THE FIVE GOLDEN RULES FOR SUCCESS
RULE # 1 SEE MORE PEOPLE
Talk to anyone who will stand still long enough to listen to you. In the early stages of building your business you need to talk to everyone because you need the practice.If your business isn't building as quickly as you want, increase your output. Increased activity is a cure -all for most of the worries you'll ever have. Talk to everyone. That's the First Rule.
RULE # 2 SEE MORE PEOPLE
Keep calling people. You can be the best presenter in town but if you don't see enough prospects, you're out of business. You can be an excellent dresser and have a great personality, but without a significant volume of presentations, you'll only ever be average. Talk to everyone.
RULE # 3 SEE MORE PEOPLE
Many networkers just bumble along in the business and never reach their potential. They think it's because of the prospects they didn't convince. But that's not true - it's because of the prospects they didn't see. Continually tell your story. If you only obeyed these first three rules, you'd become an outrageous success!
RULE # 4 USE THE LAW OF AVERAGES
The Law of Averages governs the success of every activity in life. It means that if you do the same thing the same way over and over again, under the same circumstances, it will produce a set of results that will always remain constant. For example, the average payout for a $1 poker machine is around 10:1. For every 10 times you press the button you will receive a collective win of between 60 cents and $20. Your chance of having a win of $20 to $100 is 118:1. There is virtually no skill involved; the machines are programmed to pay out on averages or percentages.
RULE #5 IMPROVE YOUR AVERAGES
In the insurance business, I knew that every time I picked up the phone and spoke to someone – anyone - I'd earn $30. However, my ratio of 10 phone calls to 5 appointments wasn't good enough in my opinion, because it meant that I was burning up too many prospects. I needed an appointment-getting system that could produce at least 8 appointments from 10 calls. This meant that I wouldn't have to prospect as hard as I had been because I didn't use them up so fast on the phone. My appointment-to-presentation ratio of 5:4 meant that 20% of my prospects weren't turning up so I could close this gap if I phoned betterqualified prospects. My presentations -to-close average of 3:1 could also be improved. But I still knew that even if I didn't change a thing I'd still make $30 each time I picked up the telephone.
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