The million dollar script. Is there a million dollar script? I dare to say there isn’t. There is no million dollar script, but I think there is, quote/unquote, “a million dollar process”. I think sometimes that the biggest misunderstanding in this business or at least it was for me is that you need to know exactly what you need to say at each moment in your business. That is not entirely true because, I mean, first of all, as you guys can see, English is not my first language. When I started in my business, the first thing I thought and I believed was that I had to learn the right words to say to the right people. It didn’t work that way. Why? Because as I was learning these words to say to people, after I had built the relationship by being myself with someone then I would switch to repeat, like a parrot sometimes, this script so called ‘prospecting script’ or invitation script. What happened most of the time is that people will look at me like, “What is wrong with you today, Miguel? This is not you.”

People sometimes, most of the time they wouldn’t say anything to me, but they would look at me like, “There’s something wrong with you today, Miguel. I don’t know what it is but this is not you.” So anything that I would say after that about inviting them, to have a look at my opportunity or following up or whatever it was that I wanted them to do I would not achieve. The reason was that it wasn’t me. So here’s my take after all these years is that the scripts are not that important. What is important is the process, the process where you need to understand exactly what stage in your business or in the process you are and what are the key elements that need to be mentioned or that need to be done at each time in your business and each moment of that process. So you understand that it’s not about the words, it’s about the feeling. It’s about you understanding the person that you have in front of you.

If the goal is to invite them to have a look to your opportunity, it’s not about the words that you’re saying. It’s about that connection that you have with that person. That invitation that you’re going to do it’s about knowing that they have a dream and you have an opportunity. The process is about you linking or building that bridge that we talk sometimes about between the dream that they have and the opportunity you have to offer. The better you build that bridge the easier would be for them to walk across that bridge and have a look to that opportunity and take it as their own so they can actually achieve a dream. Before that, for me, it was a dream and it was an opportunity. It didn’t matter so much that dream. It was all about the opportunity and it’s all about the script. Because that script was not mine, I wouldn’t be able to build that bridge and connect with that person, because it’s all about the connection.

So make sure that when you follow a script, you always make them your own. As I said, English has never been my first language. As you can see, I have a very strong accent and I have a very, very hard time always have to learn something by heart. I know I can connect with someone by being myself and understanding what the outcome is going to be. Whether that is inviting somebody to a presentation, following up and getting them to sign up, it’s all about how can I offer my help to someone to get them through the process and knowing the steps that I need to follow. Once I know the steps, then I know how to do something. It’s not about the words. It’s about the process.

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