Improving your Follow up

Quality People Quickly To Your Organization
~ Improving your Follow up
Don't let your emotions get in the way of production

How many times have you heard this one?

"I can't get my prospect to pick up the phone when I call them back!"

It happens to everyone. People don't show up, don't answer or don't reply after expressing interest on an initial call. They disappear and become part of the Prospect Protection Program.

This happens to the best-of-the-best in the business. It is part of the game. Some people simply don't have the intestinal fortitude or the professionalism to simply pick up the phone when you call and say they aren't interested in your opportunity.

There's good news! There is a way to dramatically reduce the number of people who "no show" on follow ups AND make you feel better when they don't show up.

We are all emotional beings. That's what humans are. We have highs and lows and good days and bad days. It's just part of life. One thing you DON'T want to do is let your emotions get in the way of your production if someone who you thought was going to join decides not to engage.

Six Strategies to Improve your Follow-up

1. Do a Three-Way Call.
During your first call with a prospect, introduce them to another leader to help bring the person closer to making a decision on that first call. A third party validation from another expert may just be the ticket to create enough interest to get them to that next step.

2. Firm it up.
Instead of just leaving it open-ended, set up a firm follow up appointment. If I am sending further information to a prospect, I'll ask them how soon they will be able to review the information I am sending them. If I am sending them to a website, I may be able to get back to them as early as an hour from the initial call. The sooner the better. Don't ever wait longer than you need to in order to make the second call. I get them to tell me when they will be able to look at the information so we can talk intelligently about getting them going. Then, I book an appointment to meet with them. I'll give them two options. For example: If a prospect tells me that he can look at the information tomorrow morning, I will then ask them if morning or afternoon will be better for them to talk. Once I've gotten confirmation from them that either morning or afternoon is better, I will then give two options for appointment times and have them choose one of them. I always make sure the "pencil" me into their calendar.

3. Put the responsibility on them.
During this process, I give them my phone number and have them repeat it back to me. At that point I'll say something like "Joe. I am a very busy person. If for any reason you can't make that appointment, you will give me the professional courtesy of calling me and letting me know you can't make it so I can put someone else in your spot, won't you?" Once I get their agreement, I now have released myself of any emotional burden I might have been feeling if they pulled a no-show and I didn't get that agreement up front. So…when I call my prospect back and they don't answer, I'm done.

4. Be on time.
This is a professional business. You need to show that in everything you do. Don't ever be 15-minutes early or 5-minutes late. Be on time, every time!

5. Don't ever chase.
Even though you may have been excited at the possibility of your prospect joining, chasing never works. Leaving 17 messages over the next two-weeks is not going to get them in the business. Those who are interested show up. Those that aren't, don't show. It is just that simple. If you fill up your pipeline with enough people, you won't ever need to worry about coddling prospects that aren't showing any interest.

6. Don't get emotional.
Regardless of how well you set up the follow-up, you will still get no-shows. It is part of the business, even when you're good! Move forward. Find someone else to talk to about your business. Don't let someone who can't even make a simple appointment ruin your day. It just isn't worth it.

A great majority of your prospecting calls will require a second or third call before they enroll in your business. Do your best. It's all you can do. Get them to agree to look at the information, agree to a time to meet again, and agree to call you if something comes up and they can't make it. If they show up, they're probably interested! If they don't, they aren't.

Ask yourself this question. Were you begged, convinced, chased, or coerced into joining your company? I doubt it. So…why is it that so many people continue to call people back who never respond? I have asked this question on calls and on stage in front of hundreds of people and no one has ever said "yes" to that question. People that are interested show interest by being there when they say they will, or at least calling you back and re-scheduling if they can't make it.

Be professional, do your best, and don't chase. And remember, there's always someone else who IS looking to make a change in the quality of their life.

Keep prospecting!


Success=Action
Ron Outlaw
http://www.cashin2000.com/
P.S. Credits given to my mentor:
Todd Falcone

Four Simple Tips for Networking Outside of the BOX

Quality People Quickly To Your Organization
~ Four Simple Tips for Networking Outside of the BOX
Don't blend into mediocrity Box.

What box? I don't live in a box! What are you talking about?

I'm talking about that little square we live in every day. No…not our home, not our room, nor our office. It's where we reside in our minds and how we go about living our lives. The box represents our actions and our thoughts that bring about different results in the things that we do.

You've probably heard the term, "Find out what everybody else is doing and do the exact opposite" if you want to be successful, right? That is certainly the beginning of living outside of the box in one dimension.

To obtain better results, do something different. Do something unusual or unexpected. Stick out. BE somebody. Uniqueness is a wonderful quality.Establish "points" of difference in all that you do. Living outside of the box is much more than simply USP (Unique Selling (propositions). It's how we think, how we act,and how we live that makes the greater difference in not only our lives, but the lives we touch.

Even entrepreneurs reside inside of the box most of the time. Yes…even the successful one's do. It's easy. It's what we know. Then, why in the world am I writing about getting out of the box? Is it just to give you more work, more to think about, more to do? The answer is both yes and no. Certainly, not for the simple sake of making you do more, but for the complexity of making you do more. Confused yet? I thought so.

You see…when your mind is stimulated, it creates. When you're challenged, you rise to the task. Yes….you could easily live inside of the box your entire life and do quite well. Live a comfortable life, as they say. But,is that really living? It might sound like a great way to go. But there's no growth in simplicity.

It's easy to be successful living life inside of the box. However, it's more fun and more fulfilling "outside" of the box…and, quite a bit more financially rewarding if done right. When you realize how good life can be outside of the little box we call home, you will want to venture out much more often.

What does "outside of the box" mean? It actually has multiple meanings. But…I'll make it easy for you to understand.

When you are outside of the box you do things that are more challenging, more interesting, more intriguing, and more thought provoking. You simply do things unlike others. You make efforts to create memorable experiences. Your creations are lasting and people remember them.You are different.

Here are four ways to live life outside of the box:

1.** Smile when least expected.**

First of all, smiling is contagious and releases all sorts of good thing in your body, including endorphins. Endorphins are substances that help to create a sense of pleasure, peace and well being. This may sound trivial or simple to you. But…it's something that can make a big difference. You see…most people don't really smile that often. You remember the song, "Don't Worry, Be Happy"? Look around…most people are worried and unhappy. Think about the difference you can make by simply putting on a smile! You'll feel better, they'll feel better and you'll be making the world a better place. Think about how different it would be to walk through the streets of Manhattan smiling at everyone and getting a smile back. That's a bit of a big task…but, at least you can do your part!

2.** Say it differently.**

How many times have we heard the hum-drum opening, "Hi…my name is…I'm calling you because you were referred to me as….etc." First of all, I bore MYSELF silly if I stick to the same old stuff when prospecting. Imagine what I'd be doing to my prospects if I didn't throw them the "change up" every now and again! I'm not saying that you ALWAYS have to do it differently, but it sure keeps you more on top of your game when you force yourself to say things differently that you normally do. Think about how a prospect would feel if you picked up the phone and said something entirely different than what they may expect. Of course, you're all desperately waiting for me to share with you this brilliant new way of saying things to your prospects, right? Well…I wouldn't be forcing you to think outside of the box if I said it for you now, would I? Be different. Do it differently. Leave varying messages on answering machines when your prospecting. Test out different words. "THINK differently".

3.** Advertise in a new way.**

Running an ad? Be a little crazy. Look at what everyone else is saying and say it differently. Stop using the same old headlines and ad copy. Get CREATIVE. Isn't that what "out of the box" thinking really is all about? It may take some time to get it down right. You may have to test out many different ads before you get it right. but, when you finally hit it right on the nose, you'll be amazed at the massive results you'll get. Try a different publication, location or newspaper to run your ad. ADVERTISE differently.

4. ** Present it uniquely.**

Learn how to tell your story so good, so efficiently, and in such an entirely different and entertaining way that you simply can't help but capture the interest of your audience. Once you have bonded and connected with a prospect that you would like to have in your business, you've got to tell your story. Telling your story is simply conveying information to your qualified prospect that allows them to review your business in detail. However, there are lots of ways of telling the story. There are different mediums like live one-on-one presentations, conference calls, recorded overviews, websites, and so on. And, there are different WAYS in which you can present. Obviously, I'm not talking about 'inventing' some new word or piece of the English language that doesn't yet exist. However, if you simply think a bit differently, you may be able to lay out the details of your story in even a modestly different way that may prove to produce a greater desired result.

I think you're getting my drift here. Do it like everybody else does, and you'll get what everybody else gets. Look like everyone else does, and you'll be like everyone else. Sometimes it takes a little purple hair or a little flair to stick out in the crowd. Be daring with your business. Don't worry about being part of the "in" crowd when you go about your business. Sometimes even successful entrepreneurs get stuck in the repetitive routines of daily life and get a little on the dry side.

Expressing your unique points of difference in everything that you do can do nothing but great things for you. You want to stick out, not blend in when it comes to developing yourself into a successful entrepreneur or leader.

Be willing to step outside of the box and you'll be remembered. Stick in the box at all times and you'll likely blend into the mediocrity and the vanilla of society.



Success=Action
Ron Outlaw
http://www.cashin2000.com/
P.S. Credits given to my mentor:
Todd Falcone

Many are asking about the Spider Web Marketing System.

Many are asking about the Spider Web Marketing System.
” What is the catch ?”

Here it is: The amount you pay for the system is really up to the individual.This system is truly “FREE”.

Right now I’m paying around $50.00 a month for the system.

But, I am a member of ALL 12 income streams that can be all set up for “FREE”. The client must go through the process ( 22 FREE video’s) and pick what works for them.

The Spider Web Marketing System is not designed to compete with your business.

Its designed to enhance it. They’re not trying to convince you to sell their cancer-curing tropical fruit juice or travel package. The product behind the Spider Web Marketing System is… the Spider Web Marketing System!
The product is a streamlined Internet marketing program created to bring in interested,quality leads and revenue with no additional effort on your part. Its based on what is called a funded proposal system, which uses the original funds to continue to perpetuate the leads and income that it generates. Developed by a team with years of Internet Marketing experience, the Spider Web Marketing System perfects the Google Adwords program to maximize its efficiency in directing leads to you. With only a small investment, (anything less than $50) the funded proposal system continually generates interested leads and builds your network, building upon itself and continually growing larger.

The interested leads are not just people who have accidentally stumbled across your website,either. These are people that actually sought out a chance to specifically become involved in your entrepreneurial business venture. They need you,and you need them. The Spider Web Marketing System is just the vehicle to bring everyone together.
No matter what your business venture is, you need leads. You may have the best product ever invented in the free market economy, but you still need someone to buy it.

The Spider Web Marketing System will bring leads to you. It’s the perfect way to maximize your success in this or any other business venture.

Success=Action
Ron Outlaw
http://secretkeystosuccess.ws/

As Simple as your ABC's

Quality People Quickly To Your Organization
- As Simple as your ABC's
What does DDADKTCCOTW mean?

It is always nice to have something easy to remember, given all the crazy stuff that goes on in our lives every day.

How about this simple and easy to remember acronym?

DDADKTCCOTW

Actually…it DOES stand for something. In fact, it is VERY important.

Double Digits a Day Keep the Commission Checks On Their Way!

What if you had to go through life remembering
ridiculous acronyms like that? We'd all go nuts.Now…it
is important to register in your mind and know that if
you aren't working consistent numbers on a daily basis, you probably aren't doing enough to really propel your business forward.

Let's get back to the ABC's! Really, what I am talking about here is easy…just thought I'd scare you for a second with that lengthy and virtually impossible acronym to remember.

So…what does A.B.C. stand for today?

Attitude
Belief and Faith
Consistent Daily Effort

Now…of course, we could increase the acronym and make it more difficult…ABCDE, but you get the point.

Where am I going with all of this? When you are wondering why it isn't happening fast enough, or why it isn't happening at all, this is something to revert back to.

Producers, successful people have several things in common. And…they definitely have got these three basic elements wired.

Attitude:
Treat every day and every situation with a positive attitude. Do not be easily wavered between states of excitement and states of depression over situations that occur in your business. You have got to have a rock solid, positive attitude to succeed. Be a person that is unshakable. No matter what happens to you or around you, your attitude is so strongly positive and looking toward the future that nothing can stop you from getting what you want. You have GOT to get your mind into this zone. Winners think like winners even when they are losing. 'A' is for ATTITUDE.

Belief:
Believe in what you are doing and you are guaranteed success. Exhibit even the tiniest amount of disbelief and you are guaranteed to lose. Belief is all or nothing. There is no Luke-warm when it comes to belief. Get your mind wrapped firmly around this now. Convicted to the core of your being is the way to be. Can you see any other way to get to the promised land of success? Do you think top-performers in anything go through life doubting they can do it? Belief in you…you CAN do this. Take action today. Do it. Confidence increases with each and every action step you take. Believe in our industry. it has produced hundreds, thousands of millionaires. Believe in your company and your products/services you bring to the marketplace. Wake up every day and re-affirm your BELIEF in what you are doing. It sets you on fire. It is easy to attract quality people when you believe. Remember, 'B' is for BELIEF.

Consistent Daily Effort:
There is simply no easier way to developing a solid commission check than talking to people! Get it? If you don't take time EVERY DAY to propel your business forward, you aren't really in business. Just because you signed an application and buy some product or use some services every month doesn't mean that you are really IN business. Being IN business requires the DISCIPLINE to conduct daily activities that move your business forward. What makes you money? Only one thing in this business: PEOPLE. Therefore, you must talk to new people every day about your business if you expect to succeed. Business doesn't magically appear. Leaders go get the business. Producers make it happen. Consistent daily effort…doing the things that matter most is all that matters. Dusting your desk, cleaning your office, doing your laundry and watching Oprah does not qualify for consistent daily effort. Trust me…none of this produces revenue. What does? Talking to people about your product/service and business EVERY SINGLE DAY! Do not ever let a day pass without talking to someone about your enterprise. This is the recipe for success. 'C' is for CONSISTENT DAILY EFFORT.

The alphabet soup of success, the ABC's of being in business. Of course, there are a lot of other things that we need to attend to in order to be a successful and BALANCED person, but when you are having a difficult time remembering why or what needs to be done to succeed, remember this:

A is for Attitude
B is for Belief
C is for Consistent Daily Effort


Success=Action
Ron Outlaw
http://www.cashin2000.com/
P.S. Credits given to my mentor:
Todd Falcone

Three Way Calling Explained

Quality People Quickly To Your Organization
Chapter Three - Three Way Calling Explained
Review often and teach to everyone

This is very basic, as a matter of fact; it is so basic we often forget to review the strategy ourselves causing us to forget to teach it to the new people in our marketing organization. It is the basics that make the difference between a few thousand dollar income and millions.

Three way calls. What are they? Why? And, how to do them right? There is definitely a right way and a wrong way to go about using three-way calling. In order for you to get good at this whole game of prospecting, you have to master this simple tool now.

First off...what is 3-way calling? Two answers...the technical side is this. Three-way calling is a service that you can have added, usually through your local phone company that allows you to be able to connect with an additional party, other than the person you are already on the phone with. It costs just a few dollars a month, and you cannot live without it...period. You absolutely, positively MUST have 3-way calling added to your phone service if you expect to thrive and survive in the network marketing industry. There are no ifs or buts about it. You've got to have it. If you think you can't afford it, forget one latte a week, and you've got it nailed.

Here's the basic gist of how it works. You're on the phone with a person...and you now want to bring in another person on the line. You simply press the "Flash" button on your telephone. In some cases you may not have a flash button, so you simply press the "Talk" or "On" button. When you have 3-way calling on your phone it will give you another dial tone once you have pressed the flash button. You simply dial the number of the other person you wish to reach, then press the "Flash" or "Talk" button again, and you are now on a 3-way call. To disconnect and end the call with the party you have brought into the call, you simply press the "Flash" or "Talk" button again and it disconnects your second caller.

Here is a BIG NO-NO that many novices make that you must remember to never, ever do. Here's the scenario. You're making dials to your prospects with you up-line or sponsor on the telephone; meaning you are on the phone at the same time. You've got your list and you're making calls together. You hit the "Flash" button to go dial one of your prospects and forget to FLASH BACK to your sponsor. You then get their voice mail or answering machine and leave a message, and THEN flash back to your sponsor. You then proceed to have a conversation...where many times you are talking about that very person you have just called and left a message for...only to hear a "beep" that says, "your recording is complete". In fact...most of the time, you probably won't even hear that. What did you just do? You just left a message of you and your sponsor talking on the telephone to your prospect. It is bad news and a bad impression. Do not make that mistake.

Here's a tip for NEVER, ever making that mistake. You're on the phone with your sponsor...you press flash, dial the number of your prospect, IMMEDIATELY press flash once you have completed dialing their number, and say to your sponsor "Back". That means you are back together on the line. You should BOTH be hearing the phone ring. Then...if you get their voice mail, leave a message. When you are done leaving the message, press flash again. This will disconnect your call with the prospect or prospect's answering machine. I even like to double-check that I did disconnect the other call by pressing Flash yet again to make sure I hear a dial tone. If I hear a dial tone, I know I am safe and haven't made that dreaded mistake of talking about my prospect with my sponsor on my prospect's answering machine. I can't tell you how many times someone has called me up with a supposed "Heavy Hitter" on the line...because they know I have a track record of success in this industry, only to hear them talking about me on my answering machine. It's hilarious...and a mistake you definitely DO NOT want to make.

Now that you know the basic technical stuff, and the big NO-NO's, let's talk about the way to effectively use 3-way calling to make you money. The most widely used 3-way call is for 3rd party validation and support from your up-line. So...here's how it goes:.

You're on the phone with your prospect. You have taken them to review some information about your opportunity: a live call, recorded call, website, whatever it is that you do to present your business. The person responds favorably to the initial exposure. You then do the following. Say, "Joe...can you hang on for a second." Of course, they'll say, "Sure". People are used to hearing that. Then...you simply press Flash and dial your sponsor or up-line support person's number. Now...pay close attention. This time it's a little different. Instead of you flashing right back and bringing the parties together...this is your quick opportunity to have a chat on the side with your sponsor to get them up to speed on who you are doing to be introducing to them. Here's what I do:

I dial my sponsor...and, if they answer, I say, "Sam...this is Todd. You got a minute?
I've got a prospect on the line who just listened to our 20-minute live call. He says he's an 8 on a scale of 1 to 10. He has a background in sales but has never done MLM. He sounds sharp. Can you do the call?" If he says, "yes". I say, "Great...hang on. I'll introduce you to him." THEN...I press flash and bring the call together. That took a total of about 20 to 30 seconds. The prospect had no idea I was bringing on my up-line. And quite frankly, it doesn't matter. It's not for him or her to decide.

Too many people make the OTHER crucial mistake of asking for permission to do a 3-way call. Nix that idea out of your head. You don't need to ask. You are in control. Don't ever ask for permission to do a 3-way. Now, when I bring back my sponsor on the line, here's what happens. I say to my prospect, "Joe...you back with me? Great! Listen. I was able to grab a business partner of mine who is incredibly successful in the network marketing industry. This is a gentleman you will be working with as well. He is a top earner and trainer with our company and one of the most-respected people in the entire industry. Sam...this is Joe. Joe this is Sam."

Then...I shut up. I don't say a peep. The third crucial mistake people make in 3-way calling is interrupting their up-line by saying things like, "Sam, don't forget to tell him about this or that." You have just blown the entire up-line edification process. You introduced your prospect to an up-line who you built up as an expert. The expert KNOWS what to say and do. You do not need to interrupt or interject. You'll know when it is appropriate to talk. This isn't totally black and white...but for a great majority of people, don't say anything. Regarding the term up-line edification...here's what I did. I introduced my sponsor or up-line as an expert. I gave some stats. I made him sound like the successful person that he is. I didn't lie. I created automatic authority and respect in the mind of my prospect for my up-line. Clue in on this one folks. It's important. Build them up. If I just said, "Hey Joe...this is Sam, a guy with our company." What does that do? Nothing. Use the edification part to your advantage. But, don't build your person up to something that they're not. And...please definitely, DO NOT lie.


Success=Action
Ron Outlaw
P.S. Credits given to my mentor:
Todd Falcone

Natural Prospecting

Quality People Quickly To Your Organization
Chapter Two ~ Natural Prospecting
People make this far more difficult than it really is

"No matter how hard I try, I just can't seem to sponsor anyone!" exclaims Joe, the frustrated network marketer.

This is a saying I hear all too often in this industry. Now, there can obviously be a number of reasons why this is the case, but let's look at one simple element: the mind.

You see…prospecting is really something that CAN come naturally, and it should. Most people make it out to be far more difficult than it really is. After all, it's just a conversation, a connection with another person, isn't it? Inevitably, many people falter and lack production in their prospecting efforts because they get in their own way. Their head, their mind plays games (tricks) on them that cause low production…or worse, no production.

If you are going to make any real money in network marketing, you have to get the prospecting game down…not let the prospecting game get YOU down. Over the past 14 years of my personal network marketing experience, I have seen hundreds of people fall victim to the dreaded disease: MindMessalitis.

Natural Prospecting
Natural Prospecting is a zone that can be achieved by everyone in this business if they simply step aside and get out of their own way. Too often, people over-think or worry about what they are going to say, rather than simply flowing in the conversation. They need to simply let what happens, happen. I am not saying that you get lazy about your words or your approach at all. I simply mean that you need to be natural…or "in the moment". Wherever you are, be there.

Booking a Flight
Most of us have booked a flight over the telephone at some point in our lives. Did you use a script? Of course not! You knew exactly what you wanted. You knew your objective. What time are the flights? How many stops? Is there food on the plane? A movie? It was a simple, stress-free call where you didn't get in your own way. Your mind didn't play tricks on you. You knew EXACTLY what you wanted.

You don't have to know the answer all the time. Why? There's not always one answer, one solution or one direction to go on a call. You have choices. Exercise them. When a network marketer gets jammed up in a conversation, where their words are jumbled and they fumble around feeling like a 3-year old, it's because they are THINKING too much. What should I say? What do I do? Where do I go from here? What did they mean when the prospect said this, that or the other? Confusion takes place and another opportunity is lost. It's important to understand that in a free-flowing conversation, it is exactly that…flowing. It can flow in any direction, without force and without stress.

One Chance for an Impression
You really only have one opportunity to make a great impression on a prospect. People want to work with confident leaders that are in control….or, at least the right people do! Next time you pick up the telephone to call a prospect, take a deep breath and relax. There's nothing to stress out about. No worries. It's just a conversation with another living, breathing human being that probably has some level of dissatisfaction in their life or a desire for change. All you need to do is uncover it and provide them a solution. It sounds easy, doesn't it? Don't blow your impressions by letting paranoia and fear prevent you from letting it go. Let it happen. You'll be sure to make a better impression when you are working with relaxed intensity rather than stressed intensity.

What's your objective?
When you clearly understand the purpose of a prospecting call, it becomes very easy. If you go into a call confused and not clearly understanding of your purpose, your mind tends to over-think and cause you to flail. When I make calls…I clearly know my objective. It's just like buying an airline ticket. I know EXACTLY what I want. I pick up the telephone and engage the person in conversation by asking a question. I am looking for someone open to an opportunity for change. I then probe and look for desires, dissatisfaction's and strong character traits. If they foot the bill, I present my opportunity, answer any legitimate questions and collect a decision. Voila! The call is done. It's really that simple.

Get clear on what you want to accomplish in your prospecting calls. Don't worry about getting stuck not knowing what to say if and when they say something. You're already in a losing proposition when you do that. If a question or objection comes up that you are not prepared for, take a breath, pause, then go with the flow. Don't try to answer something that you don't know. Don't fear. Everyday something unexpected occurs and we deal with it. Prospecting isn't any different. Let it come naturally and without force. Think about FLOW and let it go.

Make it a Peaceful Day
Abundance, success and fulfillment come through a relaxed, yet intense approach toward building your business. The term 'relaxed intensity' perfectly defines one who goes all out in their business, giving it everything they've got, yet doing so with a peaceful mind. Success comes to those who work toward it, but don't stress about it. Let your mind work on other creative projects rather than what might happen in a conversation. Do this, and you will find yourself attracting and sponsoring more people than you ever dreamed possible!


Success=Action
Ron Outlaw
P.S. Credits given to my mentor:
Todd Falcone

A Mirror Reflection

- A Mirror Reflection
What stops people from taking action?

I've got my leads. Check. I've got my script. Check.

I've gone to the conference calls. Check. I've got my

tools. Check. My desk is sparkling clean. Check.

Oops! I forgot to prospect! Darn it! I knew I forgot

something important!

Believe it or not, people can and oftentimes do get caught

up in everything but the most important action that leads

them to success in this business: talking to others about

the product and financial opportunity.

Why? What stops people from taking action? There are

several things that prevent people from moving forward and

conducting those ever-important activities that lead to

revenue…including fear, lack of clarity, self-doubt,

confusion, and a small host of other distractions or

reasons for failing to take real action.

Let's face it. There are lots of angles that need to be

covered to truly be a master in this business. You've got

to be organized and know when the calls and meetings are,

at what times and what locations, what sales aids to use,

what scripts or systems to follow, what leads to buy or

ads to run, a seemingly endless line of responsibilities

that you must tend to in order to make it. Most

importantly…you've got to prospect.

Exposure is the seed that leads to business. It is what

creates momentum. That first call you make begins the

process. The next call keeps it moving. The call after

that propels it even further forward. Prospecting for

your product and business is what leads to revenue…period.



How is your business? Is it growing or diminishing? Is

it strong and exciting or drab and boring? Is your check

increasing or decreasing? How many people have you talked

to this week? How is your growth and development as an

effective communicator going?

The state of your business is a direct reflection of your

personal actions and activities. Action and motion lead

to results. What have you been moving on lately? Have

you been planting the seed? You are in the business of

promoting a product and opportunity. You've got to be in

motion for your business to grow.

Sometimes you have to examine yourself and ensure you are

on track. Looking in the mirror and what do you see? You

see a mirror image of yourself.

I've found a few simple methods that have proven effective

in determining whether or not I am on track. One method

helps me determine if I am simply speaking with enough

people and presenting my business often enough to yield

the results I am seeking. The other method helps me

determine the quality of my presentations.

The Quantitative Method
We've all heard that this is a numbers game and a people

business. Sorting not selling, right? Yes and no. We'll

get into the selling part in a moment. It is a

combination of a numbers game coupled with effective

prospecting and communicating that leads to better

production.

Here's a simple and quick self-checking device. Get out a

piece of paper and a pen. Draw a one-inch by one-inch box.

In that box, write down the number of NEW people you have

talked to about your business in the past 24 hours. Do

not include follow-ups, three-ways, or conversations with

existing team members. How many brand new people have you

spoken to in the past 24-hours? My rule: Double digits a

day keep the commission checks on their way.

A more detailed way of tracking that can be even more

enlightening is to create a simple log or spreadsheet.

Set it up with the following columns:
# of dials
# of messages left
# of live conversations
# of presentations
# of decisions collected, and
# of new reps.
Now…all you do is simply keep a weekly tally of how many

dials you are making, messages you are leaving, and so on.

This will give you a good idea of how well you are doing

in the prospecting arena in terms of your overall numbers.

It also becomes enlightening as you continue to do this

as it becomes easier to predict how many dials you may

need to make in order to sponsor a new rep.

The Qualitative Method
You can't really listen to yourself while you are talking.

If you do, you aren't really paying attention to the

conversation at hand. Start recording your dials.

Then…play them back and listen. This is a great

self-checking method that will help you improve the

quality of your calls. You'll find yourself picking up on

things that go in your conversations that either produce

better results or cause your prospect to tune out and lose

interest. Make this a weekly habit.

You won't know how you really sound until you listen. We

all spend time emulating other successful people in hopes

of seeing the successes that they have achieved. Spend

some time analyzing and listening to your own dials so you

can begin to improve the quality of your dials.

Until you become an expert in prospecting, you won't be

able to pick up on everything. But…if you never listen,

you'll never pick up on anything.

Conducting regular self-checks will lead you to greater

production and shorten the learning curve of going from a

novice to a professional prospector in this business.

Both of these methods will serve to keep your business on

track. They are both easy to do and require very little

additional effort, yet the rewards for doing so can be

overwhelmingly positive.

Remember…always be looking in the mirror and examining how

and where your business is going.



Success=Action

Ron Outlaw
P.S. Credits given to my mentor: Todd Falcone