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  What I want to talk about is the fundamentals of how to build a sales and marketing organization. And really probably the best analogy I can give you is who I believe to be best NC2A 1 division 1 Men’s Basketball Coach of all time is John Wooden. John Wooden won 10 National Championships out of the 30 years that he was involved with UCLA. In one stretch he won 7 out of 10 National Championships. And the first day that NC2A would allow him to practice he would scrimmage the freshman against the upper classmen. And at the end of the session he would send the upper classman off and he would put all the freshmen up in the stands and sit down and give them a lecture about the fundamentals of the game of basketball. There were two fundamentals, number one the lay up and number two the free throw. And so he would you know, it was like Mr. Basketball from New York and Kentucky and Indiana and New York City and LA. And they were sitting there going “What has this old man has lost it? I know how to do a lay up and a free throw!" So he would say “Ok gentlemen make 50 lay ups in a row with your right hand and 50 lay ups in a row with your left hand and make 85 out of 100 free throws and after you do that you can go to the showers." Well, he had Kareem Abdul-Jabbar that played for him, he had Gail Goodrich. I mean he had the who’s who of the NBA Hall of Fame. So over all those years, 30 years he never had one player that ever did it. And after about 2 or 3 hours they were dead tired he would put them back up in the stands and say “Look you can win the game of basketball against 90% of our opponents if we can just execute on the two fundamentals - the layup and the free throw." And he would always spend a very high percentage of his practice time all the way through all those years practicing lay up drills and practicing free throws. And that’s one of the reasons they became a champion.

  So there are two fundamentals to building a sales and marketing organization. The first fundamental is the written list. So where ever you get the written from it needs to be a written list. It can be on paper it can be electronic it doesn’t matter. But you need to make a written list of prospects, ok. And that written lists of prospects is critical to you and it’s a dynamic list. It’s not make it once put it in a drawer and never look at it again. And the other thing that it is not the little league roster in one booklet the church roster in the other booklet the friends from business in an act data base electronically. It is a compiled single data base or written list of prospects. And as you go out and meet people you know you are going to add people to that list. And as you show the business to people whether they get in or they decide they are not going to get in you’re going to take people off that list. So whether you’re Bill Clinton or Barak Obama or John McCain or President Bush or Donald Trump, there’s only so many people you know. There is a finite number of people you can put on that written list. So by definition what that means is that if you keep working the written list and you don’t come up with a way to add people to that list you are going to run out of people to talk to in this business. So by example, I’ve only personally at this point in my business personally sponsored 31 people that have built an organization of over 30 thousand people." With that said the reason that happened was if I would have just kept working my written list the 30 thousand people would have never happened. The written list is the lay up. Ok and we will talk about the free throw in a little bit. So if you look at the graphic, your business starts with you.

  And so the first thing you want to do, just write down on the side next to you #1 written list. So that is the first fundamental. So you take that fundamental of a written list and you’re going to begin to call those people. There are four questions you are going to ask them. This is a system you can go and reinvent the wheel but I’m telling you this is what works. The first question we are going to ask them is “what do you know about energy deregulation in the state of blank," whether that is Texas, New York or Illinois depending on where the prospect is. The typical response is “little or nothing or I know a little about this or I’m kind of familiar with it," but you don’t have to give a whole lot of detail. They’re not experts in it by any means. And most people are just going to say “I don’t know much about it at all." “Why do you ask?" And the reason they are going to say “why you ask" is there is relatedness between you and them. So let’s say you work at the post office together. Whatever that relatedness is it’s not surrounding energy in any way shape or form. So they are going to ask you the question “why do you ask?" typically or something along those lines. Then you are going to say “well it’s kind of like this." “How many people do you know use electricity" or if you are in a gas market in Illinois, or gas? So it’s electricity and gas or just electricity or gas. “How many people do you know use electricity in their home or their apartment?" Well that’s a rhetorical question; you know they are going to say everybody. And then you’re going to say “would they rather pay less or more if nothing changed for them." Well that’s another rhetorical question they are going to say “they would rather pay less." And then the last question is “if I could show you a way we could make an awful lot of residual income, get paid month after month after month on those electric and gas bills would it be worth 20 minutes of your time to watch a couple of videos on the internet?"

  So the fourth question is to get a commitment for them to go to the energy526 website that you got when you joined as a marketing consultant. So that website is www. then what ever your nickname is and then .526.com. And if you haven’t gone to that website it is really important that you go to the website and familiarize yourself with the click pattern on that website and it does change occasionally. So I’m familiar with the click pattern, so what I’m going to do is I’m going to give them the website and you can also go to GoDaddy or Register.com or one of those people that sell URL’s and come up with a creative URL and point it to that website so that you don’t have to say www. your nickname.energy526.com. Figure out what the URL is, you don’t have to do that, just a suggestion. So you are going to send them to that website and the click pattern is look at the first question it is going to ask you – it’s going to have an American flag and a Spanish flag. And you click on the American flag if you want English. The second thing you are going to click on is the shape of the state that you want to watch the video from. So the business presentation is different for Illinois, Texas and New York. And then the third question is going to ask you is, it’s going to ask you the speed of your internet connection. Even if you have high speed just click on broadband if you have dial up click on dial up. Then you click the ‘Go’ button underneath. And it’s going to take you to that particular state and you want them to watch the first two videos. So you want them to watch the Introduction to Energy Deregulation and that is about a six or seven minute video. And then the second video is the Business Presentation. And that Business presentation video is 18 or 19 minutes somewhere in that time frame. So you’re asking them to watch about 25 minutes worth of video.

  At that point, so that’s what you’re going to say yes and then at that point they say “well yeah it would be worth it." And you’re going to say “you know what John there are an awful lot of people making an awful lot of money." Do not collapse the invitation into the business presentation. The business presentation going to be done by the video, so that’s a common mistake that new people make. They’ll take the invitation and your friend John from work is going to ask you a question, “well tell me a little bit about it". “Well it kind of works like this and every customer you get you get paid so much money and you know we sign up all of our customers and blah blah blah blah blah." And then all of the sudden you’re starting to give them enough information one question leads to another that leads to another that leads to another. And what happens is that what you want to do is you want to understand that the invitation is to say as little as possible to get them to watch the videos on the internet. After they watch the videos. At that point you want to do is make sure you make a firm appointment with them. So you’re going to say to them “when do you think your going to watch them?" A lot of times people, they are not excited about the business at all. They don’t even know what you are talking about. So you’ve got to create that urgency so they may say “today is a Tuesday well I can look at it this weekend." Say “John you don’t understand there’s people in this business that have been in it for two years and are making over $100,000.00 a month. This is a big deal you need to watch the video today." So you need to tighten the time frame as much as you can. Create the urgency and then after you created that urgency you want to set a firm appointment so let’s say “ok, I can watch when I get home. Well what time is that? Around 5, so if I call you at 8 o’clock tonight you will have already watched it? Yes. Ok, look I’m going to call you at 8 o’clock tonight it’s really important you watch this I’m telling you this is going to be huge for us." So say as little as possible, set the appointment and then when you call them back and the first four questions those aren’t script questions. Those are typically the questions you want to ask. But you can ask them a little bit different way you would ask those questions, a little bit different. This one is a script question “John did you watch the video", “yes", “did they make sense to you? Did that make sense to you? So did that make sense to you?" That is a critical critical question to ask. Not “what do you think" or anything like that. The psychology of this question is important. And the question is “did that make sense to you?"

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