Page 26 - Leadership Format System

Recruiters Mentality
Harvesting Referrals(continued)
Contacting the New Referral
There are two effective methods for contacting new referrals:
Method No. 1 – Phone Contact
“Hello, _______, this is _______. I’m a friend of _______. I recently shared a concept with _______ and _______ that they were really excited about. They were kind enough to mention that you might be interested in this concept as well. There are two ways that work best for me to share this information with you. I can either set an appointment to come by and see you at your home, or we have a group presentation on Tuesday night at 7:30 at our office. Which of these two ways works best for you?”
(WFA)
Set a time for the appointment or give them directions to the office or volunteer to pick them up.
If the prospect wants to know more before committing to meet, invite them to visit your Business Builder website and tell them you will follow up in the next few days to answer any questions.
Method No. 2 – Letter Contact
Once your client has signed the referral letter (found on the next page) and it has been mailed, it is time to follow up with a phone call.
“Hello, _______, this is _______. I’m a friend of _______. I recently shared a business concept with _______ and _______ that they were really excited about. Did you get the letter they sent to you? They were very excited about our company and our business opportunity, and were kind enough to mention that you might be interested in hearing more about it. There are two ways that work best for me to share this information with you. I can either set an appointment to come by and see you at your home, or we have a group presentation on Tuesday night at 7:30 at our office.
Which of these two ways works best for you?
SECTION
I
The Federal Communications Commission (FCC), Federal Trade Commission (FTC) have established rules regarding telephone solicitation (cold calling) of customers. In order for you to be in compliance with the FCC, FTC and SEC, you must abide by the following rules when engaging in cold calling:
• The FCC rules apply to telephone solicitations.
• Calls made to set appointments to encourage the purchase of a product or service are not exempt from the federal requirements.
• The federal Do Not Call regulations supercede any less restrictive state laws.
• Associates must check the national registry prior to contacting a client for the purpose of selling a product or service (unless the client is considered part
of a “warm” market) to ensure the person’s number is not included on the list. The registry must be checked every three months for updates.
• Solicitation calls are prohibited before 8 a.m. and after 9 p.m. and callers cannot block Caller ID information.
• Telephone numbers remain on the national registry for five years.
• Penalties for violating the national rules can reach up to $11,000 per violation and the regulations also allow for a private right of action against a company or
producer who contacts consumers in violation of these rules.
• Calls to invite a prospect to a BOP or recruiting calls are exempt from the federal regulations and most state laws only if there is no mention of any products or services.
• Individuals who have not placed their numbers on the national Do Not Call List may be contacted.
• Calls can be made to individuals with whom there is an “established business relationship.” In this case, a customer can be contacted for 18 months after
a business transaction has occurred and for three months after a customer has made an inquiry or application.
• Calls made to friends, family members and direct acquaintances are exempt from the Federal do-not-call rules. However, the caller cannot contact someone
unless the individual contacted considers the caller to be an acquaintance.
• Individuals may be contacted if they have given prior written consent, which clearly states that the person agrees to be contacted, and includes the customer’s
signature and the telephone number at which they wish to be contacted.
If you and/or any of your downline associates engage in cold calling, please make sure you follow these rules and instruct your downline associates to do the same. If you have any questions, please direct them to the HGI Advertising Department.
For training and educational purposes only. Not to be used with the public.
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