Prospecting Made Easy…

Effective prospecting, marketing and advertising is not designed to sell products or services, they are designed to “Qualify” (or find) those who are ready to buy and just important to “Disqualify” those who are not ready to buy.  When you understand this, you will not feel hurt, disappointed or discouraged when people say no to your offer.ecoverPackage

You would not believe the mean, nasty and rude no’s I receive from people that I simply offer to help.  Realize upfront, a lot of people out there you are prospecting too are meaner than ugly itself, and this harsh economy squeezes every drop of meanness out of them!

Effective prospecting and selling requires you to maximize your time, therefore your system has to be one where you do not waste your time on people who are not ready to say Yes.  The worst and most painful way to invest your time is trying to sell, persuade, and convince a No into a Yes.  This is called “Insanity Selling” yet most professionals teach and practice this type of selling.  I was having lunch one day with Brian Tracy and he said, “When you present an opportunity and your friends tell you they are broke…Believe Them!   Know the difference between a question and objection.  I will sit for hours and answer real questions with a probable client, but not waste five minutes dealing with objections with someone who is not ready to buy.

When my wife Melinda goes shopping for shoes, (how one woman with only two feet can own hundreds of pairs of shows I have no clue) no salesperson on the planet has to sell, persuade or convince her to buy.  She runs into the store waving our credit card!  That is the kind of customer you want to spend your time with.  No matter what your industry is, people who want what you offer are out there by the thousands!  So why do so many professionals seek after and deal with people they have to force to buy?  They simply do not have a better plan.

My wife gets really mad at me for this, but when people call and ask me what is my best price for our service I hang up on them.  Best price?  You want maximum results at basement prices…that does not exist in the real world of results.  Life and Success requires “full price” and the sooner we learn that, the faster we will get what we truly desire.  Some people waste an entire lifetime trying to defy this natural principal only to discover at the end of their life that trying to beat the system is the ultimate high price of life.

With effective marketing, it brings to you people who are ready to say yes to your offer and your closing rate will range in the 98 to 99 percent range.  The shoe salesperson who waits on my wife bats a 1000 percent every time!

When you are hungry as a bear and you walk into a restaurant does anyone have to try and sell you food? No, they simply just take your order.

When you pull into the gas station on empty, with your gas tank bone dry, does the clerk asleep behind the desk have to try and sell you some gas?

Our company sends out 200 e-books per day to the marketplace and its objective is to locate the right people for our offer and eliminate the wrong people, but in the end whether a person is a Yes or a No they get to enjoy a quality book that can be of great value to them, so everybody wins with this system.

The marketing system of giving away books saves you from wasting time with the wrong people, and increases your income by having you work with the right people, those who have already said Yes before you even showed up.  If you are ready to double and triple your income with the easiest and most effective marketing system on the planet, simply giving away an e-book you co-authored, then contact me today and we still working on earning you more money.

The best part of this system is that every time my phone rings or I get a response email I know it’s a Yes calling, and that makes prospecting a real joy.  You can have the same thing happen to you!

As Jim Rohn said, “Life does not respond to need, it only responds to deserve”.

Stay tuned for my next lesson when I share that Prospecting is not about “hunting” but about “Search and Rescue”.  You are not a savaged hunter looking for prey to kill, you are a National Guard that carries the salvation and solution to the marketplace of need.

Oh, before I say “Adios” if you like these blogs and refer 10 of your friends to it, just send me an email that you did and I will send you the digital download our hit movie “The Journey” starring Brian Tracy, Bob Proctor and yours truly…plus 15 other top International leaders as a way to say Thank You.

PS. If you want to lean more about our Million Dollar Marketing program that is featured on this blog you can see it at

For the Woman Entrepreneur

If you could guarantee to double and perhaps triple your income this year by simply giving away your e-book would you do it?

As crazy as it sounds, a whooping 60 percent would not do it.  30 percent would say they would do it, but never follow through and actually do it.  7 percent would do it and when they did not see results the next day or week quit and stop doing it.  Only 3 percent use this system but they are the ones who became wealthy in their industry from it.

As amazing and wild as this fact is, there is a very concrete reason for this.  Let me ask you; is giving away an e-book easy to do?  Yes of course, it is painless and cost zero to do.  That is not the problem, the problem is…. It is easy not to do!

The legendary and late Jim Rohn always said doing the things that bring Success is easy to do, but they are also easy not to do, and for that very reason most people never reach their dreams.

So although giving away an e-book to double and triple your income this year is easy, simple, painless and costless to do, studies show that it is the top 3 percent of high income earners and internationally known leaders that follow this system of giving away books to grow their business and income.  Everyone from Bob Proctor, Brian Tracy, and Vic Johnson to Dan Kennedy give away e-books to build their empires.

However, on top of the main fact that giving away e-books to double and triple your income is easy to do and easy not to do, I found 5 other reasons why speakers (and business owners) choose not to follow this system of giving away books.

Reason Number One:  They simply cannot get a mental or visual picture of themselves giving away e-books as a marketing method to increase business growth.  They never have done it in the past, they do not know anyone personally who is doing it and therefore have no mental or visual reference in their mind of giving away books.

Reason Number Two:  They have never heard of this system of giving away books to grow your business and income and therefore do not have a clue how to go about putting it into practice or even know who to turn to in order to get help in leaning how to do it.

Reason Three:  Wrong paradigms about books; most people believe books are designed to be sold, and have a hard time accepting that books can be used to create wealth.  If you sell a book it returns coins to your purse, if you start giving away books, it returns a fortune to your bank account!  Giving away a book does not diminish its value or content, in fact, the higher quality in content and format, the higher return in more customer attraction and retention.

Reason Four:  Giving away books feels uncomfortable and out of my comfort zone.  Here is the great Wake Up Call, we are doing business in a devastated economy and the only place that sales and customers gather is outside your comfort zone.  Working outside of your comfort zone is the only way, and I mean the only way to survive in this upside down economy.

Reason Five:  It is beneath me to give away books.  Listen, our Ego is not our Amigo!  Our ego will drive us to the poor house if we are not careful.  I would rather be humble and rich, well fed and well dressed, than be broke with a massive Ego.  As professional speakers and leaders, we have no trouble growing a healthy Ego, in fact, most of the time our trouble comes from uncontrolled massive Ego growth.

Now, let’s bring this home with 5.5 questions.

  • You want to double or triple your income this year Right?  Yes!
  1. Giving away an e-book is easy and painless Right?   Yes, of course.
  2. It cost you absolutely no money to give it away, Right?  Yes.
  3. You do want more sales, customers and clients, Right?  Yes.
  4. You know this is something you can easily do, Right?  Yes.

I will teach you how to easily and quickly put this marketing e-book give away system to double and triple your income and provide you the opportunity to be a co-author in our upcoming Power of Mentorship book along with Bob Proctor, Brian Tracy, Zig Ziglar and many others, so now the 5.5 question to you is “Will you say….Yes to coming on board with us?”

I am not looking to convince, persuade or sell the 97 percent of professionals who say no to our offer, that is called “insanity selling” (which most professionals practice) instead, I am looking for the 3 percent of winners who already exist and are out there ready to double and triple their income with this easy system of giving away an e-book.  If you are one of the 3 percent ready to expand and explode your business and income, contact me today at 562-237-8039 or send an email to and I will show how in less than 10 days you will be published and on your way to using the most powerful customer attraction system on the planet!