What Comes after You Have Contacted an MLM Prospect?
Contacting prospects means you’ve made a connection. Just leaving a message or sending an email is NOT “contact”.
Contact is speaking with the prospect, receiving a reply to your message, getting into real, two-way communication with someone. And that real live communication is where you begin qualifying prospects.
So, what’s the best way to establish such a conversation, or even what we must do before we make contact? Read on.
Empty Your Mind of Everything other Than the Thought of Making that MLM Prospect’s Life Better.
The best mind-set to take to a new prospect is one where your desire is to improve his or her life. I mean simply have no considerations one way or the other about about the money you might make from signing him, or other any other gain you might achieve.
These are the rules:
Prospects can smell insincere, self-oriented people a mile away.
Care more about yourself than your prospect and you will never enjoy great success in network marketing.
You want prospects coming to you, not running away or avoiding you like the plague.
Do not fill your prospect’s mind with too much information. You’d be surprised how many will tell you how to sell them, if you let them talk to you.
Be interested in the prospect.
If you must have something on your mind, try having a healthy dose of interest in him or her.
Be curious about how to help your MLM prospect improve his or her circumstances, which might include their health, wealth family life or happiness. Everyone wants to feel happy.
Prepare for every conversation with an MLM prospect the following way and you will never say the wrong thing.
Focus on your MLM prospect’s well being, needs and wants, and say what comes out naturally:
what does he do for work today?
what is his family situation?
is he looking, open to something new?
how does he measure success?
what is he trying to avoid or not have to do in the future?
would he like to make more money, or is there something else that inspires him?
is he familiar with network marketing and MLM? What does he think about them?
is he willing to have your help?
If you would have satisfaction in MLM, stay interested, stay curious.
Listen. Listen. Listen.
Listen to how your MLM prospect answers your questions. Really listen. Clarify to understand what your prospect really means by the words he uses.
Preparing your attitude that way, you will never say the wrong thing.
Satisfaction will be yours to keep, because success in MLM will come your way.
In my Hot Prospecting Tips Lecture Series, there is one lecture called Qualifying Prospects, where I cover a wealth of information you need to completely understand in order to truly convert prospects into customers or team members.
The reason I chose “booby trap” is because the subjects I’m about to discuss can in fact catch you off guard and be a hazard if you’re not knowledgeable about their existence. There are three phases that one goes through as they advance (if they do) in network marketing – each can be a booby trap to the individual.
Booby Trap No. 1 – Introverting
Introverting is defined as “concentrating upon oneself or what one is doing.”
So how can we use this definition in network marketing? Normally introversion occurs in the very beginning of one’s career in network marketing.
The indicators of someone introverting are when one is greatly concerned with what he or she LOOKS or SOUNDS like to others.
When they’re studying or practicing scripts, they’re so focused on the actual words that they don’t communicate the meaning or concept to the prospect. What they say sounds stupid- like they’re scared or uncomfortable. Their voice shakes and they sound very unsure of themselves, which communicates, “I don’t believe in what I’m doing” to the prospect.
See, they’re not focused on the prospect – they’re focused on SAYING the right thing. Therefore, the concept of what they’re saying doesn’t REACH the prospect.
How to Get Past Introverting
If you are constantly thinking about what other people think of you, you must get past it! Here’s how:
Drill – This means to repeat what you’re going to say over and over BEFORE you get in front of a live person.
Focus all of your attention on the prospect.
Create so much activity that you don’t have time to focus on your fears.
When you confront what you fear enough times, you fear it no more. As you CONTINUE to do this, you will focus on DOING IT instead of worrying whether you CAN do it or not. Then, something bizarre will happen. You’ll sponsor someone in the business. And on that day you’ll realize you really CAN do it.
What Happens if You Don’t Confront Introverting
Distributors who don’t get out of introversion end up trapped by it and either quit or don’t succeed. They are also the ones who say, “The business just isn’t for me.” Or they will claim the WHOLE industry doesn’t work.
Every time I see or hear this I think, ” Wow, should I send my bonus check back to the company EVERY MONTH because somebody says the industry doesn’t work?” Of course, it works. But you have to get past what other people think of you.
The Secret to Overcoming Introversion
Okay, so for this discussion, pretend that you actually get past yourself (introversion) and into activity. You start bringing people into the business and you feel wonderful. You get real confident, and it almost seems effortless to bring people into the business. The people that are still in introversion are mesmerized by your abilities and want to know your “secret.” When they hear the secret, they’re shocked to hear there is no secret.
The difference in you and them is that you have stopped worrying about what people might think and DOING IT. The others, they are just worried and TRYING to do it right.
Booby Trap No. 2 – Doing It All
The success of sponsoring people eventually becomes a booby trap as well, it’s very well concealed. You can spot this trap if you when you have sponsored several people and have been praised so much by your peers for your ability to sponsor so many people that you identify yourself as “the person who can sponsor a lot of people.”
Your identity gets stuck on that one activity. I’ve seen people sponsor 30, 50, 100 people and just keep on doing it. The booby trap lies in your “waiting for someone to be as effective as you are.” The symptoms of DOING IT ALL include phrases like:
“None of my people are doing anything!”
“How do I motivate my downline?”
“I keep sponsoring duds.”
If this is you, you’ve watched very valuable, very capable people fall through the cracks. You’re adding people as fast as they’re dropping off the other end.
You are doing yourself, your team and the industry a disservice if you let yourself fall victim to this booby trap. Let me explain:
You are doing your team a disservice because they will need your help to get past introversion and other road blocks. You’re doing the industry a disservice because the drop-offs you’re sponsoring generates a higher failure rate in the industry. And above all else, you’re doing yourself a disservice. It can be very disheartening to sponsor all these people, thinking you’re going to be making a ton of money on them only to see them quit within a month or two.
How to Overcome Doing It All
You must train the people you sponsor. If you’re unwilling to make a leader out of the person you’re sponsoring, don’t sponsor them! It takes great patience to train people. You have to sit through the pain of listening to them present.
WARNING – don’t do this on an empty stomach. You want so badly to save them, and you can’t – if you ever want to make a lot of money in network marketing. Doing it for them only handicaps them. You cannot do it for them – you must train, train, train. And when you think they will never get it, you train some more.
They will get it when YOU get enough patience. By the way, don’t stop your training until you see that your distributors can properly train THEIR distributors. If you don’t do this step, your organization will not move past the third level. You won’t build a Christmas tree (which is a better description than pyramid), you’ll build a diamond. All your volume will be up in your first 2-3 levels.
Booby Trap No. 3 – The Velvet Rut
The final trap is what I call the VELVET RUT. It’s when you’re making between $3,000 and $7,000 a month and the thought of going back to recruiting again is daunting.
The reason I call it the velvet rut is because you’re making just enough money to keep you in the game. It’s kind of comfortable, but because you’re not making the money you’ve dreamed of, it’s still a rut. It’s a trap! Go back to work and sponsor three or four more people. Build them into leaders. GET YOUR DREAM.
Today, my goal is to give you the necessary information to be a great communicator in Network Marketing (and life too)- which is vital to achieving excellence in network marketing.
Real communication is the missing ingredient for so many network marketers– especially with today’s social media. I see, far too often, people escaping behind their cell phones and keyboards sending out links to free offers thinking that’s all that’s required to build a business. It’s not. What builds a business is being able to communicate. Whether you are doing it over social media, in person, or on the phone. But to be successful, you’ll need to be a great communicator in Network Marketing.
We’re specifically going to touch on one of my pet peeves – distractions. For example, have you ever been in a conversation with someone and then noticed that you seemed to lose them, only to find that it was because they were suddenly multi-tasking? There’s this sense of “disconnect” that happens when distractions enter in. Being a great communicator has at its core not allowing yourself or your prospect to get distracted during a conversation. Let’s have a look:
How to Be a Great Communicator
When talking with your prospect, after the first silent statement of, “I’m interested in you,” the next thing you do is DON’T BE DISTRACTED BY ANYTHING.
I know it sounds simple but boy, does it show when you don’t do this. And I wouldn’t be discussing it if I didn’t see that it is severely limiting many people from being good communicators and achieving success in their MLM business.
How Distraction Hurts You
When you are distracted by something, immediately your silent statement of “I’m interested in you” is gone because you’re not interested in them if you’re distracted by something else. Instead, you’re interested in the email that just came in or the waiter that just stepped up to the table.
How to Stay Focused on Prospects
In toasting a glass of wine, champagne or grape juice, customary etiquette claims that you should keep the glass to your lips until the toaster has taken it away from his/her lips.
In talking with your prospect, don’t take your attention off the prospect until the prospect’s attention goes off you. If the prospect looks at a TV, a waiter, a child, etc., don’t keep staring at them – shift your focus to what they’re looking at.
The Detriment of Multitasking
When you’re on the phone, keep focused on the conversation. No multitasking!
Here’s a valuable MLM training to make note of: Extremely important things get skipped while you’re doing other things when you multitask.
Your replies to their statements and questions are very often incorrect or inappropriate or not timed correctly. And don’t think for a second they don’t notice – it may be “okay” with them, but they know they are second [at least] in your order of importance. This is never okay.
For those of you who’ve listened to Professional Inviter, you may recall my conversation with Ruth and how she was multitasking. So I asked her to repeat what I had just said to her. Did you hear her trying to respond?
It’s actually very funny when you listen to it. But that’s an example of her not being able to correctly respond because she was multitasking.
What to Do at Meetings
When you’re at a business meeting with your guest, don’t be distracted by the environment. When someone arrives late to the meeting don’t look at the late person. I don’t care if EVERYONE looks; don’t you.
Keep your eyes on the presenter; this reveals the importance you place on the content of the speaker. Your guest will notice your actions. This also goes for someone leaving the room. Often, MLM training meetings are more relaxed, but the same rule applies. Don’t be distracted by anything in the environment.
Common Distractions in Network Marketing
Some common things I see network marketers distracted by are:
Men distracted by a cute girl walking by.
Women noticing the wardrobe of another woman walking by.
Television that’s in the room.
Children or pets at an in-home meeting.
Cell phones ringing.
Someone more interesting than the prospect – which should NEVER be the case.
The rattling of a health/candy bar or a piece of candy.
Forget everything else and just pay attention to your prospect.
The first quality is BE INTERESTED IN THE PROSPECT. The second quality is DON’T BE DISTRACTED BY ANYTHING IN THE ENVIRONMENT.
If you think about it, if you’re really doing the first quality, the second quality is a given. Do both of these qualities and you will see a noticeable difference in your ability to easily communicate with prospects and product customers.
Incentives will get your MLM organization moving, producing and excited about their MLM business.
Here are some great ideas to help keep people focused and productive, which are both key items to downline motivation.
The information in this article DOES NOT REPLACE what you learned in A Little Secret about Downline “Motivation” – Part 1.
In that article, I explained the importance of a well-trained downline. Proven MLM training is the backbone of motivation. Nothing motivates a person more than fully knowing what to say on the phone, how to say it, and having confidence that they can do that.
How to Use Incentives to Grow Your MLM Business & Create Downline Motivation
In conjunction with a well-trained downline, here’s how I recommend you use incentives to grow your MLM business and create downline motivation. Think of incentives as games you can play to keep the business fun. I’m talking about dynamic, exciting incentives to increase your downline’s enthusiasm that help them look forward to doing the business. And in turn, have that enthusiasm translate into products sold and new distributors signed up.
Incentives create a fun culture in your organization. As well, it is widely acknowledged that distributor recognition is an effective motivator, and helps to grow that distributor’s MLM Business.
Recognition raises self-esteem. It shows your distributors that you care about them, and you value and appreciate the effort they put forth. You can’t put a price tag on that. And once they know that you care about them BY YOUR ACTIONS, they will show you something you may not have thought possible. They will give you their best performance ever.
With incentive programs you are trying to achieve an increase in production & performance in not only an individual MLM Business, but your overall MLM Organization as well.
These Are the Two Important Factors to Consider
What performances to reward
What to reward achievers
Performance Worthy of Incentives
Any of the following are performance-based:
Any of the 13 activities in Performance Tracker. Such as the number of appointments set, number of presentations, the number of retail sales, etc.
Total number of guests at MLM business meetings or conference calls
New distributors per week/month/quarter
Retail products sold
Training steps completed
Highest volume, highest increase in volume, and highest increase in volume percentage and pin level achievement
For small achievements, you should recognize your team with thank you notes (handwritten) and or acknowledging them at the next conference call, webinar, or mlm business meeting. When and where appropriate for the achievement made, send flowers or a balloons, or some other fun “thank you” to the distributor.
At every MLM training meeting you do, you should give at least two awards to high achievers. If you do a newsletter, be sure to recognize your achievers in it. Be sure to get pictures of your team members (highest achievers) with their guests.
Other MLM Business Achiever Ideas:
Weekly, whoever had the most guests at the meeting or everyone who had over three guests gets a free dinner
Professionally made certificates in a frame ready to hang on their wall
Prospecting leads for high activity. For instance, you could award whoever has the most number of prospects on the MLM opportunity conference calls with 20 free leads.
Apparel – such as company shirts or hats
Convention tickets are a great one. Everyone who sponsors five new distributors in the next two months get a free national convention ticket.
Travel is always a good one – ski trip, beach trip, cruise or family trip.
And never hold back on buying MLM training for them as an award – it’s really the best award you can give when you think about it.
Don’t Damage Your Incentive Program or Your Income
Beware of the following problems that can damage your incentive program and ultimately your income.
Lack of MLM training – I’ve mentioned this already but it tops the list as being most important. And the core product that I recommend is the Professional Inviter Course.
Don’t extend the award cycle. Make sure the awards are given out as soon as the program period ends.
Keep the program simple. If there’s a ton of twists and turns, no one knows what they have to do.
Don’t use the same programs all the time. If the same people in your MLM organization win every time, others get discouraged. So change the program so that it rewards the super achievers as well as others.
Lack of follow up after the program – Right after the awards ceremony, pass out a 3×5 card and ask for comments.
Lack of communication – Someone has to be driving the incentive program. This means constant communication. Send pictures of the destination if it’s a trip. If it’s a car, send pictures of the car. Keep the incentive in front of your team a couple of times per week.
Lack of a good rollout. The means plan the program. Plan the promotion. Plan the award.
Let’s say we’re going to do a School’s Out Game that ends on June 1st. The winner gets a trip for four to Disney World for four days. This is a good time to do a contest because March, April and May are the performance months.
The winner is leaving as soon as school’s out! This gets kids involved as well. We start promoting the program February 15th. The awards ceremony will be at a barbecue outing on June 1st and all family members are invited. At this event, we will also announce the next program – Back to School Game.
As you can see, this creates a wonderful unity between everyone within your MLM organization as well as a fun culture. When the culture is fun, downline motivation is much easier to create and maintine.
Enjoy your MLM business!
Encourage your downline to use Brilliant Prospector (which we’ve recently updated and loaded up with lots of cool new tools) to help them get leads, educate their prospects and handle some of the most common MLM objections. It’s a great tool for you and your team.
Network marketing leaders seeking MLM training from someone who has already “been there” frequently ask me, “How do I motivate my downline?” The answer doesn’t have anything to do with motivation.
Let’s get clear on what is meant by the question, “How do I motivate my downline?” It means, “What can I do to get them to produce more?”
Does Anything Work?
This is one of my favorite subjects because it’s so misunderstood. Historically, people have tried the most asinine things in an attempt to “motivate” human beings. Slavery and threatening of life, rallies and hype-driven events, even people running across hot coals.
The U.S. Navy has done many different experiments to try to get men to produce more. They’ve tested whether men who go out drinking together produce more. They’ve put men who hated each other together and men who were best friends together to see which would produce more.
None of these have worked for very long. People can come out of a Tony Robbins event super excited and “motivated.” But after a day or two – maybe even a week – they’re back to their previous production level.
I might as well go ahead and let the cat out of the bag because he’s practically ripping the bag open at this point. YOU CAN’T MOTIVATE YOUR DOWNLINE!But you can get them to produce more. Which is what you really want FOR them and FROM them anyway.
To get your downline to do more, to get them to exhibit confidence, cheerfulness, and discipline requires you to do two things – GET THEM EFFECTIVE AT WHAT THEY DO with good MLM training and make it in their interest to do it.
So for you, trying to get your downline to produce more – or produce anything – you must train them. You might be saying, “But I train my people every Saturday! I give them a training manual. I do conference calls.”
I realize you may have been working very hard at training your downline. But, the test of effective MLM training is not whether you conduct training.
It’s whether the student can do it! NOTHING ELSE.
How & What to Train On
Here’s how and what I recommend you train your downline on (and much of this training is now available in our online training program:
How to establish goals
How and what to know to be effective (most of which is on this list)
How to promote
What to say to people when they make phone calls
How to set appointments
How to present your MLM business or products
How to sell your MLM business or products
How to sponsor people (the correct procedures and sequence)
How to train new distributors
To get your downline to produce and produce more, you need to get them effective in each one of these areas. When they can do each of these things, they will be motivated because they are effective. They WILL produce because they feel ABLE to produce.
Bomb Squad Trained Me
I did not just come up with this overnight. I worked it up and down until it worked. I got the concept from something I learned in the bomb squad.
Before my network marketing career, I was in the U.S. Navy Underwater Bomb Squad. Only one man is allowed to go work on a live bomb. No sense in blowing two bomb-techs up because of one man’s mistake!
When we headed down to work on the bomb, we took a piece of plexiglass and a grease pencil. When we were getting ready to do the first step of defusing the bomb we would:
Write what we were going to do.
Do the item.
Check it off as done.
Then, we’d move to step two. Write it down, do it, then check it off. The reason we did this exact sequence is because if the bomb blew up, the other bomb squad techs knew that very valuable information was written on that piece of plexiglass. When they retrieved the plexiglass they would see that item 1 and 2 were okay to do. But item 3 upset the bomb – don’t do that step!
The items written on that plexiglass became our “Standard Operating Procedures.” Obviously, we left out that last step that upset the bomb! It was our sequence of defusing that bomb when we faced it again.
When I began working on MLM Training, I applied the same principles and the above list of activities. These activities are the only activities that make money in network marketing.
Be a Great Coach
As a coach, if you have your distributor keep a record of how many times he/she does each activity you can coach the exact item that THAT distributor is having a problem with. If you don’t use this list and try to coach, you’re coaching on what you think the group needs, your MLM training will lose its effectiveness if you do that.
Are You Coaching on Your Pet Topics?
Or you’re coaching a “pet” category of your own. I’ve closely observed new distributors. They don’t “engage” into the MLM business until they feel confident in what to say to their prospects. Therefore, they need to know how to do items 1-5 before you have them on the phone. See, it doesn’t make sense to know how to do New Distributor Training before they know how to set appointments. I’ve known lots of distributors who’ve quit that still know the compensation plan. I know plenty of failed distributors who know how to train a new distributor who have never sponsored anyone.
I don’t know a lot of distributors who have quit who can set appointments and have the prospect show up. My point is, to really have MLM success you need to first train your distributors to invite, present and train.
Other Tips to Get Your Downline to Produce
These are other keys to success in getting your downline to produce. And they’re all about you!
Ethical behavior. People will not follow (or produce for) someone who is unethical or dishonest.
Boldness. People will follow boldness because they like following in the footsteps of a bold leader. What does it take to be bold? You must be productive yourself. Let your MLM downline see you face your fears. Let them see you make phone calls, let them see you do presentations; let them see you standing there waiting for your guests.
Be interested in them. Show your people that you are interested in their goals. Put your front line’s goals on your refrigerator. Talk to them about their goals. This is where the “make it in their interest to do it” comes in.
Be the source of information. Always be up-to-date on the latest information. This means you stay connected to the company’s source of information. Also, teach your downline where your sources are – otherwise you will always be stuck with the job.
I think you can tell that I don’t agree with the philosophy of “leaders are found, not made.” Provide the right MLM training to your distributors and you will help them be effective and they will be self-motivated. This is very different from you trying to “pump them up,” which doesn’t work.
Two of the key sources every network marketer needs is Brilliant Compensation and What the Wealthy Buy on Payday.
These two videos created by me remove many common objections new prospects have.
Consider signing up for our Brilliant Prospector System so you can use these videos online and also have a complete marketing and follow up system for your new prospects.
You’ll get a couple of weeks to try it out with no charge.
There’s a multitude of directions, resources, approaches, solutions, and well just “stuff” out there than can easily distract you from your Network Marketing Business Building. . .
Too many options can overwhelm and confuse. That’s when you need to strip back your Network Marketing Business Building to its simple core: your ability to communicate (which includes the skills of reaching out and following up).
Here’s the most basic sequence one must try to adhere to:
1. Find Prospects: We have lots of resources available for you to do this, on our main website if you need help. As well, you can always purchase leads if you don’t want to use some of our other resources or training.
2. Communicate well with those prospects: The key word here is “well”. Anything you need to do in your business can be done easily if you have good communication skills. Having the ability to communicate well can make ordinary things you do extraordinary. Using honey instead of spice has a lot of merit you know, but don’t over do it either. Be yourself, be natural. Show that you care. Above all else remember this: your business prospers to the degree that you are doing it to help make others lives better. When you operate that way others see it, feel it, and want to be a part of it.
Think about how good it feels when you know you are cared for. Now spread that feeling around to others when you are working with them and communicating with them. They’ll warm up, open up and join up. It’s human nature to seek for the genuine warmth and caring, interested person to have relationships with (friends, business, even acquaintances — who do you remember fondly?)
3. Build true relationships: Be genuine. Be real. Do it because you really want to. Choose people to be in your downline that you really want in your downline as much for their ability as their personality. Consider yourself in this business for the long haul and choose people who are there with you and for you. Become friends outside of the business whenever possible. Communicate well.
4. Follow Up: This is often a weak area. Systems to help with follow up are very good to help you keep on top of it. And again, we have tools to help with that if you need them. But what I really want to point out is that you need an active follow up schedule. And following up is an art. Having reasons to follow up helps, but the most important reason is that you care and you want to help.
If you are using the inviting formula that I teach in the Professional Inviter Course correctly, then you already know following up is much easier to do with the earlier steps of the formula correctly done.
Why? Because you established key factors that make your prospect look forward to hearing from you again, wanting to reach out to you in fact. Especially if you had your “care factor” in place and your prospect genuinely felt cared for and that you were interested in him/her.
5. Show your new recruits how to do these things in their own business. Don’t just assume that your new recruits will automatically get right to it and become a success because 95% of them won’t. Take the time to show them these steps and ensure they do them well. Their success is your success.
Make sure your downline understands that there’s no need to get overwhelmed by all the different, or cool, or new things that come your way with the promises of huge numbers and instant success. Because no matter what they do or where you go, it is the basics, the fundamentals, the simple things that always work. They are your foundation.
6. Learn the Professional Inviting Skills I teach in the Professional Inviter Course.
If you are not using Professional Inviter to help you focus on the basics then you’re making your job a lot harder than it needs to be. Get Professional Inviter and master the skills that make business building a joy and a reality.
There’s no bells or whistles or shiny baubles to distract you in the Professional Inviter Training Course. There’s only solid information that makes your network marketing businesses grow as you learn these core skills.
Are you having trouble getting your downline to be motivated, productive and follow your MLM training guidance and suggestions? Here are 29 proven actions successful MLM leaders do.
Don’t wait until you get a large group before becoming a leader. It can’t work that way because you’ll never get the large group if you’re waiting to be leader first! Nor does a leader wait until they feel they possess the knowledge to lead. My observation is that leaders select themselves by taking on responsibility (the total reason something happens or doesn’t happen), rather than just the desire to lead.Want to be a leader? Go grab enough responsibility that it makes you feel like quitting every day. And then don’t quit! That’s LEADERSHIP.
Leaders arrive early at events and reserves seats in the front row for their group. Yes, there are normally only two front rows (left and right)…If you’re on the second or third row, you’re still considered a leader. I spent five years getting up earlier than anyone else to make sure that my group had the front row. What I’ve found is that there are very rarely more than two leaders in any room. Please understand what I mean by this. Once a person gets to a certain level of success, they will stop doing these simple leadership things because of ego. They suddenly become “too knowledgeable” to sit and listen to a speaker that has less time in the MLM business than them. If you remain humble and hungry, the world is yours. So is the front row, by the way.
A true leader realizes there is a difference between being a leader and being a leader of people. More on this later.
Leaders build morale. Network marketing “works” under many conditions, but when those relationships between you and your organization become tight and a “esprit de corps” is created, there’s nothing like it. I do mean nothing.
Leaders have an impeccable appearance. Even in jeans.
Leaders “appear” organized. Much like ducks cruising smoothly across the water. However, no one sees or knows how radical and out of control their feet are peddling.
Leaders of people treat their people with respect. Respect means you have a good opinion of their character or ideas. Simply put, you are interested in your people – their ideas, their complaints, their fears, their successes – THEM!
Leaders find or develop five top producers. Devote yourself to them. Find three qualities that you like about each person. Write those in your day planner. Review them frequently, thinking of how you can help bolster one of those attributes. Bolstering an attribute can be many things – from a good verbal acknowledgement, to giving a telephone headset to someone as a gift who is working hard at making calls, to being their friend when they have a personal crisis.
New leaders are often let down by those they devote themselves to. Why? Because you selected the wrong person to devote yourself to. You only get good at character choosing with experience. Track record is really the only place to look first. What has the person been doing with their time? People are what they spend their time doing. Most great leaders begin in a hole and are mad about being there. Of highest concern is whether or not the person has been advancing. If they’re not, it might take a lot of work on your part. Perhaps more than you have. Every person who’s ever had the tough decision of choosing between lose two or lose one knows that this is one of the toughest decisions in life. Albeit controversial, do not sink yourself if doing so won’t save your mate. Cut away when you feel you’re being pulled under. If you help “able” people, they will help more people. If you try to help an unable person, they may sink you on their way down.
Leaders organize MLM training sessions and gets the product or service “specialist” in front of their group. Whether it’s in person, on a conference call or on an audio or video. Example: Your company carries a nutrition line created by Dr. Whoever. He specializes in human nutrition and created an ingredient that is in your products that is truly unique. The leader will somehow get that doctor on a conference call with his or her group to raise their belief in the products.
Leaders always give “back” more. Let’s say that there’s a foul-up in processing distributor agreements in your downline. You get the distributors on the phone with a customer service rep that handles the situation. You know that that customer service rep really worked hard to help the situation. Yes, it’s their job…BUT, the leader will send that customer service rep a bag of M&Ms or flowers or something to say “thank you for going above the call of duty.” What do you think that customer service rep will do for your group now? Just about anything.
Leaders climb the ladder, find out who the decision makers are and get to know them – but never bug them. This is positioning yourself so that opportunity can see you. This is different than you seeing opportunity. Suddenly you find yourself speaking at the convention…hmm, I guess it was just luck. Yeah, right!Leader
Leaders introduce the corporate staff to their team and vice versa – even the order takers! Take the time to do this because it creates a sense of belonging for both the corporate staff as well as the distributors. Imagine the difference when a biochemist for a company has met 100 real people with dreams and passions about selling his/her product. Do you think that creates a stronger passion for the biochemist to create better products? Absolutely. All of this “belonging” and “passion” was created because of your leadership.
Leaders are the switchboard of info and communication. Network marketing leaders are not “in the loop.” They ARE the loop.
Leaders can always be reached by text, email and or phone. Returned communication will occur in less than 24 hours. If that’s not a possibility, the message will indicate that it might be longer.
Leaders never expose weakness and fear to their organization. Some view me as being “inhuman” or robotic on this. What I mean by this is that the leader must always maintain their certainty about both the business opportunity and the MLM training system. I’ve never met a person in my life that didn’t have fear and weaknesses. If you’ve got fears or doubts about your company, get over them or get out. Fly to the company today and get your concerns handled. Come back and be a rock for your group. I guarantee they’ll follow you. Conversely, share with them your little uncertainties and they’ll be so relieved that you’re “human” and…they’ll also find another leader to follow.
Leaders recognize that everyone is growing. They never invalidate the efforts of anyone in his or her organization. One person brings six guests to a meeting, another brings two and the third brings none. The leader notices that the third person is there and that this might have been a major growth step for them. So instead of criticizing them for not bringing a guest, a leader praises them for being there.
Leaders are always praising something about his or her people. Little babies love praise, but grown men will die for it. Men in battle will risk their lives for an inch 1 x 1-inch ribbon they pin onto their shirt above their left chest pocket. They wear this ribbon for the world to see. Forgo praise and you’ve missed out on the most powerful tool in your leadership arsenal. Praise a team member for things they have yet to do, and you’ll create a person who withdraws from the group because you made them a fake.
Leaders give credit where credit’s due. For instance, if you share this list with your group – share whose content it is. If you don’t you will also be guilty of the last sentence of item #18. Seeking praise, respect, fame, etc. for what you didn’t do, makes you feel like a fake.
Leaders are up to speed on technology. A leader uses and teaches new technologies in their organization – but only if it truly works. Don’t drive your organization down dead ends.
Leaders are ethical examples. If you “sneak” your people past the registration table, you’ve just ruined their perception of you. They can never trust you and they shouldn’t. You’ve got one shot at doing this right.
Leaders create alliances with needed national and international (if applicable) groups. This ensures their organization has support and representation. If no group exists, build it.
Leaders are more concerned about the growth of their people than the growth of their bonus check. Focus on the growth of your people, your bonus check will take care of itself.
Leaders never say what they can get others to say. For example, my company calls and says, “We’d like you to speak at the company convention.” I accept graciously, and then ask “Would it be possible for me to include a new leader named _________? He/she’s a good speaker, and I would love to share the stage with them.” A leader wants his or her people to be leaders.
Leaders never, ever speaks ill of anyone. Even if they deserve it.
Leaders acknowledge other leaders in the room. “We are honored to have in the room with us Mrs. 77. She conducts business meetings in the 44 area.”
Leaders don’t get bent out of shape about phone calls. A leader doesn’t get bent out of shape because they don’t get a return phone call from the corporate office or the upline! More than once, I’ve sent pizza to a department with special instructions to the delivery person telling them to say, “This pizza has already been paid for by Tim Sales. He asks only that after enjoying the pizza that you call him at 555-3797.” Everyone laughs and guess what? You get a phone call with the right tone in their voice for getting something done. Anyone can complain, they’re used to that. A leader finds amusement in creating more effective forms of communication.
Leaders have a crystal clear vision. They know where their networking marketing company is going and where they’re taking it. If the company doesn’t have something, they don’t complain. They figure out how to convince the company to get it.
A leader will do at least one item on this list every day. I sincerely hope this article has inspired you and given you some things to think about as you lead and build your organization.
And lastly, all good MLM Leaders recognize that real strength and ability comes from know what to do.
They’re strong on training, and work hard to ensure that all the people in their downline have the right training materials to help them succeed.
“I had a chance to review Brilliant Compensation again and found the reference where Tim is talking about ‘How Sales Volume Moves’ using three gears to illustrate (Exploratory, Wholesale Consumption, and Retail). Under retail, he says ‘Also, another way I retail products is I show someone the business and the products and that person may say to me ‘I’m not interested in the business right now but I am interested in the product(s).’
Thanks for asking this question, Duane – it gives me a chance to clarify this important issue discussed in both Professional Inviter and Brilliant Compensation. As you will see, they do actually work to support each other.
As a rule, when explaining the MLM business I do not go into detail about the product.
However, on occasion, you can be talking with an individual who needs a full understanding of the product in order to consider the business side.
You will find there are some people who are satisfied with an overview of the products sold, such as, “this company sells plant based nutrition products,” and that’s sufficient information for them to then be able to discuss in more detail the business itself.
Other people really want a full detailed understanding of the products, their value and benefit, testimonials from others, and possibly even to try them personally for a month or two before making that decision to become a rep.
Some People Need to Test the Product
This would be contrasted to someone who believes that the most important thing in selecting a MLM business is that the company is going to stay in business long-term, or the product is in front of large trends, etc.
I found when selling skin care in particular, the comment, “If I like it, then I can sell it,” came up. Therefore the prospect needed to try the products and like (love) them before they would feel right about joining the MLM business. Some of those ended up being customers but not doing the business.
So I have gotten some customers this way. In weight management, I’ve heard similar comments like, “if I get results, then I can sell it.”
In these cases, during the explanation of how to achieve their needs/wants/don’t-wants, if one of these types of comments are made, go ahead and explain the product – but do so without using big words or slang words the prospect doesn’t understand.
And, whenever possible, I prefer to keep the specifics of the product out of the explanation and only explain the general product category.
Understanding the needs of the person you are talking to will help you to find that right level of product information to share.
Qualify – find out what they need/want or don’t want.
Invite them to look at something that will help them achieve step 2.
Handle any questions or objections
Close to action
Follow up/follow through. In the follow through step if they say something like, “I have to believe in the product…” Reply, “I respect that! So let’s get you some products to try.”
If they don’t say something like that, you should suggest it. That’s what leads you to getting them the product.
In Professional Inviter, when I say, “Present either the MLM business or the product, but not both,” what I mean there is, when trying to get a customer don’t explain the product and then say, “You can make money doing this.”
I’ve seen this kill the product sale because you’ve now introduced a LARGE thing for them to decide – THAT THEY NEVER ASKED FOR!
When you were first doing the Inviting Formula (six steps above) and they stated they wanted to “have better skin,” or “lose fat,” or rid themselves of free radicals – that has nothing to do with making money – then you shouldn’t bring it up.
But, if while doing the Inviting Formula they say, “I want to make more money,” and during the discussion they say, “I have to believe in the product,” then you help them get the product.
As I mentioned above, the Professional Inviter Course takes you through thorough training on how to really do this inviting to business or product correctly — expertly even. So if you are not already using what I teach in Professional Inviter, please study that training and start! You’ll be happy that you did.
Here’s some essential MLM Training for you. I call it essential because over the years, I have heard too many people tell me about an mlm prospect they lost for this very reason, so let me show you how to handle it.
Sometimes your mlm prospect will ask you, “Is this sales?” in an apprehensive tone of voice for one of three main reasons:
The mlm prospect is resistant to being rejected or they’ve felt pressured by a salesperson at some point and feel that’s what salespeople do – and he or she doesn’t want to do that to others. This could be because they feel YOU’RE pressuring them!
Your prospect is not feeling confident in their ability to communicate. In my opinion – this is the main reason the question/objection comes up in the first place.
The third reason is based on an image of a door-to-door salesperson and the prospect not wanting to be viewed in that way. This is obviously an outdated view as there are not a lot of people who go door to door today other than delivery people or possibly the girl scouts.
Ask Additional Questions
To effectively handle this objection you first need to ask additional questions to find out what the mlm prospect views when they think of sales or sales people.
If their response indicates to you that they have a negative picture of the MLM Business Model or of selling (in general), you need to explain that ALL professions – doctors, politicians, colleges, churches, etc., must promote to make it known how they make someone’s life better. Any organization that doesn’t promote perishes.
Discuss Communication with Your MLM Prospect
An additional way I’ve handled this objection is to discuss communication and all the different ways they communicate currently and draw the connection that they are already selling – by communicating.
Many people have an incomplete definition of selling. Most view selling as “moving a product or service to a consumer.” The reason this is incomplete is because it omits that communicating a concept, idea or desire is also selling.
A person is selling when they are courting a boyfriend or girlfriend. A person is selling when they submit a resume for a job. A person is selling when they’re asking their child to do their homework. Almost all communications are “selling.” So this is really getting them to look at and see what selling is, and what it isn’t.
Once they understand that selling is truly nothing more than good communicating, the idea of an MLM business is much more approachable.
For the Most Part, Professions Are Not Unprofessional – But People Can Be
Also, you need to get your MLM prospect to see that a profession/business isn’t “professional” or “unprofessional” – people are either professional or unprofessional.
If someone has been in sales before and had a bad experience with it, normally it’s because they got tired of “being in the convincing business.” This is because of poor sales training.
Professional Inviter will give you the most fundamental MLM training you need: the right way to communicate with prospects which won’t feel like “sales”.
The best thing about an MLM Business is that so often when working with a new MLM prospect you are building a true relationship. Helping your MLM prospect to see that also does a lot to “blow” the “Is this Sales?” objection out of the water.
Just don’t forget relationships are built by your actions as well as your words. So do the right thing by your MLM prospect and soon you’ll find he’s in your downline.
All the best,
P.S. – If you’re not using Professional Inviter, please start using it. This MLM Training will make a world of difference for you.
I’ve made millions in network marketing, I’ve made millions through investments, and I’ve also lost a lot of money too. Profit from my mistakes and learn how to best invest the money you make in your MLM business.
How to Manage Your MLM Profits
Can you make more money by diversifying into investments such as stocks, bonds, real estate, etc., and have your money working for you in other areas besides your MLM business? Or would you make more money by really focusing and investing your money back into your MLM business?
Three questions to consider in deciding how to manage your MLM profits:
What else would you do with your time?
What else would you do with your money?
What else would you do with your attention (def: The ability or power to concentrate mentally)?
Every investment (stocks, bonds, real estate, or even your sister’s MLM business) requires that you learn about it. And just the learning costs time and attention. Using up your attention is what rarely gets factored into the “diversify your money” advice.
My Network Marketing Income Has Remained Stable When Investments Have Not
The greatest amount of money you will ever lose is that amount you will never make because you misused your time, money and attention. Read that a couple of times.
I was listening to a radio talk show about 10 years ago and the advice given was to, “Select the top 3 stock market sectors based on trends. Put one-third of your investment capital in each. Wait 10 years and you should be wealthy from your passive investments.” I was making about$50,000 a month above my expenses, so I thought, “Why not?”
I chose the following sectors: Health Care, Technology, and Telecommunications. After losing a lot of my money, I changed to three different sectors. I looked at my portfolio today and I have lost another $11,848.78.
Don’t get me wrong; there have been times I’ve made over $50,000 in the stock market – in a day. Fun! And there have been times I’ve lost $150,000 in a day. Not fun. In addition to that, I’ve spent an enormous amount of time on my “passive” investments.
Many hours (per week) have gone into “pondering” what the stock market is going to do next. Reading newsletters, magazines, newspapers, watching the stock market news and commentaries on TV. And still my return has been negative.
The only thing that has remained very stable and predictable is my network marketing income. Had I taken the same amount of money, roughly $500,000 and invested it into promoting my MLM business would I have had a greater return? Yes. There’s no doubt that my MLM Profits have always been good, and are worth reinvesting into my MLM Business.
So what about the Rich Dad, Poor Dad philosophy of “Buy assets that produce more income?” Or the more common, “Create multiple streams of income?”
As you may know, I created a prospecting tool based on that philosophy in Brilliant Compensation. In this tool I explain to prospects how wealth is created by investing in assets. So, I’m very close to this subject. However, if you listen closely to the way I said it in the online prospecting tool, you’ll see there are various types of assets and they each have different returns.
So what are assets? Well the most obvious ones are: stocks bonds, real estate.” Then I say, “education and businesses.” And to that I’m referring to educating yourself about business. Whether that be your MLM business or your pinball machine business.
Making Decisions Based on Now vs. Decisions Based on the Future
Of course you need to pay your bills now. They’re screaming at you! But keep in mind what I talk about in Brilliant Compensation, “It’s not faster (in the long run) to tie your young son’s shoes than teaching him how to do it himself. If you tie his shoes for him, you silence the screaming urgency, but you’re still stuck with the job UNTIL you teach him to tie his own shoes.”
When you make financial decisions, make sure you’re looking at the long-term. Network Marketing income also has the built in beauty of actually being Residual income. That’s what makes an MLM business sweet.
Making Decisions Based on “Could” vs. “Will”
Do you make decisions based on what you could do versus what you will do with your time, money or attention?
This is best described with an example. A guy determines that it’s a poor use of his time and attention to mow his own yard, so he hires the boy down the street to cut his grass.
Now, what does he do with that extra time, and the extra attention? He watches TV. Bad choice. When he was making the decision to hire the lawn boy he thought, “It’s a waste of my time to mow the grass, when I could be doing more important things like building my MLM business.”
Make sure when you free up any of the three resources (time, money, attention) that you use them wisely.
The Bottom Line: Your Highest Return Lies in Your Business
My personal opinion is invest your time, money and attention into KNOWING your MLM business and getting really good and profitable at it. Continually reinvest your MLM profits back into your MLM business by promoting it more – that’s where the high return is. These steps will produce more Network Marketing Income.
When you have a surplus of income, buy a secure investment like Treasury Bills until you’re ready to learn another business FULLY. By business, I’m including all investment activities as well. Then focus your time, money and attention (from the surplus only) on knowing THAT business.
From my experience, diversifying my “money” has done nothing more than dissipated my focus, which resulted in a lot of lost money, time and attention.
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