Take Action NOW! Success Springboard for Your Worth Business Agenda Week 4 Housekeeping Weekly Assignment Training - How to Accomplish Weekly Assignment! Extra Credit MERRY CHRISTMAS!!!! AND HAPPY NEW YEAR!!!! 1
HOUSEKEEPING Reminder - Expectations Weekly participation in Training / Assignments Complete assignments Let us know how it went any challenges, success stories, etc Complete the Accountability Worksheet Submit Accountability Snapshots weekly New one every week Daily contact with Accountability Partner Reminder - Schedule 9 week program NO Meeting Next Week!!!! Use as a catch up week Still submit Accountability Snapshot this Friday and Next Friday Will use Week 4 s Snapshot for both weeks Remaining schedule: Meetings on: January 5, 12, 19, 26 and Feb 2 2
Reminder Team Meetings Take Action NOW vs. Team Training TAN Mondays at 3:30 Pacific / 6:30 Eastern Team Training Tuesdays at 11am Pacific / 2pm Eastern No meeting tomorrow Will be meeting weekly beginning January 2015 Differences between the two Do cover some of the same material Team Mtg also adds Announcements / Promotions Team training does cover some other topics as well (example more detail on our extra credit assignment, etc ) Team meeting goes into more depth Will build on content and add more trainings. Will be more interactive Will have panel TAN meant to give step by step action plan with accountability WEEKLY ASSIGNMENT: WEEK 4 Week 4 Assignments Tier 1: 1. Continue Calling on Your NEXT Top 10 (should have already called on your first Top 30 over last 2 weeks) 2. 3 Foot Rule Continue introduce Worth to 2 new people this week via the 3 Foot Rule (2 people you did not know before!) 3. Continue new prospecting activity 4. Update Your Email!!! 5. Practice / role play with accountability partner on dealing with objections 3
THE HOW TO S Assignment #1: Get Back to the Basics Continue Calling on Your Next Top 10 From your BttB List 1. Brainstorm Spend 1 hour brainstorming on everyone you know Do NOT judge, just write down every name that comes to mind Use memory jogger and/or telephone book 2. Categorize Client prospect, Agent prospect, or both? 3. Rank on a scale from 1-10 1 not so hot 10 HOT!!!!! 4. Call on your top 10 prospects! Assignment #2: 3 Foot Rule Continue to introduce Worth Unlimited to at least 2 separate strangers who come within 3 feet of you. The best thing to do is to: Carry on a conversation!!! 4
Assignment #3 Prospecting Continue new prospecting activity from last week s prospecting training Update Your Email!!! Assignment #4 Updating Email Input signature line on your email to help market Worth Input auto-responder (which automatically responds to all emails) and talk about Worth Short simple message on both! This is what I use: Reverse the Banking Rules into YOUR Favor and Accelerate the Paydown of Your Mortgage/Debt! Our family uses a program that will 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 to our monthly budget. How does it work? It s all about the math! Care to see how this program can help you? Call today to learn how! Or, visit: www.worthaccount.com/987799 for more detail. Let us show you why Ernst & Young awarded us the Entrepreneur of the Year Award for Financial Services! Assignment #4 Handling Objections Practice / role play handling objections with accountability partner 5
Objections These are actually good things Shows the person is interested Gives clues as to what is important to them They are telling you how to close them! They are not saying no, they are letting you know they need more information Provides opportunity for small closes and commitments through out the process. Conquer objections before the prospect voices them If they do voice it, repeat the objection so the prospect knows you hear them Remember, our responses will either mitigate or intensify the Objection If you make a big deal about it, they will too And, remember, we will not be able to help everyone move through their resistance - Some will, some won t, so what, next! First of All Always respond in a positive manner Don t get frustrated or annoyed by the objection Do NOT get defensive Worse thing you can do is get defensive Best thing to do agree with them!! And, then lead them through the process Often, when appropriate, respond with Feel, Felt, Found I understand how you feel If appropriate - Tell Your Story about how you encountered the same concerns!!!!!! I felt the same way After some research, I found Use STORIES!!!!!!!!! MOST COMMON OBJECTIONS 6
Role Playing Sound too good to be true Sounds like a scam I can do this myself How much does it cost Want you to role play with your accountability partners the above Objections Role play objections and 30 second Spiel Sounds Too Good to be True I understand how you feel, I felt the same way, and after some research, this is what I found Tell a story use first names if possible (especially if your own story; however, if using someone else's, use first names only if won t breach confidentiality), My story married to a rocket scientist After the story, follow it up with hard evidence: Since, the program has been featured in: Numerous industry-leading magazines throughout the country (Broker Banker, Mortgage Planner, True Wealth, etc ) Numerous news broadcasts throughout the country, including NBC News and NewsWatch And, has earned numerous awards throughout the country including: Ernst & Young Entrepreneur of the Year, Financial Services, 2008, Utah Region Sounds Like a Scam I go straight to Ernst and Young In this situation, Do NOT repeat the objection and never repeat the word scam that is ALL your prospect will hear Have you ever heard of Ernst and Young? Third largest professional services / financial services company in the world Plays important public interest role as it is one of the largest auditors of public companies Ernst and Young came knocking on our doors in 2008 and asked to look at our program, company, executive team, and support system. They were determined to prove our system did not work. They looked through our financials, interviewed our executive team, sat with customer service while they worked with clients, and tore apart our program by crunching the numbers, computing the math, and scouring the system for flaws. What they found after doing this extensive due diligence is not only are we doing what we say we are doing with excellent customer service and incredible executive team, but our program exceeded all expectations and is in fact showing our clients how to pay off their debt in as little as 1/3 to ½ the time. Ernst & Young was so impressed with our system, they awarded the founders with the Ernst & Young Entrepreneur of the Year award, Financial Services, 2008 Utah Region. 7
I Can Do This Myself Of course you can! There is no secret to paying down debt you need to send more money to principal. The key is to make sure you send the correct amount, at the right time, to the right debtor. The wrong decision will cost you time and money. May be helpful to do a side-by-side comparison of what you are currently doing versus what the program can do for you. This will help you make an educated decision about whether this program is right for you. I Can Do This Myself Of course you can We all know how to lose weight - reduce our caloric intake and increase exercise, we will lose weight Why then, do most people who are serious about losing weight spend money on (why is this a BILLION dollar industry???): Personal Trainers and One-on-One Sessions (therapy, gym, dieticians) Jenny Craig Weight Watchers Gym Membership Need Accountability, Need Support Chances of Success Increases Tremendously They have tried and not been successful How Much Does it Cost? I don t know what the program will cost for you. The program varies in price based on the savings the program will provide you. The Corporate office will run an analysis and based on your specific situation, they will inform you what the investment will be. If continue to pressure: Unfortunately, I do not know what your cost will be. It is kinda like when you qualified for your current mortgage you don t know what you will qualify for until they gather your information and run the numbers. We are the same way. 8
Program Costs Too Much First, the new analysis presentation will help a lot with this objection Must build value as you go through the sales process and this is not just responding with one or two phrases here and there, this is about asking questions, finding hot spots, and showing how the program will help accomplish the goals of that person / family. Would encourage agents to sit through a few appointments with a Worth Coach or your Upline/Sponsor to see how value is built through the process Program Costs Too Much Encourage prospect to look at this from business perspective Is it a good investment to invest $3500 if you were going to get back $120,000? Is that a good return on your investment? Let me ask you which check would you rather write? A check for $120,000 to your financial institutions or a check for $3500 to Worth Unlimited? You are going to be spending that money anyway. You can either write a check for $120,000 to the bank or you can invest $3500 in your future and save that $120,000 and more in future interest and payments. Program Costs Too Much Let s say it is Monday morning and I am your mortgage person and I give you a call. I say, Todd, your not going to believe this as part of a new mortgage program, there is a new program on the market that is going to take your 28 year mortgage and have your mortgage completely paid off in 14 years and you can keep your same payments. Todd, this is going to save you $120,000 in interest and 14 years of payments. The best thing is that this is a one-time closing cost of $3500. Todd, what are you going to do if I was your mortgage person and I called you that morning? You would beat down my door to do this. And, that is exactly what this is, except you are not paying for a refinance and it will tackle all of your debt, not just your mortgage. 9
Program Savings are NOT Immediate You are right this is an investment in your future. Just as you invest over time into your retirement fund or other investment the returns are not immediate. They take time. It took you a long time to build up your current debt structure as well. So, it is going to take some time to get the debt paid off. Fortunately, this program has mapped out the fastest way for you to reach these goals I Will Lose My Tax Advantage!! You are correct once your mortgage is paid off in full, you will no longer be able to write off your interest. The question is: which would you rather have a dollar or 30 cents. Remember, in order to have the 30 cent write off or savings from that tax write off, you have to spend a dollar on interest. For me, I would rather save the dollar in interest than the 30 cents I save with the write off. I Don t Want to Give You My Financials Means one of three things: 1. Secretive therefore they don t know enough information to move forward 2. What they informed you about is a fib 3. Embarrassed Remind them that these are confidential meetings and they are not sharing information with you; they will give the numbers to the Corporate office you will never know their situation. Acknowledge often when I hear that response, it means that you don t have enough information to move forward. Do you have any specific questions I may answer for you? If still resistant, send more information Videos Website 10
Side Notes Do not refer to the Worth Account as software It is a system or program Also has coaching, education, support, etc Facts tell, but stories sell Remember - people buy on emotion and back it up with logic tap into the emotion by using stories If speaking with analytical, follow it up with facts In Summary Acknowledge the objection, repeat their statement (except the scam objection), and do not get defensive Use feel, felt, found when appropriate and insert a story Follow up with stories and then hard facts/evidence, but, do not vomit on your prospects Remember, some people are in love with their debt and will find every excuse to remain married to their debt Debt is like an abusive relationship Some people just don t like Indian food! EXTRA CREDIT 11
Extra Credit Continue Working On Your Website Continue Your Next Wave of Emails (from last week s drips) Attend more networking meetings, asking for 1:1 s, And Extra Credit Approach 3 Realtors and/or Loan Officers Ask A LOT of Questions Get to know your prospect Ask about their specialty in their respective field What made them get into the field How long working in the field Ideal clients How has the economy affected their business Etc The prospect will tell you things that are important to them and then you can adjust your presentation to include things that are important to them 12
Ask A LOT of Questions Have a value proposition for that particular field Don t give it to the prospect Use it to review different value propositions prior to the appointment then, after you have gotten to know the prospect, mention 3-5 value propositions that match their statements I like to do this in the form of a question. How would your business improve if you had (ability/capability) to offer your client? ALWAYS have them speak first, you follow second Additional Questions to Ask Realtor / Loan Officer Do you have any clients that you cannot help get into a home? What are the main reasons they cannot get into a home? Usually Loan Qualifications: Debt To Income, FICO, or no Money to Put Down What do you do with those clients you cannot help? Do you make any money on these people? How long does it take before they become clients? How many of them come back to you for their future home searches? How do you keep track of these future prospects? Would it be helpful to have something in place to overcome those obstacles and help ensure they turn to you for their future properties purchase? How many of your current clients are upside down on their properties? Do any complain to you about being upside down? Anyone ask about short sales or foreclosure? TODAY IN SUMMARY 13
Today in Summary Remember: Objections are not a bad thing the person is telling you he/she needs more info and is also telling you an area important to him/her! Empathy NOT sympathy Feel, Felt, Found Integrate Worth into your daily life, have it become a part of who you are Don t Be a Secret Business Owner!!! Continue with your daily assignments and activity you will be shocked at how quickly you will build momentum! Week 4 Assignments Tier 1: 1. Continue Calling on Your NEXT Top 10 (should have already called on your first Top 30 over last 2 weeks) 2. 3 Foot Rule Continue introduce Worth to 2 new people this week via the 3 Foot Rule (2 people you did not know before!) 3. Continue new prospecting activity 4. Update Your Email!!! 5. Practice / role play with accountability partner on dealing with objections Remember Giving up on a goal because of a setback is like slashing your other 3 tires because you got a flat - Unknown "Stop being afraid of what could go wrong and Start being positive about what could go right. -- Unknown 14
QUESTIONS? 15