The Art Of Prospecting Leads That Will Get You To The Top 1% Of Your Marketing System

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I’ve been studying the art of prospecting leads for at least 7 months now, and it’s actually starting to pay off. The truth of the matter is there is only one thing that’s going to make you a good prospector, and that is repetition and experience. It’s also good to get some training from great mentors like Mike Dillard’s Black-Belt Recruiting course, or my other favorite Jeffery Combs The Psychology of Closing. I’ve been listening to his audio for over 4 months, and I’ve gained some phenomenal connecting tips that I’m going to reveal to you today.

In my last post, I cover the Success Mindset necessary to achieve these results… If you’ve not yet read that post I recommend it as a great place to start. (Also I realize this is a longer post than normal… That Being Said… I’ve Covered a lot of GREAT Stuff that I’ve paid a lot of Money to Learn.)

I’m writing this post to you out of the confidence that I gained last week when I reached the #9 position on the leader boards in My Lead System Pro for most new team members in a 7 day period. Getting on the phone and following what I learned about connecting with people allowed me to have 5 new team members join my team in less than 3 days. That to me meant that I had truly figured out how to connect with people on the phone.

The first step is actually picking up the phone and connecting with your leads. This will become easier when you realize what’s really happening. You don’t have to make phone calls, you simply have to create conversations with people who want to connect with you. You’re not really getting on the phone and pushing products to people, but rather creating a personal connection with your lead and deciding if they’re someone who is right for your team or product through a series of questions. Then simply getting them to realize on their own that they want what you have to offer.

Realize that prospecting leads is the only way that you actually get paid for all of your efforts.

Everything that leads up to that point is necessary to get to that point, however if you don’t actually get on the phone and connect with your leads, you’ll never make sales and ultimately never make any money. Get comfortable with the phone, and also realize that when you’re using an attraction marketing formula, people are more excited to talk with you than they are to question who the heck you are calling them. I’ve often been told by my leads that they rarely actually receive the phone call when they leave their phone number. This means that if you simply pick up the phone and connect, you’ll have a much better chance to stick out from the crowd and build that team or make that sale.

Now that you realize how important prospecting is to your success, I’m going to give you some golden tips that have helped me immensely. While listening to Jeffery Combs audio cds these past few months I’ve picked up a lot of them, but these past few weeks I’ve had a lot of “Ah-Ha” moments. These are the exact moments I intend to pass on to you right now so you too can achieve the top 1% of your marketing system or company.

Let your lead know the purpose of the call in the first 15-20 seconds of the call and end the statement with a question just like this; “…the reason I’m calling you is because you signed up on my website to learn how to generate leads, is that correct?” Then ask questions to get to know them on a personal level, and see if you can connect with them personally. Maybe you know where they live or have lived, and that gives you something to talk about briefly to build rapport. Maybe you’ve discovered they live in Wisconsin and would love to have the freedom to move to St. Thomas. At this point you’ll want to ask if this is the reason they’re looking for someone to show them how to make money online so they can have the freedom to move where they want. (notice tying into the emotions)

That brings me to my next point. Ask questions that appeal to their emotions rather than their thoughts, because 85% of people buy based off of emotion. Some examples would be “How does that feel to say that?” “How would you feel if you could actually make enough money online to leave Wisconsin and Move to St. Thomas?” “How would it feel to actually be able to quit your job and have complete time freedom?” I’m sure you’re getting the point here, that you want to be relating to their emotions.

Notice how you’re constantly asking questions and listening to their response to discover exactly what they need, why they need it, and if you have what they need. You must become a “master asker” if you ever want to become a master closer. What I mean by this is that you want the other person to be doing most of the talking so that you can listen to what they really want and need in their responses. Ask questions that will allow qualify them for your time and your product or service.

Now on to the biggest “Ah-Ha” moment I had about 10 days ago. Make sure that when you’re prospecting your leads that you weed out any and all objections early on in the conversation so that they don’t have any objections at the end of the conversation so you can more easily close the sale. What I mean by this is ask early on in the conversation a question like, “if I could show you the perfect solution to your problem, do you have the money set aside to purchase a product?” Use this same concept with other objections like time, and seeing if they’re the only person required to make the decision about spending money or starting a business. If they say they don’t have the money, time, or whatever you then ask how they feel about that situation and if they can do something to change that. They’ll either offer a solution, or tell you they can’t make it happen, in which case you schedule follow-up or let them go.

Make sure you’re not wasting your time on the phone with unqualified suspects. You deserve to speak with only people who are qualified for your time, and if you’re not wasting time on the phone, you’ll be able to spend that time marketing and generating leads for your next prospecting sessions. Don’t ever get emotionally attached to your leads. Remember you can’t lose what you don’t have. Get in the habit of saying what you truly feel as long as you’re not being rude. People will connect with you better when you let go and open up to them to allow them to connect with you. As soon as you master this ability you’ll be able to reach the top 1% of the marketers in a system like My Lead System Pro.
To Your Success,

If You Enjoyed reading this post and feel you got a ton of value and would like to learn more about this for FREE… My Mastermind group and I are hosting a live Training this Monday May 24th where we’ll be covering more in depth Prospecting Training.

Visit My WEBINAR Archives to Listen to this EXCLUSIVE 75 MINUTE Prospecting Training- Secrets to 5 Team Members in 3 Days

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Tags: Prospecting Leads

This entry was posted on Friday, May 21st, 2010 at 6:30 AM and is filed under Prospecting. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

View Comments to “The Art Of Prospecting Leads That Will Get You To The Top 1% Of Your Marketing System”

marcusbaker says on May 21st, 2010 at 7:32 AM :

Hi Jordan,

Awesome post and congrats again on your MLSP progress. You are powering up the leader boards! I love the line, “Don’t ever get emotionally attached to your leads. Remember you can’t lose what you don’t have. ” This is so true. Lots of great value in this my friend but as you point out you can only implement any of this is you actually call people!

~Marcus
Ruby Rynne says on May 21st, 2010 at 9:25 AM :

What a great post. I'm not a network marketer myself, but there are great lessons to learn here no matter what style of marketing you're in. Thanks for some very useful tips!
Doris Hullett says on May 21st, 2010 at 9:40 AM :

Jordan,
Excellent post on prospecting, the how to's and closing. I appreciate your thoroughness in covering the process of the “Art of Prospecting.”
Doris Hullett
Jordan Schultz says on May 21st, 2010 at 11:39 AM :

Milena,

You're very welcome.

All these tips only worked well because i got on the phone… I can't stress that enough to people out there… get on the phone.
Jordan Schultz says on May 21st, 2010 at 11:40 AM :

Marcus,

I too love that line… it opened my eyes up and allowed me to let go more and more and never get attached to the outcome… Thanks to my wonderful mentors and guides mentioned.
Jordan Schultz says on May 21st, 2010 at 11:40 AM :

Ruby,

REally glad to hear that you got something out of this… this was meant for anyone and everyone not just network marketers…
Jordan Schultz says on May 21st, 2010 at 11:41 AM :

Doris,

Thanks for the reply… glad you enjoyed my thoroughness… Get on this monday's meeting, and i'll be going more in depth.
Beth Hewitt says on May 21st, 2010 at 12:16 PM :

Jordan,

This is a really great post, I am so glad that you did this and well done for all the success you have achieved.

Great Stuff,
Beth
Ryan says on May 21st, 2010 at 12:36 PM :

Hi Jordan,

Thanks for sharing the great tips! The personal connection step which you wrote about is discussed in detail in one of Napoleon Hill's Laws Of Success books. Hill describes how a middle-aged woman was the most persuasive person he ever met in his life and it was because she took a genuine interest in him before offering her product. When caring about a person they are more likely to care about what you have to offer them.

Thanks again

Ryan
Tristram Lodge says on May 21st, 2010 at 2:45 PM :

Hi Jordan,

This is great info, I used to struggle on the phone when I was pitching my business, but now that I use MLSP it's much easier as prospects are expecting the call and your not there to sell anything just to see how you can help.

You have put some great question to ask up here. Thanks for sharing.

Tristram Lodge
Josh Garcia says on May 21st, 2010 at 4:06 PM :

Hey Jordan,

It sure does pay off when you are studying materials. People don't realize that if you want success it's already there for you. All you have to do is figure out which key unlocks it.

Have a great weekend!
Josh
Garth Reynolds says on May 22nd, 2010 at 12:05 AM :

Jordan,
Thank your for sharing your experiences and insights. This information is truely priceless.
To your continued success!
Garth
Sharon Whyte says on May 22nd, 2010 at 5:29 AM :

Heh Jordan,
Thanks for all the tips, yes the Black Belt recruiting with Mark and Mike is so so very good. I listened to it many times because they have so much content.
Have a good day
Sharon Whyte
keyshabass says on May 22nd, 2010 at 9:43 AM :

This was such good information. Thank you so much. I wrote some notes from this that I will use during my prospecting. Great post Jordan! Look for me on the Leaderboard!

Keysha Bass
Hector Cuevas says on May 24th, 2010 at 12:05 PM :

Jordan..

This is really good stuff bro. I totally agree in eliminating any and all objections when doing your marketing. It's important that the prospect doesn't feel any resistance towards taking a desired action… whether that's buying a product/service or joining your team

thanks for this awesome post
talk soon bud
Hector
Fontella Williams says on May 24th, 2010 at 3:01 PM :

Great post Jordan..Thanks for the info. I think this a step that a lot of people including myself struggle with or have struggled with, the fear of picking up that 200 lb. phone. I think most of it is mental and all goes back to your belief system/philosophy about what you're doing. Marcus wrote a great post today about that as well.

Great line where you said: Everything that leads up to that point is necessary to get to that point, however if you don’t actually get on the phone and connect with your leads, you’ll never make sales and ultimately never make any money.

So the sooner you get over that fear of failure or success, the sooner you can get to the $$.
Tracy Rewerts says on May 24th, 2010 at 6:39 PM :

Great Post Jordan,
Love MLSP too! Keep up the good work and looking foward to possibly hearing you on a Wed night webinar
Tommy DiPietro says on May 24th, 2010 at 8:15 PM :

Jordan,

Great advice my friend. I actually printed your article out to read it over with
a highlighter. Awesome content, I am trying to overcome the fear of the phone.

Not that I fear it, when I get on, for some reason I clam up, lol. Slowly
getting better.

Thanks for this great post!!

Tommy D.
Brian Tomlinson says on May 24th, 2010 at 8:30 PM :

Jordan, awesome post my friend. This stuff is very important to help others realize that the phone just cannot be ignored.
Congrats as well on your success.

-BT
Jiri Majkus says on May 25th, 2010 at 4:05 AM :

Great post Jordan,

Connecting with leads is very important in order to generate sales.
Thanks for posting.

Jiri Majkus
Internet Marketing Coach and Author
Jordan Schultz says on May 26th, 2010 at 8:44 AM :

Thanks Beth… Check back soon, and I'll have it linked up to the live training we did on monday about Prospecting.
Jordan Schultz says on May 26th, 2010 at 8:46 AM :

Ryan,

I've not yet read that book, although it's sitting on my shelf. People care more about themselves than anything else. You simply have to make them feel good when they're around you, and they'll buy stuff from you.
Jordan Schultz says on May 26th, 2010 at 8:47 AM :

And like you mentioned taking a genuine interest… People will know if you're sincere or just trying to get their money.
Jordan Schultz says on May 26th, 2010 at 8:49 AM :

It's much easier with Attraction Marketing and MLSP Tristram… it's amazing when you call someone and they say “oh my god… I can't believe you actually called me!!!”
Jordan Schultz says on May 26th, 2010 at 8:58 AM :

Right On Josh…

Other people have already proven ways to achieve success in almost anything out there. Now you simply have to discover exactly what works for you, and you have to make sure to take action.

I had a GREAT Weekend… How about you Josh??
Jordan Schultz says on May 26th, 2010 at 9:00 AM :

Thanks Garth,

Just remember this is only priceless if Implemented… it took me a long time to get on the phone and implement what I'd learned.
Jordan Schultz says on May 26th, 2010 at 9:07 AM :

That's the only way to truly learn most of the skills we must learn is repetition. I agree Sharon.
Jordan Schultz says on May 26th, 2010 at 9:08 AM :

Thanks Keysha,

Looking forward to it. See you in the top mastermind when you get there.
Jordan Schultz says on May 26th, 2010 at 9:09 AM :

Hector,
Hector,

That was the “golden goose” for me… eliminating objections previous to the actual close of the sale. As soon as I Learned that, it's been an easier ride.
Jordan Schultz says on May 26th, 2010 at 9:22 AM :

Absolutely Fontella,

Everyone goes through this fear at some point… You simply have to decide how badly you want to make the money, and then realize what you must do to make that money.
Jordan Schultz says on May 26th, 2010 at 9:23 AM :

Thanks Tracy,

That is one of my goals for the next 6 months. How did you know?
Jordan Schultz says on May 26th, 2010 at 9:24 AM :

Tommy,

Don't TRY… JUST DO IT..

Also, Take a Deep Breath whenever you need to, and you'll find yourself in a more relaxed state. I also find that if I stand up and move around, I have more energy.
Jordan Schultz says on May 26th, 2010 at 9:25 AM :

Thanks Brian,

It can't be at all.
Jordan Schultz says on May 26th, 2010 at 9:26 AM :

Thanks Jiri,

it's almost the only way to generate sales. Unless you get really good at copywriting.
Yo Le says on May 31st, 2010 at 3:21 AM :

Jordan,

I can't even begin to tell you how many times I've called a lead and the first thing they say is, “Wow, I'm surprised to get a phone call from you!” So that tells me that NOT enough people are picking up the phone.

You are absolutely right that 85% of people buy based on emotions. People don't think don't normally think… well only 15%.

Great job my friend. Keep it up!

- Yo
Jordan Schultz says on June 3rd, 2010 at 12:53 AM :

Letting people go is sometimes a hard thing to get over, especially when you feel like you NEED the money to get by. That’s when I remember I can’t lose something I never had.
Jordan Schultz says on June 2nd, 2010 at 7:53 PM :

Letting people go is sometimes a hard thing to get over, especially when you feel like you NEED the money to get by. That's when I remember I can't lose something I never had.
Jordan Schultz says on June 3rd, 2010 at 12:59 AM :

I can’t believe you never called me… I signed up on your site!!! haha
Jordan Schultz says on June 3rd, 2010 at 12:59 AM :

Thanks Rhonda
Jordan Schultz says on June 2nd, 2010 at 7:59 PM :

Thanks Rhonda
Jordan Schultz says on June 2nd, 2010 at 7:59 PM :

I can't believe you never called me… I signed up on your site!!! haha
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