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Hey there! It’s more than a week since my last blog post and I hope you guys haven’t missed me! I’m in the midst of a couple of weeks in my school where all the deadlines are coming in BUT I’m still going to share some great content with you and I hope you get to pick something up from it!

Anyways… the last webinar held on the network marketing system, MLSP, was conducted by Jeffrey Combs. The topic of discussion was having a relaxed urgency.

Now what exactly is a relaxed urgency?

Firstly, I’d like to highlight that there are 2 forms of urgency, relaxed and a fake urgency. Now a relaxed urgency means you are able to hold your power and presence, at the same time allowing yourself to move forward at the right speed. Whereas a fake urgency would simply mean being in a frantic and anxious mode that you lose your power and focus as you try to rush through to get things done. I’m sure many of us have had the experience of being so anxious that we tend to forget details.

Therefore, a relaxed urgency is really about staying composed while making sure that you move forward in taking action, about wanting to achieve results. This is a millionaire’s emotionality – you don’t need to be a millionaire to have it, however, you need to have it if you want to be a millionaire.

Jeffrey went on to mention that there are 4 “must-s” if you wish to succeed in your business.

1. You MUST have leads – without any leads you would not be able to convert anyone to become your customers or business partners.

2. You MUST know how to qualify – what qualifying really means is if the person is worth your time for you to mentor. It also takes you to ask the right questions to them, and the only way to do is to be a GREAT LISTENER. You don’t need to prepare a script if you listen to what the person has to say and ask questions based on what they say.

In addition, this is about rapport building. It allows them to feel that you are indeed interested in knowing more about them, rather than trying to get them into the business just for their money. LISTEN WITH YOUR HEART, NOT YOUR HEAD.

3. You MUST know how to close a sale – how do you get your leads to become a customer or business partner once you have qualified them and feel that they are indeed worth your time.

To close a sale, you need to be able to ask a series of questions that to a result. Selling is really about problem solving – you need to first identify the problem through asking questions before you provide the solution (which is what you are really selling!)

4. You MUST know how to build a team – Jeffrey calls this “wealth creation” and it means being able to leverage the effort of others in which you need to be able to mentor others to get to where you currently are. A great learning point was highlighted here – You have to be able to mentor yourself first before you can mentor others! You are your own best student! If you are not able to mentor yourself, you will not be able to mentor others!

While closing a sale, marketers are faced with 5 main objections:

1. They do not have enough money
2. They do not have enough time
3. They need to think about it
4. They need 3^rd party approval, such as their spouse or family member
5. Lastly, they need to their research

85% of people make decisions emotionally and 15% of them make it logically. Therefore, only 15% of people would really do their research before making a decision with you. However, the first 4 objections mentioned are “emotional-based”. Thus, if you are faced with them, you need to be able to ask questions when you get an objection. Ask them why they do not have enough money, or what do they need to think about?

Once again, LISTEN to them and ask them questions based on what they mention. Once you are able to dig deeper and understand where they are coming from, you would be able to address their needs and concerns and help them on a higher level.

Now if you want to close a sale, you need to be able to connect with them and there are 3 ways to do that, however, these 3 should be used together:

1. Spoken / Written word – You need to be able to mention words in the present. You need to BE PRESENT. People are affected by your words and will make decisions based on them subconsciously. If you are using disempowering words, you are disempowering yourself and in turn resulting in your leads to lose confidence in you.
2. Tone of words – How you say or write yours things will also affect others. This is linked to the next way of connection.
3. Energy / Emotions you emanate – You may be saying all the write things, but if you are not producing the right energy, people will not be influenced by it. To put in perspective, would you choose to work with someone who sounds cheerful and energetic or someone who SAYS they want to earn a lot of money but sound boring and dead? Now, if you were your own lead, what kind of leader would you rather work with?

Lastly, if you were to pick up anything from this post / webinar training, it would have to be the ability to LISTEN to what others have to say and probe questions from there and to emanate a high energy level so that people would rather work with you!

The call ended off with Jeffrey giving a few exercises, which you may wish to practice to help you move your business to the next level. Do this just before you go to bed!

1. Deep breathing; put yourself in a relaxed and present state by focusing on your breath.
2. Affirmations; once again, put yourself in the present by saying things in the present tense. “I am…” (e.g. Confident, Energetic, A fantastic leader etc.)
3. Forgive yourself for your past mistakes, which you may still be holding on to and also others who you may have a grudge against. Without letting go, you are allowing their presence to take away your power.

I hope you have found this blog post useful and should you have any questions, do feel free to email me at abcscript@gmail.com. If you wish to listen in to this recorded training, you can access it HERE!

Wishing you the best of success,

Darren Spruyt