Taking a Quantum Leap

By RJ DeLong
How we will All Take a Quantum Leap

 A New Mindset

 Leads and Prospecting

 Belief and Conviction

Dream BIG Dreams

“You see things and ask why, but I dream

things that never were and ask why not?"
– George Bernard Shaw
The Embers of Ambition
Jeremy Reisig #12 All-time Personal Sales - 796K
Hal Elrod #16 All-time Personal Sales – 755K
RJ DeLong – ??

“Aspire to climb as high as you can dream.”

Realization
The result of gaining a new perspective
Implementation
Applying Energy to
the Design

PUSH 

Persist
Until (even after)
Selling
Hurts
A New Mindset – The Opportunity
Our week is worth: 20 appointments

2 hours on the phone yields:

4 appointments set (.5 hrs per appt)

x 5 days a week
= 20 appointments per week

10 hours phoning (.5 hours per appt)

+ 30 hours selling (1.5 hours per appt)
= 40 hours total per week

 12 sales (20 appts x 60% closing ratio)

 $2400 in Sales (12 sales x $200 average order)
A New Mindset – Phone Time
Phone time is 3X more productive than demo time

1.5 hours at the demo => 0.6 sales

1.5 hours on the phone => 3 appointments => 1.8 sales

A New Mindset – Base Pay
You can pay yourself base pay ($14.00/appt) for all time
spent working (phone time included)

Base pay:
= $7/hour
(.5 hrs phoning + 1.5 hrs selling)

= $280/week
($14x20 appts or $7x40 hours)

Attribute all additional earnings to phone time.

 A New Mindset – Incentive Pay
Remember: $2400 in sales per week (20 appptsx60%x$200avg)

Total Pay – Base Pay = Incentive Pay

Incentive Pay / Phone Time + $7 = Total Phone Wage
(Add $7 because you are still paying yourself base pay to phone)

% Total – Base = Incent Base Ph Incent Ph Total Ph Wage

10% $240 $280 = $0 $7/hr - $7/hr
20% $480 $280 = $200 $7/hr $20/hr $27/hr
30% $720 $280 = $440 $7/hr $44/hr $51/hr
40% $960 $280 = $680 $7/hr $68/hr $75/hr
50% $1200 $280 = $920 $7/hr $92/hr $99/hr
How much $$ are you losing
to watch one TV show???
Assuming 60% and
$200 Avg order:

10% - $3.50/show
20% - $13.50/show
30% - $25.50/show
40% - $37.50/show
50% - $49.50/show
Chris Felt – Partner Phones
Make phoning Fun
Find a partner to phone with, laugh
A New Mindset – Who Am I?
I book demos.

I am a demo
booker.

Booking demos is
what I do.

“Here’s the thing Mrs. Jones…”

Pop Quiz – Who are you?

A) A college student that books demos.

B) A demo booker that takes classes.

C) A future millionaire that takes classes

and does demos in between phone
times.
A New Mindset – Work
If I’m going to do it,
why not do it NOW?

Powerful Idea
 Applies to everything

Dishes, Laundry,
Schoolwork, Calls,
Hang ups, No-sales, etc.

 A Push is ALWAYS
worth it, no matter the
result.
The FSM Opportunity
Your averages always increase,
never decrease for 2 reasons:

1. Your leads improve

2. You get better at the demo

My Numbers:
Started out the year at $185
$768 for month of October

On 12 sales per week:

= 9000 Gross Sales
= $4500 Income
= $112.50 per hour total
The FSM Opportunity
Infamous Average Orders:

Greg K 180  1,000

RJ De Long 185  460
Aaron Swintek 220  415
Shannon Coon 350  375
Grant Rollet 140  350
Ian Turk 207  350
Justin Root 217  337
Jason Jeffery 150  290
Justin Marks 180  278
Joe Pio 190  270
Nic Ruiz 195  250
Rob Steiner 190  206
Qualifying Leads Like a Champion
Referral book should ask for:
 Are they home daytime?
 Occupation
 Neighborhood

You ask for:

C,Q,S,E,*
What the Letters Mean
 C – People who like or love to cook, not just people
who cook

 Q – People who like quality things. They don’t just

buy whatever is cheapest.

 S – The shopper spender types, you know – people

who love to buy anything

 E – The ones that entertain

 * – “Put a star next to the people who you think are

my best prospects . Treat it like you’re picking stocks,
Mrs. Jones, who do you think will buy the most?”
Believe in Yourself
 Accept who you are – a salesperson and a
telemarketer

 Take pride in the fact that you are way better

than most telemarketers and salespeople
because you care and you don’t act like a robot

 Mean people don’t deserve you, and they don’t

deserve Cutco!!
Believe in Cutco
The right decision is to buy Cutco.

“You have chosen wisely, Mrs. Jones.”

Believe in Yourself

You are what you believe you are