Hey it’s Tom Challan here with you and today I want to talk to you about developing better people skills for prospecting. We all know that prospecting is probably the most important aspect of our businesses. Without prospecting we cannot get more people into our home-based business! And we all know that without the proper people skills, we will surely fail in this area.

Prospecting is the number one activity that produces the most amount of results in the absolute shortest amount of time possible, creating the most duplication, and puts you in a position of posture and leadership more than any other thing that you can possibly do PERIOD when it comes to building a home based business. How is THAT for a sweeping statement?

That statement is surely debatable to a lot of other trainers in the Industry, but for me personally this is IT. This very thing helped me to build a team of over 40,000 people in my home-based business.

So lets get started! Most people I talk to and coach actually have good people skills already. But what’s the difference between good people skills, and people skills for prospecting? Good people skills will take you a long way in your business, BUT is it always enough to become an amazing recruiter? Not always.

People skills for prospecting will enable you to recruit someone whether they are a cold lead, a warm lead, or almost anybody that I choose to enroll into my business.

The first difference between good people skills and people skills for prospecting is being able to ask good questions versus asking GENUINE-CURIOUS-GOOD-DETECTIVE LIKE-QUESTIONS. These type of questions identify your prospects personality type ALL in one conversation and this allows you to connect with them deeper and be able to figure out their wants and desires. If you are asking them questions, but you are not genuine in your approach, THEY will be able to sense your ingenuity and you will not always get the best or most honest answer from them.

The next thing to understand is something that most completely TOTALLY overlook in their business. And that thing is the RIGHT MINDSET. You could go through EVERYTHING I teach but if you don’t have the right mindset, nothing will ever happen for you. You are going to have a very tough time enrolling people if you do not obtain the right mindset. If you are focused on things that distract you instead of focusing on the things that are MOST important, then you will not ever get on track with recruiting and enrolling new prospects.

A good starting point for this would be to draw a line in the sand and decide that you will do whatever it takes to enroll at least one new person into your home based business per day. Now, I’m not saying that you HAVE to enroll someone everyday or that if you don’t you will fail, but what I AM saying is shoot for the stars. You are 100 times more likely to recruit more people in a month if you set out to get at least one enrollment per day than if you just have the mindset that you will “try” to enroll a few people every week. If you are laser focused in your actions, the results will follow!

All of these people skills for prospecting will come with time, but you HAVE to make that paradigm shift in your mind FIRST, or your results will never change.

This next point goes along with the last thing that I mentioned, but it is very useful. Another thing that will separate you from the pack is when you prune back what I like to call the “Junk in the Trunk”. Do you ever wonder why you enroll people and they never do anything? The reason why is because of self-sabotaging beliefs. Even if they have enrolled, that doesn’t mean that there isn’t still some self-doubt present in their lives.

One of the most common self sabotaging beliefs out there is “Well one of my family members started one of these things 10 years ago and it didn’t work out for him, so I really don’t know if these things will work for me.” This is something that ALL of us have struggled with at one point or another. The way that I personally combat this is by a couple of things. Number one is my spiritual growth, but the other way is my personal growth. I try my best to listen to at least one hour of personal development audio per day. This helps me to keep my mindset sharp and it drives me forward in my home-based business.

So go out and apply some of these techniques into your prospecting and recruiting, and GET RESULTS! Thank you again for reading, and I will talk to you again very soon.

Tom Challan