The Fortune Is In The Follow Up

FEAR of Rejection

Turn an Obstacle into an ASSET. FEAR OF NO What if you could take the greatest obstacle

standing between you and success, and turn it into your greatest asset? Well, you can.

FEAR of Rejection

Turn an Obstacle into an ASSET. FEAR OF NO You wouldn’t think one simple word with two

tiny letters could have the power to keep countless individuals and organizations from realizing their goals and dreams.

But they do… day after day, year after year. What two tiny letters can do all that? N.O.

Fear of rejection

Fear of rejection is the single greatest reason people don’t make money in this business.

By actually going out and inviting rejection, you overcome your fear in stages:

1. You get it and it bothers you.2. You get it and it doesn’t bother you.3. You get it and turn it to your advantage.4. You get it and you have fun with it.

Day?

Increase Results 80 times!

• This one thing can increase your results 80x • What is it?

• Follow up.• Why don’t more people follow up?• FEAR of NO- rejection

Top 10%

• 48% of Sales People Never Follow Up • 25% of Sales People Make a Second Contact

and Stop• 12% of Sales People Only Make Three

Contacts and Stop• Only 10% of Sales People Make More Than

Three Contacts

Follow up

• 2% of Sales Are Made On The First Contact• 3% of Sales Are Made On The Second Contact• 5% of Sales Are Made On The Third Contact• 10% of Sales Are Made On The Forth Contact• 90% of Sales Are Made On The Fifth to Twelfth

Contact

Commit to getting 5-12 No’s

Top 10%

92% of all salespeople give up without hearing a fifth NO from a customer… but

research shows that 90% of all customers say “no” four times before finally saying YES!

…We begin to succeed when we learn how to fail..

We all love the sound of the word, YES… it is so positive, so empowering.

And then there is NO, which is just the opposite;

negative, draining….but what if NO could actually be the most

empowering word in the world?.

…We begin to succeed when we learn how to fail..

When were kids we weren’t stop at all when we heard NO. We laughed at it, we shrugged it off.

somewhere along our lives we lost this natural sense of tenacity. So, what if, starting today we could get that tenacity back? What if as of today the word NO actually started to

empowering us? And even being FUN…!

Model #1

The Common Approach

Success ◄◄◄◄ YOU ►►►► Failure

Model #2

More effective Approach

YOU ►►►► Failure ►►►► Success

Not Right Now• No really means…. NOT RIGHT NOW• The Timing is not right…• Maybe they did not really hear the message or

they are not able to listen right nowThe Big Question is?• How Long do you follow up for?

The FEG Two Step

Expose &

Follow upNot RecruitingPre Judge or “Get People In”Be willing to expose to everyone

Goldmine

Sifting the dirt to find the ore

“Success is 99% failure”

Henry Ford

New empowering Definition of “FAILURE”

Repeat after meI learn from my failures, and each failure takes me one

step closer to success.I see failure as an undeniable sign of progress toward a

goal.I have replaced any fear of rejection with a burning

desire to make another call.I understand that YES is the destination, but NO is how I

am going to get there.I never make decisions for others in terms of what

they’ll say, do or spend.

Every Set Back is a Set Up

For a Come Back