Elements of successful Presentation Benefits Network Marketing Company Product Plan Potential Support System Ask for the order / give reason to start now.

SECRETS OF SUCCESSFUL PRESENTATIONS To have a successful presentation, you must first get a prospect’s Attention To do this, you must lead with the Benefits and substantiate (support of proof) it with the Feature People don’t buy Products, they don’t buy Opportunity They buy the Benefits They expect to receive from these things

SECRETS OF SUCCESSFUL PRESENTATIONS vs. Features Are about You Your Company Your Products Network Marketing Benefits Are about The prospect If you can put the words “You get…” in front of the statement, it’s a benefit. If not, it’s a feature

Creating Compelling Offers The two things that Motivate people are: The fear of loss and The desire for gain

Secrets of Powerful Presentations The 5 steps Process in giving an effective presentation: Have a clear objective in mind what you want to accomplish in the presentation My objective is to enroll them in the process of getting into the business and build them as leaders to help them see the value of building business of their own in this industry. One business builder worth 1000ds of people.

Steps of successful presentation-1 Step 1: You must have your prospects attention. One excellent way is to share with them your story or someone’s story. You give them an opportunity to relate to you, as to why this is so important, why you really want to share with them this particular gift.

Steps of successful presentation-2 Step2: Discover their interest. Do as much as you can to learn about this prospect. Here you should learn which gift you want to pack and give to your prospect. You cannot give the same gift you are giving to other prospects. That’s why finding out what the prospect like is important. Basically you start sharing your information with them, now you can package your gift that is made especially for them. Use Opening Phrase

Steps of successful presentation-3 Step 3: Start creating the desire: All types of valuable information about the Industry, the Industry Credibility, timely, fastest growing today. Your Company: Mission Purpose Statement People Behind it: the leadership, executives Growth: History of this company Products: Use catalogs The Plan: Draw it on a Paper or Graph book, and then Use your professional looking color file to evaluate what you explained. Support System: what kind of support they can count on, locally from the company as well as upline, Websites.

Steps of successful presentation-3 Step 3: Start creating the desire, cont. You can either set yourself for success or for failure in this particular step. There are 3 things that are going on in your prospect’s mind when you are sharing your information in step 3. They might be asking themselves these questions: Is this person really believes. If they see it in you they will be attracted. Is the information you are sharing looks the same regardless of who is sitting in front of them or is it specific to their desired wants and desires. The question in their mind is: “Can I do to others what this person is doing to me?” If you make your presentation lengthy and complicated, they will through an objection like: I need to think, or I will come back to you. Keep it simple and Duplicatable. Here you can use a tool like presentation file if you newly got started.

Steps of successful presentation-4 Step 4: Help them Make the Decision: Move them into the process in learning, and discovering more what is available. Most of us do it in a wrong way like asking: What do you think or what would you like to do. Or do you want to sign up…WRONG. Here we forced them to take the decision, and maybe they are not ready yet so they will through an objection, like: I need to think or whatever

Steps of successful presentation-4 Step 4: Help them Make the Decision: 3 Options: You can see the opportunity for yourself and ready to get started. We can start right away and Help you out to get started in a right way and offer you the support. Attracted to the business opportunity, but you need more information. I am ready answer all your questions. I will help to learn everything you need to know about the potential of the business, what it takes to make it happen so when the time is right for you, you can make an educated choice. Maybe you don’t see any value in what I shared and you are not interested. And that’s OK. I am not here to convince but I am rather seeing if it is a value for you because the value that came to my life, I am obligated to share it with you. I know this is not for everyone and that’s OK. I appreciate the time that you’ve given me. Do you see any reason for not referring me to your people that you like to help, because I love the chance to gain your relationship.

Steps of successful presentation-4 Step 4: Help them Make the Decision: Here is another way in moving to this process: “ That’s basically the information that I want to share with you at this time and if you have no question, I want you to do me a favor. On the Scale of 1 to 10, 1 being not interested at all and 10 being very interested, where do you see yourself? What’s holding you back from being 10? 1 5 10

Steps of successful presentation-5 Step 5: Enroll them and Get them set-up correctly: Edify your Upline and sign them up. Teach them how to sign up the same time signing them up. Get them started right away by reviewing the Getting started training with them and schedule their appointment book no longer than 2 days. Let your upline know about your new partner, or call your upline at the same time and let him/her talk to your new prospect.

Creating compelling offers, cont. Lead with benefits – support with evidence and proof using the features. Target the offer to the prospect, to the customer, to the buyer, not to your interest. Make sure your offer is a direct pipeline to the desired Ultimate Benefit. Include an incentive (Hafez) for immediate action

Compare the offers VS How much to get started $800 OP + $60 Shp. One time only $800 OP + $60 Shp, or $400 + $ 60 shp. “Getting Started” training Online support, long distance Monthly counselling with your upline leaders Open meetings Help with presentations for your 1st 5 to 8 weeks Company training events VS How much to get started $800 OP + $60 Shp. OR, $400 PP + $60 Shp. And you become a TCO, you will have account in the computer, to track your records.

The Recruiting System-1 Qualifying Question Pre Approach Pack Qualifying Question 1on1 Home or Group meeting Hotel Meeting

The Recruiting System-2 1on1: Very tailored to specific prospect. Shorter than Group or hotel presentation. 30 – 45 mins. : 5 mins setting the stage. 2-4 mins Benefits 4 -5 mins, Network marketing 2 mins, Product 20 minutes how we make money 1-2 minutes on support Book next meeting

The Recruiting System-3 Home or group meeting 5 – 12 people Longer / Whole presentation Longer on the Benefits – Speaker tells his whole story. More info on Company More info on Network Marketing More info on Support structure More info on Product

The Recruiting System-4 Hotel meeting 20+ people: Whole presentation 1 hour. Social proof More jokes, More Stories Include Broken Economic System, if you want

Key Elements of the Presentation-1 Benefits: To break the force field: Choose the people you work with Pick the hours you work Potential Tax benefits Unlimited Continuous Secure income Be your own Boss Build or get a multi million dollar global business by helping other people to become successful. Put you prospect IN THE PICTURE. Get them do dream BIG. Paint a picture of what success will look like in this business

Key Elements of the Presentation-2 Network Marketing Answer the objections Growing Industry. Over 121 countries worldwide Changing paradigm Eliminate costs, pass them to you Help the economy This is the FUTURE of marketing and distribution Taught at Universities, like University of Illinois at Chicago, University of California and others

Key Elements of the Presentation-3 Company – In terms of benefit to the prospect Products – 2-3 minutes only. Uniqueness – no competition. Value appreciation Do not expire – Hedged against inflation Easy to explain and carry Support Structure Company delivers products Company does accounts, books, logs transactions… Upline Support Trainings Conventions, conferences Web sites, Books Tapes, VCDs

Key Elements of the Presentation-4 Answer objections IN the presentation E.g. No Time No Money No need… Enrolment Offer support. Reason to start NOW

Follow Up Weighing the Prospects Interest: Very Interested : “Can you see any reason why we can’t get this in front of some people you know?” “Would you like me to do a meeting like this with your friends?” Book them into a Getting Started Training

Follow Up Weighing the Prospects Interest: Neutral : “You haven’t seen this presentation until you’ve seen Mohammad Al Nagdi doing it” He is an expert in all of this. Get them in front of your upline leaders

Follow Up Weighing the Prospects Interest: Not Interested “I can see you’re not interested. Can you help me out and honestly tell me why you are not interested, because your feedback helps me a lot?” Prospect’s feedback is very helpful and saves you lot of time and energy.

Key Phrases in the Prospecting Process “ On a scale of 1 – 10… What is holding you back from being a 10?” “Intelligent people check things out and get all the facts” “Of course it won’t work exactly this way, but I want you to understand the concept” I suggest you see this again within a week, because you’ll get far more out of it the 2nd and 3rd time.” “Please do not talk to anyone about this yet. They are sure to ask you questions you can’t answer, and you may blow out some of your best potential prospects, in the event that you decide to do the business”

Building your system Step Action Tools to Use One Invite to the Meeting PRE-APROCH PACKET: Lifestyle Freedom Pack, Or VCD Brilliant Compensation Use Invitation Scripts TWO ‘First Look’ Presentation COMPANY MATERIALS PACKAGE: Note Pad or Drawing Pad, Product Catalog, Business Plan File, Business Card, Presentation Kit, copies of checks, Testimonials, publications and other supportive materials THREE Home Meeting FOLLOW-UP PACKAGE: Follow Up Leaflets (Business Preview) Group or Hotel Meeting, Company Profile CD, News prints

Building your system Step Action Tools to Use FOUR ENROLLMENT TOOLS: “First Steps” Booklet X5 COPIES “Think and grow Rich” Tapes, “Napoleon Hills” “Secrets of powerful presentations and handling Objections” Tape X 5 COPIES SponsoringX5 copies Survival TrainingX5 Copies

Your personal Commercial Write Your Personal Commercial Exercise ------------------------------------------------------------------------------------- I help people change their lives. I help people develop second incomes I help people get their freedom back I help people open their own business without any risk of investing big money. I’m in global marketing and distribution.

Pre-Approach Process-cont. Don’t Attack Prospect’s Current Position Maintain Personal Nature of Business Face-to-face better to qualify If necessary, help a new partner with their First two or three pre-approaches

The Pre-Approach Process Understand it’s a process Build the relationship Be alert – listen for clues Look for commonalities – build rapport Your belief level You must believe in the company, the products and Network Marketing

The 5 to 8 Week Process Do as many 2-on- 1’s as possible the first week. Purpose -------- Set the first home meeting no later than a week being in the business “Secret” Meetings means you are not doing 2-on-1’s Two nights first week – one night a week after (work yourself out of a job)

Making Presentations The Process 1-on-1 or 2-on-1 with your upline leader Home meeting “Family” or cross-line hotel meeting The One-on- One Don’t attach the prospect’s current position. Delete most “broken economic system” materials

Making Presentations Home Meetings Do the complete standardised presentation. Open Group or Hotel Meeting Will be expanded version of the complete standardised presentation (more stories, jokes)

Always Schedule the Next Meeting Pre-Approach Step The Presentation Touch-base appointment within 2 days Or Next bigger presentation (2nd look)

Always Schedule the Next Meeting-cont. 2 days follow-up Or Appointment for next bigger meeting (3rd look) Schedule “Getting Started” Training meeting within 2 days Follow up Step Prospect Joins, Becomes a business partner

Always Schedule the Next Meeting-cont. “Getting Started” Training First Presentation Schedule first 2-on-1 presentations and first two home meetings Repeat the process

ORGANISATION (Lack of organisation is a major cause of dropouts) Planner or appointment book Lead follow-through system, enforce the core qualities by example not by force Designated work area and desk Scheduling their hours each week File by line

Your Sponsoring Environment A Loss of these four things-1- A Loss of self-esteem, How to deal with this? You have make them believe that good things can happen in real life. This is where Testimonials of Successful people in the meetings is important. Get them early to the presentations so you can Introduce them to people who have done it successfully. You need to bring them gradually so their belief level will expand little bit each time they see it. You need to give believable presentations

Your Sponsoring Environment A Loss of these four things-2- Loss of Dreams : How to deal with this? Have Dream Building in your presentation, Then show them the plan on how this become true. Show them Step-By-Step on how they can do it. Show them how leverage works by explaining in details the steps. Celebrate success with these people you sponsor. Edify them in the public, make them feel they have done great. Create belief in these people, let them feel confident

Your Sponsoring Environment A Loss of these four things-3- Loss Of Work Ethics: How to deal with this? Benefits vs. Features: You have to show them the tangible benefits. Show that the rewards is worth the sacrifice, because it is a new concept for most people. Show them that: System is Duplicatable Simple, and that it can be done 10 hrs a week Stress the support structure. How you will support them

Your Sponsoring Environment A Loss of these four things-3-cont. Loss Of Work Ethics: How to deal with this? Cont. Stressing the support that you will offer them: I will do “Getting Started” Training with you to start in a correct way. I will plan the whole operation with you I will be working with you on doing presentations, I will be in your house doing presentations I will be doing meetings with you. We have a group or home meeting every week We have a hotel meeting once a month

Your Sponsoring Environment A Loss of these four things-4- Loss of integrity: How to deal with this? Set the example by applying honesty to your people Be accountable and stress accountability 2 things to tell your new partner: I will never lie to you I will never say something that is not in your best interest. Whatever you do, your people will duplicate

11 Factors in the Mind of the Prospect-1 Your Prospect doesn’t like to go to strange meetings in strange places with strangers. How do you deal with that? You have to do 1-on-1 first. You have to get them excited about the probabilities and let their excitement level be high enough to overcome their discomfort level to go to strange meetings and meet with strangers. Edify your upline leader, so they will feel more comfortable to show up to home meeting Don’t skip any step in the process. 1-on-1 to home meeting to Open hotel meeting.

11 Factors in the Mind of the Prospect-2 Your prospect isn’t happy with his life, but he is fearful of change. How to deal with that? Show them the Benefits and create the reason for them to take action so they can get what they want, And that they can do it.

11 Factors in the Mind of the Prospect-3 Your prospect doesn’t want to spend her money. How to deal with this? How to deal with this? Stop focusing on features. You have to focus on the ultimate benefits. You have to stop the prospects pain. Focus on what the prospect will get with the spent money

11 Factors in the Mind of the Prospect-4 Your prospect wonders if this is too good to be true How to deal with this? Show the credibility of the Network Marketing Industry. You need to have the believe yourself in the Industry

11 Factors in the Mind of the Prospect-5 Your prospect disbeliefs that he can really do this if it is true. How to deal with that? Your presentation should be in correct sequence You should show the Plan in details, stage by stage reality how the business is built. Show them the like examples. If someone is a doctor tell a story of a doctor who is successful, and get him to the open meeting to meet other doctors. Introduce them to people with same level.

11 Factors in the Mind of the Prospect-6 Your prospect wonders if you will help her How to deal with this? Stress the Support structure, and give detailed explanation on how you will support her. Stress in more details on each element of the support structure

11 Factors in the Mind of the Prospect-7 Your prospect wants to know how the business is done. How to deal with that? This is where you should show the duplication. Show the sequence of no.s in the Plan and stress that more nos. = more no. of hours of work done for the prospect. Show that you don’t need to introduce personally 1000 people, stress again the starting point 3, 5 or 7 people.

11 Factors in the Mind of the Prospect-8 Your prospect is afraid of a secrecy approach. How to deal with that? Be upfront and honest. If the prospect ask you is this GoldQuest? Say yes it is, what do you know about it. Let the prospect know about the Open hotel or group meeting before he attends

11 Factors in the Mind of the Prospect-9 Your prospect why you would help him and want good things for him How to deal with this? Show your prospect what will happen to him as a result of helping to recruit his people Never ever say, “if you make money I make money” Stress that the downline can earn before the upline and the downline can earn more than the upline, tell a story of yourself or someone with similar situation.

11 Factors in the Mind of the Prospect-10 Your prospect is comfortable with her current programme and product How to deal with this? You have to be prepared to show the value of your programme and its uniqueness You should have the belief in your company, your products and know the strength of your programme over other programmes

11 Factors in the Mind of the Prospect-11 Your prospect is desperately hoping for an organisation or something big to be part of to join Everyone have a need for belonging. Everyone like to belong for a cause bigger than themselves to be part of. They are looking for a meaning in their life. How to deal with this? Show them the teamwork, get your to know your upline partners and other people doing it. Keep getting your prospect through the systematic sequence of sponsoring process Let

ADVANCED LEADERSHIP STRATEGIES THE #1 Reason People Fail in this business They fail to --------------------- and -------------------- With their -------------------.

Monthly Counselling Do it once a month Front lines Or Key players Its best after viewing their results in the Genealogy report Counselling gives you a progress feedback so you can: Note problem areas Make plans Identify leaders Take immediate corrective action when necessary

ADVANCED LEADERSHIP STRATEGIES-cont. Your upline leaders are the best source of help Keep seeking up until you find the upline leader that is looking to work in depth Find out how he or she do the business successfully then replicate the process through your organisation Don’t cross-purpose with your upline leader. If you are, you are the problem

Sample invitation scripts 4 – I am involved in a marketing business with a large profit potential. I thought I’d call to see if you are interested in making some money on the side. Are you in the market for more money, more time or both?” – Can be used for business people. 5 – “I have a larger volume marketing business 6 – I am so excited about a business idea that has come up. I’ve discovered a way people are making a great Income. I’d like to run the idea past you and get your opinion on it.