Robert L... "Bob" Hager & Meryle Gallien

1157 N. McKelvy Avenue, Clovis, California, 93611-8133,

TELEPHONES: Bob's = Five five nine, two nine eight, six nine zero six

Meryle's = Five five nine, three two five, one two four seven

E-MAIL:bobhager711@comcast.net mgallien@comcast.net\

#14 = Tips

This is a random selection of tips with, perhaps, a thought or two

mixed in. They are in no particular order. Some are just

statements or questions you may use when they seem appropriate.

Some are redundant.

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NEVER THANK A CUSTOMER!

You want to prevent buyer's remorse, reinforce their decision and

maintain their enthusiasm so please pay great attention to the

little article below.

Never, never, never thank a person when they purchase your product

or when they join Your team.

In most cases a customer should never be thanked for making a

purchase. When you do that it makes the situation into a charitable

event.

Congratulate your customer for making a wise decision to increase

Their Energy and good feelings about themselves assuming they bought for

those reasons. If they only bought for one of those reasons then

congratulate them for making that wise choice.

Congratulate the new Associate for making such a wise decision that

will radically affect his life. You might

reinforce his or her new position with a little amplification of

the benefits of joining us. This is done to prevent, "buyer's

remorse".

The congratulations must be done with absolute sincerity. If you

do not believe your customer or your new Distributor made a

wise decision then you are in the wrong business.

I sincerely believe that everyone that joins our team is making a

wise decision or I would not be offering it to them.

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THREE WAY, TRAINING AND CONFERENCE CALLS

These are all extremely important and may end up being quite

expensive.

*some cellular companies give you three way calls free.

Skype's allows you to talk to any of their multi-millions of subscribers

anywhere in the world, 24 hours a day, free.

For $30.05 a year you can talk to any telephone in the United

States or Canada, for one year all day, even if they do not have SKYPES.

*I save several thousand dollars a year using Skypes.

*you can download the program at.

http://www.skype.com/intl/en/download/skype/windows/

*I strongly recommend you use this system or a similar almost no

cost one and recommended to all your prospects.

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LIKE SELLING?:

YOU: "if you ask most people if they like or hate selling what do

you think most responses would be?"

PROSPECT: "Hate it."

YOU: "agree. We all dislike being sold. It's

a built in sales resistance.

That is why it is so nice that we are in the information giving

business and the leader building business."

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LEARN FAST:

The fastest way to learn is to call leads. This is the best

practice there is.

/////

SCRIPT:

Do not memorize!

If you memorize and the prospect interrupt you, you will have no

idea where to start again.

To avoid that practice 16 times. Practice in front of a mirror

until you "Know" what you want to say. And you can be

interrupted and still know what to do. What you do may not be in

order but you will still cover what you need to cover.

Remember, the prospect does not know the script so the prospect

will not know if you deviate from it. He will not even know if you

forget to mention something. So do not worry about things. Just

go ahead and do the best you can and you will become better and

better.

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HOW TO TALK:

The point is to make conversation with a view towards developing a relationship with the prospect.

You talk to the prospect as if you were talking over your back

Fence to a neighbor. You are NOT and will NOT come across as a

Slick salesperson.

Most of the people that have talked to the prospect before will

come across as slick salespeople selling hype and blue sky.

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GETTING RICH:

You can make money by selling the product.

Virtually no top distributor in any multi-level marketing (MLM) or

network marketing company (they are the same thing) retails product

in order to get rich. They retail products because it is the right

thing to do and it will bring them a nice regular income.

The ones that get rich use the telephone and the Internet. Most

used the telephone 80% to 90% of their time. Some use at 100% of

the time.

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AFRAID TO USE TELEPHONE:

The untrained say they are afraid to use the telephone. Horse

feathers! They clearly are not afraid to use the telephone. When

they were teenagers most of them had to go to same-day surgery to

have a telephone removed from the side of their head.

They are not afraid to use the telephone. They are afraid of not

knowing what to say.

Now you know what to say so say it.

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SMALL TOWN:

Many say they can not succeed because they live in such a small

town and there are not enough prospects. That is sheer nonsense if

you have access to a telephone. Your prospect does not know if

you live in a town of one million or 100.

A man in Georgia gets up at eight o'clock every morning and plays

basketball until five o'clock because that is what he likes to do.

He eats dinner until 6 p.m. and then telephones until 1 a.m.

He is on the telephone until one in the morning and has built a

huge business. How can he do that? He follows the time zone

around the country all the way to Hawaii.

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DUPLICATION:

Regardless of how well you retail your product you will never get

rich because there is only one of you and there are only 24 hours

in your day. In order to get rich you have to duplicate your

efforts. You duplicate your efforts by bringing winners and people

you can train to be winners into your downline.

EXAMPLE:

(Examples are arbitrary and represent no particular company.)

Assume the time it takes to retail your product allows you to make

a maximum of $1,000.00 per week.

If you make an additional 5% on what each person you enroll makes

you get an extra $50.00 per week per enrollee if you teach them to

be as good as you are.

If you enroll ten people as good as yourself you make an extra

$500.00 per week.

That is exactly the same as if there were 1 1/2 of you.

If you have 100 people as good as you your downline is equivalent

to 5 of you.

Duplication is enrolling people as good as yourself or people you

can train to be as good as yourself and teaching them to do the

same thing. That is the key to becoming rich.

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RECRUIT CUSTOMERS:

Can you recruit people that you retail your product to? Of course.

This is a very good thing to do. People that buy and use your

product are much more likely to stick with you and your company

then those that join you frivolously or just for something to do.

Recruiting this way is limited because of the limited number of

customer prospects you can see in a given time but you can get some

of your best prospects this way and then teach them to do what you

do.

My fake company, XJUICE, is a great example of this procedure.

*we offer samples of XJUICE.

*we get the prospects name and phone number

.*we call them the next day and say with enthusiasm:

YOU: "Mrs. Jones, this is Bob, the fellow that gave you the sampled

of XJUICE yesterday. I'm sure you must be impressed and like it as

much as I do. Would you like to order your first months supply

with a credit card or a debit card?"

*when you give them the product asked them if they have three

friends that might be interested in giving their opinion about XJUICE.

*if she says yes:

*ask her to share her discovery with friends by giving them a

drink.

Be sure to call back with the obvious callback question when their

opinion is favorable

YOU: "would you like to make the profit on this or would you like

me to?"

*if she says she would, then enroll her. Train her in the basic

techniques as soon as possible if she finds that acceptable.

This basic technique will work with many MLM companies.

/////

ESTABLISH RELATIONSHIP:

People are also afraid of the telephone because they think they

have to sell something on it.

They don't.

The prime reason to use the telephone is to establish a

relationship between you and your prospect.

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SUCCESS OR FAILURE:

Do not put all your emphasis on success or failure. If you had

called Thomas Edison during his first 49,999 experiments to perfect

a light bulb you may have discounted him. What if you found him

just after he made to 50,000 experiments and was successful?

During that entire period he obviously had had your prime

objective. Edison had an overwhelming desire to succeed. That is

the type of person you want even if they have been a loser so far.

/////

M'LM leads:

Only get leads about people that are interested in network

Marketing (MLM).

You want older rather than fresh leads.

If you are telephoning start at the end of the list, not the

Beginning .

Most lead companies, regardless of what they say, sell the same list to more than one person. Sometimes they sell it many times.

The majority of people buying leads start at the beginning of a list, get discouraged, and stop. If you start at the end of the list and work backwards you are more likely to reach people that have not been bothered by others before.

The above assumes you are buying leads rather than going through the system below that self generates network marketing leads and will make you money even if you do not use them.

http://www.streamlinefunnelsystem.com/?ID=18712

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SLICK SALESPERSON:

You have to approach prospects without appearing to be like a slick

salesperson. You must avoid sounding like all the others that have

already talked to them. You give them no blue sky, no hype, no

exaggeration, and nothing that could be construed as untru.

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ORGANIZATIONAL SKILLS:

It is important to talk about the skills necessary to build an

organization.

YOU: "if we had a step by step way to build an organization and

people only had to follow step one, step two, step three, and so on

that would make things a lot easier wouldn't it? Almost anyone can

follow a simple step-By-step plan."

"If you don't have the skills you're not going to be successful in

any MLM business. It does not matter what product you have, what

company you are with, and what compensation plan they have. The

single most important thing in MLM is to build a downline. If you

cannot build a downline it does not matter what company you are

with.

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DISQUALIFYING:

You might disqualify those on the telephone for a variety of

reasons at any point.

You do not want to waste time with people that are not qualified.

You can not fix them!

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ASKING FOR INFORMATION:

Many will ask you for information. This is to get you off of the

phone. If you send out the information too early all it will do

is cost you.

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HELPING:

YOU: "I help people that do not have a lot of money to start their

own business."

The prospect will remember little about what you said but they will

remember what they felt about you. That is why you build a

relationship with them.

You do not act like an ordinary salesperson. You do have to

believe in your program.

What you are selling is yourself and your opportunity. 73% of all

sales are made because the prospect likes, trusts, and/or respects

you and not because they fully understand the offer. That is true

in virtually every sales situation.

Note that not one of those three things has anything

to do with the compensation plan, the product, or anything else

except you.

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FREE INFORMATION:

You are not selling a business, service, or product. You are

selling free information they would like to have.

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DREAM:

YOU: "one of my dreams was to be able to wake up in the morning

without the use of an alarm clock. Now I just wake up when my eyes

open.

You see, I have already shared one of my dreams.

You: "now I am curious as to what your dreams are? That is, what

do you want? When you wake up in the morning and could have any

thing you want what would it be? Could it be a new house, a new

car, a college education for your kids, a trip around the world,

what?"

YOU: "can you achieve your dreams in your present situation?"

Before you go further the prospect has to see them self

accomplishing their dream. You must show them how your program

will allow them to achieve their dream.

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PEOPLE WANTS:

FOUR THINGS PEOPLE WANT:

*a feeling of worth about themselves.

*equality.

*freedom.

*love.

You try to relate those for into your story. Absolute freedom is

NOT financial freedom. We all know people that have plenty of

money but no time to do what they want to do or to be with their

families.

We all know people that have plenty of time but no money to do what

they want to do.

Absolute freedom is freedom of both time and money.

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LEARNING BASICS:

You can learn the basics of what to do almost immediately and start

using it right away.

You can read every book and listened to every CD available and all

that will do is add finesse to what you have learned.

A professional always continues education but the best and quickest

education is to start acting the part of a professional by doing

the job and soon you will be one.

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CALL EXPERTS:

If you ever have a problem you call an expert. That's me. If I

can not handle it I call upstairs to my wife, Meryle, who has

expertise in areas that I do not have it in. After all she has

been in the business three days longer than I have.

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OBJECTIONS:

There are only a few objections to anything. Within a month you

will have heard them all and will know how to respond to them.

Objections to practically everything and suggested answers are

listed in a previous session.

Do not memorize these. Instead, study them until you know them so

that you may respond spontaneously in your own words.

Please note that it seemed to be federal law that regardless of how much study of objections you did the first one you hear will be one you have never heard of before.

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PERSONAL STORY:

Your personal story is the most important part of your presentation

because people will say, "That person is just an average person

like me. If he can do it, I can do it."

The rest is just giving the prospect a couple of concepts. You

tell them a little about the company and the basics. The key word

is, "little". Your prospect joins YOU, not the company.

Your objective is to have the prospect thinking, "If he can do it,

I can do it."

What would they be thinking if they saw a suave, sophisticated,

articulate, debonair, guy up on the stage in a fancy three piece

suit? They would say to themselves, "oh sure, he can do that but I

never could do it."

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BIG DREAM:

No one will do this unless their dream is big enough and they have

an overwhelming desire to achieve it.

If they don't have the desire to achieve their dream they will

remain in debt and constantly wonder how their bills will be paid.

You are in business to solve their problem.

If they do not believe you will help them solve their problems they

will not join you.

This is why when you introduce them to your business you are doing

them a huge favor.

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SUGGEST DREAM:

Sometimes they can not or will not come up with their dream so you

may have to suggest it. Suggests the possibility of their dream

being a new house, a new car, a swimming pool, a college education

for their kids, a cruise, or any other big thing that comes to mind.

Make a note of what ever their dream is for you will likely bring

it up later.

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ANNOYANCES:

Do not go into network marketing if little annoyances frustrates

you to the extent you get angry. These things happen in all

businesses. The difference is you are now the boss and you have to

handle them.

*Your order may be shipped to the wrong address.

*Your order may not be what you ordered.

*your Autoship may not be shipped.

*your Autoship may be incorrect.

*because of fast growth your company may be out of some sales aids

you need.

Those things are petty annoyances which you and the company will

fix immediately. They are just petty things that are just a

function of growing pains. Personally, I hope we always have

growing pains for that shows we are constantly growing.

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HANDLING PETTINESS:

Many in your downline will expect you to solve all of those types

of problems. Do not do it. You will never solve them with one

phone call. Your downline will call you, you will call corporate,

and they will tell you, you do not have enough information, you

will call your downline, and this can go on and on. I have seen

one petty thing take 10 phone calls.

Tell your downline person they are a leader and are expected to

take care of these things themselves. Give them the corporate

number, which they should know to begin with and have them make the

one phone call themselves. Remind them that you are there to help

them move product and help teach their downline anytime they need

help in those areas.

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BELIEVE DREAM:

If your prospect believe they can do it and they believe they are

as good or better than you then they can believe their dreams will

become a reality. When they believe that, they will join you.

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COMPETITIVE USELESSNESS:

Much of your competition will be teaching people how to get 2% more

on level 4 and your competition is helping you because they are not

teaching the dream. The dream is what moves people. It is what

motivates people. Keep their dream out in front of them and they

will keep going for it.

Write down their dream and referred to it when you talked to that

person in your downline. Revelation is a sudden flame. All of a

sudden they will realize how much easier it is to do it this way

rather than the hard sell way. It is because they are not really

selling it. They are just relating it to other people like

themselves.

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RELATIONSHIP:

Some companies out there do not have a really good compensation

plans. What do they have? They have really good relationships

with their people. Therefore the money part is not all that

important to many people.

Luckily, some companies has both! Even so most will stick

with that other company because that company has already built a

good relationship with them. That is exactly why you want to build

and maintain a good relationship with your downline.

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BELIEVE:

It does not matter if a company pays 10% or 80% for each sale. If

you do not believe you can do it then you can not do it. The only

thing that matters is your dream and your belief that you can

achieve that dream. If you do not believe you can achieve your

dream with a particular company, do not join it.

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ACHIEVE DREAM:

YOU: "John, with your present income will you achieve your dreams?"

Now we have created a problem. He cannot achieve his dreams.

So now we are obligated to create a solution.

YOU: "There are probably many ways to reach your dream. Here are

some of them:

*investments. That requires money.

*a second job. That takes time, effort, sweat, and getting tired.

*Starting a conventional business. This takes a lot of money, a

lot of time, and a lot of risk.

Most people do not have the money or the credit to start one

anyway. And most don't know what to do about it.

Many people are waitresses, waiters, clerks, factory workers, and

similar things. If they

Really understood business they would be owning the restaurant or

office instead of working nine to five

With no security.

So what do they work for? Many work for minimum wage. Sometimes

plus a little tip

And sometimes plus a little bit more. Very few work for enough.

Are they going to get ahead? It's not too likely.

The reason is because all they have to sell is time. They do not

have residual income and therefore they will never get rich.

*the fourth way is to start a network that will build residual

income.

Those are the four basic options."

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TYPICAL BUSINESS:

Let's take a typical business. Let's say you build a writing pen

that retails for one dollar. It cost you $.16 to make it. The

packager, jobber, wholesaler, distributor, trucking company, and

others tack something on to the cost and he until it gets to the

retailer.

The retailers cost is $.60. His gross profit is $.40.

All of his expenses must come out of this $.40 that is, his rent,

insurance, payroll, taxes, electric bill, and a variety of other

expenses. This is typical.

Now I talked to my next-door neighbor over the back fence about

joining My MLM Company. He does not want to join it but

he does want to buy some pens. The only difference here is that

you make a profit instead of the chain of people in the above

scenario.

I am not talking about banging on doors to sell your product

although that can be a very effective way to do it. I am just

giving you an example.

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ONE PRODUCTS:

If you were starting a retail store today would you think it would

be better to have one product or a wide variety of products?

Obviously, it would be best to have a wide variety in a store.

If you were offering a product by means other than a retail store

would it be better to have one product or a wide variety? There is

always debate on this question. My idea is,

"The power of simple".

Would you rather have a product that people bought one time or

perhaps once a year or would it be better to have a product that

people consumed on a regular basis?

XJUICE is used every day and therefore your customer will buy a

package of packets every month. I don't know if this technically

counts as residual income but it sounds like it to me.

Would you rather talk to me about how to shampoo your hair, start a

grocery store, or how to have a passive residual income?

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CONCEPTS:

I will cover a couple of important concepts here.

Assume you have a list of 100 prospects to call.

An amateur would try to get all 100 to join the company. That is

why they are called amateurs. You do not want that.

What you want is the few people that are or can be trained to be

winners and leaders.

*you will never reach 30% of league prospects.

*Another 30% of your calls will reach an answering machine.

*another 20% will just be brochure and information, and sample

collectors who want someone to feed their fantasy but they will never

do anything about achieving their dream.

*many will ask you to send them some literature. Don't! They do

that to get you off of the phone.

*that leaves about 20 people and out of those 20 people ten will

say they never answered an ad nor did they ever fill out an online

opt in request. They are not interested and they say they do not

know how they got on the list and you should never bother them

again.

*that leaves you about 10 people to build a relationship with and

to follow up with.

The biggest mistake you can make is to send information to ALL 100

people or even to a substantial number of them.

The second biggest mistake is to spend a lot of time with them on

the telephone agonizing over whether these are qualified prospects

or not. You will almost always know, well within two minutes, if

you should disqualify someone. Yes, sometimes you will let someone

go that you should not have let go. There will also be times when

you spend time with someone that you should not.

Don't worry about these things. It is just the cost of doing

business.

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DISQUALIFYING PHRASES:

What kind of phrases cause you to disqualify someone?

*do I have to sell?

*do I have to do any work?

*I can't talk right now. I have to watch a movie.

*I don't have a computer.

*a tired, shy, depressed, angry, antagonistic voice.

*when someone answers, "hello." With one of those characteristics

you say, "Sorry, wrong number."

*when someone develops that attitude in the first 30 seconds you

say, "I'm sorry. I'm going to have to disqualify you and let you

go."

*you will usually know within two minutes or as above, considerably

less, if they are a possibility.

What you are doing initially is to do what is known in the industry

as, "Sorting"

Your list. You are disqualifying the losers.

If you are the, "touchy feely" type you have no possibility of

doing as well as you should. Teach the ones that can be helped and

ignore the ones that can not be helped which is most of them.

*Do not get emotionally involved with anyone.

*Do not get wrapped up in, "oh I know Betty is going to join next

month. She is so good. She will do wonders for me." The odds are

extremely high Betty will not join you. Go on to others and if

Betty happens to join you that is just a nice bonus.

*Do not be emotionally involved. It does not matter if you get

Betty on or if you do not.

*forget Betty. There is always another

Betty out there.

You just have to sort your list and go for the winners. You are

not capable of saving the world because most of the people out

there do not even know they are broken much less that they should

be saved. Most are like alcoholics. They cannot be fixed until

they want to be fixed and you can not change that.

If you ever succeed in taking a piece of coal and making a diamond

out of it you will have overlooked 10 to 20 diamonds that are ready

to be trained.

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SKILLED CRAFTSMAN:

Doing this business is easy when you know how and when you practice

it. Have you ever watched a skilled craftsmen at work? They

always make it looked easy until you try it yourself.

This business, as in anything else, it's easy if you know how.

It does take some training and every time you practice on a real

person it will get easier and easier.

Do not believe the people that tell you how easy it is to begin

with. You MUST have some training to avoid all the mistakes the

97% failures make.

/////

WORKING LEADS:

Rules for working leads on the telephone.

*insist on these.

*let your family know you are working from a certain time until a

certain time.

*you will not be disturbed during that time.

*they have to and will take care of themselves during that time and

they will be responsible for themselves.

*they will have to be quiet if they are near to the telephone you

are using.

*you MUST strongly enforce a discipline.

*if you do that for the first three days it will become a habit for

your family with just Miner reminders.

*remember, if you do not have the will to do this the odds are

weigh against your ever achieving your dream.

You can not be teaching people on the phone and be subject to every

two bit interruption. Train your spouse. Train your kids.

Remember Erma Bombeck? She wrote many books starting with, "the

Grass Is Always Greener over The Septic Tank".

She wrote them in 10 minute spurts between diaper changes,

housecleaning, dishwashing, laundry, vacuuming, and other home

maker chores. It only requires desire, determination, and

discipline.

/////

QUOTAS:

Many network companies have monthly quotas. That means if you have

not sold enough as the end of the month comes near you have to

purchase enough product to meet your quota. Once you get on this

path you can probably never get off. That is because you have more

to sell the next month and you will fall further behind in most

cases. It is like being on a treadmill you cannot turn off.

Usually, if you do not meet your quota and you have a certain rank

in the company you lose that ranked and go down one or more

notches. Is that ethical? I think not. What do you think? I

believe it is an unreasonable way to ensure constant sales for the

company.

There are other companies that follow this same plan. I very

strongly suggest if the company you are with or are contemplating

joining has a quota system you do not join it or you get out of the

one you are in. If you stay in a company with a quota system,

after awhile, you will see the wisdom of my words.

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AUTOMATIC SYSTEMS:

Many companies tell you that they are completely automatic systems

and you have to do little or nothing as far as work goes. They all

let you know how very much you will make if you buy their leads and

use their auto responders. Ask yourself, "If this were true, why

do they need you?"

(the lead company I keep telling you about is a startling exception to this.)

/////

WATCH out:

There are many companies that offer, "Proprietary educational

material or courses" at very high prices. They tend to offer huge

commissions such as $1,000.00 on a $1,295.00 sale. Your first two

sales commissions go entirely to the person that recruited you.

Then you recruit someone in the same thing happens to you.

They tend to offer $4,000.00 commissions on trips two conventions

in exotic places. Some say you will make $10,000.00 starting your

first week.

If you believe any of that please come purchase my oceanfront

property in Las Vegas. If you tend to believe it asked the person

that is trying to recruit you how long he has been with the company

and how much he made his first week, his first month, and up to win

he is talking to you.

There are many legitimate companies out there. Remember and

believe the old adage, "If it sounds too good to be true, it is."

Save your money! Do not be one of the gul