Based on the Tom “Big Al” Schreiter training: January 2009

Skill # 3: Ice Breakers:

Rejection Free Approaching
One basic skill everyone needs in this business is to introduce your business to
new people, whether its friends, family, or even complete strangers.
Unfortunately, most people feel awkward and uncomfortable when trying to
approach the people know when they get started. They are afraid of rejection.
Aren’t we all? In fact, 35 year veteran network marketer and trainer “Big Al” never
does a presentation for people unless they ask for it first.

So how do you approach people for this business in a way that they get so
curious that they ask you for a presentation? This training is about that very key
skill, specific things you can practice and say, so that people will start asking you
to see a presentation, and if they don’t, there will be absolutely zero rejection.
We’ll call them ice breakers.

Sound excited? Let’s give you some examples that you can use with people you
randomly meet. What do you say to prospects to break the ice about your
business?

In the first 10 ½ words, you can effect change in someone’s life. When you are
in a store, or bank, etc. and in conversation with a staff member, and he/she
comments on his/ financial situation, lack of family time, boredom with job,
working three jobs, you could ignore them and not get any new prospects. And
complain about what a poor and miserable business this is, where noone is
interested to find out more. Or you could try the first “Magic Sequence of Words”

Ice Breaker #1:

“Are you married to your job or are you open minded?”

They could ignore you. But more likely they’ll be surprised, its not the average
thing they hear. But very few people are truly married to their job, and almost
noone will admit they’re not open minded. Once they say they’re open minded,
you could use one of the lines from Ice Breaker #3.
And when they ask for more information, respond with
“I can’t talk to you right now; you’re working. But let me get your number
and I’ll give you a call back and we can get together when you have some
time and I’ll have my business partner and I explain more. (Assuming you’ll
be bringing along your upline)

OR

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Ice Breaker #2:

“Have you found the opportunity that’ll let you take care of you and your
family for the rest of your life?”

If they ignore it, then go back at a different time a couple of days later and ask
the employee again,
“Have you found the opportunity yet that’ll let you take care of you and
your family for the rest of your life?”

Then, go back again at a different time a couple of days later and ask him/her
again,
“Have you found the opportunity yet that’ll let you take care of you and
your family for the rest of your life?”

then say,
“How much time do you have to spend looking?”

then say,
“When you figure it out and decide to start looking, just give me a call.”
Hand him/her your card… he/she will give you contact info if interested.

If they say they haven’t, then you can say

“Well I have. If you’re interested, let me know.” If they say they’re interested,
then once again:
“I can’t talk to you right now; you’re working. But let me get your number
and I’ll give you a call back and we can get together when you have some
time and I’ll have my business partner and I explain more. (Assuming you’ll
be bringing along your upline)

Just by using a different sequence of words, you could turn a total stranger into
an interested prospect. Think that sounds impossible? Since the training in
January, and just teaching these sequences of words to people in our team,
we’ve had people set up appointments with waitresses, check-out clerks,
McDonald’s or Tim Horton’s staff, and many others.

Imagine just having one of these conversations per day? That would give you
365 ADDITIONAL PROSPECTS every year. And that’s before you even talk to
the people you know! So how do we approach those people? Let’s say you just
got started, and are trying to approach your sister at Sunday dinner at her place.
You don’t want to say something like “Do you want to be a distributor?”, or “We’re
in a worldwide search for entrepreneurial talent, and I think you’re exactly what
we’re looking for”, so instead you sit there confused or even terrified, not knowing
what to say – but really wanting her to join your business. In the middle of dinner,
its time for…

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Ice Breaker #3: I Just Found Out

I just found out… (pause a moment – the subconscious mind can’t wait to hear
what’s next!) …

a way we can get an extra paycheque every month!

Then you say to her:

If you’d ever like to know how, I would be glad to tell you. Meanwhile, pass
the peas.

This is just irresistible… the command takes control of their subconscious mind
and they will demand you tell them how. And even if they don’t – were you
rejected? NO! So it’s a win win. And you could even try it again another time with
a different phrase.

But most people will say “How does that work?” or “Really? That sounds
interesting, tell me more”. They have just asked you for more information! So
what do you say next?

“I’m just getting started, so I wouldn’t be able to explain it very well. I’m
working with <upline’s name>, and he’s teaching me the skills I need to be
able to do that too. Let’s get together with him (by phone or online or at a
live tour) and he can answer all your questions. (Give option of two dates that
you or your upline is available), and then nail down a time. You can even mention
that you can get them a $100 gift certificate for coming to ask their questions.

It can be that easy! Now if they really persist in asking you questions, call your
upline right then to get them on the phone with your prospect, and let THEM set
up the time for the appointment. Teamwork!

As you can see, this Ice Breaker is an amazing template. You can insert many
different exciting phrases into the underlined part instead, to focus on the
particular person and what they care about. While we’re at it, lets give you a
whole selection of these!

I just found out… how we can fire the boss and start our own
business!

I just found out how we can work 3 weeks a month ad get paid for
four!

I just found out how we can take a one week holiday every month
and we wouldn’t have to stay with the in-laws!

I just found out how we can take a six month vacation twice a year!

I just found out how we can make more money while we sleep!

I just found out how we can get a $100 tax refund every month!

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 (For someone who would like jewellery or designer products)

I just found out how the government will pay us to wear designer
products!

I just found out how we can get all our jewellery wholesale for the
rest of our lives!

I just found out how we can have a part time business with very little
cost and all the training we need!

I just found out we can look like a million bucks for half the price!

I just found out how you can get your engagement/wedding ring
wholesale!

I just found a company that will give you a $100 gift certificate if you
look at their designer products and tell them what you think!
(To a Mother)

I just found out how we can stay home with our kids and make more
money part time than our husbands do full time!

I just found out how we can stay home with our kids and still get a
full time paycheque!
(To a Teen or Young Adult)

I just found out how we can make more money part time than our
parents do full time!
(To someone close to retirement)

I just found out how we can retire early at full pay!
(To a student)

I just found out how university students can earn more money part
time than their professors do full time!
(To a secretary)

I just found out how secretaries can earn more money part time than
their bosses!

The possibilities are limitless – use your imagination, and have fun! You can use
them in person, on the phone, wherever you want. And these make great 2nd
lines when someone gives a positive response to Icebreaker #1 or #2. Share
them with the other members of your team. When you practice these, it becomes
so much fun and you can’t wait to use them again and again! Call your team
members today and tell them what you JUST FOUND OUT. The key is to find
some that you like, and practice them until they become second nature.

After you use one of these, then say whatever you have to do next, i.e.,

Meanwhile, pass the peas. (if you are at dinner at the in-laws)
Meanwhile, I have a report to write (if you are on break at the office)
Meanwhile, I have report cards to finish (if you are just leaving the staff room)
Meanwhile, give me the remote.
Meanwhile, let’s watch Oprah.
Meanwhile, let’s grab a coffee.

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You’ve given them a chance to ignore you, or to ask for information. No pressure,
no uncomfortable moments, just a little hook you put out for them and see if they
bite. If not, move on!

Icebreaker # 4: Negative People

This one is for negative people. We all know some, and usually try to avoid them.
But this Ice Breaker only works for negative people. For many of us that’s friends
of family. So let’s say you see them or talk to them on the phone and they make
a complaint about something in their life, whine or moan. Here’s the sequence

1) They make a whiney comment.

2) You ask them:
“Would you like to do something about it?” Or if you are more polite…
“Have you ever considered doing something about it?”

Next, you want to observe them carefully for a NO in “secret code.” Since NO
means NO, you are interested only in continuing the conversation with a
VOLUNTEER, or someone that says YES. Then you say, “We can’t really get
into it now, it’s too noisy. When are you free next week, Monday at 7 or
Thursday at 8?” and arrange to meet them or 3 way call them with your upline.
The objective is to get another meeting with them, so use whatever reason that is
valid to not go into it then and there.

Another option is if they say “What do you mean?”, you can go to one of the
lines from Ice Breaker #3, that could help them improve all those things they’re
negative about.

What happens if they say NO? You then say,

3) And what else bothers you?
4) And what else bothers you?
5) And then you hide behind someone else in the crowd, like your other
friend or brother-in-law, and then slowly slip away…

We’re not in the business of working with negative people, but if they’re looking
for a way to improve their situation, we’re here to show them an amazing vehicle!
If they say yes.

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Icebreaker # 5: Positive People

So that sounds great, but what about non-negative people. Ice Breaker #4 is
useless for them. But what if, instead, we turn them into negative people? You
can actually induce negativity in an otherwise great, positive person by using this
next Magic Sequence of Words:

What are your two biggest problems with _____________________? ( their

job or family, or whatever else you have been discussing) Once they respond
with their issues, then use Ice Breaker #4, and if they say YES, then use
Icebreaker #3 for something that would help solve their problems! Most people’s
problems boil down to not enough time or money, and we know we can help with
both.

Example: What are your two biggest problems as a waitress working late at
night?

Icebreaker # 6: What Do You Do?

Lets say you are at a party or a networking event. Ask your fellow party goers
what they do for a living, then listen politely. Then when they’ve finished, they
will ask you what you do for a living. You then say:

I show housewives how to make more money than their husbands.

They will undoubtedly say in response:
Oh really? How does that work?

Then you say, “We can’t really get into it now, it’s too noisy. When are you
free next week, Monday at 7 or Thursday at 8?” and arrange to meet them or
3 way call them with your upline. Again, your immediate objective is to get
another meeting with them, so use whatever reason that is valid to not go into it
then and there.

You’re actually using Ice Breaker #3 again, but this time instead of “I Just Found
Out”, you’re saying “I show people”. It works even better if instead of people
you can relate it further to them! Look how versatile Ice Breaker #3 is – many of
the other Ice Breakers can be used as an opening to then use #3. Its that
Magical!

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Ice Breaker # 7: 2 Kinds of People

This is another amazing one, and can work in just about any kind of situation
where you’re already in a conversation with people. I used it extensively when I
met and networked with people at an MMI event.

“There are 2 kinds of people in the world:

(this freezes their brains… the subconscious mind stands up at attention!)
1) There are those that are open-minded and looking for an opportunity,
and
2) those that are closed-minded and wait for massive amounts of
money to be taken out of their pay cheques each week”
or
“There are 2 kinds of people in the world:
(this freezes their brains… the subconscious mind stands up at attention!)
1) Those that are closed-minded and wait for massive amounts of tax
money to be taken out of their pay cheques each week and
2) Those that are open-minded and get back most of that money from
their pay cheque.”

Then pause. Their subconscious mind will decide which one they are, and if
they’re open-minded, they’ll ask you for more information. And you can go to Ice
Breaker #3 again after that if you’d like.

There’s so many ways you can use this template as well. Imagine if you were in
nutrition or skincare – you could talk about your products and try to scare people,
while having some fun:

“There are 2 types of people in the world:

1) those that use this skincare and keep their skin looking young forever,
2) and, those that are wrinkling as we speak!”

“There are 2 kinds of people in the world:

1) those that take antioxidants now and
2) those that take chemotherapy later!”

But our business is much more fun:

“There are two kinds of guys in this world… those who buy their
wives/girlfriends amazing gifts they’ll never forget as wholesale prices…
and those that spend a fortune on a gift that is forgotten the next day.”

OR

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“There are two kinds of guys in this world… those who save a ton by
buying the perfect engagement ring at wholesale … and those that are
forever reminded that they paid a fortune and settled for less than perfect.”

OR

“There are two kinds of women in this world… those that get paid to look
like a million bucks, and those that could only wish someone else would
pay for it.”

OR

“There are two kinds of people in this world… those that get paid to wear
their own designer products, and those that pay their credit card company
so that they can wear someone else’s.”

Again, with the next one, you want to freeze their brain… so the subconscious
mind stands up at attention!

Ice Breaker # 8: Stories: Unlimited 2 minute presentations

This is a 4 step technique that is very effective. You use it in a very off hand,
casual manner with people you know, or people you meet.

1) I got a good story.

2) It takes about 2 minutes.
3) It might make you a lot of money, might not.
4) Want to hear it?

Because this is a subconscious command to listen, even if you are aware that it
is being used on you, you will drawn in by it, despite yourself.
That inner chatter pipes up:
“I love stories!
Tell me how!!
Gotta hear it all the way to the end!
Might make me a lotta money!!
Better listen closely!!!
Do I wanna hear it… YES!!!”

So what story do you tell them? Best option is your own if you’ve been in a while
and had success, or your upline’s or someone else who has had success in this
business. Its ideal if it’s the person you’re working with. How they were a regular
person just like us, found this part time business, and were able to make a big
change in their life with that stream of income, and the time and freedom it
bought them.

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Then when they ask, well how does that work, go back to the responses in #3:
“I’m just getting started, so I wouldn’t be able to explain it very well. I’m
working directly with <upline’s name>, and he’s teaching me the skills I
need to be able to do that too. Let’s get together with him (by phone or
online or at a live tour) and he can answer all your questions.

So that’s 8 amazing different sequences of words to use in a variety of situations.

Don’t try to use all of them tomorrow – its better to practice them and get really
comfortable with the ones you like. But if you can master them all, you’re going to
have a constant stream of people asking to see a GWT tour, and your business
is going to be flying. You have an amazing business that people will love when
they come to see a tour, so make things fun and use these Magic Sequences of
Words to make them curious, and asking you for more!

But don’t stop with you! Get every single one of your new members in your team
to read this too, or teach them the information. Getting people started on the right
foot is the best way to ensure they have success – which helps you achieve even
greater success when you help them! And get the current members of your team
to learn this too!

Teach them the skills they need to succeed, starting with Ice Breakers – a very
important Magic Sequence of Words!

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