESPN or some DVR’d show? I would’ve dozed off to sleep. What if I had chosen a different record to listen to? I may have jogged a couple of miles, and that would’ve been it.
But those things didn’t happen. My family was gone, the couch could’t hold me that night, and for whatever reason Bono made his way electronically into my soul just at the right moment….THE Moment! The moment I became a runner.
WHY I RUN
It is said that many people who run are running from something. Or toward something. I suppose each soul who makes their way to a sidewalk, or street, or track, or a trail (my personal favorite), has his or her own reasons for running. I have found that many of them aren’t even sure of their reason…they just know that something is missing. That there’s something they need.
I run because I can. Because I’ve been set FREE! Because I have been delivered! And it feels good to RUN!! To feel the wind in my face, or at my back. I love to run when it’s bitter cold, and I love to run when it’s sweaty hot. I’ve run in the driving rain, and in the freezing snow. Oh, sure….I sometimes complain about the elements as if they matter to me. But deep down, they don’t matter at all. Otherwise, I’d just stay inside on that couch.
Bono called it when he sang about tearing down the walls. And that’s exactly what has happened in my life. No longer 237 lbs, I’m a healthy 158 lbs, and I feel great! No longer depressed and unhappy with myself, I have found happiness. NO! Joy for living. No longer struggling to survive…searching for myself…for my place in this world, I have found peace and contentment. Everything has changed! My thoughts, my feelings, my actions…..and my results. I expect things will continue to change as I continue to grow forward.
Do I recommend that you run? Sure…if you find a reason for it. If one autumn evening when you’re all alone, you get the itch to take a moonlight stroll…go for it. I recommend that you run if you choose to do so. And if that moment comes…if you get that urge…take it. Because there’s something deep inside calling to you.
But even if you never experience that life changing call to run, I am quite sure that if you are at all human, you WILL receive the the potentially life-changing urge to “change”. To grow. To be more than the composite of everything you had become prior to that moment. And when that moment comes…when that itch deep down inside digs at you…I beg of you…don’t let that moment pass. Embrace it! Open your ears to hear and your eyes to see. Receive what LIFE is speaking to you!
And then run.
Run as far away from your former self as you possibly can.
Run into your destiny!
Run like your life depends on it!
Run like you’re being chased!!
And when you’ve given LIFE your Best Shot…rest.
You will have earned it.
“Don’t you know that you must run the whole race in order to receive the prize?” -St Paul
Ok. So I was hanging out in Kona, Hawaii about a week and a half ago, when I was called out by my good friends, GJ Reynolds and Blake Mallen, to run a marathon! GJ, in particular, started a buzz on Facebook, urging people to call me out: “Nate…when’s the marathon?” “Hey Nate…good luck on the big run!”
Then Blake said…”Bro…I’m officially Challenging you to make this marathon your next official Body by Vi Challenge!”. Well, that was it! When your Chief Marketing Officer calls you out in front of your friends and colleagues…”It’s on like Donkey Kong” as they say!
So…GJ…Blake…here is my response! IN YOUR FACES
Now I guess if one is going to be called out for such a major feat, having it happen while hanging’ out in Kona…surfing’ at Pine Trees…and helicoptering into an active volcano…is probably a cool atmosphere to have it happen! Living’ the ViLife!