Todd Falcone – Review of Insider Secrets to Recruiting Professionals

Wednesday, August 31st, 2011 at 3:10 am

Todd Falcone – what a guy!

Tonight Todd Falcone hosted a webinar on his course, Insider Secrets to Recruiting Professionals. It was almost a Boot Camp on Prospecting Professionals according to Todd Falcone, the most capable up-market trainer there is in my opinion. According to Todd, the key to success in any mlm business is building a big team of self-reliant, responsible people that can do what you do (build a profitable organization), and are motivated to do it!

You must invest your time PROSPECTING and PRESENTING to people who want it and are capable of it.

What Todd Falcone says you should NOT do and AVOID LIKE THE PLAGUE

Try to convince, chase or coerce broke, skeptical people – this is a waste of your time.
Staring at your phone doing NOTHING – this is a waste of your time. If you don’t know what to do, you will do NOTHING. The first thing that is on your mind is usually
Spend your work days on how to be a lead generating GURU. Look – you need to understand marketing, but spending your valuable time teaching yourself how to do everything from lead capture pages and squeeze pages is a waste of time
If you are trying to brand yourself as an expert is a LIE and a waste of your time. IF you are going to do this, then DO IT.
Hide behind your computer, and avoid REAL conversations. If you think you are going to build this business completely online, you’re lying to yourself. There may be one or two people doing this, but they are the exception, not the rule. Most people that make killer cash in this business do NOT hide.

The ONLY thing that matters is PROSPECTING and PRESENTING to QUALITY PEOPLE.

Take a personal inventory – how many people have you spoken to, and shown your business to in the past 24 hours? There’s no right or wrong answer – just get real.

The truth is that there are MILLIONS of “Network Marketers” that have no network, and have no market.

Why Todd Falcone says “Recruiting Up” the key?

Creates a culture of “doers” – competition, volume, success, ideas
Reduces prospecting frustration and aggravation – no more “kid gloves”
Shortens learning curve for new reps – if they’ve already built a business, or a sales profession, they’ve proven themselves! They know what it takes to earn commission! Why recruit a LOSER or a WHINER?
Accelerates organizational growth potential – GOOD PEOPLE KNOW BETTER PEOPLE
Makes business building process FUN

Why doesn’t Todd Falcone think you recruit good talent yet?

Fear – of not being good enough
Lack of Knowledge – where are these people?
Lack of Confidence – what if I don’t fit in with them?
Lack of Words – what to say? How can you make a phone call if you have NO CLUE what to say?

Todd Falcone’s Myths about and Strategies for “Recruiting UP”

Myth #1: Successful people are hardest to recruit

Most people think it’s easier to recruit someone who is below them on the socio-economic scale – this is contrary to reality.
The lower people are on the socio-economic chain, the more skeptical they are. “Is this a scam?”. “Can you call me in 6 months? I have no money now.”
The higher people are on the socio-economic chain, the more OPEN-MINDED they are. “oh that’s a great strategy”, “how can we grow this quicker”, “I can call Steve – he’s a great guy – let’s get him involved.”
When you go UP, you NEVER go down again.

Myth #2: If you’re not where you want to be yet, you have to act that way.

WRONG – You Must Harness the Power of Projection

Your prospect’s reality of you is what you decide
This is the easiest way to eliminate fear
Project success – don’t lie, but project
How would you act if you were earning $10,000/month, or $20,000/month? So ACT that way!
No Begging, No Chasing, No Pleading, JUST PROJECT SUCCESS
As your projection becomes strong, your reality will change. Sounds hokey, but IT IS TRUE.

Myth #3: It’s Not WHAT you say, it’s HOW you say it

It’s BOTH – what you say matters! And HOW you say it also matters.
THIS IS THE QUESTION – heard this from Ray Higdon, and Todd Falcone, and ALL the others use this question

“Do you keep you options open in terms of making any money outside of what you are currently doing in the _____________ profession?”

DON’T CHANGE THE QUESTION – TRUST THE MASTERS LIKE TODD FALCONE

Obviously I can’t divulge all the questions and phrasing, but you get the idea.

Myth #4: Keep Your Eyes Closed

Train yourself to LOOK for opportunity
Look for signs EVERYWHERE. Ask yourself “Is that an opportunity?”
Anytime there is an ad in a paper, or a sign, that means that someone is LOOKING for more business, more income, more success, more lifestyle, more time, more everything. Why else would someone advertise?

Myth #5: Only recruit LOSERS

The SECRET – prospect people who are more likely to be successful in this business because of what they are doing already!
These are people that have 3 common traits in their current occupation.

They:

Are based in selling, leading or managing (what we do)
Are paid on production (how we get paid)
Require a moderate to high risk tolerance (if they do well, they earn money. If not, they don’t!)

These Are Your Ideal Prospects According To Todd Falcone

Real Estate Brokers/Agents
Mortgage Brokers
Insurance Agents
Small Business Owners
Sales People and Account Executives
Sales Managers
Directors of Marketing

According to Todd Falcone, most of these people are looking for, or are open to, different ways to make money.

Make a choice about who you want in your organization. I loved how Todd Falcone put this:

Would you rather someone who:

Sells for a living, or flips burgers for the Laundromat?
Calls on people, or calls out fry orders?
Works independently, or punches in and out
Works for commission, or minimum wage?
Is a risk taker, or a risk avoider?

Crap in, Crap out – same applies to Quality in, Quality out. Get your sales funnel filled with quality people. If you understand that your results are COMPLETELY dependent on your CURRENT ACTIONS, then you can create any result you want. This may be to recruit more professionals into your business.

What are some action step Todd says you can take NOW?

Look for talent everywhere
Project an image of success – dress well, speak well, SMILE MORE
Invest your time where it matters most – talking to good people.
Check in with yourself – Quality AND Quantity - keep records
Keep your opportunity eyes open – ask yourself constantly “Is that an opportunity?”
PRACTICE the approach – role play, versing, get better everyday
MASTER the method – this takes TIME.

Todd Falcone did something CRAZY on this call tonight. He knocked off $941 on the price of his programs. What a guy! Unfortunately it was a limited webinar, so only a few people were able to take advantage of this.

So what can you do? Check out the complete list of Todd Falcone’s products, or check out the Insider Secrets to Recruiting Professionals. Either way, you’re WAY ahead of your competition – can’t go wrong with any of his programs, but that’s just me.

Share and Enjoy

Tagged with: insider secrets to recruiting professionals • MLM business • mlm scripts • MLM training • prospecting • Todd Falcone

http://thx.ly/a6dqe M. Morris
I’ve read about 15 or so books on network marketing and have listened to $200 worth of network marketing CD’s and the main thing I have pulled from all this info is that the best way to prospect/recruit is to ask natural questions to your prospect in regard to their lives and then listen intently. This way you will build better relationships, you will gain trust from them and you will find out if they are a legitimate prospect. What this book does is to try and tell you what your prospect is or might be thinking or what their needs might be. This might seem like great knowledge to have but for anyone that is serious about network marketing, this only provides a very simplistic and general preview, much like knowing what is going to be for dinner ahead of time. The problem with this direction of knowledge is that it doesn’t provide much obvious applicability and takes the whole discovery process out of the picture. I found the book “too heavy” with do this and do that and say this and say that, which often confuses and overwhelms new network marketing recruits because they don’t need to know someone else’s niche way of doing it but rather more of a natural fundamental way of network selling based more on a process where everyone can comfortably ease into it. The information in this book I believe is too overwhelming for a new recruit and is more preaching than teaching. If you are struggling in network marketing you need to get back to the fundamentals not fluff ways of doing things. You don’t need to dissect every single angle of recruiting or your prospect ahead of time. Three books I have found that really simplify the process of network marketing and empower the individual a bit more (in my opinion) are:
The Greatest Networker In The World by John Milton Fogg
Make Your Contacts Count by Anne Babor and Lynne Waymon
How To Sell Network Marketing by Michael Oliver
Make Your Contacts Count is guided to networking in general but I found a great tool for people who don’t have a clue how to run a network marketing business but want to avoid a lot of the early pitfalls, rejection and wasted time of approaching network marketing the wrong way. I believe in teaching your prospects how to fish and not giving them a fish. This book (Be A Recruiting Superstar) is more about giving them a fish, actually more like a crab cake.

Hanser Team
Hi. Thanks for the insight. It’s great that there are so many tools available for use — especially because every person will learn a bit differently, and may need some different methods. For example, I learn best by listening, and saying what I’ve learned aloud. My brother on the other hand needs to read and then discuss.
So I agree with you that there are pros and cons, and for each person those will differ.
(and I love crab cakes)…