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I.C.O.N. TEAM

RECRUITING & PROSPECTING

“BE ALL THAT YOU CAN BE”-US Army

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I.C.O.N. TEAM

BE ALL THAT YOU CAN BE!!!

“The more confident you are, the more you attract into

your life people and circumstances that can help you to achieve your goals.”

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I.C.O.N. TEAM

THREE LAWS OF RECRUITING

LAW 1: PIQUE INTEREST – EXPOSURE

LAW 2: 24 HOUR CALL-BACK

LAW 3: CONSISTENT FOLLOW UP

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RECRUITING / PROSPECTING

• WHAT DOES RECRUITING TRULY MEAN?• Webster dictionary meaning….• “To engage (person) for service; To strengthen or raise

by enlistment; To supply with new members; To enroll or seek to enroll; To replenish; To renew or restore the health, vitality, or intensity of.”• “R” – RELENTLESS • “E” – ENJOY• “C” – CONSIDER • “R” – RESULTS• “U” – UNDERSTAND• “I” – IMPLEMENT• “T” – TODAY

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WARM MARKETvs.

COLD MARKET

RECRUITING / PROSPECTING

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RECRUITING / PROSPECTING

WARM MARKET

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3 TYPES OF PEOPLE YOU WILL ENCOUNTER…

REDS – These are people that You Look Up To.

These are the people that you should and want to talk to.

Ask them for their opinion about the business.

Most are intelligent and understand money.

Always looking for business opportunities.

Example: These are the people that are viewed as community leaders, successful business persons, etc...

RECRUITING / PROSPECTING

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REDS OPPORTUNITY SCRIPT

• Hello (full name), how are you? The reason I am calling is because I need a favor from you? I just recently looked at a business opportunity. That looks real good to me. And because I respect your opinion about business. I thought it would be great if you could look at it for me, please! I would feel much more comfortable knowing how you felt about it. Could you do me a huge favor and take a look at it with me? Please!!!

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RECRUITING / PROSPECTING

GREENS – These people are your Peers.• These are the people that you must have patience

with.• They already know everything about you and wait to

see if you become successful.• These people are the hardest to recruit. Avoid going

to them first.

BLUES – These are the people that Look Up To You.

(If you recruit the BLUES, you will get the BLUES!!!)

• These people are deceptive; they give a false perception.

• These people depend on you and do very little on their own.

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GREENS OPPORTUNITY SCRIPT

• Hello (first name) how are you? I want to ask you a question. If the money was right, and only if the money was right, and it fit into your time schedule. Do you or anyone you know would be open to look at a serious business opportunity. Right NOW?

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BLUES OPPORTUNITY SCRIPT

• Hello (first name), how are you ? The reason I am calling is because I just got involved in a business I am very serious about it. It’s a company exploding World Wide. There’s a lot of money on the table. I thought we could make some serious money together. Do you know of anyone who would be open to take a look at a business opportunity. Right NOW???

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3 TYPES OF PEOPLE YOU WILL ENCOUNTER…

**3 RED** **31 GREENS** **66 BLUES**

It is important for you to understand the kinds of people in your organization, and the types of people that you will encounter recruiting. By knowing what kind of people you are dealing with, you will know what their potential is or what to expect out of each person.

Note: Remember that 90% of the people perform in this business the way they perform outside the business. This means, if they are successful in their lives, they have a high chance of being successful in this business. If they are mediocre, then most likely they will be the same way in this business. Only 10% of the mediocre will change their ways to do what it takes to become successful.

RECRUITING / PROSPECTING

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RECRUITING / PROSPECTING

COLD MARKET

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RECRUITING / PROSPECTING

PIQUING INTEREST“HIT & RUN” W/KEY WORDS

• ARE YOU OPEN TO MAKE SOME EXTRA MONEY• CHANGE YOUR FULL TIME JOB TO PART TIME JOB IN 6

- 9 MONTHS• HAVE YOU EVER HEARD OF TAHITIAN NONI JUICE• YOU DESERVE TO KNOW• I’M NEW, YOU NEED TO HEAR IT THE WAY I HEARD

IT, IS THAT FAIR…• LOOKING FOR KEY LEADERS• “I DON’T KNOW” / “I DON’T HAVE TIME”• TAKE THEIR NUMBER

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RECRUITING / PROSPECTING

24 – HOUR CALL BACK“PUSH THE HOT BUTTON”

• LISTEN FOR PROBLEMS & DESIRES AND MAKE I.C.O.N./T.N.I. THE SOLUTION.

• “DO YOU REMEMBER WHEN WE TALKED ABOUT (PROBLEM OR DESIRE) WERE YOU SERIOUS OR JUST KIDDING?”

• FEEL - FELT - FOUND• HIT WITH KEY WORDS

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RECRUITING / PROSPECTING

CONSISTENT FOLLOW UP“QUALIFIED PROSPECTS”

• STOP GIVING UNQUALIFIED PEOPLE YOUR QUALITY TIME…

• QUALIFY EVERY PROSPECT YOU PIQUE…• ASK QUALIFYING QUESTIONS• “IF I CAN SHOW YOU A BUSINESS THAT COMPLETELY

MEETS THE NEEDS YOU ARE LOOKING FOR, HOW SOON DO YOU SEE YOURSELF GETTING STARTED.

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RECRUITING / PROSPECTING

CONSISTENT FOLLOW UP“QUALIFIED PROSPECTS”• “I WANT TO MAKE SURE THERE IS A FIT BETWEEN

WHAT YOU ARE LOOKING FOR AND WHAT WE HAVE TO OFFER.”

• “ARE YOU GOOD AT FOLLOWING INSTRUCTIONS?”• “WHAT QUALIFICATIONS DO YOU HAVE THAT

WOULD LEAD YOU TO BELIEVE YOU WOULD BE SUCCESSFUL WORKING FROM YOUR HOME?”

• REVIEW CALL SCRIPT…

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RECRUITING / PROSPECTING

CONSISTENT FOLLOW UP“IMPORTANT FOLLOW UP TIPS”

• “NO” MEANS “NO” FOR NOW• ALWAYS KEEP CONTACTS • FOLLOW UP EVERY 30, 60, 90 DAYS…

etc.• TURN COLD MARKET INTO WARM

MARKET – CREATE RELATIONSHIPS…

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RECRUITING / PROSPECTING

• RECRUITING TOOLS• CONDITION HELP SHEETS• TRADEWINDS MAGAZINES• TAHITI DREAM CARDS• CATALOGS

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BE ALL THAT YOU CAN BE!!!

“Develop the winning edge; small differences in your

performance can lead to large differences in your results.”