This video is made by my friend Dave Savula who is one of the top leaders in the industry with Pre Paid Legal. At the time, he had been with the company for about 14 years and was always the first trainer on Sunday mornings at our leadership conventions. He is a true coach and isn’t afraid to tell you what your doing wrong! However, this video is showing the softer side of him. Even though this video is about teaching other Pre Paid Legal Associates how to get started, the concepts still work with your business today. Even though we have the internet, we shouldn’t forget what its like to still do a face to face approach with people which is known today as offline marketing.
The example that Dave uses here is while flying because he flies all over the nation for different events in the different market areas being a corporate trainer. However, with the Holiday coming up this weekend some of you might be stuck in super market lines, doing some more school shopping for your children, maybe even taking a last family vacation to close out the summer. We are constantly around new people. Heck, don’t throw up over people while talking to them. Just make the initial introduction and get their information. Build that trust and when you get home send them a video link through email, call them up and 3 way them into your corporate call then get them on the phone with your upline expert. Honestly, your expert doesn’t even have to be an upline, it can anyone else in the business who is willing to help you succeed. The key is that it has to be someone other than you that shows credibility with the company. If you have someone who is a single parent, find someone in your organization who is also a single parent. The key is to find someone who can relate to your prospect. Let them build that trust and you just sit on the phone and take notes because one day you will become that EXPERT for your team!
Another approach to use when someone asks you about your job, try using ” I teach others how to get that extra comma in their paychecks. And just leave it at that. Lead the conversation back to them. Let them truly do all the talking. Don’t become that sales person and make it all about “you.” Why? You would be most remembered by giving them the opportunity to talk about themselves. You aren’t interested in dollar signs. You genuinely care about this new friend you just made.
Remember those who are successful in this industry are those who work through the numbers and those who learn to build that trust with the prospect. People buy from those that they know, like and trust.
I wish you all a great a safe holiday weekend! Remember business doesn’t stop on weekends or holidays for us. In fact, with Christmas already around the corner, this is the busiest time of year for us in the industry. I wish you all success and look forward to seeing you at the top.
Until next time,