The Three Principles of Leveraging

1. An individual's influence is greatly increased by utilizing a third party's credibility (experience, knowledge, personal success).
2. You can accomplish much more through synergy than you can on your own.
3. An idea made contagious gains momentum by association.

Third Party Credibility

Your prospect will be more open to listen to and be influenced by the information presented from an experienced or successful source such as your Sponsor/Upline team, a prospecting tool or a Business Event. When you are speaking with a friend, it's a conversation. When your sponsor or upline joins the conversation, it becomes a business meeting.

Power of the ABC

Influence

Your sponsor is the "A," you are the "B," and your prospect is the "C." Your prospect already has a level of trust in you. They will appreciate your personal story and enthusiasm about the products and opportunity. They will also appreciate that you have invited an expert to share with them and answer all of their questions.

Having your top prospects talk to you Upline team will help take the pressure off you.

The Importance of Role Playing

Before making your first phone call to a new prospect, ask your upline to role-play with you. Remain coachable and trainable. Make yourself available for your first ABCs (with you being the "B"). 

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Go through the "Memory Trigger List" and ask yourself "Who have I ever known who is or was _________?" This list is designed to trigger your imagination. Remember, you don't need phone numbers and addresses just yet, or even actual names if you don't know them. Just write down everyone you can think of, including the lady at the grocery checkout, the guy who mows your lawn, and the couple who owns the local florist shop, etc. You're simply brainstorming now. We'll fill in the details later.

Names List

Remember, your job is to take people through the process; their job is to say "Yes" or "No". This is a sorting business, not a selling business...and they do the sorting, not you. Share the opportunity with everyone you know and they will sort themselves in or sort themselves out. You do not have to convince anyone or twist anyone's arm to get them to join this project. If you are excited and share the opportunity with others, you will find many people who are interested in what you have to offer.

Grow your YTB business by developing customers and Referral Travel Agents.  But first, you must make a decision to succeed.

All of us generally follow these steps in arriving at a decision.

A = Attention

I = Interest

D = Desire

A = Action

C = Congratulations

First, something must get our Attention. We may not interested at first, but with additional knowledge, we can become more interested. At some point, our Interest may increase to the level of desire and motivate us to obtain that which we Desire.

Our desire may then build to the point where we take Action - We make the decision to get what we want, then we do something about it. 

We have found that when someone makes a decision to improve their life, they deserve to be Congratulated!

More Helpful Training

• Principles of Success for Your YTB Business
  

Attitude

Making your business successful requires a proactive attitude. A proactive attitude produces vision, and vision attracts people. Think big! Thinking is free so might as well think big. Develop a clear vision of where you will be one year from today. Make a vision board. Your business is about much more than money...it's about bringing balance into your life. It is about "Your Why". You will need a positive, can-do attitude to be effective in building a business. Do a check-up from the neck-up and make sure you put yourself on a Positive Mental Track.

Goals

Take a moment and clearly define what success means to you. Write down your goals (what you want) and your desires (why you want it) in accordance with your ideal value system for the next year. Ask yourself these questions?

• What are my professional goals? Who do I want to become?
• What are my healthy mind goals and my mental attitude?
• What are my goals for my family?
• What can I do to contribute to my community and country?
• What are my financial goals? What do I expect to Be earning by this time next year?

Break down yearly goals into obtainable monthly goals. Create goal dates in your calendar for the year - it's great to see your progress achieved! Put your goals on an index card that you can carry with you to help you remain focused.

Your heart beats rapidly. Your palms sweat. Your voice squeaks. Public speaking ranks among the most dreaded prospects - even greater than most other fears. So how can you manage your fear and pull off your speech with finesse? Here are some strategies:

• Be prepared. Preparation can be the perfect cure to calm your nerves. Know your topic better than your audience does. Research and rehearse.
  
• Think positive thoughts to boost your confidence and don't feed into nervousness. Avoid negative thought patterns like, "My hands are shaking" or, "I feel my heart beating faster." Reprogram yur mind with thoughts that provide comfort and confidence.
• Tape-record your speech. Listen to it and try it again after making improvements to your voice, enunciation or pace.
• When you are at the podium, do not mistake blank faces for apathy or hostility. Some people do not smile when they are concentrating.
• Eat a light meal beforehand, such as fruit or a salad. A fat-rich meal can channel your body's energy into the digestive process and slow down your mind.
• Get a good night's sleep. Eight hours is recommended.
• Take care of your voice. If you smoke, stop. And avoid smoky environments before your speech.
• Dress appropriately for your audience and presentation.
• Breathe deeply.
• Keep a bottle of water and take small sips for vocal clarity.
• Don't avoid it. Avoidance makes your fear worse, never allowing you to work through your fear or improve.

Source: The Everything Public Speaking Book: Deliver a Winning Presentation Every Time byScott S. Smith, Adams Media, 2008.

Other Helpful Training

• Can You Guess Who I Am?
  
• Lessons from Geese
• "My Son Just Retired Me"

YTB Travel Network provides ongoing courses in the YTB e-Campus with training modules available for topics including a travel overview, group travel and lodging.   The YTB program of studies is being designed by Marc Mancini Seminars and Consulting. Web site design and program fulfillment is being handled by TheAcademy.com, a San Antonio-based firm that specializes in travel-related training solutions. The company built and manages several of the industry's most prominent certification 

YTB Travel Network (YTBTN) offers online exclusive video travel training called "First Class Training (FCT)." This program is designed for YTBTN Affiliates to learn the basics of booking travel with YTB Travel Network. Included in the video presentations are training on technology, suppliers/vendors, sales and marketing, group travel, ethics and more. The training will be updated as new travel features are developed. Once a YTB Travel Network Affiliate successfully completes the First Class Training test, he or she becomes a Referring Travel Agent (RTA) and now earns 70% of the commissions paid to YTB Travel Network for travel booked on their site.

This DVD does two things, it helps someone who may be right for this business identify they are right for this business. It doesn't convince someone who it's not right for, which should never be our objective in the first place. So what are the incredible benefits?... You have heard, the "secret" is in the numbers of exposures, not the quality of exposures. It always has been, it's what has gotten everyone to where they are that are where you aspire to be on this side of the business and is the age old proven business approach in any business you can name me.

The video helps you leverage your time in clearing through those numbers with the confidence that the DVD will provide the information every bit as well as the Rep can. You won't have to wonder whether some individual will "get it" without the benefit of you taking the time of explaining it personally. It also helps everyone around the one most common mistake... talking too much. 6 exposures is now about a 12 minute total time commitment to effectively communicate and qualify their interest to determine whether that person is interested or not. We just further leveraged our time to income ratio.

What tool do we use for Travel Parties????.... Good Grief, this is a travel party dream!!!

This tool allows a Rep who is brand new to be able to operate at the same business sharing level as someone like me who has been in the business for a good while!
It takes away the number 2 fear we as a society have right behind death... talking in front of a group of people. Here is the biggest thing.... THE DVD NEVER HAS A BAD DAY and no matter who the prospect is, when they see us use this, they will say, "I can do that!"

Click here to see the DVD

If you own your own coffee shop and there is a Starbuck or Coffee Bean right across the street...where would your friends and family go to get coffee? They would go to your coffee shop. Because there is something called TRUST vs. RESPECT. They trust you as a friend or family and they respect you as a business owner.

Having your own travel business is no different.

• Ask them to help you out
• Ask them to give you a try

But...if you approach your friends and family like a salesman...you will be treated like a salesman. If you approach them like your friends and family...you will be treated like a friend or family. Here's a script that has been working for me that I want to share with you.

"______, I'm a travel agent and I'm trying to qualify for this position in my company so I need your help. If I can save you some money on airfares, hotels, cruises, rent a car, sports or concert tickets...because I'm your friend/family, you would be willing to help me out...wouldn't you?" You want to always ask them a question that will put them on the YES mode. Because if you ask someone a question like, "Can you help me?" You are giving them a choice to say yes or no. But if you say, "You'll help me out, right?" Of course they would say yes!

Other helpful Trainings

• How to sponsor people who look up to you.
  
• The Magic Word is Attitude
  
• YTB creates 'affiliates' label for agents making referrals only
  

 

I am your constant companion. 

I am your greatest helper, or your heaviest burden.

I will push you onward, or drag you down to failure.

I am at your constant command.

Half the things you do, you turn over to me, for I do them correctly and quickly.

I am easily managed but you must be firm with me. Show me how you want something done exactly and after a few lessons, I will do it automatically.

I will accept any repeated act or attitude as a traning experience.

I am the servant of all great people, and alas, all failures as well.

Those who are great, I have made great. Those who are failures, I have made failures.

I am not a machine, but I work with the precision of a machine plus the intelligence of a human. You may run me for profit or you may run me for ruin. It makes no difference to me.

Take me, train me, be firm with me and I will place the world at your feet. Be easy with me....and I will destroy you.

Who Am I?

I AM HABIT

1. As each bird flaps its wings, it creates an uplift for the bird following. By flying in a "V"           formation the whole flock adds 71% greater flying range than if the bird flew alone. 

• LESSON: People who share a common direction and sense of community can get where they are going quicker and easier because they are traveling on the thrust of another.

2. Whenever a goose falls out of formation, it suddenly feels the drag and resistance of trying to fly alone and quickly gets back into formation to take advantage of the lifting power of the bird immediately in front.

• LESSON: If we have as much sense as a goose, we will stay in formation with those who are headed where we want to go and be willing to accept their help as well as give ours to the others.

3. When the lead goose gets tired, it rotates back into the formation and another goose flies at the point position.

• LESSON: It pays to take turns doing the hard tasks and sharing leadership. With people, as with geese, we are interdependent on each other.
  

4. The geese in formation honk from behind to encourage those up front to keep up their speed.

• LESSON: We need to make sure our honking from behind is encouraging - and not something else.

5. When a goose gets sick or wounded or shot down, two geese drop out of formation and follow it down to help and protect it. They stay with it until it is able to fly again or dies. Then they launch out on their own, with another formation or catch up with the flock.

• LESSON: If we have as much sense as the geese, we too, will stand by each other in difficult times, as well as when we are strong.

What is your WHY? Why are you doing YTB? Jim Rohn said, "Your WHY is your definite purpose." What makes you get up in the morning? What makes you stay late at night? What is your reason for having your own travel company with YTB? 

I'll tell you what mine is. My mom works at a Hyatt Hotel as a housekeeper. She works from 8 to 5 but she sets her alarm clock at 4:30 in the morning. The reason why she gets up that early is because she has an hour to get ready before she walks to catch the bus at 6. She gets to the hotel around 7:30 and change to her housekeeping uniform then off to cleaning rooms. When she gets off at 5...she takes the bus again so she doesn't get home until 6:30. She cooks, we eat, she watch a little bit of TV and goes to bed. She wakes up in the morning and do it all over again. She's been working there for 26 years now and she only gets 8 dollars and hour. I remember when she got excited for a .25 raise. 

The reason why I'm telling you this story is because I want to go to her work, find her at one of the hotel room she's cleaning and have her put on this T-shirt I got her that reads "My son just retired me." Tell her to go up to her boss and say, "I QUIT." I take her home and my dad is waiting for her with luggages and a Limo in front of the house. I said, "Get dress, you and dad are going to Hawaii." When they are about to leave, I pull out my rubberband bank out of my pocket and say, "Wait, here's 5 grand dad and here's 5 grand mom. Go have fun. Just get me a t-shirt when you get back." Retiring my mom and sending my parents to the island they always wanted to go is great but to see the look on their faces...I want to remember it for the rest of my life. I can't wait to see it.

That's my WHY! One of them at least. Find out what your WHY is and engrave it in your heart. A lot of people wants to be successful but don't know how to. "If you know your WHY...the HOW to is easy." Whatever your WHY is...go after it...with a passion.

1. It is our attitude at the beginning of a task which, more than anything else, will affect its successful outcome.
   
2. It is our attitude toward life which will determine life's attitude toward us.
3. We are interdependent. It is impossible to succeed without others. And it is our attitude toward others which will determine their attitude toward us.
4. Before a person can achieve the kind of life he/she wants, they must become that kind of individual;they must think, act, walk, and conduct themselves in all of their affairs, as would the person they wish to become.
5. The higher you go in any organization of value, the better will be the attitudes you will find. There is a good reason for this.
6. Your mind can only hold one thought at a time. Since there is nothing gained by holding negative thoughts, hold only successful and positive thoughts.
7. The deepest craving of human beings is to be needed, to feel important, to be loved, to be appreciated. Give these to them and they will return them to you.
8. Part of a good attitude is to look for the best in new ideas...and look for good ideas everywhere.
9. Don't waste your time broadcasting personal problems. It probably won't help you, and it cannot help others.
10. Don't talk about your health unless it is good...unless you are talking to a doctor.
11. Radiate the attitude of well-being, of confidence, of a person who knows exactly where they are going. You'll find good things will start to happen right away.
12. Lastly, for the next 30 days, treat everyone with whom you come in contact as the most important with whom you come in contact as the most important person on earth. If you will do this for thirty days, you will do it for the rest of your life.

• Step One:  Just call

I was just on my way out, and I had to stop and give you a call!

Hey I just met someone who is really high up in a travel company, he told me I might be able to let a couple of my friends start working with his company,  I don't know a lot about it but I'm going to find out more about it tomorrow,  I'm going to let you come with me, but you have got to dress in a suit, I'll be at your house at 6pm.  Okay...I'll see you tomorrow.

What is it?  We are going to find out tomorrow, trust me;  Just bring your great attitude and I will pick you up at 6pm. 

I'm not interested!  Of course you're not interested if you where interested you would be calling me,  I didn't ask if you where interested I asked if you had a suit, I'll be at your house at 6pm..be there!

Reminder:  Never beg, just sort.  Use phrases such as let me see what I can do, hopefully I can hook you up, and maybe I can let you come with me.  If they are a little negative, just say, "I wouldn't want you to get your hopes up, I might not be able to hook you up anyways." or "You might not qualify."  HAVE FUN!!!

How to sponsor people you look up to.

How to sponsor your peers.

• Step One:  Pique Interest

I was just on my way out, and I had to stop and give you a call!

I just met a guy who is really high up in a travel company; hopefully I'm going to start working with him, if this is as good as I think we might be making some pretty good money.  If I get in, I'll try to get you a position.  I got to go; I will give you a call as soon as I find out more.

What is it?  As soon as I find out, I'll call you.

• Step Two:  Pass (set an appointment)

Remember yesterday when I called you I said I was going to find out about that travel company. It is better than I thought, I might be able to introduce you to a guy I met high up in the company.  Do you have a suit?  He is in town tomorrow night, whatever you have going on, cancel.  I'll pick you up at 6pm.  Just bring your great attitude.

Reminder:  Never beg, just sort.  Use phrases such as let me see what I can do, hopefully I can hook you up, and maybe I can let you come with me.  If they are a little negative, just say, "I wouldn't want you to get your hopes up, I might not be able to hook you up anyways." or "You might not qualify."  HAVE FUN!!!

How to sponsor people you look up to.

How to sponsor people who look up to you.

• Step One: Pique Interest

I was just on my way out, and I had to stop and give you a call!  You know how I have a lot of respect for you.  I have just met someone who reminds me exactly of you, he is just like you except he is making a ton of money with a travel company.  I was thinking if you and him got together you guys could make a lot of money together.  If you would be interested I might be able to introduce you to him.  I have to go right now, but I'll give you a call to see if he can meet with you. 

What is it?  I don't really know much but this guy is making a ton of money, I'll see what I can do,  I'll call you.

• Step Two:  Pass

Remember yesterday when I called I told you about that guy I met who is making a fortune.  I told him about you; he said he might be willing to meet you and show you what he was doing. What would be better for you...Tuesday night or Wednesday night?  I'm sure you will dress in business attire amd bring your great attitude. I will pick you up at 6pm.  I'll see you then.

Reminder:  Never beg, just sort.  Use phrases such as let me see what I can do, hopefully I can hook you up, and maybe I can let you come with me.  If they are a little negative, just say, "I wouldn't want you to get your hopes up, I might not be able to hook you up anyways." or "You might not qualify."  HAVE FUN!!!

How to sponsor your peers.

How to sponsor people who look up to you.