Question:     What is the "Work Flow" when working leads? Answer:   There are several things you can do here to learn the Workflow when working leads: You can watch the Medieval Times Movie on the Training Link in your LMS for a visual. You can also listen to the Implementation 101 Training on the Training Link in your LMS. You can also read the Day 1 and Day 2 Notes on the Training Link on your LMS. There are 3 Phases when working a Lead: Phase 1) IceBreaker/Interview The Ice Breaker-understand that everyone you call will probably be doing something. They will be preoccupied in one way or another. Your Icebreaker should break this preoccupation by generating two questions: "Why should I continue to listen to you?" and "What is it?" The Icebreaker must also create "Safety" and Curiosity. Listen to the Icebreaker Calls on the Implementation 101 Training on your LMS for a thorough explanation. Become excellent at breaking the ice, the rest of the call will flow more smoothly. Remember, an Icebreaker takes time to learn... and it's worth learning. Watch the Icebreaker Movie, play the Icebreaker Game. The Interview- this is a chance for an even exchange of information. You find out about them and they find out about you. You should develop rapport before going into your program. Interview- don't interrogate. Sprinkle in conversational qualifiers that are important to your opportunity that you might need to address later. List a few things that you need to know. Phase 2) Transfer of Information: The Procedure- There will almost always be a need to transfer information back and forth to your prospect. How you do that- I call your Procedure. Will you bring them to a conference call? A Web Site? A three-way? Pre-recorded message? Send a video, audio, or brochure? You need to identify what you will use to make the person feel more comfortable about going ahead. Remember the rule: "think long, think wrong" when thinking about how you want your prospect to see your opportunity. What are the three best Procedures in your business? The Presentation of your Procedure- learn how to "present" your information to your prospect. There's a difference between just "tossing out" your information and "presenting" your information. Just don't say, "call this number and get back to me if you are interested". Learn how to present by listening to the audio recordings on the Training Link insode your LMS List a few ways or presenting each type of Procedure. Phase 3) Following Up and Following Through- your prospect will cool off in between contacts. The key here is rekindle the prospect to the same emotional level he was in at the end of your last call before continuing with additional questions or information. Don't allow this process to drag on. The longer it takes between contacts, the worse the chances of there being a sense of urgency to join your business. List 20 different ways you can improve your follow-up and follow through. And learn about the New Person Advertising Package to use to help your prospects made a decision. Ask them to make a decision- it is important to continually ask your prospect questions that ask for their opinion or their commitment. In sales we say "close early and often". This will often reveal where your prospect is at and what their intentions might be. It also helps internalize their decision. If they are saying it, it is more real. Establish a sense of urgency and a special reason for them making a decision now. Use a separate page to list 20 ways of asking for a decision. Then list 20 different ways to establish a Sense of Urgency and Something Special. Again, learn about the New Person Advertising Package to use to help your prospects made a decision.