Talk Is Not Always Cheap

    June 30, 2003

Recently a member of our organization (let’s call him Bob) had a hot prospect. Bob had spoken to this prospect several times. And, Bob and my partner, Brande, met for over an hour in a private chat room explaining the products and the opportunity. The prospect was ready to go and was going to sign up the next day.

That night, Bob told his wife Suzie (name changed to protect the guilty), who is also his partner, about the prospect. Suzie was beaming with excitement. As soon as she could, Suzie got on-line and went to introduce herself to the prospect and welcome him to the organization. A conversation ensued, and when done, Suzie had talked the prospect out of joining the organization.

Suzie was embarrassed, and worried about what Bob would say at her dispersuading the prospect. It certainly was not her intention to do so. She wanted the sign-up! But it just turned out that way. She couldn’t think of anything in particular she said that was wrong, it was just that by the time the conversation was over with, the prospect was no longer interested. What did Suzie do wrong?

The only mistake Suzie made was to contact the prospect to begin with. The guy was sold! He was ready to turn loose of his money! What could Suzie have said to him that would have made the situation any better? Absolutely nothing! Suzie had nothing to gain and everything to lose by contacting Bob’s prospect. By doing so, she cost their partnership a sign-up.

Suzie should have waited until after the prospect had actually signed up to introduce herself to the prospect. This way, should she have said something the prospect did not like, or if the prospect simply did not like her personality, it would essentially been too late. The prospect would have already obligated themselves financially and feel emotionally committed.

Once a prospect has made the decision to join, all conversations with the prospect should cease until the signing-up process is complete. Sure, you will feel the urge to discuss the future possibilities with the prospect, and you will certainly want to try to impress them with your knowledge and success. But, you must resist these urges and wait until the prospect is committed financially. After all, none of the other stuff will matter unless the prospect signs on the dotted line.

Remember, talk is not always cheap. In Suzie’s case, it was very costly.

Brande and Chris Bradford are active participants in a home based business opportunity and are the publishers of GREAT HEIGHTS, a monthly newsletter focused on home based business issues. To subscribe to their newsletter, send a blank e-mail to: or visit: