FETHOR:

F: Favor

E: Excited

T: Training

H: Help

O: Opinion

R: Referrals

“Hey ______, I’m calling because I need a FAVOR. I just started working with a new company and I’m really EXCITED about it. I’m in TRAINING to get my financial licenses with the state of Florida and part of my training is to observe some practice appointments with my trainer before I can go out on my own. Would you HELP me out?” (Wait For Answer)

If YES: “Great! (If married) It’s really important for my training that I meet with both spouses. I’m training on ______and ______evenings, which night is better for you and (spouse)? What time is better, 6:00 or 8:00? Great, I’ll see you and (spouse) on (day) at (time). I really appreciate you helping me out.”

If HESITANT: “Listen ______, I’m asking you because I really value your OPINION. I’m not asking you to do business with me, I just need help with my training. The best thing you can do for me is to ask questions. The more questions you ask the better training I receive. And after you see what we do you may even think of some people you can REFER me to that could benefit from what we do. I’d really appreciate your help, would you do this for me?”

CLOSING: “Please do me a favor and write our appointment down on your calendar. If something comes up and you need to reschedule, please let me know a few days in advance because my trainer is extremely busy and if you cancelled at the last minute it would be very embarrassing for me and I don’t want to look bad for my trainer. Is that fair? (WFA) Thanks buddy, I’ll see you on (day).”

Leading With Recruiting

Hi___, this is_____(short chat). I'm working in a new business and would love for you to come work with me. If you see the presentation and love it, that would be great, if not that's ok, too. At least you will know exactly what I'm doing and could refer me to people that want to make extra money. Will you help me out? Great, Is ____ good or _____ better? Ok, I'll line it up with my trainer. Grab a pen and paper, I'm going to give you the address. (Give address) See you on ____ on ___. Please come dressed business professional. Make sure you don't leave me hanging, I don't want to look bad in front of my trainer.

(Open Houses are Tuesday at 7:00pm. For one on one interviews please see trainer for best available times)

Common Objections

What is it OR What's it about? / Its about making money, saving money, and getting out of debt. Which one of those interests you the most?
What's the name of the Company? / PFS we just went public on the New York Stock Exchange on April 1, 2010, symbol PRI
I don't want to buy anything / That's fine. I just need your help. By learning what we do, I'm sure you can refer me to people who need to make extra money or could use our products and services
I don't have time / All I need is an hour of your time. I'd really appreciate your help. This is very important to me, and I need this to get this training done in the next 2 weeks, will you help me out?
Can you tell me more about it? / Listen, I'm new and I need to learn more that's why I'm doing these training appointments; so please ask all your questions to my trainer, that way I learn how to answer them.
I'm not interested / Well look, whether you're interested or not, that's fine. I just want you to see the presentation so you can recommend me to people who might want to make extra money or need our products and services. I'd really appreciate your help. By the way, aren't you always looking to make extra money? So what day is better?
I want to check with my husband and check his schedule / Ok, lets just pencil it in for Monday at 6pm if you need to reschedule just let me know. We will definitely give you a call ahead of time to check