Mind Set

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• Mind Set

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Mind Set
Develop the right mental attitude
Emotional Rollercoaster
Have long-term thinking!
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BE COACHABLE!Keep it Simple!
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Positives down Negatives up
Everything you do will duplicate
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Lead by example!!
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The List
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Make a List?

1. Your list will become your point of reference
   (For piquing and exposing)
2. As fast as you think of someone, you will forget
   them

Most overlooked tool in our business Greatest
resource we have
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Start with Your Warm Market

• Warm Market is people you know
• Cold Market is people you dont know

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Why Warm Market?
Warm Market is the most effective way to build a
Team!
Because you have Trust and Rapport!
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Examples of Warm Market

• Friends
• Family
• Co-Workers
• Church
• School
• Organizations, Clubs, or Charities
• People you do business with

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When Compiling your List

• Dont Pre-Judge, list everyone!

• Those you think will, wont
• Those you think wont, will
• Those you think can, cant
• Those you think cant, can

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Three Types of People on your List
People you look up to
Your peers
People who look up to you
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When Contacting Your List
Three Types of People you will Talk to

• Red Apples
• Green Apples
• Rotten Apples

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Dont Sell!
SORT
Time spent
Red apples 80 Green apples 20
Rotten apples 0
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Consistently update your list
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Expanding Your Warm Market list
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We are in the people business!
If you

• Talk to a lot of people, youll make a lot of
  money!
• Talk to a less people, youll make less money!
• Talk to no people, youll make no money!

Dont be afraid to talk to people!
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Why Expand Your Warm Market?

• Youre new to an area
• You think you have
• talked to everyone
• you know
• You plan to open up a new area

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Ask Yourself
What do you like to do?

• Work out
• Play sports
• Go out to eat
• Dance
• Volunteer for charities
• Go to Art Galleries, Museums, Plays
• Travel

Other people like what you like!
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Do the things you enjoy everyday and youll
automatically meet a lot of people!
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When expanding your Warm Market dont recruit
everyone right away!
Why?

1. People dont buy from people they dont trust
2. Focus on building Relationships first
3. Once you have established the relationship,
   people will open up

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As soon as the time is right start adding those
names to your list.
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Getting Warm Market Referrals
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Warm Market

• Two types of Warm Market
• Yours
• Someone else's

You will never be limited! You will never run out
of people to talk too!
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Get Referrals

• The most powerful Question
• Who do you know?

Everyone knows a minimum of five people they
could invite to a presentation
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Get Referrals

• The best way to get a referral
• Create value
• Create fear of loss

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Never stop getting Referrals