Shall
we define our really good prospect as someone who's maybe a Harvard/Stanford
grad type? Or perhaps, a non-academic, self-made millionaire who's
looking to do it again? Or perhaps that street-smart self-made
millionaire who's lost it and wants it back? How about a networker
who has built a large organization and whose company has just
gone bust? And who's looking for a new home with her key people?
Think those type of people have what
it takes to make it in a business of their ow?
Think they've jumped through enough
hurdles so that if they ran into some bumps again, they wouldn't
just shrivel up and flake?
So then what can you say to get such people into your business?
Hmm.
Let's agree on a few characteristics about these people.
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Do you think they get a special
high when they pull off feats that others have told them
they cannot do? |
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Once they decide to go after
something, what do you think their eye is fixated on --
the prize, whatever that is, or on whining about the obstacles? |
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Do you think they'd agree
with Mickey Rooney when he told Judy Garland in that 1939
flick:"If no one wants to make you a star, then you
might as well do it yourself." |
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Do you think they get an energy
boost knowing that they just outdid themselves? |
Of course that's how they are, you
say. No-brainer. Tell me something I don't know.
Shall we first acknowledge that everyone has, in differing degrees,
two traits: That inner urge to overcome all odds and really do
something significant; And, the rather less noble longing for
good things that come quick and easy.
Pretend a person is say, 50-50 on these traits (the human condition?).
If so, how close do you think you get to touching that inner desire
they have to overcome, to go against all the odds and prevail,
if you pitch your program as:
1.
Easy, anyone can do it
2. You can make big money fast
3. Everyone will want this
4. This is the best deal in the history of the world
5. All you have to do is talk to people you know
Hmm.
Has that been your experience doing network marketing? Is that
how you've found networking to be? Something quick and easy?
That is why we call those the
5 worst things you can say to a good prospect.
Do you see why?
That said, how DO you tap into that inner drive to overcome and
prevail when presenting your business? (Assuming the prospect
has at least SOME of that, hmmm?)
Ask your prospects if they want to
do what rich dads do...
Have you heard of the book,
'Rich Dad Poor Dad: What the Rich teach their kids about money
- that the poor and middle class do not!'?
Here's what the author, Robert Kiyosaki, says the big difference
is between what a poor dad and a rich dad teaches his kids.
Poor and middle class Dads teach:
"Work hard at school so you can get good grades. When you
get good grades, you will be able to get a good job. Then you
become a good hardworking man." (p. 105, Rich Dad's Guide
to Investing)
Rich dads have a different take. They too, say to work hard. But
not just for 'earned income'. Rather, rich dads say, work to build
up or become part of an 'income producing asset'.
Something that throws off income after
it is set up.
Real Estate | Author
| Musician | People
organizers
The developers buy the land, build
say, an apartment building or office complex, or housing development,
and hope to lease or rent out (or perhaps sell) the units.
If the project is successful, what is the income they get from
this asset called? Yessum. Rent. The asset is the improved property;
the income they derive after it's built up is the rent.
And they get the rent FAR longer than the time it took to build
it. Everyone knows that, yes?
Which work is more anxiety producing? Building it in the first
place? Or managing the property and collecting the rent after
it's built?
What do more people tend towards? Becoming a developer? Or real
estate property managers?
Who makes the most money?
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