Avoid Not Qualified Demonstrations

If the advisor shows up and tells us he has no money or cannot take any new clients, we cannot pay for that demonstration.  Simple reason--we would have our calendar filled with just anybody, never make any sales and go out of business.  While you would not take advantage of that, we would have appointment-setters clogging our calendar with non-qualified advisors just to get paid.

We simply need to have advisors on the calendar that

1. show up AND

1. they can assist prospects and take on new clients in the next 7 days
2. would these people be suitable for you as new clients: age 50+, middle income people, with investment assets of $250,000 to $1 million
3. they have been in business at least 3 years
4. they earn at least $2,000 from a new client
5. their top 2 prospects and services, at least one of them matches our list
6. are you at a computer or laptop with a full screen

We of course do not hold you responsible if we make a sale or not make a sale.  But we do need advisors that meet the conditions for a qualified demonstration

Not having the money could be an excuse and not having the time could be something came up or again an excuse. 

We  ask these question in the first minute of the call:

"joe, so that we do not waste your time, can we confirm that you have the capacity to speak to new prospects and  serve new clients within the next 7 days and that you have the ability to invest $900 in your business if you choose to?" If the advisor does not answer yes to both conditions, we end the call.

The advisor's answers are obtained before we give him any details about what we do or how we do it. Therefore, we do not allow them to use these as excuses at the end of the presentation.  We confirm these details (have $900 to invest and has capacity to take on new clients) before we tell them anything. And, if they confirm these details at the beginning of the call, even if at the end of the call the advisor says "I have no money," you would still get paid.  Payment to you does not depend on the outcome of our call with the advisor.

Are we only getting credit for the demo if they sign up at the demo?

Whether the advisor decides to hire us has no impact on your work or how you get paid.

You get credit when the advisor 

1. shows up AND

2. provides answers that shows they are qualified

1. they can assist prospects and take on new clients in the next 7 days
2. would these people be suitable for you as new clients: age 50+, middle income people, with investment assets of $250,000 to $1 million
3. they have been in business at least 3 years
4. they earn at least $2,000 from a new client
5. their top 2 prospects and services, at least one of them matches our list
6. are you at a computer or laptop with a full screen

If so, do we get credit when they sign up at a later date?

If advisor is a no-show or not qualified now and you get them back on the calendar and  they are qualified at that later time, then you get paid.  Does not matter to you if we make a sale to the advisor or not make a sale.

How to Avoid Not Qualified Demonstrations

to avoid you setting demonstrations with people who are not qualified

1. you must speak very slowly.  They must understand when you ask

a. can you accept new clients in the next 7 days, between now and (date 7 days from now)

b. do they give you qualifying answers:

1. they can assist prospects and take on new clients in the next 7 days
2. would these people be suitable for you as new clients: age 50+, middle income people, with investment assets of $250,000 to $1 million
3. they have been in business at least 3 years
4. they earn at least $2,000 from a new client
5. their top 2 prospects and services, at least one of them matches our list
6. are you at a computer or laptop with a full screen

If for any reason, you do not think the advisor heard you or is answering "yes" without listening, then ask it again and get 100% certain they heard and understood the question.  You must get a clear YES to each question or do not set the demonstration.

We live in a culture where people do not listen so do not be bashful of asking the question again. And if they seem wishy-washy, end the call as this will be a no-show or not-qualified situation.  We will not run out of professionals to call so move on when they sound uncertain to you.

If you get the feeling at any point in the call that the person is unreliable, the he gives you 2 different answers to the same question, that he sounds like a flake or unreliable, that you hear on the call a TV or kids in the middle of a business day, DO NOT SET THE DEMONSTRATION.  We can only work with REAL business people, not people masquerading as a professional.