What is prospecting “up”?

Earlier this week I had the pleasure of having Todd Falcone do our team call. He has a new product that I highly recommend called “Insider Secrets to Recruiting Professionals”. He theory is that when most people join a network marketing company we suggest they go after their warm market and use a tool like a memory jogger to get them going.

What we, as seasoned professionals, often forget is that total fear of being brand new to this industry and that as a brand new distributor, with all that mixed bag of fear (rejection, success, whatever) their memory jogger will often end up with a list of prospects “down”… that the new distributor prejudges and puts down those they think their rate of rejection will be less…. and so those people get prospected, and the cycle continues. You end up with a group of people, that may or may not have the skill set to do this industry. We, their upline, end up spending sooo much time on teaching skill set like phone etiquette, closing, posture…. so why not focus on prospecting “up”?

This is focusing on a niche group of professionals that already have similar skill sets to what you already are doing…. you deal in customer service, you deal with the phone, with the internet, you are in sales. If you get a new distributor with those skill sets, a professional that deals with clients or customers, they more likely their memory jogger will create a warm market list of like people. And before you know you have increased the skill set quality of your distributor base. Less training means you can spend more time doing what you need to do and less time trying to manipulate, manage or train your group.

I agree with his philosophy, and it isn’t anything new, he just delivered it brilliantly.

Put your team on a prospecting ‘up’ challenge. Pick a professional niche that meets these criteria and have everyone focus on it for 30 days. Everyone knows a teacher, a Realtor, a car salesperson ,a mortgage broker… pick a niche. See what happens! We are and it is taking our team to a whole new level of excitement!!!!!  If you want to see how we are using it visit www.CreatorOfCashFlow.com/realtor or www.CreatorOfCashFlow.com/realestate

Donna