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Leapfrogging
In most cases, the reason people do not become involved in MLM
is because they do not believe
THEY can do it.
However, it is much easier for these same people/prospects
to believe that the people they KNOW
can do this business.
Leapfrogging is simply a way to bypass
a person’s beliefs about his or herown abilities or time priorities,
of which they have great conviction.
Instead of focusing on what they can or cannot DO,
focus on who they KNOW
that you know might do well.
The prospect cannot object with conviction
about someone they know who would not or could not
do this business.
Do not ask if they want or can do this business.
Leapfrog instead.
Ask your prospect to tell you who they know in occupations that you know are successful
in MLM.
Small Business Owners
Health Care Professionals
Retired Military
Entrepreneurs
Former Network Marketers
Single or Stay-at-Home Parents
And more…
EXAMPLE
Ask the prospect:
“Who do you know that is a small business owner?”
EXAMPLE
Ask the prospect:
“Who do you know that is a small business owner?”
Draw a circle and write your prospect’s name inside. Tom
Draw a sponsorship line below to a second circle with the small business owner’s name inside.
EXAMPLE
Ask the prospect:
“Who do you know that is a small business owner?”
Tom
Julie
Now ask your prospect additional questions about the name they have given you:
Where does Julie live?
How long has Julie owned her small business?
How large is Julie’s client base?
How long have you known Julie?
Tom
Julie
Be enthusiastic about your prospect’s responses.
Let them know that the person they named has the potential to do very well in MLM.
Explain why that profession is so suitable for success.
Tell stories about successful Distributors with similar professions.
Point out logical reasons they should be successful.
It is important to repeat—for effect—
the value of each profession, and why it is well-suited
for success in MLM.
Small Business Owners
Entrepreneurially minded risk takers.
Business owns them, instead of them owningthe business.
Many business/client contacts.
Health Care Professionals
Quality products/services thatsupport patient health and wellness.
Large client base.
Looking for early retirement opportunities.
Retired Military
Trained leaders who typically retire early and have time
on their hands.
Entrepreneurs
Risk takers who know they can do anything they put their mind to.
Former Network Marketers
Hundreds of contacts.
Single or
Stay-at-Home Parents
Looking for a part-time second stream of income through a
home-based opportunity.
Once you’ve made your case, ask:
“Do you think Julie knows at least 5 or 6 other small business owners?”
Tom
Julie
When you get a yes, draw sponsorship lines below the small business owner’s name, with four corresponding circles.
Tom
Julie
You
over the prospect
To reach their contacts!
Leapfrog Tom
Julie
Repeat the Leapfrogging exercise until you have at least
two separate groups…
Ask the prospect questions like:
Who else do you know that owns a business?
Do you know any health care professionals or retired military people?
Who do you know that has tried Network Marketing before?
Do you know any single or stay-at-home moms who could use some extra cash?
Until your diagramlooks something like this:
JillJulieMike
Tom
When you have drawn two or three exciting groups of possibilities, ask the following question:
“How soon can we get together for your follow-up training?”
— OR —
“How soon can we talk to these people?”
Scheduling the next step
is more important than anything.
Focus on when you can begin approaching their prospects.
• Assure them of your partnership with them.
• Explain how you and their upline will work with them personally.
• Tell them that you provide the training, while they provide the contacts.
You have now presented them with ownership of a
profitable organization.
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