I don’t think any of us really understands how important dream building is to the recruiting process. I don’t think anybody does enough dream building in their presentation.
You can talk about infinity bonuses, market opportunity and trends all day long. If the prospect doesn’t connect those with specific benefits that will make his own life better, they are meaningless.
It really doesn’t matter that your company is eighteen years old, debt free, founded by Michael Jordon, travels to South America to harvest ginger roots, or you were voted number one in an intergalactic distributor’s survey. Those things are all features, and they don’t speak to the prospect.
Let’s take it one step further…
Let’s suppose you talk about benefits more specifically. You mention your company’s free car program, the lucrative bonus plan and the great tax advantages. This still isn’t enough if the prospect doesn’t see herself in that picture.
That’s where dream building comes in…
Everyone grew up with many, many dreams. Even the disadvantaged, abused and chemically addicted kids I work with have dreams. But when they grow up and get into the real world, most people slowly let them die.
So when you talk about $10,000 a month incomes, the average person doesn’t even relate. They assume that those incomes are for the “special” people; the ones who get all the breaks. When you talk about success, financial security and living a life of abundance, they just assume that you don’t understand that you are talking to them – the person that doesn’t deserve or get all of those things.
When I conducted a 60-minute home opportunity meeting, I spent the first 20 minutes or so, dream building. If it was a 90- minute hotel presentation, it wasn’t unusual for me to spend 30 to 45 minutes dream building. Why?
Because the energy feeds from one person to the other. Even the skeptics in the room start to remember when they had goals, visions, and other dreams. And it is only when you awaken those dreams again, that the prospect will really hear and connect with what you say.
I often asked my prospects that if money was unlimited – if they had the kind of money Bill Gates, Ross Perot or Larry Ellison has – would their life be any different?
I asked if they had $40 Billion, would they be driving the same car they are now, and living in the same house. I ask if they would be contributing to charity in the same amount, and spending the same amount of free time with those they love. I ask if they would be wearing the same clothes, and would they be stored in the same size closet. Of course the answers are always no, no, no, no, no, and no.
Then I ask them to think of five things they would do, have, or become – if money was no object. This might be something like taking a year off and learning ballet, or buying a Lamborghini. It could be taking a cruise around the world, or building a new house in the Alps. I give them some suggestions like this, then encourage them to visualize the five things they would do, have, or become.
It’s really not necessary that they share these with you, and they may be reluctant to do so. That’s ok, because the important thing is not that they share them with you. The important thing is that they bring them into focus in their own mind.
Last year I conducted a generic opportunity meeting in Sydney, Australia. We packed the room with more than 1,000 people, and I went through a complete presentation on the benefits of the business. I didn’t mention any specific products or companies, but encouraged the prospects to get these details from the distributor who told them about the business.
We had a professional television crew and producer there, and filmed the entire presentation. I’ve put it up where you and your prospects can view it for free on the Internet.
Watch this presentation for yourself first. Analyze it in terms of the dream building. Watch how much of the entire presentation is actually devoted to dream building. Use this as a template to model for your own presentations. Then feel free to send your own distributors to the site, to work on their presentation skills.
And finally, send your prospects to the site as well. It’s a great way to build long distance or international lines. The site is completely free. If you like the presentation and would like to incorporate it in your system, it is also available on video and DVD.
You’ll find it at www.CheckOutTheBiz.com. You’ll see it also comes with a FREE 6-week e-course on MLM Mastery, to help you build your business faster. Stop by the site today, and watch the presentation for yourself. Then think about your own presentation, and how you can incorporate more dream building into what you do. Increase your dream building – and you’ll increase the number of people you bring into the business!
