Briefing Page and Coaching
for Conference Call Speakers
Thanks for agreeing to be my conference call guest.
Check out this link for all Conference Call details: http://www.chippynews.com/conference_calls.htm
I assume you know the date...
I assume you know the time...
I assume you know the phone number and speaker code...
I assume you know the code for listeners (so you can
promote the call).
I assume you know your topic...
I hope you have made some notes...
I hope you have researched your facts (prices, web
addresses, numbers of sales you have made, money you have earned)
Here is some specific coaching I gave recently. Many of the same
thoughts might apply to you, though the subject will be different.
My topic tonight will be ACE, which stands for Absolutely Committed
EcoQuester. I will interview the two of you and weave the lessons of ACE
into our interview. [Whatever the topic, we always want
to WEAVE lessons into our exchange of questions and answers.]
GOAL OF THE CALL -- To make a profound impact on our audience. We are
promoting the EcoQuest company, product line, and career. We want to
motivate and impart information. In particular, we are trying to trigger
bigger thoughts in the minds of our most capable and ambitious
listeners. For people who are somewhat off course, we are trying to get
them on a course that fits them and is most likely to succeed.
By giving them a glimpse of you (Jeff & Kathy Stark),
we are imprinting an image of a prospect-type that is worth pursuing!
FIRST LINE OF INQUIRY --
For starters, I will ask for a profile of your family and life
situation. I have never talked to Kathy, but Michelle tells me she give
a pretty strong endorsement of who Jeff Stark is and what you bring to
the table as a hard worker, entrepreneur, and leader. Kathy, would you
like to start?
The audience -- generally made up of 150 to 200
EcoQuesters and guests, plus a few groups, plus others who listen
through our archive system; on special nights when
Mike Jackson plans to make a big announcement, the audience can be as
high as 2,000 -- will benefit from knowing your ages, how long
you have been married, status of children and outside commitments, and
occupational backgrounds. [They do not want or need
elaborate details in these areas. Please do not go on and on about your
high school football career or any such thing.]
The point of your intro is to give them a reference point, so they can
evaluate the other things you say. Is this guest anything like us? Do we
know some prospects like the Stark family? What factors from their
backgrounds might have led to their interest in EcoQuest?
SECOND LINE OF INQUIRY --
Then I will ask Jeff to comment about the size and demands of his box
business. Is that business exciting? Does it offer the future you want?
"Why, if you already have a successful business, were you willing to
take a look at EcoQuest?" Other possible questions: How did you come in
contact with EcoQuest and with your sponsor? When you were first invited
to "check it out," why didn't you say no. As you were learning about
EcoQuest, what things intrigued you? What things might have scared you
away? How far into the evaluation were you when you said to yourself,
"This interests me a lot." At what later point did you begin thinking
you might like to play a major role in EcoQuest? I might ask what you
thought of the Mike Jackson meeting you attended [or some
other function or DVD or newsletter]. Did that meeting change
your vision of EcoQuest and your confidence in the company?
THIRD LINE OF INQUIRY --
What are your goals? Have you picked a time to be a Manager? Have you
looked at the higher ranks and set a goal to be a Key or Master Manager?
Does the car qualification interest you? Are you competitive? Do you
like to win contests and trips? Do you have an income goal in mind? Are
you aware of Mike Jackson's "Double Your Income" classes? Have you
mapped out on paper the size business you need to build to make the
amount of income you want?
Jeff, you and Kathy can share these answers or you can stay on the front
line -- depends on what the two of you want. If you do all the
answering, I might chime in at some point and say, "Kathy, this sounds
like a big change to the status quo of your life and family. What do you
think about all this?" [Speakers, please stop talking
every now and then and let the host follow up on something important or
ask you to continue. If you hear a single beep
from my keypad, it means I am asking you to stop talking and let me in.]
FOURTH LINE OF INQUIRY --
Now we're going to talk about business building methods: planning,
selling, prospecting, recruiting, sorting, leadership, and problem
management. Did you order a Fast Track Success Pack? Do you order
additional Fresh Air units? What sales have you made? [Accurate
and honest FACTS help audiences a lot; BS and evasiveness are not very
helpful.] How long is your WRITTEN prospect list? What KEY PEOPLE
are on your prospect list? Do you know about the Six Most Wanted List
concept? What prospects have you talked to about the business? Are you
going to meet with them personally? Will you take them to meetings? Will
you have meetings at your own home? When you get someone recruited, will
you encourage him to have meetings? How will you pass along these
concepts we are talking about? Do you want to be the Big Cheese and
Mother Hen of your group, or do you want to have downline leaders who
have every opportunity to go as high or higher as you go?
The Conference Line is 641-594-7500
and the speaker code is ------#.
(call your host for this)
It will be good if you can get some of your top prospects
to listen.
They will use the same phone number
but the listener code is: 546009#.
If you get someone between now and tonight who is a MAJOR
PROSPECT and HIGHLY COMMITTED just based on what he know from you, feel
free to bring that person onto the speaker line [do this
only if YOUR HOST authorizes it] and introduce him to me.
We do not want someone who will become talkative and try to take over
the call. [This is also true of our chosen guests. If you
ramble too much you may never be invited back.] But I could ask
this type of person a few key questions and wish him the best of luck. I
might end with, "John, you would be a great guest in one month if you
come out of the starting blocks fast. Our audience is pretty loyal to
these calls. They'd like to know if a brand new guy is able to turn his
initial vision into some fast growth."
Thanks, Jeff & Kathy, for being exciting people! I look
forward to tonight's call.
The outline I have laid out should be easy to follow. All
you have to do is respond truthfully. My interviewing style makes people
comfortable every week. Call me at 407-333-1234 if you have any
questions.
Sincerely,
Bob Giddens
--- --- ---