Posted by JuJuan Buford @JSBUFORD
Almost two years ago to this very day, I began prospecting the owner of a hotel here in Michigan. When I initially met the business owner, there were two challenges I needed to become BIGGER than: one was a cultural barrier; the other was the bad taste others had put in his mouth regarding LegalShield.
For two years I politely, and professionally INVITED him to look at information every month or so (just a couple minutes out of my day per month), simply sharing short videos about our services. I never tried to TALK to him about what we do, just INVITE him to learn more.
I called to invite him to learn more again last week, except this time, he invited me to come sit with him. He had been threatened with a lawsuit over the last 2 years, been a victim of identity theft, and had to fire some disgruntled employees, and had acquired some additional assets,. etc.etc.
I shared the flip chart presentation, read from a couple flat sheets, and shared our App with him. Afterwards, he shared the following:
Mr. Buford, I have been approached several times about LegalShield over the years. No one ever took the time to explain all these services to me. They were Always about the business. Always about the business. But you are a real professional. A real hard worker. You are a business owner, like me. So, I'm going to drop Life Lock, and enroll in your services. And in three weeks, you can come present to my (18) employees. I'm glad to buy from a real professional like you. By the way, I'm going to introduce you to my friends in the Southfield Chamber of Commerce.
So what's the moral of the story? I want you to take from it what you will. I've learned over the course of time, that it is only when the student is ready, will the teacher appear.
However, it is important that you know this.... that everything I've shared was EXECUTED on PURPOSE.
Team New Horizons is more than a title or simply a name.
It is a MISSION to demonstrate a BETTER way. This is our BRAND. THIS IS THE BRAND.