System Training

Step #1 Prospecting and List Building

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. 

Develop a Passion for Our Mission

 Your success for the most part will depend on how strong your passion is for our mission and how effectively you can get many other people to feel the same way.

It’s a mission that motivates.

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!

Run a Diagnostic on your business• Show me your list• Show me your appointments……….I will show you your results

Step #1PROSPECTING 

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.

Developing A Target MarketYou can divide prospecting into three areas:

1. Natural MarketFriends, 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 syste

Step #1PROSPECTING 

Create a Target Market List 

Top priority!!!The start of an exciting business adventure. From this list, you will build a business and 

transform the lives of the people on it.

Do with partner

Put at least one Name next toeach equals300-500 names

Don’t worry aboutcontact info just yet

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. That is a major mistake. Remember, it’s not just who you know, but who they know also.

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” and begin contacting them immediately with your Leader. 

Chicken List• Recruit 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

Friendship Farming

 Turn Strangers Into FriendsAs 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.

 

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 him (or her) if he is a family man, 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

Friendship Borrowing

 KEY TO SUCCESSWhat they are missing is the number of qualified

people to get in front of on a regular, consistent basis.

  

“All Roads Lead

to Your LIST”

Referrals at each Contact Point 

“A closed mouth does not get feed”

The List that GrowsRecruiting…… Top 25-Top 100Referrals…… 3-5 per saleNetworking Online and Offline….. ……andIn the normal course of the your day

“Are you in front of your computer?”

“Pick up the phone”!Then what?.....Call 5 people a day“Are you in front of your computer?”

Prospecting

You don’t go out recruitingYou recruit as you go!

Gather Names and Numbers

Marketing Numbers   10 names a day = 50 contacts a week.

25 will answer when you call12 will schedule an interview8   will show up1   will join your team 

Do this every week and you'll recruit 4 directs a month (48 year) and write at least 1 personal sale a week. ($100k personal income before overrides!)

Now, you are back into a warm market! Numbers will improve as you do.

Excuse me, have you got a minute? 

My name is ___________ and I'm a national recruiter with Freedom Equity Group. 

(Shake hands and get name)I couldn't help but notice you. (compliment contact by telling him what made him stand out.) 

Do you mind telling me what is is you're currently doing for work?    (Let them answer) 

Prospecting

Are you totally 100% happy with every aspect of your current career? 

(Let them answer) 

If the money were right, would you consider a position with my firm?

Possible Answers

1. Yes- Great, if you give me your name and number, I'll give you a call and schedule a time for us to talk.

2. What is it you do?- I recruit, license, and train agency builders on a national level.- I rescue retirement plans.                 Or- I teach families the rules the banks and insurance companies don't want us to know.

3. NoNo problem, by chance do you know of anyone like you looking for a career change at this time?

* Regardless of the outcome, thank them for there time and leave them with your card  Get Referrals.

Prospecting

Excuse, have you got a minute? My name is __________. (Shake hands and get name) 

Are from around here? Great! I'm expanding my business in the area and I need your help. Who do you know that is looking for full or part time income?

Possible answers:1. My brother. ….Awesome, what is the best way to contact him?2. Nobody…..No problem, do you mind if I give you my card in case you come across somebody?3. What is it you do?.....Refer to above answers - this question generally indicates a personal interest.

* Be sure to smile, have good eye contact, and a firm handshake                      ( no limp fish or crushing death grips).

Relax - Have fun - be real - and watch your business EXPLODE!!!

Referrals

There is ALWAYS an opportunity to obtain referrals. “I appreciate that, May I ask you a quick question: 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?”

Prospecting

“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?”

Appointment Setting

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