Hello Name?

Hi, this is (Your Name) with Coastal.

How are you doing? (Bring up something that you learned from your first conversation…)

Well, have you looked over the information I sent you?

(If NO, you need to tell them they have to take the time to look over the information so you can proceed in helping them in getting their questions answered. Put it back in their lap, with something you learned from them, like: “Julie, remember when you told me you hate your job and you are serious about finding something different?” Well, you need to make this a priority and take the time to read the information I sent you. Then re-schedule another follow-up appointment.)

Great! With what you have seen so far, tell me a little bit about what you like.

Great! Okay, with what you’ve seen so far, do you have any concerns?

Did you come up with any other questions I can help you with?

Okay, (Prospects Name), what we need to do now is get you on a Live Q & A call. This is the most important step for you in gathering information about Coastal. This call is for you to be able to associate with other people who already own a Coastal Vacations business, as well as, people who are in your shoes and are researching Coastal to see if this is what they want for their lives.

The call is about an hour long. In the first half you will hear a business overview and then they open up the call live for people to give testimonies, ask questions, or give a comment. Someone may think of a question to ask that you haven’t even thought of yet. The calls are very informative and are vital for you to listen to, so you can make a well-informed decision about Coastal. You can just listen and not say a word, or you are more than welcome to ask questions, if you’d like.

We have a call coming up at (the next Live Q & A on the calendar).

Will that work for you?

(If that time won’t work for them, schedule to 3-way them to a Live Q & A as soon as possible! Don’t leave it up to them to get on the call themselves.)

Great! I will call you about 5 minutes before the call begins on (re-confirm date).

I’m looking forward to talking to you then. Bye.

Hello (prospects name), its (Your Name) calling you back.

How are you doing?
(Ask them specific questions from the information you learned about earlier when you were forming them in the initial script to re-establish the personal connection)

Let me ask you (prospects name), what did you like about the information I sent you?

Great, do you have your list of questions ready for me?

Great, let me get my pen and paper so I can be sure and answer all of them for you. Ok, what are your questions?

(don't answer any questions until they have given you all of their questions, this allows you to maintain control of the call. Do not allow them to just blast you with questions one after another and you scramble to answer them. This will give you the opportunity to answer their questions in whatever order you choose and maintain your posture. If there is a question you don't know, let them know that you will get that question answered for them during the next step)

(Now you will answer their questions to the point. Do not over elaborate or you will cause confusion and confusion breeds fear! Once you have answered all of their questions, move right into the next paragraph)

Great, (prospects name), you had some great questions here. The next step of our system is our live Q&A call. This step is critical in your decision making process. On this call, you will hear from others in the business and what that experience is like for them. You will also hear folks like yourself who are looking at the opportunity and you will be able to benefit from the questions that they ask. This call is part of our training and support network and will be available to you as well when you are a Director. We have a call available at ___________ and ___________, which one works best for you?

Great, (prospects name), I will call you back 5 minutes before the call and explain the format of that call. Please understand that you are welcome to ask anything you like on this call including questions you have already asked me. I will not be offended by that at all. You may also have me ask questions on your behalf. Furthermore, if you would prefer to just sit back and listen, you are welcome to do that as well. Whatever makes you comfortable. Now _____________, will be hosting the call you chose. _________________ is (edify the leader who is leading that call and let them know that you will introduce them to that leader!)

I look forward to talking to you at _____________ and introducing you to (the leader on that calll). Until that time, refer back to the web site and collect more questions. You may also want to be sure and read the emails that are coming from my marketing system. I will talk to you __________________.

Hi _________, How’s it going? (build rapport) Did you get a chance to review that information yet?

1. What did you like about what you saw? (heard, read, etc)

2. Tell me more about that? (Let them sell themselves. Take notes here, you should already have some notes from your first phone call with them.)

3. Okay, “_______” do you want to make a little or a lot with (Coastal Vacations)

4. What for? (Get them to tell you what they would spend that money on, get them dreaming about it)

5. “_________” at your current job, how long will it take you to be able to (list the goals they just gave you)?

6. Where do you see yourself getting started? (basic/test the water level or serious level?)

-How will your name be spelled on your checks that your clients will be sending you?

-What address will they be mailed too?

If the Prospect is not excited and ready to close at any level or they give you an objection.

Before you figure out whether or not this is something for you maybe what you should do is take a look at the rest of the information. I much rather you make a good solid decision, rather than a hasty one. Have you ever jumped in to something with both feet and wandered why? Or maybe you did not jump and end up regretting it later?

We have a training call that is designed for new associates but by attending this call you will see what our support and training is like and it will help you to make a good decision to do this or not too. This call will help you make up your mind and help you do what is best for your family. I just want to make sure, that a year from now when somebody comes up to you and tells you about Coastal Vacations, that you will KNOW, WITHOUT A DOUBT! That you made a decision that you felt really good about.

I will book you for our next call at_______ OK? I’ll get with you just before the call to get you the access number.

Now before the call you want to go to www.danijohnson.com/video. Dani went from homeless to a millionaire in 2 years. A lot of our training is based off of Dani!

Okay then, I'll speak with you ______________ Talk to you then.