Introduction
This book is the result of almost 28 years of research. It contains cutting edge technology that runs counter to most of the conventional sales wisdom promulgated over the last 50 years. And that is why it works! However, most people will not use this material the way it is intended. They will read this book thinking that they will magically acquire the beliefs and skills needed to be successful at contacting. 1. You must be at the point in your business where you truly believe that your ability to put people on a list, call them and book an appointment is the most critical thing you must do to succeed. If you believe that learning how to show the opportunity, using the products, getting on monthly auto-ship, etc. are the keys to success in your Network Marketing Business, then you are not ready for the maximum benefit this book has to offer. 2. Some of you bought this book because you read the bullet points advertising the “secrets” to contacting and you said to yourself, “Wow! I want to see if that really is a ‘secret’ on page 17. What you will do is read the book quickly to see if you agree or disagree with the “secrets.” You will then say to yourself, “Oh I already know that one” or “I already do that. I thought I was going to learn something new!” The problem is that you will actually believe yourself.
You will make a judgment in your own mind whether or not what you just read will be effective. If you bought the book to see if YOU were right, then you are not ready. Please get a refund and use your money to buy one of your own products or a motivational audio from your upline. 3. You must be willing to risk! My material flies in the face of all conventional theories on booking appointments. It is going to seem somewhat edgy, daring and even crazy at first. You are going to have to trust me for a bit. Some of you won’t actually try the techniques until you get backed into a corner with a prospect or you decide you have nothing to lose. That’s okay! You’re going to have to be willing to try something new and see how it works. It really is going to come down to this for some of you: “How sick am I to not have my calendar full?” Your willingness to take risks will be in direct correlation to how disgusted you are with yourself!
If you are looking at your calendar and you don’t have at least an average of one appointment per day booked for the next two weeks you should be freaked out! If you’re not, you probably are not going to be willing to take risks. 4. In order to “master” these techniques you are going to have to read Double Your Contacts at least 5 times! You’re going to have to use this book as a reference and come back to it again and again. Many of the strategies and techniques will look deceptively simple and trite when they are in print. You’ll have a tendency to bypass a powerful phrase or idea because it’s only 5 words or it just isn’t complicated enough for you! Imbedded in this material is a secret that some of you are ready to hear. You will take it and run with it. Most people don’t find it until they have read the book a minimum of 5 times! Don’t miss this one! 5. You must be willing to fail! I know most of you will hate this, but it is an essential part of the process to becoming a prospecting machine and living the life your Network Marketing business can provide for you.
You have to try this material and strategies when cold- contacting or making phone calls and be completely willing to screw it up! You need to get to the point where you enjoy screwing it up. As you are applying the techniques in this book you will experience a phenomenon I call “contacting interruptus.” You will start using methods from the book and you’ll get some interest or at least you’ll get farther along with a prospect than you ever have before……….and then you’ll get stuck. You won’t know which way to turn next. Or your prospect will hit you with something you didn’t expect and you’ll go down in flames. You’ll be upset, but your support team and I will be ecstatic! You need to bring this scenario back to your support team and ask them what the next step should have been.
Then you take that lesson, incorporate it into your prospecting and try again! And again, and again! There is no magic book that will fill your calendar automatically just by reading it. Are you clear? Good. Now if you cannot agree with these 5 steps and commit to doing them, then reading the book even once is a waste of time. If you’re still with me, let’s get to work. MJ Durkin P.S. I have just started to introduce you to one of the major secrets to successful prospecting if you were ready to see it, hear it and feel it. P.P.S. Don’t worry if you didn’t get it yet! Keep reading! If I have a hundred Network-Marketers in a room and ask them, “What do you want to learn today?” what do you think they would answer? Do you think they would ask to learn something about the way they think about selling? That they would want to get their beliefs or attitudes straightened out? You’re right if you said, “No”.
Typically, out of one hundred different professions, I hear they want to learn some kind of technique that will help them close a sale. They almost never say, “Well, I have some beliefs about making phone calls that are really hurting my ability to prospect, and I need to deal with that.” My trainees always want a technique-based solution because they think there are some magic words, some silver bullet that will get the prospect to say, “Yes.” Every Network-Marketer I train wants the technique because they believe people make decisions based on what is said to the prospect. They think that it is the “words” that persuade and convince people. Most training gurus have fallen into this trap. They tend to give their audiences what they ask for. So they write books and give seminars with all kinds of fancy techniques to “close” the deal. Teaching closing techniques and one-liners is flashy, glitzy and fun.