The 'O' in FOCUS: Give them an OVERVIEW

Once you've established rapport and you've Found their need you can move on to sharing a solution with them.

Keep in mind, if you did not identify a need and obtain permission to share a possible solution, you may find yourself talking to someone who is no longer listening to you. Why? Because they can tell you have entered into the 'what can I sell you mode'.

So how do you 'obtain' permission to 'sell them' on your solution? Simple again, ask them. The question you ask will depend on the results of FORM-ing them. In other words, what MESSAGE is appropriate for them. For example:

• Mary, thank you for sharing with me about your child {try to say the child's name} who has {illness} and wanting to spend more time with them. A lot of parents feel that way. May I ask you a frank question? Wait for their answer and proceed only when they say "Yes".
  

• Mary, If there was a natural product that may help with that, would it be worth 15 minutes of your time to get information that may help {you/your child/your parent}? Again, wait for their answer and proceed only when they say "Yes".

If the MESSAGE needs to be a business or money message, then use a similar question but offer a financial solution. For example:

• Mary, thank you for sharing with me about your family and wanting to spend more time with them {or traveling, etc}. A lot of people feel that way. May I ask you a frank question? Wait for their answer and proceed only when they say "Yes".
  

• If there was a way for you to make an extra $4,263 a month {pick any number that you believe they will believe}, from home, working part-time, in addition to whatever you already earn, would it be worth 15 minutes of your time to see if you qualify for it? Again, wait for their answer and proceed only when they say "Yes".

Remember: Your only objective with either the Product message or Income message is to pique their interest in what you have to offer.

Important: If they say ‘No’, move on. If they say ‘Yes’, then keep them in FOCUS and

• For a product message: Offer them a Doctor's CD, a Product CD, or send them to your Product Website.

• For a business message: Offer the a business CD or send them to your Business Website.

We have an advantage with MJS and DiscoverMangosteen websites, we can select which MESSAGE is the correct Overview and send them an Invite. You still need to exchange information and set an appointment to follow-up with them - this technique is just a method to offer an Overview.

Later when we discuss the 'C' in F.O.C.U.S. we will go back and discuss what to say when you follow-up with them. I may even go into some techniques on how the follow-up appointment is set.

Hopefully this topic will trigger lots of discussion from the community and others with offer techniques of setting the 'required' follow-up appointment.

That's it for now... the 'O' stands for OVERVIEW.

Wow! Wow! Wow!

The 'F' in FOCUS - Find a Need

Almost every person who wants to build a profitable network is looking for the next Carlos Aponte, Corey Citron, or Jeanne Belland.
Heck! we all want people like them who will step up to the plate - swing - miss! - swing! - miss - and swing again til they hit the ball!
But guess what? You won't find them by wishing. You will only find them by sorting through lots of people and looking for the person who will 'tell' you 'why' they want something different in life. Why they may be willing to review your opportunity - and - if it's a fit for them, run with it.
So, how do you get them to 'tell' you why they would do something in addition to their 9-to-5? Simple, ask them!
Yeah, yeah, yeah Willie. Just ask them huh? Yep, but of course you will need a couple guidelines to keep you from ranting on (like me right now). The tool / technique is not new. It's called. F.O.R.M.

• Family
• Occupation
• Recreation
• Message or Motivation

So the 'F' in F.O.C.U.S. stands for Find a Need using FORM.
Once you've learned what's important to them: Family?, Job?, or Recreation? it will be much easier to know what to 'offer' them.
My new friend Carlos Aponte Jr. made a comment during the recent NewSchool Workshop in Houston. He indicated he had successfully recruited several of the people on his Best and Brightest List (or Chicken List for short) by identifying the SOLUTION they needed to a problem and the offering it to them. Simple indeed. But it takes focus to listen and he did.
Okay, so there you have the first letter for F.O.C.U.S.
F - Find a Need.
Stay tuned for the letter 'O'.....
Until then ... Wow! Wow! Wow!