1. Announcements
2. Time Management Content
3. Action Items
4. Q and A
1. Announcements
Join Eric at his 2 day signature seminar called The Close. To get the details go to www.ericlofholm.com/close.php.
2. Time Management Content
Time management is a critical skill set for your business. Most everyone you recruit will already be working another job when they start with you.
Your new recruit will need time management skills to be able to succeed in your business.
Today I will share with you my time management system. The beauty of the system is its simplicity. It only takes a few minutes to learn. It also only takes a few minutes to teach.
Remember one of skills of duplication is your ability to train your team.
Here is the system.
Spend 1% of your day planning. (14 minutes)
Ask and answer your time management questions in writing during the 14 minutes.
Apply the 80/20 rule to your list.
Here is a brief explanation of the system.
There are 1440 minutes in every day. 1% of the day is 14 minutes. Spend this time focused on planning.
Create a list of customized questions to plan an optimum day. You can use the questions below as a template. Each day ask yourself your questions and answer them in writing.
Once the list has been created apply the 80/20 rule to the list. This means identify the 2 activities on your list that when completed will provide you the most value.
Time Management Questions
Pre Planning Questions
What level am I committed to playing at during planning?
How long will I spend planning?
Planning Questions
Business
What level am I committed to playing at today?
What are carryover activities from yesterday?
How will I reach for success today?
What will I do today to maintain an unstoppable mindset?
What must I accomplish today?
How can I leverage my team today?
What must my team accomplish?
Who do I need to follow up with today?
What are my goals today?
How many calls will I make today?
What is my recruiting goal today?
What is my goal for guests to the next BPM?
What progress will I make today on my license?
What appointments do I have today?
What are my outcomes for my appointments
Spiritual
What will I do spiritually today?
Family
What will I do for my son today?
What will I do for my daughter today?
What will I do for my wife today?
What will I do for my family today?
Post-Planning Questions
Can I chunk any of my activities?
Can I delegate any of my activities?
Look at my list and ask myself do I really need to do this?
Apply the 80/20 rule. What 2 activities will provide the most value?
Are their any activities I need blocked time for?
3. Action Items
Create a list of questions to ask yourself to plan an optimum day. Use the questions above to create your list. Email your questions to eric@ericlofholm.com.
Practice the time management system each day.
Teach the time management system to at least one person.
Bonus Item: Teach the time management system to one family member.
4. Electronic Q and A
Monday, March 10, 2008
Monday, March 3, 2008
The Mindset of a Master Recruiter
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.
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.
How to Set Unlimited Appointments
There are 3 ways to increase your appointment setting results:
Inner Game
Outer Game
Action
Sales Success Mindset
1. There are more appointments that can be set that I can run.
2. There are too many leads. I can’t possibly help everyone.
3. Appointment setting is fun and easy.
Avoid saying:
1. Appointment setting is hard.
2. I am not good at appointment setting.
3. I am not good at sales.
Your outcome when you set an appointment is to set an appointment. It is not to sell a product or service.
The benefits of an appointment are different than the benefits of your product and service.
Track to Run On
Run 2 Set 1 - The model I used at Tony Robbins.
How much do you want to make?
How many appointments can you run per month?
Can you leverage any appointments? Can someone else run them for you?
What is your track to run on?
Your outcome when you set an appointment is to set an appointment. It is not to sell a product or service. Yes, this is in here twice on purpose.
Setting appointments is the catalyst for a successful career. Imagine how your life would be different if you had as many appointments to run in the target market you wanted to focus on.
Appointment Setting Ideas
1. Reduce the risk
2. Have an appointment setting and appointment running goal for the day, the week, the month.
3. Preframe
4. Opportunity for referrals
5. Have a follow up system
6. Follow up until they say yes or no. Don’t quit until you get an answer.
Appointment Setting Tools
1. Script
2. Objection response scripts
3. Leads in your target market
4. Calendar
5. Blocked, scheduled time
Appointment Setting Techniques
1. Over the phone
2. Email
3. Book an appointment in an appointment
What actions will I take immediately to improve my appointment setting skills?
_______________________________________________________________
_______________________________________________________________
_______________________________________________________________
4. Final Message
Appointment setting is a learned skill. In many cases it simply comes down to intention, your intention to schedule as many appointments as you want. Make a decision today to apply these ideas and increase the number of appointments you are setting and running.
Inner Game
Outer Game
Action
Sales Success Mindset
1. There are more appointments that can be set that I can run.
2. There are too many leads. I can’t possibly help everyone.
3. Appointment setting is fun and easy.
Avoid saying:
1. Appointment setting is hard.
2. I am not good at appointment setting.
3. I am not good at sales.
Your outcome when you set an appointment is to set an appointment. It is not to sell a product or service.
The benefits of an appointment are different than the benefits of your product and service.
Track to Run On
Run 2 Set 1 - The model I used at Tony Robbins.
How much do you want to make?
How many appointments can you run per month?
Can you leverage any appointments? Can someone else run them for you?
What is your track to run on?
Your outcome when you set an appointment is to set an appointment. It is not to sell a product or service. Yes, this is in here twice on purpose.
Setting appointments is the catalyst for a successful career. Imagine how your life would be different if you had as many appointments to run in the target market you wanted to focus on.
Appointment Setting Ideas
1. Reduce the risk
2. Have an appointment setting and appointment running goal for the day, the week, the month.
3. Preframe
4. Opportunity for referrals
5. Have a follow up system
6. Follow up until they say yes or no. Don’t quit until you get an answer.
Appointment Setting Tools
1. Script
2. Objection response scripts
3. Leads in your target market
4. Calendar
5. Blocked, scheduled time
Appointment Setting Techniques
1. Over the phone
2. Email
3. Book an appointment in an appointment
What actions will I take immediately to improve my appointment setting skills?
_______________________________________________________________
_______________________________________________________________
_______________________________________________________________
4. Final Message
Appointment setting is a learned skill. In many cases it simply comes down to intention, your intention to schedule as many appointments as you want. Make a decision today to apply these ideas and increase the number of appointments you are setting and running.
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