How to Do a Great 3 Way Call for Your Home Business Team Members

 

So have you ever wondered why a 3 way call may not have gone so well?

Could be that you’ve missed some of these killer tactics in your conversation.

When I started my network marketing business, I was horrible at this!  I didn’t know how to communicate and connect effectively with the prospect in person, or on the phone.  After honing my skills (always still working on this), this is some of the feedback that I receive:

“Omgosh that was amazing!  You turned that skeptical prospect into a possible YES, thank you so much!”

“Wow, I never thought they would even be interested until you asked them THAT question.”

“Before we got you on the phone, they had no questions, then you somehow opened them up and…BAMM!!”

“Because of your 3 way call, I now have a new team member, thanks so much!”  (that’s my favorite–results baby!!)

With lots of training and IMPLEMENTING this training, I got better…lots better.

I’m happy to share some of the tips and strategies that I use daily:

1.  TONALITY AND ENERGY 

As soon as your team member puts you on the phone, be ready with positive energy and confidence, not arrogance.  Your energy and belief level can be contagious so make it powerful.

Make sure YOUR mind is in the right place as soon as you say your very first words to that prospect.  HOW you ask your questions, your tonality that is, can make ALL the difference.  You want to have a genuine curiosity about this person, finding out what you can that motivates them because what motivates…motivates.

2.  ASK QUESTIONS

“The one asking the questions is the one winning.”  Ever heard that before?  Well, it’s never more true than in a great 3 way call.

Ask them about themselves — Your team member should do an introduction, edifying you and telling you something about this prospect and edifying them.  Usually it’s how they know them, what they do for a living, where they live, etc.  Have a notepad handy and take notes on this info, because you’re about to use it to find some common ground.

I usually play off of this info, asking something like:

“So Mary tells me your in the military, what branch?  My husband and I were in the USAF for a few years.  How long have you served?  Thanks for your service by the way!”  This usually gets them talking a little bit, then they forget that they thought I was the “closer”—:)

Here’s another good one: “So how long have you lived in____?”  “What part of town are you in?” (if you are in the same city, see if you are close to each other and know some of the same places.)

If they mention children: “So how many children to you have?  And what ages are they?  There all in sports? Wow! you are busy :)

All of the above are designed to lower their barriers of resistance, build rapport and help you connect as fast as possible. It helps the prospect realize that you and your rep are REAL people that care FIRST about them.  People don’t care how much you know, they only want to know how much you care.

Your company may be the best, fastest growing, super galactic-on-steroids network marketing company that has ever hit the planet, with all kinds of awards and credibility but NONE of that matters more than WHAT YOUR PROSPECT WANTS.  The best way to find out what they want…is to ask.  Not directly of course, but you need to find out what they liked in your presentation and what it could do for them.  A few great questions to ask are:

“So what did you like best about what you saw in the video?” — if they answer with what they DIDN’T like, ask the question again :)

“If you were to partner with us, why would you?” — this is a very interview-style question, but really good to help them dig a little deeper into their WHY and realize that you are NOT a salesperson just looking for a number.  You’re looking to see if they will be a good fit for the team.

“Do you see an opportunity for yourself here? — you may believe they would be perfect for this, but do they?

“What would the additional income do for you? — making “extra money” is not a good enough answer for me, I need to know what they would DO with it.  If they don’t know, then I don’t think I have a valid prospect necessarily…yet :)

3.  LISTEN LISTEN LISTEN

You’re not only listening for the words they are saying, you’re listening for their ATTITUDE.  Ask yourself (in your head) “who do I have in front of me?”  What’s THEIR tonality?  Upbeat?  Energetic?  Reserved?  Engaged?  Or apathetic?

Understanding personality types is very critical here.  I’ve been trained by the best: Tom Challan, Dani Johnson, Ray Higdon, Cesar Rodriguez and Eric Worre to name a few in this area.  The more you learn about personalities, the faster you can identify by what you’re hearing on the other end of the phone, as to what personality type this prospect is.  Knowing this will help you “mirror and match” the prospect, making them feel more at ease with you.

4.  MOVE THE BALL DOWN THE FIELD–NEXT EXPOSURE

Most prospects are not ready to pull the trigger after one exposure, so don’t force it.  Your job as a great 3 way call partner is to “move the ball down the field” to the next exposure.  Each call is different and listening and asking great questions is where you’ll know WHICH exposure is most appropriate.  Just make sure it’s as soon as possible–not a month from now.  You need to help your new team member create urgency and excitement to help this prospect make a decision sooner, rather than later.  Use the current promotion or upcoming event (which could be your local meeting the next night) to nudge them into action.

Ultimately, timing is everything for most prospects so you want to get a good idea of what their timing is.

5.  HELP THEM SEE THEY WILL HAVE SUPPORT

The underlying conversation of a great 3 way call is that your prospect is in the middle of your system, someone else is answering questions and it shows them they will have support when they start.  Most prospects are asking a few questions:

Is is simple?

Can I do it?

Will I have support when I do?

How soon will I make my money back?

6. SHOW THEM THE MONEY

As a 3 way call partner, do you know how to show that prospect, in very simple terms, how they’ll get their money back?  You MUST know how to do this, because this is one of the biggest questions they will have, whether they say it or not.  Always offer to show them in a couple of steps how.

My favorite way is to have THEM draw it out as I instruct them what to write—active participation.

Then I ask them: “Did that make sense to you?”  ” Can you do that?”  If the answer is yes, say “Welcome to the team!”

With lots of practice, anyone can get absolutely awesome at great 3 way calls.  The best way to practice is to…do more of them!

I get called on by team members all over my company to do 3 way calls and I try to accept EVERY SINGLE ONE.  Why?  It’s like Forrest Gump says about chocolates:

“You never know what you’re gonna get”.

The more unique conversations you have with prospects, the better you’ll get…so bring ‘em ON!!

Was this post helpful?  Let me know below, leave me a comment or tell me about some of YOUR 3 way calls and how they went…would love to hear!

Your 3 way call expert,

Elizabeth Oliva

P.S.: Need more great training on how to be a better 3 way partner?  My buddy Cesar Rodriguez has an amazing course that will help you bring on new team members FAST!

Click here for more info on Cesar’s training

 

Baby Pigeons and Network Marketing

Pigeon pic

 

A few weeks ago, we were honored with the privilege of being chosen by a pigeon to nest on our porch…in an empty flower pot on top of a storage bin.

After some research, we found that this is quite common (who knew? oh yeah, google).

Now I grew up out in the country here in Texas with horses, dogs and cats, but I’ve never raised a bird :) I had no idea what we were in for in the next few weeks.
The eggs finally hatched to reveal the tiny, very ugly baby pigeons, with tiny little yellow feathers here and there. Nestled in the flower pot, the mom and dad pigeons came and fed them, then flew away everyday to hunt for more food. We watched as they fed, which looked more like they were trying to kill each other than eat :) What is really happening is the baby pigeon takes the food out of the adult’s mouth, including liquids.
They kept growing and growing, with the normal pigeon feathers filling in. Day by day, they grew very rapidly. One day though, we noticed the male baby pigeon wasn’t doing so well, then later he actually died (survival of the fittest I guess). so now the female baby pigeon, all alone, kept growing in the flower pot.
One day, she finally stepped out of the pot, but not for long. Back in she went til the next day.
After that though, we started noticing the male (daddy) pigeon come to our porch, make noises to the baby, but stayed on the floor and would not bring the food to her. We kept peeking through the window as the male pigeon kept cooing for her to come down to where he was. The poor little baby was distraught and very hungry, pacing back and forth on the top of the storage bin, as if to say “come up here, please!”
The male pigeon stayed on the ground and finally the baby female took the leap…and flew! for just a few feet :)
This was so incredible to witness. We could see wings on the baby, and we knew she could fly…but she didn’t for quite some time. The male knew that he HAD to get her to jump out of the nest to learn.

His best leverage was, of course, the food.

Once she jumped down, she ate, then walked around on the floor of the porch. She had found a new world! She was still hesitant for a little while, taking small flights from the flower pot, to the floor and back again, trying out her new-found wings.
Very shortly after that, I saw her on the roof, walking around with her parents. She would fly off with them during the day, then come back at night to rest, as she built up her strength. They were never very far away, keeping an eye on her.  I actually caught some of it on video here:

Then one day, she was gone! I saw a group of pigeons on the grass, feeding, and realized they were now teaching her how to find her own food…leading by example.

So what on earth does this have to do with network marketing, you may be wondering?

I believe it has EVERYTHING to do with it.

Why?

Everyone needs a push sometimes, just like the baby female pigeon. The flower pot was where she was born, what she knew… safe.

Her parents knew that if they didn’t help her get out of the flower pot, she would really never survive, so they went to work, gently leading her with what she wanted (food) everyday towards her progress to becoming independent.

When we help a new team member get started, we want them to have the best opportunity to succeed. The way that happens is by helping them become independent of us as soon as possible. Eric Worre talks about this in his book, Go Pro, in the game-planning interview.

1. You can start by leading them with what they want…THEIR WHY. ~~ That means you have to find out what it is, so you can lead them with it! This should start happening in your very first conversation in prospecting, so you know if you have someone who will be serious about building their business.

2. You help them by SHOWING them how to do the business, step by step. ~~ Telling them does not work, showing does. Make some calls with them, coach them right after and help them make the tiny little tweaks that can make ALL the difference.

3.  Take baby steps ~~ Don’t “firehose” your new team member either. Remember how little you knew when you started? Okay, remember that and give them only 1-2 steps at a time and have them report back. Building a network marketing business is like building a muscle. It can take time to learn and it takes consistency, so be patient with your newbie :)

It’s so exciting when you see that newbie turn into a professional network marketer and you knew…you had something to do with it :)

Did you like this post about the baby pigeon?  Let me know by leaving me a comment below, would love to hear from ya!

Have an awesome day!

Your Mama Pigeon,

E

elizabeth@elizabetholiva.com

P.S. Are you looking for tools for your team (and yourself) to get better results?

Check out this all-in-one training platform for our profession that a lot of the top producers are using: CLICK HERE

How Top Leaders Invite Prospects

 

So what separates YOUR invite from the top leaders?  Do you struggle to get people to actually view your video or even set a time?

I have a few tips for you today to help you with that in my video.  And good news, it’s very easy to do!

 

 

So can you remember these 3 things next time you invite?  I guarantee, it will improve your ratios!

If you enjoyed this post, let me know at one of these places:

Facebook: http://facebook.com/ElizabethOlivaBiz

Twitter: http://twitter.com/lizoliva2002

Instagram: http://instagram.com/elizoliva

Need help finding new people to talk to?  Check out my secret weapon here :)

 

What do you struggle with?  What questions can I answer for you?  Let me know and I’ll share the answers on my blog!

 

Have an awesome week of inviting!

E

The Problem with Corporate America

What’s the problem with corporate America these days?

Longer hours and less pay?

Less benefits?  Less vacation time?

Layoffs and downsizing?

Although these are serious issues, that’s not what I’m talking about.

I’ve worked in many corporate jobs, inside and outside an office setting.  At the time, I thought it was awesome….until I discovered network marketing.

I had no idea this kind of a “work” environment existed!  I know I’m not alone, there are millions of employees out there who have no idea still.  That’s why what Eric Worre is doing is so important.

So the next time you’re prospecting an “employee”, whether they be a C-level or every day Joe, consider asking them the question that I bring up in this video.

Did you like that comeback?  Think you’re bold enough to say it?

Just remember what we have here in our profession….and that they DON’T have it in corporate America!

Happy Prospecting!

E

elizabeth@elizabetholiva.com

Are you needing a “sure-fire” method to prospect?  Check out this FREE webinar with my buddy Cesar, the Cold Market Crusher: CLICK HERE

MLM Prospecting Tips for a Holiday

 

Happy Independence Day!

Hope you’re going to be out and about, seeing friends, family and maybe even meeting new people.

So how do you maximize this time and prospect the right way on a holiday like today?

I have a double bonus for you today on this subject, I did a video AND a call this morning, so enjoy :

 

 

Was that helpful?  What to do and what NOT to do?

There’s more detailed training in this audio, about 18 minutes, where I go into how to become a “people magnet” with some crazy good rapport-building skills.  I was really awful at this when I began, so it’s a skill that is “near and dear” to my heart!

Did you take some good notes?  Now go out, build great rapport with your prospecting this holiday where people are calling YOU back to join your team!

Don’t forget to comment and share:

on my Facebook Page     Twitter

Find me on Instagram!  http://instagram.com/elizoliva

Enjoy this day, celebrating our wonderful independence in the land of the free, home of the brave :)

Your Freedom Fighter,

Eliz Oliva

Turn Your Notes into Cold Hard Ca$$HH!!

#TEAL2014

Are you like me, going to every event I can to learn and grow in personal development and leadership development? Have you come home with a bunch of notes from the event that eventually just sit on your shelf and collect dust?

In this video I share how those notes can turn into income for you in your business when used the right way.

Isn’t that exciting?  I’m looking forward to sharing my notes from Ray Higdon’s Top Earner Academy with you on this blog in the days and months to come.

I have a burning desire to help as many people achieve success in this amazing profession as possible.

By bringing value to you here on my blog, I hope to hear how many of you I’ve helped!

If this post helped you, please comment and share, either here, or on my FB page or Twitter.

Do you have an area of your business where you’re struggling?  Contact me so I can help!

To more ca$hola in your pocket,

Eliz

817.925.5898

Why Goals are Not Enough and Creating Your Clear Vision

Vision Pic

Vision Pic

Do you struggle with reaching your goals and can’t figure out why?

Do you lack motivation, even though you KNOW you want to achieve your “WHY”?

This morning, I had the privilege to speak on a national conference call and I spoke about this very subject.

I go over some of the reasons this may be happening and how you can actually start achieving your goals by creating a clearer vision:

 

Was that audio helpful? Did you learn some things that can help you finish out 2014 with a bang? I hope so!

Please let me know by commenting and sharing, either here or on my FB page or Twitter.

Create YOUR clear vision and never let ANYONE steal your dreams!

Your official vision guide,

Elizabeth Oliva

817.925.5898

What’s the Average of Your Five?

What’s the average of your five?

Do you even know what I mean when I say that?

I didn’t, until I came into this wonderful profession of network marketing.

Watch in my video as I explain what the “average of your five” means and how it can drastically change the course of your future!

So now are you going to really examine your five?  Are they in alignment with where you want to go?  If not, start looking around for those sharp individuals who are “like-minded” and MORE successful than you, if and only if, you want your life to change for the better.

Did you get some value from this post?  If so, please comment and share, either here on the blog or my facebook page or twitter.

You can also subscribe to my email list for more training, tips and strategies, straight to your inbox.

To Raising the Average of Your Five and Your Life!

Eliz Oliva

817.925.5898

No Biz Cards? No Problem! Big Tip for Prospecting in Your MLM

Do you ever struggle with getting your prospects phone numbers after they’ve said they’re interested in hearing about your business?  You give them your business card and then, for some reason, they don’t want to give out their info?

Well I’ve found a very casual, sure-fire tactic that works almost every time.  I share what I do that works so well in today’s video:

 

 

Was that super simple?  It takes a little posture, but I’m sure you can do it!

For more tips on good posture, check out Ray Hidgon’s new podcast, lots of great info there!

And if this vlog post helped you, share with your team and let me know how you liked it, either on my FB page or Twitter.

Til next time,

Remember:

YOU are extraordinary

and designed to live abundantly

and radically to impact!

Let’s go!!

eliz

Are You Getting the Dead Broke Brother in Law Referral?

Have you ever asked for referrals for your business from other professionals that you know?

I have and it’s amazing how many different responses you get but my favorite is the “dead broke brother in law” referral.

Ahhh…it’s soooo frustrating when this happens!! Especially when that is NOT the type of person you asked them for.

How do handle explaining who the RIGHT person is?

Watch the video below to see how I’ve handled this:

 

So was that helpful?  Hope so!  Please let me know by commenting below or heading over to my facebook page or twitter and give me a shout out.

Just remember, we all get some of these and knowing how to “guide” your referral partners will help you find the best people for your business!

What else would you like me to talk about?  Would love to hear  your ideas!

To Your Success!

Eliz