Get That Agreement Signed!

Written by The Scribbler

This script by retired nsd NSD Anita Garrett-Roe is titled “Five Effective Questions,” but ironically, the download name of the document was “GetThatAgreementSigned.”

For a potential recruit to buy in, they may have to hear the words in their own voice. When you ask someone a question, and they answer it, they are hearing their own voice. If they are answering the right question, they will convince themselves.

1. “If you don’t become a consultant today, what will be improved a year from now?”

(This is powerful because you are asking them to look at what their life will be like a year from now if they don’t say yes to this opportunity.)

2.  “If you were to become a consultant today, what will be improved a year from now?”

(The wording here is very important…notice that you didn’t ask them what would be different, you asked what would be improved. You also used the word “will” instead of “would” which gives a sense of expectation. When you ask closing questions you can—by your choice of question—direct the type of answer they will give you. For this question, they will tell you, in their own voice, what will be better about their life a year from now if they become a consultant today. You’re not telling them, they’re telling you. , They know the answer… they’ll say it… and they’ll hear the answer in their own voice. In the process of that, they will begin to convince themselves that this is what they want.)

3.  “What qualities do you have that would make you shine as a consultant?”

(They’ve just told you how their life will be improved and now they’re going to tell you why they’d be good at it!)

4.  “What are the two most important reasons for you to become a consultant today?”

(Powerful question—especially the use of word “today” which adds a sense of urgency. Because you’re asking them for only 2 reasons, they will pick out the two most important ones. it might be their family, or children, or finances, or because they don’t want to work a j.o.b. anymore…they’re going to tell you now the 2 most important reasons why they need to become a consultant today. You don’t have to convince them if you ask them the right questions—they convince themselves!!)

5.  “It does sound like you’d be an excellent consultant. Why don’t you give it a try?”

(The reason that this question is so powerful is because when they think about giving something a try, they believe that they have options. that they’re just testing it out. They don’t believe they’re making a decision. In actuality, they are making a decision, but it gives them the felling of having an ‘out’…that question — in exactly those words, “Why don’t you give it a try?” will allow them to give themselves permission to say yes!

15 Comments

  1. Lazy Gardens

    2. “If you were to become a consultant today, what will be improved a year from now?”

    Certainly not your bank balance, your relationships with friends and family, and your mental health.

    1. JanRD

      Agreed! Also worth mentioning: products that were supposed to “sell themselves” taking up valuable space and the sacrifice of time and energy that could have been spent in pursuit of a more stable career.

    2. BestDecision

      Oh, yes, my mental health took a hit every time I came home from Seminar and Leadership. Lectured about not enough Gold Medals, not enough personal business. Surrounded by people I thought were making a lot more money than me, only to find out later they weren’t even in a Cadillac or weren’t clearing what I used to in my former career.

  2. Jason Houston

    Excellent explanation. This is the same thinking behind all those crooked ads for worthless cosmetic and weight-loss junk you buy off the Internet, whose websites always begin with “try…”!

  3. L.D.

    1. “If you don’t become a consultant today, what will be improved a year from now?” Well, I certanly wouldn’t be $325 in the hole and would not have stressed out over the past year trying to make other people happy.

    2. “If you were to become a consultant today, what will be improved a year from now?” I will be extreamly pissed off at MK, my friend who recruited me and the director who lied to me for the past year–so I will be posting on Pink Truth in hope to get my experience out there and help other avoid the trap.

    3. “What qualities do you have that would make you shine as a consultant?”
    I am honest, not pushy, I am ok if you tell me no, because I understand this s*it is expensive. Wait…nope. I guess I was never meant to shine. LOL.

    4. “What are the two most important reasons for you to become a consultant today?” So my recruiter will get off my back for a few hours. And so I can pretend to live in a pink fantasy land for a while.

    5. “It does sound like you’d be an excellent consultant. Why don’t you give it a try?” Can I have a time machine? So I can say NO.

  4. MLM Radar

    it does sound like you’d make an excellent consultant.

    Definition: You have available credit. You buy on impulse. You make quick decisions without looking too closely. The director thinks you’re gullible. Best of all, you have friends and relatives who she might recruit.

    1. MLM Radar

      Absolutely they would recruit her, if she had available credit and was willing to purchase inventory.

      Doesn’t matter how much you know about makeup. In fact less knowledge may be better because you could be persuaded to buy anything. and lots of it.

      Doesn’t matter what you look like, nor what customers might think of you. Nobody tracks your real sales. In fact, having a beauty contest loser, skinny or fat, as your local “Queen of Sales” (read: big inventory purchaser) can actually lead other recruits to buy and recruit more. “If SHE can do it, I KNOW that I can.” Fake it ’til you make it, sister.

        1. MLM Radar

          Yes, she’ll even recruit someone who claims “no credit, bad credit. Theres a scripted response for that objection too. MK doesn’t do credit checks. “Don’t judge.”

          What the Director needs is a warm body to keep her unit number up, and a $600 “star” order for this month’s production. How you get that money (borrow, beg, take it from your 401(k) or kids college fund) is of little importance.

      1. Shay

        It’s impossible to sell MK bc it’s too expensive.
        Yes, MAC, Estes Lauder is too but their products are good PLUS they spend BILLIONS (companies combined) on advertising etc. MK don’t advertise & IBC’s are practically forbidden.
        I remember as a kid seeing an advert for MK but it wasn’t even about make up, it was about “changing lives” or something…

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