Tell Your Prospects What They Want To Hear!
By Jim Lynn, © 2010
You've shared the unique
qualities of essential oils; the synergy they offer the human
body to heal and maintain homeostasis. You have shared many
healing stories, and have explained the uniqueness of
Young Living's therapeutic grade oils. Now your
prospect is curious about the business end of Young
Living and how they might build a business around
essential oils. What will you tell them?
This is where many of us fail
our prospects, either because we don't know ourselves...Or we
fail to share what our prospects are really waiting to
What are prospects waiting to
Before I answer that question
let me ask you this: Which do most people consider to be more
important in their life, time or money?
If you said time you would be correct. People value their time
more than money. Money is a given. it's needed by us
all. Unfortunately. most of us spend all of our
productive time chasing money with little time leftover
for anything else.
It is that "anything else"
that concerns people, be it to have more time with family,
pursuing outside interests or giving themselves to help
others. Whatever that anything else is, that is what has your
prospect's attention. Or maybe your prospect is just sick and
tired of not having time for themselves. Whatever the
People just want their time
back to get their lives back. Whatever dream they had of
bettering themselves and the world has long been lost to just
eking out a living. it doesn't matter if they follow a
professional career run a business, or are salaried or not.
Time spent making a living is time they will never have
So instead of explaining
Young Living's Comp Plan (and you should), first ask your
prospect what they would really like to have more time for.
Remember the person you are speaking with may be so wrapped up
in their work, they may have lost sight of their life's dream.
Just ask them: "Look...If money wasn't an issue, what would
you be doing the rest of your life?"
Ask that question with a
genuine heart. For if you do not, the answer you get will not
help either of you. Encourage your prospect to verbalize their
dream so you can hold that dream with them. Engage in the
dream. Ask open-ended questions to encourage discussion about
With that key step in place,
explain Young Living's business purpose is to give precious
time back to people, so they can pursue whatever that anything
else is without concerns for money.
Explain time leveraging and
how it works in our business.
Chances are, while we have
all heard the term, few of us (including your prospects)
really understand time leveraging, what it is and how it works
and can change lives. Bear in mind you can explain time
leveraging without getting into specifics about the Comp Plan
(important as it is).
I like to explain time
leveraging by asking this question. "Which would you rather be
paid for, 100% of your own labor or 3% of the labor from 100
other people?" Explain this is the basis of Young Living's
Comp Plan. It pays us a monthly percentage of the labor of
everyone in our network. As our network grows, so too does our
income. There are no income limitations.
This is the power and
attraction that time leveraging has in our Young Living
business. Once people get it in their minds time leveraging is
real, that it is working for many others, they can begin to
visualize themselves living their dream.
What you are offering at this
point is the opportunity for your prospect to have a way to
follow their life's dream, not make money. This is where you
can introduce Young Living Distributors who have achieved the
freedom they are now living. The more flesh you can put on
how time leveraging has changed the lives of successful
Young Living Distributors, the greater desire your
prospect will have to join your network.
Speaking of...What's your
If money wasn't an
issue, what would you be doing the rest of YOUR life? Maybe we
just need to re-think our own situation.
Like most everyone else. we
have fallen into the time-money trap. We have exchanged our
precious time for money at the expense of more important
things in our life. There's a better way.