World Financial Group is a business about recruiting. Many people in WFG don’t have the mindset that we are going to discuss today.
Why do so many people struggle with the idea of recruiting?
The main reason is they are uncomfortable with the idea. My business is about teaching sales, persuasion and influence to people all over the world. Many of my client are uncomfortable with the viewing themselves as salespeople.
Iceberg Metaphor
10% tip of the iceberg
90% part of the iceberg beneath the surface
10% - Conscious mind
90% - Unconscious mind
The Power of Identity
Part of the purpose of the subconscious mind is to keep you consistent with your identity. Identity is whatever follows the word “I”
I am not good at recruiting
This is a common belief among WFG associates
The law of belief if whatever you tell yourself over and over again you will eventually believe.
How do you spell relief? Rolaids
Autosuggestion
James Hardy’s recruiting turned around when he developed the belief:
I am the best recruiter that I know.
Sorting versus selling mindset – you do not need to convince anyone of anything. Look for the people who are already interested.
Stage selling takes off all the pressure. Focus on moving the potential recruit to the next stage.
Train the trainer
Affirmations
Each day I am getting better and better at recruiting.
I am a master recruiter.
Understand this is a numbers game.
Focus on activity not results
The only constant in your business is you.
Don’t become frustrated when normal natural things happen.
For overcoming call reluctance. It is not about you. It is about the value you can provide the person you are calling.
Action Steps
1. Begin to implement today’s lesson in your thinking.
2. Teach what you learned today to at least 1 other person.
3. Set a goal for the number of guests you will have at the next BPM.
4. Contact a minimum of 25 people in the next week and talk with them about your business. A contact is an attempt. Attempt to reach 25 people in the next week.
Monday, July 23, 2007
Monday, July 16, 2007
Sale Mentor Program Notes July 16
The next Sales Mentor Program call is on Monday July 16, 2007 at 4:00 pm pacific.
The call is always on Monday at 4:00 pm pacific.
The blog to access the notes is http://www.thesalesmentorprogram.blogspot.com/
The phone number is the same each week.
Each call is recorded. You have access to the recording of the call as a podcast. The podcast link was sent to you in a previous email.
1. Announcements2. Sales Model/Sales Moutain3. Action Items4. Electronic Q and A
Announcements
On Friday I did a call where I shared a script for how to recruit loan officers and real estate agents. I will be sending you the podcast link and the script soon.
I am teaching my signature 2-day seminar called The Close in Sacramento, San Diego, and San Francisco. There is no charge to register. To view available dates go to http://www.ericlofholm.com/close.php
2. Sales Model/Sales Mountain
Sales Model
The sales model is the steps in the sales process. It is similar to building a house. Steps to building a house include:
Lot
Blue prints
Plumbing fixtures
Permits
There was a commercial property built in San Diego that was 6 stories about the legal height. The build now has to remove 6 stories of the building. This was a several million dollar mistake.
The key is to understand the sales model before it starts. This way you know what stage you are in with each potential client or potential recruit.
Set appointment
I call
2 call close
Sales Mountain
The process of influence is similar to having a meal at the Olive Garden. Here is the process.
How many are in your party?
They seat you.
Can I start you off with a beverage?
Would you like an appetizer?
Etc.
Lead Generation
Appointment Setting
Trust and Rapport
Identify Customer Needs
Share the Benefits
Close
Objection Handling
Follow Up
3. Action Items
1. Set of goal for the number of guests you will have at this weeks BPM.
2. Make sure everyone on your team has a goal for the number of guests they will have at the BPM.
3. Make a chicken list of 10 people you think would be great for your business. Email your chicken list to eric@ericlofholm.com. Contact 3 of the 10 in the next 7 days.
4. Electronic Q and A
Email your questions to question@ericlofholm.com and cc eric@ericlofholm.com.
The call is always on Monday at 4:00 pm pacific.
The blog to access the notes is http://www.thesalesmentorprogram.blogspot.com/
The phone number is the same each week.
Each call is recorded. You have access to the recording of the call as a podcast. The podcast link was sent to you in a previous email.
1. Announcements2. Sales Model/Sales Moutain3. Action Items4. Electronic Q and A
Announcements
On Friday I did a call where I shared a script for how to recruit loan officers and real estate agents. I will be sending you the podcast link and the script soon.
I am teaching my signature 2-day seminar called The Close in Sacramento, San Diego, and San Francisco. There is no charge to register. To view available dates go to http://www.ericlofholm.com/close.php
2. Sales Model/Sales Mountain
Sales Model
The sales model is the steps in the sales process. It is similar to building a house. Steps to building a house include:
Lot
Blue prints
Plumbing fixtures
Permits
There was a commercial property built in San Diego that was 6 stories about the legal height. The build now has to remove 6 stories of the building. This was a several million dollar mistake.
The key is to understand the sales model before it starts. This way you know what stage you are in with each potential client or potential recruit.
Set appointment
I call
2 call close
Sales Mountain
The process of influence is similar to having a meal at the Olive Garden. Here is the process.
How many are in your party?
They seat you.
Can I start you off with a beverage?
Would you like an appetizer?
Etc.
Lead Generation
Appointment Setting
Trust and Rapport
Identify Customer Needs
Share the Benefits
Close
Objection Handling
Follow Up
3. Action Items
1. Set of goal for the number of guests you will have at this weeks BPM.
2. Make sure everyone on your team has a goal for the number of guests they will have at the BPM.
3. Make a chicken list of 10 people you think would be great for your business. Email your chicken list to eric@ericlofholm.com. Contact 3 of the 10 in the next 7 days.
4. Electronic Q and A
Email your questions to question@ericlofholm.com and cc eric@ericlofholm.com.
Monday, July 9, 2007
Introductory Call - The Sales Mentor Program
Eric Lofholm Mentor Notes
The next Sales Mentor Call with Eric Lofholm is on Monday July 9 at 4:00 pm pacific. The call is always on Monday. The call is always at 4:00. The notes for the call are below. They are also always posted at http://www.thesalesmentorprogram.blogspot.com/
1. Announcements
2. Introduction to the Sales Mentor Program
3. Action Items
4. Electronic Q and A
1. Announcements
The website Sales Mentor Program website is http://www.thesalesmentorprogram.com/
Encourage everyone on your team to sign up for the program. They can also sign up for an email newsletter at http://www.thesalesmentorprogram.com/
My main website is http://www.ericlofholm.com/.
2. Introduction to the Sales Mentor Program
I am so excited for all of you that are registered for this program. Each week you will have the opportunity to participate in a weekly, live mentoring call. The call will be led my me or an expert in your industry.
I have been leading a weekly public call for over 3 years that has produced many superstars. This program is going to have a similar impact on many of you.
To get the most out of the program listen to the live call or the podcast every week.
The number one distinction I teach is Stay in the Conversation.
The Sales Mentor Program is:
A weekly live call at 4:00 pm pacific.
The first 30 minutes is content.
The last 30 minutes is electronic Q and A.
Each call is recorded as a podcast. If you need help with the podcast contact amber@ericlofholm.com.
You need http://www.itunes.com/ to access the weekly podcast.
Each week the notes will be emailed to you.
Each week the notes are posted at http://www.thesalesmentorprogram.blogspot.com/
The significance of July 9.
Today you get a clean slate. You can literally reinvent yourself today.
Train the Trainer
As you learn ideas on this call share them with your team.
The Power of Clearly Defined Goals
One of the greatest business skills you can ever develop is goal setting. The more specific you are the more likely you are to manifest the result.
How many Marketing Directors will you have on your team?
How many 100,000 earners will you have on your team?
Set a goal to win the next trip.
Weekly Goals
Personal Guests to the BPM
Team Guests to the BPM
3. Action Items
Email me your goals for July at eric@ericlofholm.com.
Apply GSA to getting your license. If you already have them apply GSA to one of your teammates for them to get their license
Email eric@ericlofholm.com and let me know what topics you would like covered on the weekly calls and which guests you would like to hear from.
4. Electronic Q and A
Email your questions to question@ericlofholm.com and cc eric@ericlofholm.com.
The next Sales Mentor Call with Eric Lofholm is on Monday July 9 at 4:00 pm pacific. The call is always on Monday. The call is always at 4:00. The notes for the call are below. They are also always posted at http://www.thesalesmentorprogram.blogspot.com/
1. Announcements
2. Introduction to the Sales Mentor Program
3. Action Items
4. Electronic Q and A
1. Announcements
The website Sales Mentor Program website is http://www.thesalesmentorprogram.com/
Encourage everyone on your team to sign up for the program. They can also sign up for an email newsletter at http://www.thesalesmentorprogram.com/
My main website is http://www.ericlofholm.com/.
2. Introduction to the Sales Mentor Program
I am so excited for all of you that are registered for this program. Each week you will have the opportunity to participate in a weekly, live mentoring call. The call will be led my me or an expert in your industry.
I have been leading a weekly public call for over 3 years that has produced many superstars. This program is going to have a similar impact on many of you.
To get the most out of the program listen to the live call or the podcast every week.
The number one distinction I teach is Stay in the Conversation.
The Sales Mentor Program is:
A weekly live call at 4:00 pm pacific.
The first 30 minutes is content.
The last 30 minutes is electronic Q and A.
Each call is recorded as a podcast. If you need help with the podcast contact amber@ericlofholm.com.
You need http://www.itunes.com/ to access the weekly podcast.
Each week the notes will be emailed to you.
Each week the notes are posted at http://www.thesalesmentorprogram.blogspot.com/
The significance of July 9.
Today you get a clean slate. You can literally reinvent yourself today.
Train the Trainer
As you learn ideas on this call share them with your team.
The Power of Clearly Defined Goals
One of the greatest business skills you can ever develop is goal setting. The more specific you are the more likely you are to manifest the result.
How many Marketing Directors will you have on your team?
How many 100,000 earners will you have on your team?
Set a goal to win the next trip.
Weekly Goals
Personal Guests to the BPM
Team Guests to the BPM
3. Action Items
Email me your goals for July at eric@ericlofholm.com.
Apply GSA to getting your license. If you already have them apply GSA to one of your teammates for them to get their license
Email eric@ericlofholm.com and let me know what topics you would like covered on the weekly calls and which guests you would like to hear from.
4. Electronic Q and A
Email your questions to question@ericlofholm.com and cc eric@ericlofholm.com.
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