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  Lets talk about the cold market. You know, as I mentioned previously, in one of the other videos is it doesn’t matter whether you’re Bill Clinton or Donald Trump or somebody with a huge sphere of influence, or someone that’s holding up a sign on the side of the road, you only know so many people. And so by getting a written list and working the mechanics of how to build a sales and marketing organization, you can have an unlimited number of people to talk to. But at some point for your personal prospecting, you know you’re working down in your organization, your building let’s say that you run out of people to talk to by the time you reach Regional, or by the time you get to Senior or the time you get to Executive. At some point you’re going to want to transition into the cold market and the first thing that I would tell everybody, is make sure you don’t transition into the cold market in lieu of working your warm market. And keep in mind that you are constantly prospecting people.
  
  So, you’re taking your hot market, then your warm market, then your lukewarm market and now you're in your cold market. So, the fundamental of cold marketing is this - is you want people to come to you with their hand raised and say "I'm interested", so it’s not selling, its sorting and that's a very very important distinction. It’s not selling it’s sorting. So if you can develop a system that sorts people where at some point somebody raises their hand and says "hey" by leaving you a message saying “I saw your sign” or “I got your power card” or whatever it is, if you can get them to raise their hand and leave their name and number on a recorded message for example, that's somebody that’s saying hey I'm interested. They've got a little bit of information and now they want to get more information versus, you going out and calling on every real estate in the city where your currently living. So if you’re going out knocking on doors you’re going to meet a huge amount of rejection and I'm not saying you can’t cold market like that. But wouldn’t it be smarter if we had a supply of leads that raised their hands and said “Hey I'm interested in more information” then you’ve got people that are wanting to listen not people that are telling you this won’t work or it’s a pyramid scheme or something like that. So then you look at cold marketing and you say "Okay I'm going to have to invest some money, I'm going to have to spend some money to get these people to raise their hands". Well I don't know about you, but I'd rather spend as little money as possible up front particularly as I'm learning how to cold market people. So, let’s talk about a system that really doesn’t take a whole lot of money, not going to a lead company and buying leads, or buying a system or whatever. So just go to google com and google something like ‘Dallas networking group’ or whatever your city is or you could put ‘Dallas Chamber of Commerce’ or ‘Chamber of Commerce’ or what have you. You’re looking for groups that are already in existence that are business groups. The biggest business networking group in the country is a company that goes by the initials of BNI. I think its Business Network International but its BNI .com. There are BNI meetings in every major city in America. So, you don’t have to google that one. Just go to BNI .com. Most of the networking groups have a set of rules, they'll allow you to come to a couple of meetings and in most cases buy you lunch your first time, or maybe you'll have to pay for it yourself, but they have networking meetings and these are aggressive entrepreneurs that are in a community that are looking to network with other businesses and a lot of these networking groups will only allow one person from an industry, so there is only one plumber, real estate agent, there’s only one mortgage broker there’s only one chiropractor, there’s only one dentist. So, what happens in these networking groups, is that they’re all talking to one another and they're using each other personally but they're also referring people to one another. So they'll actually come in to the meetings and have accountability of “hey I referred 2 people to Doc Jones the dentist” and “I referred one to the plumber”. And so the expectancy is in a lot of these groups is that you’ll refer people. But you have an opportunity on the front end to go visit the group, and when you go visit the group, they're typically going to give you two to three minutes to do what I call an elevator pitch. To stand up say “hi I'm Brian McClure I’m a consultant with Ambit Energy. I'm a National Founding Consultant with Ambit Energy, I’m currently the number one income earner”. “Hey I'm Brian McClure I’m a Senior Consultant with Ambit Energy. Whatever it may be they're going to give you the opportunity to just sit there and give a 2-3 minute spiel, a little bit about yourself, and what you'll want to say in that two to three minute spiel, is you’ll want to talk about the deregulation of energy, in Texas or in Illinois, or New York, or wherever you are, and on top of that you want to talk about the credibility of the company. Okay, so a little spiel would go something like this: It would be along the lines of "Hey I'm Brian McClure, I'm a National Founding Consultant with a company that’s licensed here in the state of Texas by the Public Utility Commission, by the name of Ambit Energy, I'm currently the number one income earner in the company, I've been very, very successful with it and let me tell you a little bit about the company, Ambit Energy's headquartered right here in Dallas, Texas. The CEO is Jere Thompson, Jr., most of you here are familiar with the Southland Corporation or 7 Eleven. His grandfather Joey Thompson started 7 Eleven and his dad and two uncles are the ones that built it to what it is today, so Jere's our CEO and he partnered with a gentleman by the name of Chris Chambless, and strategically they're partnered with Shell Energy Trading, which is a wholly owned subsidiary of Royal Dutch Shell. Royal Dutch Shell is the second most profitable, third largest corporation in the world. and what we do, is we give people an alternative choice on electricity. So here in Dallas, as you're aware, TXU is the incumbent carrier, but we give people the opportunity to choose Ambit Energy. There are several other carriers out there. We offer rates that are lower than most, we offer them free travel, we give them a getaway weekend, we give them a couple thousand travel reward points that act like frequent flyer miles for trying the service and if they'll refer 15 customer that will pay their bill within a given month, we'll give them up to their energy bill for free. In other words we have a program where you can get your electric bill for free.
  
  So in a networking situation, that to me is the intro for them to come up to you after the meeting, because what happens after the meeting is everyone passes around cards and everybody networks with everybody else and the least you're going to do coming out of these network meetings is get a couple of people to sign up as your customers. But what you want to do is you want to get them involved as a managing consultant in your business. So, you’re going to give a very brief, lot of credibility, a little blurb on deregulation and then discounted written guarantee - just figure out what you're comfortable with. These groups only give you two to three minutes, so you really need to get this elevator pitch down where you can stand up and do it in a minute, because a minute will expand into two minutes really quickly.

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