Acres Of Diamonds

"Acres of Diamonds" is a true story about a farmer who lived in Africa during the time diamonds were first being discovered. A friend told him that millions were being made by prospectors who discovered diamond mines all across the Continent.

He promptly sold his farm at a bargain price and left to prospect for diamonds. He prospected all over the continent but was unable to find diamonds. He found himself with all of his money gone, in poor health and depressed. With nothing to live for, he threw himself into a river and drowned.

Long before he met his miserable end, the man who had bought his farm found a large, unusual looking stone in the creek bed that ran through the farm. He put it on his fireplace mantle as a curio.

Shortly, the same visitor who had told the original farmer about diamonds stopped by to visit. He examined the stone and told the new farmer it was one of the largest diamonds ever found--worth a King's ransom. To his surprise, this farmer replied, oh, my entire farm is covered with stones just like that one.

The farm that had been sold for a bargain so the owner could prospect for diamonds turned out to be one of the richest diamond mines in the world. The point is this: the first farmer owned acres of diamonds but failed to examine it before looking elsewhere.

The purpose of this book is to help you examine the VALUABLE RESOURCES all around you. These valuable resources are the people you know. This book is designed to teach you to identify, cut and polish the rough diamonds in your acres.

YOUR EFFORTS ALONE OR BUILD AN ORGANIZATION

If you are a new member your sponsor has probably told you about the EcoQuest Car Program, the Travel Program and the sizable earning potential. You want to believe these are possible but, right now, there's only one person in your organization, You. Don't be intimidated because you don’t have to do it alone. Imagine what could happen in twelve months if you only sponsored two people and each person you sponsor only sponsors one new person per month. Your organization would have a total of 4,095 people in the twelfth month. No one can guarantee this will happen in fact it won’t, but the power of multiplication is real and in fact some have built organizations larger in one year.

If you have just become an Independent EcoQuest Dealer, your Dealership provides you the same opportunity originally provided your upline Sales Manager. The same possibilities exist for you to drive a free Lexus, Cadillac or Lincoln; travel the world on expense paid conventions for you and your family and earn $75,000, $250,000 or even more a year just like the highest compensated independent Sales Managers in the EcoQuest Field Organization. There are no handicaps just because you are recently involved. In fact it is the contrary. You are in a position to grow faster by learning from the experience of your upline Sales Managers. In fact, you have many upline Sales Managers that have a vested interest in your success. They are there to help you and are paid for providing that support.

You and your upline Sales Managers will work together to build your organization. Just like partners, but without the problems partnerships bring. Each of you will bring different but valuable abilities and assets to the effort. You will provide the raw material needed for your business. This raw material will not cost you anything. It is already in your possession. It is names of people who respect you, people who have been enriched just by having known you. Initially, your first 24 contacts (your double dozen) will get you started. As in any business you cannot build a company on the work or purchases of 24 friends. You will learn to network or move from influence group to the next influence group. Your first 24 though will be an important key to getting started.

The people you know are Your Acre of Diamonds. Statistics show that adults over the age of 21 know an average of 500 to 700 people. Make a list of 100 people with whom you have a favorable relationship. List the most ambitious, go-getter individuals that you know first. Strive to list as many top Candidates.

Top Candidates are: Married; Have Children; Employed; Own a Home; and Age 25+, MLM experience, health conscious, involved in a church, been licensed in insurance etc….

Good candidates will improve your odds of finding a diamond. But there are exceptions to everything. A strong desire to succeed is the essential ingredient needed by everyone, good candidates or not keep working on your list after the first 100. You will continue to remember names as well as meet new people. On your Top 100 List include only people living within 45-50 miles of your home. List out-of-town people on a separate sheet. There is a long distance procedure we can use to reach these people. It is discussed under Conference Calling and Lifeline.

After completing your list of 100 names, transfer your top 24 (Double Dozen) to your confidential prospect report and make a copy of the list for your sponsor. He or she will help you contact many of these people with you. ANYONE RECRUITED OR ANY PROSPECTS RECEIVED ARE YOURS. Your sponsor is working for you to provide you with an ever-increasing monthly income. To speed the growth of your organization your sponsor will work with you via telephone, one to one interviews and with meetings. A phone script will be provided so you will know exactly what to say. The appointments can be setup at various times and locations. For example:

Once, you have set the appointment, sit back-and watch your sponsor give the EcoQuest presentation. If you aren't comfortable setting the appointment, your upline will help you. If a full-time job restricts your time, your sponsor can set the appointment and make the presentation without your presence. After observing appointment setting and a few EcoQuest Business Opportunity and Fresh Air demo’s, you will get the feel of it.

Your sponsor will use a graceful, non-threatening telephone approach. If your prospect is not interested he or she will still feel good about the call because you’ll never hurt someone’s feelings by offering them an opportunity. There is a Telephone Script for your sponsor to use also. If your prospect demonstrates any interest, he will be invited to attend a meeting or conference call where he will learn more about the company, the opportunity and the products.

Tools such as DVD’s, IPOD Presentations, Success from Home magazines and training seminars, etc. will be available to help your prospect make a decision. That decision might be to use and sell Fresh Air to earn a supplemental income, build a business or if not interested himself, he may be willing to refer you to others. Whatever the decision, your Sales Manager will respect it.

If the decision is to build the business then the process starts over again. Your prospect will be given a copy of this booklet and asked to make a list of his or her 100 prospects. This could happen within a day or a few days of your own decision to build a business. A business prospect can even start a prospect list before they sponsor. They can write down who they would start contacting if they decide to build a business. Should that be the case, and you feel too inexperienced to help your new downline, your upline sponsor will stop in and work with him just as he helped you.

Conservatively, you can expect to sponsor 20 of the 100 prospects on your list. These 20, of course, will use Fresh Air, Laundry Pure, PowerwoRX, Infinity2 and at least 5 should actually go on to build a business. Each of the five business builders will make a prospect list of 100. Now you have 500 new prospects from your group. Project the same conservative figures and you can expect 100 to be sponsored who will at least use Fresh Air or the other products and 25 who build a business.

Now you have 120 people in your group that have purchased systems. Out of the 30 new people who want to start a business you end up with 100 prospects from each for a total of 3000 new prospects in your organization.

If you really want to get excited-project the above figures another time or two. Now understand, all of these people are in your organization. Your FINANCIAL INDEPENDENCE, and the perks such as Bonus Car and Worldwide Travel, is becoming a reality. By this time the same benefits have also become a reality for numerous people within your organization.

The formula for developing the raw materials in Your "Acres of Diamonds" is to obtain a broad base of people that you know on a favorable basis, obtaining as many “Good Candidates” as possible in the first 100 names on your list. These will improve your odds of finding a diamond but there are exceptions. For example, the person who is ambitious wants to make a difference with their life.

Dedicate at least two hours exclusively toward completing your "Acres Of Diamonds" list. Then spend at least one hour a day adding to your list. You will remember many names while driving, working, shopping, etc. Keep a small notebook with you at all times and immediately record a name when it comes into your mind. Experience has shown that if you do not immediately record them, you may not remember their names again for months.

Statistics show that people over the age of 21 know an average of 500 to 700 people. Make your master list as large as possible, recording the names in something like a spiral notebook. Make a separate list of people who live outside your local area. Set this list aside until later. We have a system to contact this group called “conference Calling.”

Review your total local list and select the 100 People you would most like to have in your organization. Put them on the following sheets in this book. Once your 100 name list is completed, remember to put your double dozen on the confidential prospect report and make a copy for your upline sponsor so he or she can help you start contacting your prospects with you. Continue making notes of people you remember and those you meet in your daily activities. Place these names in your master list to be contacted later.

Have you ever walked away from someone saying to yourself, "I wish I had mentioned EcoQuest?" Prepare yourself to introduce EcoQuest into every conversation. I always, without fail, ask everyone I meet, "What do you do for a living? " He/she invariably asks me what I do and we are comfortably into an EcoQuest conversation. When you are informed, and thinking about your business, EcoQuest fits into virtually any conversation.

Following are low key, non-threatening questions that can open the door for a sponsoring opportunity: If I could show you how many are earning 25, 50, 75 even $100,000 their very first year with a technology company called EcoQuest. Would it be worth listening to a 3 minute recorded message from one of the owners? (EcoQuest provides a toll free 3 minute introductory message that can assist in developing interest)

1. Would you or anyone you know be interested in earning an extra $25,000 this year?

3. I am looking for people that want to reduce their energy bill by up to 25% and earn some serious money – could I talk to you a few minutes about this?

5. I have found a great business opportunity and I would like to share it with you – can we sit down for 15 minutes to talk?

7. Where will you be, and what will you be doing, in five years if you continue to do the same thing you did today?

8. Who do you know who would like to own his/her own business without the start up cost?

9. If you could choose your own income and earn any amount of money ... how much would you like to earn per year?

10. Would a second income stream that could earn you an extra $1,000 or more a month and provide you with a Company Car interest you?

11. Are you satisfied with your present career and prospects for advancement?

13. Are you able to spend as much time with your family as you would like?

After you have sparked some interest the following statement is a graceful way to ask for the appointment: "Our business may or may not be for you, but I believe you will be impressed with the way it works. Do you have the time now for me to explain it or would tomorrow about this time be better?

If the opportunity to discuss EcoQuest is a chance encounter you may have a few minutes to talk.

This might be the case in the grocery line, etc. Before parting you might leave a Success from Home Magazine with your name and phone number on it. Ask for a business card or his/her name and phone number so you can follow-up in a day or two. Start each day with a success manual in your pocket and reminder to use it.

A fun way to remember to build your business everyday is to put 5 marbles in your pocket. Each time you approach somebody move one marble from that pocket to the next. At the end of the day if all the marbles are moved and if you do this day after day and teach others to do so, you WILL build a massive business.

Don't fret if a prospect turns you down for an appointment. Even if it happens with several prospects in a row. The averages will always work for you ... when you are consistent over time, so don't give up too early!

First question: How many calls are you willing to make every day, even when most of them result in hearing a no, if each one is worth $100?

Next question: Why wait 20 years to make 3000 calls when it could be done in 100 days if you are full time? If you are part-time, 10 calls a day for 300 days will accomplish the same results.

In reality, each call you make is worth $100.00 per year and much more. Suppose you make 250

phone calls to recruit one person that becomes a Sales Manager. The royalties earned on an average Qualified Sales Manager can be $2000.00 per month or $24,000.00 per year! When you see the value of recruiting one person who achieves this rank, the fear of calling someone and having them say no changes to the fear of calling someone to find they said yes to someone else! Or, if for every 10 calls that take just minutes you make one sale of a Fresh Air or DuctwoRX or PowerwoRX with a $150.00 to $300.00 profit, how many $100.00 calls would you make?

It is important to keep records of all of your prospecting, phone calling and recruiting activities. When you keep good records, you are encouraged to make more calls because you develop a ratio. Three calls gets an appointment, three appointments gets a sale, three sales gets a dealer, 15 dealers gets a Sales Managers. Or, three calls get an appointment, three appointments get a sale. The more appointments you do the better your ratio becomes. If you don’t keep records, you are running blind and can never be a good leader or teacher.

Memorize the phone script you are going to use (Select one from this book or have your sponsor help you develop one.) Always keep this script in front of you while you're making the telephone appointments! If you think it sounds like you are reading the script make an outline on a separate sheet. This will keep you on track and help you relax. You will be surprised how professional and confident you will sound after a few calls.

You must realize most people will not want an EcoQuest business--they might love the lifestyle But they are not willing to take on any extra activity in their lives at this time. If everyone said "yes" it wouldn't be much of an opportunity. When you are calling you are, in a sense, looking for the “no” as well as the "yes". "No" simply means you haven't found the person you're seeking... yet.

If you can truly understand you are seeking the "no" as well as the "yes" - then you will realize getting a "no" is a successful phone call. It is one more call added to the list that will make the averages work in your favor. And, with consistency, it is one more call that will earn you $100 every single year for the rest of your life. This realization was what turned the phone into my best friend.

Call him. He may have a legitimate reason or he might have lost interest. Either way, you need to know. Open your phone call like this: “Hello, Mike, this is John Matthews. I’ m sorry I missed you this morning.” If your prospect has lost interest, ask him why. Offer to answer his questions and volunteer to reset the appointment. Don't beg or push--be helpful.

EcoQuest provides the finest materials ever developed. You can mail these to your prospect to break the ice if you choose. Attach a note and highlight key areas you want them to read. “John, I have been wanting to talk to you about a business situation that has me really excited. I’ll be in touch shortly. Thanks, Rick.” or “John, basically we have the same background, so I thought these benefits might interest you. I’ll be in touch shortly. Rick.” Or “John, I would like to have you look over this booklet called the Proof Book and then try this Fresh Air machine and give me some feedback. I am considering building a major career with this company and product and your honest feedback would be very helpful.”

Another successful technique to get people to meetings is to pick them up. I used to let people know that on meeting night ‘I was going to be in the neighborhood anyway’ so why not pick them up and have coffee before the meeting. Sometimes I drove 30 miles to ‘be in their neighborhood’. Remember, it’s the little extra things that separate winners from those back in the pack. Do the little things and win! Even asking a dealer you really want to come to a meeting “John, I could use your help at the meeting - Could you demo the Living Proof and onion test or could you bring a few folding chairs?”

A graceful approach for DVD’s or IPOD to an acquaintance or casual contact could be as follows: "John, would you or anyone you know be interested in earning an extra $25,000 this year without giving up your current occupation? If the answer is no, find another prospect. If the answer is "yes", "maybe" or "doing what?" just ask them to take the DVD or C/D and watch or listen to it. Include a copy of you or your Sales Managers bonus check.

Another idea is to include a Success from Home magazine with the DVD or C/D. You will retrieve these so your total cost will be minimal, a real advertising value! You can use your IPOD presentation the same way or let them view it right on the spot. Recently I held a meeting in the back of a plane with a great prospect couple using my IPOD.

Tell the acquaintance or casual contact, "I will be back in touch with you in three days to pick up the DVD or C/D and to answer your questions if you are interested. If you are not interested, maybe the DVD or C/D will remind you of someone who needs to earn extra money. There is no obligation. Is that fair enough? "

When you find an interested prospect, have your Sales Manager help you present a Business opportunity One-on-One or invite the prospect to an opportunity meeting. DVD’s and C/D’s can be purchased at www.ecoquestmac.com for very little. So there is no excuse not to stay busy loaning and rotating DVD’s or C/D’s.

Now you can discover just how real through true stories of hope and inspiration,

a FREE GIFT from EcoQuest International. Just for agreeing to view this DVD “A Real Business for Real People”, attending a one hour career seminar and answering a few simple questions,

VIEWER’S NAME: _________________________________________________________________________________________

VIEWER’S ADDRESS: ______________________________________________________________________________________

______________________________________________________________________________________

The individuals profiled in this DVD are diverse in age and background, like thousands of others, they rediscovered

1. Secure ten or twenty copies of a good video or C/D from www.ecoquestmac.com and start circulating them.

3. Prepare a kit for all new prospects that includes a product literature company literature and a video or cassette. Try to distribute five to ten kits a week.

5. Send the video or C/D UPS to prospects and members who live far away. When it is time to retrieve the video, send a UPS call tag to have it automatically picked up. (This is a regular UPS service.)

6. Take the video or C/D with you to every appointment and leave it. Returning to retrieve it provides you with a natural opportunity to follow up.

7. Create a short, simple questionnaire, and attach it to the tape. Ask new prospects if they watched it, what was of particular interest, do they want to earn extra money or change careers, would they show the video to a friend and would they like additional information on Fresh Air or the opportunity. People will be more apt to watch it if they have to fill out a card.

8. Include the video or tape when doing a complimentary Fresh Air clean up or whole home assessment.

10. Use the video as a screening process to identify those who are interested, and concentrate on them.

11. Develop a promotion and award a video to every new DISTRIBUTOR who makes 500 PV.

12. When people start responding from the video and expressing interest, start the process all over again, and have them show it to everyone they know.

13. Use the video as part of your general training classes. In addition hold specific training classes with your downline on how to make the most of the video or C/D. Help them to develop effective ways to approach people with them.

14. Include the video as part of your community’s Welcome Wagon program. New arrivals are often looking for new career opportunities.

15. Develop a discussion that touches on the main benefits the video presents. Ask your audience to visualize themselves as one of the people in the video. Help them to realize that the Sales Managers in the video are not super heroes but ordinary people who have achieved success with their own business.

16. Most important, find a process that works for you--keep it simple and repeat it over and over.

Anyone with guts can recruit with this next method. Always carry your Success from Home Magazines or recruiting brochure with you. Make a commitment to hand out three per day. You can use questions found in the article F.O.R.M. in this booklet to open conversations. When you are ready to move on you can pull out your magazine and ask, "Would you or anyone you know be interested in earning an extra $25,000 this year?" Then hand them the Success from Home Magazine and ask that they look it over and give you a call if they are interested or knew of someone who might be. Ask for their business card or phone number for follow-up. Always put yellow post it stickers on key pages.

Using this method will accomplish two things. Number one you will recruit Sales Managers. Keep tract of how many brochures you have to pass out to get an appointment, sponsor a Dealer and develop a Sales Manager. You now have the power in your hands to develop Sales Managers at will. You need only be the messenger. Secondly, you will develop boldness that will cause you to grow to great heights. Get on with it!

When setting an appointment, most-objections can be diffused with a short statement.

Memorize it! If you are telephoning for appointments, keep it next to the phone. Remember,

whatever the objection, the prospect usually means he is not interested. Most of the time the

prospect really does not know what he is "Not interested in." One thing I have learned in

recruiting is what the prospect initially tells you and what he ends up actually doing, in most

cases, are two different things. Initially, he did not have enough facts to know he was interested.

Use the following statement: "I REALIZE THAT YOU MAY NOT BE INTERESTED, BUT I DO THINK YOU WILL BE IMPRESSED WITH THE WAY OUR BUSINESS WORKS." Then again attempt to set up an appointment. If the same objection or another comes up just say, "John, as I mentioned earlier, I realize you may not be interested and if you are not that's ok, but perhaps, you will know someone who might be interested, " and again move to set the appointment: "Would Friday afternoon at 3:00 P.M. be a good time or would Wednesday at 7:30 be better for us to visit for a few minutes?"

If you will remember this one little statement, "I REALIZE THAT YOU MAY NOT BE INTERESTED, BUT I DO THINK YOU WILL BE IMPRESSED WITH HOW OUR BUSINESS WORKS." I believe your prospect will relax and your fear of calling will disappear. It certainly helps new dealers overcome CALL RELUCTANCE.

Please note that most of the APPROACH SCRIPTS in this book include answers to handling certain objections. In most cases these are the objections you are most likely to receive with that particular script. Even so, the answer, "I realize you may not be interested, etc." is in my opinion the best way to handle the "I'm not interested" objection.

If you don't know the answer to a specific question, don't guess or fake it. Your prospect will sense it immediately. Your prospect does not expect you to know everything. He does expect you to be honest.

When he asks a question you don't know how to answer simply say, "John, that's a good question. I have never had that asked. I'll get the answer and get back to you. He will feel good that he asked a unique question. Your credibility remains intact and you have the perfect opportunity to re-contact your prospect.

OBJECTION: Is this like Amway (or another MLM company)?

RESPONSE: I really don't know much about Amway. What is your impression of the company?

Most of the time he will have some negative comment and my response is, "Really, EcoQuest International is not like that at all." Then I continue my presentation. I just side step, not ignore, a lot of questions. I see them as smoke screens to distract me.

OBJECTION: EcoQuest is a pyramid, isn't it?

RESPONSE: John, what is your definition of a pyramid?

After he has given me an explanation of something he feels is illegal, I respond:

"EcoQuest International has been doing business in the U.S. for more than twenty years as well as several foreign countries. If we were an illegal pyramid the government would have put us out of business years ago. EcoQuest is not a pyramid. Chain letters are pyramids." In fact, EcoQuest has been featured in several major magazines over the last 2 years!

Then I continue my presentation. When I ask a prospect to define whatever is troubling him, I do it in a very caring and nurturing way.

OBJECTION: I know about EcoQuest and I am not interested.

ANSWER: "Do you know about the retail side or the management side of EcoQuest?"

Usually he will say retail. I continue to tell the prospect that the big money is in the management side and there is no door-to-door contact involved. I have discovered that there are two EcoQuest. First, there is the EcoQuest that I know. Second, there is the EcoQuest someone thinks he knows. If you want to find out what someone knows, just ask, "What has been your exposure to EcoQuest? The reply is generally off the wall something he heard third or fourth hand.

OBJECTION: I'm not a salesman.

ANSWER: "That's fine, the retail part of EcoQuest nets Dealers $25,000 a year for two sales per week! But what I want to discuss is the management side of EcoQuest. I am looking for someone who has organizational ability or has training skills, etc."

Sales people can be as successful as any other occupational background. I’m being honest when I say I'm not looking for sales people. I am not overlooking them, either. What I am really looking for is an honest, ambitious, go-getter who is teachable.

Make a list of objections you have heard. Discuss them with an experienced Sales Manager. In a few weeks you will have heard most of them.

If there were no interest at all there would be no objections. Objections are a way of saying, "I like what I see but I'm not yet sold. I need more information." objections should not be viewed as negative. They are not! Train your mind to think, "Wow, I'm getting objections. I may have a future Master Sales Manager on the line."

Handling objections can be easy and systematic if you have a method and you are ready for the objection. The following ideas will almost always work if used in the right situations. Keep in mind though that EcoQuest is not for everyone. Some people will just not give you an appointment and we have to accept that and go on looking for the right person. Remember most of your top people are not trained, but rather found as diamonds in the rough.

Your potential candidate throws a curve at you such as "I don't have time for things like that". I understand John how you feel as a matter of fact I felt the same way, but I found that my new business took only spare time and the financial rewards were so great that I didn't mind the few hours it required. How about if we meet for coffee before you go to work this Thursday or would Friday be better? (You can do this with most any objection, try it yourself with others. (Practice makes perfect!)

Many times if you can get past the first objection, you can get the appointment. People will give you a smoke screen that is really not an objection, just a mild brush off. This next method will give you a way to get past that first objection. You make your attempt to set an appointment using one of the above mentioned methods, only this time the prospect says NO, I am not interested. What you do next will determine whether you get the appointment our not.

Apparently ________ you have a very good reason for saying that your not interested, do you mind if I ask what it is? Your prospect will then respond with the fear that caused them to say no, such as "I don't have enough time to get involved" or "my brother got involved in that and lost money" or" I am not the sales type".

At this point you follow with 1. Suppose that I could share with you that in fact time was not a factor and that busy people make the most money in our business, then in your opinion would it be worth 15 minutes of your time to have coffee? *

How about if we meet before work on _____ or would Sat. be better? (2.) Suppose I could share with you that investing money was not involved, in fact that you would only be making money, then in your opinion would it be worth 15 minutes of your lunch hour to meet with me or would this weekend be better? (3.) Suppose that I could share with you that "sales types are not really what we look for in our business, in fact we seek out people that enjoy and like others rather than sellers, then in your opinion ...

Sometimes it is easiest to by‑pass the question. (That's a good question, I'll be getting to that in a moment. John, are you still working for XYZ company? or That's a good question, I'll be covering that when we get together. *(Do you have a calendar handy) or (Do you have a pen and paper handy)

OK, Let’s assume you have your “Prospect” List and have learned how to recognize a good prospect. Now it is time to take the next action step - approaches and appointment setting. There are several situations you will encounter when you make approaches and schedule your

Each situation calls for a specific approach. Once you become comfortable with these approaches they will become second nature to you.

Those on your "PROSPECT" List will be the first people you talk to about EcoQuest. Your first step is to call and set an appointment. The reason you want to contact these folks first is you have an advantage here. These people respect and trust you and you have influence with them. Your odds increase dramatically with people you know.

Following your opening greeting you might want to small talk a bit. Ask how he is doing. Small talk is an effective way to lead into your approach. But don't let it go on too long: it is best to get to the point as soon as possible.

A good way to continue your conversation might be to say: I'M EXAMINING A BUSINESS SITUATION. I FEEL IT HAS SOME SUPER FINANCIAL POTENTIAL. I WOULD LIKE TO SIT DOWN WITH YOU FOR ABOUT 45 MINUTES TO SHOW YOU WHAT I’M DOING AND GET YOUR OPINION ABOUT IT." or, you might say: "HEY, BUDDY, I HAVE A BUSINESS PROPOSITION THAT REALLY LOOKS GOOD TO ME. I'D LIKE TO TAKE YOU TO LUNCH AND SEE WHAT YOU THINK ABOUT IT. "

A third approach is to affirm your confidence in the Phoenix System by saying something like:

"HEY, I'VE COME ACROSS SOMETHING THAT IS TOTALLY AWESOME. WHEN CAN WE GET TOGETHER? I WANT TO SHARE THIS WITH YOU; I CAN'T DO IT JUSTICE OVER THE PHONE." You might want to use a pre-approach mailer before you phone your friends. The pre-approach mailer will include a short personal note which can break the ice. Your personal note might read: "DEAR GARY, I'M TAKING A LOOK AT A BUSINESS SITUATION. NEXT YEAR, IT COULD BE WORTH AN EXTRA $25,000 IN PRODUCTIVE INCOME. PLEASE READ THROUGH THE MAGAZINE I'M ENCLOSING AND GIVE ME YOUR OPINION. I'LL BE GETTING BACK IN TOUCH WITH YOU IN THE NEXT TWO OR THREE DAYS.

Over the years, I have often called a friend and said, "John, I have something I want to run by you to see what you think. Are you going to be home in thirty minutes or so?" Sometimes he has replied, "What is it?" My response has always been, “Put the coffee on and I’ll show you when I get there.” I believe the key to this type of approach has been my excitement. If you, don’t have that excitement, go back to your sponsor and say, "Would you tell me one more time how EcoQuest works!" Then start using FreshAir as fast as you can. Stop for a moment and determine what it is you really want that EcoQuest can help you attain. Now call a friend and tell him you need to talk to him now, and to put on the coffee.

This method is best used when you are new in your business. Call a friend and tell him you have recently become involved in a new venture and, knowing his expertise, you would like to discuss your plans and get his opinion. With this type of approach you compliment your friend by telling him you value his opinion. This maintains his attention so you can explain your business plan.

Use this approach to demonstrate how your business can help your prospect attain what he has wanted for a long time; a new home, travel, education for children or financial independence. A typical dialogue would be: "John, if I could show you how you could put your kids through college without using your present source of income, would it be worth an hour and a half of your time? “

Some individuals are hesitant to approach their lawyer, doctor or other professionals with a home business plan. This should not be a problem. These professionals may net large incomes but, just like the rest of us, their incomes are temporary. That is, if the professional stopped doing what he does, he would stop earning income.

If a doctor is involved in an accident and is partially disabled he will lose his income. Professionals are often looking for something that will provide future income for what they have done or invested in the past. This is the primary reason they are often heavy investors in land and stocks, etc. But these types of investments do not give them the opportunity to build a large organization. The EcoQuest opportunity allows them to own a formidable enterprise while ensuring their future royalty income. Secondly – even if they make good incomes, they can’t help others enjoy the same. With EcoQuest they can!

A good hot button approach for these individuals is: "John, would an extra twenty five to fifty thousand dollars of permanent income influence the way you run your practice?"

"Hello Joe, this is (your name). How are you? Joe, I was just calling to see if you were home. I was going to drop-by in the next few minutes. I've got something I want to show you.

Are you going to be there? ... (Wait for an answer.) Good. I'll see you in a few minutes. Good Bye."

NOTE: If they say, "What is it?", respond by saying, "Joe, I really don't have time to go into it right now. I'll tell you all about it when I get there! Good-bye.

Upon arriving at the prospect's home with your sponsor, say the following when the prospect answers the door. "Hey Joe, I’d like you to meet a friend of mine, (name your upline partner, John) John shared an opportunity a couple of weeks ago that's really got me excited. I'd like to see what you think and get your opinion." The sponsor takes over from this point by going straight into the warm-up and into the presentation. NOTE: Most people have at least ten to twenty close friends or more that could be approached in this manner, right now.

“John, you don't know me but my name is (your name). I am a friend of (name of nominator). Do you know (name of nominator) works part-time with m.e The other day I was asking him if he knew of anyone that is highly ambitious and a go-getter? I am always interested in talking with people who are ambitious. John said to give you a call because you are one of the most ambitious people he knows and open enough to talk to me. Let me tell you what we do! We are the marketing arm for EcoQuest International which is the world's largest air treatment company of its type. EcoQuest was just featured several Magazines on the national magazine stands. We market the worlds only certified space air treatment systems to businesses and homes around the world. We have many people who earn $700 to $2000 a month in the first one or two months while they are learning the business on a part-time basis. Many love it so much they go full time and earn a six figure income in one to two years. (Prospect's name), I am calling because I want to talk to you about air treatment business and the kind of money that can be made. Your friend John said that you are the kind of person that is ambitious and open enough to talk to me. I was wondering if your schedule is better for tomorrow or (alternative time) for lunch.

The above script is longer than most but it nails the appointment. The script satisfies the

prospect's most asked objections and it flatters them just enough to make it hard for them to turn

It is important to be in the right frame of mind and that you are in a position to succeed before starting the appointment setting process. Consider the following as you prepare to set up appointments.

1. Environment: Before starting the appointment setting process it is imperative that the following situations occur.

A. Room should be quite and free of distractions, ie. children, radios, t.v., and other people talking.

B. Make sure you have a appointment calendar ready and that you have two times in mind for the appointment.

D. Keep in mind that the only reason that you are making the phone call is to set an appointment. NEVER try to explain your plan on the phone.

E. Set the appointment whenever possible with both spouses. (get the appointment then ask)

I. Understand there is a close to getting appointments just as there is in selling.

Hello _________, This is ________. Do you have a minute to talk? The reason I'm calling is to let you know that I've recently started a new business venture that is going to put an extra $10,000.00 or more in my pocket this year. I knew you probably would not be interested because your already very busy with your job etc. But I value your opinion and wanted to share with you what I will be doing, then if your not interested, at least you'll know what I'm doing.* I can come to your home or meet at my office. Would this week be good or would next week be more convenient? (At this point key in on a specific time!)

Hello, ______________, This is ________________, do you have a moment to talk? The reason I'm calling is that I just became involved in a business venture that I am very excited about. I am going to be owning and operating a home based business working in the fast growing indoor environment industry. The parent Corporation is called EcoQuest International. They are a hundred million dollar company that was recently featured in several national magazines. I will be one of their managers operating a business with them. They will even be providing me with a company car! I'm calling you because one of my first objectives is to staff my company with three part time assistants to work with me. It would be worth about $1200.00 to $1500.00 per month for a 12‑ 15 hour per week. * __________,(1.) This may or may not be right for you, but I really value your opinion and would like to share some facts and figures with you and see what you think. If you find my company interesting, great! If not, that’s o.k., you will still be helping me just by listening. * How about if I stop by for 30 minutes towards the end of this week or would the weekend be better? (2.) ___________, I am involved in a start up training program and my first assignment is to learn to give interviews to staff my company. I am calling some of my closest friends and associates and setting up some interviews. I need about 30 minuets of your time, would this week be good or would next week be better?

Hello _______, This is ____________. I have something really exciting to share with you. Can I come over tonight between 6:00 and 7:00 p.m.? By the way, tell (spouse) that I am coming, I need to see her too.

Hello ________, This is _______. Do you have a minute to talk? Great! The reason that I called is that I just got started using a special whole home air purification system in my home and I am feeling great! I don't want to sound like a salesman, but I did want to share some information with you about it.* In fact, the technology is the only certified space technology in the world. Originally the process was developed by NASA to clean air on the space station. The company is conducting a 3 day field trial study on their best selling system called Fresh Air. You won’t believe what this thing does – its revolutionary. In fact, I have a demonstration called Living Proof I want to show you that will blow your mind. It will only take about 15 minutes and I will only bring some literature to leave with you when I'm done. Could I stop by this week or would next week be better?

Hello ________, This is _______. Do you have a minute to talk? Great! The reason that I called is that I just got started using a special whole home air purification system in my home and I am feeling great! I don't want to sound like a salesman, but I did want to share some information with you about it.* In fact, the technology is the only certified space technology in the world. Originally the process was developed by NASA to clean air on the space station. The company is conducting a field trial study on their best selling system called Fresh Air. I would like to send you a Petri dish to test the air in your home. The test is free and it will show you if mold or bacteria is growing in the environment. I want to make sure I send the test kit to the right address.

Remember, your main goal is always to share the 3 day field demo with each prospect – do not try to sell on the phone. Make sure you follow through after your product approach.

(Someone called in on your mailer) Hello, I am calling about a mailer I received from your company.

Yes, My name is Michael Jackson, what is your full name? Thank you for calling. What I would like to do is give you some more information about our Corporation and opportunity along with learn more about you. What do you currently do for a career? I have some facts and figures to go over with you. Do you have a pen and paper handy? We will need about 30 minutes at my office, are you familiar with St. Paul. * (Go for the close)

Hello *_________, how’s it going? This is _________ (your name). I am getting back with you on the Home Maker ad about adding up to an extra $500.00 a month to your family income. Do you remember reading the ad?

Great! *_________ tell me a little about yourself. Are you a stay at home mom? Do you have any children? What are their ages? Great!

*_________, do you work out side the home right now? Do you have any income coming in? (Listen to what they say, may say husband) Does he work full time job? Where does he work? (Repeat back what they just told you) *_________, what made you respond to the ad that I ran?

Ok, great. Let me give you a brief history of what our company is all about. Our company is EcoQuest International. We are a 21 yr old manufacturing company that manufactures air, water and laundry purification systems. We are all through out the United States and we have products in over 80 countries. We do about 10 million dollars of business every month. So we are a pretty good size operation. Our company for over 21 yrs now has made available to individuals such as you, the ability to own their own home base business and to own a distributorship with our company without the expenses of starting a traditional business.

There are a lot of people looking for a way out of financial difficulty. A lot of folks are looking for freedom and security and realizing that when they own their own business, they can achieve this verses working for a company and helping someone else to become rich. I know you understand all of this.

You know *_________, I looking for stay at home mom’s that would love to have several hundred dollar bills sent to them each week, as many as you want or as few as you want, and so *_________, One of the first things we need to do is have you to take a look at our technology. I do appointments on ________ (day). This ________ (day) I will be at _________ (place) and would love to set up an appointment with you and demonstrate our technology which is our Fresh Air Purification Technology and let you try it in your home for about 3 to 4 days and see what this technology does for you. There are several things you can expect from odor removal to clean fresh air and if you like what our technology does then it is simple.

We are going to work on a data base and then we are going to get together and write a business plan. I am here to do all the work and you’re here to help me get in front of people. You would be helping me place this technology for field trials and if they like what the technology does for them, we will then make it a part of their lives then I am going to put $100.00 dollars in your pocket. *_________, how does that sound to you? Great! When is a good time that we can get together? (Let them know your days and time) Great I will see you at _________ (place) on ________ (day) at _________ (time).

By the way, you are welcomed to bring your children so you don’t have to get a sitter (if you meet them somewhere other than their house.) We are here to help you. So I will see you then. Thank you.

Hello, This is Mike Jackson with EcoQuest International. You sent a resume for an ad I ran in the Greeneville Sun. Do you have a minute to discuss this? Great. Before I can set an interview, I need to find out a little information so I can best see if there may be a fit with our company.

Great and thank you for this helpful information. Let me tell you a little bit about our company and opportunity we are interviewing for.

EcoQuest International is a 21 year old Tennessee based company. They lead the entire world in Air Purification and they are a Green focused Company bringing healthy living products to people and to the world. Are you aware of the Green movement with ecology and conservation and the income opportunities arising around this?

Well the company recently developed a new energy saving division to help Americans lower utility bills and energy consumption. The product is called Powerworx and is brand new. Are you interested or do you know much about energy savings systems? No or Yes – I am sure you would agree it is a huge expanding field. People associated with this industry will do very well.

We are looking for 2 people with management and leadership skills to help us expand into the Greeneville area. Do you have any experience in management or leadership? Yes or No – OK, you sound like a very interesting person that I would like to meet and interview. I have time slots open both on Tuesday during the day or on Wed in the evening. Do you know where (list office location) or (meeting location like a diner) is located? How about 10 am Tuesday. Now Jim, I have lots of people interested in these two positions so I will have my assistant call and confirm the day before. I will see you at 10 am Tuesday and go over the company and our expansion plans and how you may fit in. This position could involve a company car and some incentive based bonuses. How does that sound to you. Great! See you at 10 am Tuesday at my office or XXX.

Hello, Jim - This is Mike Jackson, you doing good today? Great! Do you have a minute to discuss something? Thanks - You know how we have been talking about the economy, gas prices and needing more income? I ran into something that is going to be really big and thought about you right away. How does an extra $500 a week sound to you!

Listen, I just installed a device called Powerworx on my electric panel. It reduces my electricity by 10% to 30% depending on what I am using in the house. It is amazing. And it makes my plasma TV work better and last longer by taking out line noise and protects from lightening. I have never been so impressed with something. Took 30 minutes to install.

Anyway, turns out the company is growing by leaps and bounds and they need people. This has created an opportunity for me to make some serious extra money. I have set up a $2000.00 second income stream coming in by May. And! Believe it or not I am earning a 2008 (name dream car) as a performance bonus and all part-time!

The reason I am calling you is our friendship. I would love to work with you on this and I am pretty sure I can get you the same deal and extra income.

I want to come over and see you and (wife’s name). Can we talk over coffee on Tuesday? Set appointment.

(If friend needs more information go on – if not set appointment and get over there with Powerworx. Be prepared to show Fresh Air etc. but do not oversell. If they are pumped about Powerworx leave Fresh Air for later)

EcoQuest International is a 21 year old Tennessee based company. They lead the entire world in Air Purification and they are a Green focused Company bringing healthy living products to people and the world. The company recently developed a new energy saving division to help Americans lower utility bills and energy consumption. The product is called Powerworx and is brand new. Are you interested or do you know much about energy savings systems? No or Yes – I am sure you would agree it is a huge expanding field. People associated with this industry will do very well.

They are looking for 2 people with management and leadership skill to expand into the Greeneville area. When I stop by we can go over the company and there expansion plans and how we fit in. See you at 10 am Tuesday at my office or XXX.

Hello, Jim - This is Mike Jackson, I am a friend of John Browns? I was talking to John the other day. We were discussing the economy, gas prices and needing more income? I told him I ran into something that is going to be really big throughout the whole USA. John said you were interested in this kind of thing asked me to call you.

Jim, I found a device called Powerworx. It reduces my electricity by 10% to 30% depending on what I am using in the house. It is amazing. And it makes my plasma TV work better and last longer by taking out line noise. I have never been so impressed with something. Took 30 minutes to install.

Anyway, turns out the company is growing by leaps and bounds and it has created an opportunity for me to make some serious extra money. I am working with the company locally and setting up $2000.00 second income stream coming in by May. And! Believe it or not I will earn a company car and all part-time! John said you were open minded, a real business type and always open to making money. Well this is a big money maker.

The reason I am calling is to see if I can drop off some information and spend 15 minutes getting to know you. Can we talk over coffee on Tuesday? Set appointment.

(If referral needs more information go on – if not set appointment and get over there with Powerworx. Be prepared to show Fresh Air etc. but do not oversell. If they are pumped about Powerworx leave Fresh Air for later)

EcoQuest International is a 21 year old Tennessee based company. They lead the entire world in Air Purification and they are a Green focused Company bringing healthy living products to people and the world. The company recently developed this new energy saving division to help Americans lower utility bills and energy consumption. The product is called Powerworx and is brand new. Are you interested or do you know much about energy savings systems? No or Yes – I am sure you would agree it is a huge expanding field. People associated with this industry will do very well.

They are looking for 2 people with management and leadership skills to help expand into the Greeneville area. John says you have some experience in management or leadership? As John said, you sound like a very interesting person that I would like to meet. Do you have a calendar handy. I have time available on Tuesday during the day or on Wed in the evening. Which of these times might work.

I will be there and go over the company and our expansion plans and how you may fit in. This position could involve a company car and some incentive based bonuses is we really do well here in Greeneville. Great! See you at 10 am Tuesday at my office or XXX.

Earlier we discussed helping your New Committed Business Builder get a fast start by listing his top 100 ambitious go-getters. What is the next step once you have given a successful presentation? The prospect likes what he saw and promises to come to your next opportunity-meeting or training class. The odds are maybe 50% he will show. Would you like to guarantee he will? It will take PV PRESSURE to do it!

The first thing I do, after the presentation and while the prospect is excited and has agreed to come to my opportunity meeting, is say, "John, give me five or six names of the most ambitious, go-getter people you know so I can call them for you. Anything I do, any recruits I get, any prospects sponsored, belong to you. Let me see what I can do with the five or six names between now and Tuesday evening's Opportunity Meeting. There is a good chance I can recruit a couple of people for you.

I never feel comfortable having people just tell me they will come to my meeting. Some will not show. I want to make them come to the meeting by calling them and saying, "I have recruited someone for you. Remember your friend Jim. You gave me his name last week. I called him Friday and he is coming to the meeting Tuesday evening. He is excited! He is going to order his Success Pack tonight and has set up 4 meetings at his home! Now the first prospect must make a decision to work this business because he has someone under him.

When you ask for five or six prospects the key is to say, "John, give me the names of five or six of the most ambitious people you know. I don't want anyone that is not a go-getter. When I contact them I want to be able to say that John pointed out that you are a winner and highly ambitious." This is going to perk up the prospect I am calling. It is very hard to say no to an opportunity when someone has so flattered you. Tie down an appointment date and time and begin the process. When John attends your Tuesday meeting and at some point makes a commitment to build a business, have him make his 100 name list. The process continues to cycle!

Keep a list of all prospects who have indicated an interest in attending your meeting or your up line" partner's meeting. Include phone numbers at home and work. Contact by phone the entire list the afternoon or evening before the meeting. People under your first levels should be contacted first. When a third or fourth level, etc. says he/she is coming to the meeting, call the upline and tell him that George, one of his downline Dealers, will be attending the meeting and you are sure he wants to be there for support. This is positive leverage where everyone wins.

It seems everyone knows someone "who would be great at this business," who lives 500 miles away. We always recommend a new person build close to home. The logic is simple--it costs less money and you can maintain closer contact. Also, someone you thought could be great often does not work out. Here are some tips to follow if you are absolutely convinced you know a superstar who lives out-of town. Call the prospect and use the same approaches recommended earlier. Close by saying, "Chris, you may or may not be interested, but you owe it to yourself to check it out. I would sure feel bad when my business is making a bunch of money down the road from now and I had never even taken time to let you in on it. I’ll tell you what I will do. I will send you a very informative magazine and a DVD that will answer most of your questions. Now, Chris, if I go to the expense of sending you that package, will you spend four to six hours investigating it? "

If he says, "No" you really are ahead because you could have spent several hundred dollars on travel expenses and wasted several days, and the answer would still be "No." If the answer is, "Yes, I will investigate," send the package. There is some cost involved, so be sure he will use the material and be sure you get it back.

Plan to call your prospect two or three days after he should have received the package. Enthusiastically ask your potential Dealer, "Hey, what did you think of the magazine? " If he says, "What magazine?" your prospect may just be a "dud." Follow-up with, "How about the DVD? " Again, if he has not listened , you may be trying to sponsor the wrong person. I would not show anger or alarm at this point, but I would ask if something has come up that has kept him from investigating the material. (Sometimes a family, health, or business problem can disrupt a person's routine and you do not want to lose a good prospect by being too abrupt.) You do, however, want to convey the attitude that you expect him to read the material and listen to the DVD. Be sincere about this request.

If you are fortunate, the prospect may call you. The initiative and aggressiveness required to initiate the call demonstrates the excitement and potential necessary to build a business. If your prospect says, "I was up until 2:30 A.M. last night ...that magazine is really something ... I couldn't put it down... this appears to be an answer to prayer ... how do I get started?" You can invest in travel expense and rest assured it will be an outstanding investment. (You only need a few like that to build a huge business and become financially independent.)

If you are just getting started and feel you lack experience but you have an out-of-town prospect

that looks great, discuss it with your upline manager. Usually he/she can find a way to train your

Once a commitment is made by your out of town prospect it is imperative a plan is in place before

you travel to help them. Your new leg builder should purchase a Success Pack – you can’t build

from an empty wagon, especially out of town. Secondly, have your out of town builder invite 3

to 5 guests each day to the meeting you will come to conduct. Your leader should send you (his

upline partner) a daily email of those invited. You can work with these prospects even before you

Conference calling is a WIN-WIN situation. If you are intimidated by Conference Calling, don't be. Use this with local or out of town prospects. The mechanics of conference calling are so simple that teenagers have been using it for some years to organize their social life. Many phone systems are like ours: dial one party, put him on hold, dial the other party and punch "conference call."

If the new Dealer and his Sales Manager are at one phone location, the idea still works even without an extension. The new Dealer calls his friend and uses the same phone script shown below. He introduces his Sales Manager to his friend on the other end and hands the phone to his Sales Manager.

Sending a pre-approach "Success from Home and DVD", is a graceful approach for the new Dealer. Now just call your prospect and briefly say, "Hi, this is John, I'm calling to see if you received the information I sent about EcoQuest?" "By the way, I have a friend, Jim Rogers, on the line who is very knowledgeable about our business. He is respected throughout EcoQuest for helping others build strong organizations. He would like to explain the advantages of our company and business plan. In an instant, EcoQuest will shine like a beacon in a dark night. The prospect will be impressed. He has probably never before experienced this type of attention. Let's explore the power of conference calling from the vantage point of the prospect, the downline and the upline.

First of all, you compliment your prospect by calling him/her. Your phone call conveys the message that he or she is worthy of your time. You stroke his ego and give him a sense of importance. He will appreciate your respect and repay you with loyalty. Secondly, you contacted your prospect at his convenience and in the comfort and security of his home. Being in secure surroundings should make your prospect more receptive to your message. since the prospect is in a non-threatening environment, he is likely to be more responsive. The prospect will realize that he will receive team support from his upline. This conveys a sense of confidence and a feeling of potential success. These feelings are powerful psychological emotions that will encourage the prospect to sponsor with you.

Most new Dealers are terrified of the phone. They view it as an alien beast waiting to devour them. If the telephone doesn't eat the Dealer’s ear then surely he faces morbid rejection from the prospect. That fear is enough to keep the new Dealer off the phone and out of the prospecting business.

However, when a confident and respected "upline" participates in the conference call, the phone becomes a friend and the fear of rejection dissipates. The "downline" understands that their "upline" will act as a buffer against the new prospect's cunning and difficult questions and objections. Freed from the fear of rejection, the new Dealer will be able to prospect more extensively and successfully. This increases the likelihood of finding the hungry prospects which make a successful marketing team. It enhances the probability of everyone's success.

The upline’s is personal attention gives the "downline" security. The "upline", by sharing the conference, is clearly demonstrating his personal care and concern for the "downline's" success. That concern will pay big dividends in the future. Additionally, the "downline" has third party credibility and loses the fear that is a natural extension of his own inexperience.

During the conference call the “upline" trains the "downline". He teaches general information about EcoQuest: the products, the philosophy and the business opportunity. By example, he shows the new Dealer how to handle objections and demonstrates sponsoring techniques. And this is all done at the "upline’s" convenience.

Naturally, conference calls build rapport and loyalty. These factors could be extremely important in the future. I think it's wise for the “upline" to make an outline of what he/she wants to convey to the new prospect. Most available one-on-one presentations would suffice. If you don't want to make an outline, use a highlighter to hit the script high points. Fifteen minutes is long enough. Conclude the call by getting some kind of commitment. For example, the prospect will order a Fresh Air, watch a DVD or two, listen to a C/D or attend an area meeting. Any small commitment is good because it gives you the opportunity to follow-up with a business ROMANCE that could lead to an EcoQuest marriage.

You can follow the same path as Three Way Calling using the EcoQuest nightly Lifeline. Each night company CEO or a selected field leader gives a fifteen minute EcoQuest business overview. You three way in your prospect and at the end of the call you have a high probability of sponsoring the prospect or selling a Fresh Air. Imagine in your mind that Mike Jackson was conducting this call just for you. What would you do in this case? The answer is “I would be on the call with guest”! See you at 10pm eastern time Monday through Friday and noon on Saturday at 1-641-594-7500. The passcode is 546009#. There is also a call at 11am eastern designed to explain the Infinity2 Nutrition Center Business plan.

Talk to ten people unfamiliar with contacting referrals and nine will say that referrals, when contacted, are cold calls. Are they? What we are about to discuss is important to your success in building a big EcoQuest business, especially if you want to build quickly.

To clarify the term "Referral" as applied to our business we must first have a nominator. A nominator is anyone: a friend, neighbor, fellow worker, even a stranger who is willing to give you, to nominate, names of people he knows.

It isn't important how well he knows you or even if he is a stranger. It is important that the prospects provided by the nominator like the nominator and believe he/she is creditable. Why? When we contact the prospects we are borrowing the prestige and creditability of the nominator.

Research on the life insurance industry indicates we effectively borrow 90 percent of the nominator's prestige and credibility when we contact his/her friends. Essentially we are calling on the nominator's behalf to relay a message of importance.

To illustrate, pretend you are traveling to London. A friend hears about your trip and asks that you contact his best college friend and his best man who lives in London. He gives you his name and phone number and asks you to call and say hello. Is this a cold call? No. You would look forward to making the call. You see yourself as your friend's personal ambassador.

It really doesn't matter whether it is a friend or someone you just met at the health club who asks you to make the contact. Your reception from the London friend will be the same: very excited. You called with good news from a foreign land. "A stranger is just a friend you haven’t yet met."

It is important for you to understand that referrals are a warm call. You limit your market when you believe only people you know are warm calls. You will not be able to help your first levels build in-depth or have control over developing Sales Manager on a regular, predictable basis.

The world is yours if you understand the psychology of a referral being a warm call. Just think if you know 500 people and each of them know 500 that is potentially 250,000 referrals--WARM REFERRALS. That would keep you busy for some time. But if you needed more?

You may be saying to yourself; the examples given aren't the same as contacting a referral and asking if he is interested in a business opportunity. It may not be the same if you don't believe we have the BEST OPPORTUNITY IN AMERICA today or if you contacted one of the $50,000,000 Lotto winners. If you do believe in the opportunity and the referral you contact has a family to feed, children to educate, house payments to make and his company is down-sizing, he knows it is just a matter of time for him. You receive a completely different reception, as well as a business builder and life-long friend.

Yes, many referrals will not be interested, but if you use one of the scripts in a caring and nurturing way, you will never hurt anyone's feeling by offering them an opportunity.

( Prospect's Name), Hi! My Name is (Your Name). You don't know me ... Let me explain why

(Prospect's Name), I am a Marketing Manager with a large international environmental health

Located in Greeneville, Tennessee. I was recently speaking with one of my key people.(Referrer's Name). Do you him? I mentioned that I was interested in bringing another associate into our organization who could handle himself/herself in a high-income sophisticated marketing position and (Referrer’s Name) mentioned your name right away. Now, (He/She) has no idea of your present situation, but thought you would be open-minded to career opportunities and thought I would like to meet you.

“Could we get together for a cup of coffee sometime next week? What does your schedule look like on (Date) at (Time)?”

Hello is _______ home? _______ my name is ________. We have not met but we have a mutual friend John Smith. John suggested that I call you. John and I were having a business conversation regarding a situation that will put $10,000.00 ‑ $15,000 extra income in my pocket this year. Your name came up as an open minded person that may or may not be interested in that kind of extra money. John said you were a success oriented person and that you would probably meet with me for coffee to let me explain my business further. Do you have a calendar handy? How about if we meet for coffee some morning this week or would after work be better for you? (Meet in the lobby of a restaurant or at their office!)

How many times perhaps have you met someone on a chance encounter while waiting in line at the grocery store, at church or at a P.T.A. meeting. You probably thought to yourself, "I would really like to be associated with this person in my business," but you didn't know how to approach them. F.O.R.M. is a formula that can gracefully and comfortably open doors for you. It is my observation that when we develop anyone in our business to Manager, that person first must perceive us as a caring friend. We do not make friends by talking about ourselves. We make friends by asking "caring-types of questions” and involving the other person to share with us the major areas of their world, such as family, occupational and recreational interests. So here we are in front of a top notch prospect, what do we do now? Start by asking about the person in this manner:

l F - FAMILY. Are you married? Do you have any children in college? How many boys do you have? Girls? Ask family questions that seem appropriate and don't feel that your prospect would think that you are nosy. He/she loves to talk about themselves and their family. Many times as they talk, they will indicate how expensive it is to send a child to college. Tuition is increasing every year. Store this information in the back of your mind.

l O - OCCUPATION. What type of work do you do? How is the economy affecting your business? Questions of this type will usually get a response that business is not very good or that employees are being laid off in their plant. Perhaps, they will respond that they did not get a badly needed salary increase this year. Don’t forget to listen when you ask questions because people will tell us what we want to know, their problems, their wants, their desires and even their hurts. We are in a position to help them solve these problems.

l R - RECREATION. What do you do in your leisure time? What are your hobbies? Questions similar to these will usually open up conversations about health. A person might respond by saying, “We use to go bowling or hiking but my husband hasn’t felt very well lately so we just watch television now.” The next question might be, “What seems to be the problem with your husband’s heath?”

l M - MESSAGE. (Recruiting Message) In the above example, we have uncovered a need for money and poor health. I will decide which is the biggest problem in this person's life and say something like this, "You mentioned a few minutes ago that your husband is suffering from terrible allergies. I have a good friend who felt the same way and I was able to help him overcome the problem. I need to get to another appointment right now but if you would like for me to give you a call tomorrow, I will be glad to share how my friend overcame this problem and who knows, maybe it could help your husband to feel better." The attitude of the prospect is usually very appreciative and they don't mind giving you their telephone number.

I do not attempt to do an interview at the time I meet the person. I have found that it is best to interview under favorable circumstances so I will call the next day and arrange a convenient time for us to meet again. I am flexible. If the situation is right and if there is enough tine to make a presentation, I will share with the prospect at that time. I have done this several times while flying. This meant that I had a couple hours sitting next to someone and it probably would not be easy to get back with them for awhile.

You have now completed all 100 names on your "PROSPECTS List" and your "upline partner" is ready to contact your prospects for you. If you will write the following letter and send it to your prospect three days before your upline calls, your prospect will be more receptive and open to that call.

A pre-printed postcard on yellow or white card stock, using the same message, will also work. Make sure your return name and address are on the front of the postcard or envelope. Coordinate with your "upline partner" the number of letters to be sent (usually ten to twenty at a time) and the mailing date.

Every so often an opportunity comes along that can really help us, but sometimes in our daily rush to keep things rolling, we ignore it. Recently I had the pleasure of reviewing a program that is important to me financially, especially in these uncertain economic times. A friend referred it to me.

When I was first approached, I had little interest in even talking about it. But, since I found it worthwhile and important, I recommend that you take the opportunity to look at this program. I asked (Name of "upline partner") to contact you in the near future. Make up your own mind, naturally, but it is my sincere belief that you will find the short time it takes to talk to him will be time well-spent!

This letter's effectiveness is not diminished even if it is typed on a card with the prospect's and "upline partner's” names hand written in the space provided. Please also remember to sign your name.

______________________________________________________________________________

“Hi, (name of Prospect) I’m (Your Name) and (Third Party) asked me to call. Did you receive the letter (Third Party) sent?” After response; (Third Party) asked me to visit with you for a few minutes and personally share this concept with you. I am available on (Tues or Thurs) at 3:00 P.M. Which is better for you?”

If the Prospect asks what it is or says they are not interested, reply with statements from the

Complete your Top 100 List. Your upline will help you contact these people. Select a graceful approach script and help your "upline partner" by making personal calls to people on the list. You can also send these people a "Pre-Softening Letter" with a note on it. (See Third Party Letters and Brochures.) Spend thirty-five to forty minutes reading this booklet until the material becomes very familiar.

Believe in EcoQuest technology and understand the Sales Plan. You must realize that you represent the finest products money can buy. Be proud of the opportunity which allows you to help so many people in so many ways. To be able to sell - Be Sold! To be convincing - Be Convinced. Don’t try to sell someone on something you are not sold on yourself. The education you will receive from your “upline partner" and other Dealers will make you wise beyond description.

Attend your “upline partner’s” business meetings. Attend occasional area meetings and phone meetings. You should participate in these meetings as part of a learning opportunity. Remember, you come alone - you’re learning; when you bring a friend - you’re earning. Finally, schedule some meeting in your home. You will work to fill your living room if you know your upline partner is coming to do your meeting. Work everyday, all week to fill the room. There is nothing more powerful than a group of highly motivated EcoQuest leaders gathering together talking business and helping others get started. If you are not getting together regularly you are missing a key component that cements groups together for life.

Contact www.ecoquestmac.com for a list of outstanding and inexpensive C/D’s and DVD’s. Begin listening a bit every day and viewing the DVD’s as soon as possible. Use non-productive time, such as riding in the car, to listen to tapes. The C/D’s and DVD’s will keep you motivated, give you new ideas about the business and teach you the basics. You can also download MP4 movies to your media play by going to www.ecoquestmac.com.

· You will be promoted to Sr. Dealer and start earning 6% or Master Dealer earning 12% or more on your new partners.

Determine the location for your EcoQuest home office and set it up. You will need the following:

· Open an EcoQuest checking account. Use it for all purchases related to your business.

· Purchase a Fresh Air from your personal checkbook to your business checkbook at retail (see you made your first sale)

· Go to www.ecoquest.com and go to the business owner section. Order your EcoQuest Web Site for a free one month trial. This is a very important step. The EcoQuest Business Center on your personal web site is filled with reports you will need as you develop and grow your organization.

Obtain a one-on-one Presentation Book from www.ecoquestmac.com This is a powerful compilation of information you will use everyday as you build your company.

Dress well. Observe business people in your area and the way they dress. People in larger cities usually are more formal in their attire, especially in the downtown area. Those in smaller towns and suburbs are more casual. Try not to overdress or underdress for your prospect. If you aren’t sure, it is best to be well-dressed.

Explain to your prospect "your commitment" to train him/her. Introduce him to this

booklet and tell him you will be his "upline partner". This will impact confidence to your prospect that they too, can be successful. Otherwise, and success in this business can appear to depend on luck, most people have already had enough of the bad kind.

Thanks for reading this material. I have been in Home Based Business for nearly 30 years.

An estimated two billion dollars in business has been created since I first conducted two

Interviews on a Sunday afternoon at my home. I have learned the ideas above from many friends

And partners as well as trial and error. My message to you is “you can go this business”

YOUR EFFORTS ALONE OR BUILD AN ORGANIZATION

Send mail to support@thephoenixsystem.com with questions or comments about this web site. Copyright © 2008 The Phoenix System Last modified: 06/16/08

Send mail to support@thephoenixsystem.com with questions or comments about this web site.
Copyright © 2008 The Phoenix System Last modified: 06/16/08