          
          
          
          Plenty of Prospects
          
          
               One of the first things you should teach new
          distributors is to make up a prospect list.  Ask for at
          least 100 names on each list; some people will be able
          to include many more.
               Where will all these names come from?  Start with
          the prospects' personal address books, the ones in
          which they list the phone numbers they call.  Then ask
          about people they've worked with -- some of the
          prospects may have business cards stashed away in
          drawers.  Suggest also people who share interests and
          people who belong to groups they've joined.
               More than likely, your new distributors will
          already have lists they can use.  Do they have
          children?  Ask about school rosters.  If a prospect
          belongs to a community group, find out if a membership
          list is available.
               At the beginning, tell your new distributors not
          to try to be selective but to make their lists as large
          as they can.
               The reason is psychological.  If a new distributor
          starts out with 10 names and the first three people
          turn him down, he's likely to be discouraged.  But with
          200 names to prospect, the loss of three isn't any big
          deal.  Your new distributor still is looking at a list
          of 197 prospects.  Eventually, your new distributors
          will recruit their own distributors.
          
          
          
