DON’T MISS THIS SPECIAL CALL! DAVE MACKENZIE HOSTS; NETWORK MARKETING MASTERY WITH GUEST TODD FALCONE WEDNESDAY, FEBRUARY 16TH 8PM EST Todd Falcone brings over 20 years of in-the-field Direct Sales and network marketing experience to those looking for peak performance in their home based businesses. He is an internationally recognized trainer who focuses his attention on helping individuals produce results and transform their lives for the better. Todd’s real focus is on teaching people specifically how to do what it takes to succeed as a network marketer.  He hosts a weekly training call open to the entire profession, and is the author of The Fearless Networker™, an online newsletter that further embodies his mission of helping people succeed in network marketing. He travels extensively conducting seminars both domestically and abroad teaching the exact success principles and strategies he personally used to create financial freedom.  Todd is also the author and host of several very powerful audio training programs, including: Insider Secrets to Recruiting Professionals, How to Win in the Game of Prospecting, the Cold Market Lead Mastery Course, The Championship Prospecting Series, the Little Black Book of Scripts, and the Network Marketing Mastery Course. Check him out at http://www.ToddFalcone.com The call takes place at 8:00 pm EST (US) on Wednesday February 16th 1am GMT, 12pm Sydney on Thursday February 17th. The number is 712-432-8730 PIN 32345 This call will be maxed out, so dial in early. 8:00pm EST…712-432-8730 PIN 32345

“Facebook for Business”

Facebook can be used as a highly effective business tool. It’s great for marketing your products, landing business and connecting with your customers.

Here are some ways to use Facebook in your business.

.                Managing Your Profile

.                Fill out your profile completely this earns trust with your followers.

.                Establish a business account.

.                Read the Facebook rules regarding business accounts.

.                Install appropriate applications to integrate feeds from your blog and other social media accounts into your Facebook profile. (Although you should be careful before integrating your Twitter feed into your Faceboook profile, as a stream of tweets can seem overwhelming to your contacts.)

.                Keep any personal parts of your profile private through Settings.

.                Create friends lists such as “Work,” “Family” and “Limited Profile” for finer-grained control over your profile privacy.

.                Post a professional or business casual photo of yourself to reinforce your brand.

.                Limit business contacts’ access to personal photos.

.                Post your newsletter subscription information and archives somewhere in your profile.

.                Connect and share with others

.                Obtain a Facebook vanity URL so that people can find you easily.

.                Add your Facebok URL to your email signature and any marketing collateral (business cards, etc.) so prospects can learn more about you.

.                Post business updates on your wall. Focus on business activities, such as “Working with ABC Company on web site redesign.”

.                Share useful articles and links to presentation and valuable resources that interest customers and prospects on your wall, to establish credibility.

.                Combine Facebook with other social media tools like Twitter. For example, when someone asks question on Twitter, you can respond in detail in a blog post and link to it from Facebook.

.                Before traveling, check contacts locations so you can meet with those in the city where you’re heading.

.                Research prospects before meeting or contacting them.

.                Upload your contacts from your email client to find more connections.

.                Use Find Friends for suggestions of other people you may know to expand your network even further.

.                Look for mutual contacts on your contacts’ friends lists.

.                Find experts in your field and invite them as a guest blogger on your blog or speaker at your event.

.                Market your products by posting discounts and package deals.

.                Share survey or research data to gain credibility.

.                Use Facebook Connect to add social networking features to your web site.

.                Suggest Friends to clients and colleagues — by helping them, you establish trust.

.                Buy Facebook ads to target your exact audience.

.                Read up on Facebook Beacon to see if it might be useful for you.

.                Use Network, Group and Fan Pages

.                Start a group or fan page for product, brand or business. Unless you or your business is already a household name, a group is usually the better choice.

.                Add basic information to the group or fan page such as links to company site, newsletter subscription information and newsletter archives.

.                Post upcoming events including webinars, conferences and other programs where you or someone from your company will be present.

.                Update your group or fan page on a regular basis with helpful information and answers to questions.

.                Join network, groups related to your business.

.                Use search to find groups and fan pages related to your business by industry, location and career.

Part 7 of “The Art Of The Close” by Dave MacKenzie

Phase III Crafting your message around their personality type and closing them or allowing them to close themselves…

You really must have 4 different approaches after you quickly recognize a person’s personality type.  Because people are different, they learn different, and process things differently…A true reason that we have so many people making massive money here with Life Path Unlimited, is because they understand the art of the close and actually help people that not only want help, but deserve to be helped and qualify for the help.  And you won’t find manipulation tactics here because no one has a risk of failure; all of our products have a money back guarantee!

1. Driver This is the highly assertive, fast acting, go getting, risk taking sort of person who likes to take charge.  The need of the driver is to be efficient. If you are going to sell to the driver then stick to business. Forget about the small talk and don’t waste his/her time. But it takes just as much time to work with this customer as it does with any other, because you spend your time in preparing before you get there.
   He/she is going to ask you a fast two or three questions to check your competency, and if you can’t answer these then you are dead.
   Never give a driver just one option because you are taking away his/her control. Present him/her with options which are acceptable to you, then let him/her make the decision, Present the facts logically and plan your presentation efficiently.
   The weakness of drivers is that they don’t like to listen, because when they listen they lose control. So don’t ask them to listen too much. Come prepared with all requirements’ objectives, support material in a well-organized package. And you had better give the driver a one page summary.
   The orientation of the driver is now. It’s “get the work out today” and “worry about picking up the dead bodies tomorrow.” The question he/she is going to ask you is what have you got?  That is all he/she wants to know. Once they have confidence in your competence, they want you to go right to the bottom line, to the results. Don’t walk him/her through all the steps and processes and study you’ll turn him off. Once he thinks you are competent he does not want to go through all that.

1. Expressive Is a warm, outgoing, enthusiastic sort of a person who has a need to be stimulated. With them, you have got to establish a relationship first. They like a lot of relationship and a little task. They have all the time in the world for the relationship, but when you get to the task, they go very, very fast. You go back and forth; a lot of relationship and a little task.
   Expressive are future orientated. They are dreamers. If you want to sell an expressive, then earn his/her trust and find out what their dream is, and show him/her how your product or your service can help them get their dream.
   The question they want answered is what’s in it for them? They buy recognition, being first, being innovative and out in front.
   Expressive are the kind of people who jump off the diving board and then check to: see whether there is any water in the pool. They are risk takers. If there is any small print in the contract makes sure they read it and initial it. Expressives do not read the small print. They have trouble with the big print.  Sell the dream and recognition first…

1. Analytical Approach them in a straight forward, direct way, don’t be disorganized or messy. Build your, credibility by listing pros and cons to any suggestion you make. But never give an analytical two options because you are going to appear incompetent. You are supposed to have done your homework and come up with the right option.
   The analytical wants to know how. How is it going to work? Give them time to verify the reliability of your actions.
   The weakness of the analytical is that they have difficulty in deciding.
   A written guarantee is very valuable to them. They buy self-respect; they buy the knowledge that they have done the most intelligent, the most correct thing.  The key to an analytical is don’t expect a decision right now…Follow up is the key ingredient here.

1. Amiable You must develop an approach for an amiable person- This approach must be crafted towards a personality that relates to their feelings and community.  They are slow to act, low risk takers, he or she has to feel good about you.  They take more time to get know and develop trust.  They only want to do business with you if everyone wants to do business with you.  You have to sell team approach to them.  Always give your home number to an amiable.  They want to know why?  Why will it be important to me and people I deal with?  Amiables are groupies…they follow the herd and don’t want to be left out…You have to comfort, show proof, and work with them over the long term as friends…Most likely a hard sell up front, but maybe over time…

Part 6 of “The Art Of The Close” by Dave Mackenzie

Phase II…Immediately Discovering Their Personality Type

I will give you one question in a moment that will tell you exactly what a person’s personality type is…But before I do this, you must understand the four personality types…And BTW if you apply this to all of your relationships in your life and work to improve them based on your application of knowledge, your life will immediately change for the better.

The four personality types are:

1. Drivers
2. Expressives
3. Analyticals
4. 4. Amiables

The reason I laid them out in that order is because that represents the order of the easiest to hardest people to close…

Now you must understand that I am going to talk about each individual type on its own as it being dominant, with the understanding that we possess combinations of each. 

1. Driverà Drivers are bottom line driven people.  Tell it to me straight.  Measure everything by their accomplishments.  Easy to sell, they see the big picture, and they want to be in charge. Give them options. You typically only have one shot with these people so you have to use finesse with these people and find their triggers before you give them the bottom line so you know how to craft your main point.  The work with a driver is done before the conversation in your preparedness to deliver a message to a driver.
2. Expressiveà Driving by emotions, some-what risk takers , quick decisions but not as quickly as driver…very outgoing, social savants, they know how to work people and rooms, they are popular, they like to talk, they  love the party. à Expressive usually have some hidden triggers in their other personality types that you can use to close them.  Expressive are usually dominant as expressive but have one other strong personality type you must pick up on immediately.
3. Analyticalà Driven by numbers, they are sometimes very driven, but need numbers as proof.  Not risk takers, only if it’s a sure thing. They say no often. Asks a ton of detail questions, analyzes everythingà
4. Amiable-à Everyone’s friend, doesn’t want to say anything to hurt anyones feelings. These people are driven by kindness. They are the submissive.  They often need drivers to make decisions for them. They always talk about “giving to others” and ways to “make this a better world.” They are not risk-takers at all. They release stress “in buckets!” They never say anything, but when they do, it’s in “postal” proportions. When you see the news on television, about a guy who killed someone and the neighbor comes on saying: “Gee, he was such a nice guy!” Most likely, an Amiable

So what is that one question that you can use to immediately recognize someone’s personality type during your interview with the lead, a question that you can ask in the midst of your other rapport building and qualification questions? Here it is…

If you won a million dollars today, what are the first few things you would do?

After you ask them this question write down exactly what they say in order…ORDER is key, and I will show you why in a moment…

• The Drivers first will want to buy a business and invest in real estate, pay off debt, or do something around future planning.  They want to get rid of stress now…Whether that is in getting rid of debt / stress now or worrying about future income or stress later…There main goal in life seems to be constantly get rid of stress.
• The Expressive will talk about how it would “feel” to have a million dollars first, then about buying a new set of clothes, a new car, getting a makeover to make them self look better.
• The Analytical will immediately ask how much they would really get after taxes, how much they would have to pay in taxes.
• The Amiable will first talk about sharing the money with their families and then giving a percentage to a charity or a church.
  • People sometimes will say “invest the money first, and then buy luxury items for themselves, then give some away.” So that person is more Driver than amiable. Some people will say: “Help out my family and friends in need, then maybe invest.” Then that person is more amiable than Driver.
  • Some will say: “travel the world, buy a yacht, and then invest in real estate.”  More expressive then Driver.
  • The key is the “first thing” they would do.

By understanding what their personality type you are now able to go into the final phase of the close… In just a few days!

Part 5 of “The Art of The Close” by Dave Mackenzie

SO LETS TALK ABOUT PHASE I…BUILDING IMMEDIATE RAPPORT

The first thing you must do is to develop immediate rapport, so let me define rapport so you understand it as I do. By definition, Rapport is one of the most important features or characteristics of subconscious communication. It is commonality of perspective: being “in sync” with, or being “on the same wavelength” as the person with whom you are talking.

Defined in the Webster dictionary it is in accord, harmony, or sympathy; having a mutual, especially a private, understanding; in mesmerism, in that relation of sympathy which permits influence or communication.

There are a number of techniques that are supposed to be beneficial in building rapport such as: matching body language (ie, posture, gesture, and so forth); maintaining eye contact; and matching breathing rhythm. Some of these techniques are explored in neuro-linguistic programming.

On the phone it can be mastered in techniques like matching the persons tone, tempo and tonality or drawing them into your tone, tempo and tonality.

You will notice professional phone sales people make sounds while they are on the phone with a lead or student like uh hum, or mmmm, or they will giggle, laugh a lot, or they will make little sounds with their lips, tongue, and mouth to draw you in kind of subconsciously.

Start to listen to the pros do this on the phone (part of the ongoing training in the LPU support system)…Once you pick up on it; it kind of gets entertaining.

Some are so good at phone speaking that they are able to cut off their sound bites at the perfect an exact moment in time geared towards really drawing in your obedience to what they are saying by being obedient to their perfect craft of communicating.  Now the cool thing is you don’t have to be that perfect…

The art of closing comes down to your effective implementation of knowledge about human communication.  The more you read and study how humans give off clues to who they are, the faster you will make big money in this industry!  And to take it a step further, once you start to close according to human personality behavior, your sales will skyrocket through the roof.

In order to achieve mastery at this skilled Art of Closing, you must work on mastery everyday!

The more leads you posses whether you perceive them as good or bad the more opportunity you have to refine your art of closing!

BTW your perception of the leads you possess is a reflection of your level of awareness…

Always look at leads in this order and you will win big over time!

1. The first way to look at your leads is how you can help them achieve their goal, truly whether it is with you or not with you…
2. Secondly always look at each lead as a way to perfect your craft of closing!
3. Third way is to measure your success, by the amount of closes you obtain…

You have heard “don’t just play the game, become a student of the game…” Well the game of direct sales, network marketing, and MLM is “Perfecting The Art of Closing” or “Mastering the Art of Closing”

To develop quick rapport you must ask questions that allow you reach a common ground quickly…A place of understanding and sometimes the only common ground you have is the quest to achieve the dream!  Hopefully you understand that you are selling the intangible dream in this industry…

So your understanding of what their dreams, aspirations, goals, and their purpose for coming along into this online opportunity will allow you to instantly gain immediate rapport…

Gathering this information while syncing your voice tones, talking tempo, and speaking tonality will allow you to sync before you go into the next phase.

It’s like linking your phone to your computer…before your computer can communicate effectively with the phone and upload data… there is a little sync time or rapport building time before the transactions are made…

Now that you understand some of the simple surface techniques to develop instant rapport you must ask a question or a few questions that will automatically trigger the person to tell you what their personality type is without them knowing you’re asking for it…

And that leads to Phase II…Immediately Discovering Their Personality Type, which we will discuss later this week…

Part 4 of “The Art Of The Close” by Dave MacKenzie

“The Art of the Close”

It’s time for me to Truly Reveal My Secrets of Closing Someone into any direct sales or network marketing company or for that matter in any high level sales, fast and easy.  Yes, I agree systems are great and they take a lot of the heavy lifting off your back and you can have some results, but in order to have A List results you must understand what the ““Elite Marketer’s” understand, and that is how to close the deal!

I have been called a professional closer, but it’s not because I posses some secret magic that you don’t possess, it’s because I understand basic fundamental personality types and follow simple sequenced techniques when I close someone or in other words, allow them to lead me into the sale…

You Must Do three things immediately

1. Build Rapport
2. Identify without a shadow of a doubt their dominant personality type and their secondary personality type… Start to look at people as a personality type.
3. And thirdly craft your close around their personality type

By identifying their personality type IMMEDIATELY in the conversation, you are able to navigate effectively in dealing with that personality.  You are almost able to look at a person as a personality, providing you a road map to close them into anything you want to, instead of a person…So it really becomes a game and the one who gets the most closes wins!

WARNING: Possessing this powerful knowledge is a great skill to have because it helps influence people to make positive decisions, but if used in the wrong way, can be looked at as manipulation. Keep in mind, the goal is always to serve others by assisting people to solve their problems and provide them with solutions. The good thing about our system is we sort out those that truly desire and can benefit from the solution we offer from those that just aren’t a good fit or that the timing isn’t right. This is achieved first through our sales funnel process, second through a brief dialogue or interview to determine if there is a strong desire for change, and third through our automated presentation system so they can understand how they will benefit from the solution. The only people you will be dealing with here are highly qualified, and are already seeking what you want to give them. So we can now focus on being of service and stop worrying about manipulation, we can just perfect our craft.

Because this is true it is now your MANDATE, YOUR DUTY to close everyone you speak to that comes through this funnel, opening the door into our world of wealth creation, prosperity, and abundance with the technical know how to operate as an ““Elite Marketer”.”

These are the 4 phases your mind must subconsciously processes as you look to close a qualified person into your business and show how great is…the clues they give you must subconsciously, without them knowing, help you close them!

The phases will be revealed…

5 Secret Keys To Success by Kim & Shannon Jacklic

There are 5 secret keys to success that Shannon and I use that has taken us from paycheck to paycheck to top earners in this industry -

1.  Success Key 1 – Intention = You must have a clear intention of what you want to create for yourself.  Your goals need to be something your passionate about that your willing not to go without.

2.  Success Key 2 – Attention = Placing your attention on what you want and focusing on the end vision is key.  Most people are so focused on what’s not working, how little they have in their wallets and that’s what your giving energy and attention to.  Remember if you have children you give them attention, attention = LOVE – Most people are in love with being broke because their attending to it all day long.

3.  Success Key 3 – Energy = Everything on this planet is energy.  We are energy in a larger field of energy.  GET FIRED UP  ABOUT WHAT YOUR CREATING.  You will be a magnet to all the things you desire when you radiate this kind of energy.

4.  Success Key 4 – Belief = You must have an unbending belief in YOURSELF, PRODUCT AND INDUSTRY.  The most important belief is in Yourself.  When you have that, you are unstoppable in any business your in.  Know like you know that your in the process of creating massive success for yourself.

5.  Success Key 5 – Growth – You must be growth driven.  You must constantly me emersing yourself in that which empowers you.  This world is constantly evolving and growing.  What worked for you a year ago is obsolete.  We must constantly be learning and growing more. Learning new ways to market, constantly working on your own personal development.

Give these 5 steps your power!…”Believe” a more abundant life!

Step 3 The Fortune is in the Follow Up -  This is an old adage that is spot on. This is the secret formula for success that the Elite Marketers have mastered, either by careful study and practice, or by stumbling upon it by trail and error. The rewards of mastering this skill set are substantial…

1. “Elite Marketer’s in Network Marketing are like celebrity athletes in sports, the recognition within your community is unbelievable
2. The money borderlines 7 figures and even more, with the time freedom to go along with it
3. “Elite Marketer’s Get to Give More Than Anyone Else and Create More for More People, think about how much good you could do for society with more wealth?

Have you ever wanted to know what “Elite Marketers” Secret weapon is?

• Why they don’t seem any different than most people, but their results are out of this world incredible?
• Why they seem to get the best leads, even though their leads are the same as others?
• Why even though some of them seem kind of quirky, dorky, and carry themselves in a weird fashion, make sale after sale after sale?
• What are they doing different than you?
• How can you get 10 leads, call them all diligently and end up with zero sales and people hanging up on you, all the while an “Elite Marketer” can call the same 10 leads and end up with 3 sales, 2 people looking for ways to get started, and 2 more looking to find someone to refer to him…

What does the ““Elite Marketer”” know that you don’t?

• They understand sequence of communication with human beings
• They understand personality types
• They understand personality cues
• The are constantly perfecting their craft while you may complaining that your lead quality is poor

So in order to be an “Elite Marketer” you must master… “To Be Posted soon!”

You are now a few steps closer to making a CEO’s income and enjoying the freedom to live and work wherever you want. Hopefully over the past few days, you have had the opportunity to check out part 1, of The Art Of The Close “Lead Generation”.

If leads are the lifeblood of your business, then Interviews & Invitations are your “Connection”.

Step 2 Interview and Invite – This is just a brief dialogue to introduce yourself and determine if the potential customer and or business partner that has responded to the sales funnel is possibly a good fit for what you have to offer, and if you can be of service to them. Even “wet behind the ears” beginners can accomplish this step in only a few minutes using a basic script and a handful of simple questions. There is no selling or presenting at this stage, just a brief conversation and an invitation to learn more by attending and automated presentation system. The auto-presentation is hosted by professional, can be conveniently scheduled and will provide the all information required to make a relaxed intelligent decision while answering the most frequently asked questions. Again, you are way ahead of the curve and have eliminated the bulk of the heavy lifting by allowing the system to go to work for you.

Be sure to check back in a few days when we explore “The Follow up”….Be the best that you can be!

By Perfecting your “Close”, Making Money in a Home Based Business just got easier.  Here is part 1 of the steps to take to start making the money you desire.

Making a CEO’s income and enjoying the freedom to live and work wherever you want, leaving the 9-5 and becoming wealthy is actually much simpler than you can imagine.

It can all be achieved in the Direct Selling Industry as a home based entrepreneur, using simple systems, a leveraged profit model and outsourcing product fulfillment. If it is so easy then why do many people struggle?  The real secret lies in one skill set that I will reveal to you in this report.

First let’s review the basic components of the system that Elite Marketers use to create success. It is a simple 3-step process that has been time tested and adapted to take advantage of the latest technologies and marketing and sales strategies.

Step1 Lead Generation – Leads are the lifeblood of your business. As the saying goes,”If you are out of leads you are out of business”. Having an abundance of quality prospects is the critical 1^st component of the system.  The highest earners today utilize sophisticated Lead Funnels that incorporate the best of internet-marketing techniques combined with the best of direct response marketing strategies. This hybridized system generates highly targeted prospects in real-time at an affordable cost. The MIM Sales Funnel is on the bleeding edge of this marketing frontier, so you already have Step 1 covered. This puts you ahead of 99% of competing marketers and overcomes the greatest challenge budding home-based entrepreneurs face.

I am excited that you are looking to master The Art of The Close.  Step 2 will further help with your success & dreams.  Look for it soon!