1. The Max Legacy System Core Skills Needed Review & Practice for each Core Skill Resources for Support Your Commitment & SUCCESS Today’s Session

2. 1.Make your list 2.Invite 3.Follow Up & Close 4.Show the Game Plan The Max Legacy System

3. Core Skill #1: Building Your List

4. Finding People to Talk To “I don’t know many people”….Sound familiar? Finding people to talk to is a core skill! 8 out of 10 have a small mental list Some have a written list Professionals are always adding to the list! Who to talk to? People you know People you don’t know Relationships are always first

5. Finding People to Talk To ACTIVITY – GROUP 1 People You Know What are the places, groups, or connections you can think about to find people you ALREADY KNOW to add to your list. This does NOT mean you are calling them about Max – you are just writing them on your list!! In your table groups, write down as many ideas as you can. ACTIVITY – GROUP 2 People you DON’T Know What are the places, groups, or connections you can think about to meet people you DON’T KNOW TODAY to add to your list. These are people you can get contact details for and who you can be in touch with & build a relationship. You may not have mentioned Max yet, they are just going on your list!! In your table groups, write down as many ideas as you can.

6. Finding People to Talk To OPTIONAL ACTIVITY: Building Relationships 1.What are some ways you can start a conversation with someone you don’t know? 2.What are some ways you can get their contact details? 3.What are some ways you can stay in touch with people – those you know, and those you have just met? Relationships First!!! Max 2 nd …..

7. Building Relationships Conversation Starters with New People Smile Compliment Ask a Question Comment about something in common Getting Contact Details Ask! “Do you have a card?” Ask a friend Look them up on Facebook, LinkedIn Offer something of value – article, recommendation, photo etc Staying in Touch Send a follow up note with compliment Offer value – articles, recommendations, books Happy Birthday Facebook comments, likes

8. Core Skill #2: Inviting

9. Prioritize Your List  Influence, knows people, successful, health challenges, fitness, competitive, previous experience Start with 20 – Pick your TOP 5 Who would you most love to partner with? IMPORTANT: Practice with a Partner BEFORE inviting! Inviting – Who To Talk To

10. Build relationships first Less is more Use the tools!! Your Approach

11. 1.Don’t get attached to the outcome – focus on education & understanding 2.Be yourself! 3.Share your enthusiasm 4.Strong & confident 4 Rules of Inviting

12. 1.Be in a hurry (always phone or in person) 2.Compliment – KEY!! 3.Make the invitation 4.“If I ____ would you ____” 5.Get a time commitment 6.Confirm follow up time 7.Schedule the next call 8.Get off the phone Inviting Process – Contacting People

13. 1.Choose a scenario, write down your script on the blank worksheet 2.Find a partner and practice your scenario – your partner is your prospect, call them and role play a phone call using your script 3.Partners – were the steps followed? Did it feel comfortable? 4.Swap with your Partner & debrief 5.Try this at home until it feels natural!! Activity

14. Core Skill #3: Following Up & Closing

15. 1.Follow up is doing what you said you would do – be professional & people will respect you 2.Goal is always to set the next exposure, and to get to the GAME PLAN! 3.It takes an average of 4 to 6 exposures for someone to join your business 4.Condense the exposures for better results 5.Our goals: a.Understand where their interests lie b.Show them how Max can be a benefit in their lives c.Help them make a decision Following Up – Key Concepts

16. 1.Ask if they had a chance to look/listen 2.If NO, reschedule 3.If YES, ask “What did you like best”? about what you saw/read/listened to 4.Expand on this area – share your enthusiasm 5.Ask on a scale of 1 to 10, where 10 is “very interested in Max as a business” and 1 is “not at all interested in Max as a business”, where do you see yourself? 6.Any answer is GREAT! 7.If a “1”, thank them for being clear and ask for referral or to become customer Follow Up

17. If 7 or above, go to the 4 question Closing 1.Hypothetically, if you were to get started in the Max business on a part time basis, what would you have to earn per month in order to make it worth your while? 2.And how many hours per week would you be willing to put in to get to that $$ per month? 3.How many months would you be willing to work XX hours per week in order to get to your goal of XX$$ per month? 4.If I could show you a plan for you to make XX$$ per month, working XX hours per week, within a period of XX months, would you be ready to get started? Book the time to show the Game Plan – one on one if possible Follow Up & Closing

18. If between 2 and 6, ask 1.What would you like to know or experience next to help you move closer to a 10? 2.Recommend the next exposure (or multiple exposures) 3.Set the follow up time and book a firm appointment 4.IF it feels right, go into a trial close (or partial close) Following Up & Closing

19. Closing when between 2 and 6, ask Let’s assume we get all of your questions answered and you’re feeling good about Max as a business, hypothetically, if you were going to get involved with Max as a business on a part time basis, what would you have to make per month in order to make it worth your while? Ask # hours per week Ask # months to get to the goal Book next follow up time to follow up on the assignment you are going to give them to move them closer to a “10”. IF appropriate, suggest that you meet at that time to answer any remaining questions and also go over the Getting Started Game Plan that can show them how they can reach their $ per month goals working XX hours / month for a period of XX months Following Up & Closing

20. 1.Ask if they had a chance to look/listen – if NO, reschedule 2.If YES, ask “What did you like best”? Share your enthusiasm 3.On a scale of 1 to 10, where do you see yourself? 4.If 7 to 10: - 4 step closing 1.Hypothetically, if you were to get started in the Max business on a part time basis, what would you have to earn per month in order to make it worth your while? 2.And how many hours per week would you be willing to put in to get to that $$ per month? 3.How many months would you be willing to work XX hours per week in order to get to your goal of XX$$ per month? 4.If I could show you a plan for you to make XX$$ per month, working XX hours per week, within a period of XX months, would you be ready to get started? 5.If 2 to 6, what would you like to know or experience next to move you closer to a 10? 6.Set next assignment(s) and book follow up time, trial 4 step closing process if appropriate – use “assuming we get all your questions answered and you were ready to join the business, hypothetically…..(4 step close, modify #4) Following Up & Closing

21. ACTIVITY: 1.With a partner, practice following up & closing in these 3 scenarios: A.Prospect is a 7 to 10 B.Prospect is a 2 to 6 C.Prospect is a 1 2.Do one scenario at a time with both partners taking a turn 3.Did you get a firm next assignment and follow up time?

22. Core Skill #4: Showing the Game Plan

23. Start with blank paper Showing the Game Plan: 4 Quadrants Goal #1: Return initial investment quickly Goal #2: Cover monthly product costs Goal #3: Set target for profit and income goals Goal #4: Reaching profit and income goals through the power of Leverage Practice using the template in your workbook, and the video: http://www.youtube.com/watch?v=H5nGh1oateQ http://www.youtube.com/watch?v=H5nGh1oateQ Showing The Game Plan

24. Showing the Game Plan ACTIVITY: 1.Review the template and notes for showing the Game Plan. On your own, practice drawing out the game plan on a blank piece of paper – 20 minutes 2.Find a partner and go through the Closing process, getting to the income goal, # hours/week, and # months. Show the game plan to your partner on a blank piece of paper, using the template as your guide. 20 minutes 3.Swap and have your partner go through the closing process with you and show you the game plan on a blank piece of paper. 20 minutes 4.Using the template and video for support, practice this at home and with prospects until it feels comfortable.

25. What did you like best about the Game Plan? What If: a)Someone wants to start their business “slow”? b)Someone can’t think of any people to put into their 5 circles? c)Someone has unrealistic expectations? d)Someone wants to make more than $4,000 per month? e)Someone says they are willing to work full time? f)Someone has already started but didn’t buy a Premiere Pack? Showing The Game Plan

26. Recap: The Max Legacy System 1.Make your list 2.Invite 3.Follow Up & Close 4.Show the Game Plan

27. 1.COMMIT! a.To getting good at the Max Legacy System: PRACTICE! b.To building a culture where you present, follow, & deliver on the Game Plan c.To starting your business and your new people in the right way, beginning TODAY. 2.RESOURCES: 1.Max Legacy Getting Started Checklist 2.Eric Worre Go Pro book and Audio 3.Max Legacy Training Workbook 4.Max Game Plan Video - http://www.youtube.com/watch?v=H5nGh1oateQ http://www.youtube.com/watch?v=H5nGh1oateQ Wrap Up & Next Steps

28. Thank You! You are ready to change your life, now GO TELL THE WORLD!

29. Introduction & Building Your List 1.Introduction & Building Your List 10 min 2.Activity: Building Your List 5 min 3.Debrief: Building Your List 5 min TOTAL Intro & Building Your List20 MIN Inviting: 1.Introduction & Demonstration15 min 2.Activity: Write Your Script 7 min 3.Activity: Practice with Partner 7 min each (14 min) 4. Debrief: Inviting4 min TOTAL Inviting40 MIN Core Skills Training – Facilitator Guideline

30. Following Up & Closing 1.Introduction & Demonstration15 min 2.Activity: Practice 3 Scenarios with Partner 20 min 3.Debrief: Follow Up & Closing 5 min TOTAL Following Up & Closing40 MIN Showing the Game Plan: 1.Introduction & Demonstration20 min 2.Activity: Review & Practice on Own 20 min 3.Activity: Practice with Partner 20 min each (40 min) 4. Debrief: Showing the Game Plan5 min TOTAL Showing the Game Plan85 MIN Wrap Up5 MIN TOTAL COURSE TIME:190 MIN Core Skills Training – Facilitator Guideline