It’s Called Practice

It’s Called Practice

The key difference between people that succeed in Max and those that do not will be their willingness to practice.

Posture comes from Confidence…Confidence is a result of RepetitionAnd Repetition is nothing more than Practice!

If you want to win, then practice. According to sociologists…the most shy person will still influence 10,000 people in their lifetime. Do not be concerned if you are an introvert, you donot need 10,000 people to create a six-figure income.

Utilize the credibility of those that have come before you and have hadsuccess in the industry.

1 Focus & 4 Action Steps

1 FocusWHY?

You must define it, write it down and be able to visualize the results.

4 Action Steps

LIST

Contact/Invite

Share Products/Opportunity

Follow-up

One FOCUS

Your ability to verbalize and visualize this component is crucial to your success. Time, Security, and Freedom

3 questions you must ask yourself:1. If I do not do this where will I be in 5 years?2. If I do this and it does not work where will I be in 5 years?3. If I do this and it works where can I be in 5 years?

Understanding this escalates your desire to attract a team of achievers. Ifyou understand why you are engaged with this business you will proceed withthe following Action Steps in a much more serious fashion. Some basic rules:

Tell the truth at all timesUnderstand that you are a part of something very unique to the industryBe willing to become a professional in THISRemain in the process of learning and growingDo enough of the right thingsRead and Associate

Recommended Methods of Operation

The best tools to use to cultivate prospective Customers/Associates:

1. Your Business At Home Magazine2. MaxGXL Intro Pack3. Lead Capture/Online Recruiting System (coming soon)

As you discuss the product/opportunity you want to move those people thatare prospective Associates to a:1. Webinar2. 3-Way Call3. Home Meeting4. Follow-up with your mentor/coach

Learn how to connect people together. Do not attempt to have all theanswers. Use your upline and the tools to help you cultivate and grow yourbusiness.

1. Build a LIST of Prospective Associates and Customers

Build an initial list of 30 people you would like to be in business with.

Write their names down!

Immediately write down the first 10-12 that come to your mind

People you have Respect for versus simply Influence over.

Remember that you build your business from referrals. Your list will alwaysgrow if you are cultivating referrals properly.

Several basic categories of names include:1. People you know well & people you know in passing.2. People they know well & people they know in passing.3. People you do not even know…yet. (this is the largest category)

2. Contact and Invite

You are uniquely positioned to contact with the product or the opportunity

When speaking to your friends and family, talk to them like you normally would.

Listen for opportunities to introduce the products or the business opportunity

I am convinced no one is afraid to call people…what concerns them is what tosay when someone starts asking questions.

In that case, PRACTICE the answers.

The biggest question to handle is “What is it?”

The answers are (use them in any order):A. “It is a company called Max International. Have you ever heard of it?”B. “Oh, that’s the simple part, let’s get together for a cup of coffee and I’ll give

you a quick overview. More importantly, I’ll bring some samples of the products and give you some information you can listen to on your way home.If you’re interested we can talk further. If not, at least we’ll know.”

Contact & Invite continued…

How to make a product call:

“Mary, this is Bo. Do you remember the other day when you were telling me about your stress ( loss of focus, pain, being sluggish, etc)? I was thinking about what you said and I just got my hands on a product that I think will help you. I picked up some samples for you to try. Are you going to be around in 45 minutes and I can dropthem by. If it works for you I can show you where to get it…if not, no big deal.”

MARY: What is it?Bo: It’s called MaxGXL, have you ever heard of it?

MARY: NoBo: It was created by a famous medical researcher. I have the information & I’ll bring it along.

Remember: you are not trying to sponsor anyone…just create interest in the product and help solve someone’s problem.

Listen for opportunity.


How to make an Opportunity Call:

“Mary, this is Bo Short. I only have a couple minutes but I wanted to make sure to get in touch withyou. I’m working on a business project and it looks like you and I can make some money together.I thought we could meet for coffee and I’ll run some numbers by you, if you like what you see we'lltalk further, if not, at least we’ll know.

Mary: “What is it?” Bo: “It’s a company called Max International. Have you ever heard of it?”

Mary: No, what do you do exactly?Bo: “Oh, that’s the simple part, when we get together for coffee I’ll give you a quick overview. More importantly, I’ll bring some samples of the products and give you some information you can listen to on your way home. If you’re interested we can talk further. If not, at least we’ll know.”


How to call for a friend:

You: “Mary, you don’t know me but we have a mutual friend, Janet Jones. Janet and I are working on a business project and she made me promise to call you. I don’t know you so I can’t promise you anything but as long as you’re not opposed to making some extra money I thought the 3 of us could get together for a cup of coffee and talk.”

Note: The answers are the same.


How to invite to a meeting or webinar:

Bo: “Mary, this is Bo. Listen, I only have a couple minutes but I wanted to find out if you were busy tomorrow night at 8pm?”

Mary: “Why?”

Bo: “I have a business project I’m working on and it looks like you and I can make some moneytogether. There will be a webinar tomorrow night. I want you to take a look at what I have my handson. If it looks like something that intrigues you we can talk further. If not, at least we’ll know.”

Mary: “What is it?”Bo: “It’s a company called Max International. Have you ever heard of it?”

Mary: No, what do you do exactly?”Bo: “Oh,that’s the simple part. Log in tomorrow and you’ll get the details. Afterward, I can fill in the the blanks and answer any questions you have.


How to meet new people:

Bo: “Excuse me, can you help me. My name is Bo Short. Are you from (name the town)?”Joe: “Yes”

Bo: “Fantastic, maybe you can help me. I am in the process of expanding a business in the area And I’m looking for a …go-getter type. Someone that would not mind making an extra 2 to 3 thousand dollars a month. Do you know anyone like that? (During the last question, I have reached into my pocket and taken out a business card.)

You will now here one of several answers. They include:1. No2. I might be interested, depends on what it is.3. Yes, I know someone4. No thanks, I am not interested.

How you answer each one:1. “Great, thanks for your time.”2. “I am in a hurry right now, but write your name and number on the back of my card and I will

call you when I get a chance.”3. “I am in a hurry right now, but write their name and number on the back of my card and I will

call them when I get a chance. By the way, who can I say referred them?”4. “That’s okay, I wasn’t talking about you, do you know anyone like that?”

BE VERY KIND AND POLITE BUT MAINTAIN YOUR POSTURE


How to meet new people with a 3rd party approach:

Bo: “Excuse me, can you help me. My name is Bo Short. Are you from (name the town)?”Joe: “Yes”

Bo: “Fantastic, maybe you can help me. I have a very good friend of mine who is in the process of expanding a business in the area. He has asked me to keep my eyes open. I know he’s looking for a …go-getter type. Someone that would not mind making an extra 2 to 3 thousand dollars a month. Do you know anyone like that? (During the last question, I have reached into my pocket and taken out a business card.)

Note: Same answers apply. The only difference is you will say, I’ll pass this name along to him.I am sure when he gets a chance he’ll give you a call.

If they say they are not from around here then simply inquire where they are from. Remember,you can expand your business anywhere.

When you are making small talk with someone you can say: “Let me ask you a ‘shot in the dark’ question. Are you from around here? Great maybe you can help me. I am in the process of expanding…”


How to call back “cold” contacts (call 3 days later):

You: “Mary, this is Bo Short, you may not remember me but we met a few days ago (tell them where) and I was telling you about a business I was in the process of expanding and you asked me to give you a call. I am in a hurry right now but I wanted to make sure I got back with you. I was checking my calendar and I have some time available Wed or Thursday. What’s best?”

Mary: “What is it?”You: see previous answers

If Mary presses, you simply say: “Mary,let me ask you a question, What kind of marketingexperience do you have? (regardless of the answer) Well, that’s not a prerequisite but whenwe get together I’ll give you the details. What’s best Wed or Thursday? (if she does not respond,be kind and polite) Mary, like I said I am in a hurry, this may not work out right now but I’ll holdon to your card and give you a buzz if things change.

3. Share the Products and/or Opportunity

If you are going to share the products…do just that. I would suggest bringing an Intro Pack.

If you are sharing the Opportunity it is crucial that you begin the process by identifying why theywould engage in a owning a business of their own.

Relate what you saw in this. Make sure to focus on the aspects of time, security, and freedom.Once they identify with that, you may ask them what they would do with the additional time. Where they might go with their family, etc.

Then ask them if they would be willing to make time available to accomplish those things.If yes, share the opportunity. If no, then talk about the product and try to make them a customer.

Acknowledge that they are already busy but busy people make time for things that are important.

Utilize the meeting to set up another meeting. A webinar, one-on-one, home meeting, etc.

Be honest and enthusiastic.

4. Follow-up

When I go back to see them I bring a brochure or something that relates to what they said theywant from this.

I say, “Mary and Bob, I was thinking about you today and I stopped by a Travel Agency and pickedup a brochure of Scotland. When you were talking about taking your family there I just thought I’d pick this up for you. What a beautiful place.”

I then say, “I am sure you have some questions about what to do next. What can I answer?”

This is where you may encounter objections. Remember to identify what they said they wanted24-48 hours earlier. Be sincere with people. If they are hesitant it is usually because they areunsure if this will work for them.

I may say, “Bob, I know your biggest question is not, ‘will this work’. Your biggest question is will this work for you. I understand. Quite frankly, the only way you will know is if you try. I promise Iwill help you.”

Help them build a names list. Get them in motion. Get them on a call with your mentor. Get them to a webinar. Help them!

Quick TIPS:

1. Meet with your Preferred Customers and say: “Mary, I know you love the product and I am honored to have you as a customer. You know I build my business from referrals. I would like to see if you would help me share the products with more people who will benefit as well. Would you help me build a list of names that I can share the products with. I will make sure to tell them that you thought they may like the product as much as you.”

By the way, if 3 (whatever number) of them become Preferred Customers I will give you a X% rebate on your next order.

2. You are never maintaining…you are either going forward or backward.

3. Teach them by showing them. You are the leader of your team. Build a names list with them. Call people for them. If you are not ready then ask your sponsor to help.

4. Keep moving from a meeting to a meeting to a meeting.

5. Do not get to hung up on the details. Stay focused on the goal. We are proud of each one of you and honored to be in business with you!

It’s Called Practice

Documents

Transcript of It’s Called Practice