The 3-Way Call to a Leader Script (Adapted from Todd Falcone’s Little Black Book)

 

The most widely used 3-way call is for third party validation and support from your leadership. Trust me…this is incredibly powerful if done right. Not only that, but it’s an opportunity for you to learn even more. This is how I learned to close business like a pro!

 

So...here’s how it goes:

 

You’re on the phone with your prospect. You have taken them to review some information about your company. The person responds favorably to the initial exposure by giving you a high temperature rating.

 

You then say:

 

PROSPECT’S FIRST NAME, can you hang on for a second?

 

Of course, they’ll say, “Sure.”

 

People are accustomed to hearing that. Then, you simply press Flash and dial your mentor, leader or upline’s telephone number. Now...pay close attention. Instead of you flashing right back and bringing the parties together...this is your quick opportunity to have a chat on the side with your sponsor to get them up to speed on who you are going to be introducing to them.

 

I dial my sponsor...and, if they answer, I say:

 

Susan...this is Todd. You got a minute? I’ve got a prospect on the line who just watched our compensation video (listened to our 20-minute live call, visited the web site, etc.). He says he’s an 8 on a scale of 1 to 10. He has a background in sales but has never done MLM. He sounds sharp. Can you do the call?”

 

If she says, “yes”. I say:

 

Great...hang on. I’ll introduce you to him.

 

THEN...I press flash and bring the call together. That took a total of about 20 to 30 seconds. The prospect had no idea I was calling someone else. And quite frankly, it doesn’t matter. It’s not for him or her to decide.

 

Important Tip: Too many people make the crucial mistake of asking for permission to do a 3-way call. Nix that idea out of your head. You don’t need to ask. You are in control. Don’t ever ask for permission to do a 3-way. Now, when I bring back my sponsor on the line, here’s what happens. I first edify my leader.

 

The edification process is simple. Your objective is to ensure that your prospect has a high level of respect for your leader. So…I simply build them up for my prospect. All you are doing is telling the prospect a bit of background on your leader, such as how successful they are, how fun they are to work with, how they are a major trainer or leader within your company, etc.

 

Here’s how it goes:

 

Joe...you back with me? Great! Listen. I was able to grab a business partner of mine who is incredibly successful in this industry. This is a woman you will be working with as well. She is a top earner and trainer with our company and one of the most-respected people in the entire industry. Susan...this is Joe. Joe this is Susan.

 

Then...I zip my lips and let my leader take over. I don’t speak until I am spoken to. Once you build the level of respect up, you don’t want to tear it down by saying things like, “Joe…da da don’t forget to tell her about the amazing comp plan we have…and created. Let your upline, sponsor, or leader do the talking. You will know when it is time to speak again.