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Brian's TIP OF THE WEEK and TRAINING GUIDE

We recently had the privilege of interviewing eight-figure income earner, Mr. Brian Carruthers. Mr. Carruthers has personally enrolled over 1,400 people using leads, and he is allowing us to share his strategies for achieving success using our leads.

'The key to success in working leads to recruit people into your business is consistency. Set your expectations properly. Don't expect to recruit a large percentage. If you buy 100 leads and you recruit 3 people right away, and in following up you recruit 2 more, that's 5 recruits. In most comp plans, you will have made a significant return on your investment. If it makes you some money, it can be duplicated to make each person on your team money. If you scale it out and get your whole team adding leads to their method of operation, you can build the fastest-growing team in your entire company.

Plan to take the time to improve your phone skills and posture. When network builders buy one batch of leads and then do not follow up with another batch, this means that there was no commitment to their cold market recruiting strategy. They were only 'trying it out' - which is not a good philosophy or strategy. Leads work, for those who work them consistently.

TRAINING GUIDE

Brian's Top Recruiter Secrets


Exclusive offer for ISL customers! Use ISL50 and save $50 on Brian's Top Recruiter Secrets training series which includes a FREE 1-hour video recording of Brian calling leads live! 
 

Brian's TIP's OF THE WEEK

Follow Up is the Keyby Brian Carruthers on 10/17/17

What is the difference between frustration of hardly ever signing up new recruits and being a perpetual top recruiter?  I can tell you this answer unequivocally is the top recruit is constantly talking to new prospects And following up like a &q show more...

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What is the difference between frustration of hardly ever signing up new recruits and being a perpetual top recruiter?  I can tell you this answer unequivocally is the top recruit is constantly talking to new prospects And following up like a "maniac on a mission”!  I have had dozens of prospects over the years tell me that they took my call and finally decided to sign up to start the business because I was so diligent in following up with them.  I did it professionally, and always did it with intent to convey the WIIFM (What’s In It For Me) for their gain.  Some people are afraid to come across as desperate, or as if they are chasing the prospect.  I have no problem with that.  You are not desperate if you have a business methodology of "follow up until they sign up.”  You are saying you won’t give up on someone just because they are busy, or because you haven’t done a good enough job to help them see the light.  

I start off following up the same day they check out the company presentation, to strike while the iron is hot. Then I follow up again to share a hot story, or some more data, a day later.  Then the next follow ups space out a little more with each one – a few days, then a few weeks, then months in between.  But I always remind them that I haven’t forgotten about them and their reasons why they’d want to succeed in a business for themselves.  If we focus on their WHY, and on how this is the best vehicle that can get them there, we come across like we care about them more than we care about making a buck.  And this matters.  So follow up like a champion and watch for your name on the top recruiters scroll
 

Brian Carruthers

301-343-9179

Be Attractive on the phone...and Howby Brian Carruthers on 9/13/17

When you are working the phone, remember people can “see” you through the phone. They feel your energy.  They know if you are smiling or frowning.  They can sense if you are genuine or just trying to make a buck.  This is s show more...

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When you are working the phone, remember people can “see” you through the phone. They feel your energy.  They know if you are smiling or frowning.  They can sense if you are genuine or just trying to make a buck.  This is so true.

So what can you do to prep yourself for a a productive phone session?

  1. Have a mirror in front of you.  Smile in the mirror before and during every call.
  2. Sell yourself before dialing that you care more about making your prospect’s life better than you do about how you’ll benefit.
  3. Ask good, caring questions, talk less, listen more.
  4. Be positive and convey HOPE.
  5. Read your prospect.  If they are in a hurry, respect their time and be brief.  Get them info and get off the phone.
  6. Get an appointment for a follow up call, hopefully within the next 24 hours.  Strike while the iron is hot.

Be excited.  "Light yourself on fire and people will come from miles around to watch you burn!”  Let your prospects catch your fire.  They you make their final decision based on emotion.

Brian Carruthers

301-343-9179

How do you sponsor people Long Distance effectively?by Brian Carruthers on 8/29/17

I get this question often.  Most network marketers are accustomed to meeting with their local friends and family, signing them up, and booking meetings with them in person.  So if you are going to buy leads of people looking to start a busi show more...

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I get this question often.  Most network marketers are accustomed to meeting with their local friends and family, signing them up, and booking meetings with them in person.  So if you are going to buy leads of people looking to start a business, who live all over the U.S., how do you work with them?  I have sponsored over 1000 people out of state.  I find that there is no difference, other than we talk by phone rather than sitting across from each other.  We do not hide behind emails, or only use social media to communicate.  We talk by phone, often.  

So the process is this:  

I call a lead and have them watch a video or listen to a call.

I do a 3-way call to get their questions  answered and sign them up.

I have them review some short getting started information.

I do a 20-minute Game Plan Interview with them to establish their goals/Why, plug them into the system, and book some presentations for their prospects (video/calls, then 3-ways).

I plug them into our company’s weekly meetings and monthly trainings.

I stay in contact with them daily, or until they decide to back that off.  I attentively support them in proportion to their commitment/desire level.

I vow to be the most supportive sponsor they could ever dream to find in this entire industry.

I help ensure they sign up some people quickly so they get their belief check (first income) right away before their interest wanes.

I hope this helps you see how I have turned some leads into Executive Directors and top leaders now on my team… so you can do the same.

Know your ratios & set proper expectationsby Brian Carruthers on 8/14/17

Know your ratios & set proper expectations One thing I had to learn when I began calling opportunity leads is that, no matter how great my opportunity is, only a small few of the prospects I talk to would be interested (for varying reasons). I show more...

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Know your ratios & set proper expectations

One thing I had to learn when I began calling opportunity leads is that, no matter how great my opportunity is, only a small few of the prospects I talk to would be interested (for varying reasons). It is easy to get frustrated when you call 100 leads and only recruit ONE person. You might be tempted to think this lead calling thing doesn't work. Well, let's stop and explore this. I would usually recruit 1 out of 100 in the first run through the calls over the first few days. Then with proper, consistent follow up I would usually pull one more. So that's 2 out of 100. Let's do the math. In the typical comp plan, two recruits (also becoming a customer) should generate at least $200-300. Not to mention the limitless future overrides on sales those recruits will make and the teams they might build. So in this case, only recruiting 2 gets me to break even on the front end, and sets me up with new recruits to build a business with and generate tons of overrides and residuals. That to me is a winning scenario. Then if you teach others on your team to copy you, now you have got a machine that's duplicating and scaling to larger numbers with nobody having to increase their lead generation spend. If each person spends $100-200 a month, and sees that money come back plus some (assuming even only recruiting 2 people from a batch of 100 leads) - you've got a formula for success.

Remember, you have to recruit a bunch to find a stud. I have seen a few people who were a lead who have become millionaire club members. So good recruits can be found this way. Also, ever dud knows a stud. Just because the person you recruit isn't a super star, you can network through their contacts to find sharper people.

Rules of thumb that will help you:

  • Set realistic, conservative expectations up front
  • With proper, continuous follow up, you can recruit even more than 2%
  • Go into every lead call with positive expectations they will be excited about the business
  • When a lead says No, let it roll off your back
  • Many leads will sound pretty lousy, but you're just looking for the diamonds in the rough

Keep dialing and exposing new people every day to your business. It's a game of numbers that you ultimately control.
 

Brian Carruthers

301-343-9179

Why are you calling cold strangers to recruit them?by Brian Carruthers on 7/31/17

Why are you calling cold strangers to recruit them? Remember, what is your end game? Network marketing is not about you selling products by yourself, and it's also not about you personally recruiting people to do it either. Network marketing i show more...

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Why are you calling cold strangers to recruit them?

Remember, what is your end game? Network marketing is not about you selling products by yourself, and it's also not about you personally recruiting people to do it either. Network marketing is about creating a network of distribution whereby you have an army of people using word of mouth with those they have influence over to sell products/services. So the best use of your time is to seek new marketers to join your team AND to network THROUGH them to their contacts, and in doing so find more marketers to lead you to more and more people... who are all becoming and signing up more customers.

So how does this relate to calling leads. When I recruit someone, I don't care about the fact I got a new person on the team. I care most that they quickly lead me to people they know so we can increase our network of distribution. I want to stay in the warm market of friends leading to friends. I will call leads to start more chain reactions like that. I do cold market to find additional new warm markets. I don't recruit a lead to immediately teach them to call leads.

Who do I introduce this lead-calling concept to?

  • Full time reps who tell me they have idle time when their team isn't using them for help AND they have already circled back through their own warm market list several times lately, or
     
  • Reps who have hit a brick wall and are about to quit because they tell me they have nobody left to approach. This new angle usually saves the day for these people. Can you imagine is you could revive even just 10% of those on your team who drifted away because they felt this way? Call those people now and share this welcome new idea!

Remember, lots of leads are people with little ambition. That's basically life. We cannot change people. Not everyone cares about getting ahead, and most only want to trade their time for a small paycheck. We are looking for the few who get it, want a better life, and are willing to work differently for it. It's easy to call 20 leads in a row to find a bunch of unmotivated people, and get discouraged. We can get this same result calling 20 of our friends too! There are four Aces in a deck of cards, so look for those and discard the rest. This is a sorting game, so don't fret over cards that aren't worth your time.
 

Brian Carruthers

 

Calling leads is FUN!by Brian Carruthers on 7/17/17

Calling leads is FUN! Seriously, if you dread making phone calls, you won't make them... or if you force yourself to, you won't sound attractive to your prospects. Remember, we are in a people-attraction business. If you sound like you&# show more...

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Calling leads is FUN! Seriously, if you dread making phone calls, you won't make them... or if you force yourself to, you won't sound attractive to your prospects. Remember, we are in a people-attraction business. If you sound like you're having fun with your business, others will want to find out how they can join the reindeer games. If you sound bored and broke, they will hang up on you.

Your energy, your "music", is crucial. People will either turn you up or turn you off. So before you pick up that phone, listen to your favorite song. Listen to your favorite comedian. Draw a clown face on yourself and keep a mirror on your desk in front of you. Make it your main focus to make a new friend and cheer up each Prospect you reach. Make their day. After all, you're about to share with them an opportunity that can change their life!

We call it "smile and dial". Have fun! You're only one recruit away from a financial explosion in your business. Make calling prospects every day a habit. You'll soon find yourself loving it.

 

Brian Carruthers