Mind Set Develop the right mental attitude Emotional Rollercoaster Have long-term thinking!
Positives down Negatives up Everything you do will duplicate
Make a List? • Your list will become your point of reference (For piquing and exposing) • As fast as you think of someone, you will forget them Most overlooked tool in our business– Greatest resource we have
Start with Your Warm Market • Warm Market is people you know • Cold Market is people you don’t know
Why Warm Market? Warm Market is the most effective way to build a Team! Because you have Trust and Rapport!
Examples of Warm Market: • Friends • Family • Co-Workers • Church • School • Organizations, Clubs, or Charities • People you do business with
When Compiling your List • Don’t Pre-Judge, list everyone! • Those you think will, won’t • Those you think won’t, will • Those you think can, can’t • Those you think can’t, can
Three Types of People on your List People you look up to Your peers People who look up to you
When Contacting Your List Three Types of People you will Talk to: • Red Apples • Green Apples • Rotten Apples
Don’t Sell! SORT Time spent: Redapples 80% Green apples 20% Rotten apples 0%
We are in the people business! If you… • Talk to a lot of people, you’ll make a lot of money! • Talk to a less people, you’ll make less money! • Talk to no people, you’ll make no money! Don’t be afraid to talk to people!
Why Expand Your Warm Market? • You’re new to an area • You think you have talked to everyone you know • You plan to open up a new area
Ask Yourself… What do you like to do? • Work out • Play sports • Go out to eat • Dance • Volunteer for charities • Go to Art Galleries, Museums, Plays • Travel Other people like what you like!
Do the things you enjoy everyday and you’ll automatically meet a lot of people!
When expanding your Warm Market don’t recruit everyone right away! • People don’t buy from people they don’t trust • Focus on building Relationships first • Once you have established the relationship, people will open up Why?
Warm Market • Two types of Warm Market • Yours • Someone else's You will never be limited! You will never run out of people to talk too!
Get Referrals • The most powerful Question • Who do you know? Everyone knows a minimum of five people they could invite to a presentation
Get Referrals • The best way to get a referral • Create value • Create fear of loss