Chinkee Tan’s

HOW TO BE A
MASTER
PROSPECTOR

www.chinkeetan.com
#CHINKEETAN
 CHINKEE TAN
MASTER PROSPECTOR SEMINAR NOTES

GOALS:

• Equip both new and experienced salespeople or distributors.

• Equip your team with creative and the right prospecting strategies and
techniques in building connections and eventually closing a sale.

• Learn how to gain prospect’s trust.

• Learn the prospect’s emotional or buying triggers.

• Learn how to qualify.

“The reason why people are poor is not because of lack of opportunities,
but lack of knowledge.”

PRIME:
• Expectant
• Write it down
• Learn new things
• One big idea
• Apply

_______________ Level vs. ___________ Level

“If we do not prepare ourselves for success, we are only

preparing ourselves for failure.”

“The failure of the student is the failure of the teacher.”

What is a prospect?
It is a __________________ person or company who may buy from you.

What we need to understand…

— A prospect is more than a ____________.
— A prospect is a ______________.

CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 1

How do prospects view us?

1. Master prospectors build ______________________

Stop becoming a sales person and start becoming a ______________.

Getting to know stage…

- the goal is not to ____________ the sale.
- the goal is to gain their ____________.

2. Master prospectors ___________ for others

“People do not care how much you ____________, they want to know
how much you ___________.” —John Maxwell

3. Master prospectors prioritize _______________ before self

What  is running in a prospect’s mind?
WIFM − “_______________________________”

What is running in a seller’s mind?

How can it ______________ me?
How much can I __________?

Right Mindset
How can it benefit my _______________?
WIFT − “what’s in it for ___________”

“Just help enough other people to get what they want

and you will also get what you want in life.” —Zig Ziglar

4. Master prospectors study what their prospects ____________

People do not want to be sold to but people love to _______________.

_____________ vs. _________________

People do not buy because they only ___________ it, people buy because they ___________ it.

CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 2

 Buying triggers: what motivates people to buy?
1. _______________
2. _______________
3. _______________
4. _______________
5. _______________
6. _______________ opportunity
7. _______________
8. _______________
9. _______________
10. _______________
11. _______________
12. _______________

WORKSHOP: Check if what you are offering have the following:

1. Does your company offer value for money?

2. What does your company make your people feel?

3. Does your company offer convenience?

4. Does your company offer product that makes you look and feel young?

5. Does your company offer life extension?

6. Does your company offer something new?

7. Does your company offer security?

5. Master prospectors are resourceful in creating ___________

Ways to create more leads:

1. Join clubs and _____________________.

Examples: Breakfast clubs or join rotary / jaycees / school org / communities / churches

Why?
Because it’s one of the easiest and best ways to build your _________________.

CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 3

 Advantages:
Three reasons people buy or join you:
…because they ___________ you.
…your prospects will instantly ___________ you.
…your prospects will ___________ you.

2. Attend __________________ that are related to your industry.

Examples:
- Real Estate, Insurance and Direct Selling
- Money / Investment / Business Opportunity

3. Join _________________ and events that can showcase your business and your
products.

4. Do _____________ ads.

5. Organize ________________.

6. Use _____________________.

Examples:
- Social media
- Direct mail
- Blogging

7. __________________________ marketing

8.  _________________system

9. Become an ______________

10. Offer something for __________

6. Master prospectors are Master ________________

What is qualifying?
Qualifying is determining if you are ____________ for each other.
The single most wasteful time is to waste your ________ with the wrong prospects.

Why qualify?
Save __________, __________ less, _________ more

CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 4

 How can you know if they are qualified?
Ask the right _________________.

Quali-meter

1. _______________ level − Why?

1 lowest  and 10 the highest, what is your level of interest?

2. _______________ level − How?

How badly do you want it?

3. _______________ level − When?

How important it is this issue to you at the present time?

4. ___________________ level

- _________ how much time can you devote to learn and apply what is necessary for them to get what
it is they want from the business?

- ___________ what kind of monthly budget are you willing to invest?

- ________________ what are you willing to give up to make this happen?

WORKSHOP:
MASTER PROSPECTOR AUDIENCE PROFILER (SPECIAL REPORT)

Introduction
One of the keys to become successful in your selling career is to deeply understand
your target market. The more you know about them, the better able you’ll be able to
relate and connect with them.

Use the following worksheet to be able to determine who they are and how to spot
them easily.

Audience Profile Workbook

The first step in profiling your audience is to do in-depth research in order to learn as
much as possible about your audience. You’re going to find out who your audience
is, and then find out what they want.

Use this checklist and worksheet to walk through the steps…

CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 5

Part 1: Research − Audience Profile Worksheet

Now that you’ve done your research, it’s time to create your profile. This is where you
write down everything you know about your ideal prospect.

Gather up your research, picture your ideal prospect, and answer the following
questions (we recommend you print off the following pages):

How old is your prospect?

______________________________________________________________________
______________________________________________________________________
What is your prospect’s gender?
(What percentage are males and what percentage are females?)
______________________________________________________________________
______________________________________________________________________
Where does your prospect live?
(e.g., What country? If you can be specific and narrow it down to a region, do so.)
______________________________________________________________________
______________________________________________________________________
Does your prospect live in the city or province?
______________________________________________________________________
______________________________________________________________________
What is your prospect’s primary language?
______________________________________________________________________
______________________________________________________________________
Does your prospect own or rent?
______________________________________________________________________
______________________________________________________________________
What is the highest level of education obtained by your prospect?
______________________________________________________________________
______________________________________________________________________
What is your prospect’s work status? (e.g., working, in college, retired, unemployed, etc.)
______________________________________________________________________
______________________________________________________________________

CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 6

What is your prospect’s job?
______________________________________________________________________
______________________________________________________________________
What is your prospect’s yearly salary?
______________________________________________________________________
______________________________________________________________________
How does your prospect typically get online?
(e.g., Desktop computer, tablet, phone, at school, etc.)
______________________________________________________________________
______________________________________________________________________
Does your prospect engage on social media?
______________________________________________________________________
______________________________________________________________________
Does your prospect use a mobile to access the web, including social media?
______________________________________________________________________
______________________________________________________________________

PAIN POINTS
What are your prospect’s main problems?
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________

What frustrates your prospects about these problems?

______________________________________________________________________
______________________________________________________________________
______________________________________________________________________

What sort of solutions has your prospect tried to solve these problems?
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________

CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 7

Why hasn’t your prospect been able to solve this problem yet?
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________

What are the shortcomings of these solutions?

______________________________________________________________________
______________________________________________________________________
______________________________________________________________________

How can you help your prospects to solve their problems?

______________________________________________________________________
______________________________________________________________________
______________________________________________________________________

What products or services can you offer to help them with their problems?
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________

Write down everything that comes to mind, even if you don’t necessarily think this
information is useful now. It may become useful in the future.

Conclusion
As you can see, by the time you get done with this profile you’re going to know a
lot of information about your ideal prospects.

Don’t skip this important step, because not only can it make or break the success
of your selling business. Your entire business success hinges on understanding
your audience and knowing what they want.

So set some time aside right away to get to work on this profiling worksheet.

CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 8

7. Master prospectors are master __________________
Our main task is to create the __________ and the _____________________.

WORKSHOP: How can you create awareness for your company and products?

8. Master prospectors are master in creating the ____________

• _________________ approach
“What is your greatest ____________ for now?”
“Have you ever considered doing _________________ about it?”

• “____________________________” approach
“What are you doing?”
“How about you?”

Example: “I teach people how to be wealthy and debt-free!”

Turn it into a question...

“Are you interested to become wealthy and debt-free?”

— I teach people…
— I show people…
— I share with people….

Notice there are two things happening here.

  #1. You create an instant ______________.

  #2. You make the prospect _______ you instead of you asking the prospect.

Try using:
— Concern approach
— What are you doing approach

9. Master prospectors are masters in setting __________________

How to approach a prospect?
Your approach is inviting your prospect is ______________.

CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 9

What is the client’s perception?
“You are trying to ________ me something.”
“I don’t want to go to an opportunity meeting. I don't know if it will be a waste of my _________.”
“You are trying ________________ to make me buy your products or join your business.”

Bottom Line:
People do not want to be ____________ to something they do not feel comfortable.

The problem is not the ________________. The problem is ______.

Key to a successful appointment:

1. ______________ the prospect.
2. Offer a _________________.

Now are you ready for the two magic sentences.

“I can give you a ________________ presentation, but it would take an entire minute.
Could you set aside a whole minute?”

“I’m not saying that this is meant for you. So let’s say after the meeting, if you are not
interested, i will not pressure you to ____________ or ___________. No commitment.
Fair enough!”

Why will your prospects ask you for an immediate presentation?

1. They want to get it __________ with.
2. They are ________________.
3. They don’t have to go to a _________________.
4. They feel _________.

How to give an entire presentation in only one minute:

1. Learn to talk really, really __________.
2. Take some things _______ of your presentation.

3 Basic Questions

Question #1: “What kind of business or products do you ___________?”

Question #2: ”How can they _______________ from it?”

Question #3: “So exactly what do i have to do to _________ it?”

CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 10

You must be ____________, concise, _______________.

PRINCIPLE:
1. Create a powerful _____________ phrase or pick up line.
2. _______________ what you are doing.
3. _______________ the question back to them.

Instead of saying real estate only...

“I am in the real estate industry which means that i help individuals & families
to have their dream homes on a rent-to-own plan. Would you be interested to
own your dream home with a rent-to-own plan? ”

If you don’t know how to describe your business, here is an easy way that should
help.

“_____________ means”

Instead of saying Skin Care...

“I am in the skin care business which means that we have this wonderful
moisturizer that makes your skin look 20 years younger in only
45 seconds a day. Would you be interested to look 20 years younger?”

Instead of saying Health and Wellness...

“I am in the health and wellness business which means that we have

a powerful capsule that helps them feel great when they wake up
and fall asleep at night within seven minutes of their heads hitting the pillow.
Would you be interested to sleep soundly?”

Instead of saying Financial Services...

“I am in the financial services industry which means that i coach and teach
people how to retire before 50. Would you be interested to retire before 50?”

WORKSHOP:
1. Write down what business are you in.
__________________________________________________________________

2. Give a short 1 to 2 liner which can best describe the benefits of your products and services.
__________________________________________________________________
__________________________________________________________________

CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 11

Question #1: “What kind of business are you in?”

Question #2: ”How much money can i make?”

Use the principle of __________________.

So how do you know how much income to describe?

“If you were given an opportunity to own a home, how much can you afford to pay
on a _________________ basis?"

”If you were given an opportunity to set up a __________________ fund, how much
can you set aside on a monthly basis?"

“If you were to have an extra ________________ with our business, how much extra
income would you be looking to earn?"

You must be clear, concise, direct.

Question #1: “What kind of business are you in?”

Question #2: ”How much money can i make?”

Question #3: “So exactly what do i need to do to have it?”

Inform and describe to him what he needs to do.

“We are drug pushers. You can earn an extra Php100,000 a month by finding
people who are users. And that’s it!”

“We are in the intelligence business. You can earn an extra Php5,000,000 if you can
tell us who is a drug lord. Well, easy money right?”

Financial Product
“All you have to do is: just save 20 a week, 80 a month, 1,000 a year, do it for 40 years, invest
it with us and you will receive PhP1,000,0000.”

Real-Estate Product
“All you have to do is: just pay 12,500 for the first 2 years and 25,000 for the next 8 years and
you can move into your dream home.”

CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 12

Skin Care Product
“All you have to do is: every day pass out two samples of our super moisturizing crème and a
dvd describing how to use it, and at the end of about three months, you will have enough
people using the super moisturizing crème that you would earn an extra Php10,000 a
month.”

Workshop:
Question #1: “What kind of business are you in?”
Question #2: “How much money can i make?”
Question #3: “So exactly what do i have to have it?”

“I am in the financial services industry which means that i coach and teach people
how to retire before 50. Would you be interested to retire before 50?”

“Would you be interested to retire with thousands or millions?”

“All you have to do is: just save 20 a week, 80 a month, 1,000 a year, do it for 40
years, invest it with us and you will receive Php1,000,0000."

“What kind of business you are in?”

“How much money can I earn?”
”Exactly what do I have to do to have it?”

How To Create Powerful Prospecting Question?

More safe prospecting questions. 

• “I am just curious. Do you enjoy your ___________?”
• ”Was this the career you wanted while you were in ______________?” 
• “How much time do you spend ___________________ every day?”
• “What would change if you got _________ paychecks instead of one?”
• ”How do you feel about your ____________?” 

KEY:
Get the prospect to _________________ the conversation.
Ask the prospect to describe the ________________ in more depth.
Expand on the ____________ of the problem. 

Have you ever considered doing something about it?

How do you reply?
CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 13
There is a huge difference in these two sentences:

“I am a distributor for xyz company and we have the finest products and research.
We are patented, trademarked, copyrighted, and our company founder knew an
old movie star that we gave money to, and now that old movie star endorses us…”

“I show people how to “double their income” without leaving their job. I show
people how to “create residual income” without leaving their job.”

Prospecting Tools

1. ________________ card.

1. Put your picture on your business card.

People will remember you more easily. And you appear more approachable. 

2. Use big print.

As people get older (and have more money), their eyes get weaker. You want them to be able to
read your phone number and email address. 

3. Use both sides of your business card.

Don’t let that extra advertising space go to waste. Maybe you can make the back of your card into a
coupon or introductory special. 

4. Benefits! Benefits! Benefits!

Prospects don’t care about your company name, they care about the benefit to them. Put your
benefit in big type, and your company name in little type. 

2. _________________

3. _________________, Facebook, Twitter

How to create headlines that really works:

Bad Headlines
Examples:
How to lose your money in MLM.
Be part of the fastest and biggest pyramiding companies.
Let us join the newest and latest company that will only last for 60 days. Hurry now!

Prospecting Headlines:

1. How to work __________ days and get full-time pay.

2. How to spend an ____________ three hours with your children every day.
CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 14
 3. I show people how to retire five years _____________ — but at full pay!

4. Take a six-month __________________, twice a year!

5. How to get Php10,000/month raise without having to ask your ___________.

6. How to fire your boss and start your own ________________.

7. How to get your own __________ and never have to commute again.

10. Master prospector are Master _______________

We are not paid to __________________ our prospects. 

No bonus checks for setting lots of _____________________. 

Who cares if we spent hours ___________________.

We aren’t paid to give _____________________. 

We aren’t passing out ____________ and ______________. 

MASTER THE ART OF SELLING

3 Things You Need to have in Order to Sell

1. Find the right _______________.
2. Find the qualified _____________ to purchase.
3. Help them to make the _________________.

Goal is for us to get a ______ answer.

Power of ______________

Examples:
- “___________ or check?”
- “weekday or ________________?”
- “___________ or office?”

Time ______________
“How soon can we ___________ in?”
“How soon can you make your ______________ investment?”

CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 15

Power of Choice
“This week or next __________?”
“Cash or ___________?”
“_______________ or quarterly?”

Last month we just sold our condo...

Buyer: “Will the _______________ be included?”

Me: “Would you want the ______________ to be included?”

8 Basic Fears of a Buyer

1. Fear of being ____________ to
2. Fear of ________________
3. Fear of being _________ to
4. Fear of being ________________ to do something they don’t like
5. Fear of incurring ___________
6. Fear of losing ___________
7. Fear of the ________________
8. Fear of the ___________ mistakes

Never say the following words: ___________—Price—Presyo

Instead say: ____________________

Never say the following words: ____________________

Instead say: Initial _____________________

Never say the following words: Monthly ________________

Instead say: Monthly _________________

Never say the following words: _________________ - connotes legal / sue /

Instead say:  ___________________ / forms

Never say the following word: __________

Instead you say: will __________ or invest

Never say the following word: ___________/ ____________

Instead you say: We help so many people _______________
CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 16
Never say the following word: ____________
Instead you say: Opportunity / ___________________

Never say the following word: Can you please ___________here?

Instead you say:
“Can you please ________ this?”
“Can you please _______________ this?”
“I just need this for ________________.”
“Can you help me ___________ your name?”
“May i know your ______________ initial?”

Noted!

Closing Style
Goal is to ___________ people.

• Help client to understand how the product can _____________ them.

• Help clients to get what they __________.
• Help clients to overcome _________.
• Help clients to overcome ___________________.

Step 1. Trial Close

Ask a time bomb question?

“Is the information shared with you clear enough?”

Client: “How soon can we __________ in?”

You: “How soon can you make your initial _________________?”

Step 2. Use The Power of Choice

“When do you want this to be delivered?”

“Weekday or weekend?”

Step 3. Get Commitment

“Can you please ok this?”

“Can you please approve this?”
“I just need this for paperwork.”
CHINKEE TAN’S MASTER PROSPECTOR SEMINAR NOTES | 17
Objection 1. What if client says: “Let me think it over.”

_____________ them.
Tama yung _______________ na mag-isip.

What part of the presentation na hindi mo pa _____________________ so i can help

you understand? (then specify the part of the presentation)

- _______________?
- Amount of _____________________?”
- _______________?
- Meron pa ba akong ____________________? (if there are no objection)

Go back again…
Step 1. Trial close
Step 2. Use the power of choice
Step 3. Get commitment

Objection 2: What if the say: “_____________ kasi eh” (It cost too much!)

Reply:
“__________________ to what?”
“Everything that has ____________ you need to invest more.”
“What do you value __________?”
“_______________ or amount of investment?”
“Return of investment or ____________?”

Another strategy:
___________________ the price (Monthly, Weekly, Daily)

Top 5 Common Prospecting Mistakes:

Mistake #1: Trying to sell or invite everyone on their ______________ list
Mistake #2: Talking to only your close _____________ and family about the business
Mistake #3: _________________ your prospects
Mistake #4: They sell the products or business and _______ the need of the prospects
Mistake #5: Approaching every prospect the __________ way

4 P’s To Become a Master Prospector

P___________________________ P__________________________

P___________________________ P__________________________

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