Recruiting By Sharing The Tax SavingsPosted by Deb Bixler
This is the 3rd article transcribed into text for the hearing impaired. The first article of the series which originally aired on the CashFlowShow – Direct Sales Radio show is here: Recruiting With The Home Office Deduction
Leading with the home office deduction and tax savings is more powerful than leading with the “opportunity” to make money! Everyone wants to save money! Making money sounds like work!!
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Eric Tippetts, Leading With The Tax Savings
DEB BIXLER: Welcome back to the Cash Flow Show Direct Sales Radio broadcasting around the world. It’s great to have Eric with us tonight. Our topic is leading with the tax savings!
Eric Tippetts is an 18-year veteran of the customer relations management industry, and he is an expert at creating and keeping relationships. I think that keeping relationships, team retention, is something that direct sellers are always worried about.
ERIC TIPPETTS: Yup. So there are really three things I hear constantly—the recruiting, how do I get more people in my business, and then how do I keep those people in my business.
And so as we talk about the recruiting, and especially leading with the tax strategies, one thing — I just want all of your listeners to maybe grab a pen and paper to write this down. There’s only three reasons why anybody will ever buy, anybody will ever take action. Number one is pain; I slice out my finger, I’m probably not going to wait around, I’m going to head to the doctor, I am going to get it fixed.
The two is gain; that’s all the dreams, the benefits, the cars, the money, money, money. And then third is fear—fear of losing my house, fear of losing my family, fear of losing my money. And what you’ll notice is that when a lot of people go out and try to recruit on the gain, if they get somebody emotionally in and they’re all excited and all it takes is for them to go and try to recruit another person and as soon as they get no, I think there was a study showing like 90 percent of people will quit because they just got that rejection.
And so how do you make it to where immediately it’s that, “Hey, all the money that you’re going to find, let’s help you start to keep a little bit more of it,” and what that does is that it takes all the risk out of somebody joining your business, and that’s what you really want to do. You want to take all the roadblocks out and make it to where people see these phenomenal products so they get emotionally excited, and then people look at the financial side and they can justify it financially. So people buy emotionally. They justify factually.
The Tax Recruiting App Makes Leading With Tax Savings Simple
DEB BIXLER: And so the tax app, the TaxRecruitingApp.com, for those of you who have missed it in the first half, TaxRecruitingApp.com, that can be used so well to show their spouse or even themselves that even though they have to work to get paid three months down the road, it’s still to their advantage financially.
ERIC TIPPETTS: That was really the point of that app, the www.TaxRecruitingApp.com.
It’s trying to simplify. A lot of times people have to go to their husband or wife and say, “Hey, I’m about to join this business.” This is a great way that very quickly you can show them financially it’s a smart decision. You’re losing money, let us help you start to keep some of it, put some money in your pocket. And out of that, that’s going to get you into business, and then let’s work this business and let’s go show that great information to other people.
And the app actually shoots an e-mail to the person, your potential, your prospect, with their savings and the two tax systems and then all of your contact information. So it really kind of takes the whole process and simplifies just you showing somebody that, hey, you might be able to help them by keeping some money in their pockets and then get that report to them so they can see that they can justify it to their husband or wife.
SmartPhone App Also On The Web
DEB BIXLER: Well, and I want to mention right now, I was thinking while you were talking that everybody doesn’t have a smart phone and this is a web-based app, which means that you don’t have to be on a smart phone to use it. You can use it on your iPad, you can use it on any phone or any Internet connection, any computer, right?
ERIC TIPPETTS: Yup. It works on any device. All it needs is a Web connection because it’s going to e-mail that report to your prospect.
DEB BIXLER: Well, and I noticed when I did it the first time — now I think I might in the back of my brain know the answer to this question — but it said that it used the 28% tax bracket for when I calculated this out. How did they come up with that? Was it based on my mortgage, or how did they figure that out?
ERIC TIPPETTS: It really is just kind of an average.
DEB BIXLER: I see.
ERIC TIPPETTS: The key thing that I want to say here is the last thing we want all of your listeners doing is giving tax advice. This is not about giving tax advice. What you want to show people is that “Hey, here’s a calculation that’s an estimation of what you could be losing,” and the beautiful part about this app and what we do is then instead of them saying, “Okay, Deb. Tell me how to do it,” you can say, “Well, great. Contact these people.”
So as you sign up for this app, we actually give you the contact information of the tax expert, because they want to help support you, because they know if they can answer the questions for your prospects and show them how to start to keep more of what they make, that they know that most likely that person’s going to come back to him for tax preparation.
So it’s really a win-win for everyone to win for the people getting on to the app because they’re able to show people the benefits and the power of being in a home business and financially what it means to their prospects. The prospect gets connected to somebody that’s going to help them do it correctly, and the tax preparer that they get connected with gets a chance to talk to that person as far as ongoing tax preparation, if they need it.
DEB BIXLER: Right, but that’s not required.
ERIC TIPPETTS: No.
DEB BIXLER: I know I got a .PDF e-mail sent to me. I mean, I just joined it — for everybody that is listening, I just joined for myself, filled out the form, as I mentioned in the first half, and sent the form to myself.
Now, the person that you met on the airplane, like say, you were doing it with her, you can send her an e-mail, and it would have your contact information on it and then you could do follow-up. I noticed you can enter that follow-up data in there, but she has no responsibility to the app or to buy something or even to call those tax people, but that’s just there if they want it.
|ERIC TIPPETTS: Zero. No obligation, you’re exactly right, but I promise you guys and all your listeners, I’m telling you, when you show somebody that they’re losing a few hundred dollars per month, the curiosity they will — if anytime that they need money, anytime they’re in a bind, anytime — that will play on them, that will play on their mind of going I’m leaving money on the table.|
They just showed me, Eric just showed me, or Deb just showed me that I’m leaving money on the table; I’ve got to get back to her and talk to her more about that. And really, that’s what this is all about: opening up the door and giving you the ability to get past the financial side of it so people aren’t immediately going, “Oh, jeez. What are they going to sell me? How much is it going to cost?” When I show you it’s not going to cost you anything out of pocket, I’m going to save you some money, that’s a great way to now to get me into it. Now let me tell you what I’m doing. Let me tell you more about my home business.
DEB BIXLER: Yes, and I think we said this in the first half, like eliminating the terminology like “Do you want to start a business?” and start using words like “May I show you what you could be saving?”
ERIC TIPPETTS: Yes. We did a webinar about a year ago, and this guy had recruited maybe two people in a year. It was something where the product was hard to explain, he wasn’t sure, he was struggling just to get anybody to join his business. Well, during the holidays, he actually used this program — because they’re in a relaxed environment, he used one of our Expense Track with the voice and showed people, “Hey, look at how cool this money management is,” and then all he said was, “Hey, you know what? I didn’t realize that we were losing money each month by not being in the home business. Hey dad, let me see how much you might be losing,” say, in one month, one month, he signed up 92 people. 92 people!
DEB BIXLER: Right. And when you’re talking about the lady on the airplane, it was occurring to me like I always teach like the secrets to more yeses is to develop a rapport.
ERIC TIPPETTS: Yup.
Home Party Business
DEB BIXLER: You know, that’s the first step, and get him to say positive things during the rapport-building session. But you, that’s exactly what you did with the lady on the airplane. You didn’t lead in with your home party business opportunity, which you don’t really have one, but you lead in with conversation about her trip.
ERIC TIPPETTS: Yes. Well, I think a major mistake, I’ll just say, for most people is that they always ask before they give. Think of it. We want people to come over to our house to an opportunity meeting, and I know you’re tired at the end of the day, but come over and spend an hour, and hey, bring your purse because I’m going to sell you something. Instead, why don’t you flip it around and say, “Hey, I’ve got some great information I just learned. I didn’t realize we were losing money.” I mean, how excited are you to go and say, “Oh my gosh, everybody needs to know this.” I don’t pick and choose; I’m not selling you anything, that’s a great thing about mastering an irresistible offer. Irresistible offer is something that people can’t say no to, and when I say, “Hey, I didn’t know I was losing money. Are you interested in how much you might be losing?”
DEB BIXLER: Right. And if you had a business in the mall, like I know people are still thinking, “Well, I can’t deduct my mileage. I’m not driving to parties or whatever,” but you know, it’s more about your networking and you have an intent to profit, right, and…
ERIC TIPPETTS: That’s right…
DEB BIXLER: And if you were in a mall, you’d be deducting all of your electricity, not just part of it.
ERIC TIPPETTS: Yeah. It’s one of those things to where once people understand, there are so many amazing tax benefits and tax strategies that — and just focusing on a few of them, like in the recruiting app, the tax recruiting app, we’ve only put a few of the deductions, because I didn’t want somebody to have to sit down and say, “Okay, let’s go through this.” Say it’s going to take 20 minutes and we’re going to go through. We just give a few of them, but I know that on average, it’s going to come back in about three to five hundred dollars each that this person that you could start helping this person start to keep…
DEB BIXLER: Right.
DEB BIXLER: All righty, we’ll be right back. We have one more segment. This is Deb Bixler, we’ll be right back.
#3 Hearing Impaired Sales Training: Eric Tippetts
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