The F.A.S.T. Track to Success

(Prospecting for Pro’s)
Find – Access – Show – Test


Did you know that there is no such thing as getting rich quick and that there is no magic wand or short cuts to success? You absolutely have to follow a specific plan of action if you want to increase your success ratio. The principles I am going to share with you were developed out of countless hours of study of some of the most successful Direct Sales and Network Marketers in the world and I’ve condensed the information into a simple yet powerful system called the F.A.S.T. Track to Success – Prospecting for Pro’s.

Do not think that because there are not hundreds of pages the information is not powerful. I have chosen to not waste your time by using unnecessary words and fluff just to impress. In addition, I expect you to think long and hard on the four principles I am going to reveal to you and take your studies of this material very serious.

Now if you are reading this article then you have obviously gotten a copy of my audio program Meet The Goal – Strategies for Self-Improvement. Moreover, if you do not have a copy then you should immediately go to www.MeetTheGoal.com and pick up a copy for yourself as well as everyone in your sales team or down-line. My purpose in revealing this system and creating this document was to serve as a special bonus just for those courageous enough to see the value in learning strategies to assist them in being more courageous in an effort to meet their life goals. Now without further delay lets get on the F.A.S.T. Track to Success.

What would life be like if each person in your sales force or down-line were successful? I mean all the numbers are up stat and they bring in new business daily. The bonus checks are rolling in faster than you can deposit them and everyone is showing up for the training calls. Well your organization might not be operating at that high a level but it can. You know that you are in the business of people and everything you do rests on how you interact with people. However, where do the kinds of people I mentioned earlier come from and how would you recognize them if you saw them?

FIND

You must first Find the proper candidate to join your business or purchase your product. Now there is something to be said for reaching out to large numbers of people, however I want you to develop the tools necessary to see a good prospect long before you actually approach them. I call this technique, “Prospervation” where you learn to observe the prospect long before contact. A common mistake among unsuccessful sales persons and network marketers is being self-absorbed to the point of mental blindness. Prospecting is not about you and how many people you can “get”, it is about the prospect and how you have what they need. At the very point in your journey that you become comfortable with who you are and where you are in life, always knowing that there is more, yet operating in a perpetual state of gratitude you will have reached a condition of “flow” or what some would call: “Being in the zone.” Once you achieve this state you will notice the difference in the way others stand, walk, the motions they make and how to determine if they are in a proper place in life to receive what you have to give them.

Prospervation: The science of observing the prospect before contact.

Begin to spend more quiet time just people watching. Try going to the park or the mall, just sitting, and watching the movements of the people. This exercise will allow you to practice without the pressure that some feel while prospecting. Just sit back and watch the people. Begin to notice the difference between the confident and the timid. Now to do this you must be in a heightened state of “Empowered Awareness”. You must, become fully connected to all of your sensory awareness (sight, sound, smell, taste, and feeling). Now if you begin to create a sense of moving twice as fast as everyone else you will begin to notice their movements will begin to slow down.

Now start to notice a few of the external clues that people give to the internal dialog that they have. Watch for movement in the jaw area of the face and attempt to notice the person mouthing words. Watch for movement of the head as well. If you can, notice the breathing as well as the posture. These things will serve as clues to each person’s internal state. This is something you must practice often in order to develop proficiency at it. Getting into a heightened state, cutting off your own internal dialog and truly observing…will yield the results you seek.

You are looking to find and identify those persons that are leaders, big thinkers and those that feel they deserve to have it all. You can spot them easily if you use the strategies I have just given you. Now that you have found a great prospect by using the “Prospervation” technique and since I know that you have taken the time to create a great opening when approaching people, it is time to act.

ACCESS


Once you have completed the steps for your particular company, whether it is showing the products and the compensation plan, or even having home meetings or telephone talks. You must now begin to Access the persons particular abilities. Now in the area of direct sales and network marketing the skills or training that the individual brings to the industry is of very little value. The actual skill that you are required to access is the person’s ability to follow directions. When I got started in network marketing my mentor and sponsor asked me to perform a simple task: To get equipment that would enable me to record our phone conversations. He explained to me that doing so would enable me to listen to the training calls as often as I needed and allow me to critique myself when cold calling, which would ultimately lead to faster growth. He also gave me a time and day to give him a call and informed me that we would talk further then. Well, I found the equipment I needed (which was very inexpensive) and called him as scheduled. Now the very first sentence that he spoke was in the form of a question: “Did you get the equipment so you could record our conversations?” Absolutely I replied. He then informed me that a large majority of the people he connects with fails that simple test.

The purpose of his requesting I perform that task was two fold.

1. There is a definite need to record training calls as well as prospecting calls. This will enable you to not only hear yourself, but also give your sponsor the ability to hear you as well and assist you with developing strategies that might make your phone prospecting more successful.

2. It was a simple test in following directions. Network marketing and direct sales have very little to do with what you think and a lot to do with what is best to do. If you can accurately follow the directions of those who have achieved even the smallest commission check and you are just getting started…it should be obvious that if you would like to see commission checks in your mailbox or account, you would be wise to know that you just might not know what you think you know.

So learn to access the ability of the prospect to follow basic instructions to full completion. Any sign of resistance calls for a different method of training and will serve to lengthen the time it takes for the individual to “get it”. If you have found someone that is eager to learn and mentally submissive enough to follow basic pre-prospecting instructions then you just might have a leader on your hands.

SHOW

Once you have determined that you have a potential leader on your team, it is now time to show them the business. This is often called, leading by example. You should do three way calls with your new people and for those that are in your area, you should occasionally get together and do off the cuff and spontaneous connecting with people you meet.

The importance of showing the new person what can be done is not to produce clones but to generate a familiarity of flow for them. If you are reading this, you are someone that knows the value of flowing in this industry. Networking is something we live and prospecting is something we do. You are showing the person that every moment of everyday we are networking or connecting with people and that the process of sifting and sorting people is the actual act of prospecting.

Showing the new person the empowered idea of what “no” actually means. Most of the new net-workers (and some old ones) cringe at the thought of being told, “no” by someone. You must get across with a spirit of excitement that “no” simply means yes. Yes, I am not a leader…Yes, I want to remain a cow on the pasture…Yes, and I would quit before I got started. If properly trained in the art of prospecting which simply is a matter of “Self Mastery”, the more qualified “no’s” you get the larger your business will grow. Yes that is correct the more qualified “no’s” you get the larger your business will grow. Many of us focus on the wonders of the “yes” and they definitely count, however it took the qualified “no’s” to get to the “yes”.

The new net-worker must see the value in the process. Find joy in the adventure. Your energy and excitement about the business will rub off on many in your group. If you consider yourself a leader, which I know, you are, and then show them the way and if they follow then good for them and if they do not, your efforts alone will guarantee a healthy list of replacements. Work cheerfully and fear not.


TEST

Now that you’ve got the new net-worker or sales rep. to the starting gate, it’s time for them to run a few laps of they’re own. In the early “critical stages of business building, it is suggested that you pay close attention to the movements of the new person. Do not simply leave them to fumble along without your guidance. Now I suggest you set a limit to the amount of time that you are directly in contact with them. This will only serve to make them needy and dependant upon you. It is advised that you “place” the new person under one of your qualified leaders for further development.

Your contact with the person should have given you an excellent view into what behavioral style that most dominates with them. Now if you are not familiar with understanding how to identify and interact with different types of people. Then I strongly suggest you immediately get yourself a copy of “The Magic of Colors” from my long time friend Jerry “DRhino” Clark over at www.ClubRhino.com I’m certain that “The Magic of Colors” if put into practice by you will enhance all of your communications with others. It has done wonders for my life and has even assisted in generating additional income from its direct use. Now once you have learned about the behavioral styles as presented by DRhino you will have insight as to which person to place with the correct leader. I cannot stress the importance of the proper mixture of people to keep your team, group or organization moving in the proper direction. Just as with food, the improper combining of people can bring a stomachache to remember.

Here are some testing tips that you can use. I do recommend that you develop additional testing measures so that you can properly direct the people that have trusted your ability to lead them. Remember you prospected them and just like any precious jewel, they have a healthy expectation to be cut, buffed and put on display.

• The ability to meet and call at predetermined times absent of excuses for failure to do so.
• The consistency of follow through. (Once tasks are assigned you do not have to contact them for the results…they contact you)
• Show a willingness to learn more about themselves as well as the business (includes the company, products and compensation plan).

Now these are just a few areas to check and I think you get the point. There must be systems in place if you expect to progress in your business and grow your organization and it’s effectiveness in the marketplace. I am sure that you have taken plenty of tests in your life thus far. It is a vital component to accessing a person’s ability to perform certain tasks at a particular level. Remember through each process that you are qualifying the person to work with you and your group and there are some, which will not qualify for advanced leadership training and development. Some are the people that will become distributors and some will be customers. However, no matter what level they successfully test at they are valuable to the process of creating a great organization.

Lastly, if you do not have “Educating Your Expectations” by Artemis Limpert of www.PaidMyDues.net you should get that series. This audio program alone will shave years off your learning curve of this industry and better assist you in communicating to those in your down-line what the process is actually about. Artemis takes you step by step through her own journey and exposes many misconceptions you might have about yourself and the industry…if you think you know, you might not know so log on to PaidMyDues.net and Educate Your Expectations.

I encourage you to send me an email letting me know what you like and even what you might disagree with about the process I have shared with you. Email me at Asaad@MeetTheGoal.com and be sure to stay updated on where I will be speaking, new and exciting projects being released or just drop me a line and let me know how I can better serve you in the future.

Always remember that no matter what else you do in life you must…Cultivate the Courage to Roar!

Asaad