NTARGETTOMASTERY
™
Goal Pla lan
ManagingYourProspects Prospects are the lifeblood of your business. They are its equity, the founProsp spe ectin g isn't an event event ; i t' s a dation from which your network will grow. Pro process th at conti nues ove tha overr time ti me after your initi in itia al contac contact. t. Deali Dealing ng with wit h multiple prospects can get complicated. Without a good management system, it's so easy to lose track of all prospects and the various stages of each person in the process.
With this Goal Plan, you will learn to master a system of effectively workin g with your prospects prospects—trac —trackin king g and and movin moving g them toward toward your goal of having them as business partners.
©1998 The Six-Week Action Course™ Goal Plan is i s a trad trade ema mark rk of M il illion lion aire aires s in M otion, I nc.® 6821 Convoy Court • San Diego, CA 92111 •(800) 388-1748 • (619) 467-9667 • Fax (619) 467-9504 No portion of this Goal Plan may be copied, electronically transmitted- or otherwise reproduced in any manner whatsoever for the purpose purpose of resa resale or distribution, wi thout the t he prior written permiss permission ion of M ill ionaires in M otion, In c.®
NTARGETTOMASTERY
™
Goal Plan: MANAGINGYOURPROSPECTS
TargetArea
MarketingandManagingYourBusiness To ensure the future prosperity and growth of your business, you must implement solid management practices and a good, long-term marketing strategy. Within this target area, you’ll find Goal Plans to guide you to build upon the momentum you began in launching and growing your business. Having established a solid foundation, you are now ready to take your business to the next level—solid, ongoing management practices and enhanced promotion of your busin ess. Management practices that will ensure a systematic and organized approach to your day-to-day activities. Marketing strategies to better target, build rapport, and effectively bring prospects to do business with you—your desired end result. You will marvel at the streamlined methods and systems that will save you both time and energy and produce greater results. With proven methods from seasoned professionals in these Goal Plans, you will guarantee stable and continuing growth for your business from your managing and marketing efforts.
Goal Category
ManagingYourProspects Prospects are the lifeblood of your business. They are its equity, the foundation from which your network will grow. Prospecti ng isn' t an event ; that conti nues over time after your initial contact. Dealing it ' s a process with multiple prospects can get complicated. Without a good management system, it's so easy to lose track of all prospects and the various stages of each person in the process. Th e Pipelin e™ Relat ionship M anagement System is a powerful management tool that allows you to i dentify and support valid prospects for your business opportunity, and monitor their journey in becoming business partners. It is a comprehensive yet simple system that was designed to be portable and easily duplicatable—your new business partners can pick it up and “GO” right from the start! Th e Pipeli ne™ process begins with listing and priori tizing your prospects on the “Prospects” forms (behind Prospects tab of your Pipelin e ). Once you’ve contacted these prospects, those that are open to the possibili ties of your opportunity (even if in the distant future) move into your pipeline! You’ll fill out “The Pipeline Process” form (behind Pipeline tab) on each of these “pipeline prospects.” And here is where the fun begins—contacting, presenting to, bringing to meetings, giving brochures, supporting, socializing, informing your prospect—building their faith and belief. When these “pipeline prospects” become your business partners, they will be informed, motivated and enthusiastic about starting a new adventure with you and your company! For each new business partner, you’ll then take his or her “Pipeline Process” form from the Pipeline section and
M an agin g Your Prospects- Page 1 of 6
Prospect ing isn’ t an event ; it ’s a process.
transfer it to the Partner section. You’ll begin a new “file” and include the “Partnership Action Plan” and “Partner Communication Log” forms. Critical to the process is conducting a Partnership Action Plan session with your new business partner. The longer the session, the more time it will save you in the weeks and month s to follow. The process is simple. This highly effective management tool will not only keep you organized, but throughout each stage, will provide a record of every interaction you had with your prospects and partners. Continually "prime" your Pipeline with new contacts, developing relationships with them. All along, you will be providing the knowledge and understanding to fuel their desire to build their own successful network marketing business.
Your Goal
SponsorTwoNewPartners The Pip eline™ contains
During the next six weeks, your objective is to sponsor two new business partners using Th e Pipeli ne™ Relat ionshi p M anagement System . Enter the following goal into your Goal Plan Worksheet in your Action Course workbook:
valuable insight s on working wit h your p rospect s at each st ag e.
MySix-WeekGoals Goal Category
Managing Prospects
Goal
Actual Result
Sponsor Two Partners
MeasuringYourGoal To achieve 100% for this Goal Plan, complete all projects as listed below (also see Projects section). You can exceed 100% by sponsorin g additional partners after the required two. Percentages are allocated as follows: Week 1
Week 2 Weeks 3-6
Bonus Project
Read Th e Pipeli ne™ training sections and listen to Th e Pipeli ne™ audio tape Develop and prioritize a list of 100 prospects Contact 24 prospects Conduct 8 presentations Sponsor two new partners and conduct Partnership Action Plan session with each Sponsor and conduct Partnership Action Plan sessi on with each new partner
10% 10% 20% 40% 20% 10% each new partner
Each week at your team session, enter the total of percentages earned onto your Scratch-Pad Worksheet for “Achieved to date.”
HowtoAchieveThisGoal We recommend that you read the training sections of Th e Pipeli ne™ Rela ti onshi p Man agem ent System and listen to Th e Pipeli ne™ audio tape, then complete the projects and To-Do’s. Do these at a time when you can focus—you have no distractions and can take notes.
M an agin g Your Prospects- Page 2 of 6
ResourceMaterials Enclosed as part of this Goal Plan are the following resources: T h e P i p el i n e™ R el a t i o n s h i p M a n a gem en t Sy st e m and Th e Pipeli ne™
audio tape with John Kalench, Pat Davis, and Kirsten Park
Howtousethisresource: Assemble your Pipeline and familiarize yourself with each section, using the instructions provided. Training segments are included at the beginning of each section to introduce you to the purpose and importance of each area, and provide valuable insights on working with your prospects at each stage. Listen to Th e Pipel in e™ audio tape. Have your Pipeline in front of you as you listen to the tape. Take notes.
PROJECTS
ing t y fo l lo w s hee rk ve a l l m f u l ly and n Wo la i ll ac h ie l P _ __ _ , w y goa l s care Goa __ _ __ _ __ lec ted a l l m . I comm i t to I _ __ _ __ _ _ ve se hem y goa l s.
_ t h y o f t r a l l _ __ _ __ _ _ __ __ . I ha ac h ie vem I, _ __ _ __ _ __ _ __ _ __ _ __ capa b le and wor (6 ) wee k s to re spon s ib i l it y fo goa l s b y ha t I am bo t h ver t he ne x t s i x t to ta ke f u l l lec be l ie ve t y be s t e f for t oe xc u se s and e p an y g i v ing m o o f fer u re f u se t l t s. u s s l l re a u o s m y k G l Re t u ta Wee Ac
List all major projects designed to support your goal—what you must do, learn, organize and purchase, people you must talk to, agreements you must make, and support you must receive. The following is a list of recommended projects that will fulfi ll the requirements for you to achieve 100% of your goal for this Goal Plan. But remember, this is your Goal Plan. U se your imagination and ask for h elp from your teammates to brainstorm, select, and prioritize bonus projects to do in addition to your 100% projects. Any additions shoul d: complement the projects listed; satisfy the objectives for this Goal Plan; and contribute to your learning the ideas to a greater degree—which would proportionately add greater results for you! Transfer your list of projects to your Goal Plan Worksheet in your Action Course workbook. • Read and familiarize yourself with all Pipeli ne training sections • Listen to The Pipeli ne™ audio tape • Develop and prioritize a list of 100 prospects • Develop telephone script • Make initial contact with 24 prospects • Schedule eight presentations • Conduct eight presentations • Sponsor two new business partners • Conduct Partnership Action Plan session with each new partner
TO-DO’s
You must complete a number of small er steps or To-Do’s relating to projects in this Goal Plan—projects you have recorded on your Goal Plan Worksheet. You are responsible for identifying and listing your To-Do’s WEEKLY. Only you can decide what must be done to complete your projects. Review your projects regularly to check your overall progress and to determine your To-Do’s for the week. List the activities on your weekly To-Do Worksheets and cross them off when you complete them. Any To-Do’s not completed must be added to your next week’s To-Do list. Your To-Do’s might include: • Purchase a 5.5” x 8.5” time management calendar • Schedule time on my calendar to concentrate on my projects M an agin g Your Prospects- Page 3 of 6
r y tego l Ca oa G
x i y S M l Goa
_ __ __ _ __ Da te_ _ Toda y’ s _ __ _ __ __ _ __ _ __ __ _ __ _ _ __ _ _ __ _ _ __ _ __ _ t he te o ver S igna t ure comp lea bo ve goa l s: d to t nee y s u m s I a l l o f p le I m pro jec t h se; peo f ma jor ac ie v ing s a l is t o ll a s s is t me in i ze, and p urc ha lo w ing i i s t rece i ve. T he fo l x wee k s t ha t w n, p lan, organ s uppor t I m u ted le p m Co ne x t s i m u s t do, lear u s t ma ke, and t h ing s I eemen t s I m ta l k to, agr s
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Transfer your list of projects to the Goal Plan Worksheet in your Action C ourse workbook.
Through The Pipeline™
• Insert Th e Pipelin e™ Relat ionship M anagement System into binder followi ng instructions provided • Read Th e Pipeli ne™ training sections • Listen to the Pipeli ne™ audio tape and take notes • List 100 prospects • Prioritize prospect list • Contact an experienced distributor for h elp on making calls to prospects, making presentations, and sponsoring • Read a book on telephone techniques • Contact 24 prospects (actual connections, not voice mail messages, phone tag, etc.— and cont in ue call in g prospects from ) m y list of 100 un ti l I have connected wi th 24 prospects • Identify learning style of your “pipeline prospects” and mark on their Pipeline Process forms • Schedule eight presentations • Prepare for presentations: practice and gather all necessary forms and supplies • Conduct eight presentations • Sponsor two new partners (Break i t down t o one new partn er by Week 3, th e other by Week 4, all owin g th e remai ni ng weeks ) for “bon us sponsorin g.” • Practice the Partnership Action Plan session with a teammate • Complete Partnership Action Plan session with each new partner • Contact those in your pipeline (call, send a card, audio tape, video or brochure, etc.) (See pages 1 through 3 of the training section behind the Pipeline tab.) • Invite three prospects in pipeline to a meeting
syst em, turn t rk shee - Do Wo k 1: To Wee le te p m s To Co c it v ti ie
your p rospect s
__ A _ _ _/ 9_ 7 __ _ To_ __ _ 5/2 0 8/ 9 _ _ 7_ _ __ _ m_ __ _ 4/_ F ro
List project activities on th e To-Do Worksheet in your Action C ourse workbook.
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Any To-Do’s not completed must be added to your next week’s To-Do list.
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business.
OtherSuggestedResources The following are available from MIM, Inc. at 1-800-388-1738: The M aster Prospecti ng Goal Plan includes 17 Secret s of t he M ast er Prospector by John Kalench, which provides secrets and lessons on becoming a master prospector. B ei n g T h e B est Yo u C a n B e I n M L M by John Kalench, Chapter Five
covers the prospecting process. You will find tips on contacting your prospects by telephone, setting appointments, and dealing with the likely questions posed during initial calls. Chapter Six covers presentations and conducting face-to-face meetings. The M a s t er i n g O b j e ct i o n s Goal Plan provides an effective strategy for developing responses to common objections associated with building your
M an agin g Your Prospects- Page 4 of 6
business. Includes working with the resource L.I .S.T.E.N. - A Six -St ep Process: Your G ui de t o Successfu ll y An sw eri ng All Obj ection s with John Kalench, Kirsten Park, and William Todd. The Gi vin g On e-on -One Present at ion s Goal Plan has insights into creating your own effective and concise presentation of your business and opportunity, both in demonstration and in creating your presentation book. Su ccess Gu id e™ catalogue pamphlet of M IM, Inc.’s training and support
systems, including seminars and workshops.
OPTIONAL: HowtoUseThisGoal PlanAsaTopicForYour Team’sTrainingAgenda Your team will gain great benefit when you present M anaging Your Prospects as part of the training agenda. For your session, we suggest any of the following: • Discuss reasons for having a prospecting system. • Explain the purpose and benefits of Th e Pipeli ne™ Relat ionship M anagem ent System . Include the tremendous duplicatable benefit— havin g such a comprehensive yet simple prospecting management system that works, your new business partners will follow suit! They will have an easier start launching their business. • Explain Th e Pipelin e™ Relat ionship M anagement System process from completing the prospect list to conducting a Partnership Action Plan session with a new partner. • Brainstorm with teammates about why and how to prioritize prospects. • Invite an experienced person to relate how they identified new business builders. • Role-play a Partnership Action Plan session with a teammate.
When you have comp let ed a ll t he st eps in t hi s Goal Plan , you will have ma st ered a syst em of effectively working with
CLOSING
When you have completed all the steps in this Goal Plan, you will have mastered a system of effectively working with your prospects—tracking and moving them toward your goal of having them as business partners. By focusing on the relationship aspect of approaching your prospects, you will not only communicate with them more effectively, but will also form solid and lasting partnerships. They will then emerge from Th e Pipeli ne™ process as knowledgeable, understanding, respectful, enthusiastic, and committed business partners! By providing you with proven techn iques, training and support system s, we at MIM, Inc. supp ort you in your end eavors. We sincerely wish you the b est as you reach for and ach ieve your goals and dreams through th e network m arketing ind ustry. We look forward to receiving your Evaluation Form from the back of your workbo ok, in clud ing your success story relating d irectly to this Goal Plan. Feel free to call us at 1-800 -388 -174 8 for your contin uing ed ucation and suppo rt. M an agin g Your Prospects- Page 5 of 6
your prospect s.
Partnership Action Plan Name:
Occupation:
Leanne Smith 14855 Cross Pointe Avenue
Address: City:
O
Teacher
LearningStyle: V A P DateEnrolled:
4/26
Sponsor (If Different
San Diego CA
State/ Provi nce:
Zi p/ Postal :
91023
Country: ShippingAddress(If Applicable):
619
HomePhon e:
(
Work Phone:
(
)
Pager/Voice Mail:
(
)
Fax Phone:
(
)
468 -2221 531-9808 253-8846 225-5822
)
E-Mail Address:
S M i T H Name
Personal Information: Birthdate:
Spouse’sName/Occupation :
10/19
Children(s) Name(s):
Anniversary:
Sh awn / Real Estate
5/16/81
Sarah, Travis
Partner Communication Log
Partnership Action Plan A Dialogue of Goals, Strategiesand Agreements What is it about our company that makes it special? D at e:
C om mu ni cat io n:
4/26 4/28 4/29 5/ 1 5/ 2 5/ 6
The Pipeline™ is porta ble and
Had ac tio n pla n mee tin g o ver lu nch – all set , rea dy to go! Hel ped witWhat h f isirsitt about ord erthe- network Lea nne marketing men tio ned ann iver ry tr ipyou? industry thatsa attracts - send card Update on prospect list - 50 n ames so far!
S M o D o T i O T H
Met with Leanne’s top 3 prospects – Tom & Mary very excited - started on product. Leanne to follow up Notified Recognizing top corporate trainer in wetown opportunity have,5/14 is there anything you can see that could hold you back from taking full Discussed goal forthe attendance Name advantage of it? Any obstacles or hurdles we need to overcome? Reminded of special training - will bring 2 guests
Re -o rd er # PL F - 00 3
1 -8 00 -3 88 -1 74 8
© 19 96 T he Pi pe il ne™ i sa t r ad em ar k o f M il li on ai res i n M ot i on , I nc .®
The Pipeline Process
easily
Building th e bridge between relationships and partnerships i n my network marketing business.
duplicatable— your new
Name:
Leann e Smith 14855 Cross Pointe Avenue City: San Diego State/Province: Zip/Postal: CA 91023 Country: Spouse’sN ame/Occupation: Name(s) of Child(ren):
business
Shawn / Real Estate Sarah / Travis
LearningStyle:
Teacher
O V
A
S M i T H
P
Referred by (If Applicable):
HomePhone:
(
Work Phone:
(
Pager/VoiceM ail:
(
Fax Phone:
(
Betty Rhodes 619 ) 468-2221 ) 531-9808 ) 253-8846 ) 225-5822
E-Mail Address: Re- or der # PLF- 00 3
1 -8 00 -3 88 -1 74 8
© 19 96 T he Pi pe il ne™ i sa t ra dem ar ko f M il il on ai e r si n M ot io n, I nc ® .
Name
Contact Notes Date:
par t ners can
Occupation:
Address:
Method (i.e.sentbrochure,video,note,gavepresentation,called,etc.):
Result/To Do:
4 / 16
Se nt produ ct b rochu re
Set u p produ ct previe w appointme nt
4 / 20
Pr es en ta ti on /p ro du ct
B oo ke d p re se nt at io n w it h fr ie nd s 4 /2 4
4 / 24
Conducted presentatio n
4 / 25
Sent “Good Move” smart note
pick it up and
A-B-C
Contact Information Name:
B A
“GO” right from
B
Re-ord er # PLF-0 02
1 -8 00 -3 88 -1 74 8
Leanne & Shawn Smith 14855 Cross Pointe Ave San Diego, CA 91023 John Longo 2231 Main Avenue Sa n D ie go , C A 9 10 21 Pat Davis 111 Oak Lane Poway, CA 91881 Scott Ray 1834 East 10th St., # 4 LA 90331
Notes/ToDo
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Prospects
Leanne join ed company - set actio n pla n 4/26
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©1998 The Six-Week Action Course™ Goal Plan is a trademark of M ill ionaires in Motion, Inc.® 6821 Convoy Court • San Diego, CA 92111-9574 • (800) 388-1748 • (619) 467-9667 • Fax (619) 467-9504 No portion of this Goal Plan may be copied, electronically transmitted or otherwise reproduced in any manner whatsoever for the purpose of resale or distribution, without the prior written permission of M illionaires in M otion, Inc.®