Page 21 - Leadership Format System

Recruiters Mentality
II. Friendship Farming
The System to Turn Strangers Into Friends
As you go about your normal daily routine, be on the look-out for people with whom to start a conversation. Study the following example, then use this approach to cultivate a new warm market by meeting new people.
Simulated Shopping Example
• Any smart shopper will look around for the best price, talk to salespeople to obtain all the facts and compare the best products on the market. Salespeople expect the “I’ll be back” mentality, which creates competition and is the foundation for the way we do business in our country today.
• By playing off this mentality, you can go into any retail store, any time, any place and have a reason to talk to people using the F.O.R.M. method.
• Every morning, millions of people potentially go to work for you. They rise early, fight the traffic and position themselves in 8-10 hour blocks waiting for you to come see them.
• Best of all, they are being paid by their employer to be nice and courteous to you. If you execute this system the right way, these people will listen to you and respond to what you’re doing.
• No matter where you meet someone, keep in mind the basic recruiting principles and never “spook” the person. Avoid the “Scenario of Disaster.” Your goal is to get the person to attend the BOP, or worst case visit your Business Builder Web Site
The F.O.R.M. Method
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I
There are four questions you can ask when talking with a stranger. This is called the F.O.R.M. Method. This method flows more naturally if you “prime the pump” first by sharing some personal information about yourself.
Standsfor“Family.” Youmightaskhim(orher)ifheisafamilyman,doeshehavekids, did he grow up here in town, etc.?
O R
Stands for “Message.” Tell the prospect what you do to spark his interest. Get his name M (askforabusinesscard)tocallordropinonhiminthefutureandsharetherestofthestory.
F
Stands for “Occupation.” What does he do for a living? How long? Does he like his job? Stands for “Recreation.” Perhaps you have a common recreational interest.
If during the F.O.R.M. Method they ask you what you do, a good response is “I’m putting together a marketing team for an exciting new company that is expanding in this area.” Don’t go into any further details. Remember, you must avoid the “Scenario of Disaster.”
For training and educational purposes only. Not to be used with the public.
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Section I — RECRUITERS MENTALITY