The Closing Formula

A lot of people have a hard time figuring out how to “seal the deal”.  But it’s really not that complicated, and I’ll show you why!  Once you get someone to state their objections, and you have overcome them, the next step is to lead them to the close. 

Here is a basic four step close to try to follow:

1.      What did you like best about what you heard in the presentation?

Allow them to share with you what their “hot buttons” are.  Whatever they say stood out the most, is what you need to close them on in the next question.

2.      So you see how the business can help you to do………(state whatever       their hot button is, and what they said interest them the most like earn extra income)?

It’s a simple yes or no.  If the answer is no, you have not overcome their objections and you need to go back and answer their questions.  If the answer is yes, go on to number three.

3.      Does the potential income earnings excite you?  If the answer is no, you may not have a real lead or interest here for the business opportunity. Although everyone may not be motivated simply for the money, it’s very rare for those who desire to be business builders to overlook the income potential.

Thank them for their time, ask for a referral for someone who is interested and move on!  If the answer is yes, go on to number four.

4.      If you’re excited about this opportunity, would you like to get started today?  This is the final close.  It’s time for them to give you a credit card, or if they don’t have the money now, get them to fill out the application and post date it to the date that they will have the funds to get started. 

If they tell you that they want to get started on their next payday, tell them that’s fine…you can fill out the paperwork now, and submit it once their next payday comes around.  The idea is to get a FINAL YES, a signed application and a firm date to start.

If you’re not careful, you can get stuck in limbo land forever.  It’s hard to figure out how to wrap things up and get things moving along.  Don’t count on your prospect to be the person to do it for you.  Take the lead and follow the four step close and you’ll be adding more people to your team in no time. 

Get “Prospect to Win” for more information

All the Best!

 Renee Starms

Build Relationships You Can Bank On!

As you work on your network marketing business, you will find that there will be people who can help you in your business that you will want to develop relationships with.   They may be someone who has been a superstar recruiter that you want to pick their brain.  Or maybe someone who has been a stand out sales star that you want to learn more from.
These are relationships that need to be cultivated and grown. I have found it helpful to liken relationships to bank accounts.  Now it’s not nearly as cold as it sounds!  It’s really a simple analogy.
You see, when you first open up a bank account, it’s better to really build up your account by making some deposits before you start making some withdraws.  That’s where most people fail in relationships – whether it’s friendships, love interests or business relationships.  They start withdrawing too quickly. In fact, they start withdrawing so quickly that they do what some people do in real bank accounts…they go in the negative.  Quickly.  And just like some people bounce from bank to bank opening up different accounts… many people bounce from relationship to relationship.  You’ll see this often in network marketing!  And it’s not what you want to do!
So how can you make deposits into your relationship banks quicker than you withdraw?  Here are a few simple tips to follow:
Serve – Make an effort to find what the other person in the business relationship needs/wants and serve them.  Service is the absolute best way to build up a relationship bank.  Service doesn’t have to be big and over the top.  It can be simply passing a referral on to a business relationship.  The service must be sincere and without an expectation of anything in return.  Serve willingly and serve often.
Communicate – Send an email or pick up the phone.  Find a way to establish sincere and thoughtful communication.  Compliment them.  Let them know that you have seen what they do, and you admire them.  Again, this doesn’t have to be over the top.  Just a simple compliment will do!
Be positive – When you are talking with each other, have positive communication.   Don’t be the person who is complaining about the industry, your company or others in the field. Try to be an uplifting person who makes people feel good after speaking with you, and always be genuine.
Be a listener – Don’t do all the talking.  Make sure you are listening as well.  If you have the opportunity to communicate in person, make sure you have good eye contact.  Don’t be so over zealous to “get what you need” that you are nodding and saying “uh huh, uh huh…” just so you can ask for a favor. Make sure you really listen and comment or ask questions about what the other person talking about instead of starting in on what you want to say. They’ll know it…believe me.  The ones who are the “movers and shakers” in the industry are used to being “kissed up to”.  Just be yourself and sincerely listen.
Allow yourself the opportunity to serve the person you want to build the relationship with…build up your deposits.  Eventually, when the time is right, you will be able to make a withdrawal.
Be patient.  A good business relationship takes time and effort to cultivate.  You never want to be known as “that person” that is the taker.  You know the one, the one who goes from person to person, taking and never giving or seeming to care about other people.  Be a giver first and foremost, and good things will come!
If you want success in this area, click here, for my gift to you, “Prospect to Win”
All the Best!
Renee Starms

KEEP IT TOGETHER – Know Your Goals!

Recently, I have been faced with allot of challenges that just seemed to have bombarded me and knocked me completely off course. I happen to be the main caretaker for my elderly mother, a small child with challenges and now my young adult daughter with a few challenges of her own. By the time I finish dealing with their issues my head is spinning and I can’t remember what my personal short term  goals are.
I had stepped away from many important daily task recently, including blogging and now I found myself uncomfortably off track.
This is definitely a day to refocus for me…..
This is precisely why it is so important to make goals and write them down and know the daily tasks you want and need to do to accomplish them. When you set out to do something, you also need to be mindful of all areas of your life; physical, mental, spiritual, emotional and financial. I included financial because when this area is messed up it can really stress you out and affect others areas of your well- being.
Physical: Recently I had a doctors’ appointment and my husband made sure he went with me to see what the doctor had to say about my health. I’m not the best eater in the world but I have learned to do things in moderation although, I do love sweets, especially cookies and cakes.  I’m not very overweight but I could lose a few pounds, at least a good 15. And I could visit the gym more often. My husband is always on me about exercising and eating right. And he is right. I do feel much better when I make an effort to watch my sugar intake and exercise at least twice a week. It certainly helps my attitude and energy. I’m thinking about taking a yoga class pretty soon. The structure of being in a class tends to help me stay focused.
Mental, spiritual and emotional; I put all three of these together because it seems that the things that I chose to do to help one area benefits the others. I like to meditate and pray. I also really enjoy writing in my journal and having a little bible study time. These things really help me focus especially when I have allot on my plate. Makes sure you find the time to do whatever activities like these that help you relax and clear your mind. I also love to listen to smooth jazz or instrumental inspirational gospel music. I find that this type of music really helps set a relaxing and stress free atmosphere.
And to the financial, I find that when I am doing something creative whether it be selling something on ebay or creating an online business that can generate income for my family, that really helps boost my confidence and helps my overall well- being because I feel like I am in control. Being proactive and doing something about your financial situation by being able to pay a bill and eliminate that financial stress is a huge plus.
You keep it together by doing the daily activities in all areas of your being that will help you stay focused on your main objectives and move you closer to your ultimate goals.
Why Goals are Necessary
It’s been proven time and time again that people who have goals are more successful in life and in their business.  I have found this to be especially true in network marketing.   So many times I’ve heard people quit and say, “You know…this business just didn’t turn out the way I thought it would”.  Yet…when asked, “What were your goals?”  They didn’t have any.
That is so frustrating to me!  Having no goals is like getting into a car and driving for 12 hours.  Turning left and right.  Going on one freeway and down another.  Then landing in the middle of nowhere and saying “This was the WORSE vacation ever”.  Yet you had no roadmap, no destination in mind, no idea where you wanted to go.
Your business operates in the very same way.  You MUST have goals in your business in order to know where you are going.  Is it your goal to have a hobby?  Is it your goal to have a $25,000 a year business?  Is it to reach the top level of your company?  If you don’t have a goal, you cannot tell if you are on the right road to get there or not.
You see, you may want a hobby, but you may have a leader pushing you for the next big contest.  That pressure will only frustrate you unless you share your goal with him or her.  Or you may have a goal of hitting the top level of the company and you have a leader who is encouraging you to “just do your minimums”.  That will frustrate you just as much.  Neither of those are the right roads for you based on your personal goals.
Let’s look at it from a different perspective – one where you have set goals.  In the first scenario, you have a goal to make $1250 a month.  You want to cover your son going to a private school and that is the tuition.  As long as you hit that goal, you’ll be happy.  You don’t want to spend much more time in a business than what it would take to make $1250.  When your leader starts talking about the “next big contest”, you can wish her and the team the best of luck but let her know you’re happy earning your $1250 a month!   That’s your goal and that is success for you.  Now, if you’re not meeting your $1250 goal, you can talk to your leader about what you can do so that the business does meet your needs.
In the second scenario, you have a goal of hitting a top level in the company.  If that is your goal and you share it with your leader you can map out a plan for what that will take.  Together you can set monthly and quarterly goals.  If you are not hitting the short goals along the way, you’ll need to make adjustments in order to hit your longer term goal.  In this instance, you’ll need both short and long term goals in order to hit your level of success.  However, without defining and setting those goals, you would be frustrated a few months or years into your business if you felt you had not progressed up the ladder.
I encourage you to do the following:
Take some quite time this week.  Get away from your home and business.  Find a spot that you can do some thinking with no distractions.  Take a pad of paper and pen/pencil with you.

1. Think about your business.  Ask yourself these questions:
   1. Why did you join your company?
   2. Why do you want to stay with your company?
   3. Is there anything new that you have learned since you’ve joined your company that you didn’t know before…that excites you?
   4. What do you HAVE to make with your business per month?
   5. What would you LIKE to make with your business per month?
   6. Is being a leader an attractive prospect to you?  Why or why not?
   7. Do you see yourself in this business 3 years from now?  5 years? 10 years?
   8. If your business went just the way you wanted it to for the next year, what would you like to be earning this time next year per month?
   9. Do contests motivate you?
   10. Do you want to earn company trips?
   11. Are you willing to work the time necessary to earn contests and trips?

These are all questions that should get you REALLY thinking about what you realistically want from your business.  The most important thing is to be VERY honest with yourself.  Remember, your goals are YOURS.  They are not your spouses, they are not your leaders, they are not anyone else’s but YOURS.
A few last tips would be to:
¨  Decide what you want from your business and set your goals.
¨  When you get home, share your goals with your family and with your leader.
¨  Put your goals IN WRITING where you can see it.  Own it…it’s YOURS!!
If you haven’t set your goals for your business, set them THIS WEEK.  Only then can you make sure you are one the right road and hitting the milestone markers to get you where you want to be!
Valuable info on goal setting click here!
All the best!!
Renee Starms