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The Power of a
Proper
Introduction
By Eric Worre
In This Issue:
Guest Article:
The Simple Proven
Plan of Action
By Jim Fobair
Book of the Week:
How to Make People
Like You in 90
Seconds or Less
by Nicholas Boothman
Video of the Week:
Les Brown - The Magic of
Network Marketing
Lesson 7
Don’t tell me you’re going to start
building your business tomorrow.
I don’t want to hear it.
Start TODAY!
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© MMXI Eric Worre & Go Pro Academy. All Rights Reserved.
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N
ow that we’ve laid a bit of
mental groundwork, we are
going to begin going through the
mechanics of prospecting.
The video for this week is actually an excerpt from the Go Pro
Recruiting Mastery Home Study
Course and, in the 24 minute segment, we go through an exercise on
how to properly introduce yourself
to another person and the lessons
learned from that exercise.
To support that video, here are my
notes from the actual training:
There are 7 key elements to a
proper introduction
1. Open posture. It’s important to square your body up
with the other person and
fully engage in the introduction. In the video, you’ll
see the difference between
an “Open” posture and a
“Closed” posture.
2. Eye contact. It’s critical you
maintain eye contact throughout the introduction. If you
lose it, even for a moment, it
makes a huge difference.
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3. Smile. When you smile, they
will smile. Most of us need
to do more of this anyway.
4. Energy. You can give
energy during the introduction or you can take energy.
Send it out in large quantities. It’s a great gift.
5. Lean forward slightly.
Don’t overdo it, but if you
lean forward slightly it will
send the message that you’re
interested in them. Try it
and you’ll see what I mean.
6. Handshake. Not too hard.
Not too soft. Firm. Friendly. Don’t hold it too long,
but don’t make it too short
either. Try to do it with open
posture, while you’re maintaining eye contact, while
smiling, giving out positive
energy and leaning forward
slightly. I also find it useful
to use my other hand to give
a friendly touch to their right
elbow. You’ll see examples
in the video.
7. Act like a long lost friend.
If you truly act like a long
lost friend (which incorporates all of the things
3
above), you’ll find they will
open right up. It’s magical,
and fun!
The reality here is, when you do
this right, you are giving a gift and
people will like you. People do
business with people they like and
people who like them.
If we were in a live training event,
we would spend lots of time having you practice this. Every time
I put people through that exercise,
they learn so much. Well, we’re
not physically together, but I can
ask you to go practice. Set a goal
to properly introduce yourself to
a certain number of people this
week. You set the number. Pay
attention to what you learn through
this exercise and use what you
learn to get better and better until it
becomes a part of you.
You say you want to become a
Network Marketing Professional.
Master this skill and you’re on
your way.
Your friend & partner,
Eric Worre
www.GoProMentoring.com
[ EXPERT INSIGHTS ]
The Simple
Proven Plan
of Action
By Jim Fobair
A
fter 29 years full time in our Profession, there are
some success concepts and fundamentals that have
proven true and that have not changed! My friend, Eric
Worre, calls them “the Stone Cold Facts”. I call it “The
Simple Proven Plan of Action”.
always ask them to share their story. Everyone wants
to ‘share their story”! So each month my yellow pad is
jam packed with every type of “story” you can imagine!
Young or old! And when I’m prospecting, I share those
stories ... story after story after story.
I have the privilege of traveling every month. Here are
some of the most common questions that I get asked
-- no matter what city, country, and language, people are
asking the same questions everywhere!
So one of the key’s to your success is Master Stories!
Become a Master Storyteller!
2. Someone in the downline calls and says,
“I am talking to everyone and nobody will
buy or join!”
1. “How do I go faster? It’s not happening fast
enough.... I’m not making enough money,
getting enough customers, etc.”
(If your new to network marking and you have not heard
this one yet, Hold ON, you will! LOL!)
My answer to this one is always the same. I say to the
person, “Let me see your list of Stories”.
When I get this one, I say, “Please share your presentation with me.”
And each time I get the same response. The person
stares at me with that “blank look”. LOL! I say, “Seriously, pull out your list of “stories” and let’s go over
them.” Dead silence ... Ha ha!
Then I listen closely, so I can help “Fix and Refine” their
presentation.
What people relate to more than anything is a “story”.
Why? Because “RESULTS” is the name of the game!
When someone tells me that they’re talking to everyone
and “nobody will buy or join”, I already know that -more than likely — they’re talking too much, they’re not
sharing stories, they’re long-winded, probably talking
about ingredients, or circles & squares and percentages.
They’re going on and on and on, making it so complicated that it makes no sense!
I keep a yellow pad with me at all times ... and every
day, I write down stories. When I talk to someone, I
So I say, “Please don’t rely on your salesmanship ...
You have not shared one story — not even your own!
The key to going faster, making more money etc, is
sharing stories! Both yours and others! Product stories.
Service stories. Income stories.
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It’s no wonder you’re not getting
any results!”
Just like the first scenario, I challenge this person to “pull out your
list of “stories” and lets go over them
... read them to me!” (Once again,
dead silence! LOL!)
3. How do I duplicate and get
a downline? I can sponsor
a front line, but they don’t
duplicate?
The answer to this one is Point,
Guide, Direct.
The concept of Point, Guide, Direct
is about Freedom! Lifestyle!
What I mean is that people come
into Network Marketing to be Free,
to quit their job, to have more time
and a better lifestyle, to spend time
with there family etc, etc.
But what happens most of the
time, is the opposite. They become
slaves. They become “One-Man
or One-Woman Shows”, trying to
answer all the same questions over
and over. Trying to do everything
for everyone ... and that’s NOT
duplicatable! What happens is you
become worn out, tired and weary.
You eventually burn out.
The Solution for massive duplication
is to Point Guide and Direct people
thru a simple process for success.
The Key is knowing the “Answers to
all the most commonly asked Questions”. So you just PGD them to find
the answers themselves.
The Answer is “It’s on the Point
Guide Direct site!” What often happens is the person gets a little upset
with you and says, “Can’t you just
tell me now?” I say “Sure I can, but
let me ask you “do you want me to
give you a “fish” today and let you
starve tomorrow?” Or would you
like me to “Teach you how to fish”
so you can feed you and your family
for life?!”
Now the light bulb goes off and
they “Get it” and say, “Ok, now I
understand, you don’t answer these
same questions over and over or
one at a time, that’s not duplicatable
you PGD!”
Now this person is pointing, guiding and directing their people thru
this “exact” same proven process
for success!
PGD = Point Guide Direct = Putting
people thru this proven process daily
... whatever your particular process is.
Most of the time the process includes
web sites, video’s, conference calls,
webinars, recordings, newsletter,
emails, and of course live EVENTS!
What I teach with PGD is “don’t sell
on the first exposure.” Just invite
people to do you a favor, people
want to help or do you a favor.
I call these “ice breakers”:
“Could you do me a favor?”
“Could you watch some award winning video’s?”
What ever your system is, or
process you just invite people to
“take a look.” Don’t sell or explain
or convince on the first exposure.
Just PGD!
Success Tip: Find out what
people want — not what you
want — but helping enough
people get what they want,
is how you automatically get
what you want!
Here’s how you do this:
A.Ask questions
B.Become a good listener
C.What ever it is that “they”
want (not what you want),
learn to say, “That’s Great!”.
And it is Great, because it’s
what they want!
D.Become a Problem Solver!
Problem Solvers, make the
most money. When someone gives me an objection,
my response is always the
same, “That’s no problem!”
They say, “What do you
mean that’s no problem?”
I say, “It’s not a problem
because I will show you how
to solve your problem.”
If you keep trying to answers them
one at a time, that does not duplicate.
For example: Someone asks, “What
time is the conference call? What’s
the number?”
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Learn this phrase and master it. “The
Bigger the Problem ... the Bigger the
PAY Check!” Now give yourself a
raise today ... go solve 10 problems!
The KEY: You change the way you
think about problems.
I went from not wanting to deal with
problems — procrastinating, avoiding them, etc. — to realizing “It
works!” I just got a raise in income
by “solving problems!” So bring
‘em on!
Become a Problem Solver by
asking questions, listening to what
people say, and responding with
“That’s Great! Now let’s solve
your problem.”
Average people spend too much time
focusing on the “problems”. Successful people focus on the Solution
to the problems!
Success Tip: Learn these 3
responses
Over the last 30 years, I’ve found
that I can answer or respond to 95%
of all the questions and objections
with these 3 responses:
1. “That’s great!”
2. “That’s no problem!”
3.“Are you Serious?” (This is
my all-time favorite!)
“Are you serious?” will become
your “best friend”!
Here an example: You’ve just done
a presentation. You’re at the point
where you’re asking questions and
listening to what they want. Now
its time for “Are You Serious”?
This is the key question: “Are you
serious about........(whatever your
marketing — Your health? Your
weight? Your income? etc.)”
Next ask, “How serious are you? On
a scale from one to ten?”
They answer: “Oh, I’m a “10” ...
I’m deadly serious! I need money ..
can’t pay my bills, etc.”
Your Response: “That’s great! Let’s
get started!”
This person who is “serious” has
now given you permission to help
them, to remind them in a few days
to go to work.
Tell them “Go ahead and make a list
of 100 names right now!”
They say, “Uh, you mean I have to
write a list and call people I know?”
You say, “Of course! Remember
you said you were Serious? You
were a 10? You’re behind in your
bills and promises?”
They say, “Thanks for reminding me
... Yes ... Ok” and start writing a list.
What’s next? You say, “Now
let’s start calling them right now
... Circle your top 20 ... Let’s start
putting them in the proven process
right now!”
By the way, the proven process is the
exact same way YOU came in!
All of this adds up to “The DMO”.
The daily method of operation for
your success. It’s what you do on a
daily basis ... and how you do it!
The DMO I have taught over the
years, This Simple Proven Plan of
Action, has worked for thousands
of people — helping them go from
“average to fortune”. And many
have achieved Millionaire status!
The last thing is:
Understanding momentum
and filling up your pipeline!
Keep in mind these 4 very important
things:
1.Every day you must be “consistent and persistent” with
the DMO! What you did
last week sets up next week
in the “results” column.
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2.What you did last month
— being consistent and
persistent every day doing
the DMO, the proven
process daily — shows up
next month in the results
column.
Question: “Is 3 to 5 years too slow to
become set for life?”
Of course, the answer is “NO!”
This is the fastest way!
3.What you did over the last
90 days — doing the DMO,
every day “no matter what”
— shows up over the next 90
days in the results column.
In closing, I always say “Non-stop
to the Top!” People always ask,
“What’s that mean?”
4.You guessed it: “What you
did last year, sets up next
year — and shows up in the
results column.
Be blessed,
So the fastest way to accomplishing
your “goals and dreams” and turning
the myth of residual income into
reality is this:
One Day at a time,
One Brick at a time
Step by step
Be consistent and persistent
“every day”
One week at a time, don’t break
your momentum! Every day” no
matter what”
One month at a time
One year at a time
Keep doing this, and depending
on how teachable you are, you’ll
achieve your most amazing results in
3 to 7 years.
How hard you work daily — and
how hard you work to develop
yourself and to learn the skills and
get better will determine whether it’s
3 to 5 or 3 to 7 years.
Either way, This is the fastest way to
become financially Free!
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My answer: “Keep moving!” LOL!
Jim Fobair
About the Author:
Jim Fobair has
built sales organizations from the
ground up and have
had hundreds of
thousands of people
in my groups. He has helped countless people earn millions in the
direct sales industry and because
of this I’m commonly referred to as
the “Millionaire Mentor.”
Jim first became a million dollar
earner in the network marketing
industry as a distributor with a
well known nutritional company in
the 80’s (that has since become a
Billion dollar company).
Nicholas Boothman’s
How to Make People Like
You in 90 Seconds or Less
The average person’s
attention span lasts about
30 seconds. That means first
and immediate impressions
count, and big. Nicholas
Boothman instructs you
in how to mold those 30
seconds to your greatest
advantage and connect
with others at business and
social functions.
Over the years, he has owned and
operated his own multi-million dollar network marketing companies
and have served as a consultant in
the industry to some well known
direct sales companies.
This is a great book for
this week’s theme. Don’t
just read it... study it and
practice practice practice.
This is a skill just like any
other, but it’s one most
people don’t pay any
attention to. Be different..
For more information please visit
www.JimFobair.com
Get your copy at Amazon!
or visit
www.NicholasBoothman.com
7
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1
Watch the Go Pro Academy Training Video at GoProMentoring.com
2
Fill out the Go Pro Academy Accountability form at GoProMentoring.com
3
Watch this week’s Archived Video of the Week
In addition to your exclusive content and training you get, below is the video that I have hand selected
and that I feel corresponds best with this week’s lesson.
Les Brown - The Magic of Network Marketing NMPRO #256
This was one of the most enjoyable interviews I’ve ever had. Just about every word is golden. This is a great one
to listen to over and over. And learn some of the things he says so you can repeat them to your prospects and your
organization. Amazing content.
Watch The Magic of Network Marketing
Visit NetworkMarketingPro.com
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Remember:
Success is Duplicatable.
Be sure to share the Go Pro
Mentoring resources with your
friends and organization!
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