Field Report 2/9

Please note that I am now using the following abbreviations for the prospecting phases, similar to but different from the PUA equivalent. I am calling this ABC Prospecting:

A - Attract	B - Bond	C - Close
A1 - Advertising	B1 - Comfort	C1 - Sales Presentation
A2 - Sorting	B2 - Connection	C2 - Objections/Resistance
A3 - Qualifying	B3 - Intimacy	C3 - Payment

Ran my advertising and had 2 voicemails. Also called two people who had tried to contact me through my website--left one voicemail and had one conversation, which is described below:

G. from Louisiana

Disqualified at A2--was not looking for a business, just someone to talk to.

D. from Maryland

Had a tough time with this guy.  He likes to make jokes, talk cryptically--it was difficult to get serious answers from him during A2.  At the end of A2, he tried to break my frame by asking me about the business.  I responded by saying that, as he heard on my message, now was not the time to go into that.  Now is the time for us to get to know one another and see if we like each other and want to work together.  He apologized, and we proceeded with B1 questions.

Honestly, I didn't feel comfortable with B1 because, although we were joking a lot, I didn't feel like I was breaking through with him.  Didn't neg him, really, because I didn't feel a connection.  Although I never felt a solid B2, I proceeded with B3, which, to my surprise he answered deeply and honestly.  I could really feel in his voice how badly he wanted what he described.

I proceeded to Rage to Master and didn't really like his answer at first--he didn't say "YES!".  Rather, he proceeded to say that he didn't like that phrase and preferred to use "Message to Garcia."  Ultimately, though, he said, "Yes, that's me."

So, I scheduled him to the call, though I'm still not sure about him.

UPDATE:  D. called me back after the call and said, "I just wanted to call you back real quick because you were so nice and friendly..." (BINGO--This is exactly what the Bonding phase is about...getting the prospect to feel a sense of connection and therefore obligation to you.)  "But I'm not looking for an MLM."  Now, my gut reaction was to argue and say, "But we're not an MLM!"  Instead, thanks to my PUMA/PUA training, I said, "So what gave you the impression that we were an MLM?  What experience do you have with MLMs to be able to say that?"  He then backpeddled and said, "Well, you can call it whatever you want, but the idea is that you sell a product and you make money getting other people to sell a product, and that's just not for me."

Now, I could have just let him go, but instead I decided to take the conversation further and said, "So what is it that you're looking for?"  His answers shocked me.  He said stuff like "Well, I really want to help people," "I'm good on the phone," and--get this--he actually said that his dream business included doing "exactly what you do--talking to people about their problems, getting down to what they really want, and providing a solution."  Yes, he said the words "exactly what you do"!!  And when he said he hoped to move to Australia in the next year, I said, "So why wouldn't you want a business that is portable and that you can take with you all over the world?"

Sigh.  He just didn't get it.  And I guess I just have to leave it at that.  He just didn't get it.  That's just some people, I suppose.

S. from the Internet

Disqualified at A2.  Very negative, "disenchanted," was the word he used.  He has been unsuccessful in other deals (including mine, I think) and did not take any personal responsibility for it--blaming the business, people were lying about their success, etc.