Module 7 - Closing Leads On The Phone

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Closing & Signing People

Module 7 Up on the Phone
www.getwsodownload.com
TABLE OF CONTENTS
Table of Contents Page 2
Your Competition is Making it Easy For You Page 3
Phone Conversations with Dave Page 4

Conversation 1 Page 4
- Top Producer Formula - Module 7 - Closing & Signing People Up Page 2

Closing & Signing People Up on the Phone
Your competition is making it easy for you to bring new

people into your business.
This is because all your competition is focusing on is sell-sell-sell, failing to understand the most important
element of selling.
Understanding your prospect’s problems.

The key to unlocking more sales, deepening rapport and building a stronger organization is to help solve the
problems people are having.
• People respond to solving their problems all the time. When it’s their problem and you’re giving a
solution, they respond 100% of the time. How do you do that if you’re connected with someone?
You ask questions.
• You’re going to get better results with people if you find out what it is that they’re here for and
connect with that. They’re going to stick around longer. They’re going to buy more upsells.
• People will respond to your pitches if you’re giving them value. If you’re giving them value that
solves their problems then they love the pitches.
• Objections aren’t real, ever. They’re never real. They are a smokescreen that someone is putting
up. Most of the time, if you challenge them head on, they go away. The reason people are giving
you objections is to see if you’re real.
• They’re joining you, your vision and the belief that, if they join you, they’re going to get what
they want.

Phone Conversations with Dave

Dave: I want to talk about getting people to call you and getting people who connect with you
and say, “Give me a call.”
Let’s walk through this. Then I will help. Then we’re going to do some role-play with this.
I want you to understand how to close. I’m going to call you. It’s ringing.
Conversation #1
Dave:
Hello?
Paul:
Hello. I was just reading one of your emails.
I saw your phone number in here. I looked
at your videos for the last few days. I opted
in from your website. I just wanted to call
and talk to you.
Dave:
Paul: How can I help you?
I saw the ad on Facebook. I clicked on that

because I’m not making any money in my
business. I saw your videos and I liked
them. It made sense to me. I’m just
looking to make money.
Dave:
OK. I want to let you know that I have about
five minutes before I get on a coaching call.
If I show you exactly what to do to finally
succeed online, will you follow my advice or
will you continue doing things your own way?
Paul:
Are you going to tell me what to do to
actually make money?
Dave:
Are you going to listen?
Paul:
Yes, I’ll listen.

Dave:
Cool. The first thing that you need to do
is get in the system right now. Are you
in front of your computer?
Paul:
Yes, I’m in front of my computer.
Dave:
Go to the email that I sent you.
Do you see that link?
Paul:
Yes, I have it.
Dave:
Click it. What shows up now?
Paul:
It’s a page to put my information and
credit card in.
Dave:
Cool. Fill out the safe and secure order
form and let me know once you’re in.
Can you do that?
Paul:
Yes. That’s all you do?
Dave:
That’s all I do. Welcome to the team.

CONVERSATION #2
Dave: Let’s give another example. Pretend that I’m someone else that has a few more questions.
The phone is ringing.
Dave:
Hello?
Paul:
Hello, is this Dave?
Dave:
This is. Who’s calling?
Paul:
This is Paul.
Dave:
Paul, how are you doing? How can I help you?
Paul:
I was just watching this webinar that you
did. I’ve been reading your emails for a few
days. I clicked on an ad from for Amway.
I was really interested. I was wandering
around in Wal-Mart, too. I was just so sick
of prospecting cashiers. I was looking at
your thing. What you’re doing makes sense
to me. I just had a few questions about it.
Dave:
OK. I have five minutes. I’m about to go to
a meeting. If I answer your questions, will
you be prepared to join right now?
Paul:
I don’t know. I think so.
Dave:
OK, go for it.

Paul:
Is this for real? I see you. You obviously picked up
the phone, which surprised me. I didn’t think that
you would. I thought you were some schemer.
I see these people on the webinar. You’re talking
about making money and sponsoring people. I’ve
been struggling for years and I just want to make
sure that I can learn something where I can
really make money.
Dave:
My question to you is, how coachable
are you, from one to ten?
Paul:
I’m really coachable. I’ll listen. If I find someone
who I think is giving me good advice and they
tell me to do something, I’m going to do it.
Dave:
Where are you from a level of one to ten?
Paul:
I’m a little bit arrogant from time to time.
I would say I’m at seven or eight.
Dave:
I can’t work with you unless you’re at twelve.
Paul:
Look, I’ll listen.
Dave:
If I show you exactly what to do,
will you follow my advice or are
you just messing around?
Paul:
No, I’ll do it.
Dave:
OK. This is the first thing that you need to
do before we move forward. Do you see
that email that you came in from?
Paul:
Yes.

Dave:
Click the link.
Paul:
I have it.
Dave:
What does it show?
Paul:
It’s a page that says it’s a secure order form.
Dave:
You need to fill out the safe and secure
order form. Can you do that?
Paul:
Yes.
Dave:
OK. Go ahead and get in. Then we’ll
connect from there.
Paul:
OK.
Dave:
Welcome to the team.

CONVERSATION #3
Dave:
Hello?
Paul:
Hello, this is Paul Gardiner.
Dave:
Hi Paul, how can I help you?
Paul:
I was looking at your email. I saw your
number in here and wanted to give you
a call. I have some questions.
Dave:
OK. How can I help you?
Paul:
I really want to make money on the
internet. I’ve seen a couple of your videos.
I’ve seen some of your webinars. I’m
thinking about joining. Dave:
What is there to think about?
Paul:
I don’t know if it’s for real. I was wondering
if you’re telling the truth or if you’re some
sort of schemer on the internet.
Dave:
Are you prepared to join right now or
are you just here to waste time?
Paul:
No, I just wanted to ask you some questions.
Dave:
OK. If I answer your questions, will you join today?
Paul:
I’m not quite sure.
Dave:
Then we can’t have this conversation.
Paul:
Why not?
Dave:
I’m too busy. Whenever you are ready, you
can call me back and we’ll get started.
Paul:
I just have some questions.
Dave:
No, it’s OK. Thank you.

CONVERSATION #4
Paul:
Will you actually help me out if I join
at the $25 level? Dave:
What is your name again?
Paul:
Mike.
Dave:
Mike, can I ask you a question?
Paul:
Yes, sure.
Dave:
You want to make money, right?
Paul:
Well, yes.
Dave:
In making money, do you want to be on the
phone all day and night, helping people who
are only paying you $25 every 30 days? Is
that what you want to do for a living?
Paul:
I’m willing to do whatever it takes, but…
Dave:
For $25 a month, you would spend hours
and hours and make about $1 an hour?
I’m just curious.
Paul:
No, it doesn’t make sense at all.
Dave:
I wouldn’t either. You have two options. First,
I can hang up the phone. Second, you can
stop being a wussy. You don’t want to put up
with bullshit. The reason is because you don’t
need people to join you. They either want to
or they don’t. If you are a pansy, they won’t
ever join. Be the bullshitter, the person who
pounds you with questions. Do you know who
I’m talking about?
Paul:
I do.

CONVERSATION #5
Paul:
How exactly does this system give me
autopilot sales? I want to join but I just want
to make sure that this actually works.
Dave:
It’s not really autopilot sales. What you’re
doing is building a list and marketing. You’re
making sales through your marketing. Does
that make sense?
Paul:
Yes, but just tell me about the autopilot. You
said something in the email that it’s autopilot.
Dave:
Yes, you can get sales on autopilot
where you set up a system and you
have autoresponders going.
Paul:
I know. I’ve been in this thing for a little bit.
I understand what you’re saying. I’ve been in
marketing. I’ve been doing this for a long
time. I’m trying to figure out exactly what
you mean by “autopilot.”
Dave:
You have emails going out.
Paul:
You said something about autopilot. I don’t
have to do anything. That’s the only reason
why I’m on the phone with you.
Dave:
Yes, you’re building a list. Then you have
advertising running. You have a system set
up to sell the products you’re selling. Sales
can happen when you’re doing nothing.
It’s as simple as that.
Paul:
It still doesn’t make any sense to me.

CONVERSATION #6
Kim:
I tried this other system last year. I was in it
for three months. I kept calling and calling
the guy who I was in under. He wouldn’t
help me with anything.
Dave:
Stop. Here’s the deal. You called me
because you want what?
Kim:
I need to learn how to make money online.
Dave:
You want to learn how to make money online?
How much money do you want to learn how
to make?
Kim:
I want to make $2,000 a month.
Dave:
Kim: You want to make $2,000 a month.
Yes.
Dave:
How much time do you have to dedicate
towards making that $2,000 a month.
Kim:
I don’t really know. I have a job.
Dave:
Stop. Here’s the deal. I’m not going to listen
to any more complaining. I don’t want any
bullshit. Here’s why. If you give it to me, I’m
going to hang up the phone.
I know how to help you make money. If you

listen, I’m going to help you. If you don’t listen,
that’s OK. I’m just not going to talk to you. It’s
not because I don’t love you. It’s not because
I don’t think you’re cool. It’s because I have
better things to do.

Kim:
Can I just ask you one question? There is just
one question I wanted to ask.
Dave:
If I answer your one question, and it will
only be one, are you going to stop with
the dumb questions?
Kim:
Yes.
Dave:
OK. That’s fair.
Kim:
I’m wondering if you could go online and
research this other company I was with
and compare it to Empower and tell me if
Empower will help me more. Dave:
Stop. I’m done with the questions now
because the answer is, “No.” You want to
make $2,000 a month. Are you willing to
Kim: listen, work and do what I tell you to do?
I think so, yes.

Dave:
Are you serious or are you just playing around?
Kim:
No, I’m serious.
Dave:
You said, “I think so.” “I think so,” doesn’t mean,
“yes.” Are you going to take action or not?
Kim:
I just got beat up by that other company.
Dave:
Are you going to take action or not? Stop. I
know you love to complain, just not with me.
Kim: This is your last chance.
Yes, I’ll listen to you.

Dave:
OK. I just sent you an email. I want you to click
that link and tell me when that comes up.
Kim:
OK, got it.

Dave:
Do you see that place where it says to
put in your name?
Kim:
Yes.
Dave:
You want to write your name out exactly how
you want it spelled on your checks. Is that OK?
Kim:
Yes, it is.
Dave:
You’re going to fill out this form. Here’s
the deal. The second you hit the “submit”
button you’re going to go to another video.
It’s a series. I want you to watch all of those
videos. We have a team hangout Thursday
night. I want you to make sure you come to
that hangout. We’re going to talk about
what to do to really be a part of the inner
circle here. Is that OK?
Kim:
It sounds good.
Dave:
Welcome aboard.
Kim:
Thank you.

CONVERSATION #7
Kim:
Before I sign up, I’m wondering how this works
for you. How much money are you currently
making right now?
Dave:
Can I ask you a question?
Kim:
Sure.
Dave:
Just a minute ago, we were talking and
you said you wanted to make $2,000 a
month, right?
Kim:
Yes.
Dave:
You said you were willing to invest $1,000 into
your business to get started. Is that correct?
Kim:
Yes. Dave:
OK. You said you were willing to work in the
evening time. You have three hours a night
that you will dedicate every day doing exactly
what I tell you to do. Is that right?
Kim:
Yes.
Dave:
One of the things I’m going to tell you to do
from now on is not to ask me dumb personal
questions. I’m not going to answer them. Is
Kim: that fair?
OK, sure.
Dave:
Great. Are you in front of the form right now?
Kim:
Yes, I am.
Dave:
Do you see that place for your first name?

Kim:
Yes.
Dave:
Go ahead and type that in.
Kim:
OK.
Dave:
When you’re finished with this form, go ahead
and hit the “submit” button. Shoot me an
email and let me know when you’re in. Then
you will watch a video. I want you to pay
attention to that second video because there
are some other products. I want to make sure
that you are at least educated on all of the
products that we have to get the results that
you want in your business. Is that fair?
Kim:
That’s fair.
Dave:
Great. Welcome aboard.
Kim:
Thank you.

CONVERSATION #8
Kim:
I’m wondering if this is going to help me build
the business that I’m already in. Dave:
What business are you in?
Kim:
I’m in Soap International. Dave:
OK. How long have you been in
Soap International?
Kim:
About six months.
Dave:
How much money are you making over there?
Kim:
Nothing at all. Dave:
You’re not making any money over there. How
hard have you been working over there?
Kim:
I could probably work harder. I have a job, too.
Dave:
You haven’t really been working over there.
Kim:
No.
Dave:
Kim:
Sure. Dave:
When you come in here, are you going to
be as lazy here as you are over there?
Kim:
I guess if I know exactly what to do then I’ll do
it. I don’t really know what to do right now. Dave:
You didn’t answer my question. Are you going
Kim: to be lazy here or are you going to work?
I’ll work.
Dave:
You’re going to work here?

Kim:
Yes. Dave:
This is going to be different. Why is it
going to be different?
Kim:
Right now, I don’t have any guidance over
there. I feel like you know what to do. If you
tell me what to do then I’ll know what to do.
Dave:
You don’t have any guidance over there?
Kim:
No, not really. Dave:
Why do you want to make money there?
Kim:
I really like the soap. Dave:
OK. I really like cheesecake but I’m not selling it.
Kim:
I get it for free. Dave:
Kim:
Sure. Dave:
Are you going to keep asking me
dumb questions?
Kim:
No. Dave:
Alright. I think you’re pretty smart, which is
one of the reasons why you called me. I’m
not making fun of you. I just wanted to point
out that this is really stupid. You’re not
making any money. You have no guidance.
You want to make money, right?
Kim:
Yes. Dave:
Kim: How much do you want to make?
I want to make at least $5,000 to

$10,000 a month. Dave:
When you make $5,000 to $10,000 a month,
how is your life going to change?

Kim:
Everything will change.
Dave:
What do you mean by that?
Kim:
I won’t have to go to my job anymore. I’ll
be able to see my kids. Bills will be paid.
I’ll be able to help my friends and family.
I’ll be able to travel.
Dave:
Kim: Out of those, what is the most important to you?
The family.
Dave:
It’s seeing your kids. How old are your kids?
Kim:
They are 14 and 2.
Dave:
Do you really want to make more money
and see your kids more often?
Kim:
Yes.
Dave:
I just sent you a link. Go ahead and pull that up.
Kim:
OK, got it.
Dave:
Do you see that page? What does it say
at the top of the page?
Kim:
It says, “Secure order form.”
Dave:
Go ahead and put the name there that you
want on your checks. When you scroll down,
I want you to go ahead and finish your order.
Then I want you to watch the rest of the
videos. Here’s the deal. After you’re finished
with that, I want you to get on our team
hangout Thursday night. We’re going to show
you how we work together as a team to help
you build your future. Is that fair? I want to
help you get more time with your kids.
Kim:
That’s awesome. That sounds good.

CONVERSATION #9
Kim:
I’m not good with computers. I’m not good
with technology. I just got on Facebook last
week. I’m completely average. I’m wondering.
Can I succeed at this? Can I do this, too?
Dave:
Kim:
Sure.
Dave:
Just a minute ago, we were talking. You were
talking about your kids and how you want to
stay home more. You’re working too much.
You said that you were willing to do what it
takes, right?
Kim:
Absolutely.
Dave:
You’re willing to do what it takes to spend
more time with your kids and make that
$5,000 a month?
Kim:
Yes.
Dave:
If I tell you what to do, you’re going to dedicate
that time? Are you just messing around? Are
you going to fool around with it?
Kim:
No, I will do it.
Dave:
You’re not messing around with spending
more time with your kids?
Kim:
No.
Dave:
You’re serious about that?
Kim:
Yes.
Dave:
That’s not what I call “average.” I just sent you
a link. Can you pull that up?

CONVERSATION #10
Dave: I turned a sign-up into a $1,000 sale rather than playing around with some bullshit for $25.
Carol:
The phone is ringing.
Dave:
Hello?
Carol:
Is this Dave?
Dave:
Yes. Who’s this?
Carol:
Dave, this is Carol from Texas.
Dave:
It’s nice to meet you, Carol. What
can I do for you?
Carol:
I’ve been following your ads and videos. I’m
really desperate to make money and change
my lifestyle. I saw somewhere that started
you can get with $25. Can I really get
started for only $25?
Dave:
Carol, I need to ask you some questions here.
Carol: Is that OK?
Sure.
Dave:
Here is the reason why. It’s because I’m tied
up. I’m busy. I just have a couple of minutes.
I want to make sure that this is a right fit,
especially because of some things that I just
heard when you called me. Is that cool if I ask
you some questions? You’ll answer honestly?
Carol:
Sure.
Dave:
Carol, you’ve been looking at my site. You gave
me a call. Obviously, you’re looking to make
money. What exactly are you looking for?

Carol:
I really have to change my life.
Dave:
What do you have to change?
Carol:
I’m getting up in years and I have no
retirement. My job is a dead end. I am really
desperate to make a change.
Dave:
Carol: What do you do? What is your job?
I’m an RN.
Dave:
How much money are you looking to make
from this to replace this job that you have as
an RN and start moving the direction that
Carol: you want, Carol?
I’d really like to make a minimum of $10,000

a month.
Dave:
You’d like to make $10,000 a month. Have you
Carol: ever made $10,000 a month before?
No.
Dave:
You haven’t. What do you make right now?
Carol:
If I work a lot, I make $7,500 a month.
Dave:
Right now, you’re making $7,500 a month.
Carol:
I just had a problem with licensing. I’ve
actually been out of work for three weeks.
Dave:
You’ve been out of work for three weeks.
You really need a change.
Carol:
Yes. Dave:
How hard are you willing to work to make more
money than you’ve ever made in your life? It
sounds like you’ve never made that amount.

Carol:
I’ve always been comfortable. I’ve been getting
along but I’m not satisfied with that anymore. Dave:
How hard are you willing to work? You didn’t
answer the question.
Carol:
Whatever it takes.
Dave:
You’re willing to do whatever it takes.
Carol:
Whatever it takes.
Dave:
Are you messing around with me? If I tell you
what to do, are you going to question me all
the time?
Carol:
No, whatever it takes.
Dave:
I know you’re willing to do whatever it takes.
I don’t take that lightly. If I tell you to do some-
thing now and you don’t do it, I’m not going to
talk to you again. I will think that you’re lying.
Carol:
OK. Dave:
I like to be honest. I’m always going to tell you
the truth. That’s my promise. I expect you to
tell me the truth, too. Is that OK? Can you tell
me the truth?
Carol:
Yes.
Dave:
Let me ask you some other questions, Carol.
How much money do you have that you could
invest into your business to get started and
also on an ongoing basis for marketing, along
with your work in order to be able to produce
that result of $10,000 per month?
Carol:
Right now, because I’ve been without work,
it’s a little low.

Dave:
It’s a little low. What do you mean by that?
Carol:
I’m cash poor right now.
Dave:
You’re cash poor. That means you have how
much to invest into this, specifically in order to
hit your goal of making $10,000 per month?
Carol:
I could probably do $1,000 a month.
Dave:
To a lot of people, cash poor would be $20
so $1,000 a month is a little bit different.
I just wanted to clarify that. That’s on an
ongoing basis to do marketing and test things.
I’m not going to ask you to spend that every
month obviously.
Here’s the question I have for you. How much

could you put into getting your business
started right to make sure you’re on the right
track, hit your goal and make $10,000 a month
and get out of this grind so that you don’t have
to deal with getting laid off from jobs for the
rest of your life?
Carol:
I’m not sure I understand that question? Dave:
How much could you put to your business to
getting started to be able to hit your goal?
Carol:
Right now today?
Dave:
Right now or in the next week.
How much could you do?
Carol:
I could do $1,000.
Dave:
You could do $1,000 right now. On an ongoing
basis, you could put $1,000 into your business.

Carol:
Yes, about $1,000 a month.
Dave:
Then why are you asking about the $25?
Carol:
I got confused with my story here.
Dave:
People tend to get confused when they are
put on the spot. Why are you asking about
the $25? Are you not taking your business
seriously enough to be able to invest in your
education to actually create the results? Just
a second ago, you said that you were serious
about making $10,000 a month.
Carol:
I need to change that. I don’t have $1,000.
I’m on a tight budget.
Dave:
Now you have $1,000. A second ago, you
were trying to fiddle me around for $25 and
get a business started for that. I know we’re
all cheap, but do you take your business
Carol: seriously? Are you willing to do what it takes?
I am now.
Dave:
Here’s what I’m going to ask you to do. I’m
going to ask you to stretch yourself, not
beyond your means. You’ve told me your
means. In life, we need to stretch sometimes
to be able to hit the goals that we want. If I
lied and said, “Yes, spend no money. Every-
thing is free,” I would send you off on your
way, never being able to hit the result that
you want. Then am I really helping you? I’m
not helping you with that, am I?
Carol:
No.
Dave:
I want to help you. Do you want
me to help you?

Carol:
Absolutely.
Dave:
I have a package of products here. I want you
to buy these products specifically because I
want you to be able to get results. The pack-
age of the products that I have is not even
$1,000. It’s $997. I want you to get started
with those products.
The reason is because I want you to learn

what’s in them and master them so that you
can go out there and confidently feel good
about selling those products. Obviously, if
you sell something that’s $1,000 then you will
earn a little more commissions than if you sell
something that’s $25. Does that make sense?
Carol:
Yes, it does.
Dave:
It sounds like you’re ready to get started. I just
shot you a link. Can you click that link and pull
it up?
Carol:
Got it.
Dave:
On that page, there is an order form. I want
you to write your name as you would like it
spelled on your checks. Is that fair?
Carol:
Absolutely.
Dave:
Tomorrow night, I’m having a team hangout.
I want you to get on that hangout. If I tell you
to do something, you said you would do
whatever it takes. I’m not messing around.
Are you messing around?
Carol:
No.

Dave:
Then you need to be on that tomorrow night.
I’m actually going to pull you out in front of
people and do coaching with you live in front
of my team. I’ll be training you but also train-
ing everyone else at the same time. I’ll also be
showing you what to do. Is that fair?
Carol:
What time is that? I want to make sure
I’m there.
Dave:
It’s going to be 9:00 PM Eastern Time. I just
shot you another link. Is that cool?
Carol:
Awesome. I just signed up.

CONVERSATION #11
Dave It’s very rare that an objection is real. When it’s real, you can deal with it. Most of the time, if you
challenge it head on, it just goes away.
Luke:
I know it’s not really $25. You have to spend
money on marketing. Then there are upsells.
Dave:
Stop it. What’s your name?
Luke:
Luke.
Dave:
I had forgotten from the beginning of the
phone call. I do that a lot, Luke. I forget
people’s names because I work with a lot of
people. The truth is, I’m not looking to work
with everyone. Here is my question for you. A
minute ago, you told me that you wanted to
make $10,000 a month. That means you’re not
making $10,000 a month now, right?
Luke:
Yes.
Dave:
You said you’ve been online for a long time
and you’re still not making $10,000 a month.
Am I understanding correctly?
Luke:
Yes, that’s true.
Dave:
In other words, you don’t know what you’re
doing when it comes to making money. Am
I understanding correctly? If you did, you’d
probably have been making $10,000 already
before this phone call.
Luke:
Yes.
Dave:
Are you going to listen to my advice and do
what I tell you to do or are you going to con-
stantly be thinking that there is some scheme
behind it and questioning everything? The
truth is, it’s not that I don’t love you. It’s that
I’d rather be having sex with my lady than be
having conversations like this all day. Are you
going to bullshit me or are you going to listen?

Luke:
I’m going to listen. Dave:
Part of that listening will include that you stop
complaining about upsells. Do you want to
know why?
Luke:
Why?
Dave:
Would you rather be able to earn $1,000 a
sale or $30 a sale.
Luke:
I’d rather earn $1,000. Dave:
That means you need upsells, right?
Luke:
Yes. Dave:
If you need upsells to make money, why are
you going to complain about someone else
upselling? You’re not, right?
Luke:
No. Dave:
Not anymore. From now on, you’re not
allowed to complain. Now you have to do
what I say. If you don’t, that’s fine. I’m just
not going to work with you. Are you cool?
Luke:
I’m cool.
Dave:
I just sent you a link. I want you to pull that up.
Do you see it?
Luke:
Yes.
Dave:
Go ahead and fill out that form. When you’re
done, you will hit the “submit” button and be
led to a bunch of upsells. I want you to buy
as many as you can.
Luke:
OK.

CONVERSATION #12 - OBJECTIONS

Will:
I really like the plan. I looked it over. I’m super
excited but I think my wife’s going to kill me if
I join. I really need to talk to her first.
Dave:
What is your name again?
Will:
Will.
Dave:
You’ve been on my list for how long?
Will:
About six months.
Dave:
You’ve been reading my emails?
Will:
I’ve seen a lot of people make a lot of
money but I’m just afraid that my wife
might give me grief.
Dave:
Will:
Yes.
Dave:
Do you actually need to talk to your wife
because you talk to your wife about literally
every decision that you make? You can’t make
a decision financially without talking to your
wife or are you just nervous that it’s not going
Will: to work?
Well, I’ve joined deals before. I joined this

other legal company. It didn’t work so I’m
kind of scared, honestly.
Dave:
I got it. It’s OK. Here’s the deal. Are you willing
to work?
Will:
Absolutely.
Dave:
You told me you wanted to make $5,000 a
month. Is that true?

Will:
Yes.
Dave:
You told me that you’re struggling and that
you want to bring your wife home from work.
Are you serious about that?
Will:
Absolutely.
Dave:
Are you sick and tired of her having to go
to work?
Will:
Yes.
Dave:
Are you going to have to ask her permission
to get on conference calls and webinars too,
or are you just going to be a man and do
what it takes?
Will:
I’m just going to do what it takes.
Dave:
You’re going to be a man?
Will:
Yes. Dave:
Alright. That’s what I’m asking you. Men don’t
always need to ask permission for everything.
That’s not what constitutes a man. You
know that.
Will:
I know.
Dave:
I just shot you a link. I want you to pull that up.
Will:
I got it.
Dave:
OK. Go ahead and write your name in the
order form the way you want it spelled on
your checks. Welcome aboard.
Will:
Thank you.

CONVERSATION #13
Dave:
What is your name?
Leann:
Leann. Dave:
We’ve already talked. Then you are going to
say, “I have to talk to my husband.”
Leann:
I’m looking at this. I’m thinking about it. I want
to check with my wife first.
Dave:
No, you want to check with your husband.
Leann:
No, I have a wife.
Dave:
You have a wife?
Leann:
Yes.
Dave:
Sorry.
Leann:
That’s cool. Everyone does that.
Dave:
I was confused for a second. I’m confused
about this example but this has happened to
me before. I get in weird situations all the time.
I’ll also want another example with a husband
because that is an easier one to overcome. It’s
easy to rile up women against their husbands.
You want to check with your wife first?
Leann:
Yes, I just want to check with her first. I want
to make sure she’s cool with this.
Dave:
Leann:
Yes.

Dave:
Just a minute ago, we were talking about your
goals, dreams and desires. You told me that you
want to make a six-figure income, right? You
also said you want to spend more time with
your family.Dave:You’re willing to work for that?
Leann:
That’s right.
Dave:
You’re willing to do what it takes for that?
Leann:
Yes.
Dave:
You’re willing to do whatever it takes. You said
that you have a few hours at night to dedicate
towards working towards that.
Leann:
Definitely.
Dave:
Is your wife on board with what you do?
Leann:
Yes.
Dave:
Is she going to support you if you have a
vision if you’re going out there, working and
making it happen? Is she going to be behind
you if you make a decision?
Leann:
Not always.
Dave:
She gives you a little hassle. I can understand that.
A lot of spouses are like that. The reality is that
if you make a decision and you decide to go for
something, she’s going to support you, isn’t she?
Leann:
She is somewhat supportive. Sometimes she
still gives me a little hassle. Dave:
Do you think she wants you to make $10,000
a month?
Leann:
I think so, yes.

Leann:
I think she wants me to make more than that.
Dave:
OK. Here’s my perspective. If you go to her,
ask her permission, and you’re unsure about
it, she’s probably not going to support it from
the sound of it.
Leann:
Yes, if I’m not sure.
Dave:
You have to make a decision. This isn’t her
choice. This is your choice. Is that true?
Leann:
Yes.
Dave:
Do you want to make a decision?
Leann:
Yes.
Dave:
Do you want to make that $10,000 a month?
Leann:
I want to make more than that.
Dave:
Do you want to show her that you have the
ability to succeed?
Leann:
Yes.
Dave:
You want to provide for your family?
Leann:
Yes.
Dave:
OK. Welcome aboard. I just shot you a link.
I want you to click that and pull that up.
Leann:
OK.
Dave:
Go ahead and write your name the way
you want it spelled on your checks.
Welcome aboard.
Leann:
Thank you.

CONVERSATION #14
Kim:
I’m really excited about this. I think this is a
great thing to do but I really have to talk to
my husband first.
Dave:
What was your name again?
Kim:
Kim.
Dave:
Kim, it’s nice having this conversation.
Kim:
Sure.
Dave:
A minute ago, you were saying that you had
this desire to make a six-figure income. Are
you serious?
Kim:
Yes, I’m totally serious but…
Dave:
There is no “but.” Are you serious?
Kim:
Yes, I’m serious.
Dave:
You’re serious. When you were talking about
your desire to make that much money, you
said you were willing to work three or four
hours a night toward that in between taking
care of the house, the work that you do and
spending time with your family. You’re willing
to dedicate that time, right?
Kim:
Yes.
Dave:
OK. You also told me that you were willing
to invest $1,500 into getting your business
started in order to hit that income. Am I right?
Kim:
Yes.

Dave:
You’re willing to do what it takes. Can I ask
you a question?
Kim:
Sure.
Dave:
Is your husband generally supportive of you
going out and spending money, investing in
your future when you want to do it or does
he control the finances a little?
Kim:
He’s very supportive. Dave:
He’s very supportive when you do it. You have
a good relationship with things like this. If you
make a decision, he’s going to trust you?
Kim:
Yes.
Dave:
Are you confident in the decisions that
you make?
Kim:
I am but we just paid off all of our debt and
I don’t want to put this on a credit card.
Dave:
That’s interesting. Let me ask you a question.
It sounds like the real problem is that you’re
nervous that this isn’t going to work.
Kim:
Yes, very much so.
Dave:
That makes sense to me. I understand. When
I got started, I was nervous, too. Can I ask
you something?
Kim:
Sure
Dave:
Are you willing to listen?
Kim:
Yes.
Dave:
Are you willing to work?

Kim:
Totally.
Dave:
Are you willing to get on conference calls?
Kim:
Yes.
Dave:
Are you willing to dedicate that time
in the night?
Kim:
Yes.
Dave:
Here is my next question. This is the most
important. Are you absolutely dead serious
about dedicating the energy and time that
you need to make that income or are you just
pretending you’re serious and, when I tell you
to do something, you’re just going to do what
you want anyway?
Kim:
No, I’m really serious.
Dave:
That’s what I thought. Welcome aboard. I just
shot you a link. Can you click on that?
Kim:
Sure.
Dave:
You just pulled up an order form. I want you
to fill that out. I actually have a package of
products that you need to buy to get your
business started. I want to make sure that
you’re starting on the right track to build
your business the right way. Is that fair?
Kim:
OK.

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Module 7 - Closing Leads On The Phone

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Closing & Signing People

Table of Contents Page 2

Your Competition is Making it Easy For You Page 3

Phone Conversations with Dave Page 4

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 2

Closing & Signing People Up on the Phone

Your competition is making it easy for you to bring new

Understanding your prospect’s problems.

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 3

Phone Conversations with Dave

Paul: How can I help you?

I saw the ad on Facebook. I clicked on that

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 4

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 5

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 6

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 7

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 8

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 9

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 10

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 11

I know how to help you make money. If you

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 12

Kim: listen, work and do what I tell you to do?

I think so, yes.

Kim: This is your last chance.

Yes, I’ll listen to you.

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 13

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 14

Kim: that fair?

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 15

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 16

Kim: to be lazy here or are you going to work?

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 17

Kim: How much do you want to make?

I want to make at least $5,000 to

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 18

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 19

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 20

Carol: Is that OK?

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 21

Carol: What do you do? What is your job?

Carol: you want, Carol?

I’d really like to make a minimum of $10,000

Carol: ever made $10,000 a month before?

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 22

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 23

Here’s the question I have for you. How much

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 24

Carol: seriously? Are you willing to do what it takes?

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 25

The reason is because I want you to learn

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 26

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 27

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 28

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 29

CONVERSATION #12 - OBJECTIONS

Well, I’ve joined deals before. I joined this

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 30

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 31

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 32

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 33

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 34

- Top Producer Formula - Module 7 - Closing & Signing People Up Page 35