Income Producing Activities

While prospecting, do you ask the question, "How many hours a week would you be able devote to building your business?"  If you don't ask this question, you should.  It helps the prospect know that there will be a time commitment and it helps them reach that commitment themselves.  They don't feel like you're telling them how much time to commit.  As you begin to ask your prospects this question, you may find, as I have, that the most common answer is, "10-15 hrs per week."  "PERFECT!" you say, and here's how we need to spend that time.  Here are those 'income producing activities you need to concentrate on.

• PBR (Private Business Reception)                                                                     2 Hrs

• Inviting to Events: (Calls, PBR’s, BF’s, Webinars)                                             3 Hrs

• 3 Way Calls, Follow up,                                                                                   3 Hrs

• Attending Events, Webinars, PBR’s.                                                                 2 Hrs

Total Hours per week:                                                                                        10 Hrs

Private Business Receptions can be home meetings, hotel meeting, even one-on-one at Starbuck's.

Here is a powerful little script that will increase the percentage of time your invitee's actually show up to your meeting.  I'll dive into a little deeper at the end....

1. Be in a hurry: "Bill, I've only got a couple of minutes"

2. Clear the time of the event: "Bill, What are you doing at 8:00pm

Tuesday that is going to put 6 figures in your pocket?"

3. Edify speaker: Have a brief BIO on the speaker.

4. Add Value: "Bill, I've only got 2 seats on the webinar and 20 people

to call, will you be there?"

5. Reinforce their decision: Great, now Bill are you certain that you will

be there?

6. Always use the person’s name. A persons name is music to their

ears. Set a goal to say the persons name a minimum of 5 times.

7. Thanks for the 5$!

Keep it short: 55 seconds or less. REMEMBER - Words are like holes in a boat.  Pique their interest enough to get them to the meeting so you can let the material (presentation, webinar, etc) or the speaker do the heavy lifting for you.

1. Be in a hurry - this tells the prospect you're not going to keep him on the phone for a long time.  It also tells him that he can't ask a bunch of questions right now.

2. Clear the Time - After asking this question, the most likely answer is going to be "Nothing."  If it's anything else, "I have to take my child to piano practice", "It's my night to wash the dishes",  end the conversation nicely.  

3. Edify the Speaker - this builds value to the prospect.  It tells them the person they are going to be hearing from really knows the business.

4. Add Value - also adds a sense of urgency and fear of loss.  "... I only have 2 seats...."

5. Reinforce their decision - Again, they are making a commitment to be there.

6. Always use their name - People LOVE to hear their name

7. Thanks for the $5. - In my business, the numbers work out to equal about $5 for every person you invite. Assuming, as in the example above, you invite 20 people to an event.

Here's how I came to $5 in the example above - 

• Call 20

• 8 attend the PBR, webiner, meeting, etc

• 2 Sign up

• Pay out 100.00 for 2

• Thanks for the $5.00

There are lots of other Income Producing Activities.  These are just a few that were highlighted at a recent event I attended.  What are some of your favorite income producing activities?