Study Guide for “Go Pro – 7
Steps to Becoming a Network Marketing Professional”, by Eric Worre
http://networkmarketingpro.com/gopro/
This Study Guide helps you gain
more as you read the book. Share with your team!
“When I read the outline I
couldn’t help but plug in what I knew. I was surprised that I had not
remembered a lot of key details, as I went back and filled in those gaps, the
information is now locked in.” ~ Auggie Esquivel
“I love Eric’s training. Now I will
be able to study it more in-depth with your Study Guide. It gives me direction
and draws attention to things I might have missed.” ~ Dominique Thom
This book contains in a
nutshell the how-to’s of professional Network Marketing, a hard-won summary of
Eric Worre’s 25 years in the profession. Here are the 7 Steps:
1) Finding Prospects
2) Inviting Prospects to Understand Your Product/Opportunity
3) Presenting Your Product or Opportunity to Your Prospects
4) Following Up With Your Prospects
5) Helping Your Prospects Become Customers or Distributors
6) Helping Your New Distributor Get Started Right
7) Promoting Events
Study Guide:
* Introduction –
Eric’s “turning point” story. On a scale 1-10, 1 being totally hoping for a
luck, timing, shortcuts, and positioning in NM (Network Marketing), to 10 being
totally committed to developing the skills needed to become a NM professional,
where do you rate yourself?
* Chapter 1 –
Network Marketing is better
Write down what you do
and don’t want in the Perfect Career for you.
What are the 5 ways to
make money? Do any provide your Perfect Career?
The New Economy is moving
toward a ___________ economy.
How does that equate to
working more for less money in a job?
NM is the answer in the
New Economy for both companies and reps because _________________.
The catch to NM is you
must deal with _________________.
* Chapter 2 –
Decide to Go Pro.
Are you an Amateur,
Poser, or Professional?
Eric’s definition of
being a NM Pro: “A person who is an expert at the skills required to build a
large and successful NM organization.”
*Chapter 3 –
You’ll need skills.
But you’re not going to
need a lot of money to learn them.
Three primary elements to
your NM business:
Your company’s
______________.
Your company’s ______________.
But MOST important, is __________________.
Say goodbye to your
____________.
There only 7 skills to
learn, and they are relatively easy to learn, but they are one of the
highest
paid skill sets in the world!
*Chapter 4 –
Finding Prospects
80% of people who join
network marketing hope they will get lucky! vs. treat it as a career.
To drive that percentage
lower, your job is to ___________ people.
The professionals
consider finding people to talk to as one of their _________ skills.
Make a list of ALL the
people you know, and the people THEY know. Follow your interests and meet new
people. Be aware!
Here’s how to never run
out of prospects:
Harvey Mackay’s dad: “Harvey, starting today and for the rest of your life, I
want you to take every person you meet, get their contact information, and find
a creative way to stay in touch.”
*Chapter 5 –
Inviting Prospects
“Successful people in
MLM… weren’t hunters. They were more like ___________.”
They built ____________
and offered _____________________.
“Their ONLY objective was
to __________ their prospects.”
Stand in your prospects
shoes. What approach would attract you? What would cause you to put up your
defenses?
A tool is the best first
step to invite prospects to. Why?
An event is the most
effective next step. Why?
Eric’s formula for MLM
success: “Your ability to get a large number of people to consistently do a few
simple things over an extended period of time.”
8 Invite Steps:
1) ______________ – prevents questions & creates focus
2) ______________ – opens minds and moods
3) ______________ – offer a solution they need, ask for advice or a referral
4) ______________ – gets a conditional exchange and usually a Yes. (Eric’s most
valued phrase in network marketing.)
5) ______________ – gets a specific, real time commitment
6) ______________ – confirms it
7) ______________ – schedules the next call (their 4th “Yes”)
8) ______________ – prevents questions
Practice these 8 steps to
inviting with a friend until you feel confident.
*Chapter 6 –
Presenting
What duplicates?
What does NOT duplicate?
“The pros used _______
instead of their own wisdom
The pros used _______ instead of their own presentations.
The pros used ____________ to give the facts.”
Write your story, in
about 5 sentences, with the 4 elements Eric suggests. Tell it often.
*Chapter 7 –
Following Up
“The fortune is in the
_____________.”
How good are you at
Follow-up? Let’s see…
On a scale of 1-10, 10
being excellent, how would you rate yourself on these things?
* You check back with
your prospects when you say you would.
* Your purpose is
educating them to make an informed decision (vs. signing them up).
* You lead them through
an average of 4-6 education tools.
* You do this in a short
time.
* You handle questions
and objections well.
There, now you can see
where your strengths and weaknesses are. (This is a great chapter!)
A fortune AND your good
reputation can be lost in poor follow-up. Be the person who does what they say
they will do.
The only purpose of an
exposure is to ____________________.
“The best follow-up
question I’ve ever used is ____________.”
“Another great question
to ask is _______________________.”
If the answer is
positive, go directly to ________________.
If not, just schedule the
next ______________.
“Keep your urgency, but
have ______________.”
How can you handle
objections without being either defensive or offensive?
Objections are usually a
limiting belief in ____________ or _______________.
In either case, let them
know you are just like them.
Here are 2 ways to do that… ______________________.
Eric gives a GREAT way to
handle limiting beliefs about network marketing. Try this out!
How do you answer, “How
much are you making?” Try Eric’s tips for this, too.
*Chapter 8 –
Signing ‘em up
It’s your job to guide
them to a _____________.
What did Eric do wrong in
his early years in network marketing?
The keys to this step are
a confident posture and asking the right questions.
Five things that will
give you a confident posture are:
1._________________________
2._________________________
3._________________________
4._________________________
5._________________________
Two dynamite questions to
lead up to signup are:
1.______________________________________________
2.______________________________________________
Four questions to close
are:
1.______________________________________________
2.______________________________________________
3.______________________________________________
4.______________________________________________
Practice these today!
*Chapter 9 –
Start ‘em Right
To help your new
distributor have the best start and not quit, you’ll want to set proper
expectations and get quick results.
Eric didn’t have
successful distributors at first. So he watched and learned from a mentor, who
taught him a 5-Part Game Plan Interview.
Part One validates your
new distributor’s _______________.
Part Two makes an
agreement with your distributor about their responsibility for their business.
3 points to make:
1.____________________________________________________
2.____________________________________________________
3.____________________________________________________
Part Three is a
get-started checklist. Make sure your new distributor is:
1.____________________________________
2.____________________________________
3.____________________________________
4.____________________________________
5.____________________________________
Part Four challenges the
new distributor to get results _____________!
Part Five gives specific
assignments and deadlines. Just like scheduling exposures, you now schedule
assignments to accomplish things, thereby making it easier to continue than
quit! Eric lists 8 of those things. What other ones can you think of?
_____________________________________________________________________________________________________________
_____________________________________________________________________________________________________________
*Chapter 10 –
Promoting Events
“Meetings make
__________. It’s just that simple.”
The MOST POWERFUL type of
event is the _________________.
Virtually every
top-earner uses the destination events as the ______________ of their business.
How many have you
attended in the last 2 years?
How many benefits can you
find Eric describe about destination events?
______________________________________________________
______________________________________________________
______________________________________________________
______________________________________________________
______________________________________________________
______________________________________________________
Step 1 – Lead by example.
What obstacles arise to you attending, and how do you solve them?
Step 2 – Grow the number
of people you bring from your team. What is the difference between announcing
and promoting? What are 5 tips to promoting?
Never buy someone’s
____________ .
*Chapter 11 –
Patience
Traditional businesses
hope to pay back their initial investment in the first _______ years.
To earn more, you need to
_____________ more.
The 1/3/5/7 Formula: You
can expect in network marketing:
After 1 year: _______________________________________
After 3 years: ______________________________________
After 5 years: ______________________________________
After 7 years: ______________________________________
Where are you on this
journey described above?
Eric’s advice:
Learn by ______________.
Model successful _________________.
Study ________________________.
Be careful of ___________________.
Teach your __________________.
Look at your 5 _________________.
Work _____________.
Apply the Plan/Do/Review
process to your business this week:
1. Make a Plan
2. Do it.
3. Review your results to improve.
Repeat better!
*Chapter 12 –
Rewards
Which of these rewards
appeals to you the most?
The career you create
The freedom you enjoy
The loves you touch
The people you meet
The places you see
The causes you can contribute to
The person you become
Write about the rewards
you have gotten, or aim to have (which is your Why).
THAT is YOUR STORY. Tell it
often! Tell the world!
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