I got a really useful tactic for you. I learned it in Dallas off Larry Thompson. Do you know Larry Thompson? He was a Herbalife fame. Built huge leadership in that company and then became a consultant. The company I was in at the time called Numus Network many years ago, they hired Larry as a consultant to come and drive more growth in the company. One of the first things he did was put together like a leadership team. It had a cool name, but I can't remember what it was. I was in this leadership expansion, national expansion team, that was it. So I was in the national expansion team. I thankfully qualified to be in it. And we had these events every sort of quarter in Dallas. So I'm at an event in Dallas.
I'm asking questions to Larry. And I'm like, you know, at that time, I'm like, I'm struggling to generate enough leads to keep my pipeline full. Like it's exhausting. Constantly having to find new people, new people, new people. My life's not that exciting. You know, unless I'm traveling here to these events, I don't really do that much to find new people all the time. And he's like, what about your maybes? I'm like, ah, maybes and no's. I just move on. And he's like, do you not have a way of going back to those people? I'm like, that's the problem for me. I'm an introvert. And so if I've presented to you and you've told me no, I'm like...
Where do I really go? I'm like, I'm done with you. I move on to someone else because I don't want to come back to you in a month and go, so still a no? It just feels weak. And like it would position me in a bad light and it would make you less likely to come to me. I look less like a leader, right? And so he's like, no, no, no, no, you've got it all wrong. And I teach it this way. Now, this is the way I explain it. So I explain it as like trying to sign somebody up is often like trying to park into a tight parking space. You know, if you have to reverse into a space, it's quite tight and it's busy. You've got no other option but to choose that space. Sometimes you don't get it right the first time. The angle's just not there.
And so what do you have to do is you have to, sometimes you have to get out and take a look and then you pull forward and you make a different angle and then you go back again. And often second attempt, definitely third, you know, we're in. We found that right angle. And often parking a car that way in a tight space, it's like parking your opportunity or product into the life of a prospect. We may not get the right angle the first time. We may just not have found what it is that lights them up. Or it may just be that at that time in their life.
something isn't around to motivate them significantly. And so what I found is if we can keep in touch with these people in a way that doesn't burn them out, we keep dripping on them new features, new incentives, and eventually something happens in their life and who are they going to come to when that does? They read a book, they watch a movie, a relationship begins or ends. This is the year, this is the month, this is the day. They come to you because you're the one in frequent contact with them. And then also sometimes we just have to find the right angle. So Larry was saying, you know, these people are going to be the largest group of signups that you'll end up getting.
So what you need to do is find different reasons to go back to them and take the pressure off them. So instead of going back and saying, hey, is it still a no, go back and say, let's say the company releases a car bonus. Hey, it's great to catch up again. Who do you know who would love a brand new silver BMW paid for by my company? There's a limited time offer. We're able to do it for a certain number of people. The qualification is fairly basic.
Now, if you know that that person loves cars, they're probably going to say, well, to heck with referrals, me. And that's exactly what happened. Our company launched a silver BMW program many moons ago. And in that company, Numis, I was able to go back to a bunch of people and find that was the right angle for them. And so it's important that when you're prospecting people and having conversations, you're brave enough to ask them about what's motivating them. Hey, just, you know, I'm glad that you're open to take a look at this. What about this has got you the most interested? If there was a motivator for you to join this business, what would it be?
And people may set up, spend more time in the family, buy a dream property, buy an additional vacation rental abroad, a sports car. I've always wanted to, you know, own my own business. I've always wanted to give more money to my church. I've always wanted to build a community center in my hometown. The reasons will be very varied. And I found if you share yours first, they'll come out with theirs more openly, you know?
Hey, you know, the reason I'm here, I want to provide my life and my family. I want to put food on the table. I want to be there to eat it. I didn't have a dad growing up. I wanted to fix that in my family. And this is a way for me to do that. So if I'm personal and I share my, you know, put my heart on my sleeve, often when you ask people, what, you know, what are you looking for in life? They'll often tell you because you were vulnerable first. Not always, but most of the time. And so we take notes on this. And so we may get a sign up straight away. But if something just isn't quite there for that person at that moment in time, we're able to say, okay, so-and-so loves a new sports car. So-and-so loves property. I was in a travel company a number of years ago and they had bonuses for cars and bonuses for...
property as well. So they had like a property bonus. So there's all these different features that may be a part of your compensation plan or maybe are released in, you know, like trip incentives or product incentives. And if you kind of had people you were following up with frequently, these different angles, you might find all you simply have to do is get a little bit better at informing people of what's happening in a way that doesn't burn them out. And I find when we say, hey, who do you know instead of are you interested? A lot of time we can go back to them more frequently without annoying them. I'd say what else it does, it builds up this knowledge without them realizing it of your company.
So let's say over a six month period, you followed up with somebody four or five times. They didn't realize it was a car bonus, but they do now. They didn't realize it was a vacation bonus, but they do now. They didn't, you know, a whole bunch of things are like, man, this is a better and better deal. And eventually I had people come to me and say, so just a second, Richard. So they'll pay for a property up to this price. They'll pay for a car up to this price. They'll give me this amount per month in residual. And I get this product. I'm like, yeah.
man, like we should take another look at this. I'm like, yeah, I agree. You know, so I find that works really, really well. So thank you to Larry for teaching me that. I've used it ever since. And it has become a great resource in terms of signing people up. And it does alleviate your requirements to generate leads. Because if you've got a group of say 50, 100, 200 people, and you know every month that you kind of, or every six weeks or so, you're going to kind of go back to them and let them know about something. Maybe even just a segment of those people where it's specific to them. That's a lot of people. That's even if it was 60 people, that's two a day before you even generate a lead.
So it definitely helps. Anyway, I wanted to create this training for you. I can't remember what brought it to my mind the other day, but I was like, yeah, yeah, I forgot about that. I should teach it because it's useful. So I hope this has been useful to you. If you want plenty more useful information, you can go to joinrichardsgroup.com. There I will help you build the business that you're in. And also you'll have access to three courses immediately when you sign up. You will have access to flawless foundations to launch or relaunch your company like a professional. So if you really want to go big, this is your latest foundations before you build, and this will help you do that. You also have...
The conversions course. So what is the quickest way I know how to take someone from prospect to actually profitable business member, team member? That is included. There's a six video series there of how to put that together in your company. And then also free foundation leads.
okay, how do we fill our prospect pipeline in 30 to 60 minutes per day of people who we can sign up into our company? So I've got that for you. And those are all free methods in that Foundation Leads course as well. So you get those three courses and then you get access to a value vault where every week I create something that I've learned, that I've known a story, a tactic, a test I've been running, and I report that in that community only. And you get access to that in the value vault. You can watch it live. And it's also put in the value vault every single week as well. So there's a lot in there. There's a lot in there. You can stay around the Network Marketing Campfire every single week. You can plug into a community of over, I think there's over 100 people in there now.
fellow networkers. And when you click that link, joinrichardsgroup.com, you'll see I've got a special discount on there. So it really is a no brainer for you to do that. And you can even refer your team and receive a commission for that. And they'll get looked after and duplicate too. I hope to see you over there. And I hope you've enjoyed this episode.