Getting your prospects engaged in your presentation

Attending events with intention 

Specific questions for prospecting

Clarifying questions

Why Are My Goals Not Working book and audio 

Core Skills audio package 

Free Magic Words for Prospecting audios 

Transcript

SPEAKER_00 0:03

Networker, networking, breakfast, network marketing, MLM or in style style. And the mindset to make it work. I'm the author of over 20 best-selling books and over 25 years in the business. Here's your host, Pete Strider.

SPEAKER_01 0:32

If you're looking to get your prospects engaged in your presentation, this episode is for you. Bottom line is we need to ask more specific questions for recruiting and our training. Quick story last night, my wife and daughter flew out for an event, and I already knew what was going to happen is because it happens every single time my daughter goes on an airplane. She's always the last person to get off the plane. Doesn't matter where she's at. She we're gonna wait or they're going to wait, depends on the situation. Or we as a collective are gonna wait till everybody gets off the plane, and she always wants to be the last person on the plane just because she wants to see if the pilots or whether captain first officer combination, sometimes there's more than two pilots, etc. She wants to be able to talk to the pilots because that's what she wants to do. And she always wants to you know sit in the chairs, ask him questions, and so forth. And every single time they're very welcoming. Number one, it's obviously it's part of the job and their brand. And yes, they like their job. You can't really not like flying because you have over a hundred people's lives or sometimes hundreds of people's lives at stake. So you have to like the job, and yes, it's part of the job, and they honestly know that the customers are what really directly pays her salary, and sometimes they know they they used to be in her shoes, all excited about learning aviation and everything. And when she started doing this, the pilots would always ask her questions. Do you have any questions? And then she got to a point where she would ask kind of open-ended questions do you have any advice, words of wisdom, you know, those types of kind of broad open questions. And then she realized instead of just asking general questions, if she asked specific questions, it became more vivid, it became more emotional, and she got what she was looking for. So, for example, and I'll be really quick because this episode isn't about my daughter learning how to fly, it's about asking the specific questions. So sometimes she'd ask, Oh, you know, I'm training to for my private pilot license. XYZ, what do you recommend? Or what do you recommend for different career paths? And those specific questions made a huge difference instead of just broad questions. So in our business, we could use this for the most important part is prospecting, but even just from a training angle, we need to ask specific questions. So when it was a kind of a stretch for me to go to events over 20 years ago, now over 30 years ago, where it cost a lot of money. You know, we didn't have Zoom. Yeah, we had conference calls, but you know, when there were no online events, you had to go to the events, and I obviously highly recommend going to in-person events in addition to Zooms, but when I would have to pay for you know, flights, hotel, training, food, like it started to add up. So I'd always set the intention that I'm going to learn something to pay for that event. I'm going to learn something that's going to make a difference in my business. So at the very beginning, it was all about recruiting. Like, oh, okay, I'm going to set the intention, I'm going to learn something that's going to teach me how to recruit better and it's going to help pay for the trip, if not multiple times over. So I'd pay extra attention when a presenter speaker would talk about recruiting. And if I didn't get the answer, if I didn't get very specific, I just kind of got like a you know, kind of a rah-rah speech, I would go and ask them. Like, you know, I'm just curious, what exactly do you say? What exactly do you say to get their attention? What exactly do you say to keep them gauge? You know, how do you use uh the sample or how do you do this? Or or what do you say to close? Or what do you say to give them the big picture? Like asking those specific questions made a huge difference. And then of course, it's not just about sponsoring, it's also about customers. So when I go to events and I wanted to get more customers, wanted to get the team to get more customers, or excuse me, I should say get more people to get their problem solved. I would ask those questions. So I'd set the intention. I'm going to learn more about customer engagement and customer to distributor sponsoring. I'd pay extra attention when they're talking about retaining customers and attaining customers. And if I didn't get what I was looking for, I'd ask them specific questions. Oh, what exactly do you say that isn't canned, that engages them, that asks that engages them in questions, like what exactly are you saying? And you're gonna get specific answers instead of just talk to more people, like uh we've all heard that. Yes, you do have to talk to people to be able to ask the questions, but assuming you could talk to people, you have people around you, you talk to people on a regular basis, you have plenty of contacts, what exactly do you say? And if you don't get those answers, that's why we have the four core skills set. But most of the time, if you just ask people, ask the leaders in your organization, they will tell you. And if it's not something that you prefer, then you could learn and attain new skills. So for prospecting, we have to make sure that we are engaging our prospects with questions. It's not about extra money. Extra money is not that exciting. Is it you know what would you do with an extra $500 a month, an extra $5,000 a month, extra $500 a week, an extra $5,000 a week? We got to figure out what their hot button is. Some people, yeah, it's just the basic, you know, car, house, private school, all those things. We we have to that's nice, but we have to ask clarifying questions to make it real. Oh, you want a new car? Great. Like, what's to make? What's the model? What's the color? How's it going to feel? You know, what are some of the options? Why did you choose that particular model? Have you tried to test drive it? Have you like those questions make it more vivid? And you're gonna run into some green personalities that's very analytical. Like they want to pay off the debt, they want to invest. Okay, if you could pay off the debt, how would it feel? Like get those greens to actually feel an emotion. Yes, I'm making fun of green personalities because I am a green personality. And okay, after you pay off the debt, what would you do next? Oh, I would invest it. Okay, what would you invest in? Is it an index fund? Is it a CD? Is it a high yield savings account? Is a is it a policy? Is it a uh like what is it? What's your return? Like what's the rule of 72 on that? You know, are you look when are you looking to double this? Like asking those questions make it more vivid, makes it exciting. Because yes, even if you're analytical, it's an emotional decision that makes you do something. What exactly do you want out of this business? And that's what's going to create an emotional decision to get them involved versus okay, well, you get an extra 5% on level one, 10% on level two, or whatever, blah blah blah. That's not exciting. What does that mean to them? And you have to make sure that you're doing this for yourself. And trust me, I've toured mansions, like maybe just a mile away, there's there's everything like multi-million dollar mansions. And for in Houston, multi-million dollar mansions are massive. I know in some parts it's not as big, but here it's just gigantic. And five miles away, there's some farms. Some people just want to farm. They're like, you know what? If if uh I don't want to be around people, or if there's another pandemic, I just want to be all be on my farm. And they have like a secondary farm. I thought that was pretty cool. I have Test Grove, a lot of cool cars. Some people are into that. I have a lot of people in my organization that have like really fast cars, you know. When you're going 150 miles per hour, I don't think the seatbelt's really going to do much. And the airbag. Um, but hey, we've done that. And to me, like I've done the car thing and the housing, really not my thing to me. It's time freedom. Like, I could wake up when I want, spend the time with whoever I want, don't have to worry about someone breathing down my neck, and I get to travel. Like, to me, that's it. But I in my 20s, that was totally different. So everybody, like, you have to constantly, even if you joined the business last year, you have to constantly check on why you're building this business. I know I mentioned this trip, was it a couple weeks ago or whenever I mentioned this on the podcast? But yeah, it took my daughter to Vegas. Like, I know for five days, it's gonna clock around. I'm looking at the bills, it's gonna clock around $4,000. Like, some people like, I would never spend that much money on a trip. Some people like, that's all you spent. Who knows? You know, some people rather spend that $4,000 uh towards a couple of months in a new car payment or you know, to add that to their mortgage or to save it for a down payment. Like whatever works for you. Like, if it's travel, do that. If it's house, if it's car, we have to constantly, you know, constantly think about why we're doing this. When we first arrived, we literally just like put the luggage in the what they call it, the concierge or wherever they hold your luggage until you can check in. We got there super early. We're looking all raggedy. I didn't even change my clothes. I'm still wearing my travel clothes, and we're walking around in Caesar's Palace and called the forum shops, and just you know, kind of showing her the different parts of Las Vegas, and and she saw these shoes. I'm not sure if it was on TikTok or whatever it is. It's called red bottom shoes. Apparently, it's a thing, and it's really interesting. If you ever heard or seen of red bottom shoes, like that's not like some big logo, like you know, some people have purses with big logos on them, and that could be your that could be their thing, whatever. But red bottom shoes, what makes them different is the bottom or the sole of the shoe is red. Most of the time, nobody sees the bottom of your shoes, but I guess it's yeah, it's a status symbol, and yeah, it's it's definitely overpriced, and even just to walk into the actual store, they had like a security guy with a velvet rope, and you're like, Oh wow, this is gonna be expensive. And she tried on the shoes. I said, Well, hey, when you become a pilot, great, do whatever you want with your money. All I asked, uh you obviously pay your taxes, you say for retirement, you save for investing, or you invest, you you pay all your bills, and there's a certain percentage you just blow money on stupid stuff, like whatever you want to do. And not throwing any shade, trust me, I've spent a lot of money on stupid stuff. Like that's there's a percentage of income that's itemized for stupid stuff, like stuff that's it's gonna lose its value right away. Trust me. When I looked at the shoes, there wasn't a price. There wasn't a price on the box, there wasn't a price on the shelf. So I just had to pull up my phone. $895 for horrible looking shoes. Okay, great. That's just my opinion. But you know what? That's the thing. So for some people, that's what they want. If it makes you happy, do it. Do it for yourself. Because trust me, no one else is thinking about you. Whatever makes you happy, do that. If nobody was looking and it makes you happy, do that. And yes, for the green personality, it could be paying off debt, it could be investing. Figure out what you want to invest in, and that's gonna make it crystal clear. But we just have to ask those questions to ourselves, but obviously you have to ask these questions to our prospects. And if you're completely confused and completely overwhelmed, I get it. Big thing is I always promote the core skills audio pack, which is $30, and that'll take care of the basics for every single person, whether regardless of your product or service. And if you want to kind of stretch yourself and go, I don't really know why I'm building this business, or I haven't really gone through any type of goal setting. This is goal setting for your color personality because when I started, and I shared this in the book, but when I started doing goal setting, I realized like all the goals were kind of geared towards red personalities, a little bit of blue personalities. It wasn't really engaging for me. So once I picked a goal that was geared towards my color personality, which completely changes. We have different goals every single year, every single decade, etc. It made it more exciting, even as a green personality. So I'll put a link to that book in audio as well. But most important is anytime you're talking to a prospect, remember to ask more questions and only give information when they ask questions. Again, I hope you receive value in this episode. If you know somebody that could use this information, please share it with them. But more importantly, looking forward to sharing another episode with another successful networker next week.

SPEAKER_00 14:21

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