Scripts

New members are the life blood of your business and

the very key to a large residual income. One of the

very best ways to get new leads is by asking people

for a few referrals. Oddly enough, these don’t have to

be people who are interested in you or your business.

They can be someone you just met, someone you know, or

even someone who said no to your business. Keep in

mind that although the average mature person knows

more than 2,000 people, our root problem is still that

we don’t know enough people! However, every person you

talk to knows hundreds of people you don’t know.

Everyone has the potential to lead you to someone who

would get excited about some aspect of your business -

all you have to do is ask!

Here’s a simple script you can use to get referrals

from those who told you no about the business: “Hello,

Bob, this is ______________. We spoke a few months ago

about how glutathione is so closely connected to

improved immune system performance, and how immunocal

is helping many people enhance their levels of

glutathione.”

“At that time you weren’t interested in participating

yourself, and I respect that decision. But it would

mean a lot to me if you could point me to a few people

you know who might be interesting in feeling better,

or encouraging their immune system to help them with

complex health problems like asthma or arthritis or

cancer or some other form of autoimmune disorder.

Would you be willing to help me out?”

Be sure to include “… someone who would like to look

better …” because of the emotional tie this will

produce. Using a script like this, there’s virtually

no limit to the number of people you could talk to,

and a percentage of those people will happily give you

referrals. Since your business is still “a numbers

game,” the more people you present the option to, the

more associates you will find. (Keep in mind, that

although our product produces stunning results with

people’s immune system, he does not KNOW that. It is

helpful to mention again some of the experiences you

know about where someone with greatly helped .

Something may have changed in his/her life since you

spoke last and they may volunteer themselves.)

Look at the Numbers

Let’s be very conservative and say that after tracking

your numbers, you know that you need to make 5 initial

contacts in order to find 1 new customer.

Keep track of how many people you need to call in

order to get 1 referral. Assume that for every 5

people you speak to, one gives you an average of 2

referrals. Therefore to get 20 referrals, you’d need

to call 50 people in order to find 10 who would give

you 2 names each. These 20 referrals should lead you

to 4 new customers.

HINT! Ask 5 people a day for referrals and it could

lead you to 12 additional new customers a month, over

and above your normal production !!!

Although the average mature person knows more than

2,000 people, our root problem is still that we don’t

know enough people, especially talented, motivated

people! And guess who some of those kind of people are

- someone who is soliciting you! And, every one of

them knows hundreds of people you don’t know. Because

they usually work for a telemarketing firm that makes

their job challenging, they are often open to a short

discussion about something compelling that can add

some income. And many will know others in their group

or circle of influence who need what we have.

So don’t be turned off by someone trying to sell you

something — they are some of the most courageous,

talented, and motivated people you can find. Consider

these people as a precious resource — and they

already know what they’re doing.

One of the most successful people I know in network

marketing responds to all “solicitor calls” that he

can. When he can’t work them right then, he responds

with something like this:

“John, let me stop you just a moment. I’m really

impressed by the way you handle yourself and I’d like

to know more about what you’re doing, but I don’t have

time right now. Would you do me a favor and tell me

how I can get back to you when I have a few minutes?”

(Or “would you e-mail me something so that I can get

back to you?”) Then he can work the valued lead when

time is more appropriate.

When you have contact information in your hands, you

have a lead to someone who may be the most creative,

courageous, prepared, person you will meet that day.

What’s more, since they’re trying to make an

impression, they probably came with a more receptive

attitude than others you met.

When you are sharing something that requires a

decision, remember how some people stall around for

days, even after they’ve decided to do something? This

wastes so much of your time following up and checking

back that your frustration level is almost exceeded.

One of the most overlooked options we have to

encourage people to take action now is to ask them to

do you a favor. It is a powerful motivator for people

we know — and even a stranger will often extend the

courtesy.

Assuming that you’re asking people to do something

that will be good for them — save money on their

healthcare costs — and they are leaning toward a

favorable decision, save yourself a lot of time and

frustration by learning to feel comfortable asking

them to “do you a favor and help your business” by

enrolling.

The phrase you choose should probably be committed to

memory so that it will be executed smoothly. It can be

something like this:

“John, may I ask a HUGE favor?” (Stress the word huge)

Be quiet and let the person respond.

“Assuming what I’ve shown you makes sense, based on

our relationship, would you do me a personal favor and

support my new business by giving this a try?”

Be quiet and let the person respond.

You will want to develop your own phrase to suit your

personality, but the essential elements are (1) ask

permission for the favor (2) some positive assumption,

(3) ask the personal favor, and (4) try it out.

Since most of us are conservative by nature, we will

suffer slight discomfort the first few times we choose

to use this powerful tool, but I can assure you that

once you see how much time it saves and satisfaction

it creates, you will not regret the change. I know of

one entire company that has used this concept as their

central theme since the early 90’s to build a HUGE

business in, of all markets, long distance.

You ask prospect: John, what if I told you I found a

20+ year old research company who makes a stunning

natural wellness product with 10 International

Patents, 23 clinical trials with peer review journal

reports, that qualifies for Medicare/Medicaid

reimbursement? That’s more credibility that I’ve ever

seen on anything. Would you want to know about it? -

presentation that will explain even more — and it has

a link to my website. What’s your email address?

(Here’s how>) — — — No email or

no internet?

After you’ve visited my website I’d like to get you on

the phone with me and my upline partner who’s very

knowledgable. He’s helping us build our group… — — -

very important to 3-way for the VALIDATION process

— — — — — — — — — — — — — — — — — — — —

Bullet statements: (put into your own words) Super

Credibility 20+ year old research company Montreal,

Canada 10 International “Method of Use” Patents 23

completed Clinical Trials reported in peer review

journals Listed in Physician’s Desk Reference (PDR)

Qualifies for Medicare/Medicaid reimbursement

Identified positively on FDA.gov website

PubMed/Medline research listings: Over 60,000

listings for Glutathione Over 600 listings for Brand

Name Immunocal

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