Let me explain.
When I got started in this industry over 5 years ago, I heard my mentor say this (who at the time was making over $100,000 per month) and I didn't believe him either… at first.
I mean seriously, 100% of your leads that you get on the phone you close?! What the heck!
And then he explained to me a very critical mindset shift that has stayed with me ever since.
First thing, he wasn't in lead poverty… at all! He had more than enough people to talk to. In fact, he couldn't even get back to the leads he was generating. This was a key part of his success. ALWAYS have more leads than you have time and your posture will change accordingly. You will begin to disqualify people who don't belong in your business in the first place, and move on to searching for your aces.
This is also one of the most empowering things you can do as a business owner calling leads… Remember, they are wanting to join YOU and YOUR business. Disqualify the tire-kickers fast and move on! If you've never consciously done this before, I challenge you to start LOOKING FOR FLAWS IN YOUR PROSPECTS IN THE INITIAL CONVERSATION! Disqualify the next 10 prospects you call, and I promise you it will change your outlook on your business, and change the way you handle your business forever. YOU are the star… they are qualifying for YOUR time and they want to join YOU! NOT the other way around.
Second thing, and in my eyes the most important part especially for a newer person in our industry. He said the SECOND he feels that they are not the type of person he wants to bring into his business, he lets them go and…
COMPLETELY FORGETS ABOUT THEM. THEY NEVER EXISTED. THAT PREVIOUS PHONE CONVERSATION NEVER EVEN HAPPENED.
Obviously, that prospect didn't join his business, but that didn't matter to him. He was on such a mission to find the aces that the dead-beat tire-kickers didn't even exist. He hung up the phone and it was a clean slate. If they weren't leaders who were serious about building a business, to my mentor these prospects just vanished into thin air.
And therefore, MY MENTOR CLOSED 100% OF HIS LEADS!
Now how freakin' powerful is that! Moving forward, how do you think this mindset effected his business especially when he was calling his leads!? If he's closing 100% of his prospects how invincible do you begin to feel?! Unstoppable… To the tune of $100,000+ per month in this business!
I took this advice to heart and only focused on finding my next stud or studette to bring into my business, and the whole world changed. When I used to get objections all the time like, “well how much money are YOU making,” and “is this one of those dang pyramids,” those people I immediately disqualified, crossed them off my list, and I proceeded forward.
And once I started doing this and treating my business in this manner, I started getting less and less ignorant objections from my leads. The aces I was looking for started showing up in my business. And I started gaining some serious traction and momentum… and this industry started becoming fun (not to mention I started actually making money 🙂
The funny part is that the aces were there all along. Nothing actually changed in my marketing…
IT WAS ME THAT HAD TO CHANGE!
And when I did, the flood gates opened and I shot very quickly to the top of my company.
And now, YES, I CLOSE 100% OF MY PROSPECTS!!!
AND YOU CAN TOO! STARTING RIGHT NOW! RIGHT AFTER YOU READ THIS BLOG POST!!!
It's got to happen before you start seeing the results you're looking for so it might as well be this moment, right now.
THIS IS THE MOMENT YOU BECOME A CLOSING MONSTER.
This is the moment where you start thinking, acting, and PROSPECTING like the 7-figure earner you're wanting to become.
ACTION STEP: **** Disqualify the next 10 prospects you call. ****
That's where you should start. And when you do this, I'd ask that you come back and comment on this post. Share your experience with our MLSP® community on how you feel after you finally realize that your prospects are asking YOU for help, not the other way around.
It's YOUR business. YOU'RE the man / woman. START ACTING LIKE IT and FEELING LIKE IT and you will become a PROSPECTING AND CLOSING MACHINE!
This little tip completely revolutionized my personal business years ago. Go get the results you're after!
To Your Unlimited Success,
President & Co-Founder