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Sell the Sizzle, Not the Steak

Posted in Building a Downline, Presenting Your Business, Uncategorized by Ron Kule. | Leave a Comment

What People Buy

Elmer WheelerWhen legendary ad copy writer and motivational speaker, Elmer Wheeler, in the 1930′s originated the line “Sell the sizzle and not the steak,” he was spot-on.

Ad copy is another form of guerilla marketing. You could write, “Mazda has four-wheel drive” — that’s steak. But how about, instead, “Zoom-zoom” — that’s sizzle!

Building Demand

Building demand for a product, not the product itself, is best not only for advertising, but also network marketing. 

The principle exploited by Wheeler is a global fixture in network marketing today.

Nobody who bought a drill actually wanted a drill. They wanted a hole. Therefore, if you want to sell drills, you should advertise information about making holes – NOT information about drills! – Perry Marshall.

When you’re engaged in network marketing, you’re in the field of marketing and marketing divides into activities that you should be aware of, and use:

  • Advertising – literally, “adding to the word,” getting the word out.
  • Positioning – owning a place in your prospect’s mind.
  • Branding – associating a product name with a positioning in minds.
  • Pricing – determining what the public you target will pay for product benefits.
  • Product – the goods or service you sell, that the customer buys for its benefits.
  • Customers – those people who have purchased product or opportunity from you.
  • Service – delivery of beneficial effects to your customers and training to your distributors.
  • Promotion – making something well-known and well-thought-of.

The hub, however, around which all points revolve is the need for an exchange among companies and people; in other words, sales. The purpose of marketing in all of its facets is to sell something, which is the purpose of network (MLM) marketing.

People buy what they will have as a result of owning or possessing the product you’re selling, not the product.

 marketingwordsIn his book Testing Sentences That Sell, Wheeler, an ad copy writer, laid out his five “Wheelerpoints:” (In parentheses, added MLM suggestions.)

Wheelerpoint #1. “Don’t sell the steak – sell the sizzle.” (Think about how this applies to your blogs today. People want benefits, not products. What can you do for them?)

Wheelerpoint #2. “Don’t write – telegraph!” (Back in Wheeler’s day, telegraphs were charged by the word. By saying “Don’t write – telegraph,” Wheeler meant “Make every word count.” Your first 10 words are more important than the next 10,000, when you have only seconds to catch attention.)

Wheelerpoint #3. “Say it with flowers.” (It’s not enough to make a statement to your prospect, you have to prove it. If you say, “I love you,” prove it by sending flowers. Does this remind you of Jerry Maguire’s ‘Show me the money!”?)

Wheelerpoint #4. “Don’t ask if – ask which.” (Offer your prospect a choice between something and something… never something and nothing. Abraham and Straus commissioned Wheeler to work out a way to sell more eggs. Instead of asking “Would you like an egg with that?” the soda jerk asked, “One or two eggs?” while holding an egg in each hand. The result? Wheeler’s words induced seven out of 10 customers to add at least one egg to their order.

Wheelerpoint #5. “Watch your bark!” (Wheeler, who loved dogs, reminds us that it’s not just what you say, but how you say it. In MLM, you don’t have to be a product expert; you just have to come across with sincerity and honesty.)

Wheeler’s words in summary of his “Tested Selling” philosophy, work well as good advice for network marketers today:

“Don’t think so much about what you want to say as about what the prospect wants to hear… the response you will get will more often be the one you are aiming for.”

MLM Global

Wheeler’s basic principles for ad copy writing lent themselves in his day to the sales profession and to Madison Avenue. Yet, the core of its success applies today to people buying and selling products and opportunities in network marketing (MLM).

Wheeler’s wit and experience are excellent tools in the hands and minds of networkers, especially for writing blogs and talking with prospects.

The Biggest Mistake in MLM

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

Communication Is the Root Skill

Communication is the root skill for expansive MLM growth, yet many people in MLM do not employ it effectively to their advantage. Knowing how to communicate well must be the missing link here.

The Achilles’ Heel of the MLM industry is the assumption by companies that their distributors have the ability to communicate effectively to their customers and downlines.

https://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&docid=DjkrUsnlIfHMfM&tbnid=xlm0wQOcH3NvdM:&ved=0CAQQjB0&url=http%3A%2F%2Fwww.practical-management-skills.com%2Fwhat-is-communication.html&ei=07TrU_HFKcv8yQTfqoCoCg&bvm=bv.72938740,d.cWc&psig=AFQjCNEdHSiRKPhAs3WThO-4abLdopLlYA&ust=1408042451981701First of all, do people really know what communication is? (It’s getting a message across a distance, from one person to another, and having that message understood, so that it can be put into action.)

Do people realize that a message must impinge upon the person receiving it, and be duplicated by him, in order to qualify as effective communication? If they do not, this must be the reason why downline team members are less active and successful as they could be.

To have a successful, happy MLM downline you must get your distributors to do a few proven actions:

  1. Have them decide what is their goal when contacting a prospect, and have them write down that goal.
  2. Have them write down a step-by-step plan for how they expect to achieve that goal.
  3. Make them show you what they wrote down and ask them what step they are doing in the plan.
  4. Have them show you each step by live demonstration with a real prospect.
  5. Ask, “How do you get a customer?” and then have them get one while you watch or listen.
  6. Ask, “How do you get a distributor?” and then have them get one while you watch or listen.
  7. Ask them, “How do you train a distributor?” and watch while they train one.

You should NEVER give in, give up, or give out! You should GIVE MORE!– Doug Firebaugh, Network Marketing trainer

If you don’t inspect their downline activity closely and make them demonstrate exactly what they are doing, you will not understand what your sponsored distributors need to do more of or to change to get effective.

Downline distributors who do communicate effectively earn more income and have more fun.  They also appreciate your help. And they earn you more income, too.

The biggest mistake in MLM is to not communicate effectively, or to assume that people do.


Guerilla Network Marketing ~ Part Two

Posted in Marketing, Presenting Your Business by Ron Kule. | Leave a Comment

It’s All About Your Customer

Part One of this two-part series took us into the world of the late Jay Conrad Levinson, the father of Guerilla Marketing, who only recently passed away. Guerilla Marketing in advertising was, in his words, “A bunch of unconventional ideas for pursuing conventional goals.” In Part One we explored the meaning of the concept and analyzed the analogy to network marketing activity.

Guerrilla-Marketing-2The three basics of Levinson’s brand of marketing fit network marketing to a tee:

1. care for your prospect’s needs ahead of your own.

2. Make do with what you have to build something bigger – using no or low-cost resources.

3. Employ an endless supply of patience.

Leaders in network marketing will tell you that all three basics can help you build a downline and return business rewards faster than conventional tactics because of the competitive nature of our industry.  

The plain fact is that we all face competitors and the Winds of Fate blow strong in any business — that’s just life — but how we meet those challenges is limited only by the width of our imaginations and our determination to succeed.

It is the set of the sails, not the direction of the wind that determines which way we will go. — Master network marketer and motivational speaker Jim Rohn

Those words ring true for all of us, and a guerilla marketing approach is certainly a good way to set the sails of your business.

Imagine your product line is juices or energy drinks. Now imagine your product replacing the following image:


Imagination & Memorability

Are you getting the idea? The initial effect is arrested attention. Next, the message clicks in, and the prospect’s gears start turning — thinking about your product kicks in. A favorable and memorable comparison in the mind makes the campaign complete, because your prospective public will push forward your message and product name! In other words, you can go viral.

Take a few minutes to look at some of the world’s best, real-life examples of Guerilla Marketing, and have your mind blown!

Marvelous usages of Guerilla Marketing can be designed and conducted by network companies stimulated by these examples, but, on a level of activity closer to home, the individual associate can also use her imagination to conduct personal campaigns with little to no cost. The price of admission to such promotions is imaginative ideas expressed through various social media. And to think that this venue of social media didn’t even exist a few years ago!

Leads can be generated through followers of a blog page getting popular. Stimulated friends on Facebook will tell their friends about your opportunity, but only if they find you interesting first.  In social media you don’t “sell;” you make yourself interesting enough to follow, and then followers promote you because you’re interesting. LinkedIn profiling and active participation in groups there, using your comments weighed in among others’, can lead to word-of-mouth referrals that mean more business connections for you.

The conventional works, too.

All of the above suggestions are mere “extras,” because there are conventional means of getting your word out:

  • Meeting and greeting strangers wherever you go.
  • Networking sessions with local business people.
  • Handing out door flyers.
  • Meeting people on the beaches or in parks, where they are relaxed and more open to listening to you.
  • Small ads in local papers.

Older methods continue to work where applied consistently; yet, the new approaches are very inexpensive, including shooting videos on your smart phone and uploading them to your blog, social media sites and web pages. Those fast-paced “doodle” videos that are quite popular and effective can be produced locally, too.  Videos are, in fact, an inexpensive form of Guerilla Marketing.

Getting back to the guerilla methodology, your web site ought to be an interactive meeting place where you offer something free in return for captured names and email addresses. Given the right (imaginative guerilla) incentive, people will join up you just to find out what you have in store for them. And changing your offers or messages is as easy as spending a little time writing and making a few clicks in your site’s dashboard.

A series of videos from your customers would lend added credibility to your site and personal impact to your messages. The bottom line is: when you become interesting, interesting realizes product purchases and participation.

Common Grounds

Looking at the two forces of marketing, Guerilla Marketing and Network Marketing, one sees clearly that their common ground is in communication that grabs positive attention, and that comes across as harmless. Perceived as non-salesy and interesting, yet clearly demonstrative of possible benefits for potential customers or associates, recipients not only buy your message, they also purchase your line of products AND telegraph your messages and benefits to their contacts, friends and followers.

While it is hard to determine which came first, guerilla marketing and network marketing are two viable concepts for selling goods and services. Networking and Guerilla learned from each other. Their activities are patterned along similar lines of promotion, which is why today bringing into your networking campaigns imaginative doses of your own brand of guerilla marketing is good medicine.

A Take-away Idea:

Here’s a simple balloon campaign concept you could try: turn loose thousands of colorful balloons with product messages (or samples or coupons) inside, and see what happens!

balloon guerilla marketing

“When you view marketing from the vantage point of the guerrilla, you realize that it’s your opportunity to help your prospects and customers succeed. They want to succeed at earning more money, building their company, losing weight, attracting a mate, becoming more fit, or quitting smoking. You can help them. You can show them how to achieve their goal. Marketing is not about you. It’s about them. I hope you never forget that.”

– Jay Conrad Levinson, Best-selling Author of Guerilla Marketing


Guerilla Network Marketing -Part One

Posted in Marketing, Presenting Your Business by Ron Kule. | Leave a Comment

Levinson Talked, Others Listened

Jay-Conrad-LevinsonJay Conrad Levinson left us in 2013. He was the father of Guerrilla Marketing, the concept of using what is immediately available to promote and capture more business; in his words, “a body of unconventional ways of pursuing conventional goals.”

Levinson knew his business better than most. He was hands-on with some of the most recognizable campaigns in advertising history: the Marlboro Man, the Pillsbury Doughboy, Allstate’s Good Hands, United’s Friendly Skies, Morris the Cat, Tony the Tiger and the Jolly Green Giant.

Guerrilla marketing is pretty much the opposite of what people think it is. It’s not shocking or ambushing and it does not result in instant anything. It does not work instantly because guerrilla marketers realize, “I’ve got to build up a sense of confidence, and I can’t do that immediately”

Levinson as Network Marketer?

Levinson may come back in his next incarnation as a Network Marketer because his approach to advertising rested upon three principles best suited to the average network marketer:

  1. Care for your prospect’s needs ahead of your own.
  2. Make do with what you have to build something bigger.
  3. Patience.

One of his more famous disciples wrote, “People are not interested in your product or your business; they are interested in solving their own problems.” ― James Dillehay, author of nine books, including Guerrilla Multilevel Marketing

Levinson showed the small-business owner how to enter his prospect’s mind and capture his imagination, which happens to be exactly what any network marketer wishes to do.

Seven Sentences for Success

guerilla marketingLevinson applied his philosophic advertising tenets and brought marketing down to the utter simplicity of only seven sentences useful to any network builder (worded in parentheses to fit network marketing):

  1. Explain the purpose of your marketing (activities).
  2. Spell out how you achieve that purpose by describing the benefits you will provide to clients (prospective customers and team members).
  3. Specify your target market (demographic focus).
  4. Describe the niche in that market (qualified people open to a specific opportunity).
  5. Outline the marketing weapons you plan to/will use (within the time allotted for doing it).
  6. Focus on the identity of your business (build your downline).
  7. Establish your marketing budget (use what is free, what costs little).

Simplicity Rocks!

“If you don’t make it simple, people won’t do it,” is what Levinson advocated, and every Network Marketer knows if it’s not simple, it can’t be duplicated and replicated – the key to downline growth in network marketing.

According to Levinson, the two start-up keys to success are to have a plan and to commit to that plan. A plan consists of using all forms of marketing, including social media which does not bring about instant results.

“Social media will work but it doesn’t work in a hurry. But it’s so uncomplicated if you go about it in the right way, ” was Levinson’s advice.

kit kat guerilla marketing

a Guerilla Marketing ploy

Levinson was all about preparation, taking aim at a focused market, taking action over and over and over again… and outlasting your opponents.

“That’s what guerrillas are able to do. They’re able to outlast their competitors in the area of patience.”


This post is Part One of a two-part series. The next post will take up some creative guerilla marketing activities that today’s network marketer might do to build his business and move forward toward his/her goals. Readers are invited to submit their guerilla-marketing ideas and activities that relate to network marketing in the comments.


The Four Unavoidable Enemies of Network Marketing

Posted in Building a Downline, Inspiration by Tim Sales.

Mark Yarnell, who wrote, Your First Year in Network Marketing, after achieving hard-won, significant success in network marketing, found that success with a phone call from a church member. The caller offered Yarnell a network marketing opportunity which, as it turned out, would help him avoid bankruptcy in 1986. The rest of Yarnell’s remarkable story includes more than 20 million dollars, and still growing — the income he earned from network marketing.Mark Yarnell

Yarnell gives back to the network marketing community in many ways, and his wondrous attitude toward the industry breeds great hope and respect.

“We are caretakers of a bold, new, limitless profession, one that can bolster economic freedom throughout the world and create a beautiful and worthy future for our grandchildren.” — Mark Yarnell

Mark’s caller that fateful day also had advised him, “To succeed, you will have to face and conquer four major enemies.”

Four Enemies of Network Marketing

#1 Rejection.
Many are called, but few are interested. Of the 200 friends that Yarnell invited to his home to watch an opportunity video, 80 declined. Still he looked forward to the 120 who, he thought, would show up.

#2 Deception.
120 people had promised to show up, but only 70 arrived. And 57 of them, after they had watched the tape, told him, “No interest.”

#3 Apathy.
Yarnell focused on the remaining 13 who signed up that night. However, he watched 12 of them quit the business within weeks, leaving only one who stayed active.

#4 Attrition.
Attrition and the other three enemies had left Mark with just one active associate. But to this day, that single distributor earns Mark over $50,000 per month.

The Typical Network Marketing Experience

Mark Yarnell’s experience is typical of other network marketing success stories. The four enemies of Rejection, Deception, Apathy and Attrition are unavoidable both inside and outside of network marketing.

Rich DeVos and Jay Van Andel recruited 500 people in 1959, and 495 dropped out. The five that did not quit built an enduring, $7 billion corporation, which we all know today as Amway.

My own funnel that has been derived from a cumulative of the actual numbers from all of my own team members over the years and consists of the steps on which I train, from Leads to getting them to watch What The Wealthy Buy On Payday to getting them to watch Brilliant Compensation to sending them to watch a Company Video and finally to a Sign-Up, result in obtaining 60 new sign-ups from 1297 leads. And those 60? Well they produce at a wide variety of different levels but you could probably expect 2 or 3 to be real stars but those two or three could make you a millionaire. However, the odds are monumentally slim that you will get there without the 1297.

Tim Sales Success Funnel

The numbers never lie inside of or outside network marketing. In baseball, star batters average well-under .500 and the best are considered superstars if they carry a .300 average at the plate. In other words, seven out of 10 times, that batter will not reach first base on a hit; yet, he will likely earn millions per year to play the games he loves.

The four enemies of network marketing work their voodoo everywhere but they can be defeated.

Persistence & Innovation

Jason Boreyko, another self-made network marketing millionaire, took one man to lunch six times over six months, and was rejected six times. In the seventh month something had changed in the young man’s life, and he said, “Yes.”  That man made Jason over one million dollars. Boreyko faced the same numbers situation as Yarnell, DeVos and Van Andel, and every other network marketing leader who ever played the game.

https://www.facebook.com/pages/Make-Millions-In-Network-Marketing-The-Ray-Cassano-Story/305047462919299In 1992, Ray Cassano developed a mass-marketing system which sparked growth to nearly 300,000 distributors for his network marketing company. Having set a record for reaching the highest company title in just nine months, he then helped two of his downline members to break his record!

The bottom line in network marketing is the same everywhere in the fields of sales and marketing:

1. If you connect with enough people, you will find success.

2. Persist over time and you will achieve whatever goal you set out to attain.

3. There is no such thing as losing, only quitting too early… possibly right before you discover the Mother Lode vein in the gold mine!

The Takeaway Question:

If you knew that inviting 200 people, like Mark Yarnell did in 1986, would earn you more than $20 million in your lifetime, would you stop at 199?


Navigate by the Stars for MLM Success

Posted in Inspiration, Success by Ron Kule. | Leave a Comment

When sailing unfamiliar waters, hoping for a destination you’ve never been to, it’s good to have a few stars you can count on to guide you.

navigation by stars

The Star of Excellence 

The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.

– Vince Lombardi, legendary NFL football coach and motivational speaker

Stars brought together form useful and correct navigation guideposts which can lead to lasting success with MLM. However, stars left alone and unheeded are worthless without someone’s commitment to put their meanings into action. Why not pick up a few, place them next to your heart and turn desire into action? You could unlock the waiting wealth of an industry with more than 50 years of tremendous growth behind it.


The Star of Winning

MLM is a cooperative venture if like-minded people working together, where the gold is shared among its players. This is not some cutthroat competition built upon dashed hopes and forgotten bones lost in a Davey Jones’ Locker somewhere. MLM is not the domain of ruthless pirates born of the Sea of Corporate Greed, who leave mere crumbs to be fought over by the rest of the “crew.”

You only win when you help others win. Paul Zane Pilzer, Nobel Prize Winning Economist and Author

The Star of Helping Others

MLM is a game where everyone who wishes to win, can win… if willing to help others to work hard and follow the industry’s brightest stars. And you never know who will be the new and brightest stars! Like lighthouse towers, leaders find their ability and then point the way that illuminates the deepest sea lanes of opportunity and reward to even more people who may join your growing team.

The Star of Attitude

In MLM, the right attitudes of cooperation and a strong work-ethic reach the shoreline of his cherished dreams for success. 

If you have the desire to succeed, then you will succeed. It doesn’t get any simpler than that. If you look at everything else that encompasses your business… your product, your skills, your strategies, your marketing tools… all are secondary to your attitude.

If you want success badly enough, if the desire burns within your heart, then you will achieve success, then you will succeed. It doesn’t get any simpler than that. – Tim Sales – Founder of First Class MLM Tools

You don’t have to traverse by your lonesome self the ocean that is MLM. There will always be many stars to rely on! In the end, though, the best reward of MLM often comes not with the blare of trumpets or the many possible rewards, but as a whisper from inside of you that reminds you how much you changed by working to help other people succeed.

It’s not about finding great people, it’s about becoming a great person. Mark Yarnell, MLM Network Marketer, Author, and Trainer



To Sell or Not To Sell

Posted in Sales & Selling, Training Your Downline by Ronald Joseph Kule. | Leave a Comment

Prince Hamlet’s famous line, “To be or not to be,” written by William Shakespeare and performed in his play Hamlet, considers the value of life versus death and suicide. The character bemoans the harsh pains and vexing unfairness of living, while acknowledging that death may be worse. And this, believe it or not, has application for MLM.Prince Hamlet addresses Death

Many of your downline associates who have tried and failed at MLM, asked themselves the same question and had similar thoughts about their continuing with, or quitting, network marketing. 

Shakespeare, however, may not be the proper mentor for network marketers at all. Once the commitment is made to give it a try, you ARE someone in MLM. That’s a given, but what you DO comes next and it is the most important fundamental of MLM: MLM is something you DO.

“To sell or not to sell” 

The latest football being kicked around by the media examining MLM may be asking the most correct question: “To sell or not to sell.” After all, it implies doing something.

In MLM, results and compensation are measured by real-time statistics, like how much product was moved (sold/purchased) within a given amount of time — typically a week or a month. The numbers do not lie. Zero products sold equals zero earned commissions. There are no payouts without the exchange of legitimate products of value to prospective customers and associates. In other words, without selling, there is no MLM or network marketing; there is no money.


Wondering about “To sell or not to sell” would be any salesperson’s death knell. The salesperson who doubts his or her skills, who hesitates, does not make prospects buy the offered goods or services. The carousel grinds to a halt. Nobody takes home the brass ring.

“Quitting while you’re ahead” – a gambler’s reference – works no better for MLM than Shakespeare. Quitting for any reason is, in the end, simply quitting. Being in the game is where you not only find risk, but also all of the rewards. Playing the game will make you feel alive!

Of course, MLMer’s have to sell products and opportunities. And it’s human nature to back away from active selling when selling is not understood well as a word or concept, or something you do. Like any other activity, though, selling can be learned and, understanding it, can yield results and rewards, with practice. 

One For the Road:

Shakespeare was good for Hamlet and his audiences down the ages, but MLM tools that make selling easier to DO, are better for MLM.

The MLM road to success is a short one:

  • you invite people to your opportunity and to learn about your products;
  • you sell them something , which gets recorded within your system, and then
  • you get paid for your production of sales… AND…
  • you get paid for sales made by people you recruited, helped and trained.

If I were you, I would bypass the whole controversy over whether or not you have to sell something to do MLM. I would simply learn how to invite and sell people better and easier, so the experience on the receiving end is as pleasant for your prospects as it is for you.

selling picSelling is something one DOES. Doing better takes practice, not quitting. The road to success in all walks of life, including MLM, is knowing and having the correct data and know-how, practicing toward perfection, and persistence.

Your certainty and your happiness to sell what you believe in will make your prospect more than happy to listen and consider your products.

How to Keep Believing in MLM

Posted in Uncategorized by Ron Kule.

Smoke & Mirrors?

How to keep believing in MLM is a problem for some people today. Good and bad news about the MLM industry inundates pages of the internet. However, like a desert mirage, the problem might not even exist other than smoke and mirrors.smokenmirrorschart

Uncertain people can easily be swayed away from good opportunities, if they do not take steps to gain the right know-how about what they are doing. There is no shortcut, no skipping of one’s homework or burning the midnight oil, when it comes to choosing the right opportunity for you.

Because the right company is an individual, personal decision, it is best made upon knowledge of enough of the right facts. There are several companies that have stood the test of time over the several decades of MLM’s existence. There are new start-ups all the time. Who do you choose?

MLM Leaders Believe…

Leaders in this business believe in the products they sell and the companies that stand behind them. Companies that use MLM, in turn, empower those who sell their products, establish their own businesses and sell their products, by ensuring they, and their related networking individuals, are well-compensated for their work. 

In fact, most MLM organizations provide a robust infrastructure and great training as well as impeccable rewards (Hello, free cars and trips!). — Judy Coughlin, founder and CMO of Chic CEO

Tim Sales, relates one experience he had with a woman who had trouble believing:

… At an in-home training I noticed one lady not focused on what I was talking about. On a break, I had a one-on-one with her and asked what she thought of the training.

“It’s great for those disciplined enough to follow it. I’m just not wired that way.”

I asked her to define “discipline,” so that I could understand where she was coming from.

Her answer – “I just don’t have it.”

She could not define discipline and that alone stuck her in a situation of not knowing what she believed. 

Universal Best Advice

Here’s what Tim Sales told her:

All discipline is, is making a decision to continue something until you get the results you desire. Just keep making that same decision to continue, again and again.

That woman went on to become incredibly successful in MLM.

How to Keep Believing in MLM?

mlm-leadersmlm-leadersmlm-leadersTo keep believing in MLM:

  1. Believe in yourself first.
  2. Choose and write down your personal goals.
  3. Decide on a product/opportunity that you like and can believe in.
  4. Decide to continue until you see the result that you want (goals attained).
  5. Write down planned steps of action to do weekly, and then do them.
  6. Don’t quit – keep working until you attain what you wanted.

The most outstanding leaders in the sector understand that sponsoring and recruiting is the elemental way to earn income, therefore they’ll spend 80 to ninety percent of their time sponsoring and prospecting. That’s the entire MLM financial model.Robert D. Strong, Internet Marketing Ninja


Patience, Prospecting & People in Network Marketing, Part Three

Posted in Network Marketing Basics, Presenting Your Business, Uncategorized by Ron Kule. | Leave a Comment

People, People, People!


No matter how you slice the pie of Life, people make the world go ’round! People, all seven billion of them on Earth, are unique. They come with their own hopes and dreams, and their own sets of wishes.

People react to living in different ways: some take on life enthusiastically, some cautiously. Some are apathetic and have given up winning, while others cry about their troubles. A minority few tell lies (covertly jealous of others’ successes) when they think they can no longer show their true intent toward others and still survive.

No doubt about it: people are fascinating! And patience, prospecting & people in network marketing — the three “P’s” — are key ingredients.

What Makes People Pop?

People are naturally curious. The environments in which they find themselves contain new things to delight their different senses. The common, touch-and-let-go method of learning is instinctive in people. The difference between humans and the animal kingdom is that people express, through language, their feelings about their experiences, in part to communicate their thoughts; in part to ensure the longevity of their personal survival.

People like to win but, at times, people experience losses. They discover that the product or company they were excited about, turned out to not be what was promised. They discover that others in a group will not help them, or that they are shunned by another for a petty reason.

People with losses turn away from better opportunities because of unfortunate decisions they made during the negative experience. They formulate ideas to prevent events from happening to them again. This decisive reaction prevents their ability to see how your new opportunity might be better, even beneficial, for them. In short, people can close the door of success by their thoughts, reactions and decisions alone.

On the other hand, not everyone chooses to be less enthusiastic or pro-survival. Winners, despite obstacles, maintain the winning attitudes of games, teamwork, and strong interest and go on to succeed. In network marketing, this is the prevailing attitude among its biggest leaders not only because, in some cases, they never relinquished it, but also because they bypassed their momentary feelings of loss. They simply decided to go out and act as if they were enthusiastic, soon discovering that they were once again feeling that way naturally.

Remember, the nature of people is to be curious, enthusiastic and inquisitive about new opportunities. The trick in prospecting is to catch them where they live now, and work them up to the winning attitudes that will spell success in network marketing.

How, then, do you talk to someone who failed at his last MLM venture? How do you get a person’s agreement, who just wants you to stop? How do you turn a conservative “looker” into an eager buyer?

The answer is: you talk with them, not at them. And you answer their questions.

No Fear Speaking bookJoe Yazbeck, author of No Fear Speaking, tells us what people have on their minds when approached by a speaker, or someone speaking to them about an opportunity:

… we crave the answers to three questions:

  1. Why should I listen to you? Have you done it… are you currently doing it?
  2. Can I do it, too, with my limitations and my weaknesses and my strengths?
  3. How do I get from where I am to where I want to be? Will it be worth it to me?

Questions are best answered by talking about things that people like long enough to get them talking to you. You then listen well to what they say, understanding what they really mean, and you let them know that you do understand.

If you found yourself on vacation, mid-stream on a fly-fishing afternoon, and you met someone, also fishing, you would talk about fishing or fish. If, while doing that, you discovered he generally talked about how bad things are “all over,” and that he’d rather be fishing than working anytime, you would notice this attitude and match it. Not at him, but with him:

“I just had to get away from the rat race back at the office,” he says, “Here, no one talks back at me.”

You say, “Don’t I know it! Nobody cared about me in my office… that’s why I fired them all and went out on my own!”

He sees and hears his mirror image in your tone and reply, which he can’t help but like. (Everyone likes to be right.)

“You went out on your own? When do you work now?”

“I’m working right now, even as I stand here fishing this stream… to hell with those others!” you say.

“Sounds interesting, tell me more… ”

flyfishing duoHe’s changed his attitude and demeanor and found something interesting about you because you were interested in him, and what interests him, and expressed that interest in a way he could recognize.

From that point, you talk about fishing as much as about your network marketing opportunity or products. You keep the balance up to sustain his interest. You stay interested in him and his needs and show him how you can help him achieve his goal, fly-fishing, with residual income from network marketing flowing into his account.

The way you talk to people, then, is:

  • you get curious about them,
  • find out what they like by matching how they approach life (their tone),
  • let them tell you about that while you listen well and with real curiosity,
  • you show them a way to achieve what they want faster or with like-minded people.

After all, you’re people, too. And isn’t the way I’ve suggested you talk with people the way you’d want someone to talk with you? Do you find that agreement on something also brings into play degrees of affinity? Having common understandings with people makes you feel they understand you; and that you can understand them.

The Three P’s Apply to Life

Patience, Prospecting & People in network marketing are not only the backbone of multi-level marketing, but also the entire human experience.

Very simply, people move product, product does not move people. So my focus is on people, helping to find a dream, find a reason why, find a vehicle. So if I’m good relating to people, developing a friendship that moves into an intimate relationship, then friends do what friends do, and it’s interactive distribution. – Brig Hart, explaining why his prospecting worked so well.

By far, the most important of the three P’s is the last: People.


Patience, Prospecting & People in Network Marketing, Part Two

Posted in Building a Downline, Prospecting, Recruiting by Ron Kule. | Leave a Comment

Prosperity could be called the 4th “P” of network marketing, but it is really the goal. The three “P’s” are what get you to arrive at the goal. Build within yourself a whole bunch of these “P’s” and you are going to arrive faster.

This is the second of a new series of three blog posts. This first one took up Patience. This one, the second, covers Prospecting.


Unlike traditional business models, the multi-level structure that feeds your account card income through earned commissions is non-existent within network marketing schemes. In this industry, unless you build it, it doesn’t exist.

Of course, nothing in network marketing is built without the help of others; the design of the activity is co-dependent. The work of finding potential team members is a constant must-do activity, because constant change is built into the DNA of people. Let’s face it: people come and go when it comes to work.prospecting

Our industry is all about sponsoring them faster than they quit. So you have to put them in faster than they get out. The dropouts put forth only a minor effort. Most people will talk to one or two people, and they’re not good at rejection. I call it the laziness, ignorance and fear factor.” – Brig Hart

Brig Hart is probably the top network marketing commissions earner on Earth with more than $100 Million dollars paid out to him. His statement does not mean he cares little for people and their welfare; rather, it means that Hart is willing to call it like he sees it. His advice has helped many thousands of other network marketers confront the nature of the beast.

Besides, one of the other success stories in network marketing, Tim Sales, includes his statement that he finds network marketing activity to be easy, but that may be because Sales used to defuse bombs underwater for the Navy!

With a little tweaking, I turned Hart’s three factors into four essential, business-building elements that can be used by anyone.


  • Laziness — Many people just want to “get by,” so it is important to identify these people when prospecting for new members for your team. Find like-minded people to work with you, not those who want to get by. 
  • Ignorance — People need to learn new things all the time. Once they do, they get smart pretty fast! Find people willing to learn, not the “know it all’s.” (People who “know it all” can’t be taught anything new.)
  • Fear — Lack of correct know-how breeds poor control and mistakes. A result of lack of knowledge is that people are afraid to extend themselves outside of their comfort zones. Yet, a little training goes a long way. Find people willing to work uncomfortable for a short time in order to get started while they train up so they can live in comfort for a lifetime.
  • Educate — Here is the remedy for laziness, ignorance and fear! Training in the right data about the successful actions yields visible results, brightens peoples’ hopes, and makes them confident enough to overcome their fears and ignorance. With education people can regain their natural willingness to work hard toward measurable success.

 Hart is not the only one who weighs in on the importance of prospecting.

“Without this essential process [of prospecting], you won’t have much of a network marketing business.” — Tim Sales.

Sales also recommends these five essentials for prospecting results:

  1. Generate genuine interest when helping others. Get to know people. Help them figure out what they need, want, and what they don’t want. Help them get what they want – it will come back to you. 
  2. Have a plan for your prospecting efforts. Write up a focused description of each potential public that might have a need for your product or business opportunity, and respond. Then write out a step-by-step plan for how you will find those people and what you will say to them.
  3. Practice correct training drills. Preparation breeds confidence and control. Drill among your friends or team members what you want to say to, or do with, your identified prospects. Practice until you are smooth and your sincerity communicates easily. 
  4. Develop a sense of humor and a big smile. The attitude on your tongue and the smile on your face will be seen and heard by hundreds of prospects. So, keep a smile on your face and a “I’m here to help” tone in your voice for quick and lasting results, despite the inevitable “not interested” rejections that will happen.
  5. Develop a great follow-up system for your prospects. You’ll be amazed how strong this extra bit of caring will help your prospecting! The prospect you targeted who said “no, thanks,” may know someone only too willing to say, “Yes!” Never burn your bridges behind you. Remember, life changes constantly, and the person who says no today, may need your help tomorrow.

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The next blog in the three-part series covers the multi-faceted subject of PEOPLE – the third “P” of network marketing.

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