electronic calendar. Be the person who does what they say they’re going to do. People will respect that.
I sold real estate the year before I got involved in Network Marketing. My father and his partner owned the company. One day I was in the office and a gentleman by the name of Chuck Aycock showed up for a 10 a.m. meeting with my dad. It was 9:55 a.m. and my dad wasn’t in the office yet. I greeted Chuck and told him I was sure my dad would arrive soon. At 10 a.m. exactly, Chuck got up and said, “It’s 10 o’clock. Your dad isn’t here. Have him call me if he wants to reschedule the meeting.”
I couldn’t believe it. He came all the way to the office just to leave 30 seconds after the appointment? I told him, “Mr. Aycock, I’m sure he’ll be here any minute. There’s no need to leave.”
And then he told me something I never forgot. He said, “Son, either you are early or you are late. He’s late and my time is valuable. Have him give me a call if he’d like to reschedule.” And he left!
My dad showed up at 10:10 a.m. expecting to meet Chuck. I told him what happened and he was as stunned as I was. My dad wasn’t habitually late or anything. That particular morning he was just a little casual with his time. He rescheduled the appointment and I noticed over the years that my dad was ALWAYS early for his appointments with Mr. Aycock.
What is the lesson in this story? For me, the lesson was that people respect a person who does what they say they’re going to do. People also respect a person who values their own time. If you say you’re going to follow up at a specific time or in a specific way, either do it or reschedule well ahead of your appointment.
Concept #2–The only reason to have an exposure is to set up the next exposure
When I got started, I would conclude every exposure by saying, “What do you think?” No one told me that was one of the worst things to do. It felt like a natural thing to say, but my results were terrible.
I asked one of my early mentors for help and he said, “Eric, the only reason to have an exposure is to set up the next exposure.”
That blew my mind. I thought the reason to have the exposure was to get the person signed up! He went on to explain that if you finish each exposure by setting up the next one, the prospect will eventually become educated on the opportunity and make an informed decision.
The goal in my mind changed from “getting” the prospect on the first exposure to just keeping the process alive by setting up the next follow-up exposure, then the next and the next, until they made a decision. When I made this small improvement, my results improved dramatically.
We talked earlier about how to professionally invite your prospect to take a look at what you have to offer. At the end of that process, we went through several steps to set up the NEXT exposure, meaning your follow-up call. That was your next appointment.
When you make that call, you’re going to ask them if they reviewed the material. They’ll say, “No, I didn’t,” or they’ll say, “Yes, I did.” Let’s talk about how you’ll set up the next exposure in both cases.
If they say no, they didn’t have a chance to review the materials, it’s important you don’t show your displeasure at their lack of follow-through. It sounds funny, but a lot of people just jump on their prospects with, “I thought you said you’d be able to see it for sure!” Obviously, this won’t help build that good relationship you’re working on.
The best way to respond is, “That’s okay. I understand sometimes life gets busy. When do you think you could do it for sure, for sure?” Now, you might say “for sure, for sure” is a little much, but I’ve used that for decades in this follow-up situation, and I do it because it works. In any case, use whatever language you’d like to use to set up the next time and walk through the
I sold real estate the year before I got involved in Network Marketing. My father and his partner owned the company. One day I was in the office and a gentleman by the name of Chuck Aycock showed up for a 10 a.m. meeting with my dad. It was 9:55 a.m. and my dad wasn’t in the office yet. I greeted Chuck and told him I was sure my dad would arrive soon. At 10 a.m. exactly, Chuck got up and said, “It’s 10 o’clock. Your dad isn’t here. Have him call me if he wants to reschedule the meeting.”
I couldn’t believe it. He came all the way to the office just to leave 30 seconds after the appointment? I told him, “Mr. Aycock, I’m sure he’ll be here any minute. There’s no need to leave.”
And then he told me something I never forgot. He said, “Son, either you are early or you are late. He’s late and my time is valuable. Have him give me a call if he’d like to reschedule.” And he left!
My dad showed up at 10:10 a.m. expecting to meet Chuck. I told him what happened and he was as stunned as I was. My dad wasn’t habitually late or anything. That particular morning he was just a little casual with his time. He rescheduled the appointment and I noticed over the years that my dad was ALWAYS early for his appointments with Mr. Aycock.
What is the lesson in this story? For me, the lesson was that people respect a person who does what they say they’re going to do. People also respect a person who values their own time. If you say you’re going to follow up at a specific time or in a specific way, either do it or reschedule well ahead of your appointment.
Concept #2–The only reason to have an exposure is to set up the next exposure
When I got started, I would conclude every exposure by saying, “What do you think?” No one told me that was one of the worst things to do. It felt like a natural thing to say, but my results were terrible.
I asked one of my early mentors for help and he said, “Eric, the only reason to have an exposure is to set up the next exposure.”
That blew my mind. I thought the reason to have the exposure was to get the person signed up! He went on to explain that if you finish each exposure by setting up the next one, the prospect will eventually become educated on the opportunity and make an informed decision.
The goal in my mind changed from “getting” the prospect on the first exposure to just keeping the process alive by setting up the next follow-up exposure, then the next and the next, until they made a decision. When I made this small improvement, my results improved dramatically.
We talked earlier about how to professionally invite your prospect to take a look at what you have to offer. At the end of that process, we went through several steps to set up the NEXT exposure, meaning your follow-up call. That was your next appointment.
When you make that call, you’re going to ask them if they reviewed the material. They’ll say, “No, I didn’t,” or they’ll say, “Yes, I did.” Let’s talk about how you’ll set up the next exposure in both cases.
If they say no, they didn’t have a chance to review the materials, it’s important you don’t show your displeasure at their lack of follow-through. It sounds funny, but a lot of people just jump on their prospects with, “I thought you said you’d be able to see it for sure!” Obviously, this won’t help build that good relationship you’re working on.
The best way to respond is, “That’s okay. I understand sometimes life gets busy. When do you think you could do it for sure, for sure?” Now, you might say “for sure, for sure” is a little much, but I’ve used that for decades in this follow-up situation, and I do it because it works. In any case, use whatever language you’d like to use to set up the next time and walk through the
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