Posted by JuJuan Buford, Entrepreneur & Writer @JSBUFORD
Why is it that some LegalShield entrepreneurs seem to enroll new members with ease, and others struggle profusely: making excuses, like blaming their struggles a lack of time. We all have the same amount of time. A lack of expertise. Very, very few people who come to LegalShield (including me) were good at it initially. When you're not committed to something, any excuse will do. Don't believe me, try not breathing for 6 minutes and observe what happens.
The reality of the matter is there is a proven recipe. Those who follow the recipe, have good results. Those who don't, don't. So here's an example of the recipe at work.
Ingredient 1. I received a phone call from a friend (happy member), who knew someone who had an interest in our membership. I followed up with the individual, and didn't explain anything about the membership whatsoever. I thanked them for their interest, and invited them to look at a video that I immediately text messaged to them. (Exposure)
Ingredient 2. I had to follow up three times before she picked up the phone again. She picked up the phone, and all I asked was, what did you like best about the video? She started asking me to tell her about the membership, and I repeated the same question. "Be glad to, but what did you like best about the video?
She shared that she liked the idea of getting her estate plan done; being able to pick the phone and ask questions without paying monies; indicated that it makes sense to pay "only $30" for this kind of access. You never know.
Ingredient 3. I agreed. "I know exactly how you feel." And, I shared one story about how I used the membership over the last 3 months.
Ingredient 4. I set the appointment. I'm so glad you were able to learn about our membership. However, sharp people typically don't make decisions based on a video or a telephone call. I'd like to take 20 - 30 minutes to share 100% of the info, and you make the best educated decision for you. What works best? Morning or Afternoon?
(IF YOU DON'T HAVE TIME OR THE ABILITY TO RUN THE APPOINTMENT; USE A 3WAY CALL, AND/OR USE YOUR LEADERSHIP TO GLADLY RUN THE APPOINTMENT FOR YOU).
Ingredient 5. I shared the same video again. Yes, the same video. And with me sitting with her watching it, she paid attention and watched all of it. Or use a flip chart. Or use a computer/ipad and share the PDF presentation. Or use a membership flat sheet and read the benefits.
Ingredient 6. She enrolled. HUGE CLUE. She would not have sat down with me, unless she already intended on enrolling. The video closed her, not me. All I did was answer a couple questions, and confirm the decision she had already made. She just needed someone to help her take the final step to fill out the paperwork.
Ingredient 7. And I asked for referrals. She provided 6 referrals.
Ingredient 8. I'm going to hit repeat.
LegalShield is a NEW business venture to all of us. Respect it by being willing to learn it, like any real business model. If you have questions about the recipe consult your leadership about the ingredients. And there's the recipe. Enjoy!