Recruiting Tip: The 3 Step Setup

Recruiting Tip: The 3 Step Setup

One of the great leaders in our company, Scott Ross, teaches a system called “The 3 Step Setup.”

The recruiting tip for today is going through this system step by step.

This system is designed to be used just prior to giving a presentation.

So you have done the invite and now you are going to give the presentation or send them to a presentation it’s time to use this 3 step setup system.

Remember that the key to building is telling and the one who shows the most presentations WINS!

How would you like to know that they will ask you to show you them the presentation?  That they would be so eager to see the presentation that they will ask you to see it.

So Here it is The 3 Step Setup

This is done before you give the presentation.

1.     Why

This is where you tell the prospect what your why is.  The key to this is to be as vulnerable as possible.Whats-Your-Why

You need to talk from the heart and be as open as possible.


“Hey, John I love getting together today with you. Hey listen I’ve got something very important to share with you today.

Listen we’ve been friends for a long time and I’m sure from the outside it looks like things are going great.  Friend to friend I’ve got to be real with you right now, I am dying right now.

My family is taking a hit and I just don’t have time or money to do anything.

John, let me tell you we’ve been praying and praying for something and God just drop this deal right in our laps.”

This is one example of a why.  Your why is going to be different, but it needs to be vulnerable.

I’m a person of Faith so I would use that last line.  If you are not or don’t feel comfortable with that then say something like this, “I’ve been searching and searching for something and I just found it.”

2.     Big Deal, All In

This where we are going to tell them that this thing that we have found is a very big deal.


“John, this thing that I have found is a really huge deal, it just amazing.  

I’ve met some of the top people and they are doing some amazing things.  

I’ve done all of the research on this thing, I’ve looked top to bottom and I’m just telling you this is the next big deal, this is a phenomenon and I’m putting my chips all the way in.  

This is my ticket, this is my shot.” 

That is an example of your Big Deal, All In step.  Here are the key phrases.

•   “this thing is a big deal”
•   “I have met some of the top people”
•   “I’ve done all the research”
•   “I’ve decided to put my chips all the way in”

3.     Don’t Care

Here’s where you are going to, politely, tell them that we don’t care what they think.

You are not going to actually say the words “I don’t care.”


“Now, John, I don’t know how this is going to strike you, you may love it, you may not get it right away and you know what it doesn’t matter to me either way, we’re friends and we’re always going to be friends.

All I know is this, I’m going to put this in front of thousands of people and because we are such good friends I wanted to give you the opportunity to be one of the first, is that cool.”

You will always want to end with the phrase “is that cool” because what are they going to say?  Of course, that’s cool.

So this is the 3 Step Set Up from Scott Ross and I can tell I love it.  The quality of your life and business is directly relational to your communication skills.

Recruiting Skills are a must in our business so we NEED to practice, practice, practice!

The reason this is so effective is this.

Step one creates something called physiological imbalance or conflict.  It’s something every infomercial creates everyday.

Step Two solves the problem step one creates.

Step Three takes it away from them.  You need to have a posture of detachment.

I want to thank Scott Ross for these powerful steps to add to our arsenal.

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