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May 23, 2000

A Young man joined PL and had his first show.  It was a huge success as
the hostess had 40 guest.  As soon as he got home he called his leader and
told her the great news.  She told him to place all of his paperwork in the
show envelopes and she would help him close it out along with his next 2
parties over the weekend.  He then asked her about what he should do with the
used door prize slips. She told him to use them to make a list.
 
The next party was even bigger!  It had 80 guest!  His leader was so 
excited when he called.  He asked about all the new door prize slips and she
told him to use them to support his business.

You guessed it, his third party had 200 guest.  The thrilled leader told
him he would go far in the business now that he had 200 new door prize slips
to use as referrals!

The weekend came and he was a fast learner when it came to closing out a
show.  After all 3 parties were closed, the leader asked him if he had been
making his 2+2 calls.  He told her he didn't know who to call, so she asked
him what he did with all the door prize slips.

Well, he said; I used up the first 40 like you told me to for list.  When
I finished with my shopping list, I tossed it out.  My things to do list and
all the others as well.  The 80 you told me to use to support my business, I
added to my news papers before I sold them to the recycling plant.  As for
the 200 you told me to use as referrals, well the basket party lady I met was
thrilled when she asked me for referrals and I gave them to her!    

Understanding 2+2 first before making any calls is one way to get people
to keep it up day after day! 

Have you heard people tell you that you get a yes out of ten 2+2 calls? 
What about the 100 no's list, ever see one of them?  Did you try any of these
to get your new consultants to make the calls?  How well did it work?  Did
you and your consultant each understand them the same way?

ONE OUT OF 10 GETS YOU A YES!

I know what is meant by that but does everyone? What happens when your new sponsor gets bold enough to give it a try and gets 14 no answers?

1) Do they think of themselves as a failure and give up?
2) Do they think that 2+2 doesn't really work?
3) Have there family and friends let them down?
4) Are you a liar that made it up?
5) have they become to embarrassed to show up at meetings?
6) or one of the thousands of other options?

One thing I do now as a tie in to conference you can do at your unit meeting and have FUN with. All you need is a regular deck of cards.

A) First take out all of the face cards leaving you with ace through 10 only.
Have the two jokers on hand.
B) Tell your unit you are going to play a 2+2 game and that you will go
first!
C) Tell them that your deck has 40 cards in it. As you shuffle the cards,
this is what I say.

"Each card is like one 2+2 phone call. Every time I make my calls I get different results, just like dealing out a deck of cards. When I get an ACE, I'll think of it as a yes and all other cards as a no. I might get a yes first card and then 25 no's in a row, or get 36 no's and all 4 ACES last. The point I'm trying to make is this. On an average, we get a yes in every 10 calls. Let's see how I do this time.

D) Start turning one card over at a time placing the aces in one pile and all
others in another pile. I say nothing about the no's and cheer each ace.
Then I go on to tell them about the jokers. "If I plan on talking to everyone about joining my team, I add the two jokers to the deck. Each time I hit a joker it is like finding someonethat's interested in more info about the business"

E) Then I ask who would like to give it a try. When they agree to try it, I
then ask if they want the jokers in or not. That way you have them asking
you to let them offer the business instead of you telling them to!!! I make
note of how different it is each time.

F) After giving everyone a try or two, give them a real challenge using ONLY POSITIVE GOALS. Ask everyone to go home and keep track of all of the 2+2 calls they make for a month. Tell them you want to see who gets the, fastest yes, most yes's in a row, goes the longest before getting there first yes, gets the most yeses, got the last yes, ect ... NEVER have them looking for no's! If you do, that will be the focus when making there calls and they set themselves up to fail! That brings me to the " find the 100 no's" list!

THE 100 NO'S LIST!

Oh My, what were we thinking? What's next, the go out and get 20 cancellations list? I never got so many no's as I did the one time I entered a challenge to get 100 no's! What that teaches us is, why fight hard and try to book one party when you can easily get no's even from people that might otherwise be interested. It's never good to get people thinking negative thoughts. However, the thought behind such a list is a great one when we make it POSITIVE!

I have a few ideas that will help you with using a list. Here is one of them.

1) Play 2+2 BEATING THE ODDS with a sheet something like this

2+2 BEATING THE ODDS GAME BOARD

Research tells that we average 1 booking in every ten 2+2 calls. Your goal
is to beat the odds by getting 6 bookings before you get 50 no's! On the
sheet below you will find 6 YES spaces. Each time you get a YES when making
your calls, circle a YES on the page. For every no you get, make an X over
one no and try again. When you get all 6 YES spaces circled, stop marking
the no spaces as you HAVE BEATEN THE ODDS!

If you have 5 YES spaces circled when you fill in all of your no spaces,
GREAT JOB! YOU'RE AVERAGE!

If you have less than 5, good job. Try it again and you just might BEAT THE ODDS!

YES! YES! YES! YES! YES! YES!
NO NO NO NO NO
NO NO NO NO NO
NO NO NO NO NO
NO NO NO NO NO
NO NO NO NO NO
NO NO NO NO NO
NO NO NO NO NO
NO NO NO NO NO
NO NO NO NO NO
NO NO NO NO NO

Love, Hank

This page last updated  July 06, 2005