Agenda. Last Module Handling Objections. Creating a Sense of Urgency. Best Way to Create a Sense of Urgency 4/13/2015

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1 Agenda Training, Module 6 Creating a Sense of Urgency Dealing with the top objections Don t want to give financials Questions and Answers at the End Training Modules Series Worth Unlimited Dr. Joan Haakonstad And Kai Baker Remember: Last Module Handling Objections Objections are not bad things in fact, they can be very helpful! We are conditioned to resist feeling sold Shows what is important to the prospect Lets you know they are interested and they need more information to move forward There are MANY different ways to handle objections CREATING A SENSE OF URGENCY Creating a Sense of Urgency Within Step 1 (Sharing Worth with Others) This is where you will create a sense of urgency Create enough curiosity that will cause prospect to want to move forward Cause realization that every day they wait costs them time and money Ask questions! Find hotspots and show how we can resolve their issues / challenges / their needs Find goals and why they need to address pain buttons now Help understand the negative consequences of inaction why they cannot wait Best Way to Create a Sense of Urgency Follow the Sales Process and Follow the Sales Process EVERYTIME!!! It is our job to weed out people and only have those truly interested moving forward This will help tremendously!!! If someone is not interested, you will NEVER be able to create a sense of urgency So, first, let s review the Sales Process 1

2 Sales Process 1. Share Worth with Others Create Curiosity and Gage Interest Your 15 second commercial Your personal or a borrowed story Use Qualifiers and tie-down questions Watch videos The Litmus test Set the appointment in stone Refer to Worth or Run your own analysis And, Remember When Set Appointment in Stone: 1. Let them know what to expect 2. Three Way Call to introduce to Worth 3. Input notes/info about prospect in back office under Prospect Tab 4. Call after saw results and Ask What did you like best about what you saw? Again You will create the Sense of Urgency in Step 1 Mastering Step 1 is critical to creating a sense of urgency 1.Share Worth with Others Gain Curiosity Your 15 second commercial Your personal or a borrowed story Use Qualifiers and tie-down questions Watch videos The Litmus test Set the appointment in stone»refer to Worth or Run your own analysis First: 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 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 3 for more detailed review and suggestions First: 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 3 for more detailed review and suggestions Second: 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 Second: 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? 2

3 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 3 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 3 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 3 for more detailed review and suggestions 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 3 for more detailed review and suggestions 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 3

4 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, 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 When setting an appointment, give two options: 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? 4

5 Make sure all decision makers are present 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 some else is going to be involved in the decision making process make sure they are there from the beginning Build rapport from beginning I was raised to be a man/woman of my word. Now I am going to be at your home this Tuesday, April 14 at 4pm ready to go and you and your wife will be there correct? Yes Let them know what to expect and what info they need to have!!! Now what we are going to do is make a call together and set up an appointment for Free Savings Report. They will not be asking you 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? 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? Creating a Sense of Urgency MUST: Help Prospect recognize their needs Ask questions!!!!!!!!!!! Can t benefit unless they acknowledge they need it! Help them see big picture with open-ended questions Demonstrate their needs and how we can help solve them Spend less time selling, more time listening Less you pitch, the more you will command their attention Key to successful conversation is lending an ear Focus mostly on them, less on the product, keeps them engaged and allows them to come to their own conclusions will increase sense of urgency To Sum it Up Creating a Sense of Urgency happens in Step 1: 1. Share Worth with Others Create Curiosity and Gage Interest Your 15 second commercial Your personal or a borrowed story Watch videos Use Qualifiers and tie-down questions The Litmus test Set the appointment in stone Don t reinvent the wheel follow these steps, internalize them, allow them to just naturally flow from you and you will: Weed out those who were not ready to be interested Create a sense of urgency Have higher closing percentages Help more people Remember Your Worth Goals and Take Action Daily Don t Be a Secret Business Owner!!! 5

6 Action Items Next Step / Action Item 1. Print out Step 1 and internalize every step!!!! Practice 15 second commercial Practice your story allow to feel natural Review / internalize questions and tie downs Review / internalize Litmus Test Questions Practice setting the appointment in stone Practice with friend/family 2. Get out there and be uncomfortable!!! Do one thing uncomfortable everyday 3. Continue calling on prospects and set at least 2 client prospect appointments this week following these Steps! Don t stop until 2 appointments are set Once you Master these steps, it is time to move on to the next step! Watch the next module! Remember Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy. -Dale Carnegie You miss 100% of the shots you don t take! -Wayne Gretzky QUESTIONS? 6