Dear Chris & Ted:

I want to comment on how inspiring your speech was on the Guaranteed Sales CD set! 

Several weeks back I was at a low. It seemed like nothing was really happening. Then I listened to the Guaranteed Sales CDs. When I heard you speak I got very excited! Primarily because I love (1) interacting with people and (2) feeding people! I always receive great joy out of meeting new people, and I love to see people enjoy themselves (hence the feeding!).

When I heard what you and Ted did, it resonated with my spirit! Around that time, Cyndie Kendell (my upline Master) said that her daughter Lori would teach a 6-week course on how she became successful in real estate—by networking. I signed up and am going in the 6th week of that training. 

Lori mentioned sponsoring a lunch and it made me think of you again. I pulled out my CD and listened again. I would love to pursue what you do.

My business partner Gina and I were listening to the CD yesterday. We wrote some questions  and wonder if you could answer them. I know this is asking a lot being you probably have a huge downline and are very busy...but I am asking that you take a few minutes to help two very energetic, excited women who are so anxious to learn and grow! 

1.  When you make the calls to the offices to schedule a luncheon you say, "We're not selling anything." My question: Do you bring the units in and stack them somewhere, even though on the appointment call you said that there were no sales. Do you leave the units in your car?

Belz: Yes, we leave the units in our car.

2.  After you show the demonstrations, how do you transition into an evaluation? Do you say, "If you would like to see for yourself?" Or do you mention that you offer an evaluation if anyone is interested? Isn't that selling?

Belz: We don’t hard sell. We don’t care if they take the machines or not. We are not attached to the outcome, just in showing up with enthusiasm and doing an honest presentation. This is an important mental concept that's hard for a first timer to do—because a first timer is eager to make some sales and worried about their investment.

3.  When they are interested—because it sounds like you may get an average of 8 individuals purchasing a unit per luncheon—do you say, "Okay, I need your credit card for security reasons" and it will not be charged until you complete the evaluation? We want to know how you ask them for credit card number. Isn't that sales?

Belz: We ask for credit card or check but do not cash the check or run the card until they finish their 10-day trial. We don’t hard sell; they buy only if they like it.

4.  When you get their credit card info, do you use a form that reads: "Name, Credit Card Info, Address, etc." or do they form a line and individually give you the info (like an Avon sale, if you will)?

Belz: We use a 3-Day Trial sheet with credit info on bottom.

5.  If your appointment is at 1:00 pm, do you show up 15 minutes early to set up? Do you start promptly at 1:00 or do you wait a few minutes? Generally, are people late...therefore delaying the event a few minutes.

Belz: We ask permission to come early (45 minutes is about right) and we start when we are told or when it looks like it is time. We talk, they eat.

6.  If you have a 1:00 pm appointment and you show a couple of demos, what time are you generally done by? In general, how long are you there from start to finish?

Belz: We talk until we sense that they will be ready to take a trial ...usually 15-30 minutes.

7.  During your demos, do you ask if there are any questions? If so, how do you handle the "How much is the unit?" question?

Belz: They sell for $747, but we have different programs that start with you taking a trial with the unit.

8.  On the CD you focused primarily on the Breeze. Have you shifted over to Fresh Air? If so, has it impacted your sales in a positive or negative way being that there is a $200 increase in Suggested Retail Price? Do you give them a option or focus on just one?

Belz: We only sell the Fresh Air and we tell them they are getting a group discount, which may be $75 per unit. We went to the discount is to keep them from looking for a bargain on eBay. This is pretty effective.

9.  When you make your calls to the offices, have you found over the years that a specific day is better to make the calls? What about the luncheons. Have you noticed that sales are better on a specific day of the week?

Belz: Sooner is always better than later! Don't get caught in the trap of trying to think this thing to perfection. Just do it. We repeat, sooner is better than later. Also, more is better than less.

10.  What about decorations? Do you have a poster up or any advertisement when you are talking?

Belz: We use 3 or 4 charts. Ours are probably not the same as you would choose. You can enlarge any piece of EcoQuest literature at Kinkos and have it mounted and/or laminated. But many times we forget the charts or there is no wall space and the meeting is every bit as good. Our strong points are the two simultaneous demos: Living proof and ammonia. Even a bad demo is better than no demo.

11. You mentioned three items that you hand out...

Belz: We no longer hand out anything except machines. Experience convinced us that handouts were not the secret. They actually may deter a person from taking a demo because they feel they can read about it.

12.  In reference to your follow up calls. When the individual is filling out his or her credit card information, is this when you ask for a phone number and mention that you will be calling every day to follow up or do you let the group know at once?

Belz: Phone number is on the sheet for follow up. We follow up only once. They can call us after that. Usually we are working with professional people that are very busy. With friends and family members there should be more follow up.

13.  How do you mention picking up the unit after the evaluation? Do you say you'll arrange a pickup? How do you take the sales out of it and make them feel like you'll "pick up the unit"?

Belz: We are not attached to the outcome. They buy because they like it. We are not hard closers. We use a 10-day trial period.

14.  Here is the script I wrote based on your recommendations:

Hello, my name is Fonda Milana. My business partner, Gina, and I are Project Air coordinators. We were interested in sponsoring a luncheon in exchange for a few minutes of your time to discuss some valuable information on indoor air, which we do a couple of short demos. Many folks have found this to be very valuable information and we address the issues of mold, mildew, bacteria, tobacco smoke, pet odor and many folks in the [over 55 age group] find this to be valuable information. They're using this technology in their homes throughout the Metro Area. We're very professional...we come in leave our cards and anyone that's interested can contact us. Can we arrange a luncheon?"

According to the above script...how would you make the message fit the over 55 group?

Belz: The 55 question pertains to whatever group you are selling. If it was a group of HVAC technicians I would say it is very beneficial to HVAC. If daycare center people; our technology is beneficial to them, destroys odors, germs, etc. To whatever group I am talking to, it is very effective for that group.

Your script is lengthy and too detailed. With experience you will get right to the point and get better results. This script is golden:

15.  What about businesses like Automotive? I used to work in the Automotive Industry and my company from time to time would sponsor an educational type class on blood pressure, etc. Is this something you have done?

Belz: Yes, we have done a great variety of groups. We like real estate because that's our background. We have a square dance caller who does really well with retirement groups.

16.  Lastly, based on all of your experience what advice would you want to give us? Should we stay away from certain businesses? Certain types of personalities? What has been the most successful area for you? Have you ever had bad experiences with the luncheons?

Belz: Don’t analyze too much. Just do it.

I hope we have not overwhelmed you too much! We are so excited to learn from you, Ted & Chris! Thanks for your time.

Belz: We wish you the best. We have over 30 Managers and downline that come first, and our time is limited. We will ask Bob Giddens to post this on chippynews.com so more people can be helped.

God bless your business!!!

Fonda Milana

Belz: God bless you, too. We urge you, mainly, to just get started. There is no magic, just a lot of appointments and a lot of trials. We put out a lot of machines. Last week we put out around 20. This week we hope to put out 30, and we have been paid for none yet. But the odds will be there. We are optimistic and enthusiastic. We do not rely only on retail selling. We and our group use multiple strategies.