ABOUT FRAZER BROOKES
Frazer is a second generation Network Marketer. After attending his first event in 1987 in the womb of his mother, he went on to see his parents earn 8 figures from the industry.
In 2010 he decided to begin his career as a distributor and in 5 years was able to build a business of over 300,000 customers using social media! After consulting with many companies and coaching leaders in different companies he made the decision to go 100% into generic coaching, speaking and consulting. He is now known across the industry as the number one best speaker and trainer for social media inside of the Network Marketing profession.
Since January 2017 Frazer has been able to:
• Speak on stage in 22 different countries generically
• Start Success Summit, the biggest generic event in Europe
• Become one of the first generic trainers to speak on the GoPro stage
• Run Europe’s #1 Community for Network Marketers – The Ninja Networker
• Is the best-selling author of the book “I Dare You”
• And has helped hundreds of thousands of Networkers around the world to start, promote and grow their businesses online.
Gettng good in the messenger, whether on Facebook, Instagram or YouTube is probably the most powerful skill you can have when building your business on social media. But too many people treat the messenger as
direct access to the world and so abuse it by sending messages like this:
“Hello, are you single?”
“Hi, I am looking for likeminded individuals to join my team, click the link for more information (enter link here)”
It just doesn’t work like that. I know Network Marketing is a numbers game but only if done right!
In this book I am going to go through what I believe to be the 7 key areas of mastering the messenger and how you can use some scripts I have created to help out. However, please be aware, Social Media is a place for you to show off your personality so be sure to adapt where needed.
KEY AREA #1 CONNECTING
In order to get better at using the messenger we need to gain experience, and so to do that we need to initiate more conversations than ever before. Before we get into it though, there is one thing you need to know…
One of the biggest mistakes I see people making is not keeping track of every conversation you are having, especially the ones you want to turn into a business builder or customer. You can use a spreadsheet, google sheet, pen and paper, the sticky note system, or some apps out there like Contact Mapping or Trello. You’ll see why this is so important as we progress through this process.
Starting conversations with people you already know is the best place to start. Here are some ideas to get the conversation going.
People who you know:
“Hey Bob, how’s it going, been a while?”
“Hey Mary, loved that photo you posted with your kids, how’s things?”
“Hey Jim, happy friendiversary, you good?”
“Hey Sue, was thinking about you yesterday, how’s things?
“Hey Fred, saw that you just visited France, thinking of taking the family there, how was it?”
I hope you get my drift, you are simply following a formula:
“Hey (enter name), (enter reason why you thought of them), how’s things?”
It’s so important to mention their name, and end with a question. What you say in the middle is going to help, but don’t stress over it. Sometimes the first example I used is the best.
People who you don’t know:
We all have those Facebook friends we have been connected with for years but never actually chatted to them. What we do with these people is fairly simple.
“Hey Jake, I noticed we have been friends on here for a while but never really connected. Would love to change that, how’s things?”
That’s it. There’s no point confusing it, creating the master message, because you just want to see if they are open to chatting, or shall you just delete them as a friend. Brutal, I know, but it has to be done.
Eventually you’re going to run out of people to talk to on your original Facebook friends list, it might take you a week, or a year, but you’ll run out. So you have to get good at continuing to grow your friends list. There will be two types of people who become your new friends: 1. People who add you, and 2. People who you add. Let’s get into both of them.
People who add you: It’s important to note that people are adding you for a reason. Whether it’s because of the content you’re creating, the groups you’re in, or the company you are involved with. If you notice that they are with the same company as you then just be sure to know that if you have a lot of people on your friends list who are in the same company as you, chances are your newsfeed will be full of it, and that’s not healthy for the growth of your visibility on social media.
So this is what you say: “Hey Jane, thanks for adding me as a friend, I notice we are both in the same company, so excited!!! I actually don’t add people from (company name) so I can connect with others, but we can chat here, follow each other, and communicate with each other’s posts. You cool with that?”
At first you will feel a bit harsh doing this, but it’s for your long term growth! You can always talk to people in the messenger and groups, you don’t need to be “friends”.
Next up are people who add you and don’t message you. This is one of the things I am trying to change with social media by teaching people the right way to do things.
So someone finds you, they add you, you check them out, confirm their friend request, then you send this message: “Hey Simon, great to be connected with you here on Facebook, how’s things?”
You can put your own spin on it, but that above has worked for me for 5+ years, and it’s so easy to duplicate!
What about the people who add you, and message you. Well that would totally depend on what they have said in the message, but if they have attempted to pitch you on their deal, then this always works well: “Hey Spamela, great work! I’ll definitely join your business, because what you’re doing is the best strategy ever! Can’t wait to get started on 31st April 2183.” I’m just kidding, but those Spamela Anderson’s drive me crazy. But, I’ve been there, we just need to educate, so this is what I would really say: “Hey Sarah, how are you getting on with sending messages like that? From experience it doesn’t work long term, you should really check out this video, it will help you massively (enter YouTube link)”. The YouTube link is usually of a video I did called “how to cold message people to join your business” you’ll be able to find it on YouTube. But the idea with this is for you to give them value, they will respect you for it, well some will, others will just continue what they are doing.
If someone messages you just to say why they added you, then you can move onto the second key area.
People who you add: Now this is the one area you need to get really good at, because if you can be in control of growing your list with the right people, you will have the potential to become a recruiting machine. So what do you do…
Well the first thing is to find someone, I cover that extensively in my book “I Dare You” and my course “Social Media Shortcut”. Once you have found someone you add them, then send a message like this: “Hey Amanda, I noticed you live in Liverpool. I’m looking to connect with more people in the area so thought it would be cool to connect. How’s things?”
Or maybe even something like this… “Hey Mike, loved that post you made in the Travel The World group, quality stuff. Thought it would be cool to connect, how’s things?”
The point of what you’re doing is to:
1. Get the person to accept your friend request
2. Get the person to reply to your message
The more you do this the better you’ll get. Just be sure to use their name, tell them why you’re adding them, and end on a question, follow this formula:
“Hey (enter name), (enter reason why you added them). Thought it would be cool to connect, how’s things?”
Not everyone will accept your friend request or reply to your message. It’s a numbers game, and now you’re playing the game right!
Once you start getting into conversations you’re going to need to understand the skill of building relationships in the messenger.
KEY AREA #2 BUILDING RELATIONSHIPS
Network Marketing is a relationship business. In fact, many call it relationship marketing. For such a long time people associated the word network with the pyramid schemes. Eric Worre has done a great job at helping clean up that image.
If you focus on building relationships to find the right people to market a product or service, and help those people do the same thing, you could build a significant empire. So with social media being full of spammers how do we be different.
I use an acronym, LORD.
L stands for LOCATION
O stands for OCCUPATION
R stands for RECREATION
D stands for DREAMS
Your goal is to tick the box of each of these areas of someone’s life so that you: Turn a stranger into a friend, and eventually a friend into a family member.
I will give you the scripts that I used. You can follow them or mix things up by adding your personality to them, but you need to work through the numbers. If people give your short and snappy replies, or tell you to get lost, just move on to the next person. You’re going to be doing this for a long time, hopefully, so get used to it. I connected with 12,000 to get 497 people to say yes to me!
Location: “So Bob, I see your based over in New York, I’ve always wanted to visit, how is it over
there?”; “Bob, where is it you’re based?” ; “Bob, judging from your photos you live in a glorious part of the world, where is it?” This is by far the easiest step, and if for some reason you’re struggling with it, you need to get out of your head and into your heart. If you can’t be bothered, then chances are Network Marketing isn’t for you. I know it’s harsh, but it’s just the truth.
Occupation: “What is it you do for a living over in New York?” “I’ve heard it’s expensive in New York, what is it that you do?” You might want to add your own spin here, and not go from question to question like some sort of interview.
You also might be asked: “What do you do?” These have always been my favourite responses: “I help people make money from their mobile phone, do you make money from yours?” “I help people profit from social media, do you make money from yours?” “I help people live their dream life, are you living yours?” All of the above get the right people thinking curiously. The wrong people just assume it’s a pyramid thing.
If they ask you, “well how does that work?” You would move on to the next key area. But let’s continue.
Recreation: “Do you get up to much during the weekends?” “What is it you do in your spare time?” “I saw in one of your photos you were on the golf course, get to play much?” Basically here you’re just wanting to find out if they get much spare time, and how they spend it. If you have a hobby in common then the conversation will flow great. This area is a really cool place to find a point of pain you can leverage later on.
Dreams: This is by far the hardest one, and I would say is optional if you struggle with it. Although the D stands for Dreams, you can replace it with Goals, Plans, Ambitions and so on. “Do you have any dreams or goals you want to achieve in the near future?” “I see you travel a fair bit, what’s your bucket list trip?” “Anything planned this summer?” “Are your kids like mine and asking for the moon and Mars for Christmas this year?”
Some people are good at this, others aren’t, if you feel you can skip it then do that, if you are ok with it then go for it. The aim of the game is to find areas you can leverage.
KEY AREA #3 TRANSITION FROM FRIEND TO CUSTOMER/DISTRIBUTOR
This area is fundamental, and most people are missing it. Before pitching someone you have to see if they are open or not, because what’s the point in telling someone about your business if they’re not open. It’s like asking a broke teenager to view a million dollar penthouse. He will waste your time and enjoy the process.
I tend to ask the following question after a small break in communication, instead of getting to know someone and BANG, hit them with this question. Instead I like to leave it a few days, then do the following, usually on a Monday: “Hey Barbara, how’s things? Have a good weekend?”
She might reply, but once she does, I will ask her this question: “Barbara, just curious, would you be open to checking out some more information on how to (enter something from the conversation you had), no worries if not, I just thought I’d ask?” Now what you put in the brackets could be: “Fire your boss” “Travel more” “Spend more time with the kids” “Not have to worry about money again” “Live life on your terms” “Make money from your smart phone”.
You’ll get a “yes”, “no” or “maybe” reply. You might even get blanked. They see the message and don’t reply, that happens. NEXT.
If they reply with a no answer this is your response: “No worries Sam, got much planned for the rest of the week?”
If they reply with a yes or maybe answer this is your response: “It’s a visual thing, I would need to show you, when do you have 25 minutes to take out of your life to potentially take the rest of your life off?”
That right there, is my killer question. It sparks massive curiosity into the conversation and gets so many positive responses back.
Be warned though. People will ask questions like “what is it, what is it?” Understand that your prospects goal is to get their questions answered before a presentation, your goal is to not answer any questions until after a presentation. Don’t be a fool, use a tool.
KEY AREA #4 GETTING ONTO A CALL
This is where it can get a bit messy, and times are changing a bit. The old schoolers will say, “you’ve got to get them on a call to stand a chance”, whereas there are many people now signing up people without having a call. But, at some point you’re going to have to talk to the person on the other side of the computer.
So by now you have asked when someone has 25 minutes (or however long your presentation/video is) to take out of their life. They will give you a day and time, it’s quite often within 48 hours. Now you have to test the waters to see how open they are to a call, so you can ask: “Would it be ok if we jumped on a super quick call a couple of minutes before (enter time they have free)?” If they say “sure”, then you call them via Messenger, Zoom, WhatsApp, Skype or phone.
If they say for you to just send the link then that’s fine, go ahead and send the link at the agreed time when they can check the information out, never any earlier.
But what do you say on the call? The purpose of the call is just to introduce the information you will be sending to them, and to book the follow up call. So it will go something like this: “Hey Bob, you good?” “Absolutely Frazer, you?” “Spot on thanks mate…” Basic rapport will come here, not too long, just show you actually care.
“OK cool, so what I will do, is send you the link to a video, it takes 25 minutes to watch, so you will be done by about (whatever time it would be, lets say 9:30pm) so I will give you a call at 9:35am, does that sound fair?”
Those are the magic 4 words, don’t miss them… “DOES THAT SOUND FAIR?” You will almost always get a “yeah thats cool” or similar, response. Simply doing this over the phone gives you the permission to call them for the follow up, instead of just messaging. You will likely see better conversion rates on the phone versus text, but most will feel more comfortable on the phone, so don’t let it limit yourself or others.
KEY AREA #5 3 WAY MESSENGER
So, they have watched the video, you have followed up with them by phone or message, if you want to get them over the finish line faster you will want to use your upline. Now most capable uplines might be too busy living their life, on other calls, travelling to hold events, or simply playing mum or dad, so these days less and less people are doing 3 way calls, and instead doing 3 way messengers. What this is, is a group chat on Facebook Messenger with you, your prospect and your active upline leader.
This is how it would go: “Hey Bob, just wanted to introduce you to my upline Sharon. She has been my mentor now since I started my journey and has really helped me the entire way.”
Basically you are talking good about your upline so your prospect begins to trust her, even though she is a strange. This is known as edifying.
Next message goes something like this: “Hey Sharon, wanted to introduce you to my friend Bob. We recently connected on social media, he has seen the videos and I wanted to introduce you both. I think he could do amazing with what we are working on. Could you share your story, vision and answer questions Bob might have?”
Then Sharon in the time she has can do a voice note, type something out (she might have already got something copied so she can paste it), or maybe recommend a time to jump on the phone. But your job with this part is done. You have connected with someone, seen if they are open, shown them the information, and introduced them to your upline. Now you have to close the deal.
KEY AREA #6 CLOSING THE DEAL
Some upline’s will actually help close the deal on the 3 way, if it is done on a call. Just another benefit to doing calls to invite and follow up. But most won’t have that luxury. It’s important to get their questions answered so they feel comfortable. Here’s why:
1. They want to see if you actually know what you are talking about
2. They want to address any doubts they might have
3. They want to know the answers to questions they feel their contacts will ask
Now if you do this over text and you don’t know the answer you can find the answer or ask your upline. If on a call, don’t try and blag the answer, just say you just got started, don’t know the answer but will get it. Be aware though, this will cause a potential delay in the signup process as they will wait until you have got the answers to their questions.
After answering all questions you can ask this simple, but powerful questions: “So Bob, is there anything else you need to know right now, in order to get started today?” If they say yes, and ask another question, you answer it. If they say “no, I’m good”, then you again have the permission to say this following statement: “Great, sounds like you’re ready to get started!”
Now, the next person to speak, loses. It’s an old sales saying, simply meaning that if your prospect speaks next then they will likely join, and in Network Marketing we know that that means they really win! But if you speak next, it turns into a convincing game and you will lose the sale! Work with those who say they are ready, and don’t waste your time over those who are not serious about making a decision. You are looking for serious people who are decision makers, so if someone says “hmm I’m not too sure”, simply say: “Hey, I am looking for serious people who are decision makers, if that’s you, then awesome, if it’s not then no worries, maybe the timing is not right for you!”
Fast start bonuses won’t get your financial freedom, finding people who will actually build the business will.
KEY AREA #7 GETTING SOMEONE STARTED
Awesome! Someone decides to join your team, now the fun begins… Time to duplicate the process and get your new team member started in the right way.
First of all, its important to follow your own company getting started guide, because chances are it’s been tried and tested and worked over the long term. But there are some things you should do in order to figure out if your new team member has got what it takes for you to spend your time working with them.
Split your getting started guide into tasks or assignments. Then say the following to your new team member: “The first task takes the average person 48 hours to complete. Are you above or below average?”
They will give you the answer, most likely “above average”. But you should know that talk is cheap, so let’s see if their actions will match their words. So you tell them: “Ok cool, 48 hours from now we will do a call for the next steps!”
There will be 3 types of people:
1. They don’t make the call and either make an excuse or ghost you
2. They turn up on the call on time and say they have done the task
3. They contact you before the scheduled call with crazy excitement asking for the
The third type of people are the ones you want to work with, the go getters, the runners, the hungry ones! Do this for the rest of the steps, adjust the average time to your needs, test them to do what you say, because you are looking for the coachable people in the group! You’ve got this, I believe in you! Frazer
DO YOU WANT TO DISCOVER THE ULTIMATE GUIDE TO BUILDING YOUR NETWORK MARKETING BUSINESS USING SOCIAL MEDIA? Be sure to check out my book “I Dare You” inside you will:
Discover The Most Effective Posts To Make: highly engaging posts that will get you the attention you need.
Learn The Number One Activity To Grow Your Following: using this simple technique you will be inundated with friend requests.
Master The Art Of Connecting With Strangers: following this process you will never run out of hot prospects to introduce your product, service or opportunity to.
Uncover The Blueprint To Turning Strangers Into Friends: this will grow your likeability, credibility and eventually profitability.
Understand The Perfect Closing Process: you will never have to worry about asking the all important question again, once you know this tactic.