Framework

• Icebreakers - Initial reach out

• Conversation - Connection Point

• SS - Story Share

• DTM - Dropping the Message

• Q1 - Quality Interview 1

• Q2 - Quality Interview 2

• IS1 - Information Session 1

• FU1 - Follow-Up 1

• IS2 - Information Session 2 + Training

• FU2 - Follow Up 2

• Offer

• Launch

Mindset

• We are looking for lookers. Selection not Leftovers!

• We are the buyer not the seller, they need to impress us.

• We need people, we don't need any one in particular.

• We are NOT emotionally attached to any one candidate.

• We trust that the process works 100% of the time.

• We are in control of the process and the next steps.

• Confidence comes before the Pin

• Know what you're looking for in a candidate

• Know what you're looking to accomplish by selecting

• What are you good with?
  
  

The Fundamentals

• Common Ground Leads to Higher Ground

• Identify a real need

• Do not be a Jack in the Box

• Your Story is just an Update of your Life

The Structure

• How were you feeling about your career/life?

• Who Did you end up Meeting?

• Where are you going now because of the mentorship you have gained?

Story Share Example

"I used to be an engineer and while I do enjoy tech, I realized that I didn't want to be stuck at a job for the next 30-40 years of my life and was beginning to feel frustrated. I was looking for other options and ended up building a friendship with an entrepreneur couple from VA who had built a pretty successful life at the age of 22 and has been mentoring and coaching other people how to build e-commerce projects for the last 25+ years. I was vetted by them to gain access to their time and it's been a blessing. I am now on track in the next 2-3 years to replace my career and live the life I've always wanted."

The Fundamentals

• The value you put on your mentors must be communicated.

• A DTM should come across like you're doing someone the world's biggest favor.

• You're not emotionally attached to what they say Yes or No, simply wanting to help them.

The Structure

• Repeat to them what is making you want to open the door.
  
  Explain what vetting and what potentially opening a door could look like.
  
  Ask to see if they are willing to put high value on you getting them access to mentorship.

DTM Example

"Mark, it seems that you and I think along the same way and have been wanting to pursue more in life from what you told me on how you want to be a full time dad. I can't make you any promises, but perhaps I can have a conversation with my mentors about you to see if that could maybe lead perhaps to a vetting educational process like we went through and see where that goes. I'd have to check with them, but would that something you would put high value on me doing for you?"

The Fundamentals

• Must portray the same value at the DTM.

• It sets up the foundations for posture at Q1.

• A well done GNC helps avoid friction later in the process.

• The GNC removes all bullets from the gun and any concerns any person has.

The Structure

• Quick Chit-Chat.

• Reminding them of Why You DTM'd.

• The conversation you and your mentor had.

• What your mentor suggested to do next.

• Setting up the Q1 and the expectations of that meeting.

Good News Call Example

"Hey Tony! How's your week been? Good. Listen, I wanted to follow-up with you, I have good news! Remember how we were chatting that you wanted to build better options in life and I was telling you how much my mentor has helped me build passive income and I was going to see if I could drop your name in conversation? Well I did get a chance to talk to him about you and it was a good convo! He definitely had questions about you and I couldn't answer much of them so they suggested for you and I to go get a cup of coffee and get to know each other some more. I'd definitely like to pick your brain and see if we think alike to see if even opening a door to mentorship and being vetted even makes sense. Wanted to see what your schedule looks like if that's still something you'd value?"

The Fundamentals

• Relaxed Confidence.

• Come with No Agenda.

• Building Trust & Connecting.

• Stay on the Who Road not the What Road.

• Do you like them? Do they Impress you?

• Are they (really) looking for more?

• Is now a good time?

The Structure

• Putting them at Ease/Setting the Tone.

• Having them Share their Story.

• You Sharing your Story.

• Intentional Questions.

• Setting the right expectations.

• Prepping the Book.

The Fundamentals

• You are the authority figure.

• Are they excited to meet?

• What's their body language?

  • Be willing to address any changes in appreciation or excitement if you're feeling some tension or friction.

• What were their biggest takeaways?

• Are they still appreciative?

• You are the buyer not the seller they have to make a case to want to continue in the process.

The Structure

• Quickly Catch-up & small chit-chat.

• Ask them if they read the book completely and compliment them for following through.

  • If they didn't finish the book, find out why, listen and keep them accountable, discuss it and If it makes sense reschedule and stop the meeting right there.

• Ask them their takeaways, what stood out to them and what did they learn most?

• Ask them after reading the book, what do they want to accomplish long term? Does it align with our mindset?

  • If not, end the process, add value make them a customer.

• Explain at a high level what building a Revenue Sharing (e-commerce) business looks like empowered by mentorship.

• Explain what's the rest of the vetting process looks like and the next steps