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Wednesday, 22 of February of 2012

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Action Steps

Move your prospects around the “Baseball Diamond!” The Baseball Diamond is a time proven concept that simplifies the process of recruiting consultants and building a team. In essence, you are the head coach for the home team and are trying to get your prospects around the bases. Further, as you will soon experience, your prospects will not always do what they say. For example, they may agree to try some product, but then actually not try it, or agree to attend an event but then not show up. This is a natural part of the building process, and is like “getting caught between the bases.” When this happens, you want to advance the runner (your prospect) to the next base as urgently as possible just like you would in real baseball, and you do this by continuing to follow up as described below.

  • INITIAL CONTACT PLAY - Call your top prospects (according to their “star ranking”) first! This call should be 5 minutes or so maximum, and is not the time to tell your prospect everything you know about Max. The entire objective of your initial contact with any prospect is to arouse their curiosity just enough to get them to 1st Base ONLY, i.e. to say, “OK, I’ll LOOK at some information and TRY some product.” Once they agree to this, you need to keep curiosity “on your side” by purposely withholding any more information, getting off the phone or changing the subject, and then getting them a “Curiosity Pack” as soon as possible!! For best results, use our Team “Curiosity Call” (616-597-1032) and Suggested Initial Contact Script. Suggested Goal - Get 20-30 “Curiosity Packs” Out Your 1st 30 Days!! Also note that this often requires purchasing more product from Max. In fact, many of the most successful builders on our team go through a Diamond pack + 1-2 Max GXL “10 Packs” within their 1st 30 days. And a word of caution here – – you cannot just “throw money” at your Max business and expect to “win the lottery!” Consequently, we highly recommend that you (1) commit to serious follow-up, and (2) commit to consistently working team events before spending $1,500 – $2,000 on product!
    Suggested Goal - Continue to share Max with at least 2 people a day! Especially if they are warm market, you should follow the actions steps below. If they are strangers, i.e. “cold market,” you might have them listen to our team Sizzle Call (616-597-1032), give them a Max “Your Business at Home” Magazine, have them listen to a conference call, etc., and then follow up according to their interest. Above all, remember that consistency is the key! If just you and a team of 20 associates will do this for a year, it would represent over 15,000 exposures to Max that could benefit your future income!
  • 1ST BASE – Look & Try! If your prospect lives close enough, drop the information and product (i.e. “Curiosity Pack”) off or give it them at church, work, etc. If they do not, either mail or ship it to them.SHIPPING: you can purchase boxes from Staples, item #427858, white box, 11 1/8 x 8 7/8 x 2 1/4 inches. Holds a box of GXL and magazine perfectly. PRIORITY Mail reaches most destinations in 1 – 3 days. Automated postal centers (same day) or free postal pickup service (next day) makes this simple. To keep things as simple and duplicatible as possible, we recommend that your Curiosity Packs include only the following:
    1. A Cover Letter
    2. A Product Instruction Sheet
    3. A Max “Your Business at Home” magazine or DVD from the magazine
    4. At least a 1 week’s supply of Max GXL for each spouse (assuming your prospect is married). Because trying Max GXL for 2 weeks vs. 1 week significantly improves the odds that your prospects will notice some results from it, we strongly suggest sending each prospect or spouse a 2-week supply if possible. While this can get expensive, it has been proven that it can be well worth it.

    As a rule, anything else you add beyond these things can complicate things – - remember – - “if it’s not necessary to send, then it’s necessary not to send it!”

  • FOLLOW-UP PLAYS - Anytime a prospect is actively in the process of looking at the Max business, meaning they have not yet told you “no,” you need to continue to run some version of this play every 2-3-4 days!! This is because of the scientific principle of “perceptual shifts,” which is the most important concept underlying this entire training program!In a nutshell it says that through the process of repeatedly subjecting your prospect to brief exposures of pro-Max information over time, they will eventually and inevitably always join your business! We realize that is a powerful statement, but it is scientifically proven to be correct – - 100% of the time – - no exceptions!! Here are some variations of continual follow up, or what is also calling “dripping”:
    1. 3-Way Calls - These are one of network marketing’s most time proven and powerful tools for building your business. In fact, if you are contacting a lot of people but having limited success in getting them into your business, the single most powerful thing you can do to improve your success is 3 way calling! There are many, many reasons for 3 way follow-up calls, but the bottom line is that they work and are an absolute necessity in your business! For best results, use our Suggested 3 Way Call Script.
    2. Promoting Multiple Events - While you are a prospect, company events are “for you,” but after you have joined they become a “tool for you.” In other words, company events are a tool that you use to recruit your prospects — so you need to constantly be promoting the next event to everyone that you have in the recruiting “process.”
    3. Multiple Emails - Form a “Prospect Group” in your email program and forward the group any relevant emails concerning recordings of recent conference calls, upcoming events, stories, product information, new product information, pro-network marketing information, etc. You may also “drip” on individual prospects with individual emails. Screen shots of various things in your “back office” can also be very effective (Summary Genealogies, Volume Reports, etc.).
    4. Mail & Faxes - Mail or fax them any them any “pro” network marketing or Max information (including newspaper and magazine articles) you come across. This could include the the Kiyosaki or Pilzer articles (in team briefcase), excerpts of copies of pages from The Business School, Why We Want You to be Rich, etc., new company DVDs or brochures, the Max “Your Business at Home” magazine, etc.!
    5. Text Messages - Short text messages saying you just sold another Diamond Pack, achieved a new rank, hit a certain amount of team volume, etc. can be very powerful recruiting messages!
  • 2ND BASE – Events! - Events are critical for building your team and are the focal point for all business building activity. Said another way, your main objective for everyone you contact is to get them to a live conference call or Business Presentation as soon as possible. One of the most powerful events you can get them to is your own “in-home” business presentation, which can be as simple as showing 2-3 of the DVD tracks from the Success at Home magazine on your home television, while interjecting some of your own reasons for joining Max, etc.Even though your individual conversations and presentations can be very powerful, live group events are where the “magic” happens – - where things such as “social proof” (which means that your prospect is more likely to do something if they see others doing it) and “group dynamics” come into play. While we could literally write a book about the importance of these events, suffice it to say that will be virtually impossible for you to build a large Max team without you and your team consistently promoting, building for, and attending live events!! Suggested Goal - At minimum, pick at 1-2 events per week to attend, promote and build for. For example, our Thursday night Team Business Overview Call and a local hotel or in-home Business Presentation.
    Max Force 1 Event System (Click)

    Team “Maxalliance” Calendar (Click)

    Tips for Working Events (Click)

  • 3RD BASE – Join! - Our favorite way to start the close is to ask the magic question: “DO YOU SEE ANY REASON NOT TO GO AHEAD AND GET STARTED?”
    • If they say “yes” (meaning they see a reason not to start), you need to determine their reasons, objections or questions and try to deal with them. If you successfully do, ask the magic questions again. If you can’t or need more time, BAMFAM (book a meeting from a meeting), meaning you schedule a time to get back together and continue following up until you do, at which point you attempt to close them again.
    • If they say “no” (meaning they don’t see a reason not to start), or if they are silent, assume the close by:
      • If you are on the phone with them – Say “great” and give them your Max web site address (www.MaxGXL.com/yourAssociateID#) and talk them through the sign up process (click “Enroll,” etc.), or
      • If you are physically with them – Say “great,” break eye contact and start filling out a paper Associate Application saying “just let me get some information from you – - what’s your address, social security #, etc. (gather all the information necessary to sign them up)?” After completing the application, preferably enter their information into the first available computer or if all else fails, mail it in.

    CRITICAL REMINDER - When someone joins from www.MaxGXL.com/yourAssociate# they will be placed according to your “Placement Preferences,” which are set under “Associate Services” in your Virtual Office. Consequently you need to make sure your Placement Preferences are set to your desired position before having someone join in this manner. An alternative is to “manually” place someone by logging into your Virtual Office, then going to “Graphic Tree” under the “Genealogy Menu,” and then manually clicking on the position in which you want place them (which will be “tan” in color. If you have any questions regarding placement, BE SURE TO CONFER WITH YOUR UPLINE BEFORE PLACING SOMEONE!

  • THE GETTING STARTED STRATEGY SESSION PLAY - When you sponsor a new associate (one who wants to build a business), your job is not over! Every time you do this it is imperative that you go through this training with them within 12-24 hours at the outside – - either by directing them to this web site or getting them the written version of this training!! This is ABSOLUTELY CRITICAL to your business’s duplication and growth! To do this:
    1. Quickly cover each topic, which they should initial (if using the written training) when completed, understood or agreed to by them
    2. Make sure they know about:
      • Our team events (get with your sponsor)
      • All Corporate Max events (they will generally receive notification of these by email)
    3. Very important – - help them fill out and rank their Prospect Sheets or prospect list (if they’re not using the Prospect Sheets)!
    4. To get them off to a great start, really focus on getting them into action ASAP!! Ideally – - while you are still at the Getting Started Strategy Session – - you want to:
      • Have them make their Initial Contacts with at least their Top 5 prospects, and
      • If possible, get or mail information & product to these Top 5 prospects ASAP! To do this, you will need to have some extra product on hand yourself for this purpose – - which can really jump-start the momentum for your new recruit! Please note that if you do this, i.e. loan or “front” product to your new recruit for this purpose, they will need to promptly replace it as soon as their product order comes in (which also means that you should not loan or “front” product to someone who has not yet ordered)!
  • HOMEPLATE – Engage! - Many associates do not “engage,” or actively start working their Max business, until weeks or months after they join the company – - even if you do everything perfectly! For these associates, you need to continue following up with them almost as if they were still a prospect! First and foremost you want to make sure that they are on both our team and the corporate Max email lists, and then you may want to contact them personally every 2-3-4 weeks to promote an upcoming event, tell a new product or business story, update them on your success, etc. You should view these associates as “seeds” that will eventually sprout and grow as they are “dripped” on by you, the company (in emails, etc.), and the circumstances of their own “life!”

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