The 60-Second Prospect Rating Systemby Art Jonak
(Hey! Thought this was a great article from my friend Art....HOT!)
What if you knew exactly which prospects had the highest chance of success in your
network marketing business before they ever joined your business?
What if there was a way to pin-point who they where? And what if this took less than sixty seconds per prospect?
Would such a "Prospect Rating System" be helpful to you? You bet it would!
In this issue, I'll give you a step-by-step method to rate your prospects, assign each a point value and rank them from "sizzling hot" to "sub-zero cold."
I can reel off a list of super successful Network Marketers who use a prospect rating system which you are about to learn. It's the exact same system I use and teach.
Let's say you have a list of a hundred prospects and twenty of them where a hundred times more likely to succeed and succeed big, in your network marketing business.
Wouldn't you want to know who those twenty where?
And wouldn't you want to spent 90% of your prospecting efforts with them?
After all, if they joined your business they could earn you thousands even tens-of-thousands of dollars!
Prospecting and sponsoring the other eighty could cost you hundreds, even thousands of dollars and take up precious hours with very little financial gain. One of biggest mistakes most Network Marketers make is they guess who those twenty potential players are and... spend most of their time working with the other eighty!
Wait a minute you say! How do I know who the "players" on my prospect list are without working with them first?
A-ha! Well, I'm going to show you exactly how! This easy to use system will catapult you towards the "players" on your list and sink the "dream stealers" to the bottom of your list faster than a pair of cement shoes!
Come closer to the screen.
Listen up. What I'm about to share with you can put thousands of dollars in your pocket, as long as you:
1) Use it and
2) Teach your team to use it as well.
Now, it's important not to prejudge anyone on your prospect list - however you do need to sort them so you know who to work with first.
Before we get started, get out your prospect list.
What? You don't have an
MLM prospect list? Shame on you.
OK, then pull out your "Memory Jogger" and write a list of at least twenty prospects. Do it now. Stop! Stop reading! Get up out of your chair and get your prospect list or go and make one.
Remember, you can't succeed at this business simply by reading about it, you have to actually do it! Don't fool yourself into thinking that "reading" without "doing" will make you successful, IT WON'T!
I bet the ratio of Network Marketers that have read and listened to dozens of books and tapes about Network Marketing and never sponsored a single person into their business to those that have, is probably 100 to 1! I'm not kidding, and the sad thing is the exact same 100 distributors could be successful if they simply "did" just some of the things they read about!
Alright, I had to get that of my chest... back to your list. Now that you have your list let's move on. (If you are serious about your success then you actually do have their list)
How to Use The Prospect Rating Sheet toCatapult the Players to the Top of Your List!
This is the easy part. Take the first person on your list and go through each of the following eight attributes and give them a 0, 5 or a 10.
Time to rate your prospects:
The Prospect Rating System
1. DESIRE: The greatest desire is often found in a person who has had financial success and lost it. If you show them some hope of getting it back, they will work non-stop. Look for people who are not satisfied with their jobs, boss or life in general.
0 - Broke or no desire to change.
5 - Dissatisfied or bored with job or boss. Desire a challenge.
10 - Made lots of money and lost it or has great financial strength and is looking for a challenge, more recognition or free time.
2. DISCIPLINE: Combined with desire, these are two of the most needed characteristics. This is the ability to follow through even when you do not want to.
0 - Almost anything causes diversion, recreation is a priority over financial stability.
5 - Follows through at times.
10 - When focused on a goal, lets nothing get in the way...a workhorse...enjoys the pace.
3. ATTITUDE: Their general outlook. Are they open-minded? Are they positive or negative? Do they have a dream? Do they feel they can do better financially and just need the right vehicle?
0 - Poor self-image, sees no hope of financial change, always negative, no dreams.
5 - Average self image, sometimes positive and motivated. Some dreams, but not committed to them.
10 - Great self-image. If they see someone else doing well they are confident they can do the same or better. Always act and think positively, even when circumstances are not. They feel they are destined to make it big financially.
4. SPHERE OF INFLUENCE: Size and quality of potential marketplace of people they know.
0 - Has no influence. No one would follow them anywhere.
5 - Small center of influence. Some would probably follow, 50 to 100 names on their warm market list.
10 - Tremendous center of influence, and almost everyone will listen and follow. Two-hundred plus names on their warm market list.
5. DIRECT SALES OR MULTI-LEVEL EXPERIENCE: Not necessary, but can be an asset.
0 - Never been involved and is negative towards the concept. Calls it a pyramid.
5 - Never involved but not negative. Recognizes that it can work and would consider trying if the right one came along.
10 - Has Spring, Herbalife, NuSkin, Prime America, NSA, Amway, Mary Kay, etc. in their background. Or has gone through extensive management, skills or sales training with a corporate or direct sales company.
6. SELF CONFIDENCE: The ability to recruit and talk to moderately and highly successful people.
0 - Weenie. Have to always be re-convinced. Negative. Needs continual reassuring.
5 - Willing to try and overcome fears of approaching people. A doer.
10 - An eagle willing to soar. Excited person. Will approach all kinds of people, regardless of their socioeconomic level.
7. TEACHABLE: Willing to listen and apply what is learned.
0 - Has all the answers. Does all the talking rather than listening to someone who is successful.
5 - Listens at times. Will try to follow a pattern but experiments at reinventing the wheel.
10 - All ears. Will work the business by a proven blueprint in the most duplicatable way possible.
8. FINANCIAL CONSCIOUSNESS: Imperative that prospect does not have a poverty consciousness and can see themselves prosperous.
0 - Settles for a 9 to 5 job. Believes a J.O.B. is security. Lives for T.V. Lazy, always complaining.
5 - Likes nice things. Presently striving to improve lifestyle.
10 - Wants to be financially independent. Realizes owning your own business is the key. You're done.
Add up the points and get a "point total" for that particular prospect. Great! That was kinda fun actually, wasn't it! Now, go to the second name on your prospect list and repeat the process. Then the third. And so on. You get the picture.
When you are done with every name on your list, put the 20% that scored the highest point total at the top of your list. These are the people you and your sponsor want to introduce the business to first!
Ahh, but that's not all. Sorting your prospect list will also let you know if you are sponsoring 'up' or sponsoring 'down'.
If your prospects are consistently scoring in the 50-80 point range then you are sponsoring 'up' and you will achieve success at a much faster pace than if your prospects are scoring in the 0-50 point range.
If you put the ideas in this issue to use, actually do the work, then odds are you will never have to even call the other 80% of those on your list!
Why?
Get this, and this is where it gets really exciting, pay close attention. By working with the top 20% of those on your prospect list first, and teaching those that join your business to do the same, your group will be growing so fast that you will barely have enough time to deposit your exponentially growing commission checks!
I call this "Success Compression" -- cutting down the time it takes to reach the top levels of your pay plan. We'll be covering more on the concept of "Success Compression" in future issues. The "players" in this business take this concept to the bank, month after month after month... and thanks to good ol' Art, who doesn't mind sharing the "insider secrets of the pros" now, you can to!
I bet the idea of prospecting just got a whole lot more fun! Hope you enjoyed this issue as much as I enjoyed writing it...
Want to learn more short-cuts to massive success in network marketing? Want to cut down the time it takes to replace your current income?
Until next issue, happy prospecting!
Art Jonak
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