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Eight Keys to a Bright Future in MLM

Posted in Network Marketing Basics, Training Your Downline by Ron Kule. | Leave a Comment

Part One of an Eight-part Series

Did You Know…

  • Over 70,000,000 people are aware of MLM today.
  • 70 percent of people in the USA have purchased MLM products.
  • 91 percent of people in the industry have at least earned or exceeded their expectations of MLM.
  • $109 BILLION dollars of revenue are generated annually by MLM companies.

money pathwayIf you want a bright future in this industry, take the advice of those who have been successful in it. It doesn’t get better than Tim Sales on that point! He is a renowned MLM ambassador with a track record spanning 25 years, who has earned tens of millions of dollars in MLM, helped more than 500,000 people, given over 15,000 talks at industry events, and consulted 100′s of MLM companies. Tim has often cited three immutable facts of the network marketing business:

  1. “Network Marketing is the most logical business in the world.”
  2. “Companies don’t grow; people make companies grow.”
  3. “I haven’t seen anyone, in over 50 years of the MLM industry, who has succeeded without good, solid training behind them.”

Ah yes, training! “Well, what happens if Iu don’t get trained? Can’t I just wing it and learn as I go?” There must be truth in Tim’s words. Let’s look at it another way.

Don’t Go In Blindfolded

Imagine you’re wearing eight blindfolds. Some strangers put you in a vehicle you’ve never been in before. They start the engine, put it in gear, and tell you, “Drive!”

How do you feel? Out of control? Lost? Scared? Maybe hysterical? Should you go forward? Should you stop? Should you turn around and go back?

Who would you turn to next?

Now, let’s assume you made it to some unknown destination. Suddenly, someone in front of you, whom you don’t know, asks you, “Did you bring it?”

You’re at the front door of your future and you don’t know what he’s talking about. Do you stammer, feel lost, feel like fleeing? Are you frightened?

Still blindfolded, at a loss for words, someone else hands you an object and says, “Here it is. Give them this.” It feels like a key, but you wonder what to do with it? How to use it, and for what?

You’re told, “Just tell them to follow you… you know the way.” But you don’t.

You know nothing more… what would you do? Would you do this to someone else? Could you teach someone else to do what you are being put through? Would you ever want to?

Of course not!

blindfolded

Trying to build an MLM business blindfolded without any knowledge of what it is, how it works, what to do or say next is a disaster waiting to happen.

“OK, that makes sense but where do I start? What do I train on? What are the areas upon which I should focus?”

Eight Keys To Master

Fortunately, your MLM keys of knowledge ring only requires eight keys — eight areas of mastery — to unlock the gates that would prevent your predictable success.

Key of Knowledge Number One - Know Your Company

Your mother was right! There will never be a substitute for doing your homework. You have to do the due diligent work to select the right company for you, so the first thing you need to know about is your company.

Know who you are going to represent and their backgrounds. Know what the executive leaders stand for. What is their background? What products have they produced in the past? What are their statistics? What were their stated objectives then — did they achieve these?

Do their stated objectives today align with yours? What do they intend to build? Is it international? What is their product line? What are the facts about these products? How will they compensate you to start, and as you grow your business? What is their compensation plan? Is it easy to understand or easily explain and sell their products? What are the provable facts?

You don’t want to base your decision of who to work for on chance. Performance is what you will be rewarded for in MLM, so it only makes sense that you base your initial decisions about the company you will represent on their performance to date and their actual products, including their financials, right?

Know your company is your first key of knowledge.

who do you represent?

*****

NOTE WELL:

This is the first in a series of eight “keys of knowledge” blogs. Each will divulge a different key of knowledge to master and send you off on a faster, more predictable pathway to expanded success.

 

Why John Wooden Might Have Been Better Than Me in MLM

Posted in Network Marketing Basics, Success by Tim Sales. | Leave a Comment

John Wooden is the acknowledged, winningest coach of all sports in history. He amassed a won-loss record of 664-162 from 1946-1975 (.803), including an unprecedented and uneclipsed 88 consecutive wins. He coached the UCLA Bruins basketball team to 10 NCAA national championships in a 12-year period—seven in a row.

Wooden also lectured and authored a book, The Pyramid of Success. At the top of the Pyramid of Success he listed “Competitive Greatness,” defined as:

“Perform at your best when your best is required. Your best is required each day.”

about the john wooden course

Wooden in his later years traveled the country, giving motivational speeches. He was 99 when he passed in 2010. Among his audiences, network marketers took note of his successful actions, four of which are listed here:

  1. Failing to prepare is preparing to fail. (Borrowed from Benjamin Franklin.)
  2. Flexibility is the key to stability.
  3. Be quick, but don’t hurry.
  4. Seek opportunities to show you care. The smallest gestures often make the biggest difference.

Win With MLM Like Wooden

Relating Wooden’s four keys to MLM activities, we translate his success this way:

  1. Self-training is the key to success and the surest way to avoid failure.
  2. A cookie-cutter approach does not work in MLM — this is a people business. Everybody is different, and caring enough to help the individual right in front of you is what creates a stable organization.
  3. The key to success in MLM is consistent DAILY action not only planned for, but worked.
  4. Work for your team in unexpected ways, and your team will bring you unexpected success.

Whether building a basketball dynasty, a family, a business or an MLM team for long-haul residual benefits, certain fundamental principles apply. John Wooden knew this. We can all take to heart the lessons that John Wooden left us to ponder and use.

Avoid the Confusion That Is “In the Weeds”

Posted in Network Marketing Basics, Organization & Productivity by Tim Sales. | Leave a Comment

Are you “in the weeds” with your Network Marketing (MLM) business? The phrase comes from the restaurant/food service industry and it means you’re overwhelmed with traffic that you can’t handle and you’ve fallen behind.

Why People Fail in MLMComing from the structured world of corporate business to MLM, you will find that being an entrepreneur offers more freedom. Too much freedom without set guidelines leads straight to failure.

A river with no boundaries is a flood. Messy floods no longer wield the surging power of a river running to the sea. Floods are failures: the water never makes it to the sea (the goal).

Unless you focus on a strong goal, and put into place finite boundaries to channel your efforts to attain that goal, your organization will lose momentum and become a weakened, uncontrolled mess – with you “in the weeds!”

Your first action should be sit down and envision an Ideal Scene that includes your organization’s structure and its function or purpose.

Stellar MLM leaders envision and write down their Ideal Scene right down to the nitty-gritty details. Begin your run as an MLM entrepreneur by imagining and noting down every detail and a plan for how you will get there. You’ll never get lost in the weeds that way.http://tonyflemingenterprises.com/mr-tony-fleming/

The difference between a losing confusion in the weeds and a shining success story humming along, expanding, being rewarded and recognized for its production, is the investment of putting into place imaginative planning, beginning with your Ideal Scene.

Figuring out your Ideal Scene not only helps you to decide what structure your organization needs, but also identifies the major purposes for its different activities. Written down, these can be communicated to everyone in your downline. Others can duplicate and replicate your successful thoughts and actions and stay out of the weeds.

“We believe the key ingredients in becoming successful in life and business is personal development, being consistent, sacrifice and remaining focused,” Mr. Tony Fleming, Double Diamond Executive Top Producer 

Getting started, focus on your Ideal Scene.


Broke, We Wondered, “Can We Make It in MLM?”

Posted in Network Marketing Basics, Sales & Selling by Ron Kule. | Leave a Comment

In 2009, I lost my sales job. I got down-sized with an email. It was a shock. I never expected to lose my sales position at a company where I had been #1 in sales for 18 years in a row.

Sound familiar to you?

Author, Ronald Joseph KuleWhat happened to me forced me to re-examine my life and how I wanted to work and live. My circumstances led me straight to the magic that is MLM: I could start out broke and, using only my abilities to communicate and to sell, I could build a business.

MLM Experience Is Personal

A husband/wife couple spoke to me about their opportunity and invited me to sit with them in a coffee shop and learn more about their products and business opportunity. I told them I would check with my wife to see if she had interest in MLM, since I had no personal interest in working in MLM. I did, however, tell them that if their product could take away a chronic pain I had, I would at least be a product consumer.

The couple didn’t get upset with my stated conditions. They simply invited both of us to meet with them; said they’d let me sample their product, too. Because of their low-key, open approach, we agreed to meet them two nights later.

“I quickly realized you can’t motivate people who are unwilling to do what it takes to succeed. They need to want it for themselves more than you want it for them.”Sarah Robbins, Network Marketing Leader

 

Because my pain went away overnight, both my wife and I joined the business the next day. It wasn’t the first time I was willing to try something new when I was practically penniless. “Do or die” motivates me. Only the person who believes he knows it all can’t learn new tricks.

My Back Story

In 1969, I started out in sales, scared, broke and desperate to learn how to earn income fast. I had just landed in California for the first time, with only $1.69 in my pocket. If I didn’t do something quick, I would be hungry and homeless.

It wasn’t a bad way to start what would become a 39-year, successful career in sales and sales management. Hungry and eager to learn is a good motivator. 

Back To the Future

My wife and I started our new venture by attending a training meeting at our sponsors’ home. Their Blue Diamond upline sponsor conducted the training. He explained the business and compensation plan in easy-to-understand terms.

Honestly, we figured we had nothing to lose at that point — we had already lost almost everything else. After watching others sign up that day, and with just a bit more than we knew the day before under our belts, we jumped right in and arranged our first meeting at our house.

About a dozen people attended, and some even signed up. After several such meetings, we became Bronze-level achievers only a few weeks later… by doing the same few simple actions over and over again.

We matched what our sponsoring couple did, who soon made it to Emerald status, which was what their Blue Diamond sponsor had taught them. Here are what worked for us:

  • We talked to everyone we met. We didn’t push; instead, we listened to their needs and wants.
  • We invited people to our meetings.
  • We attended local networking events.
  • At our home meetings, we kept our explanations simple.
  • We told people about our personal experiences and let them sample products.
  • We explained that we would train them and help them do what we do.
  • We kept our training promises and helped them to repeat what we did.
  • We repeated these few actions, attending regional meetings to learn more.

When we started, we had no money. We could only afford to knock on doors, send out a few mailed letters and make use of emails, phone calls and our own social-media blogs and newsletters to find more prospects. We did what we could afford.

We kept on communicating. We never stopped moving toward our personal goals, which for me was to begin a full-time writing career. MLM helped me make my dream come true.

The business of people

More than any other format, multi-level marketing is a people-to-people business. MLM is run by people, for people and is of the people. If you teach what we did, you can win at MLM. Our actions made a Blue Diamond, an Emerald, a Bronze, besides others who joined us. You can’t write it any better than that!

3 Proven Rules for Successful MLM Business Building

Posted in Building a Downline, Prospecting by Tim Sales. | Leave a Comment

I recently came upon an interview with two network marketers, Ernest and Sherita Ross, who earned $1,000,000 in network marketing in 24 months… from scratch! After the full interview, the reporter concluded,

“They’re the epitome of just keeping it simple, challenging people in inspirational ways, and having a whole lot of fun.”

I was particularly struck that Ernest and Sherita cared about the people they helped. They listened more than they spoke and this clearly resulted in one of the greatest examples of successful prospecting and business building I have seen in quite a long time, maybe ever. They pointed out to me 3 fantastic rules for building an MLM business.

Rule #1 – Don’t Talk Too Much The first rule is, “Do not talk too much!” Too much emotion and too many words thrown out to too many prospects without letting them have a chance to fully digest your opportunity… and you’re toast by dinner time. Kiss your sweet MLM business dreams good-bye. Why? Your prospects couldn’t get a word in edgewise over your excited enthusiasm! source: shutterstock Fact is, recruiting these days you may not even need to say much, or to ever make this fatal mistake of overtalking. Digital messaging phone calls, sizzle calls, emails and  auto-responders do a lot of the heavy lifting for you these days. The days of making a prospect sit down, your getting his or her attention and generating some interest in what you have to offer — squeeze more than 24 hours out of a day — are long gone. Today, you can let our digital fingers walk the walk and talk the talk.

Rule #2 – Show It, Don’t Tell It In the movies the maxim is: “Show it, don’t tell it.” Television is different; it has its small screen and commercials to consider. A lot of TV dialogue centers around telling the viewer what’s going on with the characters. The silver screen has neither commercial interruptions or a time limit. Time is limited only by the budget constraints of Executive Producers. Hence, the mantra, which makes the movie business a lot like MLM prospecting. Oddly enough, “show it, don’t tell it” works best for approaching prospects, too.  

before-and-after

before and after

If you can show (demonstrate) your products or your opportunity — present before and after photos, for instance — and use some of the many digital resources available today, you stand a better chance of succeeding in MLM more easily today than ever before. The less you say and the more you show, the more your prospects will be impressed. They will also tell others about your offer. Save your overwhelming enthusiasm for downline team members already on board with you.

“You are excited about your company’s products and opportunity, and you want everyone to see what you see. Yet, whether you are new to network marketing or are an MLM veteran, how to approach prospects remains one of the biggest learning curves.”Kathleen Deggelman, industry leader and entrepreneur

Two out of three of the cardinal rules of how to approach prospects with MLM ain’t bad but there is another rule.

Rule #3 - Talk Simply & in a Way That is Easy to Understand You still have to go out and find prospects. You need a quantity of leads and also narrowed-down, focused leads. Still, the beauty of MLM is that, if you show initiative and desire to win, there are people above you who will help you. You don’t have to go it alone. In talking with your prospects, you need to speak at a language level they can easily understand. If you talk over their heads, use words that are too technical or offensive, you will never succeed in MLM. Not because you offended your prospects, but because you set the example that they will have to learn too much, study too much and do too much… for them to succeed. Instead, make yourself real to your prospects. Help them envision doing the same as you do with others. That way they can see their pathway to their success. Present your opportunity in the easiest manner so your prospects can see that your road can be duplicated easily.  Here are, in a nut shell, the three successful actions to use when prospecting and building your business:

  1. Listen more than you speak.
  2. Show it, don’t tell it.
  3. Use simple language and take actions that your prospects can easily understand. Lead by your example.

 

MLM: Hard Work or Rewarding Lifestyle?

Posted in Network Marketing Basics, Success by Tim Sales. | Leave a Comment

The top producers in network marketing all agree: MLM is hard work AND a rewarding lifestyle

After struggling for years in this profession we have witnessed what is possible and we know that no matter where you are, you CAN achieve success in this profession! You just need to keep showing up even on days you don’t want to work. – Ray Higdon, Network Marketing Coach

While Webster’s Dictionary defines hard working as “diligent, industrious;” and diligent as “persevering and careful in work.” Industrious is “skillful or clever.” The returns of hard work – rewards — are defined as “something given in return for good service or merit… compensation, profit.”

QUESTION: What’s wrong with that?

ANSWER: Nothing at all!

MLM is for Rewards

There are only two reasons to participate in MLM, Reason number one is to help yourself. Reason number two is to help others. - Robert Kiyosaki, author of Rich Dad, Poor Dad

How simple is that?! Sign me up, where do I start?

Hard work in MLM is not hard to do. It takes only four steps:

  • produce value for others and enjoy the rewards.
  • show up and don’t give up until you win — it’s not easy but it’s worth it.
  • on days you don’t want to work, keep showing up.
  • act with care for others and PLAY BIG — reach for the stars!

on vacation

Creating value for others… isn’t that a beautiful thing? Who wouldn’t want to work hard for that?! And who wouldn’t want to play for BIG REWARDS?

Work Smart

MLM is also smart work. You can build a large or small team that shares your opportunity opportunity and cooperates with you on a level-playing field. MLM rewards have the potential for the stuff which dreams are made of, not only for you but for those you help to get there!

hammock_in_cave

While introducing people to MLM may present some big challenges for you in the beginning, the work offers the greatest potential for the best rewards you could ever dream of. You only have to bring value to others by helping them to help others.

MLM is BOTH hard work AND a rewarding lifestyle!

 

The Three Traps of MLM That Will Annihilate You

Posted in Network Marketing Basics, Success by Tim Sales.

Failure Is Not An Option! There may be other things to not do to avoid failure, but three things to avoid in network marketing are so important that if you don’t know about them they will absolutely annihilate your progress.

Even make you quit the game. 

Still, beginners almost always start by falling into these three traps:

Trap #1

1. Concentrate more on yourself and what you’re doing or feeling, than the needs and wants of others around you.

Network marketing centers on people. How you relate with others is most important to your success. People respond when they sense you have their well-being in mind, not yours. You may know it all, have it all and feel like you can be anything at all, but people will not care just because you can do it all. People like to be cared for.

“People don’t care how much you know until they know how much you care.”John C. Maxwell

If you’re so into yourself and your shortcomings because you don’t have all the answers, you cannot possibly be thinking about your public prospects or your team. You need to know more about them than you know yourself. Success is not about how you look or sound to others, but about making a difference for others in their eyes. In network marketing, helping others IS the game that can reward you tenfold, if you do things right.

Starting out, you have to study product data and compensation plans to stabilize your emotions and the structure of your fledgling organization with solid footings. You have to prepare and practice scripts for communicating in-person, by telephone and with email. You have to learn how to effectively sell. But, as you get better by learning these things, remember not to be so focused that you lose your purpose and the meaning of your messages: opportunity, growth, income and teamwork.

Whatever you say, speak with confidence. Be comfortable with your message because it makes your prospects comfortable, not because of how it makes you feel good.

Even if you feel stupid or unsure of yourself, never let your public discover that you have a bad case of  the jitters or self-interest. Believe me, if you care more about the other guy, he will care more about you and your message. He might even feel like he can do better than you and join your team because of that. If he does, and he ends up building a strong network below you, it will be to his and your advantage. 

Your message and what you can do for your prospect must reach him where he lives. The best way to do that is to care more about him than yourself. In network marketing, be the messenger that sets a good example by persisting through the brambles and arriving,  not the weak, introverted message that never reaches its destination.

How to Avoid Trap #1

To get your attention outward onto others around you, do this:

Practice, practice, practice. Grab a friend and repeat over and over to him what you’re going to say to describe your opportunity and products BEFORE you get in front of a live person. Work on concentrating your attention on your audience. Get busy with it so much that any misgivings, stammering, hesitations, or fears are just hammered out of your existence. You will free up all the attention that you previously had on your presentation to use and put on your prospect. Watch your confidence soar the more you do this.

Fear is nothing more than a reaction to unknowns. The more you know and practice what you know, the less fear has a hold on you and the more confidence and comfort you will convey to your prospect. Instead of worrying whether you can or cannot do something new, you’ll just do it.Just-Do-It-Now

The day you sponsor someone into your business, or sell your first product, you’ll realize you CAN do it. After that, just rinse, wash and repeat.

Network marketing, beyond people, is something you DO not something you ARE. Distributors who don’t practice, trap themselves by their fears and their unknowns. They either quit or never enjoy much success. You know them. They are the ones who say, “This business isn’t for me” or claim that network marketing doesn’t work at all.

Trap #2

2.  Sponsor people into your business for the sake of sponsoring people into the business.

Sponsoring too many people traps you into an identity or positioning of being someone who can sponsor a lot of people; who is looking and waiting for someone below him to be effective.  This type of beginner is easy to spot. You’ll hear phrases uttered like, “None of my people are doing anything,” and “Nothing motivates my downline. They must be duds.”

Adding too many people too fast without helping them, makes for an outcome of many people leaving your network including individuals who might have become real winners given the correct training and apprenticeship care that you could have shared with them.

I want you to think back to the #1 error above. If you had trouble coming out of your shell, isn’t it possible that others may have the same trouble, too? And if you made it past that error, wouldn’t they also make it through that zone more easily and faster with your help?

When you fail to help your team, you hurt not only your downline but also the industry. Failure to help creates drop-offs and generates a higher failure rate in the industry… all of which can be avoided. Not to mention that failure to help others and to set a good example for them adversely affects your income expectations and results.

Nothing kills an MLM network faster than the word-of-mouth generated by non-producing sponsors.

How to Overcome Trap #2

In five words, train the people you sponsor. If you are unwilling to make someone a leader, do not sponsor them! Training takes great patience. Coaching another through the early steps and renditions of scripts can be painful, no matter how rewarding later. Yet, letting someone make their mistakes in front of you, no matter how unpalatable, is a must! You cannot do the work for them. You must let them practice. And when you think they will never get it, you train them some more.

With your patient handling of their training all the way through to their ability to train their distributors, your organization will move past the third level. It takes a lot of patient pressure to make a diamond, but imagine three levels of diamonds operating well under you. My friend, that IS network marketing!

Trap #3

The “Velvet Rut”

No resting on your laurelsThe final trap is called the VELVET RUT. This is the lull you experience when you’re earning $3,000 to $7,000 a month. Life is good, enticing even. And then comes the dreaded thought of having to return to recruiting. Your comfort level is smooth at this pace, but your organization has so much more room to grow to reach the stellar numbers you always dreamed would come. The hard work phase is not over, but some of the work is shouldered by your down line.

So what do you do?

How To Avoid Trap #3

Here’s what I would do:

  • Bypass that awful feeling and take action. I would do only those things that built up my network to this level because doing that can only reinforce the strength of my operation.
  • I would go back to work, sponsor three or four more people, and build them into leaders. In other words, I would DO network marketing.
  • I would avoid the three pitfalls described in this blog: be self-centered, sponsor without training and wallow in the Velvet Rut.


Make your dreams come true
If you’re like me, I’d rather care about others, help them get trained until they can train others, and keep climbing the mountain until I am at the summit, enjoying the view and all that comes with it.

Believe me, I’ve been there, and the view never gets stale from the top!

Go out and get your dream. Make your dreams come true faster by helping others to find theirs by avoiding the three traps. 

Is Time Running You Out of Time?

Posted in Network Marketing Basics, Success by Tim Sales. | Leave a Comment

“Time Is Money.” – Benjamin Franklin

forefather Benjamin FranklinFranklin was right. He lived in a time of shorter life-expectancy and British and French enemies surrounding him — not much time for leisure. Still, he and the rest of our nation’s forefathers, by diligent planning of the time they did have, accomplished more in their lifetimes than many will today.

If you would put time under your own control by becoming your own boss in MLM, better planning and more effective work habits than punching a clock for a living will be needed. The first trick is to get started and just do it.

Men of long ago spoke of planning time well to attain goals.

It is better to have lived one day as a tiger than a thousand years as a sheep. – Tibetan saying

Live each day as if it be your last. – Marcus Aurelius, 140 AD

By necessity, most people new to MLM work into the business on a part-time basis, making the hours are available to work their new business even more critically important. Bills have to be paid and the children’s educations provided for. 

S.M.A.R.T. Time Plan for Success

‘Plan your work and work your plan.” 

– Oshkosh (WI) Record, SUCCESSFUL LABORS, 3 December 1887.

Keeping in mind the importance of planning your use of your time, follow these S.M.A.R.T. (Self-Motivated And Replicatable Timing) steps in this order:

  1. Have something to work for: Set your goals down in writing. No one can set your goals for you in MLM. You do the work that is needed.

  2. Working backward from your goals, figure and plan your steps to attain them. If your planning makes sense to you, work your plan. Revise as you go.

  3. Assume the role dictated by your plans. If you’ve decided to speak to groups, for instance, learn all you can about your products, your opportunity and about public speaking. Practice your speeches until you can communicate your message clearly to others.

  4. Follow in the footsteps of winners before you. Find out what they did right, what worked. Hint: in their own ways they did steps 1, 2 and 3.

  5. Teach these S.M.A.R.T. steps 1-4 to your downline.


Keep Your Time Plan Simple

“It’s not enough to be busy, so are the ants. The question is, what are we busy about?”henry_david_thoreau

 – Henry David Thoreau, American author, poet, philosopher and historian

 

 

 

Why Not Be the Best YOU Can Be?

Posted in Success by Tim Sales. | Leave a Comment

Never Compare Yourself To Others

Never compare yourself or your business to others. Why not strive, instead, to do your best and to be the best YOU can be?

Stand tall and let others fall into that trap, if they’re going to. Better yet, stand tall and help others do the same for themselves. It’s amazing how that will help you grow!

 “If you want 1 year of prosperity, grow grain. If you want 10 years of prosperity, grow trees. If you want 100 years of prosperity, grow people.” – Chinese Proverb

Be yourself, set your own goals, follow your own purpose from day to day and help others to do the same along with you.

Life Lessons of Sports

Sports help many to succeed later in business and life. A pitcher learns in Little League that he can throw baseballs with accuracy from the mound. If he is a Lefty, he discovers he has an edge over certain batters. His confidence grows strong.

A football coach makes a quarterback use his accurate throwing arm but never lets him play defense!  He finds that certain talented participants have skills that he just cannot match. The reverse is true for the other players, too. They learn to depend on each other to win. Teamwork becomes important to him.

Team-related combinations of different talents and skills, when properly allocated and utilized, not only make powerful teams, but also competent individuals. Working and winning together behind a common purpose out-shines working against each other and losing, any day of the week!

Participating on different sports teams and, later, business models, teaches more than what particular expertise you are capable of and can improve. The value of team spirit and participation within groups — which, after all, are made up of individuals — becomes a valuable lesson on and off the playing fields of sport and business. Strong teamwork is character-building.

“Talent wins games, but teamwork and intelligence wins championships.” – Michael Jordan

Never compare yourself to another

To compare yourself to another player is futile, if only for one reason: you will never be the other guy, and he will never be you. That lesson, discovered, is a major life-lesson. Life-lessons are those that apply off the playing fields as much as on. Most of our waking hours are spent outside the lines.

Wanting to be the “only one” is old-style, pyramid thinking. It is not today’s modern model for success, which explains the explosion of multi-level (network) marketing opportunities. 

Corporate pyramidThe old model is, in fact, a limiting pyramid. One begins at the bottom rung of the ladder among all other entry-level employees. He strives to make a name for himself, to outshine his peers and move up the ladder rung by rung. At each higher level, the competition thins out. At the top, there is (the) only one. That… is a pyramid scheme.

Available monetary rewards benefit fewer people as the ladder is climbed. The guy at the top gets paid far more than lower-rung employees. Sometimes that guy even gets pirated away by another company! He begins anew… but from the top! 

Where is the “equal opportunity” in that outdated business model?

The nasty secret is that those at the top have to squash their competition from below. They have to call MLM a “pyramid scheme” in an attempt to take the spotlight off their own, crony-based perks. Their fear is that entrepreneurs will level business opportunity through multi-level marketing, siphoning off their prestige. Not all, though: both Donald Trump and Robert Kiyosaki have recommended MLM.

MLM status tiers represent real accomplishments. Yet, the structure of most MLM compensation plans does not deny anyone else similar opportunities of achievement or income. In MLM, there can be multiple winners at the top, not just one.

So, what does this have to do with being the best YOU can be? In a word, everything.

“Seek opportunities to show you care. The smallest gestures often make the biggest difference.” – John Wooden

The pyramid of old-style business forces you to compare your worthiness against your peers. Those at the top have targets on their backs, and you would have one on yours, too. In the old model, climbing the ladder of success means climbing over the other guy, who may be your friend. What a moral dilemma!

Remember, the pyramid ladder of the old way narrows the higher you climb. If you don’t compare yourself to the other guy, and compete, you lose. And when you accumulate enough losses, you lose everything — booted out, because there’s no room for losers at the top… and no incentive to help you up.

In other words, the old system forces people to do what does not come naturally and violates the lessons taught in sport: that teamwork makes winners, and specialists, like baseball’s “closers” and football’s “position players” never have to square off and beat on other teammates. They simply have to do their best when asked.

If the sanest approach to business success is hiring someone; helping another to learn what to do by training him, taking him under your wing and apprenticing him, and then using him to help build his team, which also builds your team… then multi-level marketing is the sanest business model for individual and team success.

Never compare yourself to others. Instead, be the best YOU can be!

Doing that, you may find that you end up at the top of your downline while others, including others you brought up, hold similar positions. And you’re ALL compensated well, too.

Taking a well-deserved cruise-line vacation with a group of like-minded MLM associates has infinitely more attraction for me than a rat-race crowd of dog-eat-dog executives dressed in Wall Street and boardroom attire. How about you?

What your prospects really need to hear:

carnival-cruise-cozumel

The lessons that prospects need to hear to compare where they are in the corporate world to where they could be with MLM are these:

  • Teamwork works for sports teams, why not for business,too?
  • Striving to be the best YOU can be, makes YOU better.
  • Helping others get better, improves you, too.
  • Comparing yourself against others is a trap.
  • The old corporate pyramid is a trap.
  • Multi-level marketing’s level playing field is the model of today and the future.
  • More people can win with MLM because, with MLM, more people can be the best they can be without limiting their opportunities or paydays.

“When you are content to be simply yourself and don’t compare or compete, everybody will respect you.” Lao Tzu

Open the eyes of your corporate prospects with these talking points, and then hire, train, apprentice and utilize them for all-around success!

How To Locate and Handle Prospect Objections

Posted in Handling Objections, Prospecting by Tim Sales.

Locating Prospect Objections

Upon first contact, your prospect may disagree with or object to your opportunity. He or she may express, or not express, this objection to you openly. There is a simple way to handle and clear this away, and open the door to a prospect reaching for your opportunity. If you align with what they need and want, or are trying to avoid, you win.

YOU: “Have you ever considered marketing your own business?

PROSPECT: “Is this about MLM?”

This reveals disagreement, because he did not follow your request; he did not answer your question. The actual objection, however, might not be immediately apparent.

disagreement and objectionWhen your prospect doesn’t want to do what you have asked him to do, something else is going on that must be clarified, understood, resolved, and removed.

A prospect willfully expressing his question or objection is a good thing, because his objection is in the open and can be addressed directly. If your prospect withholds his question or objection, you will need to locate it first and only then clarify, understand, resolve, and remove it.

YOU: “Have you ever considered marketing your own business?

PROSPECT: “I have but I’m not sure I’m ready to do that.”

Here your prospect’s uncertainty is obvious but so is his interest: your prospect did answer your question. The degree of expressed interest may, however, be reduced solely because of an unexpressed objection (disagreement) present. Still, you can strengthen his interest by locating and handling his objections correctly.

How to Handle Objections

Questions and objections, expressed or unexpressed, STOP your prospect from participating and obtaining any of his/her stated goals shared with you during qualifying — more money, wanting to work from home, more family time, etc..

A formula exists for handling disagreements and objections, which can help you to remove the stops. If you were only to reply to the words of your prospect’s question, “Is this about MLM?”, you could miss his actual meaning, possibly upsetting him or her and giving extra strength to the real, underlying objection.

The first three steps of the following formula alone often resolve the entire disagreement.

The Formula

STEP ONE:

1.  Invite your prospect to tell you his complete thought:

Non-MLM pyramid structure

Non-MLM is a pyramid!

YOU: “You have mentioned MLM. People have different ideas about what MLM is, so to clarify, would you tell me what MLM means to you?”

Doing this, you show respect to your prospect and his right to communicate. Your silence after asking for the clarification invites your prospect to give you his complete thought. Silence and listening here are important!

PROSPECT: “I heard that MLM is an illegal pyramid scheme that only pays the people at the top.”

STEP TWO:

2.  Confirm your understanding, so that you can handle the real objection or question.

YOU: “Now I understand you better. Thank you for explaining. Would an opportunity that gave anyone participating an equal chance to get paid interest you?

PROSPECT: “Well, that kind of opportunity certainly would.”

Note that you did not put down your prospect or his objection or question. In fact, you invited him to be more in communication with you. You showed him that you understood him. Not many would object to that. You addressed the disagreement, clarified and understood it, but you did not agree with the objection.

Use the same or slightly less intensity

Making a communication important doesn’t mean you have to agree with it. Agreeing would give the stop extra strength. Letting your prospect know that you heard and understand him strengthens your connection with your prospect.

too aggressiveResponding in kind to how your prospect tells you his objection also helps you communicate better with your prospect. It does not overwhelm him. If you are very animated and your prospect is subdued, your level of communication will lessen. Conversely, if your prospect is very animated and you sit there like a stump… same effect. The result will be less understanding when what you really want is more understanding between you.

CORRECT: “Now I understand you better.” 

Here the objection is understood, clarified, and ready for resolution.

INCORRECT: “Now that I understand you, I feel the same way!”

Agreeing with the objection validates the objection, not your prospect. Your prospect will actually feel ignored. He will likely get back at you somehow, usually by not buying what you’re selling. Too bad, too, because maybe you offered just what he needed.

INCORRECT: “Oh! I totally agree! I would NEVER do a pyramid scheme!? Are you kidding me? That is so below me!”

Agreeing with the objection with too much intensity simply overwhelms and puts off your prospect. If you’re doing this, you’re buying, not selling: buying his objections!

STEP THREE:

3.  Handle or make easier to handle your prospect’s question or objection.  

The most effective way, in the end, to handle an objection is to get the prospect to create his solution to the objection.

YOU (CORRECT): “Many people participate with MLM because they see that if they work hard, they do have the same chance as anyone else in the game. The corporate ladder is like a triangle: the guy at the top gets paid more. With MLM the field is level. There are more ways to participate. What form of participation would you feel most comfortable with in marketing your own business?”

PROSPECT: “Well, I wouldn’t mind promoting the products in person. I’m a people-person.”

YOU: “Good, you can market and have a good business of your own promoting your products in person. Would you like to?”

PROSPECT: “Yes, I think I would!”

YOU: “How would you start doing that?”

You are not handling his objection; you are getting your prospect to handle it. The key is to ask questions that lead your prospect to create solutions.

 There is an old saying in sales and marketing: “If you say it, it can be challenged. If the prospect says it, it must be true.”

STEP FOUR:

The Complete-and-Return-to-Previous Step:

(NOTE: Do not move to this step until you are certain the objection(s) is/are handled.)

The “Complete-and-Return-to-Previous Step” confirms that the question or objection handling is completed and it returns your prospect to the step prior to that.

YOU: “Thanks for bringing that up. Now that I know more about you, you sound like you would like to market your own business – is that correct?”

(Back at the qualify step, where his question/objection arose.)

PROSPECT: “Yeah, I would like that.”

YOU: “That’s great – and you understand now that MLM is marketing within a team of people helping each other to succeed?”

PROSPECT: “Absolutely.”

YOU: “Since you know that, would you consider now marketing your own business with MLM?”

PROSPECT: “Now I’m open to that.”

Focus on Training and Help

By focusing here on how to locate and handle your prospect’s disagreement when prospecting, we’ve done some training.

TeamworkTraining in MLM goes hand-to-hand with success. Winners in MLM never stop training, including on these formula steps, which now you can use to market your opportunity and products.

“You get the best out of others when you get the best out of yourself.” – Harvey Firestone, tire executive

Your prospect needs your help. His objections block his pathway to wealth and success, whichever way he defines them. You can help him or her, and he/she will appreciate you for it. These four formula steps will help you to help your prospect overcome his objections and return to using solutions, which he will teach to his downline, too.

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