Featured Trainer Malcolm Horsey
Going where you normally go and Building a fortune, Malcolm Horsey
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Introductory Side Note from Ian Orford: One of the things that we hear most of all from new affiliates is, “I don't have a lot of time to build my business" and for a lot of people that can be a limiting factor in getting a business going. However Networking is not about radically changing what you do when you first start your business.
Its really all about ‘A few simple disciplines, practiced every day' combined with, ‘going where you normally go, and doing what you normally do'. All you have to add to that mix is, ‘talk to people' while you go about your everyday life, and you then have as much time as everybody else. 24 hours per day!
As Jim Rohn says, "work full time on your job, and part time on your fortune"
There is nobody better at talking about the magic of ‘going where you normally go, and doing what you normally do' than Group Director, Malcolm Horsey. Malcolm is the prime example of living his everyday life and building a fortune along the way!
If you ever get the chance to go out with Malcolm shopping, having a coffee, in the pub or just walking down the street, you have to take the opportunity. He is a master at getting in to conversation with people in a relaxed, non confrontational way.
If I ever I need inspiration from somebody who is consistently building this business on a daily basis, I always turn to Malcolm Horsey. So let Malcolm pick up his story...........
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The watchwords – "The Fundamentals stay the same, its only techniques that change".
What I do on a daily Ibasis is the really quite simple. I see everybody as a prospect for my business and until I find out other wise, I assume that they are interested in either earning extra income or finding out about a better way to play the lottery!
What follows is based on real experience, and having been involved with Virtual World Direct and eLottery for over three and a half years, the results of using daily disciplines has culminated in reaching my current position as a Group Director with a vibrant and growing business.
Nothing is ever easy but this is at least a simple business. Practice the same disciplines every day, while you are out and about and in the time you have available and it can be the beginning of a great part time income. Then as the income increases you can shift the work ethic from part time to full time.
My first commission cheque of £8 (GBP) has now grown, and as the disciplines have taken effect and my daily work ethic has remained constant I receive several thousand pounds every four weeks
So if you want to build a part time income that could lead to a full time fortune, I suggest that you simply go where you normally go , and do what you normally do, and share the VWD Business Concept at every available opportunity, with everybody you meet.
The most important thing is that you only share the story with the people who want to listen and don't get involved with those that don't want to listen.
Add the right positive, enthusiastic attitude and you will succeed. Lets imagine that you have found your own private Gold Mine and you need help to dig for the unlimited gold you had.
If you had a Gold Mine like that, how many people would you tell? Without any fear of rejection!
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As an initial ice breaker and conversation starter I use a small business card, which I always carry with me. It's become know as the ‘Malcolm Card'
I have them in the car, in all of my pockets, and definitely in my wallet. It is designed to spark curiosity and entice people to ask for more information. I can then either get their email address, direct them to a web site, or send them a DVD.
So when I say go where you normally go, and do what you normally do, I mean just that!
Take the cards with you and give them out wherever you go in shops, restaurants, offices, and at the supermarkets checkout. As your confidence grows, give them away to people in the street, as you walk into shops or offices, - you will be pleasantly surprised as you discover this new skill and your confidence grows.
People really are not ogres, or anti you, some may refuse, but that's OK.
Give your card out at the Petrol stations, at your door, to the delivery person, postman , courier drivers, maybe the milk man, you might even strike a deal with him to deliver cards for you. Your the local newsagent – again another joint venture (providing he doesn't have a lottery terminal)
You do not need to ‘sell' this opportunity, there are already 32 million people in the UK and 100 million in Europe playing lotteries, all you need to do is share with them a better and smarter way to play.
Ok I hear you say, what do I say to somebody when I approach them?
Keep it really simple!
“Excuse me can you help me?”
Most people when asked this question will say “yes”, or “how can I help you?”
Just say “I'm looking for people who play the UK or Euro Millions or both” – and without stopping for breath say “Do you play”
If they say “No”, thank them and move away. Remember, we are sharing our story with those that will listen and nobody else.
If they say “Yes” ask them, “Do you think enough people win big prizes?” Invariably they will say “No”, then you can say
“I'd like to send you some free information on the very successful multi win system promoted by eLottery, let me have your email address and I'll get it off to you”
Most people will give you there email address, especially if you reassure them and ask a second time. If they refuse to give you their email address, simply give them one of your cards and say
"If you're interested in playing the UK and Euro millions Lotto's a smarter way with an increased chance of winning a prize and earning a good part-time income , then watch the video clip at that website (pointing to the web address on your card), it's probably the most important video clip you could watch.”
Just as an aside, those of you who don't have your own url or web address would be advised to get one, especially an easy to remember one, either with the subject lottery in or alternatively with a home based business title, they are available at very low cost and after all it is an investment in your business.
There is a universal law which says “whatever you sow, you reap” or put another way, what you are receiving today, is as a direct result of the things that you have done in the past. If what you have right now is not what you want, go to the mirror to find out why.
The results you are getting in your eLottery Business now, are as a direct result of your activity yesterday, last week, and even last month!
The key to eLottery success is re-organising your time and priorities to carry out a few simple disciplines every day in the time you can make available in order to achieve your personal goals.
I wish you every success,
Malcolm Horsey
Group Director
The purpose of this script is to give you a step by step process to set up your prospecting call properly, keep you in control, and remove the fear of picking up the phone to talk to people you know.
It also allows you to have a system where you get all the relevant information to somebody that is actually interested in receiving it and make sure that you don’t give out to much information over the phone that will allow your prospect to pre-judge before they have even seen it!
Print this script out and read it through several times as practice. It might seems long at first, but in fact only takes 3/4 min's to go through the call with somebody.
When you start making your calls make sure you are sitting in a quiet comfortable area with your initial prospect list in front of you and a pen to take notes.
This is how the call will start,
“Hi (name), its (your name), do you have a couple of minutes talk? (Make sure that you get the preamble out of the way quickly and don’t let that drag on because you are nervous)
At this stage they are going to say one of 2 things:
“Yes, what’s it all about”, or they might say, “No, I am just on my way out” or “I’m just going to pick up the wife, kids, husband etc”.
If they say they are going out,
“Great (name) what would be a good time to call you back?”
“Why, what’s it all about?”
“Well, I need 15 minutes to get your opinion on something but it’s quite important and I would rather call you back when it’s more convenient. Are you in tonight, afternoon, etc?”
It is vital that you do not get drawn into conversation at this stage because they have told you they are going out and will not be paying attention, so you must call back. If they say YES, “I am fine to talk”, carry on.
“(Name), I have just started a part-time project to earn some extra money. You know, help with paying the credit cards, the mortgage, paying for the holidays etc. It’s a British based company that at the moment is experiencing fantastic growth. Over 32 million people do this in the
They have a great way you can earn substantial income without disturbing what you are currently doing. They need ambitious motivated people to help with expansion. Would that be something you’d be interested in taking a look at (name)?”
Now, at this stage, this is the most important part.
It is vital that you now get confirmation that they are interested in taking a look at something to earn extra income and have the time. If they give you a straight answer and say, “Yes, I am always interested in taking a look at something like that!” then you can go on to the next stage.
If they um and ah, and say stuff like – “it depends, what is it?” It is imperative that you DO NOT launch into an explanation!
“(Name), all I am concerned with doing right is ascertaining whether or not you would like to get the facts on earning some extra income, or whether that’s something you wouldn't be interested in. Because, if its not, I don't want to waste your time or mine”
“Is it something you would be interested in (name)?”
IF they persist in saying “it depends, what it is, I am not sure etc”, and won’t give you a commitment, then say,
“OK (name), rather than go through everything with you and waste your time and mine, let’s just leave it at that. And I will see you in the pub Friday/football Saturday/school yard etc. If in the meantime you decide that you would like to find out how to earn some extra income, then give me a call.”
And put the phone down!
Do not give your strength away by then starting to tell them what it's all about on there terms! Unless they have said they are interested in earning extra income, and are prepared to look at all the facts and give you a considered opinion, then don't go any further.
If they have said they are interested then here is what to say next.
“(Name), rather than go through everything over the phone which could take ages, what I would like to do first is send you some information via email. The first email I send will give you an outline of what I am doing and give you a link to my website. There will also be a link to a short movie clip you can watch on your computer. This will give you all the facts you will need to decide if you want to take things further.”
“The second email I send you will have a subject heading, “the information you requested” and there will be a link in there that you have to click just to confirm that it’s ok to send you some additional information Please make sure that you click that link.”
“What I am then going to do then (name), is give you a ring back within 24 hrs just to find out what you think and answer any questions you may have. If it’s not for you, then that’s ok with me. It is fine to say no! Are you happy with that (name)?”
Finish by reminding them,
“So, (name), take a look at this information I will give you a call back on, (day) at (time), is that OK?”
To make sure that you know exactly when your prospect has opened your email, use a small free program called MSGTAG that you can download from www.msgtag.com.
When you finish the phone call, send your prospect the introductory email with your movie link in it and immediately put their name and email address into the Auto prospector in your Affiliate area. Then add their name to your list of follow-up calls in your diary.
When you make your follow up call you will know whether or not they have opened your email because MSGTAG will have notified you exactly how long it took them.
At this stage all you have to do is say, “Hi (name), its Ian. I see you have read my email, what did you think of the information? Do you think it’s something you would like to find out more about?” Then if they say no, say “Great – I will see you in the pub Friday night etc.
If they say “Yes, it looks interesting, what do I do now?”
Tell them the first thing to do is get signed up online, and you will then show them how to get started. At this stage you may also want to send them a copy of the DVD to reinforce what they have seen.