Tip No.1
(1) Courtesy Call Script
“Hello, I’m...from The Investors’ Club. Just a very quick call to see if you are getting our newsletter”. SM to follow up if the response is no.
We are all time-poor these days, aren’t we? Response ‘yes’.
One of our most popular free services is to check that you are receiving the best possible loan and whether we can reduce your mortgage payments. Most of our members aren’t even aware of this free service – are you? Would you like us to help you? Response ‘yes’.
I know you’re busy but there are two ways we can quickly help you. I can post you out a form with a reply paid envelope or you can access our website at www.tic.com.au and follow the prompts to ‘Beat the Banks’ and complete the application form on-line. I’ll give you a call in a few days to discuss the next step. We’ll look forward to saving you lots of money.”
(2) Courtesy Call – Follow Up
The first courtesy call should have taken no more than a few minutes.
You now have the opportunity of communicating further with your member. To follow up this call we now move onto promoting the benefits of their free personalised retirement plan. Others who offer a ‘retirement plan’ usually are share-based and cost up to $12,000 where ours is property-based and free. I would send them an email headed – TIC, we’ll save you! (Aussie is no longer using this phrase having changed to a new advertising agency! I bet you don’t know what their new slogan is!!) But if this is a concern then say – TIC, we can save you money!
“Your application to ‘beat the banks’ is being processed. Across our huge membership we know we are saving them at least $250,000 each month.
TIC offers you a wide range of world-unique free services. As your Support Member I am here to help you whenever you wish. I therefore think that’s fair to let you know a bit about myself and my experience with TIC. This is best done by me showing you my own personal history with property and with TIC.
I will send you my own personal “FIDO” (Financial Independence Date Organiser) so that you’ll know exactly my own situation. I’ll also send you a report called “FIDO LITE” this will give you a quick synopsis of what we believe is the world’s most powerful but safe, wealth creation soft-ware program.
Members are usually pleasantly surprised with the openness of our Club. This is because we don’t have sales people in the Club – just fellow investors.”
(3) SM Follow Up
(a) Send the FIDO LITE and your own personal FIDO with a very brief email. Remember Troy’s 2-2-2 rule – you need a catchy subject heading that they can take and get excited about in 2 seconds.
“This is my own personal investment history. You’ll see it is very detailed and, I am sure, too much to decipher. Members appreciate me taking a few minutes on the phone to explain the figures. I am more than happy then to provide you with your own figures and your own early retirement date. You might not wish to retire so young, but certainly want to enjoy the ability to do what you want to do. This may be travel, pursuing hobbies, helping charities etc. What would you like to do when you can afford to do what you want to do?
Let me know the best time to call you to explain this program. In the current climate we are still safely creating wealth for our members and we do have at least three Club members joining our Property Millionaires Club every day. Kevin’s dream is to create 90,000 millionaires. Your own FIDO will show exactly when you will become one. I won’t be asking you to sign a contract or pay a deposit. As I’ve said we are a free supporting service.
However, I do look forward to meeting you at one of our many socials or free workshops. If you would like to attend one of these please let me know and I will endeavour to meet you there.”
(b) This will be a natural flow-on from (1) when they come back to you with a time to contact them. If no response wait a few more days and give them another call asking if they received your email.
By now their borrowing capacity (FCF) is known and your BM has been onto the Club Loans Mortgage Professional (CLMP) to focus on reducing their mortgage commitments.
The next step is to ring them –
“Hi Joe & Beth. Club Loans has advised me that they have got back to you with your mortgage saving. Can you tell me how much it is per month? That’s great news – this means that over the next year the bank is losing $....... All this help has cost you nothing! Would you now like me to do a more personalised FIDO for you, and again this won’t cost you anything. Response ‘yes’.
Well, that’s great and you are now well on your way to an early and wealthy lifestyle. Would you like me to come to your place or do you want to come to mine?”
If you prefer them to come to you just say – “You are most welcome to come to my home. I have all the files here of Club members that I’ve been able to help. If you wish you can pick up the phone and contact them.
FIDO may look complicated but, believe me; once it’s your own figures going into the software it really jumps out at you and is very easy to follow. I’ll then print this plan off for you.
Did you know that only 5% of people manage to retire financially independent and only 5% of people have a written wealth creation plan. Only 1% of these people have this plan checked annually. In the Club again this is a totally free service that we do for you.”
(c) If they haven’t agreed to a FIDO by this stage, don’t get discouraged. Simply continue to build bridges. Take their non-performance as them saying “I need more information”. If a woman, or you feel that the female partner is the reticent one, I would send them Ellie Oorschot’s story or Wendy Wright’s. She does workshops and talks about getting the right property in the right location with the right funding and the right partner.
We have many inspirational true stories that you can have filed away to send onto these people. Remember you’ve seen these and there are many in the newsletter, but the person you are dealing with now has never seen them. I would send these off as “Ellie Exposed” (you are building brand recognition here – that means that they will open the email). Alternatively, if they’re male or it is the male partner dragging his feet, there are heaps of success stories there to send that will interest him. It should be a branch project to amass as many of these stories as you can.
Teamwork! Send us your member’s stories on how we’ve helped them. Send them to paula.cogan@tic.com.au. You’ll see later how to maximise the benefit of these stories!
(4) Social Events
When we started the Club our workshops were social events. We provided lunch and when we got bigger we asked members to ‘bring a plate’. This then moved onto larger workshops where we just provided tea/coffee etc. We have drifted away from this social side. We discussed this at a recent team training session in Canberra. The teams were enthusiastic to start this up again and two Support Members volunteered to research and organise two up-coming socials in the next month. Then each succeeding month had two volunteers to do like-wise.
What to do and how to promote? In the past we have had a lot of success with wine tastings, lunches, BBQs where the Club provided the food and the guests brought along their own drinks, with much success. What other ideas can your team come up with? I’d like to hear your suggestions so please send them to paula.cogan@tic.com.au. Teamwork!
How to promote? BMW sent me a very nicely worded “VIP Exclusive Invitation”. I would like your ideas on emotive wording and how we get this wording to our members. I’ll be getting the Solutions Team at Head Office to also put their mind to how we can pretty-up this invitation.
A tip with social functions is not to talk about selling them a property. It’s about concentrating on their next most immediate need. Maybe it was saving them money each month now it’s about them achieving their short-term goals. What is it that they want most this year even this month? This is best brought up during your phone conversations and also at the socials when they feel more comfortable.
Keeping in touch means your members won’t have a chance to get buyer’s remorse. They’ll come along with their negative stories of what they’ve been told by their friends and then be delighted by all the positive responses and answers from those that have gone before them. These socials will help stop fall-overs.
Low values and finance difficulties - these are often problems that do have solutions. These socials also give the opportunity for your members to talk to other members who once had the same problem and how they handled it.
