Guest Post by Kathy Marie Howell
Eric Worre brilliantly said, “It doesn’t matter how good YOU are, it’s what duplicates that counts.”
I must start with a confession, I am a network marketing information junkie. I have really been working on trying to be more selective on what I take in because it seems like everyone is and “expert” these days. When my friend suggested I read the book, From Hello to Yes in 3 Minutes or Less, I was less than thrilled to agree to read it. She had not started reading it yet herself, so she had nothing to offer to change my negative mind. I literally judged a book by it’s cover!
Once my friend started reading her copy, I couldn’t resist asking for a book review. She gave it two thumbs up and had found it very beneficial. Of course I couldn’t resist reading it after her recommendation so I decided to head to Amazon for a quick purchase. It arrived 2 days later and I read it in an afternoon. I must say, I wish I had read it sooner.
From Hello to Yes in 3 Minutes or Less has outlined everything someone new to MLM needs to know about making the most of their business using the telephone. Let’s face it, at some point everyone has to make a phone call (or online call) to be successful in their business. It’s a fact. I’ve spent years learning these things but have not seen them in one place before. Paul Walmsley just made it easier on everyone by having quality, in depth information available in one quick read.
Most noted points made throughout the book
Tell your story. How many times have you heard that? If I’ve heard it once, I’ve heard it a thousand times and said it myself just as many! People want to hear your story. It’s an easy way to connect with someone.
What’s your WHY? There is a whole chapter devoted to figuring out your WHY, and why it is so important. He even goes into breaking down your WHY into two categories, your personal WHY and your interest piquing WHY. This is the WHY that should stop someone immediately and have them thinking about your conversation long after you are gone.
Silence is golden. Most people talk more than they listen. He stresses often to how important it is to be quiet and listen for clues.
His Mantras – He goes into detail on how to to use the phone to your advantage.
- You must have a game plan for every telephone call you are going to make.
- From Hello to Yes in 3 Minutes or Less
- SHUT THE HELL UP
- Use a formula
Following a system which he refers to as The 4 Cords
- Piquing Interest
- Introduction of a 3rd party tool
- The 3 way call
- Asking for the order
The 5 second rule – Where your mind comes up with reasons why you should or should not approach or call a potential partner. By the end of 5 seconds, your mind is made up one way or another if you are going to take action or not. He walks you through ways to get past negative thinking.
Opening up conversations using FORM
- Family
- Occupation
- Recreation
- Motivation
How to increase your order size. Most people accept the second offer so he recommends starting out with the smaller order first and suggesting that most people start with the larger order.
How to handle the cancellation call. It’s something most people aren’t prepared for and he goes in depth about how to be a professional and possibly turn the outcome of the call around.
How to end a call correctly including the follow up and how to increase your chances of success as well as doubling or tripling your prospects. He tells you exactly what to say.
How to follow up after you’ve blown talking to a potential partner the first time. Most people are embarrassed to call again. With his formula you will increase your confidence and want to contact your person again.
Overcoming objections by using a fool proof formula. Everyone has them, so why not embrace that fact and find out the easiest way to overcome them?
Start with the end in mind. Follow a system and follow up with a potential partner until they die or ask you to not call them again. Most people don’t take action until you have followed up 5 to 12 times. How many times have you followed up that many times?
Outline of what it takes to have a successful phone call session.
- Set expectations and review your WHY
- Set yourself a reward for achieving your daily goals
- Prior preparation
- Practice
- Block out distractions
- Block out sufficient time
- Complete the calls you have decided to do for the day
- Schedule the next prospecting call session
- Schedule your next follow up call session with an expert on standby.
The bonus chapters are excellent as a quick reference guide! There is no way to do them justice so you will just have to read the book.
Bonus Chapter 1
Things You Should Always Do
Bonus Chapter 2
Things You Should Never Do
Bonus Chapter 3
Important Formulas for Success
As you read through my review, you may have thought you’ve heard it all before and you probably have if you’ve been in MLM very long. Paul’s whole reason for writing the book is to use as a tool for new distributors just starting out. He is very clear in his instructions and uses scripts that anyone should feel comfortable using. I would have loved to have his book as a recommended reading when I first started in the industry!
Final Thoughts
What are your thoughts on using the phone? I have seen it stop more people than anything else in this profession. Having an easy to read book with formulas for success to overcome the fear of using the phone is a great addition to any leader’s library. l am definitely planning to use it as a duplicating tool in my business in the future.
Additional Resources
30 Day Business Builder Book for Network Marketing Professionals by Paul Walmsley.
About Kathy
Kathy Marie Howell, 49 year old mother of three married to the man of my dreams. My story just goes to show you that when you seek passion in your life, you often find solutions to help your dreams become reality. I got into the beauty industry to develop my talents and to serve others never realizing the profound effect it would have on my future.
I have found my experience as a Master Cosmetologist, specializing in health and wellness and coaching over the past 25+ years, has well prepared me to help others find their passion as well. My intuition and deep spirituality have led me to where I am today… living a life of purpose and joy.
I AM a MOMpreneur and blessed to be one. I AM a coach and a cheerleader and will be your biggest supporter. I AM here to help you navigate through our changing world with confidence. I AM here to bring innovative and new solutions to the world and it starts with an open heart and mind. I AM here for you.
To learn more, you can call or text me at (859) 494-4802 (eastern time). You can order the products on my website or you can get my free report for MOMpreneurs.
Chuck Holmes
20+ Year Network Marketing Professional
Top Earner & Top Recruiter
Email: mrchuckholmes@gmail.com
P.S. Learn how to grow a successful network marketing business. Secret tips, training, and practical ideas. Free training delivered by email.
WOW! Thank you so much for the review! I really appreciate it. When I wrote the book, I had no idea if it would be of any use to anybody. Feels good that it does help people in some way. Thank you again.
Glad you liked it Paul. I absolutely loved the book!
Thanks Chuck! I look forward to hearing your thoughts as well. I’m always up for good books to share with my team and this is one I’ll be adding.
You’re welcome. This book is now added to my reading list.
This does sound like a very good book. As an ex telemarketer, I found myself searching for things that were wrong about calling people in your review. I could not find any. The phone can be a great business tool if handled correctly. If not, it can be a business’ worse enemy.
I will have to put this book on my list for must reading. Thank you for sharing this with us Kathy. Also, very good write up.
I’m glad you liked my review Greg. I must admit I was pleasantly surprised by how much I enjoyed this book. It’s interesting to hear that you were once a telemarketer. Please report back after you’ve read this book. I’d love to hear your thoughts then :-).
Sounds like a great book Kathy. I am going to order a copy on Amazon today. Thanks for sharing.