Setting Appointments

The 3 Way Call System for Success

Top 3 reasons for using three way calls:

• Build credibility for yourself

• 3rd party validation about the company and product

• Learn how your upline talks to prospects, training as you recruit!

Before the three way call:

Give your upline

• some background on the prospect • what they do • any concerns or reservations • what information they have been exposed to

so far

Edify Your Upline

Practice edifying your qualified upline before the call to ensure a smooth delivery of the information.

To “edify”, means that you will “build up” or “fortify” the person, the tool, or the system, that you want to introduce your lead, prospect or even a new distributor to.

This one concept alone when done properly could help you make thousands of dollars per month in residual income.

How to Edify

• Call your upline member and take notes on what to say about them when you introduce them, then practise with them.

OR

• If they have set up a blog with their stories with edification information, copy and paste the info, run it by them, and then practise it with them.

Prospecting Card

Preparation• Before you do anything further, make sure you

have a Forensic Networker Prospecting Card to record your prospects’ contact information, whether or not you reach them when you dial.

• Note any information they may give you in the call on the back of the card

• Note the time and date and the result of the call• This allows you to track any contacts with them

Prepare your 2 minute story

Share when you joined who introduced you to the business why you joined GWT – gear this to prospect’s

answers (More money, less stress, more time with family etc.)

your product testimonial (product retail sales, GWT jewellery you enjoy wearing)

your business testimonial (income earned, size of your team, top weekly cheque, total sales volume of your team).

Smile and dial!!!

Stand in front of a mirror to make sure you are smiling! Read the script over 20 times until you feel comfortable with it. Make sure that you rehearse your own 2 minute story a few times as well. Write it down and add it to this script… make it yours. Pretty soon you will know it off by heart.

Sales professionals always use their script!

3 way call Introduction

Hi, ‘Mary’! This is not a social call, it’s about business.

• At this point you are waiting for a yes or no answer…

• Response: No• Find another time, and call back at that

time.• If Yes, Do you have ten minutes?

Response NO

• At call back:

• _ Hi, ‘Mary’, remember my last business call? It wasn’t a good time to talk, but

• you suggested I call you now. Do you have ten minutes now to continue?

Response : YES

You want to immediately set them at their ease:• “Before we get started, let me take the time to

understand exactly what your needs are. I want to see if this would be a fit for what you need, not me telling you what I think you need. My purpose on this call is to form a relationship - a partnership with you. So let me ask you some questions so that I can better understand your needs”.

• This statement is very disarming. They will settle down and listen at this point, as they begin to trust you.

F.O.R.M.

Begin building Like & Trust using F.O.R.M. while respectfully asking questions about

• Family

• Occupation

• Recreation

• Money

Sharing your 2 minute story

The 2 minute story and the entire process of building Like & Trust cements your relationship with your prospects:

• Using what you have learned about them in your F.O.R.M. Qs, tailor your 2 minute story to establish common ground with them

• they will now want to listen to what you have to tell them about both your why and the business

• they will also want to work with YOU, not bypass you and bond with your qualified upline instead.

Introducing the 4 Minute Call

• “I just got involved in a business that I want to share with

you. Now, I am not only going to share with you what I am doing, I am going to show you just how easy (chuckle/smile as you say this) it is for you to do it.”

• “Most people get really excited about the concept and want to learn more. Some don’t… they just stay stuck living from paycheque to paycheque.”

• “OK… now I’m going to put you on a 4-minute call that summarizes the business.”

• “I will be on the call with you; be sure to note down any Qs or concerns that you might have.”

Accessing the 4 minute Call

• 3-way into the 4-minute call by dialing 1-877-GWT-CONF OR 1-877-841-6676 OR• Save the call on your cell phone, and play it from there OR• If you do not have 3 way calling yet and are in front of

your computer, go to www.globalwealthtrade.com, Infocentral tab, and click on the 4-minute call in the appropriate language. Put the phone to the speaker.

NOTE: Set up 3 way calling with your provider previously and master this function on your phone!!!)

“NO” Response

“Wasn’t that terrific?” ____________ (be totally still and silent, and wait for their answer)

Response: No• Ask for a referral:• “Do you know anyone that likes jewellery?”• “Do you know anyone that is interested in

making some extra money from home?”• Don’t waste your time; we are not in a

convincing business.

“YES” Response

“Wasn’t that terrific?” ____________ (be totally still and silent, and wait for their answer)

Response: Yes• OK, so let’s schedule some time to

review this in detail. • Because I’m new, I will need assistance

in presenting the information to you. • So, I am going to introduce you to my

business partner, John.

Questions from prospect?

• Use 3-way calling with your upline as soon as they ask you questions.

• Let the upline answer the questions – the third party influence is always more powerful than you for answering the questions.

3 Way Call “Upline Expert”

• Distributor says; “Great! I have good news. I have on the line with me one of our great leaders in the Company.

• He or She has been on board with GWT for X months/years, has had great success teaching people the GWT 1-2-3-4 Wealth building system and also how to make money with this opportunity, and he/she can answer your questions about how to get started. So Mary, I’d like to introduce you to (Your Upline Expert’s Name).

• *You always want to introduce your guest to the Upline Expert first, not the guest to your upline.

Prepare for Introduction

• Distributor: “Mary, can you hear me?” (Don’t ask if they are there. It demonstrates a “lack” mentality.)

• Mary Prospect says, “Yes”.

Introducing “Upline Expert”

• Then, you say: • (Upline Expert’s Name), this is Mary Prospect from blank

City. • He/She just got a chance to (i.e. hear the 4 minute call,

or look at the website and really likes what he/she has heard/seen so far).

• Will you please share with him/her how you got started, what’s happened to you since doing so and perhaps answer any questions that he or she may have.”

• *Always ask a leading question so your upline knows what to focus on during the call.

Upline Expert Speaks

Upline Expert says:

• Thank you “Mary Prospect” for your interest in the company and for your time.

• Now Upline builds like and trust, again utilizing F.O.R.M. (Family, Occupation, Recreation, Money) to build Like & Trust.

• Upline then shares own 2 minute story.

INVITING TO A TOUR

• At this point, you will be listening to your upline answer your prospect’s questions. After handling the Qs, he or she will ask,

• “Do you live in the area? We can set up a time for us to get together, or if you’d rather, you could come online with us so we can give you a tour of the company. It will take about 45 to 60 minutes. Then, just to show you our appreciation to you for taking the time out of your busy schedule, we will give you a $100 free gift certificate after we have completed the tour.

• Which would work better for you? Afternoons or Evenings?” Then, Wednesday or Saturday at 1.30 pm?” or maybe “Tuesday or Thursday at 7.30?”

Confirm & Invite

• Always go through the process of giving the prospect 2 different options, keep giving 2 choices until they commit to a time with you.

• Bring them to the next GWT Live Tour if possible. (this may be for current appt. or maybe for the next step)

• ASK, ASK, and ASK them to join you NOW so you can build a business together!!!

Tips for Effective Calls

• Tips for conducting effective 3 way calls:– When your upline is talking, stay quiet and

listen, since you want to show your prospect that you respect your upline. Never talk while your upline is talking!

– Jot down what your upline says and any comments from your prospect on the prospect card. This helps you for future calls when you are conducting 3 way calls with your team.

BE COACHABLE… learn as you listen!

3 Way Call Secrets

• The secret to doing powerful 3-way calls is to practise: rôle play, rôle play, rôle play. The key is to get comfortable with the information and your method of delivery.

• We are in the people business, the personal contact with your team is critical for your success.

What to talk about on 3-Way Calls without the 4 minute call

• Evolution of the Company:• We’re a very young company; we reached

5 years in operation this past February. We started as a regular jewelry business in 2005 and in 2008 transitioned into a designer company. From our third month in business back in 2005 the company was in profit. This past year the company had a 750% growth despite the economy.

Designer Lines

• We currently have three designer lines FERI MOSH, FERI and our 19K Signature Series.

Over the next few months we will be

launching our

Ladies’ designer handbags

and

Designer sunglasses

FERI MOSH

FERI MOSH is our top designer line exclusive to Global Wealth. FERI MOSH is a diamond collection set in 21 karat gold that is hand-crafted and hand-set. 21 karat gold exists; however, we have a unique formula at GWT that gives strength to our 21 karat in order to be able to set high quality diamonds in our pieces. We use black, white and colored diamonds in these pieces, as well as precious & semi-precious gemstones. This line is truly “Above All”.

FERI

Our FERI line consists of 925 to 940 Sterling silver pieces with natural rhodium plating, Tungsten, Plangsten and High-tech Ceramic time pieces, bracelets and rings. These latter three materials are among the hardest in the world next to a diamond, so they are scratch resistant and men love this because their pieces retain a brilliant shine for life.

19K Signature Series

Our 19K Signature Series is also hand crafted. Made from our patented 19K gold formula, it is set with very high quality diamonds. It is a stunning bridal engagement line, and all of the diamonds are hand set. These pieces may also be customized.

Company Vision

The vision of the company is to be the leading distributor of designer fine jewelry in the world. Over the next few months we will also be introducing designer purses made in Italy as well as designer sunglasses. In the future we will also be launching lines of high fashion apparel.

Our CEO and visionary Mr. Ramin Mesgarlou

Our CEO and visionary Ramin Mesgarlou is an exceptional business man.

• He has been in the industry for 19 years, 14 years as a distributor (10 of which earned him a 6 figure income) and now the past 5 years as a senior corporate executive.

• He has built organizations with 30,000 distributors in 15 different countries.

• He was a self made millionaire by the age of 25 and has actually created 6 millionaires.

Our CEO

• He wrote the manual Forensic Networker and was featured in Networking Times magazine and invitated to do a webinar on his Forensic system last month for Networking University, an honour granted only to the giants in the industry.

• He is an expert on compensation plans and has created compensation plans for four companies.

• His family has been in the jewellery-manufacturing business since 1887, over 120 years, which allows GWT access to the highly protected jewelry industry.

Foundership Program

What is unique about our company is that we have 65 Founding Members that are committed to the success of the company.

Industry

GWT doesn’t sell to the public; the only way a person can purchase through GWT is through a distributor. The quality is second to none; we are the Rolls Royce of jewellery.

Support

The company utilizes a one-of-a-kind marketing tool called the 1-2-3-4 Wealth Building System. This system allows the entrepreneurs to expand their business globally and be able to monitor their sales and profits through their state-of-the-art sales tracking software.

TRAININGS

• There are conference call trainings twice a week

• Infocentral tools are online with no charge to distributors

• Tuesdays and Thursdays there are online presentations led by experienced leaders

• Bootcamps are set up in different regions across the country that assist distributors to master the duplicatable 1-2-3-4 system

DISCLAIMER

• This is not a get rich quick scheme, _________, but when you build it will pay you a solid residual income.

• With a consistent effort you can build a solid passive income that will pay you for the rest of your life, __________!

INVITING TO A TOUR

• At this point, you will be listening to your upline answer your prospect’s questions. After handling the Qs, he or she will ask,

• “Do you live in the area? We can set up a time for us to get together, or if you’d rather, you could come online with us so we can give you a tour of the company. It will take about 45 to 60 minutes. Then, (smile or chuckle) to show you our appreciation to you for taking the time out of your busy schedule, we will give you a $100 free gift certificate after we have completed the tour. Which would work better for you? Afternoons or Evenings?” then, Wednesday or Saturday at 1.30 pm?” or “Tuesday or Thursday at 7.30?”

CONFIRM TIME & INVITE

• Always go through the process of giving the prospect 2 different options, giving 2 choices until they commit to a time with you.

• Bring them to the next GWT Live Tour if possible. (this may be for current appt. or for the next step)

• ASK, ASK, and ASK them again to join you NOW so you can build a business together!!!