F.O.R.M: A Powerful Prospecting Method That Works
Today I am going to talk about the acronym F.O.R.M. It is still a very powerful prospecting method that works. A few days ago while facebooking a new friend asked this question of me.
FB Friend: I see you are a coach. I am an aspiring one. What is your number 1 or most important rule when prospecting when you are running around going about your daily tasks?
Me: That is a great question? I teach people to build relationships first, and then business becomes a viable option. While you are out and about utilize F.O.R.M. The info gathered from that will let you know if and how to proceed. Hope you found that helpful.
FB Friend: I don’t recognize the acronym.
This response caught me by surprise so in this post I will discuss what F.O.R.M is and how to use it.
Most networkers will tell you that prospecting is by far one of the things they struggle with especially if they are new to the industry. There are many methods and techniques that are taught, however, some require a certain skill set that may take time or a new person to develop.
The F.O.R.M method is one of the best and most effective methods you can teach your new team member. It is a simple and duplicable power prospecting method that works. The basis of the F.O.R.M method is relationship building which has been the mainstay of this industry for decades and still is today.
F.O.R.M. stands for Family, Occupation, Recreation and Message – If you can remember these four things this can work for you as you are out an about doing your daily tasks.
Family: Do you live around her? Do you have kids? How old are they? Boys or girls? Are you married? How long? These questions get the person to talking about themselves and give you a chance to learn about them. You can also share your answers for some of these same questions as you don’t want a linear conversation but at the same time you want to stay in control of the conversation.
Occupation: What do you do for a living? When they tell you what they do, you have a great opportunity to ask them about their job – if it’s in an industry you are familiar with you can comment on some of the things you know about it. If it is unfamiliar to you this is your chance to learn about it. What you are doing is gauging income or net worth.
You have asked them about their occupation so expect that they will ask about yours. This requires some fore thought so when they do have your ’30 second elevator speech” ready. This is a description of your business that you can say in just a couple of sentences that articulates what it is that you do. Do not pitch your company. Share some benefits that you have been able to help people with as a result of your company.
Recreation: This one’s easy! What do you do for fun? Where do you vacation? How do you spend your weekends? Do you have a hobby or play sports? This is a check for disposable income.
Message: When you feel the conversation winding down, or you are ready to move on it is time to deliver your message. Now is the time to use key things they have shared during your conversation. Here is an example of what your message may sound like.
Listen, name, I really enjoyed meeting and speaking with you earlier while we were chatting I heard you said how much you hated your job, how much you dislike having your baby in day care and having to live in an apartment when you would much rather have your own home. Name, I don’t do this for everyone but I think I may have a way to help you. I really need to be on my way as I have an appointment in 10 minutes but I am free this afternoon around 4 pm so let me have your number and I will call you at 4:15pm to share some information I have that may help you.
You now have an appointment with a potential business partner. If you are new you make want to work with your upline to prepare or assist you for the call back. You can cover the first three steps in any order but your message is key and must be last. Master this powerful prospecting method and watch your business and customer base grow as a result. Give the F.O.R.M method a try.
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46 Responses to “F.O.R.M: A Powerful Prospecting Method That Works”
Joe LoFreso with LGN Prosperity
Hi Brenda,
F.O.R.M. is a great way to remember how to pace your approach to building a relationship with people. I do these things now, but I will be saving your blog to refer to later. Thanks
Pat and Lorna Shanks
Brenda,
Interesting method of meeting people. We like the idea of having 4 easy words to remember… it helps us to get to know different sides of the people we meet. Their personal and social side as well as what they do for a living. We feel the more we know about an individual the stronger the relationship. It is all about relationships, isn’t it?
Thanks,
~ Pat and Lorna
http://TheCoolestCouple.com
Corneal Carter
Hi Brenda! I learned about you from TSA. Although the F.O.R.M is new to me,thanks for sharing it. It is direct and could be a great icebreaker for starting a conversation that anyone can use. However, before doing business I believe you should build a relationship first, getting to know a person as well as them getting to know you. Then see if what you are offering is of value to them or someone they know. This is what I love about network marketing.
Thanks again.
~ Corneal
Beth Allen
You are absolutely right on with this post, Brenda. The F.O.R.M. technique is a classic, and works because as you said, it’s all about building relationships, listening, and then providing a solution that lets the person know what’s in it for them.
Thanks for the clear example you provided! Sounds like a lot of people had not heard of this, so well done on spreading this valuable message.
Angela
This is a great post. I have never heard this acronym before but this is great way to start building relationships with your prospects. Thanks for sharing this!
Clint White
What a great idea to use an acronym to remember to proper steps to take in order to build that relationship.
~Clint
Lynn Glaser
Ah Brenda, we’re on the same wavelength!! I’m all about building relationships rather than jamming a ‘business opportunity’ down someones throat when you first meet them!
When it comes to social media I always ask myself “what would I do in real life?”, it’s great question to think about when approaching a new friend in the social media world.
Thanks for sharing, Lynn
Chris Bernardo
Brenda,
Thanks for writing this post , i find the information that you have shared of great value to the people that i connect with and going to pass this on to my tribe. I look forward to reading more from you.
Chris
Debbie Stevens
Hi Brenda,
Great reminder of how to use a tried and true formula. I, for one, needed the refresher. It really does just boil down to building relationships and connecting with people, doesn’t it?
Have a great week!
Maggie Lancy
Excellent post!
It is all about asking questions when you are talking to a prospect.
FORM gives you a great guideline!
Teresa Ivory
Hi Brenda!
I, like your other Facebook friend, was not familiar with FORM method. I’m going to add it to my conversation toolkit! Thanks!
Glyna Humm
Brenda – This is such a great concept. I knew building relationships was important but I have never seen broken down this way before. Thanks for the info – I will give it a try.
Brenda
Hey Glyna, with that engaging smile you have the FORM method will be a cake walk. Have fun would love to hear how it works out for you. Thanks for stopping by.
Brenda
Louis
Hey Brenda,
This is a great post. Building relationships is exactly what I am learning first hand from Alex Jeffreys as part of his coaching program. This approach has made him a great success online.
I have been online marketing for a long time, although I am not a marketer by nature but more a technical person, but never considered the importance of building relationships, and always going after the sale. I think this is my main reason why I have struggled to get sales regularly marketing others products online and my own automated software applications.
I like your explanation of FORM analogy and when I think about it, it makes perfect sense.
Keep up the great informative posts. I have bookmarked your url.
- Louis
Brenda
Louis, I hear you. At one time I too chased the sale but I have since learned that people buy from people they know like and trust therefore it is important to take the time to build relationships. It makes a world of difference and the FORM method is a great way to start. Thanks so much for stopping by.
Brenda
Julie Elliott
Great Blog Brenda.
That is a great formula to follow. Being new to this I am learning how to build relationships online which is fun and rewarding not to mention I am learning so much from others on how to move forward myself in other areas of my life. Thank you for that great post. I look forward to your next one. Hope your having a great week
Brenda
Hi Julie, hold on it will be a fun ride. It is so amazing the value that is being shared on a daily basis on the internet. It is quite truly amazing to see people come together so quickly. I wish you a great week as well and thanks for stopping by.
Brenda
Darlene Davis
Brenda,
Thanks for the easy acronym. What a fun tool to keep organized and focused when meeting new people. I’ll definitely employ it!
Brenda
Hi Darlene, it works really well when meeting new people, have fun with it.
Carolyn Blake
Hi Brenda, I first learned this from Dani Johnson. She taught to us in such a powerful way of understanding that when you FORM another, you are giving them a grace. That is, attention, and a space to talk about themselves. It’s a priceless opportunity to meet another person, when we really give them our listening. Great you are putting this out there.
Carolyn
Brenda
So true Carolyn no one teaches it like Dani. She is a awesome. Thanks for stopping by
Deborah A. Ten Brink
Brenda: I really enjoyed this post. I had never heard this before but I will now be thinking about this technique as I build my own business. Simple tools like this can be so powerful. Thank you for teaching me something new today!
Best regards,
Deborah
Brenda
Hi Deborah, so glad you found the post valuable. This is a simple but powerful technique that lends itself to many different scenarios.
Kevin M.
I love that acronym. I believe it is transferable to all of life.
Loic
F.O.R.M. I will make sure i remember it. It’s always easy to remember, i just have to remember the word “form”.
This is a great article, very helpful for quiet guys like me. Thanks
Brenda
Loic, this works for quiet guys too. Use your mirror and practice.
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Nicole Rushin
Thanks for reminding us of this technique. It is an old but good one that really works wonders. One of our top producers in my business talks about FORM all the time. Glad to have stumbled upon your blog through TSA.
Brenda
Nicole, you are right it is an old technique that is why I am surprised when I come across people who have never heard of it. It still works very well. Thanks for stopping by.
Dr. Erica Goodsotne
Brenda,
I have never heard the acronym F.O.R.M. Thanks for sharing it. I will be using it at my upcoming networking events, even online connecting.
Erica
Brenda
Dr. Erica, I am glad you found this post helpful. The great thing about F.O.R.M is that it can be applied to any setting. Have fun with it. Thanks for taking the time to comment.
Christine Casey
Hi Brenda, F.O.R.M. was something I was taught many years ago, and is still very much a great icebreaker, as Eiji as mentioned in his reply. I also like that it’s simple enough to remember. Thanks for sharing!
Christine
Brenda
Hi Casey, simple works for most and is duplicable.
rebeccahappy
I first heard about FORM from Dani Johnson. She made it sound so easy. I am great at gathering information and getting life stories from people but am always hesitant about the message bit. Not everyone is seeking an out of their daily grind even if they complain about it. I think role playing with a few team mates is a great way to get practice.
Brenda
Rebecca, you won’t know if you don’t ask right. You are sorting, the answers you receive to your questions should be an indicator of how or if to deliver the message. If you are not a spontaneous person then I agree that practicing will better prepare you.
Lori Tisot
Thanks so much for this Brenda – I’ve been trying to find more information on this, and your post provided even more than I was looking for – always a great bonus! Thanks for sharing!
Lori
Anne
I am actively looking for a life/business coach. Found you on linked in. Can you assist me? What are your rates.
Edward
Hi Brenda,
Great to meet you through the TSA.
Thanks for sharing this approach with us all.
My response to your message would have been similar, although maybe not so direct. It is all about building relationships with people, getting to know them, and offerings something of value to them. That’s what is so great about Network Marketing and MLM.
Thanks again.
Make it a great day!
God Bless,
-ed
Nelson
Relationship marketing cannot take place with F.O.R.M. You are right on spot with this post. Thanks Brenda for putting in words an important topic.
Linda G. Cox
Thanks Brenda! It is all about making friends! I’m amazed at how many wonderful people I have met online! You’re basically reminding us how to start a friendship. This skill is what makes people enjoyable to be around, caring about others.
Brenda
Linda, the beauty about the FORM method is that it can work personal or other social situations. Great icebreaker technique that anyone can use.
Val Wilcox
Brenda,
You’ve done a great job of explaining FORM. Getting to know someone is the key to any future chance of a business relationship.
Val
Brenda
Thank you. Val the F.O.R.M method can make prospecting a lot of fun.
Melissa McCloud
this is a great acronym to follow, whether we meet people face-to-face or thru social media. i switch up the occupation and the recreation… i want to find out what people do TO LIVE before waht they do for a living.
Brenda
Meeting people through Social Media is great but once we meet them some people still struggle with what to say. And yes the F.O.R.M is the basis but you can definitely use questions you are more comfortable with. It really does not matter what order you use them in but it is more effective if the message come last. Thanks for stopping by Melissa.
Eiji Morishita
Great post Brenda! FORM is a great icebreaker. Just in a 2 min FORM conversation, you can get to know someone really quick. Thanks for sharing it in a clear and simple way.
One question I like to ask is “What are you passionate about?” That’s when I get to see their eyes light up and form a deeper connection.
If the person isn’t quite warmed up yet, then that’s a sign to improve rapport skills by matching/mirroring body language, delivering a geniune compliment and an authentic smile. =)
People buy the person not products and services. Thank you for this great reminder.
To Your Genius,
Eiji