SILVER
Following “Getting Started” is the next step on your route to the top “Going Silver”. Here I have laid out the steps that will help you get the job done.
OK, there are a number of things that you need to do to get started and I have provided a check list for you to follow. Let's go over this list and make sure we understand each and every item.
In order to make sure we are on the same page I am going to assume that you have read and understand the Getting Started section. If you bypassed this section please go to the web page daverolfe.com and make sure that you have completed that checklist. In doing so you will pick up the flavor of where I am going. I operate on a policy, if the shoe fits wear it. If not move on as it doesn’t apply. We can sometimes get hung up on the wrong stuff. If we do, this can create a huge misunderstanding about what ever you are dealing with.
In Step one we wanted to make sure that all the necessary basic ELEMENTS are in place. It’s kind of like the game of Baseball. If we showed up as a player at the game and no one brought any balls to play with, nothing could happen. Balls are an important BASIC ELEMENT in the game of baseball. Now that’s a given. Now there are some basic Elements in our business that show up over time. Here’s the lesson. I didn’t always learn some of these basic elements until it was too late and as a result I wasted time and lost a lot of ground. If I had been told some of what I know today I would be looking at a much different picture.
I’m not complaining about this but I have realized that I can help you so that you don’t make the same mistakes. OK let’s move on to the next step. It’s GOING SILVER. This is probably the single most important Step in our business. It is the backbone of the Compensation Plan as from this level up , it’s all about the number of Silver Distributorships you have in your Organization. So this is why I am going to place the emphasis on doing this level the right way, which is to set your business up so you will continually move up the Comp Plan.
We are going to approach this the same way as the Getting Started section, as we will do all the way up the Comp Plan. Oh and by the way, you will not be able to go to the next section until this one is complete and that means that you have attained the Silver Level. How will I know? Your going to tell me because your going to be pretty darn excited. I’ve been there.
We are also going to get into a lot more detail and this will be based upon what’s happening to you. As you complete a section you will let me know and then I will give the next instructions. This will be a lot of fun for both of us. Well I’m ready to GET STARTED are you? OK let’s move on.
1. OVERVIEW
What is SILVER? The definition in the Comp Plan( see the definition in the Nikken Policy manual), is what needs to be accomplished. However I would like to expand on this as it is the most significant level in our business. If you make mistakes at this level it can cause major problems. We want to, at all costs avoid these mistakes and I will let you know them all, as time goes. I have helped 100’s if not many more reach this level.
We must do $20,000 PGV personal group volume within the calendar month. You can also go Silver over four months based on the updated comp plan enhancements. For the purpose of this section I will use the one month senerio as it is the best way to get this job done.
We must have 3 Front line personally sponsored Senior Distributors, we must attend Silver Training . These then are the basic ELEMENTS that must be accomplished in order to attain the level.
What I want you to understand is how we are going to build this SILVER distributorship using all the information I now have. I now know that the more people you have helping you the easier it is to get the job done. I know the best structure that holds up the longest, which builds excitement and momentum. I know that it doesn’t matter where the volume comes from; either wholesale sales or distributor sales or retail sales. We are going to focus on the activities that are known to create the results. All you need to do is follow the instructions based upon where you are at on the comp plan.
We are going to follow the checklist format to get this job done. You may take longer than a month to get there and this is fine. Time in some respects is irrelevant. Our Goal is SILVER and we are going to arrive when we get the job done. A month would be great and when you have all your ducks in a row it will be done in a month. Let’s start to line them up. It is in a way like baking a cake. You need all of the INGREDIENTS in order to do your job right. So what are the ingredients.
Ingredients
People…Needs and wants….Communication….Story…..Product
Opportunity…..Money….Desire…..Willingness……Knowledge
Structure…..Planning……..Support
And I am sure there are more, but I think you get the message. As you go down the checklist there will be specific aspects of GOING SILVER that are being worked on. Do each one and you will arrive. As usual e-mail any questions.
2.THE PLAN
We want to start out by identifying the right structure and therefore we will identify the best number of people that we need to be looking for. You know I don’t have a crystal ball but this is what has worked best for those that have made it all the way. It’s kind of like a profile of sorts. We want to strive for this the best we can. Here’s a picture to look at.
YOU Customer SALES 1,2,3,4,5,6
ONE TWO THREE FOUR 1. First Level Consultants
D1 D2 D3 D4 D5 D6 D7 2 Second Level Consultants.
D8 D9 D 10 3. Third Level Consultants
.
As you can see we have Four main front line distributors , six wholesale transactions and 10 transactions below your front 4, on the second and third level. We will identify each transaction separately soon. The way this business of Networking works is with activity underneath you. The more the better. Read chapter 3 of Vested Interest to get more on this. Our primary objective here will be to find one through four and when we do, move in a downward direction; in other words help those find distributors and wholesale customers. If you add up the total number of people and or wholesale sales the total is 20. If we divide the 20,000 by the twenty transactions, then each transaction should average 1,000.
Our plan then will be to fill up this structure with actual real transactions and distributors. We will do that by completing the rest of the items on the checklist.
3. CALENDAR
You have your three month calendar done and you know when all the events are and when you can schedule out your time. I want to now schedule the first of 3 Twenty one clubs. Now the twenty-one club has been a great idea and way to build this business. The idea is to do a roll-out on 21 different people over a seven day period, making a volume of $5,000. So we want to make sure that this gets set up. I will give you more detail on this in the Twenty One Club section of the checklist.
You are going to meetings and those are all on the calendar and you should try to be talking with your support team as often as possible. Also make sure that you get plenty of phone time in to start or continue contacting those on your prospect list.
4. THE TWENTY-ONE CLUB
This is one of the best ideas to get your business started. As you can see the object of this Activity is to see 21 people in a weeks period of time and to accumulate $5,000 in Volume. The key is to see the 21 people and expose them to the product and the opportunity. You need an “A”, most likely your sponsor and if that person is not available you can do it with anyone. If this is a challenge and no one is available you can do this yourself.
There are many ways to do the 21 club and get the job done and what I would like to stress here is the ACTIVITY of talking with 21 people. This is the Factory number one activity we talked about earlier. How you set this up can make all the difference in the world. One of my favorites was to base the Twenty-one club around personally getting trained. Let me Explain.
First of all I would get together with my “B” which is you and I would go over your list of prospects. I would ask you who you felt would be most receptive to either the product or the business. Next I would suggest that you call them to invite them to come over to a IN HOME that we have set up to help you learn how to give a Roll Out. In other words you are getting trained and need people to practice on. And you can add on to this that they can bring a couple of friends as well. The point being is that we need Twenty-one people to practice giving a roll out to. It works like magic.
You can also change the viewpoint and say that you are having a get- together at your home to launch your new business and you are going to be offering Free back Massages. You could also do this from the business side by doing 21 business presentations as a way to get trained . Let your imagination run wild here. The company has also set up the 21 pi mag water club.
The key as you now know is to get in front of as many as possible so you can make your presentation about your product and or business opportunity. In doing this you are going to find those that are interested and those who want to get involved. If you have done your job on the People List then you will have a good shot at getting the result you are after.
Now I said that this will be the first of 3, 21 clubs, I believe that each and every month for your first three months you should do the idea of the 21 Club. You will learn the language of the business, you will sell product and you will find distributors. Remember that you are also working on developing your Style as you move along so the approach to this will be important for you. As a Business man , when I started we didn’t have the 21 club. But I went out and talked to 21 people and more, about the Business. I remember my third front line Silver that I sponsored.
When he gave me the green light to work with him and get started , I told him to line up as many people as he could for us to go and speak with and I would come to his area and together we would go make presentations ( The ABC System). I drove down to his area on Monday and for the next two weeks he put us in front of 7 to 10 people a day. From this activity we found his front four distributors. We sold all kinds of product and we generated a bunch of interest which later became a significant aspect of him going Gold. The point is had we had the 21 club available as a program, we would have done it a couple of times. We ended up with the benefit anyway and this is the point. Leadership is the Establishment of the Activities that are known to get results. Set up these twenty one clubs and get them done, it is the work of the business. Expand your view and make up your own excuse to see 21 people, make it business, training, teaching , it doesn’t matter.
Let me know when you have this set up and what your plan is to get this done. When it is complete you can check off this item on the checklist as completed. Have fun and good luck.
5. OFFICE SPACE
Continue to create your work space. Go get, at the Stationary store a large cardboard display board. You are going to draw your group out on this so it is in front of you every day. Later on we are going to play a game called NAME, WANT and GET and we will need to utilize this to do so.
6. THE BUDGET
You should have your budget done. You have your product for demonstration and personal use and you should have your focus on the bottom line. Each and every month we want to TARGET out a higher amount than the previous month. If the target is SILVER I know that you make about $2,000 on average by accomplishing this then this will be the FINANCIAL OBJECTIVE.
When you do your budget you will see where this $2,000 will be utilized for life and living and your business needs. Don’t forget that this is a business that offers many benefits and as you experience these benefits they become pieces of information that you can use to add to your presentation and approach to attract others on this subject. Go to www.mlmlegal.com for a good guide to the tax issues by Jeff Babener.
7. FIND YOUR TEAM
Everyone needs a RUNNING MATE, someone that you bring into the business that is as fired up as you are. As you expand your business we eventually want to have 6 RUNNING MATES that you directly sponsor. For right now and to get to SILVER we will be very happy with one and possibly two or more.
Your first four distributors that we have drawn out on your Big Board are what we are going to refer to here. We want to find those four over the next 30,60,90 days. This team will be your Presidents so to speak. These are folks that you really want to work with and who really want to work for you.
As part of your strategy when you start evaluating your list of prospects we are going to keep in mind those who could possibly be one of the four. We will call them your Best Possibilities. When I did this I created a list and I had 6 people that I wanted to be on my front line. I went after them with the idea of their importance and value to my team and it worked. Of the first 6 that I sponsored one became a superstar leg over time. A second one ended up at Platinum, the third through fifth quit and the 6th became a platinum over time. In the third leg however a down line took over to become a front line Platinum. The lesson was that if you do the right work you will end up with the right result ...in time.
This idea of a running mate or team is crucial and you want to pass this idea on as soon as you sponsor someone into your business. I will talk about this more later on in the checklist.
8. TARGET OUT YOUR PRODUCTION
You need 20,000 points and most months have 30 days so that means that you need about 700 points per day. On your BIG Board draw a chart that starts at 20,000 and each time you get Volume subtract that from the last amount to get a balance left. Let’s take a look.
DATE ACTIVITY VOLUME BALANCE Average needed/ day
June 1 Wlse Sale 700 19,300 700
June 2 Senior Dist 1500 17,800 700
June 3 nil nil 17,800 700
June 4 Wlse Sale 300 17,500 700
June 5 Wlse Sale 800 16,700 700
It seems that when you do it backwards the amount gets smaller and smaller. Its a fun way to get the job done. Also when you have your team over they can see the progress and of course when you have distributors under you they should be doing the same thing. The most interesting aspect of this is that you will look at it every day and you can go out with the intention of reducing the amount. If you don’t it is a reminder to work a bit harder to catch up.
Now if you are working on your list and as I have seen many times before, much of your work will take time to develop so you will have days when your chart changes quickly and days when it doesn’t move at all. Don’t forget that it will really drop when you get help. This help will come from those you sponsor.
If we take a look at your front four we can essentially Target each one of them to be responsible for 5000 points each. Let’s take a look.
YOU
ONE TWO THREE FOUR
D W W W W D D D D W W D
D W W D WW D WW D D W
So ONE has two distributors and 3 wholesale sales plus his activity and this could easily work out to be 5,000 points especially if he did a twenty-one club.
Two could do the same , etc. etc. The idea here is that you are not doing this alone. You do it with a team and if you plan it out then you Leverage your time and effort to get the job done. Each month on daverolfe.com there will be new tips to add to your information and training.
Therefore we want to get our team started as soon as possible so that we can start getting help. The next item will go into more detail once you have a distributor who wants to play.
9. WHAT TO DO ONCE YOU SPONSOR A DISTRIBUTOR
This depends upon your experience and the degree of your involvement. It will also depend upon the action you take in this section. One of the happiest days of a new distributors life is when they see activity of some kind below them. A Sale or a Distributor who just signed in. This is such a key ELEMENT to this business ,I can’t stress this enough. I don’t care what is going on in your business if you sponsor someone and don’t ensure that they start getting things going on underneath, then you can basically say good bye.
Now there are of course exceptions to every rule just by coincidence. Let’s not take any chances. Get this job done and you will do much better. So as a result of learning this, I found out once you sign someone into the program you want to spend as much time as needed to DRIVE their business downward. In other words get underneath them . Let’s look
YOU
New dist (that you sponsored)
Help him find a distributor HIS NEW DIST he sees that it works
Go introduce yourself and help him Next new Dist and teach all of them the same thing. What this is going to do is build a team, show them that it works and create some volume. Let me tell you a story.
I was speaking at an Event and I was explaining this to the group. One of the attendees was there with a new front line prospect. The A was one silver away from Gold and this new distributor was going to be the one. After the event the two of them got together and decided to see what they could do along these lines. And here is what happened.
A One away from gold
B wants to go Silver
Goes and finds an interested prospect C
C signs up as a Direct but A & B get a prospect to talk to D
D signs up as a Direct and gives A&B a prospect to talk to E
E signs up as a Direct and gives them a prospect to talk to F
F signs up as a Direct and gives them a prospect to talk to G
G signs up as an Executive and buys 5000 worth of product because she had a great result. What do you think happened next. Well A and B went to F and told him what had happened and F saw the benefit of the 5000 points underneath him and he found two more prospects and created another 5000 points and ended up as a Bronze distributor. A and B continued this approach with C, D and E and within a ten day period B went silver and A went gold. When you sign someone up get underneath them and DRIVE it deep, you might get surprised like A and B did.
10. SUPPORT TEAM
As stated in Section One, this is a critical area to establish and set up.There's nothing like having help when you need it and that is the intention here. Help is one click away from answering a question or getting a reference. This is an activity that will go on for ever and should be worked on for ever as well, as you never know when you need some assistance.
You have a number of areas to gather your support team from. Your friends, your family, your sponsor, your up line leaders and even cross line. Our tradition is that we all like it when you reach your goal as we have. It’s a lot of fun. Now in this run to SILVER we need to understand who you want to support you the most and let’s understand so you can place the right emphasis on requesting it.
Your Sponsor is number one on the list. He wants you to go Silver as this will help him either to go silver or to be a part of another level. He will make about $2,000 when you go silver, so that’s worth some help. But for me it was the Smile on the face of reaching their Goal that really turned my crank. What a combination. You want a commitment of support from your sponsor for sure.
Your Up-line leaders above your sponsor and there should be at least 5 or 6. They too are going to receive a benefit from you reaching Silver both now and in the future. Each one of them will earn $1,200 and 6% per month thereafter as a residual income as long as you remain productive. Not a bad deal. I would call as I have, each one to see what kind of support I could get. You know like 3 ways or maybe a meeting or two or maybe an ABC. I do this all the time and it is a wonderful experience. Line them up and find out when and how they can support you on your Silver run.
Your family is key as you are going to need all the time you can get, so explain the importance and ask for the time and let them know what it will mean in the future. I was able to send a couple of kids to collage without worrying about it ( along with other goodies). Let them know it is very important. If you have a non participating spouse make sure you communicate with them so they don’t feel left out either. You want their support not their complaining.
Your friends are going to be a big help for a number of reasons. They can be prospects, they can be product stories, they can be referrals and they can be your cheer leaders. Talk to them but don’t abuse them by trying to jam this down their throat. They will all fall into place sometime. If it’s not today then it’s tomorrow.
If you run into negativity with your family or friends my advice is to leave it alone and go and work with others until you gain some credibility. Anyway go have fun.
11. CONFERENCE CALLS
These calls are of great importance. You want to make sure that you get on as many as possible. Your own team will have plenty for you to be involved with. They are an excellent tool to learn from. Make sure that you create a directory of sorts so that you will know who to plug in while building your team and your business. When you do your calendar add these calls.
12. GETTING INTO ACTION
OK, the time has come to get into action. What do you need to do first? The answer is really simple. You need to talk to someone to present the idea to, a potential customer maybe, or a potential distributor. I will walk you through this. The process to follow is quite simple and I will lay it out here.
1. The contact: we want to contact those on our list with a purpose
A. To explain the opprtunity
B. To explain the Product
C. To get them to be involved with the 21 Club
2. Your Story: Tell your story with the idea of CREATING INTEREST. You want to see what benefit they might be interested in and then focus on that.
3. Qualify: You then want to qualify them to see which area they are going to fall into,ie the product, the opportunity or the 21 club, etc.
4. Validate what you are saying. You want to figure out how to validate what you are talking about by getting them to a place where you can show them the product or opportunity. This would be done by using the forums dicussed before, like a WP or inhome, 3 way, ABC, product testimony, whatever you think will work and whatever is agreeable with your prospect.
5. Ask for the order. Always ask for the sale or the order or the participation. Which ever one you are working on. If you don’t ask you won’t get an answer.
6. Handle the objections. Here you want to deal with what comes up and once you do go back to number 5 and keep repeating this until they say no or they say yes. Objections are dealt with in number 15 below.
The Contact
Hi, Lou, Dave here. How are you today?
Lou: Great what’s going on?
Dave: Well I ran into something I thought might be of interest to you.
Lou: Oh really and what might that be.
Note: Now I am ready to tell my story about the opportunity and I would follow the Wellness Preview format of the Industry,Company, Product, etc. At the same time I am making my pitch so to speak I am trying to find out what might be the BENEFIT that Lou would be interested in. Now if I knew him then I would start out with this:
Dave: Well Lou, I remember you telling me that you were thinking of starting some kind of a business and when I learned of this opportunity I immediately thought of you. I think we can make some very serious money here and I know that is important to you.
Lou: Sounds interesting, what’s it all about.
Note: If done right he will want to find out to feed his curiosity. When you evaluate your prospect list you want to find out what benefit is important. This then becomes the Focus of your presentation, getting him/her the benefit that is important. Please read chapter 8 of Vested Interest. Now as I progressed I then started to create interest for him to want to go on. This would then be one of several steps in the procedure of Action. I might want to go and see them or I might want to take them to a meeting. Either one is OK. It depends upon the circumstance.
Dave: How are you fixed for time, right now?
Lou: Right now is fine
Dave: .....Tell your Story
OR
Lou: I am kind of tied up right now.
Dave: Ok when is a good time to talk about this.
Lou: I have some time tonight after 7:00 pm
Dave : Ok I’ll call you then
Note: Obviously you would put this on your calendar and follow up at 7:00pm. I think you get the idea. Your next step here is to get into telling your story because this hasn’t been done yet and when you call back at 7:00 pm you will start over
Contact....with a purpose
Story.....make presentation
Qualify....find out who you have , retail, wholesale or a distributor
Validate...choose the forum to get the results to validate your story
Close...get their agreement to participate somehow
This is a simple process that can happen in 5 minutes or five days. Time here is not the issue. Understand what is going on with the prospect and deal with that issue and follow this process and your job will go much smoother.
13. THE NAME WANT AND GET GAME
Find a Name, put it on your list. Find out what they WANT. Then show them how to GET it. Sounds pretty simple and in reality it has been. Did I have some challenges along the way. You bet. But so doesn’t everybody. We want to play the Name,Want and Get game and it is a very simple game to play.
You start out by creating your list on an eight and a half by eleven piece of paper. Number the page on the left hand column from 1 to 50. Use a second piece if necessary. At the top create three columns. Name....Want.....GET . Put the name on the list, find out what they want and write that down and then Help them get it, through this opportunity. Remember that it will eventually turn out sometime in the future that if this person does not get what they want they will leave the business. Then the other side holds true as well. If they get what they want then they will stay in and be very productive.THIS IS A FACT OF THE BUSINESS. DON’T FORGET, this also holds true for you.
To add to this I am going to also say the following. If you are part time , meaning less than 20 hours a week, add TWO names per day to your list. If you are full time a minimum of 5-7 names a day should be the target.
What do I mean by add a name to the list. When I used to walk out of my house I was thinking about who could I get to join me in my business or who can I sell some product to. When I ran into anyone I would then shift the thinking to I wonder how I could get them Interested in what I have. Guess what. I would then need to ask the question. As I had done my home work I was prepared to communicate, one way or the other. So constantly add names to your list, this is the main activity to be working on .Then Play the Name, Want and Get Game.
In class 6 of Power Plus I discuss your Promotional activities. Part of this is the follow activity. Refer to that class to create your follow up program.
14. CREATING MOMENTUM
You will hear about this many times. First you are starting out by yourself and then as soon as you add a distributor to your team you have now doubled the size of your group 1.becomes..2.two becomes..4.becomes..8...16...32...64...128...256. This is the Leverage capability of our business. So Let’s build this momentum. Find your team. Be prepared when you start to make your presentations. As soon as you find your first partner so to speak duplicate the activity through his/her efforts and just keep repeating this activity.
My organization started out with my sponsoring activity of 7 people. In my first month I had a total of 18 distributors, my second month I had 48. By the third month I had over 80 and so on. I created Momentum through helping others and pushing down. Most by the way came from the first two distributors that I signed in. This is the idea . Do the activity don’t worry about what happens. What happens is what happens and you will deal with that in whatever way needs to be dealt with when whatever happens, happens. Now that was a mouthful.
15. OBJECTIONS / ROAD BLOCKS/ EXCUSES/ MISUNDERSTOOD
The block to success could boil down to this area. The ability or inability to handle the effects that are created by objections. An objection in it’s own right is basically a statement from the prospect that he doesn’t agree with what you are saying. I have found that for the most part most are excuses, some are based upon not understanding what they need to do, some get in the way and create a roadblock and some are legitimate real life reasons. Your job when they come up is to recognize which one and then deal with it.
They are going to come up no matter who you are and they are not unbearable. They are simply telling you their viewpoint based upon what they understand. Let’s look at some examples.
Prospect: I don’t have time. So what does this mean to them, must be the thinking process.
Dist: Clarify. What do you mean by this. Let them explain. You will find out exactly what this means so that you can solve the dilemma with the understanding of the time that is required and based upon their schedule you can help them out. Also remember the Benefits piece we talked about earlier. Re focus on that.
Prospect: I don’t think I’m suited to do this.
Dist: Clarify, So what you are saying to me is that you would do this if you felt this was more your style of making a living. Is that correct?
Prospect: Yes exactly.
Dist: Well I thought the same way until I realized I could be taught the right information that would allow me to take advantage of this opportunity and I was real interested in making some extra income. If you know what I mean.
Prospect: Oh , yes I would like to make some extra money as well.
We are back on track. The prospect was allowed to spell out the problem and you were able to deal with it. Focus on their benefits and that will lead you to them getting interested provided that the information you provide is easily understood by them. Benefits can be perceived in the beginning.
There are many versions of this subject called Objections. They are all the same and your experience in understanding, clarifying and repeating with a benefit or solution will allow you to win more than enough times to get what you want. This does not need to be a slam, bam project. It happens in real life conversations all the time. Just look at what you did to get anything you wanted from your parents and also what you did to get a response or action from your kids. It’s all based around the same idea. You have actually been doing this your whole life. Apply it now in your business. Keep asking the question...handle what comes back by clarifying...send it back as a benefit or solution.
Prospect: This is one of those pyramid schemes, no thanks
Distributor: What do you mean by pyramid schemes ?
Prospect: You know, one of those illegal deals where no one makes money ?
Distributor: No it’s not and do you think that I could do something illegal?
Prospect: Well no I wouldn’t think so. Then what is it
So what are you doing here? Listening and clarifying and re directing . You have a great opportunity. Plenty of people have made millions of dollars. We have a great track record, etc. Etc. Provide your prospect with the right information, understand what objections are. Practice makes perfect.
16. CLOSING / FINISHING/ DOTTING THE “I” AND CROSSING THE “T”
The final aspect of doing the work is the CLOSE. This is the wrap up. This is the AGREEMENT. It is reality. OK, I am ready to sign up would be the statement from someone that is closed on becoming a distributor. Your doing the work to get the result of either a product sale, a distributor or a reference or all of these. Anything else is not what you want. You will have plenty of those that don’t want and that is fine. If you do this right you will have plenty who do. You are not looking for those that won’t you are looking for those that will. Never be afraid to ask the Question. Would you join me in my business or which products would you like to get? The worst thing that could happen is “No thank you”. On the other hand you could sign up the next Royal Diamond. Both have happened.
Start closing when you start. The idea in making your presentation is that you want them to join you some how. Which way will depend on how you set it up. You know who your talking to and what they are capable of for the most part. So I will need to add in the idea of a Qualified Prospect. This simply means you want to qualify who you are talking with to make sure that the two of you are on the same page. Here is something that I found over time. If I want to build a business then I need to have business builders in my organization. In order to have business builders, I found out that the more I talked to qualified individuals, ones who were looking for a business rather than ones that weren’t, the more I found.
When I just went out and talked to anybody I found out that if I didn’t qualify them as to what I was looking for then I ended up wasting a lot of time. One’s who are interested don’t need to be closed. They just need the right information that allows them to solve their own problems. Find the right people to talk with and your closing skills will improve dramatically.
The Close as it can be refereed to is when you and your prospect have come to an agreement; either to buy the product or join the business. When you go through the effort to present your information and demonstrate your product always ask for the order so to speak. Keep testing the water to see where they are at.
17. YOUR PROMOTIONAL ACTIVITIES
We defined these activities in Section I Getting Started and on the Power Plus DVD. All businesses are constantly promoting because they don’t really know where there next customer is coming from. They do however understand that if they don’t promote, for sure nothing if anything will happen. Let’s once again review some of the promotional activities of our business.
IN PERSON: this activity is talking with someone you know or someone you run in to in your daily travels. I would always carry business cards and when I was out and about I would try and meet and talk to anyone I ran into. I might talk to them to find references or to see if they might be interested. I would try and collect a business card from them or set up a future event.
I was in an airport on my way home from an Expo when I ran into a couple of professional lady golfers. After a brief conversation they became very interested in what I had to offer. Within two weeks they bought over $2,000 in product.
PUBLIC EVENTS: There are many public events that you can utilize to promote your business. Trade Shows, Business Clubs like Le Tip, Specialty events, like Dog Shows and Cat Shows and Car Shows. Here’s the idea put yourself in the position to FORCE the activity to be done. Remember the “Whole idea of the exercise is to focus your attention on the activities that are known to work; don’t worry about the results. Your job is CREATE INTEREST in what your about. Put yourself in front of people and the rest takes care of itself.
TELEPHONE: This is a great tool to use and it doesn’t take much to learn. If you want a quick course in Telephone Sales, go sign on to your local newspaper subscription department. Most of the major cities have one and for a few weeks you will get trained on using the phone. I have spent many years in the Telephone Sales industry and I will tell you that practice makes perfect. You have the Yellow Pages which can be an excellent source of names and numbers. There are many scripts available to learn how to make these calls. Maybe it’s to find a reference.
I remember one of my front line Platinum's was watching a TV game show. The contestant on the show gave out where she lived. Joe used directory assistance and found her number. She signed up as a distributor. Here’s the point. Just do it. Iron out the kinks along the way. If you need help find the resource that can help you.
E-MAIL / INTERNET: The twenty-first century is here and the mode of communication is the Internet and you had better jump on board as soon as possible. Today and based upon my own experiences people want to work at home, if they can find a way to work from home and pay the BILLS. There are many lead generating Internet companies out there that you should look at to promote your business. Get on board.
REGULAR OLD FASHIONED MAIL: I’m from the old school. I would write a letter and promote this way as it is what I was used to. The Internet was not an item when I started in 1991. Even today I get invitations in the mail to attend all kinds of events. When a new professional business starts up where I live, I usually always get a letter of introduction and so doesn’t everyone in the neighborhood. Let your imagination run wild here. If you would increase the amount of “OUTFLOW” activities in your business I will guarantee that your business will grow. It is quantity first and then we will focus on quality. First we want to have lot’s of people to talk to. Ask yourself this question. Did you know 48 hours before you joined Nikken that you were going to sign up and do it? I don’t think so. Neither does anyone else. You never know what the circumstance of someone is until you see the reaction of what is being promoted. Beauty is in the eye of the beholder. Don’t forget this!!!!!
ADVERTISING: This is a great tool for some of us. I was able to get a real good guy from an ad in the LA Times. Many use this approach constantly. I would probably use the Business Opportunity Section to advertise in.
FLYERS: This is always proven to create results when the right numbers are involved and the right circumstance. Did you ever go to a swap meet and when you come back to your car there is a flyer on the windshield? It is a little slower but there are many places where this can be profitable.
REFERRALS: I would use this method always and that is the idea of promoting to your “warm market” looking for referrals. I will give you an example. You know a life insurance friend that you would really like to get into the business. However you are not sure if he is right and early communication suggests that this is not for him. I would call him up and ask him if he knows anyone. Let’s expand this.
Hi John: Dave here. I was calling to see if you might possibly know anyone that is in need of a job . I am currently looking at developing a business in the Alternative Health Care industry and I’m looking for a couple of entrepreneurial types. Do you know anyone like that?
Now this idea is to use their credibility along with your friendship to find people to talk with. I have used this technique a bunch and it works if you do it enough times. You will develop your skills over time. Practice makes perfect.
BUSINESS CARDS: Number one get plenty. Always have them with you is number two. Put them in all of your bill payment envelopes. I have known of a few people who would send their business card and a flyer with each bill payment envelop. It’s another idea.
18. FOLLOW UP CREATE YOUR FUTURE:
Many have said that the key to success is based upon follow up. What does this mean? I have found that in my own situation I have not set up the right stuff to do this activity and yet it is so important. Follow up, should also mean what’s next, What’s the next step. For example I mentioned that you want to add 7 new names to your list every day. Now what are we going to do with these names. What is the follow up activity that should be put into action. Well there are several things that need to be done here.
First with any name you get hold of, they should go into some kind of Data base on your computer. There are plenty of programs that deal with this information. Go to a good software store and tell them what you are doing and they will give you what you need. Each and every month you want to send them some kind of communication, a letter, a newsletter, a flyer something. Each and every month you constantly get flyers and stuff from business in your area don’t you. What do you do when you need something. For the most part you will go to places that have put their name in front of you. Create specials like wholesale pricing or a new product feature or the business opportunity. Seven names a day is 2500 per year, think about it.
Some time ago I got a call from an individual that had seen the product 10 years ago and now his circumstance has changed and he is now interested. Did I know this ten years ago, most certainly not. The next thing you want to do is follow up with the next step and that is always to see if they want some product and or information. If you don’t ask you will never find out. Really define your process of information and understand what’s next. This is the key to follow-up. You contact someone , have a game plan figured out as to where you are going.
19. LAUNCH YOUR BUSINESS
Whether or not you are new or old each and every month we want to Launch your business. We want to do this with a plan of action. It could be a couple of In homes, a letter campaign, a twenty-one club, a couple of public events, a flyer campaign, a few wellness previews, an expo if one is on, etc, etc. Get together with your local support team and get this activity going. When your Launch Plan is done, E-mail me a copy.
20. THE BUILDING ACTIVITIES OF GOING SILVER
"The whole idea of the exercise is to focus your attention on the activities that are known to work, don't worry about the result". Each and every level of the business uses the same BASIC ACTIVITY in concept and mechanic. What's different is the content and the knowledge along with the size and the benefit. Let's take a look. In the book Vested Interest I identified and expanded upon The Ten things you need to understand. You can get a copy of this on Daverolfe.com. You should also have the book and tapes as they go into this in detail. Here again are the ACTIVITIES.
1. Treat it like a business FOCUS
2. Figure out what you want INTENTION
3. Learn how it works KNOWLEDGE
4. Learn how to make money VIABILITY
5. Create a road map VISION
6. Create your presentation COMMUNICATION
7. Apply using the tools of the trade ABILITY
8. Learn how to create Interest ATTRACTION
9. Establish activities LEADERSHIP
10. Practice, Practice SKILL
1. Make sure you read over the Going Silver Section and complete the checklist item by item. If you have any uncertainty then clean this up right away. Make sure that everything that you need is in place and your all set to do the work. FOCUS
2. Have your Big Map on the wall in front of you every day and go over your plan and name, want and get list daily. Add to this list as has been suggested INTENTION
3. Get all of your product out working for you, get results, keep track of what happens with the product as it creates an emotional impact. Find your partners and move downward as has been mentioned and watch what happens. KNOWLEDGE
4. Read your comp plan daily. VIABILITY
5. Create your Big Board plan and follow the instructions that were laid out. VISION
6. Expand you presentation as you get out there and communicate with those on your list or those you generated from promotional activities. Get on the conference calls to listen to what’s being said so you learn the language. Read a book or two to also gain this knowledge. . COMMUNICATION
7. Take advantage of all the tools that are available to be used to help you get your job done and put them into action ABILITY
8. Your job is to create interest. Look your best, have the appropriate support material, act professional, know your stuff, have your support team lined up, be assertive but not pushy. Always have a smile on your face and make sure that the person in front of you knows that you are interested in them and their success not just yours.Take your list of prospects and put them through the process discussed in number 12. ATTRACTION
9. Set up and establish many of the activities that we talked about. Launch your business, do the Occupation Game, Set up and do your first 21 club, establish your conference call schedule, set up time to make your calls, add people to your list everyday. Don’t forget to ask them to buy or to join you in business. The speed of the boss determines the speed of the team. LEADERSHIP
10. Practice as much as you can, don't worry about the results. They will happen and that's why your working with me. SKILL
Now let's go to work. Once you have read this over and understand what needs to be done, go do it. As you complete the items on the checklist that require validation please send those to me via e-mail and I will put them in your file. Remember we can’t move on until these are all complete and you have reached the level. If you have any questions please feel free to send them on and I will answer them for you.
