Transcription
Okay, so I think we can start with our training today on an exceptionally important topic, which is the skill of inviting. And it is often said that in network marketing, the skill of inviting is such a skill, the key, the gateway to success. For the reason that when you have arranged meetings, when you know how to invite, then these meetings have a chance to take place, you have a chance to talk, to gain new partners for your team, new clients. So it is an extremely important skill. You can be quite weak in many different areas, but if you are good at inviting, you will manage in any circumstances. And what we do in our business, in our work, is primarily inviting. We invite to a better life, we invite to business, we invite to the product. But how to do it effectively and efficiently? Both in the online world, as well as, of course, meeting people every day. Because every day we meet people on our path, on our way. We have our friends, neighbors, new acquaintances. We have colleagues from work. We are surrounded by people. Each of these people has their own life, their own challenges, sometimes their own problems. We have solutions, but your future will depend on whether you can do it effectively, elegantly, efficiently. And that is why I am even more pleased, because today's training will be conducted by two exceptional people, whom I think I know well, whom I like, and who, above all, will speak based on their experience, because these are people who are constantly inviting, meeting new people, developing their contact lists, developing their skills, working with both younger and middle-aged people. They also work with older people, so we will have solutions that will reach everyone. And all you need to do is grab a notebook, focus on what we will talk about here, strain your eyes and ears, listen, because people who know what they are talking about will speak. Listen, the first person, Krystyna Stanek, is a business and sales coach, and I will tell you, she is someone who sometimes says little about herself, but I know that she works directly with many millionaires. Listen, she is their personal coach, a guide who also helps them find meaning and direction in life at various stages of development. In her life, she has gone through many interesting, valuable moments, moments full of challenges, but all of this has translated into an amazing personality and an even greater wealth of experience, especially since she has been active in network marketing for over, listen, 30 years, achieving wonderful results, leading teams, teaching, training women, being able to talk to people, being able to listen, being able to hear, being able to advise and suggest appropriately to various people. For me, she is also a person whom I hold in great trust and esteem. I think, listen, it is worth learning from such people, and I am glad that we managed to persuade Krystyna to meet with us here, to share her knowledge, because, you know, she is also very busy, various ventures are ongoing in her life, various roles she plays, but I think tonight will be special. And the second person, listen, is Agnieszka Tetłak. She is also an experienced leader who leads her team, who supports people at every stage of development, helps in their work. She is a big fan of soft marketing. She liked the whole philosophy behind our company, behind the organization, behind what we do. She is also someone who can win people over, who can work both using social media very well, but also, of course, by working in person. So I think her way of reaching women, her way of inviting, of conducting conversations will also be very valuable, and I think here too we will have a very interesting experience when two people conduct such an important topic as inviting. Listen, I will not say anything more. I would like to give the floor to our wonderful women and listen to what they have to say. So, from my side, I thank you, and I will probably hand over the floor to Krystyna to start. Welcome, Krystyna. Welcome. Good evening. Can you hear me well? Well, listen, after such an introduction, after such a presentation, Paweł, you have set the bar very high. Agnieszka, I hope and believe that we will manage. We certainly have experience. But I will tell you, Paweł, you have taken away our whole introduction. Although, you know what? You know as well as I do that for information to reach us, it needs to reach us in various ways, several times, and tonight we will repeat ourselves many times. It's not because of age that I don't remember anymore, but because everything will be so beautifully ingrained. Yesterday, where are we? Well, we are today on the third day of our 90-day challenge. The third day, a day that can truly change your life, because what you did on the first day with Sylwia and Sebastian, namely creating a vision, I hope, making a dream board, writing down, planning these 90 days. Yesterday with Gosia Dudzik, who is my inspiration when it comes to lists and adding to the contact list. Well, you could say you have annexed a gold mine. You have annexed or created a gold mine. Gosia said yesterday that a contact list is gold. And today, Agnieszka and I will tell you that people who find gold sometimes multiply it, and sometimes bury it like the proverbial biblical talents. But that will be your choice. We want to remind you that you have potential. You have a vision, you have goals, you have a list, you have good sponsors, a brilliant team, you have mothers. And to realize your plans and dreams, you need, as Paweł just mentioned, to master, and if you already have it, to refine it, or perhaps just dust it off, or perhaps simply implement the skill that will help you achieve all your goals and dreams. As Paweł said, it is exactly the skill you mentioned, Paweł, the skill of inviting, in other words, encouraging a person on your list to look at the opportunities that the company, you, our team offer. What these opportunities are, you know perfectly well, because you listen to this, but I will briefly say, they are opportunities to take care of health, beauty, figure, opportunities to earn extra money, and finally, opportunities to build a profitable business, and all this can be realized thanks to this skill. I will tell you, just at the outset, that I love the phone. I am, as in MLM, so in love with the phone. Thanks to phone calls, I met my husband, because when there were no mobile phones yet, I was always on the phone in the dormitory, so I was already talking, I caught his eye. No, thanks to phone calls, I earned the most money in my life. Thanks to phone calls, I was able to and still can realize my three most important values: love, freedom, and responsibility. All of this is related to working in network marketing. And as Paweł mentioned, I also work with companies and with individuals, and you know, I have conducted the most training and the most expensive training on phone calls. They are so crucial in every business. Although I have enormous stage fright here. Agnieszka, we will conduct this together. In a moment, you will take over the floor. I just want to say that Agnieszka and I have prepared a smorgasbord. We will share our experiences, our methods. One, as Paweł said, Agnieszka, the other, and you are free to choose what suits you best and what best fits your personality, experience, and also, you know, your strengths, because the key word I wrote down so as not to forget was precisely strengths. Base your actions on your strengths. And now, the agenda. I will talk about how I talk directly on the phone, and Agnieszka, to whom I will soon hand over the floor, will talk about how, having a well-built personal brand in social media, she uses her brand, the potential of the company, the company's offer, and her own potential to work so effectively. You observe her, you see her successes. Agnieszka, I think that's all. I hand over the floor. Good evening. I welcome you very warmly. Thank you, Paweł, for the introduction and Krysia for starting. Listen, as Krysia said, inviting is essentially encouraging people to get to know what we do, and we have many tools that we can use, thanks to which we can solve other people's problems. You need to set such an important intention for yourself. What are you going to the person with? I go with the intention of solving their problem, their need, so I adapt my tool to what that person needs. And listen, we have many different tools that we can use. First of all, we can arrange meetings for people with a business presentation, i.e., a one-on-one meeting, which you can lead at the very beginning when you start with the project, you are new here, so you can ask your leader, so then you invite to a one-on-one meeting where you will present business opportunities. You can do this online, i.e., on Zoom, on Messenger, on camera, or over coffee at your home, on neutral ground, in a restaurant, or even at someone's home. We have product meetings. You can also lead product meetings with your leader at the beginning, but it's great if you start leading these meetings yourself very quickly, which I wish for all of you. And product meetings are also conducted authentically, personalized according to the needs of your recipient. What does that mean? You can propose a cleansing program, which we talk about so much now. You can propose the Shapec System program. You can propose the Dofit 10 program. You can propose a program for sore joints or a Lyme disease protocol. So here too, you go directionally. You can use all these programs. What can you invite to? To collagen evenings, to meetings in women's clubs, to business evenings, to relaxation evenings. Your creative intention here is, listen, unlimited. You are the one who can invent a series of meetings for women, for couples, for men. It's really up to you, but you can also invite to such meetings. You can invite to health conferences, where there is invaluable knowledge also for a given person. You can tailor the conference to the ailment that the other person is struggling with, or to broaden their knowledge. You can get involved in this as a social campaign. Health conferences offer immense informational and health value for another person. So here, you can really broaden horizons and reach a huge number of people. You can invite to multispectral examinations. You don't have to be an expert in multispectral examinations. However, you have many people in your locality who perform such examinations, so you also use and invite to multispectral examinations. You invite to company meetings, here For tomorrow, BDSs, LDSs, or company meetings that take place in your area, or to webinars for training. You encourage, you invite to this. So you see what a base of tools you have, to which you can invite. And now, you choose yourself what you want to work with. Whether you work online or offline, that's your decision. However, I more often work online. Of course, I love meeting people in person. I love these meetings with them, but I gain my contact list from the world of social media. For me, it's an opening to the world. For me, it's an endless list of contacts. So the best argument, really, for someone who tells you: "I don't have acquaintances, I don't have contacts, I don't have a contact list, I don't have family, listen, I don't leave the house." Well, listen, but you have Facebook, how many people follow you, how many people do you have on Instagram? This is your endless list, because we can't reach all people in the world, so there's no way someone can say they don't have a contact list. So here, listen, excuses have ended at this point, and now, working online, I know I have an endless list of contacts, and how I work, I use to invite people to all these tools. I use my relationships, I use my profile, meaning I make posts, various reels, I make various stories, and through this, I also show people what I work with, I give them various opportunities. Sometimes I show products, health, sometimes business, training, trips, work. So I combine all of this in my social media. And now, how to start inviting on these media? Because, okay, you make stories, but what next? You have to respond to stories yourself. All the hearts that appear under your story, all the people who click on your story should receive a message from you. And how that message should look, you have to decide yourself. You can't do mass mailings. It's really not nice when someone works with spam and sends everything to everyone the same way. You have to be authentic, because authenticity wins. And really, if we make stories, how can you respond to that story to invite someone to a meeting? If you have a typical story about a health conference, and someone clicks a heart or follows that story, you see them watching it, the second, the third, you simply ask: "Hey, I saw you looking, following, browsing my stories, is the topic of this story interesting to you?" Or you can ask: "Hey, I see that my stories, on which I share health topics, you visit these stories very often. Is the topic of health important to you?" At this point, you are showing interest in your follower, you are asking them questions. Remember that in a conversation, you are not the most important. But the person you are talking to is important. And here, Krysia will also show you how to do it by phone, because we most often talk to people from the warm contact list. And I want to show you how to conduct these conversations more with the cold contact list, because really, from a profile picture, we know who we have the pleasure of talking to. So we have to approach this person in an individual way. If we share stories and they are business stories, at this point, my dears, we no longer ask "Hey, is health important to you?" but rather "Listen, I noticed you were browsing the story where I invite people to collaborate. Tell me, what do you do on a daily basis, and do you know the business model I'm involved in?" If I often see someone visiting my stories, I also often ask: "Hey, Krysia, listen, I see you follow my stories, but I wonder if you know the company I work with, do you know the work model I do?" and I leave that person with an open question. I don't write long essays right away, because we are supposed to invite people to a meeting. If this person answers me that they don't know this business, that they don't know my company, then I don't respond on Messenger. Messenger is not for me to present a presentation on Messenger, to describe it. Messenger is for me to invite someone to a meeting. If the person answers that they don't know my business model, or don't know my company, or don't know what I do, then I immediately say to that person: "Listen, in that case, I will be very pleased if we meet for a short online conversation on camera." Unless you are from my area, then I would gladly meet you for tea, coffee here in the area, or I invite you to my place, or we can meet in a restaurant and I will tell you what it's about, what I do, because it might be an interesting topic for you. And that's how my stories and inviting to meetings from stories look. However, if I am already building a relationship with someone online, I know that this person has been talking to me for some time, sent me birthday wishes, and so on, I have built a relationship, then I actually talk to that person, not "Listen, you know what, because I do soft marketing, it involves this and that. I earn in this and that way," and I say everything on Messenger by writing or by voice messages, but I ask my recipient questions. "Listen, what do you do on a daily basis?" Or if I don't know what to ask, then of course I go to their profile, I look at the person's profile, and of course I already know if they are a mother, if they also work online, if they like sports, and so on. And I can often refer to that profile. However, listen, the simplest and fastest way in the world is to ask a question about what is happening at the moment, what time of year it is, i.e., we are on vacation. "Listen, how is your vacation going?" or "I don't know how September started, how is the first week of school?" "How are your preparations for the holidays?" "What are your plans for the winter break?" So, listen, you can ask millions of these questions. I'm drinking coffee at this hour, sorry, but I have to. Listen, so you can have many questions. You can write them down, make a note. You can ask questions about the current time, I don't know, the weather, and so on. People like to answer these questions. People like it when you show interest in them. If you record huge voice messages, if you pour everything out, then unfortunately, this conversation will be ruined. You have to lead to a meeting. You get to know the person, you know they are interested in business, or their health is failing, or their children have some illnesses. What do you say? "Can I invite you to a meeting?" "Can I tell you about how it was with me?" "I also struggled with my child's lack of immunity." So each time you invite to a meeting, you relate it to yourself and invite to a meeting. Messenger is not for me to present a business, or a treatment, or invite to a conference. And now, so that I don't forget anything, we don't spam, we don't send mass mailings. And now, when starting a conversation on Messenger with another person, I usually ask: "Listen, can I talk to you via voice messages, or would it be more convenient if I write to you?" Because some people work, and if we send voice messages, they can't fully listen to them. So I immediately agree with the other person whether I should send voice messages or it's better to write to them. So this is also very important. Remember this, because you can do a lot of work if you record voice messages, and the person will write to you: "Well, I can't listen, I'll listen tomorrow." And then, you know, it's too late. So, make stories, make posts, look at profiles, thank for interaction, ask if the topics you share are interesting, if they are interesting. Ask people if they noticed what you do and conduct the conversation in such a way that they arrange a meeting with you. Assure them that you will not take up much of their time. Yes? "Can I arrange a short conversation with you? I'd be happy to tell you what I do. It won't take long. Shall we meet today at 4 PM, or tomorrow at 6 PM?" But Krysia will also tell you about these elements. Wait, so I don't miss anything. So, 3 Ps, three important Ps. Personalization, meaning we talk to individual people. We don't talk en masse, but first we find out what the person needs from us. Health, development, finances, or a conference. Then we propose a solution and a meeting specifically for that person. Simplicity, meaning we don't complicate, we don't prolong conversations, we don't deceive anyone, we don't spam, but we speak simply so that the person feels good with us. We ask the person, we ask simple, open-ended questions, and repetition, we do it every day, my dears, every day we invite, we arrange these meetings specifically, briefly, so that they are closed. We close these meetings. And so, my dears, that's all from me, because later we will also have workshops specifically with Krysia. And now I would like Krysia to tell you what it's like to build a contact list by phone. Thank you for the floor. I build my contact list similarly to how Gosia described yesterday, and I build it or write it down, or sometimes I print it, work with it, or listen, it's a well-worn notebook with lots of markings and notes. And on this list, there are several hundred people, because we are somewhere in the middle, there are 348, so there are probably about 1000 people on this list. Listen, on this list, I have people I know, I have met, because I've lived a bit. If you look at me, I've lived a bit. I am a senior manager and a senior in the strict sense. And now, let's leave the list. We know we need to invite. You choose whether you invite, as Agnieszka described, or you invite by phone. I will share with you some of my experiences, a few most important principles that have been unchanging for over 30 years. The tools change, but these principles are unchanging. Agnieszka has already mentioned some of them. To make it easier for you to remember, I suggest this: if you have a notebook, write down: "I've made you a cheat sheet on a piece of paper, the word invite, in the middle Z A P invite." Let's make an acronym like that. Yes. My creativity went in this direction today, and I think, given that I have little time, less than half an hour, it will be good for us to work with this acronym. I will share the principles, and then we will immediately do some role-playing exercises. The letter Z in this, and please, please, not please. Well, I think it serves me if I make a scheme for myself and prepare for the conversation according to this scheme and conduct the conversation according to this scheme. So this acronym "invite" can serve you both for preparation and for remembering what the letters contain during the conversation. And you know what? And we have the letter Z for trust. If you work like Agnieszka, you build trust, you build your brand. You know, Paweł has said many times that you act with the intention in social media: "Get to know me, like me, and then do business with me." So you build trust. If I am now talking about going to the warm market, meaning going to people you know, like, to family, to friends, to acquaintances, it's easier at the beginning, you already have some trust built. However, when you call, remember that the first moment when you surprise someone is to build trust and make a good impression, although you already have some impression created during your relationship. Nevertheless, if you haven't called someone for a week, a month, or some time, then someone has an image of you from that time, so it's important to remember at the very beginning of the phone call that you have a few seconds to make a good impression, create an atmosphere. In one word, in a phone conversation, as in all presentations, there is an introduction, development, conclusion. In the introduction, you have to build trust and prepare the ground for the person to want to talk to you. Regardless of whether it's a friend, a cousin, or a colleague from work. Authenticity serves this best. You probably have some scripts, you search, you read books. Authenticity is the word of the past year. There is a trend for authenticity. But you know what, in phone calls and in our business, this trend has been going on for decades. Be authentic, meaning be yourself, be nice, and speak, especially if you are calling friends, as usual. If I am emotional and energetic, then I call like that, although I really like to listen to Paweł's calm voice, but I don't imitate Paweł. I speak as I speak. So, be authentic, but at the same time confident. Acceptance. Here is also the word acceptance. Accept what your interlocutor says and how they behave. With this word acceptance, with A, there is a sentence, but even in phone conversations, when I conduct workshops with partners, there is always "but" when the interlocutor says something, and the caller, "but" it spoils the atmosphere. Listen, "but" is a delete key. With this word, you delete what they said. Instead of "but," use the word "and." This will be in the exercises shortly. The next letter is P. Well, here is the word "purpose," and here you have two meanings of "purpose." When you really don't want to call, when you postpone it, when excuses, procrastination overcome you, it means you have forgotten your purpose. So, when preparing for a conversation, remember your purpose. Sylwia and Sebastian talked about it the day before yesterday. It's your personal purpose, your goal, your vision for these 90 days. This purpose will give you energy. And also remember why you are calling. You are calling to arrange a meeting, to invite to an event, and we have all these events, meetings that Agnieszka mentioned, to which you can invite. So, before a phone call, look at your list and analyze it, confront it, connect it with the schedule of conferences, events, our meetings, so that you are prepared before this call and know what you want to invite to, because you will change it a bit. The letter R is for conversation. Not a monologue, but a conversation. Although in the role-plays, you will see that when I talk quite quickly and briefly, we talk, I might say more. However, see, Agnieszka told you that when she arranges, she talks, she asks open-ended questions. A conversation is not a one-man show. Okay. And we have O for courage. The phone. Well, it's such an ordinary tool, now so simple, once it was on a cord. Everyone knows how to use it. But, in fact, my 30 years of experience in network marketing and working with people shows that we approach the phone a bit like, to use a colloquialism, a dog approaches a hedgehog. Behind this lies the fear of rejection. And the fact that when we have a list, we have that list, that capital, we savor it, and it's our gold, but we're afraid that if we arrange a meeting and get rejected, our list will shrink or they will reject us. Listen, inviting, like sponsoring, building a business, is the law of numbers. The more you call, the more you arrange. The more presentations you give, the more recommendations you get. And even if you call perfectly, there will always be people who will refuse you. If you realize this, if you have this in your consciousness, then you have such freedom, such freedom. Courage, and the letter O also means control your emotions. Control your emotions, meaning do something about the fear that blocks you and generate the emotion that is most desired. Balanced enthusiasm. What to do to have enthusiasm? Where is the source of enthusiasm? I just said, if you have your purpose. If you have your goal, if you know you already have, I don't know, three recommendations or four, or three arranged meetings, you need one more, that it's your goal. If you see that wonderful drill that someone wanted to buy, then you know what? Then enthusiasm appears. For this enthusiasm to be visible, to be heard, I suggest either I do it myself by moving around, walking, often talking while walking, and if sitting, then with a mirror. Once I'm in a good mood, I look in the mirror and see how I smile, even my sharp tone changes into a gentle, pleasant one, and people hear it, because you have to realize that communication consists of words, tone of voice, and body language. That's what specialists, experts in this field say. The most effective are in-person meetings, because you have all these elements at your disposal, then conversations, where besides words, you have tone of voice. Arranging a meeting, as Agnieszka said, having written or spoken word at your disposal, is a masterpiece. You have more possibilities when you call. And it's easier to call friends. So, emotions. And this is my favorite word: awareness. Awareness, mindfulness of the process, of what is happening, what the interlocutor is saying, conscious listening, following them, and so that it's not like they're talking about goats, and you're talking about sheep, they're talking about goats, you're talking about sheep, you end the conversation, and they weren't interested, they didn't want to. Objections multiply like rabbits. Objections, reservations in a conversation result from a lack of knowledge. This means something went wrong here. We didn't provide that knowledge. Okay, that's enough principles. We could multiply them, read about them in books, but we don't have much time, so a small exercise. A small exercise, taking into account that you are starting with warm contacts. You call a friend, for example, whose situation, whose needs you know. If Madzia is here, or someone else wants a specific case, we can also role-play it. And now, I'm saying upfront, I've done thousands of conversations, I'll role-play a scene now, and if something doesn't work out, if there are objections, we'll learn from it too. After each scene, we'll analyze it briefly. Ah, the word "briefly" is also important here. There are still a few words left, but the time is so short, this hour, that there are still a few words. When calling, when talking, when calling, we know that we have a goal, arranging a meeting. And logically, listen, the shorter you speak, the less chance of making a mistake, the less chance that the interlocutor will not drag you by the tongue. But what? But what is it about? And this dragging by the tongue, my practice says, is the basis, and you have to know how to deal with it. So maybe I won't talk about these principles anymore, but either with Agnieszka, or with anyone of you, I'll role-play a scene. You know what, so that we have time left, I have about 15 minutes left, that would be it, so that we have 5 minutes left for a summary. So, without showing off, but let's role-play a scene. Either with Agnieszka? Well, I'm prepared. Okay. Well, then, Agnieszka. Although we talked about what scenes we would role-play, we don't have them memorized, but it will be on the fly, because I want to apply these principles. So, who do you call first? Warm market. So friends, family, a friend. What's good here is that you already know each other, you have relationships, you have some knowledge about her life situation, but she also knows you. And here you have two options. Either you will talk about what it's about, or you will simply invite her for coffee. If there's a relationship, she won't be offended that you tricked her and didn't tell her what it's about. So we'll do both options. Okay. Hi Agnieszka. Well, hi Krysia. What's up? What brings you to me? Oh, so many good things that you're listening. It's a shame to heat up the phone. We should meet to talk about it, when? Oh, you know what, I have no time. Listen, work, kids, obligations, just forget it. How do you have so much energy, woman? Well, that's exactly what I want to talk to you about. It's great that you told me that in the first sentences of this conversation. No, but tell me. That's the main reason why we should meet. Please, open your calendar and see when, at the beginning of this week or next week? Okay. So, you know what? Let it be this week. Only listen, it won't be a long meeting, will it? Yes, because, you know, half an hour. Okay, okay. So, 40 minutes. Okay, okay. So when? So tomorrow at 8:30. Does it suit you early in the morning, Agnieszka? Well, you know, I wake up when I've slept enough, as you know. But for you, I'll make an exception. If you found time, I'll get up earlier. We're set. Only where? I invite you to my place. Okay. So see you tomorrow. I'll come without breakfast, without coffee then. Okay, see you tomorrow. Listen, since it's tomorrow, I won't confirm. Okay. Sure, sure, eyes. Well, since we've arranged it, listen, I'm telling you, I don't have time and everything. Oh, I'll tell you how many things are happening with me, you'll see. Okay, so see you tomorrow. Bye bye. I'm looking forward to the meeting. Me too. See you. Bye bye. What was here? Well, it was easy, because she's a friend, although you see, you see or hear. You hear more, because I don't hear myself that much. Most people are busy and don't have time and say so, but you'll find. Well, in a moment, maybe we'll do another one. With this "no time." It's not that. Well, I don't know, Agnieszka, as the feedback comes, what happened that you changed, you wanted to be nice to me now in this scene or something like that in this process? Listen, when I was going through conversations with Krysia today, I generally wouldn't refuse any of them. Really, listen, I think we should do more of these conversations, Krysia. Well, let's do it. Well, let's do it. So, who am I calling now? Who do you want me to call? Who should it be? Someone employed, or a mother, or with health issues, with what? A friend who has some illness. Well, what? Suggest something. Propose something to us, because we have it prepared, but propose something to us, it will be spontaneous. You know what I mean? What do you want? Quickly. So, it could be, listen, someone employed, who has children, extracurricular activities, and generally no, but complained about their salary, right? Exactly. And that their budget doesn't add up. Well, because. Well, maybe so that we can do something about it. Okay, good. Well, Aga also has children, right? Yes. Mhm.
Hello Aga. Hello Krysia. Oh, how good it is that I met you. Good that you are here. Aga, I know you are busy. I'll be brief, because I have an important topic. A fundamental question. Lately, you've said many times that your budget doesn't add up, that this job doesn't fully satisfy you. Were you joking or were you serious? Completely serious. Listen, nothing has changed since our conversation. Listen, let's not beat around the bush. We need to meet for half an hour. I have a solution. Short and sweet. You'll see for yourself, you'll judge if it's for you. Jesus, when, when, this week or next week? No, I can't manage. Listen, where is my work, children, home, tons of obligations, extracurricular activities? I don't have time for myself, I don't have time for my children. I won't find time to meet you. Tell me quickly over the phone, what is it about. Agnieszka, I understand you are busy. We've talked about this many times. Did you get a job or earn a lot of money over the phone? No, no, no, unfortunately, but no. Listen, Krysia, so you know what? I can do a lot, but I'm not that much of a magician. When do we meet? If not this week, then next week, beginning, end of the week. Listen, but I really, what if you told me over the phone, even just a little bit. Aguś, you know me, you trust me? I know you too, I trust you, I value you, and I'll tell you this, if I were bad at what I do, I wouldn't even send you an email with full, you know, descriptions, and I wouldn't tell you about it for half an hour over the phone. But I can't afford such unprofessionalism, and I can't treat you so superficially either. You are important enough to me that I want to talk to you seriously, whether what I have will be suitable for you and whether I can help you in this way. And you know, you can just as well say no now, I don't want to, I won't meet, I don't have time, which will mean you are saying no to your needs that you mentioned to me. And you know, I won't be offended. I won't be offended. Our relationship will remain as it is. So please. Give me your decision, a woman's decision, a mature decision. Will we meet or not? Well, listen, after your conversation and your words, I think that if I didn't agree to meet, I would be saying no to all my, to my problems, and I would still be accepting them. So, okay, let's meet. Only please, make sure our meeting is indeed business-like, because I will have to give up time with my children, so we can arrange it. Okay, Aga, so when is best? And here I use a technique, the so-called forced-choice technique, this week or next week. She chooses, for example, this week. Then I say, Aga, before noon or afternoon? Mhm. So Tuesday or Friday, I lead to a specific time. You may have heard of this technique. Mhm. Krysia, the day after tomorrow, which will also be next week. Okay. Next week, listen, on Tuesday I can only do it after 4 PM. After 4 PM. Okay. I'm busy from 6 PM. After 4 PM, that's 4 PM. 4:01. 4 PM can be. Okay. Okay. But since this is short and important, let's meet on neutral ground. Astoria, Rama, something near you, but so that we really have that half an hour, you know, so that I can responsibly keep my word. Sure, of course. So, okay, you're signing up, signing up, and I'm asking you in this case to confirm that you remember this meeting. You will confirm to me that you will come to this meeting. Okay, good. Of course, I just, I just one thing, Aga, so that I have, you know, okay. Did I persuade you? No, I think you've more pointed out to me what I really want, what I don't want, and well, I'm glad, because that was my intention. Calm down. So, in that case, see you Tuesday. Okay, thanks Krysia. Talk to you later. Talk to you later. Listen, this is this is exactly the phenomenon, and it's the same in online conversations on Messenger, it's conducted the same way. Don't let yourself be thrown off balance. Don't let yourself be persuaded to send everything in emails, links, recordings, just respect that you want to impart this knowledge, that you are professional here, that you want to approach the person individually. Just as Krysia wants to meet individually, you want to explain it individually, but online on camera. Krysia, we have here, or there's one more thing, I'm very sorry, because we have so little time that we haven't done one thing, and Paweł might be listening and saying, "And where if? And where, what if? And where are the materials, and where are my presentations? And where are those materials that I have prepared? Stressing terribly about the clock. If we go a few minutes over, I think everyone here will gladly listen to various options. Definitely a call to an entrepreneur or a businesswoman who runs her own business, right? Whom we want to arrange a meeting with, perhaps with these examples you're talking about too. So it's definitely worth doing a few more examples, because we'll have a recording of it, and it will be really great material, just like what happened a moment ago. Okay, so just tell me, should I also do this, that if she insists on not meeting, we have a solution in the form of ready materials, ready recordings. I will then send Paweł's recording, but I will contract it and then I will say it briefly, it will take a minute. Agnieszka, I rarely do this, but tell me, considering that we know each other well, that you are busy, tell me, if I send you a recording of someone I cooperate with, will you definitely listen to it? By when will you definitely listen to it? Yes, I will definitely listen to it. By when? You know what, I don't know. If I find a moment, maybe in the car, maybe by Okay, in that case, let's agree that you'll call me when you know by when, and then I'll send you the recording. Okay? Okay, so I can't get it now. I have to specify for you. So, you know what? I'll think about it by evening, and when I know, well, okay, okay. Well, then, then call. Thanks, thanks for the conversation. We're in touch. Thanks, thanks, of course. And listen, this also applies to online, so again, if you can't arrange a meeting with a person, then just ask: "Listen, I can send you recordings, I can send you great materials, but can you listen to it today by evening, watch it? Or by when can you watch it, when can we contact each other?" Because if we start sending things like this, we'll burn out those contacts. We have to contract it the same way. Just like a meeting, that we meet, I don't know, on Tuesday at 4 PM, right? Here we have to contract by when you'll listen, when can I ask how you liked that training, how you liked that recording, because it's phenomenal in this work that if we don't arrange that meeting, we have a second solution, which is sending recordings or health stories. But just as well, after every meeting I conduct, online or even offline, I say: "Listen, now that we've met in person, when I get home, I'll send you phenomenal health stories, trainings, podcasts." So later you have a base of things that you can send, but you've already talked to that person, made contact, you have a relationship with that person. Okay. Good. So who are we calling? A sick person. A person, so we know that person, we know they are sick with something. No, maybe, maybe something like that. So, one thing. I don't know, a friend has migraines or something? Mhm. Migraines can be. Okay, so you understand that the scheme, the scheme is similar. So, let's take the phone, let's get ready. We saw that Agnieszka struggles with migraines. M. So, hello Agnieszka. Hello Krysia. What brings you to me? Aga, I've been thinking about you for a long time. You know what, I have one question. Have you dealt with your migraines? No, what are you talking about, in today's world, doctors don't treat migraines. Besides, everything on the market is too weak for me. I vomit. I can't recover for several days a month at least. So, you know what? I've just given up. I guess this is how my life has to be. Aga, it doesn't have to be this way. We need to meet. Half an hour that will change your life. Restore comfort, joy. Trust me. Look at your calendar, this week or next week. You know what, but I'm so afraid that I'll trust again and buy something or take something, and it won't work. You know, I've been through so much that I don't want to give myself false hope anymore. Agnieszka, we've known each other for a long time, so make a decision, do you trust me enough to invest half an hour and open yourself up to what I have for you. Your health is very important to me, I want you to be the old Agnieszka again, before the migraines, the shadows, but this is, I wish you that several times a year. But you have to answer yourself, is this your declared value, or your real one? Mhm. You know what, tell me, regarding this meeting, couldn't you send me information about the products you want to offer me? Because I understand you want to offer me some product, or what is it about? Aga, do I look like a door-to-door salesperson? No, no, Krysia. Well, then, then look at your calendar. I have time tomorrow. Well, okay. So, when? At what time? Because I don't know if I have that much time tomorrow, but as I said, I really care about it. Well, well, not more than you, but equally much, equally much. You know what, well, if it's going to help me and I'm going to trust someone for the last time, then it can be tomorrow. Listen, and let's have some good coffee in the afternoon, I don't know, at 6 PM. Would 5 PM suit you? Aga, you know what? 5 PM, no, 6:15, 6:30. Okay, it can be, it can be. In that restaurant nearby, they have good coffee, so. Okay, okay. So, see you tomorrow at 6:30 PM. You have to confirm, is it important enough that you remember the meeting? You know what, I'll tell you honestly, with these migraines, it's hard for me to remember. You call me tomorrow. Okay, I'll call. See you tomorrow then. Have a peaceful night. Thank you, same to you, Krysia. Talk to you later, see you. Bye, bye, bye. Listen, I would also do a scene like this with these objections, that someone says they already know what we do and they absolutely don't want it, because Krysia and I conducted this scene, and it turned out phenomenally. I don't remember anymore, but Paweł, you wanted, you wanted it for an entrepreneur. So what do we do? So we can do it for an entrepreneur, and we still have a little time. I think that people here won't leave us, they'll just listen. Okay. So, Krysia? First entrepreneur or person? Anything, anything. You are an entrepreneur. When did we last see each other? Where do we know each other from? Oh, you come to me, I'm a beautician, and you come to me for lashes. Maybe something like that? I came up with it. Listen, maybe suggest something else, Krysia, I mean, maybe with the lashes, but I have bad associations because they come off, they don't stick. Okay, not that. Nails, you have, whatever. Okay, okay Agnieszka, I don't know what you have, a restaurant, car rental. You have various businesses. You have various businesses. You are entrepreneurial. Okay, we know each other. We saw each other at some event, at some entrepreneur meeting. I have your business card. We know each other a bit, we've collaborated somehow. Okay. We're on formal terms. Maybe formal terms, and then switch to informal? Okay, then we'll switch at the meeting. But okay. Okay. So, the phone rings. Hello. Good afternoon, Ms. Agnieszka. Good afternoon. With whom do I have the pleasure? Krystyna Stanek. Did you see me recently? I don't think I saved your number. Mhm. And do you recognize me? Yes, yes, of course. Well, we saw each other recently at that BNI meeting. Mhm. Ms. Agnieszka, we talked there about various businesses, about the changes happening in the world today, about what happened during COVID. Well, you know what? In my old habit, after returning home, I wrote it all down because it was very important to me, and I believe I have good news for you. We need to meet. Please check your calendar, when will it take half an hour? It will be short, specific, and business-like, in reference to our conversation at BNI. It sounds very mysterious, Ms. Krysiu. Can't we talk more on the phone, because you know how it is? Aha. What is it about? Well, Ms. Agnieszka, it's about a mutually unfavorable cooperation. That's enough. I assure you it will be a short, interesting meeting. Well, that sounds very good. However, Ms. Krysiu, you know that I run not one business, but several, and I absolutely have no time or space for new businesses. Absolutely not. I mean, I like you, yes, a neutral coffee, but no more businesses are possible for me. Ms. Agnieszka, it's good that you're saying that. We'll talk about that too. In that case, where and when will we have that neutral coffee? Well, Ms. K, this coffee will surely bring something to our lives, because I remember those conversations at BNI. Let's look at the calendar. I only have availability in two weeks, because we're going on vacation now, so I think after the fifth. Okay. My calendar includes October, also the fifth. Great. Before noon. Afternoon. I think maybe before noon, let's arrange it, and I invite you to my office. Before noon. Okay. 10 AM, 11 AM, maybe? 10 AM. Okay, so 10 AM. Ms. Agnieszka, you mentioned a neutral coffee, so maybe out, which one will we choose? I saw there are such, such cafes near your office. Which one do you like the most? Anything is fine, but I think it will be convenient at my place too. We'll have some good coffee, it will be pleasant too. Unless Ms. Krysiu, you choose a restaurant, please give the address. You can send it to me by SMS and I'll get there. Okay. So maybe in the booth, let's arrange it. It's nice in the booth. Good coffee. Okay. Okay. So, at 10 AM in the booth on October 5th, I will confirm the meeting on the 4th. Okay, good, of course. Sure, I'm writing it down too. Well, I've written it down too. So, thank you. I'm looking forward to the meeting. I wish you a pleasant rest. We'll also talk about where and how you rested. Of course. Great. Thank you very much, and talk to you later. Talk to you later. What happened here? No, I gave in, at my office, although I usually don't give in, I intended to give in, but it's better on neutral ground, because at the office she'll be busy, she won't concentrate, the conversation will be interrupted. What did I hear? I'm writing down what I heard. Because this is the notebook where I write everything down, that I'm writing down what I heard, what I heard, that she's busy, that she has several businesses, that she has no time for anything anymore. And now there are several options that will come up at the meeting. Either we have to tell her that she has a business, and the business has her, and that she has no life, and tell her that she can have a life for herself and a business. Combine it by telling her that she can think. She's entrepreneurial, outside the box, or if she's so rushed, she doesn't have time to take care of herself. Or maybe she has time to take care of herself? Well, then she's sitting on money, so she'll calmly spend it on a collagen series and cleansing and other things. So we have a client, and then we'll approach her at the meeting with what is very important, what we should also share. We didn't have enough time. Inviting third parties, i.e., indirect approach. Paweł, I think the last thing would be that indirect approach, because I'm going with the flow, and we already have a few examples. And it's definitely worth doing such an example, and it's worth doing, because everyone talks about it, you know, specialists. Everyone talks about it. Okay, so now such a meeting, and maybe do something like this, that we meet someone live, on the go, in the city, live. What do you think? Do you have such situations? Okay, so maybe something like this, so we put the phone down in passing. So who do I meet in passing? So who do you meet? Give an example here so that we can refer to a specific person, so that Krysia knows. Maybe there's someone who works on a contract, because I'm reading the chat here and they say it's great and all, so maybe something like that, but we won't have time here, because I want to show this, this method of meeting someone on the fly or calling someone to whom we don't have the courage. I often hear this from people, he's higher up in the hierarchy, he's smarter than me, more resourceful, earns more, I won't go to someone like that. And then the approach works, he won't listen to me, I'm not an authority for him, I start, he earns. And then the indirect approach works best, otherwise inviting third parties. Let's say. I have Agnieszka or Beatka. Beatka, can you unmute Beatka? Understand? Give her a minute. Yes, of course. Oh, now Beatka, you can turn on your microphone. Good evening. Welcome. Now I can't hear Krysia. Krysia, you also need to turn on your microphone, you know. Oh, it's somewhere. Yes. So Beatka, I met you on the go. I could have met anyone, but my photos are just arranged centrally like this. I met you on the go, but I know I'm a bit shy with you, because I'm starting, we live close to each other, I know you're a teacher, you teach at school, my children go to school, and how to approach someone like that? I'm even on formal terms with you, Beatka, right? Maybe, maybe it can be like this, right? Good afternoon. Good afternoon, Ms. Beatka. Well, welcome Ms. Krystyna. Oh, I'm so glad I met you. I've been thinking about you for a long time. I'm in a big hurry now, but you know what? I have to talk. Ms. Beatka, I've been thinking so intensely that you have so many contacts and you are so empathetic, you like to help so much. Ms. Beatka, maybe you can't, but you surely know people who would need more health, more money, to earn some money honestly. You know me, my children, one child or another goes to school, or to take care of their family's health. Well, Ms. Krysiu, what you're saying is interesting. I myself have fallen ill recently. I have contacts, but they are purely professional contacts. I don't know if this can be used, so to speak. Ms. Beatka, well, we would have to talk about that, you know, over a coffee, but I'm sorry to hear that you also have health problems. Well, you know what? I can't afford not to arrange a meeting with you, not to invite you for coffee. When could you? We haven't seen each other for a long time. Indeed, your children haven't been going to school for a long time. I'm also curious about them, because they are graduates, so I'm very curious how they are doing, how things have worked out for them. You know what? It's a busy time now, the beginning of the school year, so a lot of paperwork, but I'd love to have coffee, I'd really love to. Ms. Beatka, so when will I adjust my time, because it will be a coffee of gratitude. So, Ms. Krysiu, let's arrange it for the beginning of October. Okay, because now there are a lot of school events, preparations still. Okay, Ms. Beatka, beginning of October, so around the fifth, seventh. When, when, when? Let's arrange it so that when I'm home, I'll check, because I also have various, various visits to the doctor and conferences, meetings, so maybe we'll arrange to confirm the meeting date, and Ms. Beatka, well, that's great. Here's my business card. I'm off. Well, it was very nice to meet you. I'm extremely looking forward to the meeting. All the best. Well, and we're in touch. I'm waiting for your call. Thank you. It was nice to meet you too. We're in touch. We'll call each other, Ms. Krysiu. Okay. Aha, so I understand that you will call me. Yes, I'll check my schedule too and confirm, and then we'll arrange a specific day. Do you have a business card? Or maybe I should take care of remembering it? Can I have your phone number? Of course, here it is. 727 and so on. Okay. Thank you very much. Thank you. Well, once again, all the best. It was very nice to meet you. Thank you. And here's another phone call. Look, in a small environment, a teacher, an authority. We know each other. The children no longer go to school. We knew each other once, and here it was. Look. I wanted to ask or suggest that she knows people who would want more health, more money. And what did she say? Well, classic, unprepared, not playing along. So I, because in this indirect method, the point is that when we ask, don't you know someone who needs to earn or who needs, I don't know, to take care of their health, that person first thinks about themselves. And then we are no longer the ones who approach them with an offer, but well, obviously she wants to know, but what is it about? Well, yes, I didn't say what it was about. Let's meet, she almost proposed a meeting herself. I think, if I can say a word, that here regarding teachers and children who were, this form of gratitude, that sentence you said, it's always an opening for that coffee, because I think every teacher, if she teaches someone's children, who are now graduates, also has permission to agree to coffee and go. But Krysia, it's impossible to refuse with these phone calls and invitations. Well, maybe it's a matter of practice, but you see what this is about. These are the rules, I didn't have a ready script, it was created. I only know the rules. If this is the form of gratitude here, it came out naturally. We don't have time to talk much. I, with these rules and these conversations, will often be refused. Yes, Ms. Zuzanna, I'm reading from you. Yes, as I said at the beginning, they will often refuse, and what then? They refuse for two reasons. Because they don't trust, because they don't have time, they have various objections and various excuses. I have prepared Paweł's book on objections here, and I want to tell you that for 30-odd years in business, freedom, I lived, I lived and I live better than well from money earned in marketing, but I'm still learning, as Paweł wrote a book. I've read every one, I read, I underline, I practice. Here are the objections, you will learn this with time. However, your sponsor, someone who invited you, or your upline in the sponsorship line, they know. Madzia, Małgosia, Paweł, everyone, Sylwia, Agnieszka, everyone invites. They are effective, they build business effectively. They know how to invite. Only as Gosia Dudziak, Sylwia said the day before yesterday, we are waiting for you to come to us eager to learn. You will learn this with time, but also remember that you have people around you who are cheering for you, with whom it will be easier for you. There won't be so many objections, there won't be so many reservations. With time, you will gain experience and learn to deal with objections, because what was in these conversations? Well, it wasn't that Aga was supposed to agree, because if I were talking to any of you and you raised these objections, what would I do? Provide knowledge and strive for the goal of the meeting. Because you see what was in these scenes. Objections, i.e., reservations, always result from a lack of knowledge or are excuses, objective circumstances. So if you provided all the knowledge, then they would indeed have reasons to refuse. However, you know that you need to meet. You strive for a meeting. Not every meeting will be successful. Well, I would also be a millionaire if everyone said yes, right? You know, it's a game. It's a game. Only in this game it's important that you know the goal, that you know the intentions, that your intention is what you heard here. To help the other person, so the word help, let's play with words, no time, contains power. So to give them power, power in health, power in finances, power in development. And this should guide you. If I want to empower a teacher who taught children, Agnieszka, who has a headache, or someone who doesn't have money to send, I don't know, children to a language course, because she said she earns too little, then I really listen carefully, I consciously follow them so that we meet, i.e., intention. And you will learn and gain practice. Listen, it's very late. We should finish. We should finish, and I thank you very much for enduring until now. We thank you with Agnieszka. In conclusion, I will say this. A gold mine, there are various ways to extract gold. Open-pit, underground. But you need to sift it from sand. Choose various methods, just remember that the list of people you know is a gold mine. And you want to share that gold with them. That gold is their health. That gold is their beauty, figure, money they will earn, lifestyle, freedom, time to raise children. For me, the phone was a chance that I have lived my life on my own terms and live on my own terms, that I earn by helping people, by contributing to the lives of others, and at the same time I enjoy freedom, I enjoy a life better than good. And I wish you to love the phone and network marketing as much as I do, because it really reciprocates. It will reciprocate. Not only will it bring you money, but it will give you so much satisfaction, so much joy from the meetings and conversations held, that it won't just be what happens in 90 days. It can truly change your life. And I wish that this awareness, this word awareness, will make today for you. Gosia, you inspired me yesterday with Igler. the first day of the rest of your lives. Thank you. Thank you very much, thank you. Brilliant training. Listen, I have just one more thing to add. Krysia ended beautifully, but Krysia and I want to invite you to a mini challenge. Listen, since you have already set your goals, you know what the project is about. Yesterday you made a list of contacts, today you know how to invite people to meetings, so you need to go to sleep thinking about who I can invite to a meeting. And the challenge means arranging at least three to five meetings for the next week tomorrow. And we'll brag on the chats. Listen, who arranged how many meetings, because we need to use this knowledge. Action and only action makes sense, and only practice makes sense. So we have a huge amount of knowledge gathered here into one whole. Tomorrow, from morning to midnight, we use the time to have at least three to five meetings next week, and even more. Brag about how many meetings you arrange, how many meetings you organize, how many conversations you conduct. The challenge is on. Listen, we are keeping our fingers crossed for you. We know you can do it and that there will be more fruitful weeks of meetings. Thank you very much for the opportunity to conduct this training. Thank you. We believe in you. Thanks. Yeah.