Imagine that a fully qualified MLM prospect comes up to you
“Hi! I want to join your MLM program. Here are
my hot buttons. Could you set aside a little time to
sign me up in your program?”
Wow! Wouldn’t that be great? No convincing. No high
pressure. No defending your industry or product. Just an easyto-
sponsor prospect coming to you — presold.
Well, it doesn’t happen quite that easy, but almost! How?
Through an easy-to-use brochure/survey form that allows your
prospects to check off their items of interest. You simply insert
your best features and benefits into your brochure . . . and then
let the prospects choose their hot buttons.
When you use this technique, a prospect will check off his
areas of interest and say to you:
“Tell me more about your business opportunity.
I’m especially interested in how your bonus car
program works. And, I’d really like to know more
about your famous Wonder Product.”
Wow! Here’s a prospect who is coming to you pre-sold. And,
the prospect is telling you that his hot buttons are the car
program and the famous Wonder Product. He is saying, “Tell
me a little more about these wonderful benefits and you’ll sell
me in a minute!”
Well, as far-fetched as this scenario sounds, it’s not that hard
to arrange. Yes, you can attract pre-sold prospects and they’ll
even tell you what you have to say to sell them. And you can
have a steady stream of these prospects coming to you, if you
Here’s the easy-to-follow technique:
1. Write down all the great features and benefits about your
program. Then, put these features and benefits into a headline.
For instance, if you were a distributor for the Wonderful MLM
Company, you’d write the following:
o How to drive a new bonus car with no monthly
o Where to save $44 a month on your cleaning budget.
o How to add an additional $400 a month part-time
o How to double your monthly retirement income.
o The three warning signs that your family is in serious
o How to get paid for recommending things you like.
o How to lose 11 pounds per month without dieting.
o Where to find an extra $2,500 tax deduction every year.
o The three best ways to get rich in the 90s.
o How to make your business give you the free time to be
with your family.
o The two best ways to have a luxury vacation four times a
o Why a highly-desired repeat product can be your key to
o The one business you can start part-time, without
jeopardizing your present job.
o How to have a career that’s fun — where you’ll never
have to go to work.
o The insider’s secret to having your own business.
Do you have enough headlines yet? If not, add a few more.
Now that you’ve written down these hot points, our next job is to
find out which of these features and benefits will get your
How will we find out? You guessed it! We’ll ask.
We’ll ask which feature or benefit excites your prospect, but
we’ll ask in a very inoffensive, non-threatening way. We’ll put
these headlines in a brochure and ask the prospects to check off
which feature and benefit they would like to have more
So, somewhere in your brochure, you’ll have a section that
will look something like this:
Our business opportunity has many unique and interesting
features. We’d be glad to give you additional information on
any of these areas. Please check the appropriate boxes to
receive more information.
No I would
information like to know
please. more about
How to drive a new bonus
car with no monthly payments. ???? ????
Where to save $44 a month on
your cleaning budget. ???? ????
How to add an additional $400
a month part-time income. ???? ????
How to double your monthly
retirement income. ???? ????
The three warning signs that your
family is in serious financial jeopardy. ???? ????
How to get paid for recommending
things you like. ???? ????
How to lose 11 pounds per month
without dieting. ???? ????
Where to find an extra $2,500
tax deduction every year. ???? ????
The three best ways to get rich in the 90s. ???? ????
How to make your business give you
more free time with your family. ???? ????
The two best ways to have a luxury
vacation four times a year. ???? ????
Why a highly-desired repeat product
can be your key to financial security. ???? ????
The one business you can start part-time,
without jeopardizing your present job. ???? ????
How to have a career that’s fun —
where you’ll never have to go to work. ???? ????
The insider’s secret to having
your own business. ???? ????
Now, after your prospects check off their areas of interest, it
gets simpler. First, you know your prospects are interested or
they would never have taken the time to fill out the
questionnaire. Second, you know exactly what your prospects
want to know. You’ll zero in on their hot buttons and desires.
Your brochure is easy enough to put together, but where
should you utilize it? Here are some ideas:
1. Give this to prospects at the end of an
opportunity meeting if they feel they need to
“think it over.” By filling out the brochure,
you’ll know exactly what they have to “think
over” and be able to answer their questions
right there on the spot.
2. Put the brochure in your prospecting package
to accompany your audio prospecting tape. If
the prospect doesn’t want to join immediately,
the answers on the brochure can guide you to
the best approach to help the prospect make a
3. Depending on the other selling elements of
your brochure, the brochure could be used as
a stand-alone mailer for prospecting.
4. When people ask you what you do for a
living, your brochure can be a take-home
explanation piece which is also a selling
piece. The brochure would be much more
effective than a simple business card with a
I’m sure you can add many other uses for this custom
brochure. Remember, this is an inoffensive, passive, nonthreatening
prospecting and qualifying method that even the
shyest distributor can use to build a successful MLM business.