Now we are going to decide if you want to approach the prospect as a potential client
or as a potential rep. In either case we will have both client and rep conversations at some point in our dealings, but how we first approach them will be different. Keep in mind the client scripts that follow should be used with people in your HOT and WARM market. People that you know, like and have a bit of credibility with.
These are the people who are your top candidates to utilize our products and services with whom you have the best of the best rapport. They should meet a minimum of 4 of the 5 qualifications from M.A.C.H.O. (Three qualifiers are acceptable if one of the three is Married or Children)
Why? Generally speaking, most potential clients who have 4 of the 5 qualifiers of M.A.C.H.O. almost always have a need for the products and services that we offer.
Don’t worry about not leading with the opportunity here first! We will always present out business opportunity to our clients.
Why? We’ve found that the BEST RECRUITS meet a MINIMUM 4 of the 5 qualifications form M.A.C.H.O., with CHILDREN being one of them. Additionally, who do most potential clients who are Married, or have Children associating with? You guessed it! With those who are likely married and have children as well. Lastly, we found that many of our clients become recruits and recruits will become clients.
These are those who you would want to go into business with. These are people that you have the best of the best rapport. Potentially they may be the same as those you thought of above, OR they generally have three or less of the M.A.C.H.O. qualifiers.
Why? Generally speaking, most potential recruits who have 3 or less of the 5 qualifiers of M.A.C.H.O. and generally don’t have a need for our financial products and services YET. Remember though, clients become recruits and recruits become clients.