There’s an old saying that goes “some will. Some won’t. So what? Someone’s waiting.” Not all of our prospects are going to join our company. In some cases, we as professionals may have to turn some prospects down. One way to figure out who to allow onto our team is to qualify them.
My sponsor has a simple way of qualifying prospects after a business opportunity presentation. After giving the guests an application, he tells them not to fill it out just yet. He then tells them about what he calls the 3 W’s. If they don’t have 3 W’s, he advises them not to bother joining his team. Feel free to use this technique.
Why does your prospect want to work in your company? If and when they hit the wall, what will keep them from quitting MLM and going to McDonald’s? Knowing why your prospect wants to be successful can also help you as their coach. If you see them losing their confidence or motivation, you can remind them of why they made it that far.
A Why should be more than money. For one, you can get money from a regular job. Guaranteed money, at that. Put a picture in their mind that shows them what what they can do with the money, like pass their fortune down to their child(ren).
Most people are so allured by the freedom of being their own boss, working whenever they want, and having no income ceiling, that they forget that they have to work to make their goals happen. Shut that thought down ASAP.
Most likely, your company has people making a 6-figure income. I’m just curious, did any of them do it within 365 days? How long has your prospects been working on a regular job? If they can work that long for someone else, they can work for themselves and earn much more in the same amount of time.
Some prospects will have impressive college degrees. Some will be coming in from other companies. Some were the employee of the millennium at their former job. Some will be older than you. You may even hear people bragging about these things before they even get the application.
None of this means a thing in your company!
Your prospects must to be willing to humble themselves and let people in the company teach them the ropes. Once they know the basics of how things are done in your company, then they can add their own unique style.
So to recap, if someone does not have a Why, they won’t last long in this business. If someone is not going to work, they’re not going to get paid. If someone is not willing to be coached, they likely won’t get many results. Lack of these three things is what causes most people to quit. It’s better to find out ahead of time whether they have what it takes to be on your business team. Remember: professionals sort, amateurs convince.
Make a nice day!