January 5th, 2015
I asked a question in the email announcing this call: DO YOU WANT BEACH MONEY? YES OR NO?
Many of you thought I was asking YOU this question . . . well that’s partially true. But mostly I
was using it as an example of a prospecting question.
What do you think would happen if you asked this question 3 times a day? You’ll get 1 of 3 answers –
3). What is Beach Money?
When you get answer #2 or answer #3 you simply say . . . I can show you how. Do you want to know?
It’s a very simple question. And really . . . who doesn’t want Beach Money? If they start giving
you are hard time simply say . . . yes or no? Do you want Beach Money?
If you asked this question to 3 people per day (1000 a year) that you had just a little rapport with, how many would say
“yes” or “What is Beach Money?” Probably at least 700! That’s 700 people that have just said to you, “Talk to me!!”
It’s a simple question that can be answered quickly. If the answer is no, then there
is really no need to show someone the business. If the answer is yes, then the door is wide open!
Just ask the question! There are so many amazing options when they say “Yes” or “What is it?”
1. You can give them the book, “Beach Money” and ask them to read it. Ask them to read the
first chapter and then call you. Say . . . “I’d like to get your reaction”
2. Whip out your phone and send them a card with brownies . . . then ask. How would you like to get paid
every time someone does what I just did? That’s Beach Money!
Any time someone starts to give you a hard time, simply ask the question again . . . “Do you want Beach Money? Do you??”
It’s either a yes or a no . . . if “No” then move on. If yes, then show them!
YOU HAVE A BUSINESS THAT CAN THROW OFF AN UNLIMITED AMOUNT OF BEACH MONEY THAT YOU STARTED FOR
UNDER $400. Is that worth significantly more than $400? Then why are you keeping it to yourself?
MY STORY: My 1st year goal was to earn $100,000 a month. I didn’t meet my goal. At the end of my first year, I was at $21,000 a month.
But I worked harder than I had ever worked before in my life. With excitement (explain this!!!) , I showed the business to 3-8 people PER DAY. Demarr
remembers. I was a madman! This is NET WORK MARKETING . . . notice the world “Work”. Despite what others say to sell you into their
dream, I’ve never seen a business that builds itself. Cards don’t go flying out the door because you signed up. You’ll need to DO THIS if you
want a big check. Imagination is great but Walt Disney didn’t build the Disney empire just imagining. He put massive action behind his dreams.
Imagination is the first step, but MASSIVE ACTION is what will build your dream. It doesn’t happen by shear luck or chance . . . You CREATE your future!
Let’s break it down . . .
ADD TO YOUR LIST
CALL PEOPLE AND SEND CARDS
SET APPTS TO SHOW THEM THE SYSTEM AND THE BUSINESS
Let go of your doubts and apprehensions – Do you really believe?
ASK THEM TO GET STARTED
THE NUTS AND BOLTS (The “how to’s” are just logistics) – The business is built in your PASSION!
Get lost in your dreams and your actions . . . let go of the need to know everything and just go to work!
GARY ALLEN – Set 10 appoints for today. 3 showed up, 1 no-showed and 6 rescheduled or cancelled.
GET LOST IN THE FLURRY OF ACTIVITY! FILL YOUR CALENDAR! Be relentless and again . . . don’t be afraid to ask!
HOW TO ENGAGE SOMEONE AND GET THEM LEANING INTO YOU WITH INTEREST?
Remember . . . the definition of Marketing is “Leave them wanting more . . . “ And again, we are in
Network Marketing. So how do we leave them wanting more. How do we get them to lean in and say . . .
“Okay . . . what’s this all about?” We opened this call with one very powerful question. “Do you want Beach Money?”
That leaves them leaning in and wanting more!
Let’s talk about some other things you can do to engage your potential distributor . . .
I love to open a phone call or a meeting with the following question . . .
“Tell me about some of YOUR dreams and goals? Where would you like to be in say, 3 years?
What are you doing now to get yourself there? How do you plan on accomplishing your goals?
Do you have a plan?”
These questions get people THINKING about what they want and how they are going to get there.
It also causes them to think about how unprepared they are to meet their dreams and goals.
Some will actually say to themselves . . . “hmmmm . . . maybe I should listen”
I use this ALL THE TIME on 3-way calls.
1). What do you want?
2). What is your current plan to get there?
3). If I had something that could get you there would you listen?
Do you see the line of questioning here and how it can “Leave them wanting more?”
You set everything up perfectly so they are open to hearing about what you have to offer.
A FEW POWERFUL PHRASES THAT WILL CAUSE THEM TO “LEAN IN”
1). I’m just curious
2). Do you mind if I ask you a simple question?
3). Can I get your opinion on something?
4). Would you mind sharing something with me?
5). Do you mind if I share a little story with you?
Some people call this . . . “permission to continue”. You are essentially getting
their ok to go ahead . . . You’ll never get a no to a question like this but
it creates a gap that causes people to lean in and want to contribute.
Here are some examples:
I’m just curious . . . have you considered options that could create Beach Money?
Do you mind if I ask you a simple question? What are you currently doing to prepare for retirement?
Can I get your opinion on something? I want to show you something on my phone and see if you think it has potential
Would you mind sharing something with me? How much money would you consider to be serious money on a monthly basis?
Would that amount be worth carving out 1 hour a day for 2 years . . . if you knew you could do it?
Do you mind if I share a little story with you . . . I know someone that had a job paying $14,000 a year and had $36,000 in credit card debt when he
joined this industry . . . he worked very hard for 3 years and became a millionaire. He’s not the only one.
All of these questions are designed to get people to say . . . “sure . . . yes . . . tell me more! You have my permission to proceed”