Part 4 Creating offers they can’t refuse with Tom Big Al Schreiter

Previous episodes

Part 1 

Part 2 

Part 3 

An Offer They Can’t Refuse book, ebook, audiobook

MasterClass+ schedule including a complimentary group coaching zoom 

Priming statements

Amateur mistakes

1 Mindset is on selling

2 Overly aggressive

3 Pitch too soon

4 Doesn’t understand the problem

5 One size fits all

6 Hype and overpromise

7 Fails to prime

8 Doesn’t sell the outcome

Professional networkers approach to offers

1 A relationship by helping

2 Has listened for the problem

3 Checked to see if the problem wants to be solved

4 Can customize the offer

5 Uses option statements such as may not be for you

6 Tells prospects they make the choice

7 Waits for the prospect to want to know the offer

8 Sets the mood by priming

9 Never worries about rejection

10 Never feels guilty for not offering

11 Understands it is not personal

12 Makes it easy to take the first step

Tool 11 Matching how humans think and decide

Tool 7 Call to action

Free Magic Words for Prospecting audios

Master the Four Core Skills

Transcript

SPEAKER_00 0:22

I'm the author of over 20 best million books and over 25 years in the business. Here's your host, Keith Schreider.

SPEAKER_01 0:31

Alright, today in the zone, we are talking about creating offers they can't refuse, part four. If you missed part one, two, or three, I'll make sure to add some links into the episode notes. These episodes were taken from our masterclass plus program. For more information about our masterclass program, just go to bigoutbooks.com slash masterclass, and of course, I'll add a link to the episode notes. And if you'd like more information about the book and offer they can't refuse, 14 tools to create better offers for network marketing, just go to bigoutbooks.com and click on books, and of course, I'll add a link to the episode notes. Okay, let's get into this week's episode.

SPEAKER_02 1:10

Okay, I like uh Steve Porter's comment. He says we should have an option like none of the above. And I suppose if you're in the master class here, we should be able to overcome probably all of these. But uh let's go through them very, very quickly. Uh, the A, which is getting to the point immediately. Uh, new people, if they started like I did, have trouble getting to the point. Uh, they got in a roundabout way, they don't want to be too direct, uh, they don't want to get rejection, they don't want to appear pushy. So having a good offer that doesn't sound sleazy or too aggressive is probably a good option for them. The fear of rejection, well, I suffered from that one too for years until I figured out it was there's nothing to do with the rejection from uh the prospect standpoint, it's mostly my mindset. And with better skills, there's even less chance of it. Knowing what to offer, uh, this is huge. Remember that our new team members are gonna look at the PowerPoint slides and say, what I need to do is read these PowerPoint slides to the prospects, uh, like they have a reading impairment, and send them to a video which will have a bunch of generic uh, I don't know, what do you call them, generic B-roll shots why uh voiceover does something. And that's really not what we want to offer. What we want to offer is the ultimate, which is the outcome. How we get there is not of concern to the prospect at this time. What they're really concerned is what's the outcome going to be? Because if the outcome is going to be great, I want to hear about it. And clueless prospects, that was my excuse when I started. I thought just all prospects were stupid, and I probably should have looked at myself. Anyway, uh, those are some challenges, and most of our new people who don't attend the master classes, don't read books, uh, don't go to your trainings, don't uh attend company events, probably going to have these problems. Anyway, let's get back to the homework. Uh in the QA, uh, do you have any good priming statements? And we've been getting quite a few good priming statements that come in. Uh Lawrence does a whole bunch. And if you can't think of a good priming statement, let's just start off with there as an old saying. And that's uh a pretty good lead into a priming statement because it doesn't sound aggressive. So, why do we do priming statements? Because it puts people in the state of mind of more rapport. So if you're familiar with the fact, fact, small bit of information, the two facts are good, like priming statements, but we can do much better than that when we're making our offers here. So if you have a good priming statement that gets the prospects thinking, yeah, I should be doing something with my life, or yeah, I do have this problem. I I want to fix it. Yeah, uh uh now's a good time. If you can get them to think that, we're in good shape. So if you haven't got any good priming statements, uh the book will be out in a couple weeks, and you can read through there more about priming. But in the meantime, just say there's an old saying, put in a fact uh that will kind of lead people down the path of what we want to offer, and that gets them an open mind to start listening. So let's take a look here at amateur networkers' approach to making offers. Now, as we've talked before, we're always making an offer every time we talk to people. How soon we get there, that's up to us. But the sooner the better, it saves them time and it saves um us time. And if you don't think that's important, uh, I have a friend named Russ, and I've known him uh 30 years. And he calls me out of the blue. We hadn't talked in 20 years, and he spent a half hour talking around the circles, around the circles, till he finally came up and says, Well, I really want to, you know, you really should join this. And I'm thinking he could have started off with that and saved himself uh 30 minutes of mindless chit-chat. So an amateur network marketer's approach to offers is they're thinking, I gotta make the sale, and people pick up on our mindset. Uh, they're gonna react to our microfacial expressions, our tone of voice, the words we use, our body language. So we're so intent on getting our business started, it just comes out all over our face that people back off. Um the second problem is overly aggressive. They think I I gotta get everybody. This is it's win, lose, live, or die. The third thing is they pitch too soon. Now we can make an offer right away that doesn't come across as a as a pitch by kind of giving them the option. And you know, options are you know, this may or may not be for you. It doesn't sound like a pitch where some somebody says, I need to sell you this. And number four, new people don't understand the prospect's problems. And of course, the reason is they don't listen to the prospect, they're too busy saying, shut up and listen to my wonderful presentation. At least that's the way I started. The next thing we need to look for on our team of amateurs networkers approach is number five, uh, one size fits all. They have one presentation, it's memorized, it sounds memorized, and they can't adjust because they don't understand the principles of well, we do the rapport first and then the icebreaker. Closing's automatic, and if the answer is yes, then we go to the presentation. So they just have one pitch, no matter where people show up in that timetable, it's the same to everybody, and it just comes across as salesmen. Uh, next thing is hype and overpromise. Uh, think of the words that we use when we can't think of what to say. Like, this is awesome, this is life-changing, uh, this is one of a kind, this is unique. And a lot of times these are just filler words, or we're a little bit nervous because we don't know what to say next. And it comes across as hype to our prospects. Uh, number seven is fail surprime. They don't use any priming statements, they just kind of go in cold. And if you can get people to talk about how they don't like their job and how we're probably going to do it to 865 unless we do something about it. If you use that kind of priming, by the time you get to talking about an option, it's so much better. And finally, um, they don't sell the outcome. They sell the compensation plan, they sell the background of the company founders, uh, they they sell the uh training and support. Not that these are not important, but the ultimate thing is prospects want the outcome. How we get there, that's later once we decide if we want the outcome or not. So that's what amateurs do. Now, here's what we're gonna do as professionals. Number one, uh, instead of uh just trying to pitch everybody, we're gonna try to create a relationship by having the mindset that we're here to help. If we have that mindset, people just pick up on that. They say, Yeah, he's here to help instead of trying to pitch me. Uh, second of all, uh, we know that listening is the best way to find out if there's a problem because people love talking about their problems. Uh, number three is a little step that a lot of us miss because we're so excited when they have a problem. That is, let's check if they want to solve their problem. And I've given many examples in the past of people that had the problem but didn't want to fix it. And we should check on that, or else we're gonna be out of step. Uh, number four, because we remember the master class here, we can customize the offer. We can say, wow, there uh before we start pushing more in the closing here, there's a few other things we should should work on. Number five, these option statements, such as may or may not be for you, are huge. You gotta realize that uh prospects are deadly scared of us because they look at us as salespeople. They say, I'm afraid that you're gonna try to pitch me, you're gonna try to close me, uh, I got to come up with objections, I gotta look for reasons why not. And they they're in a really bad state of mind by the time we even start telling them about our business. One of the cool things we do is we tell our prospects, you are gonna make the choice. And that's one of the most relaxing things uh to the prospect. First of all, they're excited, they make their own choices. Number two, they say, Well, that means you're not gonna try to pressure me into do something that I don't want. And I can make the choice whenever I want. Well, they can, but we're gonna point out that uh either make a choice to move forward or you made a choice to stay behind. Uh we try to wait until the prospect asks us for a solution to their problems. So, in the icebreaker, where we talk about benefits plus permission, which is uh my my friend Steve is a trial lawyer. He also has a part-time income that's fun to do. Would you like to know his secret, or would you like to know how he does it? That's a permission statement. And when we wait for the prospect to say, yeah, tell me more, we are so far ahead, and all that negativity is gone. And last of all, they set the mood by priming. I can't overestimate priming to get people uh leaning in our direction, walking with us hand in hand toward uh a solution to their problems. Uh, number nine. Here's what I like the most is that is we never have to worry about rejection. I hate rejection. Um, I've never got over it. Uh, I think people who say they like rejection uh maybe are misdefining the words. Nobody likes to be rejected. Uh number 10, we can do this mindset trick that we will feel guilty if we didn't offer to somebody, and later on something happened where we said, Oh man, I should have offered it to them. So we can do this mind trick saying, uh I just want to tell you about this because uh I don't want to feel guilty that I kept it a secret, and that makes it so easy to talk to uncomfortable people. Uh the pros, they they understand it's not personal. People make a decision on the offer, not the person. So if you make an offer to me, let's go for some donuts, and for some reason I say no, it's nothing against you personal, but I made a decision on that offer if we should go to donuts or not. Of course, I'd always say yes, but we get the point. And number 12 uh makes it easy to take the first step. There's uh we'll talk about that more later on in the class here, but taking that first step is is the hardest. You know, if you're gonna work out, the hardest part is to actually put on your shoes and get out the door before you have a chance to get to the gym or go jogging. That's the hardest part. So that's the difference between pro and amateur, and hopefully a lot of us are moving toward the pro part. Anyway, let's move on to some tools. Let's start off with uh tool number 11. Uh we're gonna match how humans think and decide. So here's a little test in the QA. You can vote A or B. Um here's A is to eat this tasty pizza now, or B, worry about our long-term cholesterol test at next year's annual physical. Which one do you think people would choose? A or B? So in the QA, here's your chance to vote. We have a lot of A's, okay. A lot of A's. All right. So let's try this one. If people had a chance to vote, the normal prospect to put money in a long-term retirement savings account or go on a shopping spree, A or B, what would you vote? Let's see what we have here for votes.

SPEAKER_03 14:29

A or B. All right, let's take a look at a couple more here.

SPEAKER_02 14:37

Uh, what does the normal everyday prospect think? Put a bit more into an emergency fund for unexpected events or buy something exciting right now? What would you think the normal human being would do? A or B. Now, those of us in the master class, of course, we probably have more mature thoughts, but all right, how about this next one? Uh get the latest smartphone now or wait years to save up for it? What do you think the normal human being would do? Get the latest smartphone now or wait years to save up for it? A or B. How about this one? Purchase an expensive car to impress our friends or drive our rusty car and invest in a secure retirement plan. What do you think the normal human American or wherever we are would do? A or B? Lots of A's here. Let's uh let's try a couple more here. See if we're gonna pick up a trend. Uh spend time, spend social time watching television with family and friends, or work overtime to earn more money? What do you think most people would choose to do? Okay, a lot of A's here. All right. How about this one? Uh cook a complicated home meal after a long day at work or throw something in the microwave. I'm making no health claims here. Just what do you think most people would do? All right. Uh and how about this one? Take an instant income tax refund or wait months for the government to process the tax return? What would you say? A or b? Okay, so based upon our voting here, what conclusion could we make?

SPEAKER_03 16:20

And that is gosh, uh people have real short-term vision.

SPEAKER_02 16:28

Uh they they can't see very far into the future. Uh why is that? So here's the way our brain has evolved.

SPEAKER_03 16:41

Cavemen didn't have to worry about a 401k. They didn't live long enough to have a retirement plan.

SPEAKER_02 16:50

So, through generations, the human brain has evolved to say right now is more important than tomorrow. The farther something gets away in the future, the less power it has. So we are more concerned about the present. Now, this is an important factor for us to think about as a pro as we make offers. Because here's the next slide. Which of these do you think is going to have more effect on our prospects?

SPEAKER_03 17:14

An immediate bonus check or a residual income in their future? Or what do you think uh most people would actually take action on? To go on a 90-day contest or try a one-day contest?

SPEAKER_02 17:33

And sort of start looking at this and say, gosh, you know, uh humans are kind of short-term thinkers here. So if I'm doing my presentation, what should I be talking about? Should I be talking about the you know, you know, in the in three years you can make diamond, or should I be talking about getting their money back in three days and get their first bonus check in a week or something like that? And the answer is based upon human nature, if we spend our limited minutes with them talking about the immediate future, it's gonna have more impact. So when we make an offer, let's not make an offer for some time far into the future because people tend to procrastinate. Instead, let's try to make our offer for as close as possible, because humans are not natively long-term thinkers. Now, after we've made some money and had some success, we can start talking about the residual income. But think about the people we're making our offers to. They don't have the luxury of having our background, our personal development. They don't. So they're gonna be a natural short-term thinker. So I'm gonna give you a couple examples, uh, then it's gonna be your turn. So are you ready? I'm gonna take a look here at a couple of products here. Let me talk about health. So if you're talking about health, that you say, well, uh, our product can uh help the telomeres uh stay longer so you live longer into the future, it's not gonna have the same effect as you're gonna feel so much better tomorrow morning. If we're talking about nutrition, uh you know, during the the COVID, everybody is worried about antioxidants, and they're more motivated then than talking about well, you know, have make sure your vitamin C levels are good, you know, through for the rest of your life.

SPEAKER_03 19:40

Dieting.

SPEAKER_02 19:43

If we sold diet products, uh, you know, it is good to have uh to say stuff like you know, lose weight one time and keep it off forever. But what would have a lot of impact with people is how much weight they could lose in the first week or the first month, and they're gonna look at that before they go to the long-term effect of the diet. Skin care. Uh, we could talk about how to protect our skin from the UV radiation and all this stuff, or we could talk about well, it makes my skin feel like velvet. I can just use the back of my fingertips and just the instant change by using the skincare. If we sold services, we could say, Wow, maybe I should be selling that they could save $22 a month on their electric bill right now, starting today, instead of worrying about, well, you know, in one year you'd save this much with our long-term utility plan. So let's think about what we offer to people. And what we want to do is make sure it's instant or as close to instant as we can make it, and something that's kind of believable for them. So, in the QA, what could you offer? Uh, what fast results could you offer and emphasize in your business or your product or your service? I've given you a couple examples here. And you say, Well, let's see what I uh sell here. Uh, I sell uh a green powder. Uh yeah, it's really good for health, but short term uh makes me feel wide awake. I never get tired in the afternoon. You say, Okay, I think I got that. So uh what else could I uh sell or show people? So, well, I have this uh skincare product that uh kind of keep wrinkles away, or I could say this skincare products will start preventing wrinkles from the inside so you can do it twice as fast as instead of putting something on the outside. So um, Keith, what's an example example or two that people have here where they say, let's emphasize the very, very short term thinking to match our prospect short term thinking?

SPEAKER_01 22:00

Sleep better tonight, not in seven days, things like that. So I like that. Sleep better tonight. Um okay. We have another sleepy person or people that like to tell people that want to go to sleep. Would it be okay if you fell asleep at bedtime quickly? So you could add that um, you know, every day, which includes uh tonight or today would help that one work out as well. Um at the end of the month, you'll have more money in your pocket, or you can say at the end of this month would be another option as well. You've worked hard for your money, so a good rapport building skill there as well. Let's get your money working hard for you starting now, like that one. Uh, we have some more people uh with some energy, energy right away, energy in three days. Um, so yeah, um, some good stuff. Keep those coming in.

SPEAKER_02 22:51

All right. Well, let's keep moving here. We say, all right, short term. Uh, before we go to the next skill, let me give a little background here, a little priming. Uh, Sir Isaac Newton, this is for all my physicist friends here. Uh, the first law of motion is about inertia, an object at rest stays at rest, and an object in motion stays in motion. And for those of you familiar with this, you say, Yeah, that's why it's hard to get started. Because once something's rolling, it's a little bit easier when we have momentum. So here's the translation. Translation is prospects hate to take action. So when we make the offer to get them to take action on it, we're gonna have to probably prime them and tell them exactly what we expect from them, or else they're gonna sit on their hands waiting for direction from us or hope we go away. So, tool number seven is a call to action. Now, what we have to do is initiate this action because by default, they'll just sit there and not do anything. But if we initiate the action, we want to make sure we do it without getting rejected. So, here is some basic statements that we can say, all right, uh, after I make my offer here, or uh how am I going to get some action here? So, here's some call of to action statements. Are you ready? I'll go through them really quick. Um, we just say register now and get started. We tell them exactly what to do, or start by buying this package, or get on a three-way call with our sponsor, or press the order button now. People actually need direction to take action, or else they're going to sit there. I'm not sure what I can do. And we're saying, Well, I don't really want to ask for this because I might get rejected. No, they they're looking for some direction. Um, here's some more statements we can use for a call to action. Let's do it. Or uh just go to this website or get your free, you know, diet shake sample now or something, or or partner up now. Or here's a couple more. You might say to the prospect, you're probably thinking, don't leave me behind, or put me on a list. I want to be on the waiting list. The point is, we have to tell them exactly what to do, or else they're gonna stagnate. So here is my best call to action phrase. We didn't cover it very much on um the third class, but let me go through it very, very quickly and tell you why these particular sentences are very good for us as a pro. It starts off by saying to people, I have two offers. And when I do that, it creates a lot of curiosity in their mind. What are the two offers, right? So now I have a willing audience. I say the first offer is easy. People say, Oh, that sounds really good. And I say, it's just which is don't do anything, keep your current life and everything the same. And people are thinking, well, I like that offer. So as a default offer, I can always take this one, I'll be safe, I can relax. That's pretty good, but I would like to have a better offer. So then I go on to the next part. The second offer, because they want to know what it is. What's the second offer? The second offer is to take advantage of this part-time business and have that extra money you need, or it could be the second offer is to uh change to what you have for breakfast and use the shake instead so you lose weight or whatever it may be.

SPEAKER_03 26:36

So the second offer is this, and people say, Oh, okay.

SPEAKER_02 26:42

Now, in case you're scared, you think, well, well, but they don't really know too much about it yet, and I don't want to get a rejection, sure. I say this, so here's the next sentence we're going to say. Now I don't know which offer will be best for you, and they exhale. Only you know your personal circumstances, and they say, Oh, that's right. You really understand me, you read my mind, and then we give them permission.

SPEAKER_03 27:10

So if you want, I can explain how offer number two works. And 99% of the people are gonna say, Yeah, please tell me how offer number two works.

SPEAKER_02 27:25

And this is the most rejection-free, safest way to talk to people about an offer where they actually ask us to do it. So you're gonna we probably went through this too fast, but you're gonna see it on the on the replay. But these exact words, and they'll be in the book also, is almost a foolproof way of getting an audience with an open mind that doesn't feel pressured. It's absolutely magic. So, what we're doing is priming our prospects that they'll have to make a decision. Because notice how we gave them there's gonna be two options one to keep your life the same, the other to take advantage. So, this particular approach gets them to say, Well, I'm gonna have to make a choice here, and that way we don't have to push very hard on the close. So, uh, you see, that's the only call to actions I have. What else are gonna have? All right, so here's um a couple more. This one is so would you like my help to kickstart your business? That's kind of a kind of a nice way of saying, hey, let's let's get started. Or if you're really uncomfortable, you say it's okay to say no to our offer, it's entirely up to you, and that's gonna diffuse any uh rejection that we might get from this. So, all right, that that's easy enough to do. So, what are some other ways of getting rid of this feeling so I can set up the offer so they feel they have to make a choice? So, you here's some more wording. Pick which one that you think is best for you. So, I'm gonna read these through very quickly here in case you're driving. And the idea is all of them give us two choices. And two choices is always better than three choices because two choices kind of force a decision. Three choices is hard to juggle inside their mind. Uh, it gets pretty crowded. So, all of these statements are just simply giving people two choices: either keep your life the same or take our wonderful offer. And the wording, you can adjust it yourself, but here's some suggested wording to start with. So here's the first one. So, this is how everything works. You can take action to get started now, or you can do nothing and keep your situation the same. You choose what is best. That's a pretty good call to action at the very end. Or we could say, um, well, this will fix your problem. We can order today, or you can choose not to fix your problem. That's your choice, also. A little bit stronger. That's a nice thing to say after our offer with just a brief amount of explanation. And people say, Okay, uh, those are pretty good. What else do you have? So let's try this one. Uh, this is before we've done a presentation. You can say, I will tell you about our business, but when I do, please know that it's up to you. They breathe a sigh of relief. You can choose to keep your life the same, no problem. Or you can choose to join our business and work to earn that extra money you need. Just softer words and saying, Well, do you want to do it or not? Which is kind of scary. Uh, here's a typical close that we could use, which is a call to action. Are you ready? It goes like this you don't have to do anything, and things will remain the same. Or if you're ready to change your situation, let's get started now. Or here's another choice, binary choice. It is okay to make a decision how to keep now, to keep your current situation, but it's also okay to start your own start our start our business now. Now, when you say, but it is also okay to take our option, it's a pretty powerful command of their mind that this is an action I could take. It's uh comes across really pretty good. Uh, let me see, what else we have here? Business now. How about this one? This is uh from the closing book. Does it make sense to start now? So we can start the countdown to firing your boss. A good action thing to say, all right, let's make up our mind. Let's not chit-chat here all day. Or this is even more powerful. Are you okay with continuing to keep this problem? Or is now a good time to finally fix this problem? Again, they have a choice. Now, all these statements, you're thinking, oh, one of them's got to be kind of fit my personality, or maybe I should learn a bunch of them. So depending on the situation I'm in, I can adjust. So let's try a couple more here. Uh, you told me you've been thinking about this problem for six months already. As you notice, we're priming to get rid of that. I need to think it over objection. Well, now that we know a solution, which we've just showed to them, what do you want to do? What do you want to do? Fix this problem now or do nothing and keep the problem? Pretty strong close, but depends who you're talking to. It might be pretty useful. So I've given you a whole bunch of two choices that you can use. So in the QA, um, what two choice priming statements work for you to get people to take action? Because unless we specifically ask for action, very few people volunteer, reach into their uh wallet and get a credit card. We actually probably have to ask it. When I started, I just said if I give them enough benefits, I'll volunteer on their own. Uh it doesn't quite work that way. But do you have a favorite? Two option one.

SPEAKER_03 33:24

So which one would it be? And you say, um I'm not sure.

SPEAKER_02 33:31

So if you don't review this on the replay and pick one that fits your personality or make it harder or softer, depending on your your personality type. Um so what two two choice primary statement works for you? If you want to on the homework, drop that into us, but let's move on here.

SPEAKER_03 33:55

Uh I saw somewhere there's an old saying, you have to get seven no answers on your way to success. I got thinking about that and says, man.

SPEAKER_02 34:08

Um nobody's gonna want to do that because the first step is to get rejection, the second step is to get rejection. That it smells like rejection. So the old saying, it might be true you have to get seven no answers because we made really terrible offers. But here's a better plan. A better plan is to simply improve our offers. So if you hear people say you got to get seven no's in the way of success, just think to yourself, well, if you make six lousy offers, maybe so. But if you made a really good offer right away, they're gonna say, Yeah, let's let's go for it. So here's another plan for our offer. Are you ready? Um, it's called analogies. Uh, does everybody here remember how the human mind learns new things? If not, here's the principle, the neuroscience brain principle. It's not that hard. How does the human mind learn? And the human mind learns by comparing something new with something it already knows. So when we talk about binary, you're gonna say, well, it's like a family tree, or downline like a family tree. Or we're always comparing uh uh residual income is like a royalty check from singing a song. So analogies is another great way to include in our offers without going too much into that. Uh, here's just a quick example. You could say, buy one five-dollar Starbucks latte a day at the end of one year, we have a habit and a slightly bigger waistline. People are going, well, that's probably true. Or buy one ebook a day, at the end of one year, we can read we can't relate to ourselves one year earlier. So, yeah, I guess I would be a different person if I read a book a day. It's just an analogy. So people can kind of get in their mind what is a good way to understand what you offer. So if you offer anything technical, anything they're not used to doing right now, an analogy is the best way to get this inside their mind where they can get a grip on it. Because if they can't understand it, a confused mind, of course, always says no. So here's the question to ask ourselves What is our best analogies? And you say, okay, uh, what do I compare my product to or my business to? Uh, let me give you a couple of analogies I like to use. Uh, getting a weekly bonus check is like getting a Christmas bonus 52 times a year.

unknown 37:04

Okay.

SPEAKER_02 37:05

Well, that's a kind of a good way of looking at it. Uh, but let me ask you, in the QA, what are your best analogies? What are you saying right now that prospects can relate to and say, yeah, I I really understand your offer. So, do you have one?

SPEAKER_03 37:25

Here's your chance to volunteer.

SPEAKER_02 37:28

And while you're writing it down, uh Loretta has this in here, you've been worrying about money since last year. You could continue worrying for another year or start this part-time business and make extra money now. And I like that a lot because it does get rid of the chance of procrastination. They're gonna have to make a decision and say, no, I guess I'm just one of those talkers and never do anything about it, or maybe now's a good time to do it. And uh Tony, of course, puts in there, do you want to get started sooner or later? And Tisa, well, I might as well get over with, let's get started. And it's just a way of getting people to take action. So, what analogies can we have? So, when I went to my first opportunity meeting, uh, they talked about PV, they talked about BV, they talked about downlines, uplines, cross lines, closed lines as far as I know. Uh they talk about group volume, they talked about weird vitamins and minerals. I had no idea. Uh, they're talking about with testimonies. I didn't even know what the word testimonial mean, and they're talking about goals, and I never even had her goals in school. Sheltered life. They did such a poor job of relating to me, all they needed was maybe to use an analogy. Now, here is the analogy, the story that got me started. After that three-hour opportunity meeting, many of you heard this before, but my sponsor said this when you join our business, here's what happens. And he made it where I could see this happening. He says, six months from now, you'll walk into your boss's office, lean back in the chair, put your feet up on his desk, and say you can't fit him in the schedule any longer, and you know how the rest of the story goes. And the point is, um, thinking back on that, what could he have said that might have been even more immediate? Like one month from now, you have an extra bonus check to help pay for your rent. Or one week from now, you wake up every morning just feeling good because you know that you're on your way to a brand new career instead of a job you hate. So we have to ask ourselves: how can we compare what we offer today with what they want and make it as short as humanly possible? So here's the question: our new skills on creating powerful offers are neither ethical nor unethical. We have to ask ourselves it's how we choose to use them. People say if I start using these things, I can make some incredible offers. Am I taking advantage of people? And the answer is hopefully not. Hopefully, all we want to do is open up their minds to hear our offers fairly, and then they can decide for themselves. Most people can make up their mind if something's good for them or not. And you say, Well, you might have to be might need for pretty powerful offers to open up their minds. And the answer is yes. So if our intention is to be ethical and say, hey, all I want you to do is hear this, and you can decide if you want more money in your life or less money, live longer, die younger, better look at skin, or more wrinkles, and get them a choice. We've done our job, and we don't really have to close hard because they make the choice. So if we sold insurance, but the choice is uh just worry about a family's future every day, every night, every morning, or we get some insurance now so we don't have to worry about it anymore. You say, Oh, that was pretty easy. So, this is what we want to do. But let's get to the homework here really quick. Number one, we'd like you to do is write down your offer. We've covered quite a few uh of the tools here, not all 14, but enough to get started. We have reduction of risk, you know, emotion. So that you know, call that action anchoring. We've been talking about short-term thinking. Just write down our offers. And you say, well, uh how should it be structured? I don't know. It depends how you talk to people who you talk to, if it's going to be a friend or a very formal presentation. And I'm just looking through here um at some of the analogies. And your offers might be like Tony's analogy here. It says, our business works just like McDonald's, but doesn't cost 1.2 million, and we're not selling stuff that's bad for you. That's kind of a funny analogy, but people say, Yeah, I I think uh I can have it. Or Yvonne writes, having oils in your home is like having an acupuncturist live with you. Okay, people say, Oh, that's kind of nice. Uh just a couple more analogies here, very quick to help prime her thinking. Pete says, uh, you know, the same thing it took to earn what you're earning now is the same thing it's going to take to keep that money coming. People think, okay, so if I'm working now, if I quit, I the money stops. But if I'm doing the same thing that keeps coming, that's not like a better offer for me. Um, Tony says, uh, working with me will show you how to take vacations instead of staycations. And a lot of people say, Yeah, yes, the summer here, we didn't have enough money to go to the beach or wherever they wanted to go. Loretta has a good one here, and it's good good word picture. Uh, wait on a GoFund account or set up your family's life insurance now. And people thinking, yeah, I don't want to really have to resort to a GoFund account. Yeah, it makes sense. Just is an easier way for people to get it. So, what we want you to do is write down your offer and apply as many of these tools as you can. And you don't have to use them all, but these are look at these as prompts to give us more creative uh ideas to improve our offers. Our offer 1.0 may not be that good, but by the time it's 3.0 or 4.0, as we get better and better. So, yeah, if I just tweak it a little bit more here, here, and here, I can get so much better at what I do. So the homework number one is to write down the offer.

SPEAKER_01 44:17

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SPEAKER_00 44:43

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