Closing with
Tom 'Big Al' Schreiter

Tom “Big Al” Schreiter is a giant among people in our industry, he was also my Network Marketing mentor. And, after spending time with him, I put together this post — Closing with Tom “Big Al” Schreiter.

He teaches that closing — or more accurately put, the decision — happens BEFORE the presentation. I know that sounds odd but, once you learn how the brain works, it won’t seem weird at all.

You see, a presentation is a matter of filling in the details. Because our prospects decide in a matter of seconds — though they are not necessarily consciously aware of it.

What magic words did he give us to close people?

(1) “Do you like ______ or ______ ?”

— Do you like paying more or less?

— Do you like putting money into Uncle Sam’s pocket or putting money into your savings account?

— Do you like watching your bills get bigger or watching your bank account get bigger?

(2) Before I show you how it works, let me tell you what happened to me.

— Before I show you how it works, let me tell you what happened to me. My school debt was $60,000.00. I had no way to pay for it working an entry level job. I found “XYZ Network Marketing Company.” Now my debt is a lot smaller and my bank account a lot bigger!

— Before I show you how it works, let me tell you what happened to me. I worked under a blood-sucking tyrant boss. Six months later, I was able to walk into his office and tell him, “I have no time to fit you into my schedule. You’re fired.”

— Before I show you how it works, let me tell you what happened to me. My wife and I were on the verge of divorce. Debt was eating away at our marriage. Now, I retired my job, I make more money part-time than I did full-time. And my wife and I are happy living the dream.

(3) Are you okay with ? Well, I show people how to . If you’d ever like to know how, I’ll be glad to show you.

— Are you okay with working 40-years like your parents? Well, I show people how to retire in 5-years at full pay. If you’d ever like to know how, I’ll be glad to show you.

— Are you okay with retiring on 60% of what you cannot afford? Well, I show retirees how to double their pensions every 9-months? If you’d ever like to know how, I’ll be glad to show you.

— Are you okay with showing up for a job that you have no passion for? Well, I show people how to fire their boss and walk away with full-pay. If you’d ever like to know how, I’ll be glad to show you.

(4). I have some good news and I have some bad news. The bad news is _________. The good news is _________.

— I have some good news and I have some bad news. The bad news is you’re never going to get out of debt working for someone else. The good news is you could be your own boss and get out of debt in 9-months.

— I have some good news and I have some bad news. The bad news is you’re career as a police officer will always worry your family. The good news is you can have a new career so your family won’t worry about you every day.

— I have some good news and I have some bad news. The bad news is your vacations will always be limited by what your boss pays you. The good news is you could take 6-month holidays twice a year at full pay.

Four closing statements that could make a difference with your business. Stand on the shoulder of a giant in this industry and take Tom “Big Al” Schreiter’s advice. Close before you give a presentation using better words.