Page 24 - Leadership Format System

Recruiters Mentality
Harvesting Referrals
The Approach/Contact
Once the approach has been made, even if the prospect is not interested in attending a BOP or Product Presentation Meeting, there is still an opportunity to obtain referrals.
“I appreciate how you feel, but let me ask you a quick question before we get off the phone: I’ve found my best new associates come through referrals from quality people like yourself. Who do you know that may be interested in getting involved in a new business venture or a possible career change?”
The Business Opportunity Presentation
If the prospect has attended the BOP (whether at the office or one-on-one) and is not interested in joining, there is still an opportunity to get referrals.
“I appreciate getting to meet with you today. As you can tell, our concepts can make a huge difference in someone’s life. _______, I work strictly on referrals. Would you be kind enough to write down the names of a few people who might benefit from our concepts?”
The Product Presentation
The Product Presentation is the best time to get referrals. Once they have seen the power of our concepts and products, they realize this is information that everyone needs to hear.
After completing the product presentation, go ahead and get referrals.
“As you can tell, these concepts will have a dramatic impact on your financial future. The amazing part is that most people don’t realize that these concepts even exist. Who do you know that at least needs to have a chance to hear about these concepts so they can have the same opportunity you did?”
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