Instant Name Generation - Mark Januszewski · • Mega Benefit 3: – Picking up cards and mailing...

A Virtual Diamond Mine

1 Go90GrowTM 2018 ~ All Rights Reserved – Do not duplicate

Instant Name Generation

Agenda

• Who are you Mark j? • A couple definitions

– And a couple of simple truths • A metaphor about your business

– Never do anything unless you know why you’re doing it – The posture fairy tale

• Generating 1000s of names for free • Q & A

– We’ll open the lines Bankrupt to Beachfront

• How did everything change?

– ____________________ sense [which isn’t so common] – Keep It Smartly Simple

• In the end, the final “common sense” conclusion – We need two things to drive the economic engine 1. People to talk to; endless supply 2. Talk to people

• People do not join companies, products or plans

• They join ______________________________ • All, as in 100% are presold!

• Social Proof ALL People Are Presold • Health products

– Live longer or die earlier? – Make more money or make less money? – Pay maximum in taxes or pay minimum in taxes? – Have less time with loved ones or more time with loved ones?

• Same is true about every product line in MLM – If everyone is “presold” then we just need people to talk to – If we add skills and improve what we say, checks get bigger faster



MLM Is Forgiving

• ________________________________ lists always – Destroys our confidence – Make us cling to names who won’t do it – Generates fear of failure and feeling of scarcity – We become road kill

• Knowing we can generate 1000s of names on demand – Builds confidence – Instantly detach from closed minded peeps – Generates faith and feeling of abundance – We become successful; infinite chances to improve, forgiving

Few Definitions & A Simple Truth

• ____________________ – a name and phone number • Possibility – a suspect you spoke with & ____________________________

to look

• Prospect – a possibility who has shared • ____________________________________reason for looking at your

business • A simple truth – there are no prospects on the planet

– Suspects become prospects only after we talk to them



Posture

• Believing “attitude” creates posture? – Sorry, fairy tale – “we got the cookie?” “they need us more than we need them” – “Once upon a time” nonsense

• Posture does matter

– You earn it by having 2 things 1. Knowing you can never get through all the suspects you have and

more are marching in everyday

2. Knowing ________________ to move suspects to possibilities to prospects

Social Proof • Attitude & Chanting “posture” • We got the cookie • They need us • 40 year plan sucks • We got the

– Best plan – Best company – Best product – __________________ Posture

• 1000s of names • 20 people who will look at your business this week • 1000s of names for each of your reps • 20 people who you’ll be collecting decisions from • Skills that help you and your team turn suspectsà prospects rejection free

instantly



Let’s Get Busy

Generating An Infinite Supply of Leads

The Fuel • Vehicle

– Plan – Product – Company

• GPS – Skills – Upteam – Events

• What do we need to make vehicle go?

– _____________________________ – _________________________________________ are fuel

The [real] Big Players • Great earners are not always

– Great presenters – Closers – Teachers – Coaches

• What do they all have in common?

– Great at finding ______________________________________ Fuel – Use the List Building Skill found at our stie

• Worldslaziestnetworker.com • Click more skills • All 5 stories are in there for a reason • 137 minimum; it’s a skill



Before We Go Any Further • I worked in a cocoon for 14 years

– We’ve used each of these – Taught them to our groups – No one, ever, did not have more people to talk than time to do it

• The ideas & techniques presented – Are to acquire premium fuel! – Maybe a picture will help the guys

Dependent on Domestic or Foreign Fuel? • The earners learn where the money is

– Domestic Fuel - Warm list to warm list – Thin edge of the wedge is in – They edify you, credibility

• Won’t believe friend knows how • Will believe their friend KNOWS __________________________ who knows

how – Julia Roberts and me – Higher SQ than foreign fuel – buying leads – More miles per gallon – retention is higher with domestic fuel



• Warm list to warm list + skills creates ‘refueling’ domestically – You are getting FREE domestic PREMIUM fuel free – If we’ve ‘burned’ most of our fuel, how do we get foreign fuel cheaper? – Is there a way to use “foreign” fuel to get back to free premium fuel?

The Fab & I Don’t Herd • Used these methods with each new venture

– Warm list was thin • Already ‘in’s’ and definite ‘no’s’ made up most of list

– Did not cannibalize previous group & herd them – We liked building checks and then cashing checks for years

• 5 Methods

1. The Virtual Diamond Mine 2. SBA 3. 4 seasons and common sense 4. Dinosaurs 5. Lunch and a biz ops – They all work if you work them… – Let’s run through them, see ‘leverage’ and then we’ll Q&A on them

Virtual Diamond Mine • The curious case of Susan S

– Got help, so I gave it – Never worked for her….or did it? – Sponsored? None Her team? Yes

• Hit objective 3 months early • Full time teacher & Mom, wanted to get to $4500 mo.

– Keep sponsoring anyway while doing this drill • When she stopped, her sponsoring would stop

– Kept her sharp – Led to more chances – Higher comfort level when engaged daily

Virtual Diamond Mine Benefits



1. Builds rapport, it’s not a _________________ call 2. Gives you 25 people a week to call in the daytime. 3. People ____________________ __________phone!!

ü No answering machines. 4. Endless supply of leads

ü helps develop an attitude of abundance. 5. You control the geography

ü Closer to home is cheaper and faster. 6. People open your letter _____________________________________ 90+%

of the time 7. You are sponsoring “up” by talking to business people. 8. It builds confidence.

Virtual Diamond Mine

1. Set up the Letter in your computer 2. Purchase envelopes ~ business size 3. Purchase multiple denomination stamps

ü They’ll open it first – folks remember the first and last things 4. Schedule time to pick up business cards and drop off your card

ü I’m a big fan of a very generic card 5. The letter is to ___________________________________ them you will be

calling and raise their curiosity. ü If you want, include your generic card, it’s a second sighting for them.

6. Schedule time in your day-timer to follow up by phone. Work with the letter in front of you and your upline if possible – Use Instant Rapport Builder Skill + Most People Skill

7. Just sell the 10 minute appointment or not the P,P or company 8. Book a _______________________________ time 9. Learn the 10 minute coffee, put them in the Hero’s Journey & ABC [Always

Be Collecting] 10. When meeting face to face if they say they want to see the 1-2 year plan,

hand them a CD/packet and book a follow- up. Be firm about the follow-up and BOOK IT BEFORE giving materials

11. Remember, you only have two enemies, the clock and your head. The leverage is in beating the clock ~ it will keep the funnel full and your head clear. Clarity is power

TIP- Place business cards in dated envelope so you will know what date you picked them up. Write date and any other info on the card itself



Virtual Diamond Mine • OK, it’s go time

– Get dressed up – Go to business clusters – Walk in with ___________________________________________

• Are you the owner? – Multimillion $ company expanding – It’s not competitive and I’m not here to take up any of your time or sell you

anything – Most business owners want to know what’s coming – Go for the card, ‘I’ll get you some information by mail’ – Make a decision – Multiple cards? Happens all the time

The Call • Ask if they got the letter, mention day you were in • [Right into Instant Rapport Skill] You may recall….I shared with you Owning your

own business is time consuming. Employees, inventory, market trends, insurance and marketing can be extremely challenging. Some people have found a way to double their income without giving up what they do and lower their taxes at the same time

• Go to…..Most people skill ……and……go for appointment 10 minute appt. – Use W. Clement Stone’s ‘Isle of Influence’ as you gather appointments – No one wants to be first…..but…..no one wants to be last

• ABC 1 Hero’s Journey, 10 minute coffee – Do it – You’ll also be able to adapt 10 minute with join.me type of softwares – Zoom, Gotomeeting, Skype etc.

Play But Stay With Format



[Larger pic at end of this document]

I Know What You’re Thinking • What is ABC HJ 1?

– How do I do a 10 minute coffee? – What is “Instant Rapport Builder Skill”? – What is the “Most People Skill”? – In essence, what do I say to these people?

• 4 Part video series next week – Available through the Go90Grow© video series – Make sure you’re on our list for early notification – Let’s remember there are 2 parts to real posture, success

– ____________________________and

_________________________ to convert [4-part free video series]



Let’s Review

• You pick up cards • Mail letters • Call and set up 10 minute coffees

• Go early and pick up another 25 to 50 cards • Do 10 minute coffee and… • BAM! Use the skills – Hero’s Journey Skill Set

• It will sharpen the saw • It will get easier and easier • Why? You get better – across the board, Susan S • You RELAX knowing you’ll NEVER be out of fuel & are improving

• Mega Benefits • Mega Benefit 1:

• As with all things you dedicate yourself to with an earnest effort, improvement follows but the bigger benefit is you will become more comfortable with all forms of prospecting and your SQ* will go up

• *SQ= Sponsoring __________________________________ • The ratio of people you sponsor divided by the number of

people you complete the follow-up process with. Mega Benefits

• Mega Benefit 2: – You’re consistently talking to people. – If we are going to make some money we need to

_____________________________ to people.

• Mega Benefit 3: – Picking up cards and mailing letters takes less than 2 hours – An hour or so within a few weeks, efficiency rises

– You are taking ____________________________________ away

from yourself and the team.

• Mega Benefit 4: – It’s so easy to get 1-3 people to join you picking up cards and mailing. – Within 4-6 weeks you’ll have 100 to 150 contacts a week. – Every week.



– • Mega Benefit 5:

– You get so good so fast with this many exposures that you’ll crush other opportunities that present themselves.

– Why? – Knowing you and your team can generate 100s of quality suspects

weekly and you’re all getting better a converting possibilities to prospects relaxes everyone

I Know…What’s The HJ Skill Set?

My Multi-Million $ Discovery In Videos Solves Recruiting Mystery

• 4000+ years old • Story within all stories • Movies, books etc. • How does it apply?

• It’s ____________________ story! • Has them on edge of seat • BTW, it’s your story • It’s the “secret” to recruiting

The _____ ________ ________

• Small Business Association – Non profit – A service to business owners – You’re a business owner

• A case study – Derek in Jacksonville, FL – Starting a business, can you give me direct sales companies within

100 miles of where we sit – Ready?



The SBA • 5000 leads within 24 hours on a spread sheet

– Had to clean the list because of repetitions – End result? 2700 fresh leads with names and numbers – Oh, and it was free – You can isolate a category generally

• How’d it work out? Top Sales rep for the year, 3 years in row – You can isolate a specific business – beauty shops, etc. – What should you do? – “Stack the Deck”

• Seasonal businesses, product matches • Clearshield for example; mechanics, chemicals etc.

A Cool Spin Off SBA What We Did, Same Game, Smaller Version

• Go to your town hall – Who has a business in area is public record – First years businesses not great, still loving the dream – But… after 1 year? Cost, income, fees, etc… employees!!

• They’ll give you this list – Use letter or just call – Helped us find all the stuff not on Main St. with Virtual D. Mine – Sell the appointment, not the P, P or company – 10 minutes….or go for it online join.me type of set up – KEY à Found lot’s of tradesmen – YIPPEE

4 Seasons and Common Sense Why Tradesmen Were – YIPPEE!

• Look for seasonal patterns – New England in winter for example – Cement won’t set – Landscapers – Roofers – You get the idea

• Hard working – Contacts – Make great money when they work – Don’t work 50 weeks a year – Hello!

• Leverage…..same skills….same drill…….My understanding is XXXXX slows in the winter. This spring is unpredictable……some XXXXXXs have found a way to double their income without giving up XXXXXXXXing while lowering their taxes ***Most people skill then on to selling the appointment…..



_____________________________ • Change comes faster and faster

– ____________________ become extinct – Look for them, think with your team

• Vikki and Barb – Twinkies, I love this story, forgive me

• Awesome video store, killha – Ut-oh, here comes Blockbuster – Wayne Hizinga – Café Bagel right next door, Step 1s, 2s and 3s at will

• People returning videos, simple set appointments – Pay attention, great Mastermind discussion

Lunch and Biz Ops

• Inviting people to lunch is easy • 8-10 [rep + guest] • Preset buffet, believe me restaurants will work with you • Mini version of 10 minute coffee WB • Give them CD or book, book them into the Step 2 • Eventually, 4 a month going of each

– Then 8 lunches a month, plugging into 4 Step 2’s Hotel • And/or Home-kick-offs

– Run lunches on different days A Clue…Leads to a Bonus 0f 20,000 + • What is it?

– It’s the Name of our industry – It defines our Occupation – It is the Task – So… what is it?

• Networking! – Shortcuts are always the long way – Join and be a matchmaker

• Without expectation of reciprocity – My daughter loved Middle Street Foods, hated going J – Bob Hoskins did it right, realized a dream – Chamber – What does do it right mean with Loins, PTA, etc….? Go-giver baby

• Bigger bonus? You’ve probably overlooked organizations – College Alumni, Service, Frats & Sororities [25,000 in Θχ]



Q & A • 5 Methods + The Biggie

1. The Virtual Diamond Mine 2. SBA 3. 4 seasons and common sense 4. Dinosaurs 5. Lunch and a biz ops 6. What a concept, become a networker

– Another Bonus?

• Cards Are Useless • Passing out your card is useless, pretty much

– Go totally generic – Remember this statement? – “Never do anything unless you know why you are doing it”?

• We are networking! – We engage to collect suspects – That means, we ____________________________________ their card,

___________________________________ give ours – You’ll learn in video series rejection free firelighters – Statements that light the fire of hope – Here’s how to get their name and number

And Don’t Forget To Smile J • Where to get more skills http://worldslaziestnetworker.com



The local business card ‘Funnel Filler’

The Funnel Filler Steps 1. Set up the Letter in your computer. 2. Purchase envelopes ~ business size or letter size. 3. Purchase multiple denomination stamps. 4. Schedule time to pick up business cards and drop off your card . 5. The letter is to inform them you will be calling and raise their curiosity.

6. Schedule time in your day-timer to follow up by phone. Work with the letter in front of you and your upline. 7. Just sell the appointment and packet drop off. Book a specific follow-up time. Use Hero’s Journey 2 Skill and book a follow-up. 8. Learn the 10 Minute Coffee and use the Hero’s Journey 1 Skill. 9. When meeting face to face if they say they want to see the 1-2 year plan, hand them a CD/packet and book a follow-up. Use HJ2 Skill before you give them info of any kind. 10. Remember, you only have two enemies, the clock and your head. The leverage is in beating the clock ~ it will keep the funnel full and your head clear. Clarity is power 11. Place business cards you picked up in dated envelope so you will know what date you picked them up.



Benefits

1st

Builds rapport, its not a cold call.

2nd

Gives you 25 people a week to call in the daytime.

3rd

People answer the phone!! No answering machines.

4th

Endless supply of leads ~ helps develop an attitude of abundance.

5th

You control the geography – closer to home is cheaper and faster. 6th People open your letter first 90+% of the time if you use multiple stamps.

7th

You are sponsoring “up” by talking to business people.

8th

It builds confidence. Eventually, you will feel more comfortable. Every time you repeat this process you will get better and better & sooner than you think. This is a great half step. Hot Tips

• DO NOT work office buildings on days when the weather is good. Note where they are and go back to them when you are going to get cards when the weather is inclement. This lets you stay on track.

• Schedule the time to pick up cards, print letters, mail, & call 4 weeks in a row. This will give you 25 to 50 suspects every week. Do the work – no excuses. Routinely repeat and fear, doubt and insecurity will vanish.

• Follow up within 4 days of mailing letters with phone calls. • Tear up cards that are in the 20% [not interested]. Remember this is

an interest level check ~ we are fishing not hunting. • KEY: Reward yourself at each step. Remember and teach yourself

and those in your organization that rewarded behavior gets repeated. Just having a Latte or a something else you enjoy once you complete each task is enough! DO IT

The most important tip and biggest benefit of all:

Tip: Remember the 5 Ps…..Perfect Practice Prevents Poor Performance.



Benefit 1:

As with all things you dedicate yourself to with an earnest effort, improvement follows but the bigger benefit is you will become more comfortable with all forms of prospecting and your SQ [sponsoring quotient] will go up. [SQ= the ratio of people you sponsor divided by the number of people you complete the follow-up process with.]

Benefit 2: You’re consistently talking to people. If we are going to make some

money we need to talk to people.

Benefit 3: Picking up cards and mailing letters takes less than 2 hours. You are

taking excuses away from yourself and the team.

Benefit 4: It’s so easy to get 1-3 people to join you picking up cards and mailing.

Within 4-6 weeks you’ll have 100 to 150 contacts a week. Every week.

Benefit 5: You get so good so fast with this many exposures that your crush other

opportunities that present themselves. Why? Knowing you and your team can generate 100s of quality suspects and getting better a converting possibilities to prospects relaxes everyone.


Go90GrowTM 2016 – Do Not Duplicate – All Rights Reserved 18

Insert your return address here

Dear :

Owning your own business is time consuming. Employees, inventory, market trends, insurance and marketing can be extremely challenging. Some people have found a way to double their income without giving up what they do and lower their taxes at the same time

I am writing you because I found a business concept and a 1.7 Billion dollar partnered International Company that has solved my time and money challenges. I worked hard for over twenty years despite knowing that the path I was taking was not providing me with the time and the money I desired for my family and myself. [change this previous sentence so it matches your story]

I believe most people who feel the same or similar generally keep their business options open.

I will call you in the next few days to set up a short meeting, just 15 minutes. At that meeting I will give you a packet that includes a CD and some printed information. After you reviewing the materials you may decide you want to set up a meeting to get more information ~ then again you may not. In either case I will be happy to see how I can help you grow your business by utilizing the several thousand contacts I have.

Thanks in advance, I look forward to chatting with you.

Sincerely,

Your name

Instant Name Generation - Mark Januszewski · • Mega Benefit 3: – Picking up cards and mailing...

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Transcript of Instant Name Generation - Mark Januszewski · • Mega Benefit 3: – Picking up cards and mailing...