Agenda. First: With Whom do I Start? First: With Whom do I Start?

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1 Agenda Training Modules Series Worth Unlimited Dr. Joan Haakonstad And Kai Baker Training, Module 13 Review of Sales Track 1. Share Worth with Others Create Curiosity and Gage Interest: REVIEW With Whom do I Start? Your 15 second commercial Use Qualifiers and tie-down questions Your personal or a borrowed story Watch videos The Litmus test Set the appointment in stone Refer to Worth or Run your own analysis Questions and Answers at the End First: With Whom do I Start? SALES TRACK: STEPS 1-6, REVIEW Start with BttB (Back to the Basics) List 1. Brainstorm Spend 1-2 hours brainstorming on everyone you know Do NOT judge, just write down every name that comes to mind Use memory jogger and/or telephone book Your Database, BOB (Book of Business), SOI (Sphere of Influence), Cell Phone, Social Media 2. Categorize Client prospect, Agent prospect, or both? 3. Rank on a scale from not so hot 10 HOT!!!!! 4. Call on your top 10 prospects! People you know This is Your Database Watch Module 1 For More Details First: With Whom do I Start? Remember, BttB List is IMPERATIVE Most commonly skipped step, yet one of the MOST IMPORTANT!!! Helps make you bullet proof!!! If hear no, or prospects are not ready to move forward, you are not sitting around with nothing to do you have a list of people who NEED this program / NEED what you have to offer Decreases commission breath Gives you your next step Your database is the MOST important thing for your business, your Phone is a close second Watch Module 7 for more Details Second: 15 Second Commercial Need to engage prospect in short period of time People have determined if they are going to work with you within 7-10 seconds of meeting you (Goal Strong First Impression) Physical stance Confidence (vs arrogance) Language you use Your positioning How you carry yourself / present yourself Their past experiences / memories Get creative with your response Engaging Concise Confident Meant to entice and get prospect to ask for more information Make sure it matches your personality Watch Module 8 for more detailed review and suggestions 1

2 Second: 15 Second Commercial Example I have the best job in the world: I am helping people take control of their finances and their futures. And, I earn great money doing it part-time. Does that sound like something that would interest you? If respond favorably, follow with: Which part of that interests you? Taking control of your finances and future or Earning great money? Watch Module 8 for more detailed review and suggestions Questions are designed to help identify if prospect is a candidate for our program or not Helps identify hot spots Helps identify problems prospect may or may not be aware of Helps guide prospects down the sales process path and determine their level of commitment If not responding favorably, may not be the best time to move forward with prospect If responding favorably, continue moving down the sales process path Watch Module 9 for more detailed review and suggestions Initial Qualifying Questions Do You Own Any Property? Are You Still Paying on Your Mortgage? How Many Years Do You have Left? Doesn t it Make You Mad - All that Interest You Pay? Are You a Victim of the Real Estate Market and Currently Upside Down on Your Mortgage? Do you have debt? Do you have multiple debts? If positive response, go to Tie-Down Questions Watch Module 9 for more detailed review and suggestions Tie Down Questions: Would you like to pay off your mortgage and/or other debts sooner or later? What if I told you I could show you/introduce you to a way to pay off you mortgage and/or other debts in one-third to one-half your currently scheduled time? Would that interest you? Would you be better off today with the debt you have now, or no debt at all? [Wait and let them answer.] If I could show you a way to become debt-free, would that interest you? If you were debt-free today, how would that change your life? [Wait and let them answer; let them dream a little.] If you knew having no debt would be life-changing and I could show you/introduce you to a way to pay off you mortgage and/or other debts in onethird to one-half your currently scheduled time, would that interest you? Do you want to hear more about that? Watch Module 9 for more detailed review and suggestions Fourth: Share a Story Facts Tell, but Stories Sell People buy on emotion and back it up with logic 90% of decisions are based on emotion Stories tap into those emotions and help elicit response / action A good story - a compelling story, a story of success - is always remembered. People may forget the concepts and information shown in a PowerPoint, analysis or demonstration of the product, but no one forgets a compelling story. Share your personal story or borrow one from someone else. ALWAYS use anonymity if borrow story Watch Module 10 for more Details Fourth: Share a Story Example Eric (my husband) and I are set to pay off our 29 year mortgage in only 9.1 years - We are saving over $327,000 in interest and almost 20 years of payments. And, we did this: Without refinancing, Our monthly payments remained the same, And there was no change in our monthly budget! Would you like to see if you qualify? Watch Module 10 for more Details and Examples of Stories 2

3 Fourth: Watch Videos Fifth Litmus Test Send videos from back office or send prospect directly to your Product-Only website Watch Module 4 for more detailed review about how to send these videos from your back office The purpose of the Litmus Test is to determine your prospect s level of interest and desire to get out of debt. This will determine whether or not you continue with the process or just shake hands and move on First Litmus question: So Mr./Mrs./Ms./Miss, let s say we are using a scale of 1-5, okay? One represents something that has no importance to you whatsoever, and five represents something that is absolutely imperative, something you absolutely need or want. Okay, got it? Where is your desire to get out of debt between one and five? If respond with 1 or 2, they are not ready, move on If your situation ever changes and you would like to know more, feel free to reach out to me. OR If getting out of debt ever becomes more of a priority for you, I d like the opportunity to talk to you about that. Leave door open to revisit later!!! If respond with 3-5 (which is considered positive response), ask second Litmus Question Second Litmus question: Great, so you say you are a four on that scale. May I ask another question? Are you serious or are you just curious about getting out of debt? If respond with negative response (I.e.: I am just curious) Move on with something like: Maybe we can visit that some other time, when the timing is right for you. OR We can revisit your situation when getting out of debt is more of a priority for you. If respond positively: I am totally serious. Move directly into the next step: Setting Your Appointment in Stone Watch Module 11 for more Details 3

4 When setting an appointment, give two options: Can start broad and narrow down: What works best for you, Weekdays or Weekends? Mornings, afternoons, or evenings? What afternoon this week works better for you Tuesday or Thursday? What is better for you, Tuesday at 2 or is 4 better? Or simply give two options from the beginning: Is tomorrow at 3 good for you, or is Wednesday at 10 better? Best to set appointment within hours, if possible Make sure all decision makers will be present for appointments Now is there anyone else you would like to have present to get their eyes on this with you? There is never any value to a one-legged appointment If someone else is going to be involved in the decision making process make sure they are there from the beginning Build rapport from beginning Reminder all decision makers should be in front of computer with internet access Running your own appointment: I was raised to be a man/woman of my word. Now I am going to be at your home this Tuesday, June 2 at 4pm ready to go and you and your wife will be there correct? Yes Referring to Worth or Upline: I was raised to be a man/woman of my word. Now I am going to call you this Tuesday, June 2 at 4pm to set your appointment with a Worth Coach. You and your wife will be there correct? OR, Do this AFTER you set the appointment with Worth - I was raised to be a man/woman of my word. Now you have an appointment with the Worth Coach this Tuesday, June 2 at 4pm to see how the program can help you. He will call you at 4pm - You and your wife will be there correct? Let them know what to expect and what info they need to have!!! If you are referring to Worth: Now what we are going to do is make a call together and set up an appointment for Free Savings Report with a Worth Coach. At the time of your appointment with the Coach, the Coach will call you and collect some basic information. The Coach will not ask for your social security number, birth date or any of your account numbers. So they will not be asking for any sensitive personal information. All they are going to do is look at things like your mortgage balance, interest rates and payments and the same on your other debts, as well as your income and intervals. OK? I recommend you have your most recent debt statements in front of you your credit card statements, student loans, auto loans, mortgage statements, lines of credit any type of debt you may have. Don t worry, the Coach does not care who you owe and will not ask for account numbers. All the Coach needs is your balance, payment and interest rate on each of your debts. There are a couple other little information details he will ask, and all of the info he may need will be on your most recent debt statements. With this information, the Coach will run a side-by-side analysis of what you are currently doing versus what our program can do for you. This will help you make an educated decision about whether the program is right for you or not. If it is, great, move forward, if it is not, just say no thanks and move on! Time permitting, the Coach will show you these results right then and there during that first appointment. If time does not permit, he will set a second appointment to review the results. Please make sure you are in front of the computer with internet to see the results. Now, pick up the phone and do a three-way call with the prospect to refer the prospect to Worth! (800) : Open Monday Friday pm Mountain Have your agent ID ready Call will go something like this: Hi, this is John Doe, my agent number is I have Jane Doe on the phone with me and she is interested in running an analysis. This is a good friend, so I would like to ensure she meets with the top coach at Worth. Can you make sure you set her appointment with Mike Bunker? And, again, Jane is on the phone with me Jane, this is Brittney, Brittney, this is Jane. Brittney, or whoever answered the phone at Worth, will ask if you input the prospect into your back office. And then will collect Jane s name, phone number, , state, and time zone. Then will ask what time of day works best for the client prospect. After appointment is set with Worth Coach Repeat the appointment time one more time with Prospect (yes, I often do this with Worth on the line) Remind one more time what will happen And, Remind: 1. Make sure they have their most recent debt statements in front of them 2. Make sure all decision makers are present / available for phone appointment 3. Make sure all decision makers are in front of a computer with internet access for appointments with Coach Watch Module 12 for more Details 4

5 Side Notes: Tricks of the trade: Gathering Contact Info: When meeting someone new, enter their contact info (Name, number, and ) in your cell phone while with them. Then, dial them on your phone Will give them your contact info AND, ensure you have their correct phone number Answering How does it work? Do NOT answer in great detail this is Verbal Suicide Guide to watch videos Remember Do NOT leave prospect without setting an appointment for follow up, regardless of where you are at in the Sales Track process!! Remember Set firm appointment, not general time frame (ex: Appointment at Tuesday, June 9 at 2pm versus I will call you on Tuesday to refer you to Worth). It is a specific time/date for referral appointment or appointment for you to run the analysis Then, make sure you call at designated time!!! To Sum it Up All 6 Steps in Stage 1 is IMPERATIVE in the sales process: 1. Share Worth with Others Create Curiosity and Gage Interest With Whom do I Start? Your 15 second commercial Use Qualifiers and tie-down questions Your personal or a borrowed story Watch videos The Litmus test Set the appointment in stone - Refer to Worth or Run your own analysis Sounds like a lot, but, REMEMBER: all of these steps in Stage 1 should only take about minutes Steps may vary as to when implemented in the process, but it is imperative you include ALL steps Remember, not everyone is a good candidate for Worth Use questions to qualify your prospects / Use tie downs to increase / solidify commitment Only move forward with those who respond positively If you have to strong-arm someone to move forward, they are not the right fit Follow Up, Follow Up, Follow Up The Fortune is in the Fortune Remember Your Worth Goals and Take Action Daily Don t Be a Secret Business Owner!!! Action Items Next Step / Action Item 1. Practice the Entire Script, ALL 6 Steps Practice with a Friend or Family (Database) once per day for next 5 days (new practice buddy each day) Review your performance after each practice session: what went well, what did not mitigate for next practice session Brainstorm with upline / sponsor as needed Often minor tweak(s) makes all of the difference Ask helper (friend or family member) for feedback after each practice session 2. Get out there and be uncomfortable!!! Do one thing uncomfortable everyday for your Worth business Once you Master these steps, it is time to move on to the next step! Watch the next module! Remember "Habits are like financial capital forming one today is an investment that will automatically give out returns for years to come. - Shawn Achor Educator, Author, and Speaker You miss 100% of the shots you don t take! -Wayne Gretzky QUESTIONS? 5

6 Ask questions / tie downs, and then be quiet - let them respond!!! LISTEN to what they say!!! They will tell you exactly what they will need to hear to move forward in the sales process Remember, not everyone you speak with is a good candidate for Worth Use questions to qualify your prospects / Use tie downs to increase / solidify commitment Only move forward with those who answer positively If you have to strong-arm someone to move forward, they are not the right fit Qualifying Questions, Tie-Downs, and Soft-Closing techniques are designed to lead your prospect in a specific direction and to determine their level of commitment and desire Watch Module 9 for more detailed review and suggestions Even a low-cost (or low interest rate) mortgage can cost you a lot of money more than you will ever realize if you don t know how to manage it, or take advantage of it. Agent Questions Do you know anyone with debt? Or know anyone with a mortgage? Do you know anyone looking for some extra income? What do you do for a living? How Has the Economy Affected Your Business? Would you be open to taking a closer look as to how this may benefit you? Have You Heard About the Worth Account? Be a Happy Client (just like a happy patron after a movie!!!) Agent Questions Agent Questions: Would you like to make great money on a parttime basis? Are you making the kind of money today you would like to be making? Are you satisfied with your current income? Just had great service at a restaurant, store, phone / tech service whatever it may be You did a great job today, thank you. You know, I am looking for some more agents are you interested in making some extra money? Agent Tie Downs Would you like to make great money part-time sooner or later? What if I told you I could show you/introduce you to a way to make great money part-time. Would that interest you? Tricks of the trade: Gathering Contact Info: When meeting someone new, enter their contact info (Name, number, and ) in your phone while with them. Then, dial them on your phone Will give them your contact info AND, ensure you have their correct phone number Answering How does it work? Do NOT answer in great detail this is Verbal Suicide Guide to watch videos Remind must qualify for program. State: As I mentioned before this is a program I had to qualify for. Before we get ahead of ourselves, we need to see if you qualify. If you qualify, I will be more than glad to SHOW you how this program will work for you. Do you have about 10 to 15 minutes to see if you qualify for this program? 6