Who says prospects aren’t motivated?

Who says prospects aren’t motivated?

Our prospects gave up four years of income by not taking a full-time job during college. Does giving up four years worth of income sound like motivation to us?

Need more proof?

  • Our prospects’ jobs require 50 weeks a year.
  • Our prospects’ jobs pay just enough to survive.
  • Our prospects’ jobs require 40 years of work, just to earn retirement.
  • Our prospects’ retirement will pay just half the money they couldn’t live on while working full-time.

Hmmm. Prospects have motivation.
Sometimes we are the problem. It might be time to learn better things to say to our prospects.

How to sell organs … and our products and services.

Keith and I often talk about reverse marketing as a great way to build our business. Here is an example of reverse marketing. Hopefully it will give us ideas on how to get more qualified, pre-sold prospects into our business.

Not a lot of people wake up one morning and say, “I think I want to buy an organ today.”

So if we are an organ salesman, how can we build a successful business?

One organ salesman lived in a retirement community in Florida. Organ sales were terrible. No one wanted to spend thousands of dollars on an organ, especially since they didn’t even know how to play an organ.

To stimulate interest in organs, the organ salesman gave free or low-cost organ lessons to senior citizens. The individual and group lessons became a social event for them. They brought their friends and the number of organ students multiplied.

After buying their first organ, the students now had a fun activity to do at home. It helped pass the time between their favorite television shows. Soon they would watch television from their organ bench and play the organ during the commercials.

Practice makes better. Eventually the organ students wanted a better organ at home and upgraded to a more powerful organ. Of course the profits were greater on the larger organs.

The organ salesman eventually retired – rich.

The moral of the story?

The organ salesman saw his business as creating a community of organ enthusiasts rather than just selling organs.

What type of community can we build that will help build our business?

Here are some ideas:

  • A community of people striving to become debt-free.
  • A community of people worried about their cholesterol.
  • A community of people who hate commuting and want to work from home.
  • A community of people who believe in losing weight and staying fit.
  • A community of people who want to reduce their taxes.
  • A community of people who want extra money for an exotic group vacation every year.

Good marketing makes prospecting, recruiting, and selling easy.

NEW! The Networker Zone Podcast.

Get ready to enter The Networker Zone! Starting December 9th, join your host Keith Schreiter for the ultimate podcast for networkers in direct sales, network marketing, MLM or any non-traditional business. You’ll learn the skills for the “how to” and the mindset to make it work.

Subscribe today to get notified when new episodes are available. Click the link below and select your favorite podcast platform.

Good opening phrases when we get objections?

Here are four phrases customized to each of the four different color personalities:

Yellow Personality: “I know how you feel.” (Connecting with them.)
Blue Personality: “I get it.” (Quick.)
Red Personality: “I agree.” (They feel correct.)
Green Personality: “I completely understand your point of view.” (Logical.)

For more scripts, read our book on mini-scripts at:

Available in audio, ebook, and paperback.
Also available in Spanish!
Enjoy the upcoming weekend!

Keith & Tom “Big Al” Schreiter


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I have been marketing online for 30 years helping people do it right with education, and list building tools and procedures.