This Is a MUST for Success with LiveSmart 360

FOLLOW UP is THE “key” to success in this industry. The average person will only make 2 contacts. The average sale takes place after the 12th contact. The 12th!

A buyer must see something TWELVE TIMES before they are ready to engage.

That brings me to a funny story. I sold insurance for several years, and my teacher was a master closer. He carried 12 marbles in his pocket. And each time the prospect said, “NO,” he moved one marble to his other pocket. Well, after two or three times, the prospect would ask, “What are you doing with those marbles?”

His response was always the same. “I move one marble from this pocket to this other pocket each time you say, ‘No.’ And, as you can see, I still have a handful of marbles.” Then he would start closing again. “Other than the question that I just answered, is there any reason why we can’t get your loved ones protected tonight?”

It was a classic that I will never forget and that I have used from that day forward.

I come from the advertising industry, having had my own agency for many years. Anyway, in advertising our success was measured in REPETITION / FREQUENCY. My clients had to agree to a minimum number of times we were going to run a print/radio spot. If they would not agree to the minimum, I wished them well and told them to save their money so they could afford to close their business.

Why is it that you see an infomercial over and over and over? They know how many times you have to look at it before you are ready to buy. So they just keep playing it over and over and over again until you do!

Today, a funny thing happened. I had sent a sample to a big shot in Hollywood. Every few days he would get my follow up email, text message, or phone call. Day after day he just ignored my messages. Today, he called me and wanted to do a conference call with two of his partners. His comment when he called went something like this. “You are the most ruthless, never give up *** that I have ever met. And I knew that if I didn’t call you, you would never stop sending me stuff.” He was right!

I want this to be a lesson. “NO” does not mean “NO” as most of us understand that word. It means, NOT NOW. I’m too busy with life right now to pay attention. But, if you will please continue to follow up with me, I will pay attention one of these days. I promise I will. Just continue to follow up.

Case in point – Super Builder, Steve Saqui. I contacted him for twelve or thirthteen years. He always said, “NO.” But you know what? That was ok. Did I like the fact that he said no? Of course not. Did I give up? Of course not. That was my job! Now he is a major player in LiveSmart 360.

The biggest revelation I had in this industry was when I accepted the fact that people were NOT going to move at my pace or my sense of urgency, no matter what I said or did. Some did, but most did not. Often, the ones who did not were those who turned out to be the big guys/gals.

Remember, sponsoring is not an event. It’s a PROCESS, a series of events – small pieces of information that are cast upon the ocean of people we know.

Do you have a DATABASE — a contact list of names, phone and email of everyone on the planet that you know or that has ever tried to pitch you on a deal? You should.

You know what?  I get pitched at least 4-5 times a week – sometimes 4-5 times a day. Know what I always say? “Hey, that sounds interesting. Send me an email with all your  contact information and a short Bio about yourself and why you like the company you are pitching.” Guess what? They always send me their data. And guess where that goes? In my database. Now guess what I do with it? I prospect them.

These small disciplines over time will make you a fortune. I know. They made me a fortune, and that’s why I share them.

Thanks Chuck!

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And this from Jack Zufelt, “Mentor to Millions”, gleaned from Research by the PENNZOIL COMPANY.

SALES DON’T JUST HAPPEN!

80% of all sales are made after the fifth call.

48% of all salespeople call once and quit.

25% call twice and quit.

10% keep on calling.

THIS 10% MAKES 80% OF THE SALES.

Be one of the 10% who keeps on calling and LiveSmart 360 will make you a lot of money!