TIER 1 / CONTACT Script OPENING QUESTION: Are you open to looking at a solid business project on the side, if the money is right? If answered "NO" : NEXT If answered "YES" : There are 2 videos that will give you a good idea of the magnitude of the opportunity and a good overview of the business. Together they are under 30-minutes. Can you watch them now? If "YES" : I'll call you in 45-minutes. (Then send Intro Videos) If "NO" : Tie them down to a specific time they will watch both videos in next 48-hours and schedule a follow-up appointment (Tier 1 Confirm) with them for right after they finish watching both videos, then send the videos. TIER 1 / CONFIRM Script OPENING QUESTION : Did you watch BOTH videos? If "NO" : 1st Time Give them 45 minutes to watch them now, then call them back in 45-minutes. 2nd Time (45-minutes after 1st call.) Did you watch BOTH videos? (No) => Next If "YES" : Pretty Exciting Videos! What did you LIKE MOST ABOUT THEM? (They Are Not Excited) => Next (They Are Excited) => #1 : 1st 2-5 Tier 1/ABCs Schedule on Manager s calendar. You watch & learn: (You must watch these first 2-5 calls to learn how to do a Tier 1/ABC for yourself.) #2 : AFTER you ve heard your Manager do 2-5 Tier 1/ABCs: You re ready to do Tier 1/ABCs for yourself and your team! PROTECT YOURSELF & VALUE YOUR TIME : 60% of LEGITIMATE ABC's become Reps. All others are a waste of yours and your manager's time. So be on the look-out for the unspoken "NO". People today tend to be less direct or confrontational than they were a generation ago. Instead of telling you straight out that "this opportunity isn't right for me," they'll waste your time and energy with a bag full of "whys"... why they aren't ready today to say YES, so you need to get use to saying "NEXT" and moving forward to your next prospect!
IMPORTANT: IF CANDIATE DISQUALIFIES ON ANY QUESTION (#1 TO #7) JUMP TO QUESTION #9 1. 2. 3. 4. IS EXCITED : Did you watch BOTH videos? Pretty powerful videos! What did you like best about them? THEIR WHY : Tell me, if we were to mutually agree that we are a fit for each other and brought you on board, what would you want to get out of your Virtual Financial business, for yourself and your family? MORE MONEY Yes, we all want more money, but what would that money do for you? In other words, more money means more choices. What additional choices would you like to have in life that you don t currently have? SELF-STARTER : At Virtual Financial we provide an enormous amount of training and support, but this is not a jo You are in business for yourself, which means you need to be a self-starter. Are you a self-starter? YES Give me an example of that COMMITS TO ATTEND TRAINING : You realize, to achieve (What they want), in order to succeed at anything, you need training, right? Here we do 2 CRITICAL webinars every week. Tuesdays at 6 PM Pacific, Saturday at 8 AM Pacific. Each one is different and critical to your success at Virtual Financial. You would need to be available for both to achieve your goals. Are you able to commit to that? 5. (If occasionally you have a personal event your child has a game, or is in a school play, or something is required for your job, etc., we do record our trainings and keep them in the virtual environment for a week, so you d want to watch the recording within a day or two at the most. But that aside, will you will want to be on them LIVE.) TIME COMMITMENT : In addition to the training and studying, how much time will you be devoting to building your business with Virtual? (Where will that time come from? What days and hours?)
6. 7. INVEST $159/$189 : Again, this is YOUR BUSINESS, not a jo As you know with any business there are start-up costs. At Virtual Financial we ve been able to make them extremely minimal. As you might recall from the video, they are only $159 if you are licensed, or $189 if you are not licensed, which includes an online course to get you licensed. So, if we both see a fit and decide to move forward, you would need to have that available on a debit or credit card or PayPal account. Does that work for you? TIE-DOWN : IF YOU BELIEVE THEY QUALIFY Well, it sounds to me like we could be a fit for each other. I don t see any reason why we shouldn t bring you onboard and start working on What they want, do you? OR So,, on a scale of 1 to 10, 1 being not interested, and 10 meaning you are chomping at the bit to jump in immediately, how excited are you about coming on board with us? 1-5: Jump to FNA Script (Question #9) 6-9: What do you need to get to a 10? (Wait for Their answer.) Anything else? 10: Congratulations, welcome aboard (or above). LEARN HOW TO READ THE LANGUAGE OF "NO" NO = "I like it a lot, SEND ME MORE INFO" NO = "I like it a lot, SEND ME CONTRACT LEVELS - I AM AT 100%" NO = "I like it a lot, SEND ME CONTRACT - I MUST READ IT FIRST" NO = "Call me back Next week, Next month, Next year" NO = "I'll have money Next week, month, or year" IT'S REALLY THIS SIMPLE... At this point, they've watched BOTH videos and you've helped qualify them as a match for this opportunity. So, the next step is to setup their appointment to enroll and get started with the company. If they aren't ready to move forward now, experience says "they will never be."
8. BOOK TIER 2 (+ OPTIONAL COMPENSATION VIDEO) : THEY ARE A FIT & READY TO GET STARTED Our next step is to schedule your enrollment and startup with the company. We call this a Tier 2. You ll need an hour where you can be in front of a computer online, have a pen and paper to take notes, and have the $159/$189 handy on a credit or debit card or PayPal account. I am looking at my Manager s calendar right now. He/she is very busy, but I see an opening at : tomorrow. Can you make that work? IMMEDIATELY SCHEDULE Tier 2 w/ [name] ON MANAGER S CALENDAR in Manager s time zone, FOR LATER THAT DAY OR THE NEXT DAY. NO MORE THAN 48 HOURS FROM NOW MAX!!! (**Note: if it is later that same day you MUST call/text the Manager and GET CONFIRMATION, to be sure they are aware of the appointment and available.) SCHEDULE THE APPOINTMENT ON YOUR CALENDAR in your time zone. OPTIONAL : If you feel that it will be beneficial for this recruit to be prepared with knowledge of the compensation guidelines and training sale requirement beforehand Sometime before we meet,, there is one other video you need to watch. It covers compensation. You re going to want to know about that, right? It s about 30 minutes. Can you do that?... Great. I think you re going to find it very exciting, but if after watching it you feel this business is not for you, call me and we ll cancel the appointment. I want this to work for both of us. If I don t hear from you, I m going to assume you are ready to get in the company and that we are on for :, today/ tomorrow. SEND COMPENSATION VIDEO AND MAKE SURE THEY RECEIVED IT.
9. OFFER FREE FNA : THEY ARE NOT A FIT AS A BUSINESS PARTNER AT THIS TIME, BUT YOU BELIEVE THEY ARE A CANDIDATE FOR AN FNA No problem,. We know our business is not a fit for everyone, and sometimes the timing just isn t right. That being said, there is something that may be right for you. Do you remember the second video talking about the value of the free Financial Needs Analysis, and how it can help people reach their financial goals?, I d like to offer to have one of our experienced Financial Consultants do that Financial Needs Analysis for you, 100% virtually. You don t have to go anywhere or even comb your hair, because there s no camera anywhere. It s an opportunity to talk with an expert, get any questions answered and take an honest look at where you are, where you want to go, and what it s going to take to get there. You ll learn if there s anything you can do to get to your goals faster, easier or more safely, and there is absolutely nothing to buy on this appointment. What do you think, would knowing all that be helpful? [Wait for answer.] If "YES" => Tie-Down : Okay, why is that? [Wait for answer.] Alright the next step is set up the appointment for your Financial Needs Analysis. You ll want to set aside an hour when you can be in front of a computer. (Would you like your spouse to join us?) I see an opening at : tomorrow, can you make that work? SCHEDULE Tier 3 (Client) w/ [name] ON CONSULTANT S CALENDAR in Consultant s time zone. NO MORE THAN 48 HOURS FROM NOW. SCHEDULE THE APPOINTMENT ON YOUR CALENDAR in your time zone. You will need to be on the call at least to do the initial introduction. If "NO" => Next! There are too many other people waiting for your help!