SHARING THE YTB BUSINESSES

Transcription

1

2 SHARING THE YTB BUSINESSES

3 YTB TRAVELBIZ TOOLBOX A STEP BY STEP GUIDE TO MAXIMIZING YOUR YTB BUSINESSES 9.1 Building a team of Reps is simply a process of using proven systems that have been developed for you to use in sharing this wonderful Home Based Business. If you re not a fantastic presenter or you ve never been in sales, don t worry. The thing that IS MOST IMPORTANT is that you use the proven systems, and you ll be successful! INSIDE THE TRAVELBIZ TOOLBOX SYSTEMS are important in the recruiting process. There s no reason for you to have to make it up as you go. If you rely on the systems, you ll be leveraging the experience of professionals with literally dozens of years of success. What are those systems? The Ticket to Your Future DVD Your First Class Seat to Success CD Online YTB Presentation Vacation & Travel Parties The FAM Trip Validation Book Company Travel Brochures USE THE PROVEN PRESENTATION SYSTEMS The Ticket to Your Future DVD The DVD can be shown at your Travel Party as well as one-on-one. This professionally produced piece features fabulous vacation footage and an overview of the YTB businesses. You will want to tell people about YTB by using this tool! It can be played on your TV with a DVD player, or on your computer if it has a DVD drive. Invite prospects to a Travel Party and show the DVD. Or schedule an appointment with your prospect to sit down and watch the DVD together. Whether it's at a Travel Party or in person, have your Power Team Leader or YTB expert (someone who is knowledgeable and excited about YTB) standing by to answer questions for your prospect via telephone following the presentation. This is very important and will increase your closing ratio. Your First Class Seat to Success CD This interactive Video CD puts your prospect in control. A short movie automatically begins when the CD is placed into the computer. Upon completion, a menu displays multiple sections and they select what interests them most. This media piece may be customized to take prospects directly to your site if they are connected to the internet. Many leaders pass these out to potential prospects instead of using business cards. YTB Online Presentation The online presentation is available on your YTB website. It is great for showing someone the program if they are long distance to you. To effectively get your prospect to watch the online presentation and sign them up, use the following steps: After making contact with your prospect, schedule a time when they agree to review the on-line presentation. This should be a Firm Appointment! Make them understand that you will call them at, for example, 7:30 p.m. for your appointment. Tip: Don t just ask them to watch the presentation. Human nature is such that they WON T watch it! Schedule a time for them to watch it and for the two of you to discuss the program just like you would if you were to sit down with them in their home! Call your prospect at the scheduled appointment time to ensure that they are available to watch the online presentation, and then agree to the exact time that you will call them back preferably in 30 minutes. Then call them back!

4 9.2 CHAPTER 9 SHARING THE YTB BUSINESSES Have your PowerTeam Leader or YTB expert scheduled to talk to your prospect via a three-way call following their viewing the presentation. Your PowerTeam leader or expert will answer their questions. Note: Do NOT REHASH OR REVIEW what they have just seen. Just let the expert answer your prospect s questions. When your PowerTeam Leader or expert has answered all of their questions, he/she will say, I have a great idea, let s get online (or fill out the paperwork) and get you started with this fantastic program today! If your prospect says, YES, direct them to the home page of your website and have them click on Join Now and begin filling out their online application. They will have their own YTB website immediately! STAY ON THE PHONE with your new Rep and/or RTA until they have completely signed up. Many potential affiliates who are NOT Internet savvy may become frustrated or make a mistake when signing up. Make sure that you hold their hand and get them signed up that moment. If they wait, you may lose them. The In-Home YTB Vacation Party Vacation Parties are a great way to put people into your YTB business. They are one of the fastest ways to grow your YTB team and are a great way to build your PowerTeam. They are fun and exciting for hosts and attendees alike. Everyone loves a party! There is no need for fancy salesmanship. It is, however, very important to run the party IN A STRUCTURED AND DISCIPLINED MANNER! We cannot stress this enough. Use the following structure: Schedule your PowerTeam leader or a YTB expert to help you with your party even if they have to be on the phone to do so. Invite twice as many people as you expect to attend by saying to them, I ve found a fabulous way to save thousands of dollars on vacations and travel. It s so much fun, I m having a party next (Tuesday) night at 7:30. Can you attend? When they say, Yes, say, This is very important to me. I know I can count on you coming. What could possibly come up that might cause you to have to cancel? On the night of the party, have Island music playing when guests arrive. Keep the party fun and lively with light refreshments! Begin by welcoming everyone and showing the vacation pictures included in your Travel Party Pack to your guests. Get them to participate by asking who is interested in going to that particular destination or if they know someone who has been there. Have them read the vacation summary on the back and tell everyone the retail price and commission that would be earned if that vacation were booked on their travel site. Then have them read the FAM Trip price that Travel Agents have paid. Do the same with each picture and share any personal stories either you or your PowerTeam Leader have had as RTAs Before playing the DVD, tell your prospects you are going to ask them what they like best about what they saw. Show the YTB DVD Video Presentation. When you finish call your PowerTeam leader or expert and they will answer your prospects questions and close them.

5 YTB TRAVELBIZ TOOLBOX A STEP BY STEP GUIDE TO MAXIMIZING YOUR YTB BUSINESSES 9.3 CLOSING YOUR YTB PRESENTATION The Most Important Part of Your Presentation Whether you are trying to close a prospect on the phone following an online presentation, in person one-on-one, or at a Vacation Party, closing is THE most important part of the presentation. Without a strong close, all of the work that you have done can be wasted. All that is required to develop a strong close is to use the following techniques and Practice Practice Practice! Ask Your Prospects What They Like Most Fortunately, closing the presentation is simple after all, it s simply asking your prospects what they like most about YTB, answering their questions and/or objections, and asking them to sign up. Here are the steps: Following the presentation, find out which aspect of YTB interests them most. Are they interested in saving on vacations and travel? Are they interested in saving on taxes? Are they interested in making extra income? Or are they interested in a combination of the above? Answer their questions or objections. Ask them to sign up and join YTB by focusing on what interests them. It Made Sense to Me Close One great closing technique is to simply say It made sense to me. Here is how you would use this closing technique: For prospects interested in travel: When I saw this program and realized that I could save on my own travel by earning commissions on my vacations and travel, it made all the sense in the world to me to get started immediately. What do you think? And then be quiet and listen to their response. For prospects interested in tax savings: When I saw this program and realized that I could save so much money each year on my taxes, it made all the sense in the world to me to get started immediately. What do you think? And then be quiet and listen to their response. For prospects interested in making extra income: When I saw this program and realized that I could make some extra money by referring people to my own website and by sharing this program with others, it made all the sense in the world to me to get started immediately. What do you think? And then be quiet and listen to their response. Great Idea Close Another effective close is the Great Idea close. Here is how you would use this closing technique: For prospects interested in travel: I ve got a great idea. Let s get you signed up tonight so that you can get your Referring Travel Agent credentials and start earning travel commissions on your personal travel! Then be quiet and listen to their response. For prospects interested in tax savings: I ve got a great idea. Let s get you signed up tonight so that you can begin saving on your taxes immediately! Then be quiet and listen for their response. For prospects interested in making extra income: I ve got a great idea. Let s get you signed up as a Rep tonight so that you can begin making some extra income immediately! Then be quiet and listen for their response.

6 9.4 CHAPTER 9 SHARING THE YTB BUSINESSES Tip: If you are recruiting long-distance, an effective technique is to ask, Do you want to go online and sign up, or shall I fax you an application? Whichever of these closing techniques you use, PRACTICE PRACTICE PRACTICE and you will sign people up! HANDLING OBJECTIONS TO JOINING YTB Objections are Inevitable in Any Business Many times, people make objections because they do not completely understand the information you have given them. If so, a clarification may be necessary. Others give objections because they are not accustomed to saying, Yes! on the spot. They may think that there must be something they can find wrong with this terrific home business. And yet other people may use objections as an excuse or because that is more comfortable for them than simply telling you No. They don t want to hurt your feelings. Regardless of the situation, you will feel much more prepared to present YTB to others if you are armed with some appropriate responses to the potential objections you may encounter. After all, many studies have shown that it s not the fear of talking to other people and hearing No it s our fear of not being able to answer their questions or counter their objections that prevents us from approaching people about our business. Common Objections & Appropriate Responses Listed below are some common objections heard regarding YTB. Familiarize yourself with both the objections and the responses, and you will be prepared and feel comfortable when talking with your prospects about joining YTB! Practice so that you will be armed with the proper response to handle your prospect s objections. Our experience is that these responses will cover almost all of the objections you will hear. 1. I don t travel. Response: Do you take vacations or pay taxes and/or want to earn extra income? Do you know anyone who takes vacations and travels, or anyone who wants to earn some extra income? If so, YTB can still benefit you. 2. I don t have time. Response: How much time do you think it would take to save thousands of dollars a year on taxes? Former IRS Attorney Sandy Botkin says with a YTB business, three minutes a day can turn into as much as $5,000 or more per year in tax deductions. Perhaps you could spend three minutes of your day that way, have more money in your pocket, and save some of the time you have to spend working now. 3. I don t have the money. Response: I understand. But what I ve found is that people in America today who really want to be part of the RTA travel program will find the $ If you receive a paycheck, your tax savings alone could give you an immediate pay raise. And if you become a Rep, I will work with you over the next 4 weeks to help you find 6 people who want to become RTAs. When you do, you will have earned back most of your set-up fee, and YTB Travel will begin reimbursing your monthly website fee. AND you ll enjoy thousands of dollars of savings each year.

7 YTB TRAVELBIZ TOOLBOX A STEP BY STEP GUIDE TO MAXIMIZING YOUR YTB BUSINESSES I don t know anybody who would want to do this. I ve tried everything and I don t want to go back to my friends again. Response: I understand, but you need to realize that YTB is unique. As YTB grows, someone will probably tell your friends about the program. Our experience is that people who would never join other programs will join YTB because of the tremendous savings. And saving thousands is the equivalent of making thousands. 5. Is this MLM? Response: Yes, but it s unlike any MLM you ve ever seen. Our RTAs potentially save thousands of dollars on taxes, and earn income by simply building an list that refers family and friends to their websites. The travel portion of YTB is not multi-level, and it s your option to build a team of Reps. 6. I don t like MLM. I ve lost money and been burned on everything I ve tried. Response: If you lose money in YTB, it s because you choose to. The thing that totally sets YTB apart from other companies is that our Referring Travel Agents save thousands of dollars on vacations and potentially thousands more on taxes. Whether you build the MLM portion or not is irrelevant to your saving money. If you never even try to sponsor anyone, you will have gotten an incredible value, and you can still send people to your website to book travel and earn money that way. Everyone wins with YTB! 7. I ve got to go home and talk with my spouse. Response: That s a great idea. All I ask is this: please don t try to explain our program. Let s set up a time, and I will show him/her the same presentation that you had the advantage of seeing. That way, he/she will understand the program and together you can make an informed decision. 8. You can t possibly legally save that kind of money on taxes! Response: I know how you feel. I felt the same way. But when I put myself in front of the information taught by tax experts, such as former IRS attorney Sandy Botkin, I realized that millions of Americans are saving thousands of dollars on taxes each year with a home based business. And an added benefit to YTB is that you can legitimately deduct your travel and vacation expenses. It s not that we can t do it it s just that not everybody knows about it! Once I learned about the tax advantages, I decided right then to join the millions who can legally and ethically reduce their taxes. Check with your CPA, and I m sure he/she will validate all of this for you.

8 9.6 CHAPTER 9 SHARING THE YTB BUSINESSES THE FAM TRIP VALIDATION BOOK The purpose of the FAM Trip Validation Book is to ensure you have the information you need to validate this awesome program. One of the biggest reasons people resist signing up with YTB is they simply don t believe that the program can be true! It just seems too good to be true. During your oneon-one presentations, and after you have viewed the DVD, you should bring out your FAM Trip Validation Book and share it with your prospect. If you are doing your presentation at a Vacation and Travel party, then pass it around the room for people to see just after you have shown the DVD. How to Build a FAM Trip Book Building your own FAM Trip book is very easy. You ll need: Your YTB website A printer and paper 8.5" x 11 clear sheet protectors (3 ring) A.5" 3-ring binder (View cover style) Here are the steps to building your FAM book: Go to your Travel Portal Click on the FAM Trips link Then click on Mailpound Family or FAM Rates Find and print a FAM trip for each of the following, Hotel, Beach, Cruise, and Europe Using a yellow highlighter, highlight the deeply discounted savings for each Look up the regular consumer pricing on the travel vendor websites for comparison Print these out. Insert the FAM Trip printouts from your website and the comparisons from the vendor sites. Start with the most colorful printouts first, and end with any black and white ones. Tip: Once you have experiences FAM Trip savings, add pictures and receipts of your vacations showing how much you saved. This will personalize your validation book and make it even more powerful.

9 YTB TRAVELBIZ TOOLBOX A STEP BY STEP GUIDE TO MAXIMIZING YOUR YTB BUSINESSES 9.7 KEYS TO PRESENTING SUCCESS Always use proven visual methods of presenting YTB. Use The Ticket to Your Future DVD, Your First Class Seat to Success CD or online presentation. Follow the YTB Vacation Party process exactly. Get people committed to attending your Vacation Party (presentation) by asking, What could possibly come up that would prevent you from coming to my party (presentation)? This will help increase the number of people that actually make it to your party or presentation. At Vacation Parties, allow time for your guests to discuss the destinations depicted in the photographs. This gets people in the mood to watch the presentation with an open mind. Use your Power Team Leader or YTB expert to answer questions after the DVD or online presentation. If you are making the presentation without the benefit of your PowerTeam Leader, do not try to explain YTB further than is necessary. When questions have been answered, ask your prospect to join you in YTB by using one of the closing techniques. Memorize the YTB closing statements and use one of them every time you close.

10 9.8 CHAPTER 9 SHARING THE YTB BUSINESSES PRESENTING MINI QUIZ The following questions were designed to help you recall the content that you ve just covered in the training program. PLEASE refer back to the content should you not know the answer to a question. The purpose of this quiz is to ensure you know the content, not pass or fail the quiz! The best tool to use to present the YTB program is A. Just telling your prospect about the program B. Use the YTB brochures to show the program C. Show the DVD, CD or online presentation D. Write s and letters to your prospects Immediately after showing any video presentation, you should A. Rehash some of the material shown in the presentation B. Answer your prospect s questions or objections C. Ask people to join you in YTB The number of people you should invite to a Vacation and Travel party A. 6 B. 16 C. 10 to 12 In order to discover why your prospect is interested in YTB, you should say A. Why are you here? B. How much money to you want to make in YTB? C. What do you like most about what you ve seen here? Was it the potential tax savings or the extra income that you can earn by referring people to the program? The correct closing for someone interested in joining YTB to save money on taxes is A. When I saw that I could save so much money each year on my taxes, it made all the sense in the world to me to get started immediately. What do you think? B. Thanks for coming and call me back if you make up your mind. C. I appreciate your time. Call me if you have any more questions. D. There s no hurry to join, take your time and think about it.

11 YTB TRAVELBIZ TOOLBOX A STEP BY STEP GUIDE TO MAXIMIZING YOUR YTB BUSINESSES 9.9 PRESENTING PRACTICE ACTIVITY: CLOSING YOUR YTB PRESENTATION This practice activity is focused on allowing you to practice properly closing your YTB presentation. The goal in closing is to have your prospect sign up for YTB! In order to complete this exercise, you will need a practice partner to act as a prospect. In this exercise, YOU will be the presenter of the YTB program. Your partner will use a Prospect worksheet, and you will use a Presenter worksheet. The prospect worksheet contains details of the prospect that are unknown to you. Your sheet (the presenter worksheet) will set the stage for where you are in the presentation process with this prospect. Your goal is to get your prospect to sign up!

12 9.10 CHAPTER 9 SHARING THE YTB BUSINESSES PRESENTING PRACTICE ACTIVITY: PRESENTER WORKSHEET The scene looks like this: You have just pressed stop on the DVD player you are using to present the YTB program to a prospect that you ve invited to your home Your goal is to close the presentation in the strongest manner possible and to get this prospect to sign up with YTB. In order to achieve your goal, you need to ask questions, answer questions, and then make some statements. Use the worksheet below to record the appropriate info: Presenters Worksheet The question I asked my prospect was The answer they gave me was The closing statement I made was The objection they had was The final closing statement I used was

13 YTB TRAVELBIZ TOOLBOX A STEP BY STEP GUIDE TO MAXIMIZING YOUR YTB BUSINESSES 9.11 PRESENTING PRACTICE ACTIVITY: PROSPECT WORKSHEET The scene looks like this: You are attending a presentation at a friend s home. He has just finished showing you a DVD video presentation concerning the YTB Referring Travel Agent program. He has just pushed the stop button on the DVD player and begins to speak to you. You are really excited about what you have just seen! You will need to read the following details of your background in order to answer his questions. Your background You do not and have never owned your own home based business. You are an employee in a medium sized company with a combined family income of $60,000 per year. You have recently spoken with a friend who owns his own business, and he revealed to you the money he saved on taxes last year. You are excited by the thought that you might also save a few thousand dollars on your taxes. You wish that you could find the perfect home based business. You have the money to join but are very concerned about the extra $49.95 per month for the On-Line Travel Agency website fee.

14 9.12 CHAPTER 9 SHARING THE YTB BUSINESSES PRESENTING PRACTICE ACTIVITY: PRESENTER ANSWER KEY The question I asked my prospect was What do you like most about what you ve seen? Was it the money earned by referring prospects to your own travel agency, the potential tax savings, or the extra income you can earn as a Rep by referring people to the program? The answer they gave me was I really like the part about owning my own home based business so I can save some money on my taxes! The closing statement I made was When I saw that I could save so much money each year on my taxes, it made all the sense in the world to me to get started immediately. What do you think? The objection they had was I would like to sign up, BUT I m really concerned about paying that $49.95 every month for the website. My answer was By working quickly as a Rep, and with my help, you can sell 6 On-Line Travel Agencies and get your website for free! The final closing statement I made was With the unique opportunity to save on taxes, and a way to qualify to receive your website for free, it seems to make sense to get started right away! Do you want to fill out the paper application or sign up online?