hi and here is welcome to the next video which is the video number four in the
series of the four skill sets that we need to cover and this one is following
up with your prospects and again you know we and we need to get on board with
the more training for you and this is why we have the education going on here
for you to extend that knowledge base are you at the end become a very good
professional and a strong leader in your team so you can start building this
global team that you really deserve here's the the page again that I want to
encourage you to go and sign up and become a follow up araguari videos he's
throwing in videos like like crazy every day you know so you get small pitch and
videos which is really giving you value every every day and again you know these
elements comes out of he finally put everything with all his twenty odd years
experience he put it all in the book and it said now one of the best-selling
books on Amazon is that went to the top of Amazon in the variety of categories
within like nine days it's really extremely well known book and that
people love it out there in the in our profession okay let's go to over to Eric
with the next one of the skill sets which this which is a good go here so
listening and they enjoy this next topic is going to be incredibly helpful for
you because it's a topic that most people don't pay any attention to
whatsoever and the fortune is in the follow up following up you've created an
exposure of some sort somebody was reviewing something
attended something look at something and now you need to follow up follow up is
simply doing what you said you do you're going to go from exposure to exposure to
exposure to exposure that's your business going from exposure to expose
your understanding that it will take an average of four to six exposures for a
prospect to make a decision on average four to six for everyone that takes one
exposure that means you're going to have some that take 1215 exposures some of
the most powerful people in network marketing they didn't join until they
had 50 exposures took years before and they finally pulled the trigger it's the
way it is four to six exposures what professionals learn to do is condense
those exposures for better results so instead of one exposure a week you know
they'll have somebody watch a DVD and then get on a three-way call later that
day and sample the product and that night they get on a conference call and
the next day they check out the website and after that they read the magazine
then they come to a little in-home meeting and they join whatever it
happens to be some little combination of those things if we did a little survey
in this room and you asked you what was your first exposure second exposure
third exposure every single one would be a slightly different path some of you
were so ready you know the worst thing that can happen to you here's the worst
thing that can happen to you in Las Vegas you go to the table and you win
the first time you come here worst thing that could happen because now you're
thinking you're gonna win every time right so same thing is true in prospect
you go to that first person you do one exposure boom they join or you joined
after one exposure so now you're expecting everybody else to do the same
thing and now when they don't you're perpetually disappointed what is the
deal why don't they join I don't understand
when you're following up let me tell you what to do after we've done exposure
number one we did expose your number one we talked about that before we did the 8
steps invitation to review a tool ok or whatever it is we asked them to do take
some action follow up is you've set it up before you finish the first exposure
you set up when you're gonna do it you set up how are you gonna do it right you
got the phone number you got the time you got the day they have their
assignment that they created for themselves and now you're gonna call so
you call and you're gonna say what did you review the material did you watch
the DVD did you listen the CD did you read the magazine did you check out the
linkage listen the conference call did you do what we talked about you're going
to get one of two answers if you do the eight step process the answers are going
to be yes most of the time but sometimes it's going to be no right and if you
have terrible skills it'll be no more than yes so it's okay we're gonna get
better and better and better what some people do is they get irritated with
their prospect you said you'd watch that thing for sure
the heck man I only work with people that I can respect and if you don't do
what you said you're gonna do I don't know if I can respect you they don't say
that but that's the tone sometimes give you irritated come on you said you're
gonna do it now I'm calling you and wasting my time best way to respond is
no problem no problem I understand life gets in the way when
do you think you could see it for sure for sure
you think I'm kidding I'm not kidding do I say to for sure I do what do you think
you can see for sure for sure laughs and they'll give you another time you know
they say oh I wanted to but life got in the way and the kids had this thing and
somebody got sick and I had overtime at work and I really meant to but I put in
the card I forgot I was in the car gosh I'm sorry
oh no problem don't worry about it when do you think you can see it for sure for
sure sometimes I'll say yeah maybe I don't know just you know get back to me
they're big here's what you do in their vague listen I don't want to waste your
time I don't want to waste my time just give me a time that you'll you will have
for sure seen it and I don't care what that that day is whatever that works for
you yeah you know listen let's just be pros here which way you want it you know
you need gonna see to you're not if you're not gonna see it just say no and
then we can be done problem so what do you think you say for sure for sure they
give you another date so if I called you after that you'll see the for-sure
for-sure right yeah same same phone number what time all right I got to go
bye you reset the appointment and you're done keep moving okay if they say yes
we're gonna talk about that in a minute but before we talk about that I want to
talk about questions and objections because this is where questions and
objections tend to show up they'll show up and
lots of different parts of the presentation questions and objections
but they tend to show up here you ask somebody you know did it make sense what
you like best and they're like and then the court the objection starts to show
up if you if you have a history that maybe isn't as stellar as you'd hope it
would be and some of the people that you're contacting know that your
objections will show up a little earlier objections are natural first of all
prospects want to sound smart the reason they bring them up is they
want to sound intelligent that's very little to do with the actual concern you
know they just finished eating McDonald's but they'll ask you what are
the ingredients in this product you know they'll want to know do they really care
no they just I need to say something to sound smart
now you can react either defensively or offensively and both are wrong if you
act defensive you know well hey hey these have been tested by everybody and
uh that'll throw up red flags that will give them some cause for concern if you
act up offensively and you come charging right back at them that'll be a problem
too some people have these fancy little approaches is this one of those pyramid
things oh you mean pyramid like every
corporation in the world is that what you mean this is a Ponzi scheme oh you
mean like the US government that kind of Ponzi scheme
because they heard that at some seminar it sounded really cool so they decide
that they're gonna be offensive and just you know person that says you know I'm
not sure if I have the time oh stop it are you watching television are you
listening to the radio you have all kinds of time
show me your calendar knock it off you think I'm joking some of you with your
ear and so filled up with your ambition that you can't help yourself because you
convinced yourself you know everybody has time you can't wait for the
opportunity to pounce on them so offensive is just as bad as defensive
what you need to do is act as a consultant you're gonna ask some
questions you're gonna guide them what would a consultant do if you were not
going to be their upline okay if they were going to join another company and
they were asking some questions how would you respond you'd say well don't
do it he says don't do it come with my company no how would you respond you'd
say well what are you looking for are you passionate about this how could this
help you is this really an objection for you really you know is it something that
you think you can get past how could you do it you know act as a consultant to
help a person get a result that's what the professionals do consultants aren't
acting defensively cuz they're trying to help someone to get a result they're not
acting offensively because they're trying to help somebody get a result
that's it the goal is education and understanding that's the goal it's not
about getting them so when the question the objection comes up just remember
your goal the goal is education understanding the best approach in all
of these cases and you're gonna find all objections fall into just two categories
to not 202 as far as I know maybe there's more but
I think there's two the best approach is to write to relate to them when you'd
say to somebody listen I know I understand I felt it I can totally
understand that that makes sense that sounds smart I looked at that too I
evaluated that to let me tell you what I learned let me tell you what I learned
from other people let me tell you what I heard let me tell you what I experienced
relating to them letting them know that they're not crazy that they're smart
that they're intelligent that asking questions is a good part to be a good
way to understand something and fully get your arms around it some of you get
so frazzled with the objection that you stop relating to people and you start
either being defensive or offensive understand got it all right let's talk
about the two categories category number one the prospect has limiting belief in
their abilities they don't think they could do it they don't think they know
anybody they don't think they have the money they don't think they have the
time they don't think something about themselves they have a limiting belief
in their own abilities to be successful category number one category number two
they have a limiting belief in network marketing I don't think there's another
category there may be but I don't think so
give me an objection distrust limiting belief in network marketing
give me another objection it's a scam network marketing don't have the money
number one I got to talk to my wife number one sorry to believe in other
people don't believe they they can help get other people to do something number
one yep don't believe in you that really is tied to network marketing it's not
for them number one not a salesperson number one don't miss business and
friendship number two huh can't find people number one do you get that
I love network marketing but your company's undercapitalized I've never
gotten that one but maybe you do but that's gonna be about network marketing
again right I'm not what's the basis of that question is I'm afraid the
company's not going to be around so I'm afraid to network marketing companies
disappear right number two anybody think of any others that don't fit yeah I
don't wanna make money off other people number two limiting belief about network
marketing yeah I'm satisfied at my current position number one for sure I
mean well maybe both satisfied my current position isn't a real objection
really there's nobody that's completely satisfied they're just throwing that out
there to say okay what can I say so they'll say okay yes market saturated
number two don't have time number one
it's a scam number two only people the top make money number two my family what
my family disowned me number two or number one two also I don't need the
money baloney all right we got it right we got it there's more objections but
there's only two categories so you either have to help them with their
limiting beliefs about their abilities or their limiting beliefs about network
marketing and in both cases you're going to be asking some questions you're going
to be responding in a way with a goal of Education and understanding not about
being smart being right sounding intelligent being a big shot you're
acting as a consultant that's what you do it was interesting to me and I'd
never really gotten it down to these two categories till I wrote the book I went
huh there's only two really and maybe a third will pop up at some
point but you know at this point I think there's only two they have different
phases you know they they appear to be different but they're really not so
let's talk about number one I don't have the money
best way I know is tell a story and ask a question tell a story ask a question
tell a story ask a question tell a story ask a question to all of these tell a
story ask a question okay Adriana says you know I just I just don't have the
money right now
look Eddie I understand I get it I didn't have you know at the end of the
month I had too much month at the end of the money no matter how much you're
making you know it's a struggle to pay the bills nowadays and you know take
care of everybody that needs taken care of and taking care of responsibilities
doing all that stuff and when I looked at this for me I didn't know if it was
responsible for me to scrape up another 500 or a thousand dollars in order to be
able to start a business but let me tell you what I realized Adriana I realized
looking at my life if I didn't change nothing was gonna change if I didn't do
something different I was gonna look at the next five years
just like I looked at the last five years my life was going by and I needed
to do something in order to be able to create a future a better future for my
family so I you know what I did I found a way you know it's I realized that it
wasn't really about the money it was about my belief in do I want a bigger
future for my family or don't die and I decided I wanted a bigger future for my
family so let me ask you a question for you if you looked at this really you
looked at your options and you came to the conclusion that if things didn't
change something didn't change then your life wasn't gonna change and you really
want to change if you decided that was important enough could you find the
money yeah I'm sure I could sure tell a story ask a question tell a story ask a
question now if that story doesn't line up congruently with your actual
experience say let me tell you a story about a good friend of mine here's what
they told me they told me what I just said
and here's the question that they asked in their mind and if you asked yourself
that same question what conclusion would you come to I'm not acting defensive I'm
not acting offensive I'm acting as a consultant I'm telling them a story to
help paint a picture in their mind of where they could go if they open up
they're limiting you eliminate they're limiting beliefs and open up their mind
to a better future for themselves you could even cuz what's the limiting
belief if I don't have the money I'm not sure if I can do this you could put that
into your story what I really realize is I didn't I wasn't sure if I could do
this because if I was sure I could do this I could find the money so I did a
little bit of homework and I asked some questions and I talked to some other
people and I realized you know what I can do this and I can and so can you and
we can do it together did I mean go next I don't have the time
do you know where I'm gonna go with this story question story question I know
exactly how you feel you know what I've been so stressed out
and frazzled in my life and in my business I looked at this and I looked
at that and story story story story and the bottom line was I realized that if I
didn't make the time I was never gonna have the time I had to invest to get it
back so let me ask you a question if you realize if you want to be able to get
some more time do you think that maybe something needs to change in order to be
able to make that happen the answer is yes then you know we can
find the time can't we I realized I could build this business in 15-minute
increments I could build this business in 15-minute blocks I could take 10
hours a day and that was 40 different 15-minute blocks over the course of a
week and I could create a future that's what I realized I didn't have two hours
anywhere in my life I had 15 minutes all over the place I'm
not a salesperson I just not that kind of person I get it me neither story
question I don't know anybody story question I'm too young I'm too old I'm
don't have any experience story question
practice that story question story question story question avoid people
making people feel stupid in this process you have that objection are you
dumb or something relate to the person tell your story limiting belief in
network marketing and tell other people's stories is this MLM is this one
of those things is this a pyramid is it legal I'm not interested in MLM I don't
want to bother my friends how much are you making you ever heard those before
few times why do you hear them you hear them for
one of two reasons they either have psychic damage they've had some
experience and it's been mentally damaging to them they bought that
lottery ticket they've been there they've done it they still have you know
the stuff sitting in the kitchen closet or they're curious and you can usually
tell by how they ask the question so all is this is one of those you know kind of
like Amway Direct Selling Herbalife type of things that's an okay they're curious
this I've heard about these is this one of
those things or are they is this MLM different question
same question completely different question so you can tell if they ask
with emotion or if they ask without emotion they're just simply curious so
let me tell you how we deal with this
this is one of my favorite questions this one would normally put strikes fear
into the heart of people doesn't it person says is this network marketing
you go oh I got to go here I got to deal with this I got to go down this road
what do you mean by network marketing is this a pyramid oh you mean like the
government make every organizational structure on planet Earth you mean like
that you don't have to go there here's where you go with this if they say if
they ask it with curiosity say yeah absolutely I wouldn't be involved with
anything else
yeah awesome or tooth they asked with emotion here's what you do if they ask
with emotion I go to Mike hey Mike I got something that I doubt it out give me
the objection give me the is this MLM objection this
network marketing and you get salad by his face he's not happy about the idea
that it might be this network marketing so here's how you answer that you go
whoa whoa wait wait wait you got a story what happened tell me what happened I
got to hear the story was it you or was it somebody in your family it was you
how long ago five years ago what happened to the company go out of
business did you know what happened company went out of business how'd that
feel yeah did you build did you have a team
built when that happened yeah a little bit of team so you had some skills
really Wow if they hadn't fallen apart you think you'd still be doing it yeah
absolutely hmm interesting interesting so you took
a step back because you know kind of an emotional experience when company went
out of business but coming through our business in every profession right every
professional did you think it was network marketing that let you down or
do you think it was that company the company huh hmm so if you became
comfortable that a company wasn't gonna let you down do you think he'd ever you
know once you got that seed of network marketing in yeah I just found that you
know you're gonna find another opportunity some point in your life
you're gonna do something so do you think if you found a company that you
could you did you believe in do you think you can get your hopes up one more
time possibly interesting interesting so
we have a comment is that a fun conversation it's a fun conversation how
many people have been involved in network marketing before and swore off
never again never ever ever this gentleman what's your name sir you li
Hao Yu Lee how are you so there was a time when you were not happy about
network marketing right how long was that ago three years ago so if I contact
you say hey you know I I've got something that you know I respect you I
don't have a lot of time but I found something I'm really interested in and
before I can get it out of my mouth you say no no no what do you say is this you
ask the question is this another network marketing company I say wait really
wait you have a story what happened what happened what was it you or somebody
else that you know that was involved it was you and some other people and and in
what happened how long were you involved a year and did you have a little team
built not really so you were involved for a year and and what was discouraging
about it what didn't you like about it
yeah it was a combination of you not being committed well yeah so the company
had some hanky-panky going on
okay fair enough fair enough that happens that happens so one day you
just said you know what what was the thing that broke the camel's back was it
was it you saying you know I'm not giving it or you just losing your belief
in the company so you just said you know I I can't promote something I don't
believe in combination of Oh wasn't quite right was there something that
happened there was there a day was there a moment that you just said okay it's
over or did you just fade fade it yeah happens with a lot of people happens
with a lot of people and it's okay to lose the faith you know it's your
weren't destitute you had other things you could do you see you over the
company yeah yeah yeah yeah yeah so you have other options you could do other
things so let me ask it if there was a way that you could see yourself being
really committed to it number one if you believed in it and you also believed in
the company that they were going to do things right do you think do you think
that what you would ever open up your mind to considering it again I'm a
different person now see it started with don't start with me and this was a real
story and all of you have real stories here's what I know about somebody has
been involved in network marketing they're gonna get involved again
for sure for sure they might have their feelings hurt for a little while but
then they're gonna get over it somebody's gonna approach them at the
right place at the right time and they're gonna say you know what I have
unfinished business in network marketing I need to go finish what I started it's
like they were infected with the MLM virus and they can never quite do a
blood transfusion to get it all out of the system it might be deep down there
maybe way down there they might have to have some help to see you know some
timing and positioning and luck might trigger their imagination but if they've
been in once they've been bit by the bug you're coming again it's so fun try to
find people who hate MLM I'm serious try to find him and just to ask just to talk
about the story tell me what happened what happened to you what happened to
you was it you was it the company do you think it was a lack of effort you know
I've heard all the stories while my upline you know they made me do all this
stuff and they just you know I I felt like I drank the kool-aid it was too
much and I got uncomfortable and they were pushing me around and tell me what
I should have shouldn't do so that was it network marketing that did that or do
you think it was you got involved with some bad people
I got about with some bad people they won't blame network marketing by the
times you don't blame a company that was run irresponsibly they'll blame hanky
panky as he said they'll blame the product that you know maybe wasn't up to
market standards they'll blame their upline that abused their trust they'll
blame a culture that maybe was an abusive culture a discriminating culture
they'll blame those things but then they'll come back and say yeah it really
wasn't network marketing but when I when I express a genuine curiosity to their
story they love to tell their story because they
don't get to tell it they love to tell it so fun see if you can find somebody
that hates this yeah you like it cool so for every one of these questions and go
back for every one of those questions the answer is basically the same every
single one you've got a you have a story don't you
it was it was it somebody in your family was it you what's going on
tell me your story tell me what happened ask him some questions relate to them I
get it I'd be heartbroken to company went out of business war a disaster all
those people who looked at looked to you for guidance and support gosh I'm sorry
that that happened happens sometimes in business I'm sorry that that happened to
you do you think it was network marketing or maybe that company do you
think it was that your upline or do you think it was the profession yes I don't
buy it he said yes I don't have a story I just
not interested if you might not have a personal story but you haven't a pit I
do you are you not interested because you've heard somebody else or you've
seen somebody else that has done this and you didn't like the way it looked or
little way the way they acted or something happened you can't have that
opinion without some input you know some life experience you just can't it's like
you know if you've heard about like a neighbor that did something they'll tell
you that part of the story it's really fun to do you take yourself out of
prospecting mode and you just say I'm all ears tell me tell me what happened
so cool so fun super good stuff here very good stuff hi I really like it and
I hope you really enjoyed it yourself and then got good value of it I mean
these videos are I think you can go back and watch again if you didn't catch all
of it I hope you took good notes and had a good no pet with you but now you can
actually take off this video on your checklist to make sure you've you've
gone through that period of of training sessions so you actually add on to your
knowledge base all the time the next one on this session here is video number
five which is the next skill set of helping prospect become a good customer
or a distributor or a get get helping people to get started right as we do
here in network as GoPro so enjoy the next video and go and find it on the
page and they get on with it that right now or leave it on the best time
whenever it suits you so talk to you soon
For more infomation >> DO NOT FOLLOW YOUR PASSION - Duration: 5:19. 
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