Free training on referrals (Transcript)

How to Get Unending Referrals And Enroll More Distributors Now
Overview

Copyright Priceless Possibilities

www.PricelessTrainingTools.com
Text

760-208-1382

Overview



760-208-1382

Overview

Overview
Getting Started
4 Major Components
2 Simple Conditions
Absolute Certainty
What’s Most Important?
Building Rapport
Summary of How to Get Referrals Effectively
Getting More of What’s Important
Your Ideal Client
Asking for Referrals
How to Contact Your Referrals
The Reason for the Call
4 Qualifying Questions
3 Way Call
Pain vs. Pleasure
Summary



760-208-1382

Overview

“How to Get Unending Referrals and Enroll More Distributors Now” is a simple, yet powerful system that can work
wonders for any distributor!
Now as you’ve just heard, this program can literally change your life. That’s a bold statement, but one Michael is
convinced is absolutely true, when you practice this system. This proven system is made up of four key components that
will motivate others to want to give you referrals, and then show you how to invest your time with only people who are
seriously interested in your business so you can substantially grow your business.
In this tape program you will learn how to stop wasting time, energy, and money with people who aren’t really
interested in your business. After all, how does it feel when you have to talk with strangers to try and build your
business? How does it feel when someone promises to show up for a meeting and never shows, or even calls? You will
also learn how to only invest time with people who are really interested in your opportunity.
This system will help you quickly identify and attract key leaders. What’s it like when you’re around someone who is
passionate about your business? Imagine what it would be like to work with an organization full of passionate leaders.
You will also have a lot more time to better support those who’ve already enrolled in your organization. How might your
business be different when you have the time to really support your key leaders?
Last but definitely not least, you will have a lot more money and free time. You’ve heard of the benefits of building a
large organization: you could spend lots of quality time with your loved ones, travel wherever you want, live in your
dream home. Isn’t time that you get to live the life of your dreams rather than watching someone else do it? Welcome
to “How to Get Unending Referrals”, designed specifically for network marketers by Michael Price of Priceless
Possibilities.
Michael has had many tremendous successes in the area of sales, marketing, and working with networkers. Yet, it
wasn’t always that way. In the 1970’s he dropped out of college three times, couldn’t hold down a job, and ended up in
1980 at the age of 22 with literally fourteen cents in his pocket and sleeping on someone else’s couch, as he couldn’t
even afford to pay rent. He was thousands of dollars in debt and wasn’t exactly what you would call a success. At this
point, you might be wondering, “Why should I listen to this guy?”
Well, as a result of his many learning opportunities, in other words, what others would call failures, Michael made a
decision in 1980 that changed his life forever. He heard a saying that said, “If you want what we have, then do what we
do.” Michael began to study very successful people and noticed that these people had certain common principles that
they apply to their business, as well as their personal life. Michael became an avid student of studying these principles of
success and has continued to do so, with a passion, since 1980.
As a result of studying the principles of success and applying them in his own life, Michael has been able to turn his life
around dramatically. He believes that if he can turn his life around, then certainly anyone can because it’s the principles
of success, when applied that must create success. Michael utilized these principles of success to accomplish the
following:
In 1982 he became the #1 sales rep for the entire country selling alarms. Initially, he felt like quitting because door to
door commission sales was difficult, and he wasn’t making any sales for quite some time. He didn’t quit though, and
never quitting is one of the key principles of success in network marketing. If things haven’t gone your way so far, just
don’t quit. Listen to this tape repeatedly, apply the four key components for this program, and you will make
tremendous improvements in your business.


760-208-1382

Overview
Then he got a job with a major division of NCR, a fortune one hundred computer company. Michael was required to take
in-depth sales training for six months before he could even talk to a customer. After studying diligently to master the
principles of sales for six months and then applying them over the next few years, he became sales rep of the year for
the entire country. This was quite a contrast to the days when he had fourteen cents in his pocket and sleeping on
someone else’s couch. Was it luck that turned him around? Or rather investing his time to master the principles of
success?
Michael attributes his tremendous sales successes mainly to his system to attract unending referrals. Using this system,
you will generate an unlimited amount of referrals to be able to drastically change the way you qualify prospects so that
you only invest time with people who are seriously interested in your products and services. Imagine what that will do
for your business!
After working for NCR for five years, he left and became involved in network marketing in 1990. Michael also decided to
start his own business and opened a travel agency that grew at an average rate of 48% per year for five years to over 6
billion dollars a year in sales. Now this was an astounding feat when you consider the fact that the travel industry was
experiencing record bankruptcies, down-sizings and mergers. Michael’s track record shows that the principles of success
will work, even in a down industry. Just think how well they will work for you when applied to the network marketing
industry, which has been growing at a dramatic rate.
While Michael owned his travel agency, he created a no-cost promotion that went to 5.8 million City Bank cardholders.
City Bank paid for the printing and distribution of an ad for Michael’s company that had the phones ringing non-stop for
years. Imagine what can happen to your business when you learn how to motivate other individuals and organizations to
invest their time, energy, and yes, even their money to give you referrals.
Michael later sold his travel agency to focus on his passion of supporting others by creating a professional training
company. Before Michael began his own training company he was one of only ten trainers paid by Tony Robins Company
to travel around the world and support Tony at his live, public seminars. This enabled Michael to learn, first hand, many
principles of success by studying Tony, and many other world class trainers that Tony considers as his mentors.
In addition to the four key components of this program, many of these principles of success are sprinkled throughout
these cassettes. These principles are invaluable when acted upon. So give yourself the gift of listening to this program
repeatedly.
While doing his own seminars, Michael began to get rave reviews from networkers, which led him to create products
and programs exclusively for networkers. He has received outstanding endorsements from some of the top money
earners in the network marketing industry, as well as top experts such as John Milton Fogg, editor of “Success” magazine
and “Upline” magazine, Tom “Big Al” Schreiter, the top trainer in the networking industry for over twenty years, and
John Kalench, founder and president of “Millionaires in Motion”.
And now, with no further a due, it’s my great pleasure to introduce the man whose passion is to support networkers by
creating powerful tools and programs to help you live the life of your dreams: Michael Price of Priceless Possibilities.



760-208-1382

Getting Started
Congratulations for investing in this tape set because successful people know that the best investment
you could every possibly make is to invest in yourself so that you learn more. When you learn more you
can earn more and your income will be like a sign I saw in an office that said: ‘Your salary raise becomes
effective when you do.’
I would also like to acknowledge you for listening to this tape because you’re doing something that a
very small percentage of the population is willing to do. You are taking action on your dreams. You see,
it takes action to produce results and you’re doing something about your future. Most people are talking
and hoping and wishing that their life would get better. Yet, they are sitting at home watching the
income reducer. By the way, you do know what the income reducer is right? It’s the television set.
Because the more you watch it, the more it reduces your income.
According to insurance statistics, by the age of 65 95% of the people are either dead or dead broke, and
very few are financially free. Doesn’t it make sense that if you learn what the financially free people
know, and you do what they do, then you too can be financially free. So what are the financially free
people doing that the other 95% aren’t?
They invest in themselves, the take lots of action, they have a vehicle to get them where they want to
go, and a system to get them there quicker. You’ve already demonstrated that you’re willing to invest in
yourself and take action. So what do I mean when I say that financially free people have a vehicle to get
them where they want to go and a system to get them there quicker.
Let’s first talk about the vehicle. A vehicle is designed to get you from point A to point Z. Now, some
vehicles work better than others, don’t they? For example, imagine that you’re on a porch, and you see
a rocking chair. Now, you sit in the rocking chair and you begin to rock. It goes back and forth, back and
forth, back and forth. It really works well if you want to go back and forth, doesn’t it?
But what if you want to go somewhere? For example, what if you live in the suburbs and you want to go
downtown? Would the rocking chair ever get you there? Of course not, and why not? Because it was
never designed as a vehicle to move you from one place to another. It was always designed as a vehicle
to just go back and forth, back and forth. I’m sure you get the message, right? It will never change.
Now, what if you were to get in a Ferrari and go downtown? Couldn’t you get there just a little bit
quicker? Of course you could, provided that you know how to drive it. You see, you could have one of
the fastest cars in the world, but if you don’t know how to drive it would you ever arrive at your
destination, at least in one piece? Probably not, or at least it might take you a very long time.
So why am I talking about a rocking chair and a Ferrari? Well, in life there are many different financial
vehicles that will allow you to go from point A to point Z. In other words, from broke, or as some people
would call it, way past broke, that’s where you owe thousands of dollars, to financially free. Now some
vehicles, like trading your time for money, are designed to go back and forth, back and forth, back and
forth, and will never get you to point Z or financial freedom.



760-208-1382

Getting Started
Most jobs, which as you know stands for “just over broke”, that trade time for money, follow the typical
40/40/40 philosophy. So if you haven’t heard of that, here’s what it is. You work 40 hours a week for 40
years and try and live off 40% of your income that you couldn’t live off of in the first place. You can bet
that’s not what successful people are doing.
Other vehicles like network marketing allow you, just like the Ferrari, to get where you want to go much
quicker if you know how to operate them. Again, this is where a proven system is critical. Again, you
could have the world’s best vehicle, just like the Ferrari, but would never get where you want to go if
you don’t know how to drive it effectively, and that’s why financially successful people have a system,
which is what this tape program is all about. This tape program is a proven system for generating
unending referrals.
I acknowledge you for your very wise decision to get involved in network marketing, which is also known
as multi-level marketing or direct marketing, because it’s a vehicle that allows the common person to
earn an uncommon income. Direct marketing is word of mouth advertising which has been proven to be
the most effective way that people make their purchasing decisions. Don’t you trust the word of mouth
advertising, in other words, a referral, from a friend much more than a paid advertisement from a
company?
Network marketing is a vehicle that allows you to earn income from the efforts of other people. Jay Paul
Getty, one of the richest men in history, said that he’d rather have 1% of the efforts of 100 people than
100% of his own. Also, according to Forbes magazine, the 400 richest people all own their own
businesses. Think about that. They all own their own businesses, and therefore earn money from the
efforts of other people.
According to a CNN poll, 87% of the people surveyed said they’d like to own their own business if it
were affordable. Network marketing is a vehicle that allows you to own your own business and, in most
cases, for a very minimal investment.
Now compare that with owning a franchise or a traditional business. According to a survey of the top
100 franchises, you would have to invest over $200,000 just to get started with a franchise. Now, I don’t
know about you, but I wouldn’t want to invest over $200,000 just to start a business. But, what do you
think is the number one reason why there are lots of people who are willing to invest that kind of
money? Because, successful franchises have a system to generate profits. These people are investing a
lot of money just to have a system for success.
The important question is, do you have a system for generating referrals effectively, and then, does that
system help you to quickly sort through the people to immediately determine who is serious about
getting involved with your opportunity so you use your time wisely.
It’s critical to your financial well being to learn how to master a system for referrals and get excited,
because that’s what you are about to learn.



760-208-1382

Getting Started
Now if you decide you don’t want to invest over $200,000 to start a franchise, what about starting your
own traditional business? Do you really want to have the legal and tax liabilities, employee headaches to
deal with, office space, and the requirement that you must be open for business or you are losing
money?
Meanwhile, what if you choose the vehicle of working for someone else where you trade your time for
money to achieve financial freedom? What’s happening in the corporate world? Companies are downsizing, resizing, and merging at an all time record pace. Many workers who thought they had a “job for
life” are rudely awakened to learn that they’re now looking for a job after working for a company for 10,
20, or even 30 years.
Did you know that the largest employer today is a company called Manpower which is a temp agency?
What does that have to say about the stability of working for a company?
And how about our good ole’ government system for Social Security? Is the vehicle of Social Security
going to take care of all of your needs when you retire? Not hardly! Did you know that the Social
Security System is expected to be bankrupt by the year 2029? And is it any wonder that in a study, there
were more Generation Xers that believe in UFOs than in the Social Security System? Think about that!
So, you made a decision to get involved with the vehicle of network marketing. You may have noticed
that approximately 95% of those involved aren’t getting the results they really want. Why is that
happening? The 95% that don’t have the results they want haven’t learned what the 5%, that are living
the life of their dreams, already know.
So, what do the top 5% in network marketing know that the other 95% don’t know? The top 5% have
learned how to apply certain key principles of success in networking. Of course, in order to apply the key
principles of success, you must first know the key principles of success.
So, what might you guess is a key principle of success in network marketing? Successful network
marketers have a system for attracting lots of referrals and then they sort through the referrals for key
leaders. By having a system for attracting and sorting through lots of referrals, they can find enough key
leaders, and have the time to train their key leaders to duplicate their system.
People who aren’t having the success they want in network marketing, don’t have a system for
attracting lots of referrals, and therefore spend lots of time trying to convince people to get involved in
their opportunity.
People who are convinced usually end up quitting, and the person doing the convincing has little to no
time to effectively train people to duplicate a system that isn’t working in the first place.
This system on referrals is guaranteed to produce results for you when you work it. It’s kind of like the
little black box in an airplane. Doesn’t it seem like no matter how badly a plane crashes, they always
seem to find that little black box so they can figure out what happened? And if you’re like me, have you
ever wondered why they don’t make the whole plane out of that same stuff?


760-208-1382

Getting Started
Now, these tapes are comprised of 4 simple concepts that build on one another to create a powerful
system that will help you enroll more distributors. And when you teach others in your organization to
duplicate this system, you can live the life of your dreams. Therefore, I strongly urge you to listen to
these tapes repeatedly and do so with a pen and notepad in a place where you can really focus on
what’s being said.
Successful people listen to tapes repeatedly so that they know the principles of success so well that they
can apply them in any situation. Get excited! Because you’re now about to learn how you can become a
top money earner and remember, when you learn more, you will earn more.



760-208-1382

4 Major Components
There are 4 major components that are addressed in this tape.
Number 1: Learn how to meet just two key criteria so that you can be comfortable asking anyone for
referrals.
Number 2: Learn how to ask for referrals effectively so that anyone will want to give you referrals.
Number 3: Learn how to contact your referrals so that they are glad that you called, and they’re open to
hearing your opportunity.
Number 4: Learn how to ask just four key questions so you only give presentations to people who are
seriously interested in your business opportunity.
Again, when you learn how to master these four components of how to get unending referrals you will
substantially increase your income and live the life of your dreams.
Now, some of you might wonder how I can be so confident to guarantee that you can substantially
increase your income and live the life of your dreams. Well, let me ask you a few questions and these
will be very easy answers so no one will fail this test, don’t worry.
When you add 2 + 2, what result will you get? Of course, the answer is 4. Now, how often will you get
the result of 4? Will you get 4 some of the time, most of the time, or all of the time? Of course, you’ll get
4 all of the time. And would it matter if you are young or old when you added 2 + 2? How about if you
are rich or poor? Educated or uneducated? Will it matter if you are a man or a woman? Will it matter if
you’ve never added 2 + 2 before? It won’t matter, will it? You must always get the result of 4 when you
add 2 + 2.
Now, why must you always get the result of 4 when adding 2 + 2? Because there is a mathematical
principle or law of mathematics that says, whenever you add 2 + 2 you must always get a result of 4.
Again, it doesn’t matter whether you are young, old, rich, poor, educated, uneducated, whether you are
a man or a woman, or whether you’ve never added 2 + 2 before, because there’s a principle that, when
applied, must always work regardless of who’s applying the principle.
Let me ask you another question. If I held a pen three feet off the ground, and there was nothing
between the pen and the ground when I let go of it, would it hit the ground some of the time, most of
the time, or all of the time? Whether you are young or old when you drop the pen? How about if you’re
rich or poor? What if you’re educated or uneducated? What if you’re experienced or not with dropping
pens? Whether you’re a man or a woman? It won’t matter will it? And why must the pen always hit the
ground when you let go of it? Because there’s a principle or law of gravity that will have anything that
you hold above the ground, drop to the ground once you apply the law of gravity. Again, does gravity
work some of the time, most of the time, or must it work all of the time? Of course, the answer is all of
the time.



760-208-1382

4 Major Components
Now, let me ask you a very exciting question. Do you think that someone that produces success
consistently does so by coincidence or luck? No. Success leaves clues, and there are certain principles of
success just like mathematics or gravity that, when applied, must produce the results of success.
Have you ever heard about one of the greatest books of all time called Think and Grow Rich? It’s an
undisputed classic and world renowned. And why does it continue to sell millions of copies when it was
originally written back in 1937? Because it is comprised of principles of success that work. These
principles worked then and they’re still working today, and guess what? They are going to continue to
work in the future. Not some of the time, or even most of the time, but success must occur every single
time when you apply the principles of success.
So when you apply the principles of success, could you be successful if you’re young? What if you’re old?
What if you’re rich? What if you’re poor? What if you’re not a college graduate? What if you’re a man?
Don’t hold that against us, guys, right? What if you’re a woman? What if you’ve never applied the
principles of success before? Can you still be successful? Of course you can. You must always achieve
success when you apply the principles of success regardless of your present situation. It doesn’t matter
where you are right now.
So what if you’ve never been involved in network marketing before? Or what if you’ve been involved for
a long time and never achieved the results you desire? Doesn’t it make sense that you must also achieve
success when you apply the principles of success to network marketing? Of course you will, so get
excited!



760-208-1382

2 Simple Conditions
So let’s begin with the first of four major concepts of this tape system which is learn how to meet just
two simple conditions so that you can feel comfortable asking anyone for referrals.
Now, could someone who isn’t interested in your opportunity know others who are very interested? Of
course they could, and that’s why successful networkers ask anyone for referrals. After all, are most
people really satisfied with their income and working conditions? Studies show that an overwhelming
percentage of people aren’t satisfied with their current livelihood so doesn’t it make good sense to ask
anyone if they’re interested in changing their situation?
Why don’t most people ask for referrals even though we know that it’s the fastest, it’s the easiest, and
the most cost effective way to build your business? Because people make decisions based on emotion as
opposed to logic. And are most people comfortable with asking for referrals? Logically we know that it’s
in our best interest to ask for referrals but emotionally it doesn’t feel comfortable. Are you asking
everyone for referrals?
Imagine, what if everyone wanted to give you referrals? What if they literally thanked you and called
you to give you referrals? It’s a concept isn’t it? How would you feel about asking for referrals under
those conditions? What if I could show you how anyone would want to give you referrals when you
meet just two very simple conditions? Isn’t that something that makes you sit up and listen a little
closer?
So, what are the two key conditions? Give your prospect greater value, number one, and number two,
give them certainty. You do these two things and anyone, not some of the people or most of the people,
but anyone will give you a referral. Let me give you some examples of this.
Consider this, if you had a five dollar bill would you be willing to give it to me if I gave you a twenty
dollar bill in return? Of course you would. Now would some of the people, most of the people, or would
everybody give me their five dollar bill if when they give me a five, they’d receive a twenty in return? Of
course, the answer is everyone. Again, these questions are going to be really simple questions. Ok?
Now, what if I had a one dollar bill? Would you be willing to give me your five dollar bill for my one
dollar bill? Of course you wouldn’t. Now, would some of the people, most of the people, or would no
one give me their five for my one dollar bill? Of course, the answer is no one.
By the way, if there is someone out there who would give me their five for my one, please contact me
with your name and address as soon as possible. Now, in all seriousness, why would anybody be willing
to give me their five for my twenty, but no one give me their five for my one? The answer is very simple.
Anyone will give me their five for my twenty because I’m giving something in return of greater value,
and no one would be willing to give me their five for my one because I would be giving them something
of lesser value.
And let me ask you this question. If I was willing to give you twenty dollar bills every time you gave me a
five dollar bill, would you give me a five dollar bill some of the time, most of the time, or all of the time?
Of course, you’d give me five dollar bills all of the time. You might think that I’m a little out of my mind,
but you’d keep giving me five dollar bills all day long, wouldn’t you?
Now, what if you ran out of five dollar bills? Would you borrow five dollar bills from your friend if every
time they lent you a five dollar bill, and you gave it to me, I’d still give you a twenty dollar bill in return?
Of course you would. Now, what if your friends ran out of five dollar bills? Would you even ask a



760-208-1382

2 Simple Conditions
stranger to lend you a five dollar bill, if every time you borrowed a five dollar bill from a stranger and
gave it to me, then I would still give you a twenty dollar bill in return? Of course you’d ask a stranger.
You mean, you’d even ask to borrow money from someone you didn’t even know? A total and complete
stranger? Why would you do that? The answer when examined is quite simple. You’d be willing to ask a
complete stranger for something when you believe that you’ll get something of greater value for your
effort. Think about the power of that for a moment. You’d be willing to ask a complete stranger for
something when you believe that you’ll get something of greater value for your effort.
Now, what if your five dollar bill had the same value to you as a referral? Would you give me your
referral in exchange for my twenty dollar bill? Of course you would. Again, if your five dollar bill had the
same value to you as a referral, would you give me your referral for my one dollar bill? Of course you
wouldn’t.
So what’s my point? Anyone will be willing to give you a referral when you give them something of
greater value. Not some of the people, not even most of the people, but everyone. Now, this may sound
very simple yet, it is the first condition that must be met in order to get anyone to give you referrals.
Asking for a referral is nothing more than making an exchange. Getting someone to join your business
opportunity is nothing more than an exchange. If people aren’t doing an exchange with you, in other
words, if they aren’t joining your business opportunity or giving you referrals, then you aren’t meeting
the first of the two conditions necessary to have people doing exchange with you.
When you give people something of greater value, they will always want to do an exchange with you.
It’s basic human nature. Anyone will be willing to give you a referral when you’re willing to give them
something of greater value.
So, how specifically does this apply to referrals? Well, doesn’t it make sense that if you’re meeting the
two conditions necessary for anyone to do an exchange regarding referrals, then anyone will be willing
to give you a referral? Of course it does.
So let me ask you this question. What if, in your mind, a referral is worth five dollars? In other words,
the value that you that you place on giving someone a referral is five dollars. Now, would you give
someone a referral, again, five dollars worth of value, if the other person gave you nothing in return? Of
course you wouldn’t. And often I’ve seen people asking for referrals without ever offering anything in
return.
Again, would you give someone a five dollar bill if you got nothing in return? Of course not! So is it any
wonder that people don’t give referrals when they aren’t offered anything in return? Wouldn’t you be
more likely to give someone referrals when you get something of greater value in return? Of course you
would.
Now, every referral has a different value for each person. For example, for some people, the value of
giving out a name doesn’t matter to them and they might have a low value of one dollar for a referral.
For someone else, they might place a higher value, such as twenty dollars, on giving out a referral and
for others, giving out the name of one of their good friends or business contacts might have a much
higher value such as one hundred dollars.
So under the example that I just gave, with the one dollar, twenty dollar, and one hundred dollar value
for each of three different people, under that example, how many exchanges might occur if you’re



760-208-1382

2 Simple Conditions
offering twenty dollars for a referral? Probably only one person because the person who values a
referral at one dollar would gladly give you their referral for a twenty dollar bill, but the person that
values their referral at twenty dollars might not because there’s no win in it for them, and the person
that values their referral at a hundred dollars definitely wouldn’t give you a referral if they only got
twenty dollars in return.
What if, however, you were able to increase that twenty dollar bill that you were offering? In other
words, increase the value, and make that twenty dollar bill a five hundred dollar bill. Using the previous
example, how many people would now be willing to give you a referral? All three of the people.
The person that had a twenty dollar bill would now find it worthwhile to give you their twenty for five
hundred, and the person that wouldn’t give you their one hundred before, would now give you their
one hundred for five hundred.
Do you see how by just increasing the value of what you offer for a referral, how you can increase the
number of people who will give you referrals? Now, you might be wondering, how would I apply this
concept to what I do? Now I’m not saying that you always need to give money in exchange for referrals.
As a matter of fact, money is often the number five or six motivator for many people depending on what
study you read.
So, what are some other ways, other than money, that can add value, and therefore, increase
someone’s likelihood of giving you referrals? Acknowledgement or praise is often rated one of the top
motivators for many people; yet, most people overlook this simple yet powerful concept. So how
specifically can you use acknowledgement to motivate someone to want to give you referrals and why is
it such a great tool?
Specifically, you can do some little things, such as use the person’s first name, and you’d be amazed at
how just using someone’s first name makes them feel that they’re special. Of course, you’ll want to
make sure that you have their permission to use their first name if you don’t know them well. Also,
you’ll want to make sure that you don’t over use it as well.
Another way to acknowledge someone is to notice something specific about them or what they’ve done
that you sincerely appreciate. The key here is to be genuine and to be specific. For example, if you were
to tell someone that you think they’ll be successful, that might not mean very much to them. However,
if you were to tell them that you’ve noticed how they’re always showing up to opportunity meetings,
how they’re consistently investing and learning more about their business, and how they’re always
asking great questions from people who’ve achieved lots of success, and therefore, you feel confident
that they’ll be successful. That would be a lot more meaningful to the person you acknowledge because
you’re being specific which makes the acknowledgement much more valuable.
The reason why it’s so important to begin a conversation or a meeting with an acknowledgement is that
developing rapport, which is the ability to get along well with someone, is a key requirement for most
people to do business.
For example, there’s a saying I like a lot that says, “People don’t care how much you know until they
know how much you care.” When you begin a meeting or conversation with someone by taking the time
to first acknowledge them, then you’ve made them feel special and noticed. People in general love to
feel special and are willing to do almost anything to receive the attention that makes them feel special.
That’s why some people do drugs, join a gang, and act out in many ways because it gets them the



760-208-1382

2 Simple Conditions
attention which makes them feel significant. Now of course, I’m not suggesting do drugs or join a gang
or act out, but pay attention and notice that acknowledgement or making someone feel special is very
important to many people.
So, what might be some other positive ways that you can help people to feel significant? One thing
that’s worked extremely well for me is to always ask others first if there’s anything that I can do to
support them. You’ll be amazed at the response you’ll get from others when you first, genuinely ask
them if there’s anything you can do to help them. Most people are so amazed that they usually can’t
think of anything they need, but they will turn around and ask you how they might be able to support
you.
There’s a basic principle called reciprocity where people feel motivated to give to you when you’ve given
to them. Just like gravity, reciprocity works and that’s why it’s so critical to ask first how you might be
able to help others.
I’m going to share with you a little story for example. A few years ago I was in Hawaii. I was one of a
hand full of trainers paid by Tony Robins to support him at his live public seminars in doing a training
with other trainers. And part of the training was, we were playing paintball. Tough training wasn’t it?
Paintballing in Hawaii, I know, but you know somebody had to do it. So anyway, our team was not doing
that well. And there was a team, team six, that was beating, they were creaming, everybody. And what I
noticed was people from other teams kept coming up to team six and asking them, “How are you doing
this? What’s your secret?” And as they did this, team six stood there with crossed arms and didn’t
divulge their secrets to anyone.
Now, after we just recently played a team, team number two I think it was, there was a woman on our
team named Jane. Jane went up to team six, the team that had been creaming everybody, because team
six was getting ready to play team two, and Jane went up to the people on team six and said,
“Hey, you know, I noticed you’re getting ready to play team two, and we just played them, and there’s a
few key tactics that some of their people employ and I thought I’d share those ideas with you.” And as
she began to share the ideas with them, immediately, I noticed, that their crossed arms quickly dropped
and as soon as Jane was done, with no expectation in mind, sharing all of the key ideas that team two
had utilized to try and beat us, team six immediately asked,
“Hey, what can we do to help you?” She said, “I noticed that you guys have been doing pretty well,
what’s your secret?” And immediately they began to tell her. Remember the point of this story. Give
first, give unconditionally and you’ll be amazed at how other people will immediately stop their agendas
and will ask how they can support you.
Another powerful tool is to take time and look people in the eye. Now, I know that these things may
sound like they don’t mean much, and yet I’ll invite you to use them consistently. You’ve probably heard
about most, if not all, of these things yet the question is, are you doing them all? If you know something
but you aren’t doing it, will you get the results?
Why not put some thank you cards on your desk? Hand writing thank you cards works wonders. Make it
a habit to send out at least 3-5 hand written cards every day and teach your organization to do the same
thing, and you’ll be amazed at the results.



760-208-1382

2 Simple Conditions
Now, will you get results immediately? Maybe not, probably not, but I can guarantee you that it’s the
little things that are done consistently over time that produce major results. Of course, the opposite is
just as true. The small things neglected consistently will have a dramatic effect over time. You can count
on it.
For example, what would happen if, just for today, you didn’t brush your teeth or you didn’t shower?
Probably nothing major, certainly you wouldn’t die right? Now, what would happen if you didn’t do
either one of these things for a week? You still probably wouldn’t die but others wouldn’t be willing to
hang around you for long. I’m sure you’re getting the point, aren’t you?
Now, what are some other ways to offer something that is extremely valuable in exchange for referrals
yet doesn’t cost you a lot of money? Let me ask you a question. What’s really important to your
prospect; the actual cost of something or the perceived value it has to them? Of course, perception is
everything. If you spent twenty dollars on something that they feel is only worth one dollar would they
give you five dollars for it? Of course not. And what if you spent only one dollar on something that has a
perceived value of twenty dollars to your prospect? Would they give you five dollars for that? Of course
they would. So the key here is perception, not what you’re actually spending. That’s why that you want
to really increase the value of what you offer for a referral it doesn’t mean that you have to spend a lot
of money. In fact, I would suggest that you find ways to increase the value without increasing your cost
at all.
One great way to do this is to ask yourself and others, “What’s a great way to increase the value that I
can get for a referral without increasing my cost?” Keep asking that question again and again. And
another great question would be, “What would be another way?” Keep asking yourself and the people
in your organization these questions and I’m confident that you’ll come up with some great ideas.
For example, after asking myself these questions I came up with the idea to offer a vacation certificate
good for three days, two nights’ accommodations in many beautiful resorts valued at hundreds of
dollars that only cost me fifteen dollars. I offered one of these certificates as a raffle prize to anyone that
provided me with two referrals on the back of a business card at a training I did and generated hundreds
of referrals, making my cost literally pennies per name.
Now, for the people who are really motivated by money, you may want to offer cash for referrals, and I
would pay cash rather than a check because it has a greater perceived value. Aren’t you more excited
when someone gives you cash rather than a check even though it’s worth the same exact thing? Again,
remember that it’s the perceived value that is important to your prospect and not the actual value.
If you’re offering cash, I would only offer it in exchange for the referrals that do business with you. In
other words, only pay for results. If you need to offer cash I would strongly suggest that you know the
value of your average customer and offer the person that gave you the referral as much as possible up
front. Now you did hear me correctly. I said as much as possible up front. And why do I suggest that you
give as much as possible up front? Why do you think that most network marketing companies have a
fast start bonus or a coding bonus? Because they know that most people that don’t see a return in the
short term end up going elsewhere.
That’s why it’s very important when you’re offering someone something in exchange for referrals, that
you reward them as soon as possible and as much as possible up front. Again, I strongly suggest that if
you’re offering cash that you only pay for results.



760-208-1382

2 Simple Conditions
Second, what do I mean by knowing the value of your customer? Well, if your average customer buys
products from you that generate an initial bonus of $75, and on-going commissions every month of $25,
then that customer would be worth $75 to you immediately, or up front, and another $300 over the
next 12 months. That’s $25 a month times 12 months. It might make a lot of sense to offer 100% of the
upfront $75 commission as a referral fee immediately if, and hear me clearly, if the average customer
stays on for a long time. Let’s say for 12 months, generating you $300 in commissions over the next 12
months. That’s why I’ve seen many very successful companies even take a loss up front when they know
that they will more than make up for it on the back end.
For example, some department stores offer what are called “Loss Leader Products”, meaning that they
advertise a special at such a low price that they may even take a loss on the product. And why would
they do that? Why would somebody take a loss on a product? Remember this phrase, “The bottom line
is the bottom line.” The bottom line is overall profit.
When they advertise a product at such a low cost, they know that it will generate so much traffic to their
store, and that the average person will buy three additional products to where the company will make
100% profit on those products to much more than offset the Loss Leader Product. Again, the bottom line
is the bottom line. That’s why some people who don’t want to give away much upfront miss out on a lot
of referrals. While those that offer as much as possible upfront generate a lot more ongoing business.
Remember, again, remember that cash is not the number one motivator for most people.
Acknowledgement or attention is the number on motivator for many people. In reading Mark and Rene
Yarnell’s fabulous book called, Your First Year in Network Marketing they stated that the few times that
they’ve cried in public was when they were acknowledged for helping others. The times when they were
most touched was when others would stop to give them a phone call to thank them for making such a
difference in their life. Never, ever underestimate the power of acknowledgement.
Now, earlier I talked about knowing just 2 simple principles that will make sure that anyone will want to
give you a referral. I’m sure you remember the first principle that was needed in our five dollar versus
twenty dollar bill example, right? It was that you must offer something of greater value which is why I
just went over the many different ways that you can increase value for someone to give you a referral.



760-208-1382

How To Get Unending Referrals And Enroll More Distributors Now
Absolute Certainty
Now, what’s the second condition that must be met in order for people to do an exchange? In other
words, to either join your opportunity or give you referrals? What if someone thought a five dollar bill
for a twenty dollar bill? Now, that sounds too good to be, what? True, right? Haven’t you ever felt that
way at one time or another? Were you willing to do an exchange when you felt that something was too
good to be true? Or didn’t you find yourself hesitating? Or telling someone possibly that “You know, I
want to, uh, think about it”?
Now, how often do you get calls from people at a later date saying they want to think about it when
you’ve asked them for referrals? Doesn’t it seem like you’re a lot more likely to get hit my lightning than
to get a call from someone who said, “Hey, I wanted to think about it, now I’ve got a referral for you.” In
all seriousness, when people feel that something is too good to be true, they either hesitate, they want
to think about it, or they don’t take action. And why do they hesitate? Because they don’t have
certainty. Key word here is certainty. They don’t have certainty that their decision will work out well for
them. People don’t want to lose. People want to win. Everyone wants to win.
Now, when you have absolute certainty that whenever you give someone a five dollar bill you’ll get a
real twenty dollar bill would you ever hesitate? Of course not. So, if someone hesitates to get involved in
your business opportunity, or if they hesitate in giving you a referral, it’s because they don’t have
absolute certainty that they will win. In other words, they have doubt that they’ll get more value than
what they’re offering. That makes sense doesn’t it?
However, when you are meeting the two conditions necessary for an exchange, again, number one
giving more value and number two creating certainty, then anyone, anyone will be willing to do an
exchange, which is all that getting a referral is about.
So how specifically do we increase the certainty for people we want to get involved in our business
opportunity, or for those we want to get referrals from? Well, one great way is to provide
documentation in writing. Another great way to increase certainty is to get documentation from an
authority, such as someone in a professional position.
See, it’s one thing to say a certain doctor, lawyer, or magazine said something about your product, your
service or your company, and yet it’s much more powerful to show evidence in writing that someone in
the position of authority gave you an endorsement. For example, even if someone doesn’t want to get
involved in your business opportunity, make sure, first, that you thank them because remember,
successful networkers sort rather than convince. Then show them documented evidence as to what
others have to say about your opportunity.
Now, just because someone isn’t interested in your opportunity at this time doesn’t mean that they
won’t be impressed with the documentation proving how great your products, service, and company is.
When they have more certainty that you and your company have a lot to offer, they’ll be much more
likely to offer you referrals.



760-208-1382

Absolute Certainty
Another way to increase certainty is to get written endorsements for the service that you provide
because, again, you are unique, nobody can replace you. So make sure you get written endorsements
for the service that you provide.
Make sure that you ask for endorsements and follow up when people offer them, as many times people
get busy and best intentions may not produce the results you want. It’s your responsibility to follow up.
Also, several different endorsements from different types of people and/or different types of businesses
will add to your credibility.
Another great way to provide certainty is to offer a written guarantee. Now most people offer a money
back guarantee, and that’s not bad, but let me ask you this: Would you rather receive a money back
guarantee or a better than money back guarantee? Would you rather receive a better than money back
guarantee that eliminates all of the risk for someone to get involved in your opportunity or to give you
referrals? Of course you would. I know I would. So, how specifically do you create a better than money
back guarantee?
First of all, always put it in writing. Second, always make it easy for people to get their money back if
they request it as you always want people to have a positive experience in doing business with you.
Third, always give them something extra that they can get just for trying your service, even if they do
want their money back.
For example, information is something that is very valuable that you can get for free in many places
especially on the internet. You can give away extremely valuable free reports that others have created.
You don’t even have to create them. But you can give away extremely valuable free reports that others
have created as some authors would really want the free exposure. Let people know that by trying out
your opportunity they have a 100% money back guarantee for the products or services they purchase,
plus, they’ll receive a free report or a certificate for a free service that they can keep even if they want
to return their products to you.
Many small business owners who operate a service only type business would be willing to give away
their service when you can show them that people, who you might offer a free certificate to, would be
great potential long term clients, making them a lot more money in the long run. Remember the phrase
I mentioned earlier, the bottom line is the bottom line.
For example, I’ve utilized the service of the massage therapist and shown her that by her offering her
service for free to my clients for one half hour, then I could bring her a lot of potential clients that have
ended up becoming long term repeat customers. She has won by offering her service for free and you
might want to get with your up line and discuss how you could utilize this principle as it is extremely
powerful. Of course, you can apply the same principle and give away free samples of your product or
service if it’s applicable.
So how does this principle work for referrals? Let people know that you’ll compensate them for every
referral that either gets involved in your opportunity, or purchases products from you. If, however,



760-208-1382

Absolute Certainty
nobody joins your opportunity, they still will have a guarantee that they will always win by giving you
referrals when you offer to give them a free reward or a free massage certificate just for giving you
referrals. In other words, they have a “better than money back guarantee” so to speak, even though
there’s no money involved on their part when giving you referrals because they will always win when
giving you referrals as long as you provide them with something of value free just for the referrals as
well as something of value when people purchase products or get involved in your opportunity.
Good job! You have just completed the first concept out of the four key concepts on this tape program
of how to get unending referrals and enroll more distributors now. You can easily get anyone, not some
of the people, or even most of the people, but anyone to offer you referrals by simply meeting just how
many conditions? Two. Just two, that’s it. It’s very simple.
Number one: Offer greater value than what you ask for in return. And number two: Provide certainty.
When you meet these two conditions, anyone, you’ve heard this before, and guess what, you’ll probably
hear it again, anyone, not some of the people or even most of the people, but anyone will be willing to
do an exchange with you. And when someone gets involved in your business opportunity, or gives you
referrals, all they’re doing is an exchange.
Improve the value on your side of the equation by increasing the perceived value of what you’re offering
and increase the certainty and you must, must improve your results. I would strongly suggest that you
listen to this section of the tape program repeatedly until you’ve mastered this principle. After all, do
you think successful people only listen to a tape program once? Do you really want to be successful?
Now that’s an obvious question isn’t it?



760-208-1382

Now that you’ve mastered the first principle of this tape, you can feel confident asking anyone for
referrals because after all, isn’t it really in their best interest to give you referrals? It is when you provide
them with lots of value and lots of certainty.
So now that you’re asking everyone for referrals, doesn’t it make sense that you learn how to ask
effectively? What if I can show you one key technique that has gotten me literally thousands of
referrals? I’ve even had people give me their entire database on computer disk. Isn’t that something
that would be valuable to learn? Well get excited because this next principle has profoundly changed my
business and it will change yours as well.
So, let’s imagine that it’s your tenth birthday. Now for some of us it might be a little bit easier or a little
bit harder to remember that but let’s just imagine it’s your tenth birthday. And your parents tell you
that you can invite whoever you want to your birthday party. So you invite lots of your friends.
Now, think about the one gift that you really want the most if today is your tenth birthday. Get specific
about what you would really like the most. Do you have it clearly in your mind? Ok, now imagine your
friends are all arriving at your birthday party and they’re bringing gifts. Sounds pretty good so far
doesn’t it? How would you feel if you opened up all of your gifts and nobody brought you what you
wanted? You might even be a little disappointed right? But, how would you feel if another friend, who
we’ll call Curtis, arrived late and brought you exactly what you wanted most for your birthday? I’m sure
you might think, “Hey, Curtis, he’s a pretty great guy,” right? Of course you would. You might even offer
Curtis an extra piece of cake and ice cream and invite him to all your other birthday parties. Now, being
serious, I’m sure that you’d have a special feeling for Curtis because he was the person that brought you
what you wanted most.
So you might be wondering, why am I telling you this story about a birthday party? Well, whether you’re
ten years old or a hundred years old, or anywhere in-between, everyone has a list of the things they
want most in their life, and everyone has something that is number one on their list. Think for a moment
about what’s the number one thing that you’d like to have most in your life. What’s really most
important to you? Do you have something specific in your mind? Now, how would you feel if I help you
to have more of whatever is number one on your list? Wouldn’t you think highly of me? Of course you
would.
Now, you want to make sure that you someone what they really want most and not be ignorant to the
fact that some things are very important to other people. In other words you don’t want to be like the
guy I about recently in the following joke where, if you’re a guy and you’ve decided that you truly love a
woman, and you want to spend the rest of your life with her, sharing the joys and the sorrows, the
triumphs and the tragedies, and all the adventures and opportunities that the world has to offer, how
could you tell her? There’s three simple choices here: A. You could take her to a nice restaurant and tell
her after dinner. B. You could take her for a walk on a moonlit beach; you could say her name and when
she turns to you and with the sea breeze blowing in her hair and the stars in her eyes, then, you could
tell her. Or C. Tell her what?
Now, obviously you don’t want to choose answer C. You want to give people whatever is most
important to them. So make sure that you’re very aware of what’s most important for them. And how
do you think you’re prospects will feel about you when you help them have more of whatever is most
important in their life? Of course they’re going to be raving fans of yours. They’re going to remember
you and think highly of your for a long time.



760-208-1382

What if you could help people have more of whatever is most important to them every time that they
give you referrals? Think about that for a minute. What if you could help people have more of whatever
is most important for them every time they give you referrals? Don’t you think that they might be just a
little more motivated to give you referrals? Don’t you think they’ll be happy and excited about finding
ways to give you referrals if every time they give you a referral, you help them have whatever is most
important to them? Of course they will. You’re now beginning to see how powerful this one concept is,
aren’t you?
When your prospects really understand that every time they give you referrals they get more of
whatever is most important to them, they’ll come running to you. They’ll pick up the phone and call you;
they’ll write you letters giving you referrals; they’ll take time to go through their database and give you
literally dozens of referrals.
So now you might be wondering, how can I get people to understand that every time they give me
referrals I will help them to have whatever is most important to them? This is a very simple four step
process that will change your business and your life forever. First I’m going to give you an overview of
the process with you and then I’ll go back and review the four steps in detail.
So the overview of the four step process is as follows, and in this example we’re going to use Nancy as
the person who you want to get referrals from, and let’s suppose that you market health products just
to simplify the explanation of the process.
So step one is to build rapport with Nancy so that she feels so comfortable with you that she feels like
she’s known you for a long time. Where she likes you and she trusts you. Feeling comfortable with you
and trusting you, she’ll be open to answer questions that you’re going to ask her.
Step two is to ask her what is to ask her what is most important to her and to help her to get really
specific about what it is so that she can experience it emotionally. Again, remember most people make
decisions based on emotion and then they justify with logic.
Step three is to help her realize the relationship that the more referrals she gives you, the more likely
she is to get whatever is most important for her.
And step four is to ask specifically to generate lots of referrals.
So now, let’s go over the actual four step process as follows. First of all, know that this process is
designed for your prospect to get really clear that it’s in their best interest to give you referrals. Now of
course, getting lots of referrals does benefit you as well but, after all, who’s the most important person
to your prospect? Of course it’s themselves. And when you can help them realize that it’s in their best
interest to give you referrals then they’ll want to give you referrals because it really supports them.
This way, getting referrals isn’t a manipulation technique, it’s not a sales technique, but instead it’s a
process of helping your prospect to realize that you really care about them and you want to help them
get more of whatever is most important for them. Once they realize that you really care about them and
are sincerely interested in helping them to get more of whatever is most important for them, then they
want to give you referrals. I’m sure you’ve heard this a few times now, right? They will want to give you
referrals. You will be one of the very few people who have bothered to find out what’s really important
to them and you’re committed to helping them make sure they get it. This whole process is going to be a
series of asking what? Questions. You’re going to hear that word here quite a few times today so



760-208-1382

remember, questions are the key. Again, you’re going to be asking questions that gently helps your
prospect to realize that they will get more of whatever is most important to them as they give you more
referrals.
So step one, let’s get started. Step one is to develop rapport with your prospect.



760-208-1382

Building Rapport

When you develop rapport, your prospect will feel comfortable in answer your questions about what’s
most important to them. The key is to build rapport, but just what exactly is rapport? Rapport is when
two people feel that they have things in common; they feel comfortable with each other as if they’ve
known each other for a long time that they’re friends even. Haven’t you ever met someone that you
didn’t know before but within just a few minutes you found yourself really liking them, and feeling like
you’ve known them for a long time? How does that occur?
What if you could learn to create that experience whenever you like? Wouldn’t that be very valuable,
because after all, who do you do business with? People you like and feel comfortable with or people you
don’t like and don’t feel comfortable with? Obviously, most people do business with people they feel
comfortable with.
Developing rapport is a critical foundation that must be developed before you get into your
presentation. And, what might you imagine is a great way to build rapport? Ask questions. Who do you
find yourself liking: someone who talks about themselves all the time or someone who asks you
questions about you? In general, people love to talk about themselves. When you’re interested in others
rather than being interesting, people feel that you really care about them. And again, as I mentioned
earlier, people don’t care how much you know until they know how much you care. In other words,
people won’t care how great your business opportunity is if they don’t feel that you care about them. So
by asking questions and being interested, immediately, they’ll have a feeling they like you.
Ideally what you want to do is if you’re in person, look around the room and find things that they may
have on their wall or on their desk such as plaques or pictures, and ask them questions about those
things. Doesn’t it make sense that if someone took the time to put something on their wall or their desk
that it must be important to them? How would you feel when someone asked you things that were
important to you?
And remember the tenth birthday example about how it feels to get whatever’s most important to you?
How do you think your prospect will feel when you genuinely ask them questions about things that are
very important to them, like plaques or pictures? They will immediately begin to like you because you’re
interested in something that’s very important to them.
So you want to ask them questions about their personal items that they have displayed. And once you
see that they get excited about something, continue to ask them more questions about the same item
as opposed to changing the topic. Get them to be a little more specific.
So for example, if you ask them a question about a bowling trophy and they get all excited about it, ask
them an open ended question such as, “What is it that you enjoy so much about bowling?” An open
ended question is one that cannot be answered with a simple yes or no or even a one word answer. For
example, you don’t want to ask a question like,”Do you like to bowl a lot?” What you want to do is get
the prospect to talk about themselves and especially the things that are important to them and that will
find them thinking the world of you.
I’m not saying that it isn’t important to share some of your life with your prospect, but rather I’m
suggesting that you pay attention to the energy of your prospect, and when they get really excited, then
that’s when it’s really important to continue asking them questions instead of talking about yourself or
your opportunity.
Another great way to develop rapport with a person is to look the person in the eye and with their
permission, use their first name. Also, you might find that they use a certain key word or phrase



760-208-1382

Building Rapport

frequently, and you may want to utilize the same key word yourself. For example, if they say, “That’s
cool,” a lot, then you might want to use the same phrase. “That’s cool.” Without even knowing why
they’ll find themselves thinking, “I like this person. They’re just like me.” After all, how would you feel if
someone were to use totally different words than what you’re used to hearing? Wouldn’t you possibly
feel like, “Hey, they’re a little strange,”? Would you feel really comfortable with that person? Probably
not, yet most people feel comfortable when others talk like themselves.
Also, you’ll want to consider someone’s pacing. If someone speaks quickly and in a rushed tone you
want to speak quickly yourself. People who speak quickly want to get to the bottom line and if you are
talking really slow then they’ll get irritated and tune you out. And the exact opposite is true as well.
Don’t people who talk slow get irritate with people who talk quickly? Of course they do. So pay
attention to the pacing of your prospect’s speech and the words that they use.
Speaking of pacing, have you ever wondered what would happen if you were traveling in your car at the
speed of light and you turned on your headlights? Just a thought. You never know what can happen
when you’re going at the exact same pace. So again, pacing, it’s important.
Now, if you’re in person with your prospect you may even want to do what true professionals do, which
is they even match the body posture of their prospects. Now, 99.9% of the time your prospect will never
even know what you’re doing, yet subconsciously, they’ll pick up on the fact that you’re just like them. If
they’re sitting down, relaxed in their chair, you’ll want to sit back and relax in your chair. If they’re
sitting on the edge of their chair leaning forward, you’ll want to sit on the edge of your chair and lean
forward.
I want to tell you a true story about something that happened to me years ago when I owned a travel
agency and I had an opportunity to do a very big business deal with Northwest Airlines. And I finally,
after about a dozen times of being turned down, had the opportunity to be in front of the one decision
maker who could say yes. And after about five minutes of me being extremely excited about what a
great opportunity that I had for him and how this could change his business (bottom line was that it
could do a lot for me, I was excited, and I wanted this deal to happen) I noticed that I was getting
nowhere.
Immediately I took a look at the situation. I was leaning on the edge of my chair, I had my elbows on my
desk, I was leaning forward, I was speaking quickly like this. Fred was leaning back. Fred was talking
slowly. Fred had his arms crossed. Immediately, I realized that I was not in rapport with Fred, and what I
needed to do was slowly lean back in my chair, slow down my pace, and start matching Fred’s
physiology, which is his body language so to speak. And as I began to speak like Fred and sit like Fred
and talk like Fred, after a few minutes of doing that, I noticed that Fred began to smile.
His arms began to drop, and then slowly, I began to lean forward, I began to speak a little quicker. And
then I noticed that Fred began to lean forward, and speak a little quicker, and eventually I got up to the
level of excitement and enthusiasm that I originally had, as did Fred. And once he was at that point and
we were matching each other, we were in perfect harmony so to speak, he got the excitement level, he
saw the vision that I saw, and the deal was done.
So remember, pay attention to your prospect. After all, don’t we like to do business with people who are
just like ourselves? Of course we do.
Now to some people this way of being considerate of your prospect might seem manipulative. But let
me ask you a question. Is it manipulative if you want to build a relationship with someone and you know



760-208-1382

Building Rapport

that they really like roses, so you bring roses? Or isn’t it really just being thoughtful because you
bothered to find out what they like and went through the effort to get them what they want? What if
they love roses but hate carnations and you give them carnations? Now your intentions would be good
but your actions wouldn’t have the same effect on them as if you had given them roses, would they?
People like people who are like themselves and when you find ways to make people feel comfortable by
using the same words, phrases, tonality, and pacing of your voice as well as model their body posture,
they will instantly like you. I believe that it really requires someone that is thoughtful and sensitive to
the needs of others to bother to learn these skills and to be willing to give others what they want. That’s
the mark of a true professional. People feel comfortable when you’re like them. Give them what they
want and they’ll give back to you.



760-208-1382

So to summarize, the first step in the second concept of this tape system, which is learning how to get
referrals effectively, is to develop rapport which helps people want to give you referrals because they
feel that they know you, they like you, and they trust you.
You want to ask them questions about things that are important to them, remembering to be interested
rather than interesting. Also, make sure to use their first name, look them in the eye, match their pace,
key words, phrases, and their tonality as well as their body posture when you’re in person.
After you develop rapport, step two is to ask them, specifically, what’s most important in their life. You
want them to be very specific when they answer this question. Now it will be your responsibility to get
them to be very specific because sometimes, people’s answers won’t quite be accurate. Like a lawyer
who is asking his client questions and the lawyer said, “So, after the anesthesia, when you came out of
it, what did you observe with respect to your scalp?” Then the lawyer’s client said, “I didn’t see my scalp
the whole time I was in the hospital.” The lawyer then responded, “It was covered?” The client
responded, “Yes. Bandaged.” And then, the lawyer said, “Then, later on, what did you see?” At which
point the client responded, “I had a skin graft. My whole buttocks and leg were removed and put on top
of my head.”
Where sometimes, people will give you an accurate answer but it won’t give you the information that
you really need to know. Like the other lawyer who in questioning the doctor asked, “Doctor, how many
autopsies have you preformed on dead people?” At which the doctor responded, “Well, all my autopsies
have been performed on dead people.”
So the point here is that it is your responsibility to ask specific questions and to get your prospect to
answer specifically so that you get the information you need. Up to this point, I’m going to relate step
two to the process of a car salesperson getting you to test drive a car.
So for example, when you go to a car dealership, do they want you just looking at the car, or don’t they
want you to get in the car so that you can take it for a ride? Of course they want you to get in the car.
And why is that? They know that once you experience being behind the wheel, smelling that fresh
leather, and feeling the way that new car drives, that you’re going to be a lot more motivated to
purchase that car, no matter what it costs. And what usually happens? Some people end up spending a
lot more money than they initially wanted to buy a car, right? Now I know none of you have ever done
this, but how many of you know other people that have experienced this phenomenon? Now, speaking
of car dealerships, I once saw a sign that said, “Auto Repair Service – Free Pickup and Delivery – Try us
once, you’ll never go anywhere again.”
So again, it’s important when doing this process that you help people to be precise and accurate with
what they say. Helping them to be precise will help them to emotionally experience answers to
questions you’re going to be asking them. When you help them to emotionally experience their
answers, it will be just like the car salesperson who gets you to test drive that new car. Your prospects,
then, will become a lot more motivated to give you referrals. Not because you have convinced them, but
rather because they want to give you referrals. It’s just like once you’ve test driven a car that you really
like, then you want to purchase it. The car salesperson doesn’t really need to convince you anymore
because you really want it.
Well, what I’m sharing with you now is the same type of process that you’ll want to take your prospects
through. So again, the first thing you want to do is ask them what’s most important to them in their life.



760-208-1382

Now, using Nancy in this example, she might respond by saying something like,
“Well, I want more money.” Does that tell you what she really wants? Not exactly. So if she’s vague
you’ll want to help her be more specific by asking,
“Nancy, what is it that you can do when you have more money?” And another great way to help her get
more specific is to ask her, “What is it that you can do when you have more money that you’re not doing
now?” The reason that this question is important is because you want to help your prospect to have
more of something that they don’t have right now.
So again, let’s start from the top.
“Now Nancy, what is it that’s most important to you in your life?”
“Well, I want more money,” she may reply.
“Great Nancy. What could you be doing with more money that you’re not doing right now?” Or again,
another way to ask the question could be, “What would having more money do for you that you’re not
getting to experience right now?”
And her response might be, “Well, I’d have a lot more free time.”
“Great.” Now again, you want to make sure she gets very specific. You might want to ask her, “Nancy,
when you have more free time, what would you do with that free time that you’re not able to do right
now?”
She might say something like, “Well, I’d take a vacation.” Again, that’s great, she’s getting more clarity
on what she wants but it’s still somewhat vague.
Again you want to help her to get really specific so you might ask her, “Nancy, where would you go on
vacation? How long would you stay there and who would you go with?”
What you’re doing by asking her this questions and helping her be really specific is you’re helping her to
experience what it would be really like to take that vacation. You’re getting her to imagine and see it in
her own mind. She’ll begin to ask herself, “Where would I go? How long would I go for? Who would I go
with? And what would I do while I’m there?”
This again is the same thing that the car salesperson does when they get you in the car for a test drive.
They’re getting you to emotionally experience the car. When people emotionally experience their
vacation, or whatever is most important to them, they’ll become a lot more motivated to do whatever it
takes to attain it.
So now through asking these specific questions, Nancy should be able to give you a very clear idea of
what exactly it is that’s most important to her. Such as, she might say, “Well, I’d love to go to Hawaii,
specifically the island of Kaua’i. I’d like to go there for two weeks, next fall, and I’d like to go there with
my husband and children. Specifically what I’d like to do is take my children out and build sand castles
on the beach during the day, maybe just relax and take a nap during the afternoon, while lying in a
hammock and have a beautiful dinner, outside, with the sunset, overlooking the ocean with my
husband.”



760-208-1382

When you continue to ask your prospect questions, and help them to get absolutely clear and specific,
about exactly what it is that they want most in their life, you’ll start to notice them smiling and feeling
happy. That’s a key that you’re doing a great job.
Now let me ask you a question. Isn’t that a picture that you can specifically imagine in your mind?
Doesn’t that help you get a lot more clarity on exactly what it is that Nancy wants as opposed to I want
more money or I want more time?
The reason why we’re going through this process and why it’s so important is because if you don’t know
exactly what’s most important to Nancy, can you help her to get it? Of course not. But when you do
know what it is that she wants most, you can get her really excited about wanting to give you referrals
when you help her to realize that she’ll get more of what’s most important to her when she gives you
referrals. Believe me, she’s going to want to give you referrals.
So let’s summarize the second step of this four step process, which is to specifically ask someone,
“What’s most important to you in your life?” And if they give you a vague answer, help them to be
absolutely clear by continuing to ask them additional specific questions. Again, if they say something like
I want more money or more time, ask them, “What specifically can you do when you have more money
that you’re not doing now?” or “What specifically can you do when you have more free time that you’re
not doing now?”
Now, before we move on to step three, I’m going to give you a very important bonus tip right here
because, as you may have noticed, this entire process is built around asking what? The magic word,
questions. And some people are afraid to ask questions because they fear that people will never stop
talking and that they’ll lose control of the conversation. So that’s why you’ll see some people that are
excited about their business opportunity that constantly talk and never ask questions. And again, I know
that you’d never do anything like that, but maybe you know someone else who does. Maybe, you know
them intimately. They’ll talk and talk and talk and talk and talk and never let the other person get a word
in edgewise. And how do you feel when someone talks and talks and talks and never asks you a
question? No matter how great their opportunity, don’t you find yourself tuning out?
So what would be a great way to ask lots of questions and learn lots of information from your prospect,
yet maintain control? So here’s your bonus tip of the day. If you find a prospect starting to ramble or
going off on a different subject or just talking and talking and talking a great way to get control back is to
simply say, “Excuse me Nancy, I’d love to ask you a question about something you just said.” Then pause
to get their attention. And then ask them a question that ties something they just said in with your
business opportunity so that you’re back in control of the conversation. And you want to do this with
excitement so that they get excited and curious.
Let me ask you this question, how would you feel if, when you’re talking, I were to say, “Excuse me, I
would love to ask you a question about something you just said.” Rather than rudely interrupting you.
What’s the first thing that comes up for you? For most people, it’s curiosity. They want to know, well,
what did I just say? What is it that he wants to know?
Now, what else would you feel if I were to ask the question that way? Wouldn’t you feel that I’m
interested in what you’re speaking about? Or would you feel that I’m rudely interrupting you? Of course
most people would feel that I’m genuinely interested in what they had to say which is, of course, the
place that you must come from.



760-208-1382

So that’s your little bonus tip for the day. Now you can always feel comfortable asking questions, while
knowing that you can regain control of the conversation at any time in a way that makes people feel
good about you. Again, just say, “Excuse me, I’d love to ask you a question about something you just
said.”
Now, back to our four step process. So the first step again was building rapport. The second step was to
ask, “By the way, Nancy, what’s most important to you in your life?” And to help her get specific about
it.



760-208-1382

Getting More of What’s Most Important
Now, step three is going to be where you help your prospect to realize that they’ll get more or whatever
is most important to them when they give you referrals. Specifically, you will want to ask them
questions that help them to understand the relationship. That every time they give you a referral, who
gets involved in your business opportunity, you will reward them with something that will increase their
likelihood to get more of whatever is most important to them.
So how would you do this? First, make sure that you know what you can offer as a reward every time
you get a referral that joins your business opportunity. Remember what was said earlier about knowing
the value of your client and giving as much as possible up front? Then what you want to do is tell your
prospect that every time they give you a referral that joins your business opportunity, you will give them
a reward for their referral. And remember, you only want to pay for results.
Tie the reward into whatever is most important to your prospect rather than telling them that they just
get a reward. This will create the association for them that giving you a referral equals getting more of
whatever is most important for them. For example, if you were to offer them fifty dollars, and again,
money is not always the best way to compensate people but we’ll use it for this example. Make sure you
tie the fifty dollars in to whatever is most important to them. By relating the fifty dollar referral fee
specifically to something that’s most important to your prospect, you will be much more likely to
motivate them to want to give you referrals as opposed to saying that you’ll just give them fifty dollars.
Even if they want something that is expensive, like a brand new home, ask them what they might want
to do in their new home. Then create an association that giving you a referral means that they’ll receive
a reward that ties in with whatever was most important to them. For example, ask them why having a
new home is important to them. If they want a bigger home to have a beautiful, spacious yard with fruit
trees, then ask them what type of fruit trees would they like to grow. If they want to have some lemon
trees then suggest that you’ll buy them a lemon tree for every referral that gets involved with your
business opportunity. Ask them where they’d like to plant the lemon trees and get them to imagine
what the yard would smell like by asking questions that involve their senses.
For example, you want to ask questions that involve sight, hearing, feeling, or smell. So specifically, you
might ask, “Where would you plant the lemon trees”, which gets them to begin to see the trees in their
own yard. When you ask them, “What would your yard smell like,” again, they’ll begin to imagine having
their new home with a yard full of lemon trees. Once they emotionally experience whatever is most
important to them, they begin to take ownership of it in their mind and they’ll be a lot more motivated
to do whatever is necessary to turn their dream into a reality by giving you lots of referrals.
The more of their senses you get them to use, the more likely they will emotionally experience the
benefits of giving you a referral. This will get them to see how the referrals will give them more of what
they really want and then they will become very motivated to call you, to write you, or to do whatever is
necessary to give you referrals. Before you move onto the next idea, I’d suggest that you stop the tape,
rewind and listen to the last section again until you’re absolutely clear on how to utilize this process.
Once your prospect realizes that giving you referrals will help them get more of whatever is most
important to them, they will go out of their way to help you and you’re on your way to having whatever
is most important to you. You might have heard me say that just a few times. It’s a powerful concept.
Now, going back to the example that I was using earlier with Nancy, you’d want to say something like,
“Now Nancy, every time you give me a referral who joins my business opportunity I will give you fifty



760-208-1382

Getting More of What’s Most Important
dollars that you can set aside toward your trip to Hawaii. Picture using the fifty dollars toward your first
dinner in Hawaii with your husband where you’re overlooking the ocean, hearing the waves crashing in,
smelling the ocean and feeling a light breeze while watching the sunset. Imagine that your husband is
looking into your eyes while having this dinner. What would he be saying to you? Nancy, how would it
really feel to be having that dinner with your husband in Hawaii?”
Now these questions that I’m asking Nancy are getting her to picture what it would be like to experience
what’s most important to her. This, again, is the same thing as the car salesperson who gets you to sit in
the car and take it for a test drive. Remember what was said earlier about people will make decisions
emotionally and then justify their decisions with logic. That’s why the car salesperson wants to get you
in the car, because that’s when you will emotionally experience the car and that’s when you’re much
more likely to buy it.
The best way to get people to emotionally experience something is by using lots of descriptive words
and for you to use a lot of emotion when you say the words. For example, I suggested to Nancy to
picture having dinner overlooking the ocean, hearing the waves come crashing in, smelling the ocean,
feeling a light breeze while watching the sunset.
Another way to get people to emotionally experience something is to begin a sentence with imagine or
picture. This is a way to begin to get your prospect to emotionally experience images you want them to
see.
Last but not least, you want to ask questions that involve their senses, such as, how would that feel? Or
what would that look like? Or what would he say? Using questions that involve getting them to see,
hear, feel, or smell something will help your prospect to emotionally experience an event. You want to
do the same thing with your prospect to get them to emotionally experience great things when they
give you a referral.
When you give them a very pleasant emotional experience every time they give you a referral who joins
your business opportunity, then you’ll have a referral generator for life. Think about that. Let me repeat
that phrase. When you give them a very pleasant emotional experience every time they give you a
referral who joins your business opportunity, then you’ll have a referral generator for life. Think what
that will do for your business.
To summarize this point, what you want to do is get your prospect conditioned to feeling great when
they give you a referral. The best way to do this is to clearly show them that they will get more of
whatever is most important to them when they give you a referral.
Also, you want to get them to emotionally experience more of whatever was most important to them by
emotionally using descriptive words and by asking them questions that involve their senses. Once your
prospect full understands what is in it for them when they give you a referral, then, what’s the next
step?
The next step is the fourth and last step in our four step process of how to ask effectively to generate
referrals. You will want to ask your prospect, “Nancy, who do you know that (blank)?” And here you
would fill out the characteristics of your ideal client.



760-208-1382

Your Ideal Client

A very powerful concept that will help you find the characteristics of your ideal client is called “The 10
Second Commercial” or what’s also known as “The Elevator Speech”. It’s a great ice breaker that in ten
seconds or less will help people know what you do in a powerful way so that if they’re interested, they’ll
get excited and want to know more about what you do. “The 10 Second Commercial” is a great way for
you to advertise what you really do but you want to make sure that you do it in a very effective way.
You don’t want to advertise your business like some of the following ads I saw in a newspaper where
one said, “The hotel has a bowling alleys, tennis courts, comfortable beds, and other athletic facilities.”
Or another on said, “Three year old teacher needed for preschool. Experience preferred.”
When you use a 10 second commercial to advertise what you do you want to make sure that you
describe what you do in a way that’s clear and specific. Make sure that you use excitement when giving
your ten second commercial because people may not remember exactly what you do but they’ll
remember that you were really excited and that’s something that’s very attractive. Excitement is very
appealing to many people and will increase the likelihood that they’ll be interested in knowing more
about what you do.
Now one of the benefits of utilizing a 10 second commercial is that it eliminates the possibility of any
rejection. Hopefully that has your attention. Wouldn’t you rather have someone ask you for more
information? That way, if they’re not interested they won’t ask you a question and there’s no rejection.
If they are interested, they will ask you. This is known as selling by attraction.
Now, if you focus on attracting people that are seriously interested in building your business as opposed
to attracting customers then you’ll want to create a 10 second commercial that focuses on attracting
people that are seriously interested in building a business. So, for example, when someone asks you
what you do, you might say, “I help individuals who are willing to invest 7-10 hours a week to having
more freedom and money so they can spend more time with their family, travel whenever and
wherever they choose, and even make money while they’re on vacation.”
Now, if you were somebody who really wanted more freedom and money and were willing to invest 710 hours a week, wouldn’t you ask that person a question to know more about what they’re talking
about? Of course you would. But what if you weren’t interested in those benefits or you weren’t willing
to work 7-10 hours a week? Would you ask a question of this person to know more? Of course not. This
approach gets rid of all the possibility of rejection. Now, isn’t that appealing?
The reason why some people call a 10 second commercial an “Elevator Speech” is because if you were
getting in an elevator on the fifth floor and you were going to the first floor, which might take you about
10 seconds, you would want to be able to quickly let people know what you do in a way where they
would want to know more if they are a qualified prospect.
You want to present your opportunity in such a way that they understand the benefits of your business
by the time you get down to the bottom floor. And if they’re in fact a qualified prospect, they’ll be really
excited about learning more about your opportunity.
Another great way to present an elevator commercial is to ask a question that begins with, “Do you
know…” and then respond with, “Well what I do is…” And I heard this from a great sales trainer who
teaches a program called selling by attraction. And specifically the way it works best is this; ask a
question such as, “Do you know how some people always seem to (blank)?” Where if you fill in the blank
with a problem or challenge that many people face that your product, service, opportunity eliminates.



760-208-1382

Your Ideal Client

So for example, for working mothers who’ve just had children you might ask, “Do you know how some
mothers who, after giving birth, really hate to go back to work because they’d love to stay at home with
their children?” The person in the elevator might respond, “Oh yeah. I know people like that.” “Well
what I do is enable them to stay at home with their baby and work at their convenience from the
comfort of their home so that they can replace their income while spending quality time with their
child.”
Now, if someone is seriously interested in a business opportunity the will ask you more about what you
do. You can also follow up your statement with the question, “Who do you know that might be in that
position?”
Another example might be, “Do you know how some people are frustrated because they don’t have the
freedom to do what they want, when they want because they work for someone else? They wish they
could start their own business but they don’t think they have enough time or money to start a business
and get the support they need? “
Again the person in the elevator can respond with, “Well, sure I do.”
“Well what I do is help people become their own boss so that they can work part time in the comfort
and convenience of their home. They can start their own business for under $500 and only need to
invest at least 7 hours per week. So that they have all the freedom to do what they want, whenever they
want.”
Again, the key here of the ten second commercial is to be enthusiastic. Stress the benefits. And again
the benefits are here to work from the comfort of your own home, work at your convenience so that
you can spend quality time with your family, so that you can have the freedom to do whatever you
want. Those are the benefits.
Now again, if you want people who are serious about building your business then what you want to do is
focus on a 10 second commercial that attracts someone that is serious about building a business. And if
you know that in order for someone to be successful that they’re at least going to have to invest at least
7-10 hours in the business, you’d want to incorporate those characteristics in your 10 second
commercial.
So another example might be, “Do you know how some families have both parents working and they’re
so busy trying to make ends meet that it’s difficult to be at home and spend quality time with their
children?”
Again, someone would respond, “Well, yes, of course I do. As a matter of fact I know someone
intimately.”
“Well, what I do is help families who are willing to invest at least 7 hours a week to earn extra income,
working out of the comfort and convenience of their home so they can spend a lot more quality time
with their families.”
You’ll want to say this with excitement. So that people will be excited or interested or attracted to what
it is that you do. And if they’re a qualified prospect they will become curious and ask you a question to
learn more about what you do. They might be thinking, “Well, what is it specifically that you do?”
The benefit of getting really clear about your 10 second commercial is that you can then be very
comfortable explaining what you do to anyone because you’re not selling. All you’re doing is sharing



760-208-1382

Free training on referrals (Transcript)

Free training on referrals (Transcript)

Recommended

Recommended

More Related Content

What's hot

What's hot (20)

Viewers also liked

Viewers also liked (6)

Similar to Free training on referrals (Transcript)

Similar to Free training on referrals (Transcript) (20)

Recently uploaded

Recently uploaded (20)

Free training on referrals (Transcript)