How to close a deal

This article is from Train the Trainer Email Course:
Module 3: Closing (Part 2 of 2)

How to close?

Just ask.

That's it.

Really!

You see, during the presentation, the pressure is on the trainer. He/she needs to explain well that the prospect should be able to understand.

How to close a deal

However, during closing, the pressure now is given to the prospect. After presenting, the trainer (or the trainee) will ask which part of the presentation (or all of it) did the prospect like.

Once the prospect says I like the membership benefits, I like the savings program.

Then close:

"Since you like the benefits, let's process it now?"

Then watch and enjoy the show.

Closing rule 1: ask and then wait for the reply.

After asking, just wait for the reply. This is the fun part.

Prospect: "Do I have to pay now?"

You: "Do you have P3,700 (or whatever the price is) now? If so, yes. If none, we accept, cash, check, credit card. There's also an ATM below the building, I can accompany you in withdrawing." 

If the prospect looks interested outside (but internally isn't) he/she will then spew tons of excuses.

"I don't have money."

"I'm busy"

"I'll think it over."

However, if the prospect is really interested, he/she will have maybe a few questions, before he/she joins and/or saves.

You: "which part of the presentation did you not fully understand? So we can address it now. "

If the prospect has money, he/she will pay right away granting we have handled all his/her concerns, objections and even maybe complains. (Look forward to Module 4 as we will tackle handling objections)

Closing Rule 2: Always assume the prospect can pay right there and then (not pressure or force).

and by assuming it means, you are ready to receive their payments. That's why it is vital to have:

For manual processing: 
1. Membership forms
2. Kaiser forms
3. Acknowledgement receipt
4. and ofcourse, Pen

For online processing:
1. Tablet or Laptop
2. Internet Connection

You: "Since you are interested, I will be getting your details so that once you are ready, we can submit the forms right away. By the way, what's your complete name?" 

Then fill-out the membership form for your prospect. By filling up the forms for your prospect, it shows that you are there to give your service to them. (Though sometimes, they will say: "Aku na mag.fill-up nyan.")

After filling up the form.

You (ask again): "Let's process it now?"

If he prospect really doesn't have money. 

Prospect: "Wala pa kasi akong pera ngayon."

You: "So, kailan ba yung sweldo mo? Is it this coming 15th?" 

Prospect: "Uu"

You: "Sige, so I will just write it here on top ng membership form: 2/15/2017. Eto yung commitment mo to join." 

You: "By the way, don't let money be a hindrance not to start doing the advocacy in IMG. You can now start to bring your friends and families here sa office para ma.share din natin sa kanila ang ating advocacy." 

Optional: Ask for Referrals

"Also, can I ask some few names probably 5 to 10 with their contact info. People who you think will also benefit from this presentation." 

As discussed in Module 1: This is friendship borrowing.

Closing Rule 3: Always ask (or close) 5 to 7 times or even more. 

Just like in boxing, you don't just hit with a jab. You do a combination of jab-jab-right hook-uppercut!

So you must have an arsenal of different ways of asking your prospect to pay. As I shared in this email:

- Direct Asking: "Since you like the benefits, let's process it now?"

- Suggestive Closing: "Do you have P3,700 (or whatever the price is) now? If so, yes. If none, we accept, cash, check, credit card. There's also an ATM below the building, I can accompany you in withdrawing."

- Clarifying and Handling Concerns: "which part of the presentation did you not fully understand? So we can address it now. "

Most people don't join or buy when there is something they don't fully understand

- Handling too much questions: A lot of prospects have a lot of questions but sometimes, they are just asking for the sake of asking. Normally I limit a prospect's questions to 3, after that I'd say:

"If I answer that question, you will join now?"

or

"Once you become a member of IMG, we have a lecture for that. Let's process your membership now so you can attend an exclusive for member's training about that."  

- Filling up forms for commitment: "Since you are interested, I will be getting your details so that once you are ready, we can submit the forms right away. By the way, what's your complete name?" 

- Getting the commitment: "So, kailan ba yung sweldo mo? Is it this coming 15th?"  - "Sige, so I will just write it here on top ng membership form: 2/15/2017. Eto yung commitment mo to join." 

And a lot more. Just be creative in asking for the close.


THE PSYCHOLOGY OF CLOSING

As I shared in the previous module, the best presentation is your story.

You see in selling, it is all about influencing your prospect. You want to transfer your belief about your product, service or advocacy.

That's why in closing, the best way to also close is to "transfer your feelings" to the prospect.

How?

By practicing what you preach.

“I became a member of IMG because I have always been a saver and I wanted to learn how to save and invest the right way. I also want to be part of a community encouraging people how to save and invest.

How about you friend, do you want to save and invest the right way? Do you want to be part of a community that will help you and guide you achieve your dreams?

If you said yes, then be a member of IMG.”

You see, you can close right away by sharing your story. 

"I got my Kaiser savings program because when my father had a mild stroke, he didn't have a healthcare at all. Me and my siblings contributed our savings for his hospitalization. 

Thus, I got my own healthcare so that I will not be a burden to my future kids. How about you friend? That's why you should also start your own savings program." 

Always remember:

Facts tell. BUT stories sell.

That's it!

I hope you learn a lot from this module! Hit me an email if you have more closing techniques and experiences so we can also share with our community.

See you in my next email module: How to handle objections.

Invest in your growth,

Tiyo Pilo

Roles and Psychology in a Presentation

This article is from Train the Trainer Email Course:
Module 3: Closing (Part 1 of 2)

Now, it's time to make your prospects pay! But before we discuss about closing, let's tackle first the roles and psychology in a presentation.

Understanding these will ensure that we will be able to close our prospects effectively and make them pay (join and buy from you.)

Let's dive in Module 3:

Train the trainer - roles and psychology in a presentation

As I mentioned in the previous module, if you are still a trainee in the business, the smarter way to do a presentation is by maximizing your trainer.

Thus, a typical appointment involves the following:

1. Trainer 
2. Trainee 
3. Prospect (friend of the trainee)

Now, let us understand the roles of each person during the appointment and the psychology behind.

THE ROLE OF THE TRAINER:

Role 1: The trainer will be the who will discuss the benefits of the company to the prospect.

The psychology: the trainer provides credibility. Especially when you are new, there might be questions from the prospect that you can not answer.

The trainer should be able to handle those questions.

Another scenario is when you have joined other businesses before (and probably failed?) and then you approach the same people again, introducing another company - IMG.

If you do it alone, it would be difficult. But with a trainer, the trainer will provide the credibility that IMG is a different company with a very noble mission.

Role 2: The trainer provides coaching to the trainee.

The trainer should show the trainee that presentation is simple, clear, fast and very doable.

The psychology: it should be very easy that the trainee can say to him/herself: "Wow! it's so simple, I can't wait to do it myself."

Roles in a Presentation

THE ROLE OF THE TRAINEE:

Role 1: must introduce the trainer to the prospect

As mentioned in Module 1, the 1st people we should approach is our family. Thus, as a start, most prospects are friends or family of the trainee.

The psychology: the trainee holds the TRUST of the prospect. The trainer and prospect doesn't know each other thus the trainee should assure the prospect that this is a good deal.

Role 2: Since the TRUST is with the prospect and the trainee, thus the trainee should be the one who should close the prospect and make him/her pay!

Again, the trainee should be the one who should close the prospect not just the trainer.

That's why we should learn how to close! So, how do we close a deal?

The next email, I will share how to close, the rules in closing and the psychology behind.

Are you excited?!

Ciao for now.

Invest in your growth,

Tiyo Pilo


PS: how about the prospect?

THE ROLE OF THE PROSPECT:

The prospect is the one who listens, asks questions and decides.

Thus if you are the trainee, when the presentation starts keep quite, listen, learn and never ever asks questions to the trainer.

It's funny when the trainee has more questions than the prospect. I guarantee you, you will not be able to close the deal.

So again, when the presentation starts, keep quite, listen, learn and help your trainer close the deal!

Ciao, see you in my next email.

The Smarter Way to Approach our Prospects

This article is from Train the Trainer Email Course:
Module 2: Approach and Presentation (Part 3 of 3)

This approach is applicable as of 2017. New approaches are developed over time to help associates approach their prospects effectively.

Now we know how to approach our prospects the right way, it’s time to learn the different ways of presenting our opportunity and advocacy to people.

In the previous email I shared the approach + presentation combo. Show the MENU (Top 10 membership benefits), then take the ORDER (The IMG Checklist)

However, if you feel that you are still not confident with presenting about IMG, then there is a smarter way how to present. (I’ll share it in a minute)

BUT before that, let me share the before and after way of presentation.

BEFORE:

When we meet our prospects, what we do first is rapport building using the FORM formula. Then after that we conduct a short 2-minute survey.

Sample questions on the survey includes:

– Do you love your family?
– Do you have savings?
– Do you have debts?
– Are you interested to learn how money works?

The survey gives us an idea of what the person needs. After assessing the survey, we then show our presentation materials (usually placed inside a clear book)

We then discuss about the X-curve, the rule of 72, the solid financial foundation, sample product Kaiser, and benefits of joining IMG.

It takes around 1 hour to discuss everything and only to end up the prospect that is not interested after the long presentation.

It was soooo disappointing and frustrating. (I don’t know if you can relate to that?)

AFTER:

Today, it is so much easier. When you say “membership” everybody understands that!

When you say:

“Be a member of SnR”
“Be a member of Rotary Club”
“Be a member and avail SM Advantage Card”

The next question would then be, “What are the benefits?”

Same thing with IMG:

Today, you can directly say “Be a member of IMG.”

and your prospects will most likely say: “What are the benefits?”

No more tedious survey, no more 1 to 2 hours long discussion, today it is fast, simple, easy and very doable.

The Smarter Way

However, even how simple the approach and presentation are, still there are a lot of new IMG members who are still not confident of sharing the benefits.

It’s okay and normal. That’s why the smarter way to present is to bring with you your trainer.

Yes, bring with you your trainer and let your trainer discuss the benefits to the prospect.

Did you know that your trainer has an override in commission when you are able to close an account?

Yes! example: Your trainer is an SMD (his/her contract is 47% for Kaiser sales), your contract as an Associate is 20% as a start.

If you choose to discuss on your own, you earn 20% but your trainer will have an override of 27% (difference between 47% – 20%) Thus, he/she earns more than you.

This does not intend for you to hate your trainer but for you to maximize him/her. Every time you ask a favor from your trainer, they are more or less obliged to help you because your trainers are well-compensated. At the same time, trainers are really willing to help you too.

It’s a win-win-win situation: Your trainer earns by helping you, you learn and earn and your prospect gets to save.

As is said:

“I’d rather have 50% of something, than 100% of nothing.”

BUT what if I don’t have a trainer near me..

This is usually the case for OFW’s or places where there is no IMG office. Another smarter way of approaching and presenting to our prospects is using and leveraging the power of the internet.

As you can see, people are now doing webinars. Meaning your trainer can now communicate with you anywhere in the world.

You can be in Cebu, your trainer in Manila and your prospect in Hong Kong. That’s the power of the internet. 

Another smarter way is learning online marketing. This is extremely helpful especially when you are running out of prospects. It’s tapping the cold market but instead of you chasing prospects, prospects will be the ones who will contact you.

You can set it up in a way of writing a blog, or doing a YouTube video, once the prospect likes your content, they can decide to subscribe, you capture their email addresses and then send them a link to a recorded presentation video. Once they like the video you can then guide them step-by-step how to join the company.

It’s a little more complicated than that, that’s why online marketing may NOT be for everyone.

However, for those who are interested, you can click here and subscribe to learn more.

The best presentation is your story

The Best presentation 

And lastly, there is really no perfect presentation. I know a lot of associates who until now still don’t discuss or share to people (even to their families) about IMG.

Why? Because, they want to master everything first before sharing it to their families or friends. BIG MISTAKE.

They are afraid of sharing and when asked a question, they may not be able to answer.

I understand that. But for me and is also written in the System Builder Book: The best presentation is your STORY.

Again:

“The Best Presentation is your STORY.”

Share your story why you joined IMG. Speak from the heart. People will know that you are being sincere.

For me personally, here’s how I do it:

“I became a member of IMG because I have always been a saver and I wanted to learn how to save and invest the right way. I also want to be part of a community encouraging people how to save and invest.

How about you friend, do you want to save and invest the right way? Do you want to be part of a community that will help you and guide you achieve your dreams?

If you said yes, then be a member of IMG.”

As simple as that, I share my story, after that I can close right away. That’s the power of sharing your story.

—

Alright!

I do hope you learnt a lot from this email course.

We are now done with module 2.

Next step, module 3: CLOSING: 

– the psychology in a presentation
– the roles in a presentation
– how to close
– three rules in closing
– psychology in closing

Watch out for it!

Cheers!


Invest in your growth,


Tiyo Pilo

Approaching our Prospects the Right Way

This article is from Train the Trainer Email Course:
Module 2: Approach and Presentation (Part 2 of 3)

This approach is applicable as of 2017. New approaches are developed over time to help associate approach their prospects effectively.

The right way to approach our families, friends and prospects is using the FORM formula.

Approach prospects the right way using the FORM formula

What is the FORM formula? 

It means:

F – amily
O – ccupation
R – ecreation
M – essage: introduce IMG.

In my previous email, I shared that the only reason we call our prospects is because we want to meet them.

Don’t discuss IMG over the phone, just meet them or tell them, “Let’s do some catching up.”

Once you meet your prospect, don’t jump right away in discussing IMG.

Use first the FORM formula.

First, you ask your prospect about his/her family:

“Friend, kamusta na pala si Tito at Tita?” 
“Friend, ang laki na pala ng anak mo, how old na siya?”

Second, you ask about his/her occupation:

“Kamusta na pala work mo friend?”
“Tagal ka na ba diyan? Laki na siguro ng sahod mo.” 

Usually their reply will be: “di naman masyado. Kulang pa nga” – here you will learn that maybe he/she needs extra income

“Malaki na siguro savings mo sa work mo, anu?”

Again, usually their reply is: “Wala talagang ma.save” – here you will learn he/she needs help in terms of saving.

You see, by using the FORM formula, you can dissect the need of your prospect which will give you better chance in closing the deal because you now understand his/her needs.

Third, you then ask for her/his recreation:

“Friend, aside from your work, anu pa ba ung iba mong pinagkaka-abalahan?”

Your friend might reply: “Mon to Fridays yung work ko, Saturdays and Sundays nasa bahay lng”. – here you will learn his/her hobbies and most importantly, the schedule when he/she is available.

So that when you ask for an appointment, you’ll know when to set it.

Fourth, after asking about his/her family, occupation and recreation. I guarantee you he/she will ask you back: “How about you friend?”

Then, tell your prospect about yourself first, then lastly, slowly open up your Message: Introduce IMG.

Here’s how:

“I am actually working as a teacher (engr. or whatever your work), but at the same time, doing part-time and undergoing training as a financial trainer.”

And then you use the IMG Checklist + Top 10 Membership benefits page:

“I am a member of IMG kasi, and we are doing a Global Campaign for Financial Literacy. We are looking for people who want to be part of our advocacy, baka gusto mo ito i.check? Ito ung mga benefits (show the checklist and the top 10 benefits)”

After the checklist, there are three things you can do:

1. Set a schedule: 

“Since interested ka nito (ung mga chineck niya sa IMG checklist) – since, I am new – okay lng ba sayo meet tau ulit probably on your free time like Saturday (alam mo na yung free time niya using the FORM formula) and I’ll bring my friend (don’t say trainer para hinid ma.intimidate yung prospect mo.) para i.elaborate niya more about these benefits.” 

2. Invite to the office:

“Since interested ka nito, actually meron kami orientation training about sa mga benefits nito – especially itong financial education. Para mkatulong sayo how to save the right way. Are you available Tuesday, 7pm at JY Squaremall (or any IMG office)”

3. Present

This is the approach + presentation combo: show the top 10 benefits page + checklist. You can actually be straight to the point saying:

“Friend, pag.naging member ka ng IMG, ito ung benefits mo (show top 10). Just like becoming a member of a COOP, SnR, or any membership programs, meron kang mga benefits.”

If you are already familiar, then you discuss each benefit, one-by-one.

After you discuss the benefits, you then ask for the order (using the checklist).

“Based on what I shared friend, anu dito ung pinaka.gusto mo na benefit? Check mo dito sa checklist”

Just like going to a restaurant, the Top 10 membership benefits page is the MENU. While the checklist is the ORDER.

Show the MENU, get the ORDER.

That’s it!

How simple was that? 

In my next email, I’ll share the “before and after” presentation and the smarter way of presenting.

Cheers.

Invest in your growth,

Tiyo Pilo

Mistakes in Approaching our Prospects

This article is from Train the Trainer Email Course:
Module 2: Approach and Presentation (Part 1 of 3)

When I went home after I just became a member of IMG, bringing with me my KIT (with books and IMG materials) I told my siblings:

“I’m now a lawyer (jokingly while showing my kit), and gather around I have something to share to you!” 

My older brother said, NO. My sister said not interested. BUT good thing my younger brother said okay, so I discussed to him about IMG in his room instead of the living room for all to hear. (Lucky me, I was able to close him.)

You see even family members (at first) do not have a positive response about IMG.

Same thing with friends…

My best friends didn’t join me, and one of them even said, “You talk about making money so much.” 

It was frustrating.

Lastly, I approached my college and HS friends…

I was sooo excited that I discussed everything through chat in Facebook. After I did that, everytime I send them a message, the response is always: seen-zoned. OUCH!

Can you relate?

Those were my fair share of rejections. And I believed everyone of us will experience them. We can not avoid them!

However, as an effective financial trainer, we can minimize being rejected by our friends and families.

Module 2: Approach and Presentation

In this module, I will share what I have learnt about the right way to approach our prospects and try to apply them into your business. If it works, keep doing it. If not, you are free to reject it.

BUT before that, I want to share to you the top mistakes most new IMG members do. Are you doing these mistakes too?

Mistakes most new IMG members do

1. Excitedly share everything.

Why? Here’s what usually happens:

IMG member: “Hey friend, have you heard about IMG?

Friend: “Not yet. What is that?” 

IMG member: “It’s a financial organization and we share people how to save and invest. We save for healthcare, life insurance, mutual funds, bla bla bla bla.” 

Friend: “Okay friend. Baka scam yan?”

And you being very new.. most of the times, we don’t know how to handle or answer those kinds of questions.

At the same time, reality check: A lot of people don’t want to save, A lot are allergic with the word “insurance” and most of the times, when people hear the word investments, their normal response is “baka scam yan?”.

It’s not meant to hurt you, it’s just a naturally defense mechanism of people.

Have you done this mistake?

Do you ambush your prospects to attend a seminar?

2. Ambush people to attend a talk.

You called your friend, then sabi mo: “dinner tau, treat ko.” 

Then when you were done with your dinner, you then suddenly ambush them to attend a talk.!

BOOM!

Have you done this mistake? Haha

Please don’t. Why? What if that happens to you, will you like it? Of course not. And that approach seems very similar with those seminars having: “POWER! POWER!” during their talk. We are not like that.

3. Calling your friends in a weird way and discussing over the phone. 

Another mistake is calling our friends in a weird way.

IMG member: “hey friend, I want to set an appointment with you, are you available tomorrow?” 

Why is this weird? It’s not normal. It’s not natural. If he/she your friend, you don’t need to say “set an appointment” you can easily, “hey friend, I got something good to share to you, I will drop by tonight!”

As simple as that, be natural.

Worst case, when your friend will ask you back, “Why?” and you will be tempted to share everything about IMG over the phone!

Oh men, that’s one difficult thing to do.

Calling is never for discussion, it is always for setting appointments. The next time you call, most likely, they will no longer pick it up.

Have you committed any of these mistakes? It’s okay if you have, all we need to do is learn from those mistakes. And if you haven’t done it. Good job, be wise, learn from other people’s mistakes.

NOW we know what NOT to do, it’s now time to learn how to do it the right way.

In my next email, I will share to you the FORM approach and the approach + presentation combo.

Ciao for now!

Invest in your growth,

Tiyo Pilo

Four Areas in Prospecting

This article is from Train the Trainer Email Course:
Module 1: Sharelist (Part 3 of 3)

This is the last part of module 1: Sharelist – the raw material of your business.

After learning how to quantify and then qualify, there will come a time in our IMG career that we will run out of prospects.

Have you experienced the same thing?

Running out of prospects means running out of business.

How can you have a business without raw materials?

Four areas of prospecting

Four Areas of Prospecting

However, an effective financial trainer never runs out of raw materials. Why?

Because he/she understands the 4 areas of prospecting.

These are:

1. Natural or Warm Market
2. Friendship Borrowing
3. Friendship Farming
4. Professional Prospecting

1. Natural or Warm Market

This is usually called your KKK. Kaibigan, Kamag-anak, Kapitbahay, Kapamilya, Kapuso, in short Kakilala.

This is naturally the first people you want to share our concepts with.

Ofcourse, with our Mission-Vision, “No Family Left Behind.”

The first people you should share our concepts should be your family.

Possible Outcome: 

1. Positive – if your family is already a believer of saving and investing, they will totally support you. This is what happened to my family, all of them became IMG members and got Kaiser savings and mutual funds.

2. Negative – not because they don’t want to save or invest, but primarily because they want to protect you. By nature we want to protect our loved ones, so when they hear something new, our natural response is:

“Careful ka dyan ha, baka scam yan.”

The same goes to our friends and co-workers. That’s why it is also very important we learn how to handle objections which we will discuss on the 4th module.

2. Friendship Borrowing

An effective financial trainer also never forces people, that’s why when their KKK’s don’t join or buy from them they use the friendship borrowing method.

It means, to borrow friends or ask for referral.

Here are some scripts to use to ask for a referral:

Trainer: “Hey friend, since you are not able yet to join this great opportunity, who do you think among your friends can also benefit from this opportunity?”

“Who do you think needs to earn extra income?”

“Who do you think among your friends wants to learn about saving and investing?”

Remember: Always get the names and phone numbers so you can contact them later on. 

Possible Outcome: 

1. Positive – usually people love to help. That’s why, more often than not, people will gladly give referrals. You just need to learn how to approach them the right way.

2. Negative – some don’t want to give names and numbers. Their usual response would be:

“Ask ko muna friends ko, hindi kasi nila gusto ipinamimigay numbers nila.”

Friendship borrowing is one effective way of adding names to your raw materials. Have you tried this approach yet?

3. Friendship Farming

This 3rd approach is quite a bit advance already. Not everyone can do this but most people who are good at friendship farming are the ladies.

Yes, the ladies.

Imagine going to the bank. They are serving number 50 and your priority number is still 42. So you sit beside the other bank clients. And then using some creativity, you create conversation with the person you are sitting besides with like:

“Ang tagal, kanina ka pa dito?”
“Ang cute naman ng baby mo, how old na siya?”

And once the conversation started, you can then get to know the person using the FORM method – family, occupation, recreation and message. (Which we will discuss later on Module 2: approach)

Friendship farming is basically turning strangers into friends

However, when doing friendship farming, it is best you not to discuss your opportunity in detailed yet. Get their number and call them for an appointment. Remember: you just met them. Build relationship first.

4. Professional Prospecting

This one should be the last resort. Professional prospecting involves tapping into the cold market – people who don’t know you and you don’t know them.

This involves, flyering, posting in social media, blogging or online marketing, conducting talks in companies, using Facebook ads, doing video blogging and more.

Possible Outcome:

The percentage of this activity is so small, it’s quite difficult to do it. However, when done correctly, one can tap into an unlimited supply of raw materials.

BONUS: Here’s a video training on module 1 – Sharelist and Prospecting.

That’s it for Module 1!

To summarize:

1. Quantify first – write 100 names using the Executive memory jogger
2. Qualify – using the MACHODA
3. Then tap unlimited supply of raw materials using the 4 areas of prospecting.

In Module 2, we will learn how to approach our prospects the right way.

The people in our sharelist will not come to us and magically approach us to join or buy from us, we need to process them – or approach them the right way.

See you on my next email!


Invest in your growth,

Tiyo Pilo

PS: Again, watch here one of my advance video training on sharelist and prospecting.

How to Qualify your prospects using MACHODA

This article is from Train the Trainer Email Course:
Module 1: Sharelist (Part 2 of 3)

After we quantify (write 100 names) using the Executive Memory Jogger we then qualify our prospects.

When I was still employed, our products were dried mangoes.

The process starts from raw materials (fresh mangoes) to sorting to processing to drying to packaging to finished product.

The sorting part is where mangoes are inspected if the mangoes were overweight, underweight, overripe or just right.

If substandard mangoes are processed, then the finished product will not be desirable. Some will be too tough to bite, some will have dark yellow color, some will be too sweet or sour.

So the sorting part is a very crucial step in the process and that is why it should be done in the first few steps.

Qualify (Sorting) of your prospect list or sharelist using MACHODA

Sorting using MACHODA

Same thing with being in the people business. Our goal is to share financial education to people. However, to minimize rejection and optimize results, we need to learn how to sort or how to qualify our prospects.

To qualify our prospects we will be using MACHODA:

M – arried: these people are committed people as one of the biggest commitments they have made is saying “i do.”

Thus approaching them the right way and saying, if you really are serious and committed with your future then saving and planning the right way is a must.

A – ge 25+: these people are starting to get matured. Normally after college around 20+ years old, they would spend all their income into getting what they always wanted. You only live once, YOLO as they say.

But at age 25+, they will begin to realize that making money is hard and so is saving. Reality will hit them and are now open to listen to opportunities.

C – hildren: people with children are also the best prospects. They are the ones that fits exactly the X-curve concept.

By asking, “what if we die too soon, are we protected enough to provide for our children even when we are gone?”

“What if we live too long? Are we preparing retirement already so that we don’t become a burden to our children when we are old?”

H – ome owner: people with monthly mortgage payments are not a stranger to the concept of saving for the future. Thus, these people are easy to talk to in terms of saving and investing.

O – ccupation: of course, you don’t go out there talking to unemployed people or to students or to bums (tambay). They can not relate that working for money is hard.

Thus talking with income earners, we need to let them realize that making money is one thing but keeping money is another important thing to learn.

D – issatisfied: these people are not where  they want to be. They want a better opportunity, better fulfillment.

Probably a career that’s not repetitive, redundant or boring, and wants a career of deeper purpose like helping people while getting paid.

That’s exactly what happened to me.

A – mbitious: these people want to be rich. Period. And they know that employment can not provide that desired goal.

Then our business opportunity is perfect for them.

Equip ourselves for battle

Again, to qualify our prospects we use MACHODA.

With this in mind, there are different ways to approach them. We just need to equip ourselves with the right arsenal.

Again, the field is a battle ground. It is a battle between poverty and abundance mindset. We don’t go to war without the right tools, weapons and armors.

In my next email, I will share to you different sources where we will get our raw materials.

Have you ever heard yourself or your team mates saying:

“Na Ubosan na aku ng kakilala.”

Well, you won’t be saying that anymore when you will learn the 4 areas of prospecting.

See yah!


Invest in your growth,

Tiyo Pilo

People Business: The Raw Material in your Business

This article is from Train the Trainer Email Course:
Module 1: Sharelist (Part 1 of 3)

If you have a bakeshop, your raw material is flour. If you have a repair shop, your inventory are your tools.

In a people business, our inventory are names.

Since IMG is in the people business (we are in the business of teaching people financial education), then our inventory are names.

Thus, if we want to become an effective trainer, we need to have what we call a “share list.” – our raw material, our inventory.

Are you committing these mistakes in creating a prospect list?

What is a share list?

Is a list of people who may or may not join you. Is a list of people who may or may not buy from you.

It’s a list of people you care about and you want to share your opportunity (your business, products or your advocacy) with.

Don’t discriminate, don’t eliminate names. Just write them all down.

Remember: No flour, no bread, no business. No share list, no names, no inventory, no business.

All effective financial trainers have share lists!

Do you commit these mistakes?

Mistake 1: People don’t write a share list and just trust their memories. While this may not be wrong, the challenge of not writing it down is that you don’t have an opportunity to follow them up. Which we will discus later

Mistake 2: Not only we don’t write names down, we even approach them all as fast as we can.

This is what happened to me, I was so excited after hearing about IMG, that I immediately discussed it to my families and friends.

and BOOM: I received quite a number of rejections.

“I am not interested.”

“I am busy.”

“Sorry, I have no money.”

Seen-zoned.

Ouch!

The truth is, we don’t need to approach them all right away. First, we need to create an effective share list with the right approach and strategy.

How to create an effective share list?

Here are 4 steps to create an effective share list:

1. As a start, write 100 names.
2. Qualify the top 25.
3. Narrow further down and prioritize the top 5.
4. Approach the top 5 in the list.

That’s why it is very important to qualify our prospects first because as much as we want to share to everyone, an effective trainer knows how to prioritize to optimize results.

How to qualify our prospects? 

But before that, we need to write our first 100 names.

To help us in writing our first 100 names, we will use the aid of Executive Memory Jogger (credits to IMG).

This will help us remember the potential prospects that we might have forgotten.

While, we can just easily remember names by trusting our memory, we want our business to run as systematic as possible.

With the help of the executive memory jogger, it is easy for us to remember and write 100 names and the process is so duplicatable.

First Step

Start your business the right way. Do it right, do it with pride:

1. Write down 100 names using the help of the executive memory jogger.

Click here to download the executive memory jogger

The next step would then be to qualify our prospects.

Again, as much as we want to share our opportunity to everyone, we need to learn who to approach first so we can get the results we want as soon as possible.

As for now, this is it! Check our next email to you.

Invest in your growth,

Tiyo Pilo

My first Google Adsense income

I have been a frustrated blogger for too long. Since I started to work (year 2012), I ventured into blogging with the hopes of making money online. 

As I shared in my video course: Online Entrepreneurship - why I became an online entrepreneur, I mentioned that after blogging for 6 months or so, I earned $0.45!!! (Very exciting indeed) 

Earn money online through blogging and Google Adsense

But today, I was finally able to reach my first $100!!! (I know, it's not much. But hey, what's an extra ~P4,700!) 

I started blogging again last year October 2015, bought a domain name this year February 2016, reached our first $100 this August and payment was released this September. That's a total of 10 months. 

My Google Adsense Income

It has always been my dream to create multiple sources of passive income, and blogging is one of them.

The truth however, blogging is not totally passive. It involves a ton of work, never easy but all worth it.

Here are 3 lessons I learnt in achieving this milestone:

The Three P's in turning your passion or any business to digital

After reading and listening to a lot of motivational books and speakers, one key element I learnt in becoming successful is the concept of "give give give."

"Give more and the Universe will give you more. Abundance will spill to you 10x"

Because of that concept, I have been busy creating video courses. What I learnt, I share through my blogs and my video courses. And because of that, I have been blessed to receive a lot of positive feedback from my audiences. I was able to validate that income or commission is not the best reward, but the feedback you get from people saying: "I learnt a lot. Thank you."

I was inspired to create another video course entitled: Online Entrepreneurship: Turning any business to digital.

It came to a point in my career life as a financial trainer that I got tired of looking (or some would say, chasing) people. What I hated the most in my career is calling cold or referred prospects. I don't know if you can relate to me but most salespeople can. So I ventured in online marketing and stumbled upon Ignition Marketing an organization teaching Filipinos about online marketing. I was shocked because unknowingly I was already equipped with the necessary skills to become an online entrepreneur. 

So I applied what I learnt by doing blogging, Facebook marketing, email marketing and video courses. And amazingly, everything went very smoothly and expanded my business in a short span of time. 

Thus I created this brand new training course because I want to share them again to people. 

Be an online entrepreneur and turn your passion into profit

Becoming an Online Entrepreneur is for people: 

- who have an existing business right now and what to turn it into a digital business.

- who are in the field of sales and are tired of chasing your prospects. Why not let them chase you?

- who want to venture into online business by doing what they love. Turning their passion into profit. 

and so if you are one of those, then becoming an online entrepreneur can be a very good career for you. 

Here are the Three P's in Online Entrepreneurship and how you can turn your passion or any business into a digital business. 

The power of giving - understanding the law of harvest

Have you experienced having a delayed flight? It is pure inconvenience, do you agree? My flight schedule was supposed to be 15:15 but the actual departure time was 17:15! Two hours delayed, not accounting that I have to be in the airport 2 hours before the flight. That's a dead time of around 4 hours. 

However, good thing I have developed a good positive attitude by investing in personal growth courses and seminars. And instead of complaining on things I have no control of, I decided to make it productive. 

Delayed flight? Read an ebook

I spent my hours listening to music (instrumental music to occupy my ears unhearing all the complains of other passengers) while reading a powerful ebook from Bro Bo Sanchez: Turning Thoughts into Things.

So instead of being negative, I basically learnt a lot of new things. 

Here are 4 lessons from Turning Thoughts into Things and understanding the law of harvest:

1. The power of giving

The main message of the ebook is that we all have the power to create anything by using the law of harvest which is the power of giving. If we want to have love, we need to give or plant love. To harvest good health, we need to plant good and healthy habits. To have good family life, we need to invest and spend quality time with our families. And to harvest or receive more money, we don't necessarily have to plant or give money BUT we need to plant and give value to others.

Remember: Why can money buy things? Because it has value.

Online marketing tools for Filipinos

Are you an aspiring online entrepreneur? The first step really is to understand the basics of online marketing. 

In any business, it is said that "20% product development and 80% marketing." and so it is as an online entrepreneur. Thus, to become an effective online entrepreneur, you must be willing to promote yourself or your business online. 

That's why it is very important to have your own website or blog. (See related content: Why everyone should have a blog or website)

BUT, before going to the tools we can use in online marketing, let us understand first the basics of an online business. 

Traditional business versus online business

I learn this powerful concept in the Online Prosperity Training Program of Ignition Marketing:

In a tradition business - you need a physical store, products and a good location to drive traffic to your store. 

In an online business - you need to have a website/blog (equivalent to a physical store), products (digital or physical product) and a good traffic (no need for a good location).

The beauty of an online business is that it does not have to take as much as a capital compared to a traditional business. All you need is a website, product and a lot of creativity to drive traffic to your website. The flow of online business is as follows: 

Online business flow

First: you need to be creative to drive traffic to your website like: social media, videos, email, advertisements and more. 

Second: When people visit your website you offer them a way to opt-in your site so that they get exclusive updates or offers by subscribing their email addresses. 

Third: If they opted in your website, you can then show your products and services as they are already a captured market or a highly targeted market. No need for cold marketing, cold calling or anything cold, because they opted-in it means they are interested with your products and services. 

Fourth: After showing them your products or services, not all will decide to buy right away, so it is very important to capture their email addresses because it will then serve as a "follow-up strategy" by sending them regular emails with value, again with VALUE (not spam), to lead them back to your website and occasionally to your offer. 

And as promised, if you are interested to become an online entrepreneur, you can check out these tools: 

Four career paths we can choose. Choose wisely.

If life has a new game button, would you want know your options and press restart? 

Life is a game and we are the characters, there are 4 career classes we can choose from as a career and these are:

1. Vanguard - employee

2. Slayer -self-employed

3. Warlock - business owner

4. Archer assassin - investor.

Four career paths you can choose

1. Vanguard

The vanguards are masters of defense. And their preferred career path is employment as is spells security. Security in the sense of knowing they have a stable and predictable paycheck. Security in terms of benefits like healthcare, insurance, sick and vacation leaves. 

The only challenge with vanguards are they may not have full control of their future as their future is in the hands of their employers. 

2. Slayer

The slayers on the other hand are very powerful offensive players. With a swing of their broad swords (called expertise) they can generate tons of income in the form of commissions, professional fees or consultation fees. 

Their most powerful asset is their expertise. Slayers include professional salespeople, doctors, lawyers, and other experts. The only challenge however, is that most of the time, they are a one-man-show as they can not delegate their tasks to other people. 

Why everyone should have a blog or website

We are now in the information age and people are hungry for information. Unlike before where one needs to go to libraries to learn, now a simple search on google and dozens of information are now available to you. 

If a person wants to buy something, he can just look at websites, read reviews and go directly to the store without the need to be entertained by pushy salespeople or better yet, buy things online. People are also learning to D.I.Y. "do-it-yourself." Like booking for airfare online. 

Thus, there may come a time where selling as a profession will become obsolete. Companies will continue to sell but a lot of salespeople, agents, brokers may lose their jobs.  

Everyone should have a blog or website

Lastly, a lot of people are also learning ways to make money online. Since we are now in the information age, people are making money online by selling digital information products. 

To adapt to this change, everyone should therefore have their own blog or website. Here are four reasons why: 

Life derivation: 4 ultimate states in life

The best place to drop by and write

On the way to my office, I'm listening to my favorite playlist on my phone: motivation. I always drown myself with positive and empowering motivation as I travel to not focus on the traffic. 

I always have fun looking at people's faces inside the jeepney, from passengers to drivers: stressed, bad mood, complaining. This is just one of those times that we have no control of. And to remain positive, listening and even learning can truly maximize this kind of down time. 

So going back, I have been studying about personal development and while listening to a new audio I downloaded, I was like BOOM! There it is: the four ultimate states of life and the secret to truly living your life.

These 4 ultimate states or feelings are love, joy, peace and gratitude. Not shocked? Yes, this may be common sense but how many people are truly living and having these as their goals? 

So instead of going to the office, I drop by a place where I can write and lay-out everything I have learnt so far. And so, I began doing life derivation. (sorry for the engineering jargon as derivation of formula has always been my favorite task during college days.) 

Derivation of life from happiness to happiness

It is stated that the law of attraction is the law to achieve anything you want in life. However, how do we activate it? As stated in my previous blog post, the law of attraction already existed in the Bible:

"What things soever I desire, when I PRAY, I believe that I have received them and I shall have them" (Mark 11:24)

So to activate the law of attraction, we need to pray. And then the steps in praying involve adoration, confession, thanksgiving, and supplication. 

These steps put you on the state of love, peace, joy and gratitude. Thus to attract the things we want, we need to FEEL the feelings of love, peace, joy and gratitude. And let's sum them all up in one word: HAPPINESS. 

However, faith without action is dead. That is why it is not enough to just pray. We live in 4 realms: the emotional, spiritual, mental and the physical world. And to manifest whatsoever we desire, from the invisible to the visible world, we need to take action. action is the bridge. 

One of the actions that we can take is to set aside a certain percentage of our income for the satisfaction of all our aspects in life. We can use the money jar system to designate specific percentages to make sure all aspects of our lives are taken cared of. 

Related Content: The laws behind the money jar system

10% - give fund for the spiritual realm (spiritual) 

10% - for personal freedom fund (physical)

10% - for education and personal growth fund (mental)

10% - for play fund (emotional)

Truly money can't buy happiness but is essential to satisfy all aspects in our lives. And from an engineering perspective, we can use the PDCA cycle. Plan-Do-Check-Act. To monitor our progress that is why we need to have the following: journals, books and photographs.

These journals, books and photographs represent how nourished our spiritual, mental and emotional well-being thus it manifests as an outside success for the physical and real world. And when all these realms are satisfied, and so are the following aspects of life:

1. Finance
2. Career
3. Relationships
4. Personal Growth
5. Fun and Leisure
6. Health
7. Contribution

You feel LOVED when you have good relationships with your loved-ones (relationships), with others (contribution) and with yourself (personal growth).
You feel PEACE of mind when you have a stable financial and career life (finance and career) and healthy lifestyle (health).
You feel in the state of GRATITUDE when you can afford the best things in life (finance) and share it with others (relationships and contribution).
And lastly, you feel JOY when you do the things you love (personal growth) and with others (fun and leisure).

And the more you feel all these states, the more you continue to activate the law of attraction. You see, in life: It all begins with love, peace, joy and gratitude and ends in love, peace, joy and gratitude. Those are the 4 ultimate states of life. To sum up: 

"In happiness it all begins, in happiness it all ends. Live life to the fullest"

Invest in your growth,

Tiyo Pilo 

Purpose: from a chemical engineer to a finance advocate

Reminding myself of my purpose

After a day's work and a good supper waiting at home, I claimed to have an easy ride and a light traffic on the road. I was positive, happy and excited even how tough the day went. But sometimes, the world has a "not-so-funny" way of challenging you. While waiting for a jeepney ride home, a crowd of competitors just keep coming and coming waiting for the same jeepney I was also going to ride. On top of that, jeepneys were always full and riding back home was a frustrating waiting experience. 

An hour later, still no vacant jeepney for me to ride. While bombarding myself with positive motivation with my phone's playlist, I said to myself, "What do you want me to learn today?"

So I decided to go dine out instead of having a meal with my wife at home. I went inside greeted with Mr. Bee and to my shock, I felt a sense of nostalgia: "It's been a long time."

3 lessons why you should take your parents out for a date

Give back to your parents

The best gift your parents can give to you is education. No one can take that away from you. At the same time as children, the best gift you can give to your parents is making sure you graduate on time (if possible with flying colors). 

Not to brag about it, I graduated as Cum Laude. I was not just proud of what I achieved, but also made my parents very, very happy and proud. After graduation, it's repayment time by working, earning and hopefully giving back to your parents. 

Later did I realize that giving back was not as easy as I thought it was. When you really compute about it, your parents spent more than millions just to send you to school: from elementary, high school and college + all the allowances, baons, uniforms, books and on and on. (Oh men, just writing this down, I'm just gave myself a shock esp. now I'm going to be a father real soon.)

You work hard, earn some, save some, spend a lot and more or less, nothing is left to give back. Then, I read one article of Bro Bo Sanchez, a spiritual preacher and a life coach, that he regularly takes his mom on a date. When his kids ask him, "where are you going dad?" His response: "I'm taking your lola for a date." It struck me that given the time that they have, I know I may not be able to fully repay them. So I decided, I should do that to (and so should you.) 

Here are three important lessons I realized when I took them out for a date:

The importance of education fund

Education is the best investment

Imagine you are a 1 gallon bucket, and when it rains, you can just hold a total of 1 gallon of water. But if you are a barrel, then the amount of water you can hold  also increases. You see, the size of you determines how much success you can hold.

This is where an education fund is very important.

The Laws Behind the Money Jar System

laws of the universe

The money jar system is a budgeting technique that automatically designates a specific percentage to certain jars or accounts. The percentages are just basic guidelines but can be adjusted according to your situation. However, it is important that all of the accounts are allocated as it complies to certain universal laws. 

Laws by nature are absolute. Whether we believe it or not it exists. Just like the law of gravity, it is neutral. If you jump from the top of a building, whether you are good or bad, you will fall down. It is the same with all the other universal laws. The beauty of the money jar system is that it complies with these laws. 

In life we live in 4 realms: the spiritual, emotional, mental and the physical realms. And in order to attain balance in life, we need to nourish each realm. We may know people who are wealthy financially but their relationship stinks. Or too spiritual but are broke. But once we satisfy all these realms, then we can be abundant in every way. The money jar system satisfies all these 4 realms while following its corresponding universal laws.

Budgeting technique: the money jar system

money jar

The money jar system was introduced to me by T Harv Eker's Book: Secrets of a Millionaire Mind. It a budgeting technique that automatically designates a specific percentage to certain jars or accounts. The recommended percentages are as follows:

10% - financial freedom account

10% - long term savings for spending

10% - play account

10% - education 

10% - give

50% - necessities. 

The above percentages are just basic guidelines but can be adjusted according to your situation. But it is important that all of the accounts are allocated as it complies to certain universal laws. The purpose of the above accounts are as follows: