That is why when we are clear to what our Purpose, and we are Driven to do what our purpose is, we can be successful in whatever endeavor we will do. Pastor Rick Warren has written a best selling book entitled "Purpose Driven Life". In summary EVC Fely say that the lesson she got from that book is that "we need to find the purpose for which God has created us. Each one of us is created for a purpose and we need to live by that purpose so we can be happy."
When anyone joins our company, I always explain the content of the Kit. One very important part if the kit is our Trainers Manual. In the very first page of that Manual I make sure I give the new recruit the assignment to define why they would want to be successful in our business. In our Team Meetings, we ask the first time attendees to share what they see as their vision of the company, and or how big a business they see with IMG. Anyway we do it, it goes back to the basic question of what is our PURPOSE of Joining IMG and what will be our compelling reason to do it.
In IMG business we cannot be big if we do not recruit and make a sale. We do not accomplish our mission if we have not helped any family save and invest and give them opportunity of a lifetime. We therefore need to make a sale and should be able to recruit. The problem is most of have FEAR of Selling and Recruiting. Instead of the positive feeling of enthusiasm and desire we cower in fear.
Yesterday I chanced upon a meeting of a group of people involved in "network marketing". The guy that sat next to us did not lose any time to introduce his product and what he does. He is so fired up to make a recruit and make a sale. He so believed in his products and what he does. He has no fear, he has a great desire and feels good of what he does. I just told myself , "sayang ang galing niya, sana sa IMG na lang siya" ...but Fely said, let him be, for that is where he found his passion. Everyone must find his passion. And removing fear that blocks us to see our mission and be passionate about it hinders us.
How do we remove the fear and be passionate in our mission? We got to learn How To Make A Sale Without Selling: "It' not about making a sale. It's all about how you feel about what you do."- Xuan Nguyen p. 257-260 System Builder Book.
This is really amazing. If we get this lesson today, we will be unstoppable and we can really be big and great in our IMG mission. We have to overhaul first how we feel about what we do. Passion is all about feelings. An intense feeling.
Let me tell you my story... I had been recruited in this mission and business by my wife. Husbands, I believe you will agree me that the best recruiter for the husbands are the wife, but the husband will find difficulty recruiting their wives. Right? I see some heads nodding... Well when I was recruited in the business, I had all the fears, and the shame that goes with it. I cannot even say the three letters IMG if some people ask me what I do. I am afraid to introduce our company, and what I do. I don't feel good and comfortable selling and recruiting. I know there is nothing wrong about recruiting and selling for that is really what big business is all about, but I just did not had that fire and passion. However, due to the meetings, training conventions, I have gone through I find myself slowly but surely erasing the feeling of fear and shame which is being replaced with pride and great feeling of doing something good for others. The more I feel great about what I do, the more successful I become in the mission. The more I become successful in the mission the more I become successful in my IMG business. I believe I have mastered my feelings and beliefs that I do have same if not even more passion than the guy that sat beside us yesterday! I learned and applied the Four Elements in Making A Sale (Even without Trying...)
There are Four Elements in Making A Sale:
1. Feel Good about Yourself. This is the very first element. I know that now everyone will believe you or trust you when you begin your career in this business. Not everyone will give you their approval. The family and friends we thought would believe us instead rejects us. That is really devastating and kills a lot of those who have just started up.
Xuan's own story in p258 : "Many times I secretly wished that I failed. There was a part of me that thought that it would just be easier to take a No than go on. I hoped that when I got to people's homes, they would tell me that. "I'm busy. I can't see you." I would feel good if they told me that. " I can go home now," I'd say to myself. "They're busy. It's not my fault." No wonder many people didn't buy from me."
And he continued: "But once in a while, when I felt strongly about what I did, when I was fired up after attending a great meeting, people bought from me and joined me." Xuan realized that what held him back has nothing to do with the product or the people he talked to but he was worrying too much about what the other people will tell o thought about him.
Xuan finished his point by saying: "I woke up to the fact that I don't just make a sale. I change people's lives. I help people take care of their families. I vowed to myself never to sell to people unless I felt strongly about my contribution". He added at the end "From then on I went out in the field with pride. I knew that I was going to affect every family I talked to. Selling became less painful and less fearful. In fact. I began to like it. Now, I love to talk to people. I love to share with them what I know. And that has made all the difference."
I, and I believe all of us experienced same. Let me tell you my own story: I almost gave up due to rejections. But as I look back, it is not because of what others think or feel . I got their rejection because of what I feel within me. It is how I feel about what I do. Deep within me, I had fears and already anticipated rejection. So that is what I got. But the more I feel good of what I do, the more I am there not for me but for the people I talk to, the more I close the sale and recruit people to the business. And guess what became my secret weapon? I feel good on what I do because I do what I do for God! I find this post in my email today which put it into one liner:
April 10, 2013
Dear Benj,Quit trying to please people. Live to win my approval because that’s what really matters.
Shine,
God
P.S. Benj, believe me, you won’t die if others don’t approve of you.
(Bro Bo Sanchez's GodWhispers)
2. Feel Good About Your Company And Your Product: Feeling good about yourself in what you do is also anchored in believing in your company and your product. Your confidence and your pride about your company and your product will show on how you make your presentations and sharing to people you meet.
In the beginning of my IMG career, I cannot say the word Recruit, and Sell. Because this is almost saying "Networking". Networking has been given a very negative connotation by the many scams that had happened in the past created a bad image about it. Networking for most people are synonymous to Pyramiding. That is why I did not feel good about our company in the beginning for I too believed that I am in the business of "pyramiding". But all these has changed as I understand the concepts and the business model we have. How great the companies we represent and how wonderful our compensation scheme is. Moreover, I really fell in love and feel so proud about our company when I hear the stories of our great leaders and members who believed in the company. One such guy who believed in our company is Bro Bo Sanchez. He is the one who introduced us to IMG but only after many months did it really sunk in to my brain and heart that IMG is really a great company. Bro Bo mentioned in one of his blog, that he took exception of our company among Multi Level Marketing-MLM companies. He emphasized that IMG has a semblance of MLM in its structure, but he believed in what IMG do.
3. Make A Simple Presentation: Our goal is to keep our presentation simple that people would understand the concepts, services and products that we have. In my presentation, I use story telling, much like sharing in simple terms what the concepts has done to my financial life and what the benefits and goodness the products and services I had received. "What matters is how much they understand." - Xuan Nguyen p. 259.
4. Let Them Make the Decision: " A few years into the business, one night, all of a sudden, I got enlightened. I figured out the secret of closing a sale. The real secret of making a sale; there is no secret."
"People Make up their own minds.
> Those people who want to buy--they will buy
> Those people who don't want to buy--no matter what-- they won't buy.
After that realization, every night when I went out in the field and talked to people, I knew whether or not a client wanted to buy. My sixth sense told me that the person who wants to buy will give me a check and the person who doesn't won't.
So if you want to have a great closing ratio, sell only to the person who wants to buy. And if the person doesn't want to buy, don't sell to him.
"You don't make a sale.
You share important information that
may help change people's lives."
Action Required:
1. Do a self reflection. What feelings does accompany you when you go out to the field? Fear or Pride? Do you feel good about yourself, your company and your services?
If you still have fears, you need to attend more training and meetings and convention to mold your mind set. Get coaching from your mentors.
2. Review your BPM Materials and how you do the presentation. Make it simple enough that a 10 year old could grasp what you are sharing. Do you convey feelings and emoitions in your sharing?
Is your Personal Financial Strategy well understood and gives hope and dreams to people you talk to?
3. Review with your MD/Trainers your closing techniques. Is the presentation more for your benefit or the person you are talking to?
4. Read System Builder Book p257-260
From: bo sanchez
to bo, bcc: me
