Archive for June, 2009
by John Passmore
Just back from the Opportunity Presentation and we had 88 people in the room. So all the phone calls, all the texts and emails paid off.
And my friend Nick the mortgage advisor turned up as my guest, true to his word. So as of tomorrow it’s back to the six a day.
The funny thing is that, even if you’re not planning to do six on a particular day, the effect of having done it for so long spills over.
So this morning I had two people ringing me saying they’d received texts from me some days ago and what was it all about.
Then, driving to the presentation one of the people I’d invited rang to ask what it was all about – it seems we’d spoken so long ago he’d forgotten. So even though, technically speaking, he wasn’t hearing it for the first time, I reckon that counts.
And then, in the bar afterwards, I suddenly had a thought: More than 60 distributors in the room, I wonder if anyone had given a card to the barmaid?
“Has anyone told you what we’re all here for?” I asked her.
“You mean, nobody’s given you a card? You’d better have mine. In fact, better than that, why don’t I tell you what we’re doing. It takes 30 seconds. Would you like to hear it?”
So now she’d got a card and I’ve got her name, her email address and her phone number.
Now, I know it would be really tiresome if all 60 of us had pressed our cards on the poor girl. But what seems to have happened is that every single one of us had assumed that somebody else had.
Well, now somebody has. I do hope she goes on to make it to Marketing Director. It will be a great story.
The day before the Opportunity Presentation and the 30-second-thing has given way to calling everyone on the list and reminding them we have a meeting.
Many of these people have had this reminder many times before. Several of them have other things that occupy their time.
But here’s the point: Very, very few of them say they’re not interested – that I’m pestering them. Almost all of them say: “Let me know when the next one’s coming up.”
And I do. There was a time when I could get quite shirty and say: “Is whatever you’re planning to do instead going to make you £50,000 a year?”
I’ve now given up this tactic. Why? Because it’s not going to persuade them to come – and also it gives the impression that to do this business, you have to go around picking fights with people…
So now I say: “That’s OK, I’ll let you know when the next one’s coming up.”
They’re so thrilled to be let off the hook that they reply: “Yes, please do.”
Which means I’m only doing what people have asked me to do. This makes me feel a whole lot more relaxed when I do call them again. For instance I just called a car valeter. I first spoke to on June 17th 2008. My notes tell me: “Text. Car valeter. Half Martini and sent to website.”
And then, three months later: “Lots of no reply”.
Yet now I call him and say: “Remember you were looking at making an extra income with us. Well, I just called to say we’re having a meeting on Tuesday if you’re free.”
And guess what, HE asked ME for the time and the address of the venue. That’s always a good sign. What do you suppose has happened in his life between September last year and now? I have no idea. But what I do know is that circumstances change and in everybody’s life there is going to be some point which is the right time for this business.
And here’s a cautionary tale. At lunchtime I popped into the Tesco café to meet someone who had responded to a text. As an experiment, I hadn’t told him anything about it. He received a text asking if he was interested in extra money and I said: “What I suggest we do is meet up at the café in Tesco’s at 1.15 on Monday.”
What’s more he turned up as promised. In return for his commitment, I had taken the trouble to put on a suit.
So, I bought him a cappuccino and started off on my the 30 second thing.
Quick as a flash, he said: “I know what this is!”
It turned out he was a member already but the distributor who signed him up had never explained the business potential. Instead he just gave his new customer a DVD – which, naturally, the customer had not watched.
That distributor might be interested to know that his customer not only intends to come to the COP but asked if he can bring a friend.
When I said: “Of course you can, we like to see lots of friends,” he said: “Can I bring two?”
by John Passmore
They say that you need to get organised to get the best out of this business.
I always knew there had to be a reason why I’m not a superstar. But on the other hand today proves that chaos can be profitable. It all came to a head at about four O’clock. I had got all this way through the day and said my 30 second thing to only one person.
This never happens; usually opportunities present themselves all over the place. But today they just didn’t. I sent texts – nobody replied. I flashed my badge around – nobody paid any attention.
By the time the children came home from school and we were into the busy beginning of the weekend, it seemed I was never going to make it.
And then: a blessing in the shape of a pot of yoghurt – or rather a missing pot of yoghurt. I needed one to start the next culture.
Dashing into town I grabbed a pot off the shelf, just managed to pay for it with the last of my small change and then decided I ought to go to the bank if I was going to buy any ice creams in the Theatre this evening.
For some reason it took ages for the machine to hand over the money. I turned to the man behind me: “I think they’re running out of money. It’s taking forever.”
He doubted it. They’d just filled it up. That was when I noticed the HSBC logo on his shirt.
“Ah you work here,” I said as if a light had been turned on. “You must know all about money. Would you like to hear how you can make some more of it. It takes me 30 seconds to tell you?”
“OK,” he said.
So I did.
Well two is better than one for a day’s score.
But no sooner was I home than the chaos factor went to work again. This time in the shape of small brown loaf – or on this occasion a missing small brown loaf. This was what our guests would need when they came to stay in The Studio (as we call the garage we converted to up-market BB).
Volunteering once more, I leapt back on the bike and back to town. This time I thrust my Win a Mini clipboard into my rucksack. The way I saw it: I had ten minutes to do three quick presentations.
But life doesn’t go on rails. The first person I spoke to turned out to be really, really interested. With BT bills of £100 a quarter, that was hardly surprising. So what was I to do? I could hardly tell her I couldn’t tell her any more because I had to go and talk to two other people. ..
So I showed her Which? Magazine. I talked about her calls to Italy and Turkey and her bills from Eon and British Gas. All the while I felt myself hopping up and down like a small boy with somewhere more important to be.
When she started talking about an appointment, it became almost too painful to bear.
This was ridiculous, I told myself. This six-a-day thing is only a device to get appointments. It isn’t set in stone – and if the appointment is there for the making…
So then we spent what seemed like another five minutes with our diaries, going through every day for the next two weeks. What we’ve ended up with is an arrangement to meet at lunchtime in Stowmarket on July 9th and she’s going to bring her bills.
And guess what? When I turned my phone back on after the Theatre, there was this plaintive message from a man called Tom who said I’d sent him a text about making money. He says he’s going to ring me tomorrow.
The idea is that you plant the rock in the garden. It has been specially treated with something which is irresistible to dogs. The dog then uses it as a toilet – avoiding the unpleasantness which results in her using the rest of the garden at random.
All of this was explained to me over my bacon and eggs.
That is the thing about business breakfast clubs: The food tends to take second place to the business – whatever the consequences…
Anyway I’ve been offered one of these gadgets on a trial basis (if you’d like to try one do let me know). The reason I mention it is that, returning home, I naturally took the dog for a walk.
We paused on the way, of course, to talk to an electrician eating sandwiches in his van: “Hello, is this your business? Well you’re just the sort of person I’m looking for. I’ve several colleagues who are electricians and they all make an extra income alongside their electrical businesses. Would you like me to tell you what they do?”
He listened politely. He thanked me profusely but he wasn’t interested. “That’s fine, “ I told him and carried on my way.
I could afford to do that because the dog then introduced herself to another dog and, as dog-owners do on these occasions, we started talking dogs: “You’ll never guess what I’m getting…”
He was intrigued. “Tell you what,” I said. “Give me your email address and I’ll get the chap to send you some info.”
He gave me his email address.
“While I’m at it, have one of these. It’s about making money.”
He peered. It seemed only polite to explain.
Two down, four to go.
Later, on the A12 I found myself behind a van with a mobile number on the back. When I stopped, I sent him a text. Ten minutes later he called me. Now there’s a DVD in the post to him.
By this stage I’d stopped worrying about the other three. They would turn up somehow, I was sure. I was a bit surprised just how it happened, though:
I had an appointment with the solicitor at 3.00 p.m. (one day, when it’s all done and dusted, I’ll tell you why).
“Daytime phone number?” he asked.
“Same as the home phone. I work from home.”
“Oh really, what do you do?”
“I help people save money on their household bills.
And before I knew where I was I had given him the whole 30 seconds and he was saying: “That’s just what I need. I’m sure I’m paying too much.”
So when I go in to show him my passport on Monday, he’s bringing his bills.
Well, after that it was all downhill. I just pulled out my Win a Mini forms in the carpark and got two filled in just to finish off. One wasn’t interested in saving money, the other wants me to ring her husband.
There. Was that hard to do?
My neighbour has one of those electric scooters old people use to take out their anger on the rest of us. He let me ride it once and ever since I’ve harboured the sort of fascination for the little beats that other people reserve for Harley Davidsons.
So I was always going to stop and talk to the salesman while he smoked his cigarette outside the shop – and then, of course, I produced my Win-a-Mini form. At the moment I’m finding the quickest way of talking to six people a day is to take my clipboard out into the street.
So we filled in the form, we chatted and then we went round to the back of the shop for a cup of tea so I could take him through the Money Presentation and now all we have to do is fix up a time when I can talk to him and his wife together. And that was one.
Then a woman pulled up in a car with writing all down the side advertising the fact that she would do you an energy survey. We seemed made for each other and I filled in her details – I made sure I did that in case I never saw her again after she went into the letting agent’s office.
While she was in there, another woman on her way to the shops wanted to win a Mini and I’m going to call her husband – and then there was a man whose church was having trouble with the company over their bills. Was their distributor helping, I wanted to know.
“Not at all,” said the disgruntled customer. “I think he’s moved away.”
So I volunteered to sort it out for them. It will probably take just a couple of phone calls – and I’ll have the entire congregation eating out of my hand!
The energy survey woman emerged from the letting agents.
“Step into my office,” I invited her, holding open the door of the Mini. And we sat there while I took her through the money presentation. But no, she was precluded from recommending any particular company to her clients. However she was moving house (which is where the letting agent came in) and I’m calling her on July 1st to set up her services.
And that was four, so I thought I had better go and see the letting agent myself – my favourite thing, as it turns out: It’s a no-brainer for them. Sure enough the agent wants to come to the COP on Tuesday. And that was five.
And who was number six? Well I had that one all arranged already: A referral that had turned into an appointment by proxy – one of those lovely moments when someone calls you up and says: “You don’t know me but so-and-so says I’ve got to talk to you about making money. Can you come round on Wednesday?”
Job done, thank you very much.
You don’t want to know about my morning. It was full. It was mundane. It was the sort of morning that makes people tell you they don’t have the time for this business.
But then came lunchtime.
I went and filled up the Mini at Sainsburys – and then decided to experiment. I drove around looking for a small parade of shops within five minutes’s drive. I found a small convenience store and stood outside with my Win-a-Mini forms.
So I went into the store and asked the man behind the counter if he wanted to win a mini. It turned out he owned not only the convenience store but also the Subway next door – and several other businesses as well. But he was adamant he didn’t want one more. Never mind, one down.
Meanwhile outside, three heating engineers had pulled up for their Subs.
“Is this your business?” I asked the driver. He pointed to the far side of the cab. I went round: “The reason I’ve come to talk to you is because I’m always on the lookout for heating engineers. Tell me, would you like to make a second income alongside the one you get from the heating business?”
And off we went. He’s now looking at it.
All very well but these people all lived somewhere else. I wanted people who had Sainsburys on their doorstep. I got back into the car and drove a bit further to the next parade. Within 15 minutes, I had another three forms filled out.
The first was a young woman whose Mum spent a lot at Sainsburys but, during the subsequent phone call, Mum insisted she didn’t want to save any money.
Number two was the man who owned the computer repair shop. He had heard about the company but nobody had ever explained how he could make money with it. Now they have and I expect he is still nodding sagely and saying: “Hmm, that might work.”
Just as long as he comes to the Opportunity Presentation…
And the third was a man who said his wife spent £200 a week in Sainsburys. I wasn’t sure whether to believe this so I phoned her. Did she want to save about £500 a year on her shopping?
“Just tell me how!” Was what she said.
So now I have an appointment to do just that.
And I was home within the hour.
If you have been counting, you will have worked out that I was still one short of my six. Never mind, no sooner did I get in than the customer care department at the garage rang to ask I rated their service. I gave them seven out of ten – just to put the young man in a good mood. In fact this was was generous when you consider they cracked a wheel when they changed the tyre.
Never mind: “May I just congratulate you on your phone manner,” I asked him. “You’re really good. Has anyone ever told you that? Well I hope they pay you well.”
And on I went: “Actually I’m always on the lookout for people who are good on the phone. Now I’m not suggesting you should give up your current job – but how would you like to earn an extra income alongside it? If you like I could tell you how. It takes about 30 seconds. Would you like me to do that?”
And he said yes and so I did – and that was six and one appointment.
And then back to the rest of the day.
by John Passmore
By now you will have noticed in this blog the phenomenon of “momentum”. People talk a lot about “momentum” in Network Marketing. It’s a buzzword.
And if you look back to previous posts you will see it in action. For instance I might have spent half an hour calling electricians off the internet and talked to three. By late afternoon, I might be fretting that I was still three short of my daily target of six.
And then, because of the effort I had put in during the morning – the priming of the pump… or, as some would have it, the “momentum”… three electricians would call me back between five and six and all would want to hear what I had to say.
So I assumed that was what was going to happen today. Today was always going to be a challenge. Tamsin had taken Number Two Son to Wimbledon and so I knew that from 3.15 onwards, I would be juggling children (not just my own but three belonging to a friend whose husband demanded her presence at a corporate dinner in London) and the whole thing was going to be rounded off with the school concert.
There was also a lot of “real life” getting in the way: Calls to solicitors, accountants… all that stuff.
And as it went on, I became more and more aware that I still hadn’t talked to anyone at all – or at least not about what really mattered to my long-term future.
So after lunch, I turned away from the List of Things To Do, typed “electricians Needham Market” into Google and started calling.
“Hi,” I said. “I’m looking for an electrician –not for the usual reason. Let me explain: I’m in business like you and I have several colleagues who are electricians but they make an extra income alongside their electrical business. Would you like me to tell you what they do? It takes about 30 seconds.”
And do you know what? I have never, ever, had anyone say they don’t want to hear it. I’ve had plenty listen and say no it’s not for them. But that’s fine. Also I’ve never had anyone complain that I’ve cold-called them or wasted their time – not one.
So today I talked to three and when I asked the third one if he was interested he said: “I should say so. It sounds a brilliant idea.”
And then it was off to school, feeling rather aware that although I had left a handful of messages, I was still woefully short of my target. I looked around the playground. This can be a difficult judgement. You don’t want to get a reputation as a Network Marketing bore but on the other hand everyone needs to know what you’ve got.
I saw a man I didn’t know wearing an ID badge on a string around his neck. We have BT’s huge research centre just down the road and they all wear those badges, so I went up and said: “Is that a BT badge you’ve got there.”
It turned out not. He worked at the Police Headquarters.
Light bulbs flashed on. Bells started ringing: “You’re with the police! I’ve got to tell you about this. I’ve got so many colleagues with the police, you wouldn’t believe it. In a minute I’m going to get you to watch a DVD and your challenge will be to count the number of people who say: “I was a police officer for 15 years…
“Tell me, d’you want to make some money?”
And guess what, he’s got the DVD to look at – and I’ve got his name, his address and his phone number.
I was still two short, of course. But I went home confident that at least a couple of people would ring me back – or the opportunity would arise during the interval at the school concert…
But somehow it didn’t.
And if you look back through the three weeks or so that I’ve been writing this blog, you’ll see that this is the first day that I didn’t get my six.
So what does this tell you? We’re all human? You don’t win them all?
What I like to think it tells you is that it’s not the end of the world – and tomorrow is another day…
by John Passmore
“This is for you, just in case…”
The woman behind the counter in the petrol station looked at the DVD as if it was contagious.
“It’s about making money,” I offered. “Are you interested in making money?”
So there I was at half past nine at night with somebody who wouldn’t take my last DVD – and more to the point, who said they weren’t interest in making money.
I know I shouldn’t have said this but it was getting late, I had stopped at the petrol station to do my last 30 second presentations and shift the final DVD and so I suppose I was at a low ebb. What I said was: “If you’re not interested in making money, what are you doing standing behind that counter?”
“Some 0f us have to work for a living,” is what she said.
So I left it on the counter and walked out. It seemed a better bet than getting into an argument – but I don’t know if I can hold my head up and say I gave out three today.
The thing is, before I started writing this blog, I would never have pulled into a petrol station when I didn’t need petrol and bought a bottle of Lucozade I wasn’t going to drink just so I could give away a 20p DVD and spend 60 seconds promoting a £200 business.
Never mind, it wasn’t like that all day. I started off with the ideal prospect. I can hardly believe this but I’ve found an IFA who also runs a plumbing business. Not surprisingly he wants to know more.
Then I rang the small ads department of the local paper to advertise the puppies* and the telesales executive would like to know more.
Then, being Friday, it was into Ipswich for the clarinet lesson and a young man giving out vouchers for Dominos Pizzas is now looking at a better way of getting a piece of the pie. There was also someone in the uniform of something I’d never heard of the “Street Rangers” who listened politely but decided it was not for him.
And that was when the rot set in. Oh, I made my calls from my list (I even made an appointment) but as for talking to six new people, I was still two down.
So it wasn’t until well into the evening, driving back from Southwold, that I started getting desperate. I pulled into a Little Chef and gave a DVD to a man in the car park. But he didn’t want to take 30 seconds to heard what it was about. I took one look and shied away from everyone in the restaurant.
Next I pulled into a garage five miles further on. It seemed deserted. I pulled out again.
And I must say, I very nearly drove straight home. But the thought of you reading this made me stop once more at a second petrol station on the Eastbound side. A man getting into his car listened politely and decided it wasn’t for him. Never mind, I told myself, it all counts towards the total.
Inside I found a bloke scrubbing away at his scratch card with almost comical concentration.
“D’you want to take a bet you can’t lose, ” I asked him.
Now he’s got the details and I’ve got his phone number. The trouble is that by “details”, I mean the Independence. It turned out his DVD player was up the creek – so I still had one disc left.
I suppose it’s not surprising that I was getting a little impatient. The first person I offered it to thought it was about Scrabble and gave it back – and since the woman behind the counter had witnessed this, it was hardly surprising she didn’t want it either (people can often behave like sheep).
So we had this silly conversation about working for a living and then I shut up shop for the day.
The question is, do I care?
Not if I get another five distributors and fifteen customers tomorrow – which is what I got today.
What do you suppose the woman behind the petrol counter gets?
*If you’re looking for puppies see a href=”http://www.johnpassmore.uwclub.net/puppies/”http://www.johnpassmore.uwclub.net/puppies//a – but wait until it’s up and running on Sunday
I don’t have the time for this business.
No, really. The age-old excuse that stops the vast majority of people from achieving financial freedom applies to me too. I don’t have time – at least not today.
First they closed the centre of Colchester for a cycling event and I was an hour late getting home. Then I finally despaired of the computer, bundled it into the back of the Mini and made an unscheduled dash into Ipswich. Then the dog – who hasn’t walked more than the end of the road since she had her puppies, decided it was time to saunter all the way down to the river.
By the time we got to one O’clock, I was feeling so frustrated I had to console myself with a beer and sandwich on the terrace and a chapter of Chris Taylor’s emThe Formula for Success in Network Marketing./em
From three O’clock I was going to be out of commission again, collecting children from school and delivering them to Maths, tennis, piano, Beavers and athletics…
In short, by the time I had dealt with a couple of opportunist phone calls, my business was going to have to be crammed into 45 minutes.
How to say my 30 second thing to six people in 45 minutes?
Grabbing the Win-a-Mini clipboard, I leapt on my bike and headed for the town car park.
It was the grumpy woman on the ice cream stand and, as usual, she didn’t want to win a car. But then, out of the blue, her boss turned up.
“Is this your business?” I asked him.
Yes it was. We chatted. I asked him what he did in the winter.
“As little as possible.”
“D’you want to get paid for doing that?”
And we were off. Five to go in 35 minutes…
Over by the Pay and Display Machine was a man who asked me to call him next week – and then a woman who I’m now going to see on Monday at 11 O’clock.
She was followed by a man who wants me to call him next Thursday for an appointment – and then there was one who said “No”.
And finally a student who wants to make money and who has a father who, according to her, wants to save money.
Which brings the total to six in just a little under 45 minutes.
However, I had given out only two DVDs so I had one to go. Back on the bike, I kept an eye out for a likely target. There he was, a grey-haired man with a collecting tin. He looked cheerful. Clearly he was energetic but maybe his pension wasn’t performing.
Stopping beside him, I reached into my bag: “I’d like to give you something,” I began.
“Thank you very much,” he said and proferred his tin.
I gave him a DVD -and I must confess he didn’t look thrilled.
I had to give him 50p as well. Am I the only distributor who has to pay people to take the DVD?
The letting agent looked at the Money Presentaton lying on his desk and pushed his calculator to one side. The figures it had churned out now lay in neat columns, getting bigger and bigger as they went down.
“Of course this is based on our figures here in Colchester,” he said. “It’s not representative of anywhere else.”
“So if we were to run this in all 20 offices, presumably we could multiply the figures by 20?”
“Mmm, yes… I suppose you could…”
So, you see what I mean when I say the day started well – even if he does want to trial it in his Ipswich office first.
By the time I ended up back on the street, the adrenaline was in full flood and since the car park in Colchester demands a minimum four hours’ fee, I decided to spend a little time seeing whether I could do any better.
In the next couple of hours, I visited every letting agent and Financial Advisor in the street. After six, I stopped counting the number of times I did the 30 second thing.
What I concluded is that over the last 12 months there has been a distinct and measurable sea-change in the way people look at what we have to offer. Essentially, they’re a lot more ready to look.
Take a typical example: I walked in, went up to the man at the desk and said: “Hello, I’m John Passmore. Is this your business?”
“Well, I’m a partner…”
“I’ve just spent and hour with So-and-so at Thingummy amp; Co. Do you know him?”
“Well, not personally…”
“Yes, I was showing him how he can make an extra income alongside his lettings business. He decided it was worth a go and so we’re going to start it off in his Ipswich office. Would you like me to show you what he’s going to do. It takes about five minutes.”
And then I sat down next to him, flipped through the European Business Magazine, the FT and Which? and then went straight into the Money Presentation. One small change I make is that when it comes to the big calculations, I get the prospect to work them out on their own calculator. That way they can’t doubt the totals.
He pursed his lips and looked at the figures (they all do that). “What doesn’t add up,” he said in a voice heavy with suspicion. “Is that although I’ve heard of your company, I’ve never heard about this before. I’m going to have to check it out.”
So I left him to check it out.
I left him with the first two pages of the accounts too – IFAs love those.
So a good morning, all in all.
For the afternoon I got on with the rest of life – even though I couldn’t resist an admiring appraisal of the way the woman behind the counter in Boots asked every customer to fill in their satisfaction survey.
“I’ll fill one in,” I said. “You ask so nicely… actually I’m always looking out for people with great people skills like you. Let me give you this…”
Funny that, I hadn’t meant to be still at work. But after a morning like the one I’d had, it’s hard to stop.
Apparently this blog was mentioned during the Northampton Leadership training today: So, welcome to any new followers – and please do register as a follower. The theory is that it makes the blog more visible.