Using a Transition Question

Alright, so you asked a qualifying question and the person shuts down the idea of them looking into our business opportunity.

No need to fret, there is still the possibility that they will become a customer, if you use this question VERBATIM:

"Alright, the reason I ask is that I recently partnered with a fitness/nutritional company that is really changing lives, if I brought you some samples would you try them? Because I'd love the chance to earn your business"

Don't change the wording, just use this exact language, there are some subtle psychological cues in the wording that make a person far more likely to try some samples and be receptive to checking out your products.

Do this and teach your new coaches to do it and you will end up making 5-10 times more money in your business. Why have your people do $100 in personal volume every month when they could do $1000 in customer volume???

Qualifying on the Phone

I like asking qualifying questions on the phone because it allows you to control the interaction more efficiently.

There are basic principles on how to ask a qualifying question, give it your own flair, but follow these guidelines. Eric Worre has one of the best pieces on qualifying questions that I've ever seen, follow it to the letter and you will have a much greater ratio of people who will become interested:

Recruiting Guidelines

The Presentation

Down to business, your prospects are about to walk in the door and sit down to watch a presentation about your company! You've got our standardized presentation powerpoint downloaded and ready to go!

Make sure a few things are taken care of:

1: No distractions, phones off the hook, pets and kids out of hearing range.

2: Keep it simple, don't rearrange furniture, set up any displays, or serve anything other than Shakeology.

3: Start on time, a culture of waiting for late people wreaks havoc. If anything, tell the chronic late-showers that the meeting starts a half an hour before you plan on starting.

4: Be passionate, but don't worry about being perfect; people don't need to see that you're an awesome presenter, they need to see that they can do what you are doing! I've actually seen meetings where slip-ups, mistakes and embarrassing moments yielded a higher sign-up rate than many perfect meetings!

Delivery of a 3rd Party Tool

Alright, you got on the phone and your prospects promised that if you sent them a DVD they would watch it by "x" date. Now remember, our next goal is to get them impressed enough that when we get on the follow up calls, they will be willing to attend a meeting.

Beachbody has several videos that we can use, just use the one that you think will excite your prospect enough. I usually default to the "Decide" video if I can't think of a reason to give my prospect a different video.

That being said, if a person does iron man triathlons, he/she probably won't be as interested in a video on the workout programs; try a video on shakeology! If a person tries to eat well but has a hard time finding time to get to the gym, give them a video about the workouts.

Qualifying Question

Qualifying people to see where they stand is where it all starts, and there are two contexts within which it can be done:

1: On the Phone
2: In Person

One of the most important things you can possibly do for your financial future is use a transition question.

-Transition Question

Remember, your whole goal is to lead a person to either:

A: Review some materials on the business
B: Try a Shakeology sample and watch a quick DVD

Your job is not to be the movie, just the trailer. There is an old maxim in this business "The more you talk, the less you'll make". Follow the script and you'll do just fine!

The Prospecting Process

1: Qualifying Question
2a: The Pre-Approach Pack
2b: The Customer Pack
2: The Follow up Call
3: The Three Way Call
4: The Meeting


Common Objections you'll encounter and how to talk them through in a professional manner.
-Not Enough Time
-I'm not cut out for this business
-I don't have the money
-Is this a pyramid
-I'm not a fitness expert
-I'll ask if my friends are interested
-Bad experience in another company

"The best batters in Major League Baseball are out seven out of ten times, you too will step up to the plate and fail far more times than you succeed, but it only takes a few successes out of a hundred to make you a Network Marketing All-Star"


Follow our prospecting process so that you can efficiently sort out people who are interested, from those who aren't. Remember that your job is to sort, not sell; our system wastes minimal amounts of your time while allowing interested prospects to get increasing amounts of information without feeling pressured into doing something they don't know enough about.

Keep this in mind as you progress through the process: your sole goal is to move a person along to the next step in the process, your job is not to get someone signed up, your job is to give people enough information for them to make a decision. By making it your goal to get someone to the next step, you don't feel like you're pressuring anyone to join, just to make smart decisions and expose themselves to an opportunity that could change their life!

Chicken List

Go through your warm market names list and name:

The 10 Wealthiest
The 10 Most Successful
The 10 Most Respected

Try to avoid overlap

This is your chicken list, these are the people most people are intimidated to contact, they are also the first 20-30 people you are going to contact.

You'll thank us later.