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List building

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List building

How to create an endless supply of nice warm referrals and an endless supply of qualified appointments... You run the system and the system will run the business.

How to create an endless supply of nice warm referrals and an endless supply of qualified appointments... You run the system and the system will run the business.

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List building

  1. 1. NLFA Business System Prospecting and List Building
  2. 2. Our Challenge to You Develop a Passion for Our Mission Our Leadership Team is 100% committed to creating wealth for families. There is a critical need for the education delivered on a giant scale.
  3. 3. Posture and Position Your “Attitude” • An edge that comes from belief • Not selling a “product”… Changing lives! • Know what we have and what we can do!
  4. 4. Run a Diagnostic on your business • Show me your list • Show me your appointments ……….I will show you your results
  5. 5. Step #1 PROSPECTING Just as a building contractor cannot construct a building without a large supply of raw materials, An empire builder needs a large pool of prospects/people to plug into the system to build a distribution empire.
  6. 6. Cell Phone
  7. 7. Facebook • The average number of friends is 338.
  8. 8. Connect
  9. 9. Most people know many more than 100 people If 90% were not interested Only 10% were. You can build and Empire!
  10. 10. Developing A Target Market You can divide prospecting into three areas: 1. Natural Market Friends, neighbors, relatives, co- workers, social contacts, 2. Friendship Farming Turning strangers into friends to create a new natural market 3. Friendship Borrowing System Relationship marketing through our third-party referral system
  11. 11. Step #1 PROSPECTING Create a List The start of an exciting business adventure. From this list, you will build a business and transform the lives of the people on it.
  12. 12. Do with partner Put at least one Name next to each equals 300-500 names Don’t worry about contact info just yet
  13. 13. One key question Ask yourself “Would I share a meal/coffee with this person”? If the answer is NO then this would be the only time I would not add them to the list.
  14. 14. Important Keys 1. Make your list with others. Complete your prospect list with your Leader, and make sure to involve your spouse when possible. 2. Add names, don’t eliminate them. Resist the tendency to eliminate people from your list because you think they’re too busy or make too much money. 3. Use the “Executive Memory Jogger.” The purpose is to “jog” your memory for every quality person you know. 4. Identify the “Top 25” on your list. Your list should have a minimum of 100 names and grow to as many as 300, 500, 1,000. ….quickly identify the “Top 25”
  15. 15. Chicken List • Go up- Never FEAR successful people • Don’t judge people • You never know where someone will lead you • Leave no stone un-turned MASTER the Three Way Call
  16. 16. Friendship Farming Turn Strangers Into Friends As you go about your day, always be on the look-out for people with whom to start a conversation. Cultivate a new warm market by meeting new people.
  17. 17. The F.O.R.M. Method There are four questions you can ask when talking with a stranger. This method flows more naturally if you “prime the pump”. F. Stands for “Family.” You might ask if he is a family in the area, does he have kids, did he grow up here in town, etc.? O. Stands for “Occupation.” What does he do for a living? How long? Does he like his job? R. Stands for “Recreation.” Perhaps you have a common recreational interest. M. Stands for “Message.” Tell the prospect what you do to spark his interest. Get his name
  18. 18. Friendship Borrowing Referral System KEY TO SUCCESS What they are missing is number of qualified people to get in front of on a regular, consistent basis.
  19. 19. “All Roads Lead to Your LIST”
  20. 20. Prospecting during Approach/Contact Once the approach has been made, even if the person is not interested, there is still an opportunity to obtain referrals. “I appreciate how you feel, May I ask you a quick question before we get off the phone: I’ve found my best new associates come through referrals from quality people like yourself. Who do you know that may be interested in a new business venture or a possible career change?”
  21. 21. Prospecting If the prospect has attended the presentation (whether at the office, one-on-one, or online) and is not interested, there is still an opportunity to get referrals. “I appreciate getting to meet with you today. As you can tell, our concepts can make a huge difference in someone’s life._______, I work strictly on referrals. Would you be kind enough to introduce me to a few people who might benefit from our concepts?”
  22. 22. The List Grows Adding names for Top 25-Top 100 3-5 per sale Networking Online and Offline….. and In the normal course of the day
  23. 23. Next is to qualify the list Who to call first …… priority Discuss Hot buttons Positive characteristics
  24. 24. Five Pointers 1. Over 25 2. Married (with Children best) 3. Home Owner 4. Good Income $75,000 household 5. Dissatisfied
  25. 25. Where do you spend our TIME? Four Checkers 1. Self Starter 2. Influence 3. Coachable and Teachable 4. Financial Ability
  26. 26. Relentless Inevitability • Month one get 3 that get 3 and so on the next month • 3, 9, 27, 81, 243, 729…. in the first 6 months. • At $1,000 that’s a business of $720,000 a month in premium • That’s on track to a solid SIX- SEVEN figure income!!! $100,000- $1,000,000

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