Collect, Capture, Communicate and Close

My daughter Kailey has recently graduated from High School, I'm so happy for her and congratulated her by saying, "Aren't you excited to be the bottom of the totem pole again?" She immediately gave me that look of shock and said, "Oh no I forgot about that!" I laughed and reminded her about her promotion to middle school and waving goodbye to the elementary play ground, followed by the promotion to high school and that this, was not the end, yet another new beginning!

I love new beginnings because they should come with a new hope and a new attitude!

Everytime Lance and I get someone started in our business, The first question that they usually ask is "What should I do first?"

The answer is clear, start with a clean and fresh attitude! As I talked with my daughter Kailey before she headed off to register for college, I told her that college is quite different. She would be entering the new school with people of all ages and experiences, some would have junior college degrees, some would have work experiences, while others would enter like her at age 18. The number one thing was to remember to lose the senior attitude and adapt the freshmans hunger for learning.

Lance and I started our first business while we were in college while some of our associates have had multiple business experiences, but all of us have entered our current industry at “Point 0” ….

So here is what I've learned.

Ready to get your business started?

Let us begin at the beginning…

The 4 C's of Business Development

1. Collect- I like the word “collect” because it isn’t “scary”! We at Legacy have a very simple way of collecting contact information. Just today, I was at the hair salon when talking to my stylist I said “I’m going to send you a e-mail where you are the star in your own movie presentation”, she was intrigued and actually thanked me in advance for what I was about to send her!
Collection is easy. If it isn’t for you let’s talk, reach me at Tracey@TeamFQI.com

2. Capture- How do you capture people? It should be one of the easiest things you do today because of the internet!
Things to capture, Name, E-mail, Phone #, etc are basic, what else can you capture?
Are they on FB? If so, go to their info link and take note, they will tell you everything about them!
What works for you? Some people work well with individual index cards, some people log information on their cell phones, while others just review peoples social media sites to get a fresh look before they talk to their prospects.
*The more you capture, the more a person believes that you believe in them and their aspirations.

3. Communicate- We must/ have to have a way to communicate.
This is the “biggie” you must be able to regularly communicate with people without slamming a product or service down their throat. I laugh at a regular FB poster who is always self promoting and only talks about his product, every time I see his post’s it makes me want to “hide him”. That said his communication is terrible.
Things to think about, auto responder’s that sound genuine and not cut and paste.
Note: People see sales people as predators. I know, nobody wants to accept this, but it is true! We all have “caveman” ancestry, when they see people as predators they want to run for their caves, UNLESS you have built up a trust then they will feel safe.

4. Close- This is Big you must Collect, Capture and Communicate before you Close. If it was a one subject blog it would be called “Crush”. But to start with the “Crush” approach, it will not get YOU where you want to go. "Crush It" is a great audio book found on www.lbgint.com this is the cheapest place to download audiobooks by the way!

“Crush It”.
Note: Some people and systems will want you to believe that “Crush” is the best practice. But as we know we are a “Relationship Business and "A Crush" comes from the heart and stays with you for hopefully your lifetime”.

I heard this quote and it has stuck with me for years,
“Some people believe that I’m a great salesperson, yet I sell nothing, but people buy from me all day”, that is beautiful stated!

Here are a few more notes that I like, but lack the time to comment on:

1. You can buy a list, but you cannot buy a following.
2. To “capture” you must start with a story that someone will get emotionally involved with. So that when they don’t want to do something they will continue on, because of…..
3. When you communicate you need to ask for help. Do not just ask people to buy your product or service, tell them your story and ask them to refer people to you that need your service.
4. A hint, The internet has grown beyond secrets and lies (Thank Goodness) You have to be sincere, tell the truth and be transparent. Great audio book found of www.lbgint.com is called “Truth Agents”.

I hope that the 4 C’s have made you think about your approach to building a Legacy Business. All content was stolen, LOL! I would be a liar if I told you that it all came from me, it did not and I am proud to tell you that I am on line listening, reading books and asking questions. I believe in this process: Collection leads to Capture which leads to Communication which finally leads to Closure. Closure sets you FREE

BeFreeWithMeIn2010!

My5NetworkFromHomeTips

Even when you've got the right tools and ways to meet, communicating with others from home is still different from working in an office. I hope these five tips improve how you communicate with others from home.
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1. Make appointments
You set aside time to meet with someone in person, so why not make appointments for important telephone calls? By booking a specific time, you can be assured that your potential prospect will be prepared and more focused on the conversation. Like you, they may have done some prep work/research beforehand to make the call more productive.
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2. Stay focused on your phone conferences
It's easy to stray when meetings get long, but keep multitasking to a minimum during phone conferences. The other party can almost certainly hear that keyboard clicking while you respond to an e-mail. People want to feel valued, have you ever had a deep face to face conversation and someone is checking their cell phone, how did that make you feel?
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3. Attend weekly “meet up’s”
Try to attend at least one weekly meeting to keep in touch with others, this will keep you fresh and up to date on new practices and hey maybe even a little bit motivated to reach the next level! Have you noticed how many “social media meet up’s” there are in your community? People still like to meet “live”!
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4. Make sure you check your online sites
If you're never there, it's likely that people may think you're not actively building your business—even if you're working multiple hours a week. Responding to e-mail messages and social media posts will help remind people that you're still there and being productive.
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5. Be assertive
Don't always wait for people to contact you.
This is the number 1 success key:
Pick up the phone and contact people if they have visited your site - call them, if they made a comment on your site – call them, if you read something interesting that can lead you to a conversation and it could lead to a relationship personal/business – call them.

You need to be the one in control, Be Assertive!
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I hope my 5 network from home tips is of value to you, Tracey Smith http://wwwtraceyfqicom.blogspot.com/ , http://www.facebook.com/Tracey.Davis.Smith

Whats2Be

I remember 1991-94, That is when momentum hit our business so hard that the billion dollar company we aligned ourselves with - literally ran out of sales kits. Can you imagine that? I bet a few of you reading this post can well remember it :)

We did crazy things to receive products back then, like take orders by phone, we compiled, calculated and combined every order by hand , then called our up line by phone and had he/she did the same and so on and so on. Then a few days later a big truck would show up drop off all your orders and then everyone you sponsored would show up for hours and pick up “stuff”. Boy you were lucky if you lived in a single story home versus an apartment in those days and so was your down line!

We had funny phrases back then like the ones I just mentioned: up line and down line, meaning a derogatory you’re above me or below me.

Here are some more;
1. NLA? (No Longer Available) The first time I heard this I said “Why is it in
L.A and not here in San Diego?
2. BO? (Back Ordered) when I thought it was a disgusting body smell!
3. OS? (Out of Stock) Overseas shipped.
4. TNA? (Temporarily Not Available).
5. HAHA, #3 and #4 you usually paid for before you ordered and then somehow
never got your money back and I personally remember getting a loan to pay
back my distributors.

Well, thank Goodness for computers today and companies who don’t require such labor intensive practices to develop substantial incomes! I find myself laughing and smiling thinking about all those years even though I don’t regret them, I became financially free and still remain to be after 20+ years! Saying that, I don’t want to return to any of those out dated practices either!

Today, Lance and I are associated with a company that is leading edge in health and wellness. It boasts that they have never missed a payout (I’m grateful for that!) or back ordered one shipment of product. That’s very cool but the taunt “Never back ordered a shipment" means to me, is that we haven’t hit a "Real" wave of momentum yet and that EXCITES me!

Why? Because I’ve been here before, Déjà Vu! I know what it’s like to have a fine, well oiled and slick business that has plenty of products and people running the enterprise before momentum hits. But I will confess that I have never seen a business such as our go “Viral”. "Viral Marketing" has entered our stage, it will present the opportunity, explain the compensation and motivate the contacts, and all I need to do is truely network.

Networking today will fall into these four catagories:
1. Personal contacts (friends)
2. Associates (people you know)
3. Warm contacts (people who you run into but haven’t a relationship with)
4. Cold contacts (social media and people you just meet)

I have a hard time sleeping at night thinking about all the possibilities that lay before us in the Networking field. Can you imagine that a day has come that we can let a proven system work for us and that all we have to do is truly spread the message.

So I will leave this post by saying: “Whats2Be”, is Truly “Up2Me”!