2. Get Your Notebook
The greatest book you will ever read are the
notes you take from meetings like this.
“What Flows through you Sticks To You”
3. FEAR of Rejection
You wouldn’t think one simple word with two
tiny letters could have the power to keep
countless individuals and organizations from
realizing their goals and dreams.
But they do… day after day, year after year.
What two tiny letters can do all that?
N.O.
4. FEAR of Rejection
Turn an Obstacle into an ASSET
FEAR OF NO
What if you could take the greatest obstacle
standing between you and success, and turn
it into your greatest asset? Well, you can.
5. Fear of rejection
Fear of rejection is the single greatest reason
people don’t make money in this business.
By actually going out and inviting
rejection, you overcome your fear in
stages:
6. Fear of rejection
Inviting rejection, you overcome your fear
in stages:
1. You get it and it bothers you…. most stop here
2. You get it and it doesn’t bother you. …ok
3. You get it and turn it to your advantage… better
4. You get it and you have fun with it. …BEST
7. Top 10%
92% of all salespeople give up without hearing
a fifth NO from a customer… but
research shows that 90% of all customers say
“no” four times before finally saying YES!
8. …We begin to succeed when we
learn how to fail..
We all love the sound of the word, YES… it is so
positive, so empowering.
And then there is NO, which is just the opposite;
negative, draining….but
what if NO could actually be the most
empowering word in the world?.
9. …We begin to succeed when we
learn how to fail..
When were kids we weren’t stop at all when we heard NO.
We laughed at it, we shrugged it off.
somewhere along our lives we
lost this natural sense of tenacity.
So, what if, starting
tenacity back?
today we could get that
What if as of today the word NO actually started to
empowering us?
And even being FUN…!
10. Understanding Human Nature
•
•
•
•
•
•
•
•
People are Skeptical
People are quick to jump to conclusions
People procrastinate
People don’t think they can sell
People don’t like or trust salespeople
People dream of greatness and/or great wealth
People are curious- Peak their Interest
People want to be their own boss & own a successful
business
• They doubt they ever will
• People have MLM phobia
11. Fishermen and Fisher of Men
People do like to save money
People do like to learn new things
People do like to own their own destiny
People do want better life styles
13. Two purposes in all meetings
1) Make a new friend
2) Set follow up
14. Ask For Help!
• I need your help: Will you help me?
• I have started a new career and I am really
excited about it. It’s with a national financial
firm with really innovative ways to save, make
and manage money.
• I am in training right now and I have to
complete several field training appointments
15. Ask For Help!
I need about 25 minutes of your time to complete
my training
You don’t have to buy anything or do anything just
listen
You would really be helping me out!!!
I knew I could count on you!!!!
Can I come and see you ______ or _____?
I am fortunate to be being trained by one of the
firms vice presidents, a really great guy, I know
you will like him
17. People are living longer today than
ever before
You Really Have 4 Options
1) Work Longer
2) Live in Poverty
3) Die Sooner
4) Start planning today
When would NOW be a good time?
19. IRS Code section 7702
• Have you seen a sec 7702 program?
• You have heard of IRS code sec 4-0-1-k401k?....Right?
• 7702 is tax free, liquid, get the upside of the
market with no downside risk, TAX free plus
more benefits
20. I help people keep more of what they
make
• Did you know the IRS code is 93,000 pages
• I am sure you have read the tax code…. right?
• You know there are two types of people when it
comes to taxes:
• The informed and the uninformed.
• Guess which pays more in taxes?
21. Leading with products/concepts
• Would you like to learn how to legally never
pay tax on a portion of your income?
• I show people how to legally never pay taxes
on a portion of their income.
22. Do you own Life Insurance?
Do you have to Die to Use it?
• Do you have the Old Kind vs. New Kind
The new kind you don’t have to die to use.
It pays in the event of chronic critical illness and cancer,
heart attack, stroke. You get back all of your
premiums paid plus interest… tax free.
You can use it to shelter a portion of your income and
legally never pay taxes.
24. Leading with products/concepts
• “I show people how to find money they did
not know that had”
I don’t have any extra money.
“Please don’t confuse the problem for the
solution.
I have the solution and the problem is you
don’t have any extra money.
• Wouldn’t you agree?”
25. Which is it?
• If I had more money I would have a
better plan?
• If I had a better plan I would have
more money?
26. “I don’t have any extra money.”
How much of our savings plan would you like if it
was free?
• If I offered you a retirement fund for free how
much would you like?
• It’s not free but if it did not cost you anything
extra each month….that’s about as close to free
as you can get…right?
27. Million Dollar Baby
Have you heard about million dollar baby?
For about the cost of a cup of coffee you can set
up children/grandchildren for life- provide
money for College, down payment on a home
and retire comfortably.
28. When do plan to retire? What age?
• How much do you think you will need in
today’s dollars?
• Tell me what are you doing now?
• Wouldn’t you agree that it’s important to see
if you’re on track?
29. Do you have a 401k or IRA?
• How’s it been doing? What is the return?
Have you measured the risk?
• Would you like to see a smarter, more
complete alternative?
• One that has 3 times or more income than IRA
401k? Where you get the upside of the market
without the downside…tax free, complete
access at anytime for any reason
32. “Are you happy with the money you
saved last year?”
Let me show you a plan where you can
keep more of what you earn.”
33. Perfect Practice Makes Perfect
Amateurs practice until they get it right.
Professionals practice until
they can’t get it wrong.
34. Great Questions
Are you happy about the amount of money you saved
last year?
What is most important to you in your life?
When it comes to money what is most important to
you?
Tell me what are you doing now?
Do you have a plan to pay the legal min tax?
Wouldn’t you agree that it’s important to see if you’re
on track?
Do you have a Tax Diversification plan?
35. Eleven ways to “find” money to fund
your plan:
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
Debt
Reduce Funding IRA/401K
Rescue IRA/401k
New Emergency Fund
Tax Refund
Tax Deductions
Save on Home Owners and Auto
Lifestyle adjustments
Convert Old Policies
Manage Home Equity
Make More
$100
$100
$100
$100
$100
$100
$100
$100
$100
$100
$100
$1,100
36.
37. Activity
• Names List….. a Prospect Pool
– hot, warm, cold
• Calls
– Personal, team and three ways
• Appointments
– In person “never eat alone” Online
• Sales
• Dollars
