August 15, 2016 Category: Business Opportunity Leads, Home Based Business Leads, MLM Leads, MLM Success Tips, MLM/Home Business Training

Building a thriving business and a solid paycheck comes from taking consistent action on a regular basis.  You should spend 80% of your MLM business building time involved in the activities that generate income (that means your time is spent recruiting and getting customers, not on admin!).

You don’t get paid for training – your own or that of your team.  You don’t get paid for studying your company website or listening in on conference calls.  You don’t get paid for brainstorming with your up-line or straightening your desk.

You get paid for building a team. You get paid for getting customers.  You get paid for anything that generates volume and revenue to your network marketing company that’s commissionable back to you.  That means the main thing you want to be doing is sharing your ‘first look’ with people and following up to see what they think.  You want to be doing that often.

If you have a clear goal when calling leads, and you know what action you want them to take, it’s easier to conduct conversations, qualify people and keep moving quickly.

Accept this Fact Early and Win More Often

Fact: not everyone is going to be interested in your business. Some people will never be a fit. For others, it’s timing. They might not be interested today, but their life could change completely – anytime – and your opportunity could be the perfect answer for them.

Why does this matter to your lead calling? Because if you expect most of the people you call to be uninterested, it becomes a game to find the ones who are. You accept (you must!) that it’s NOT PERSONAL. Whether or not they’re interested has nothing to do with you. It’s all about them. The more quickly you can qualify prospects, the better your business will grow.

You need to talk to people and lots of them. We call it ‘filling your prospecting pipeline.” Think of your pipeline as a funnel – wide at the top, narrow at the bottom.  You put a lot in the top to get a narrow stream out the other end.

The wide end is where you ‘put in’ all the people that agree take a look.  The narrow end is the people who, after reviewing your first look, are interested because the timing is right for them.

Feed More People – Recruit More Partners

In order to get people consistently falling out of the bottom of the funnel, you need be ‘feeding’ them into the top.  That doesn’t mean calling ten people and you’re done; it means consistently calling ten people – over and over again (different ones, of course!) on a regular basis.  The bigger your financial goal, the more people you talk to – that’s the simple equation.

The first step in your pipeline is the initial phone call. You determine whether they have real interest and if so, you put them into your first look process and set a follow up time. You NEVER let someone look without having a clear follow up time established.

Why? Those are your money calls. The pipeline process will be different for each person.  Some people will take longer to review the info you’ve sent than others.  Some will be quick.  Some will have lots of questions and will want to talk to other people and ponder various aspects of your company.  Others will have fewer questions.

Your job is to take them through the pipeline process patiently and on their terms.  The bottom line is this – the more people you put in the top of the funnel, the more people you will ALWAYS have at various stages of the process, which means you will increase your recruiting numbers, your success and your paycheck as a result.

Next week we’ll talk about a secret to recruiting more partners over time. Don’t miss it!

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August 8, 2016 Category: Business Opportunity Leads, Home Based Business Leads, MLM Leads, MLM Success Tips, MLM/Home Business Training

Do you get uncomfortable when the talk turns to role playing and showing people how to talk to prospects? Not to worry – it makes most people uncomfortable, but it can be easy – even painless!

If you set the expectation of role playing with your new partners and just move through role playing very matter-of-factly, they’ll jump in with you and learn how to make calls correctly. Just like when you start a new job and your manager tells you “this is how we do it at XYZ.” It’s “normal” and people expect it.

This is critically important because getting off to a great start builds confidence and gives your new recruit a much better chance at success. It also role models what you’ll want them to do when they bring in new business partners.

Consider that recruiting is the main money generating activity in your business – building a team is what creates career level income. You’re setting the stage for success by role playing with your new team member.

Why is Role Playing So Important?

It’s tempting to think “I don’t have to train them how to make a phone call, do I?” Yes, you do! Asking questions is one thing, answering them is where your new partners may feel uncertain and where uncertainty leads to inaction, preparation leads to confidence. Confidence leads to action. Action leads to results – you get the picture…

Of course, you can’t predict every question that a prospect might ask your new business partner, but truthfully, there are a limited number of questions, just asked different ways. The better prepared your new partner is, the easier it will be for them.

Like in anything – sports – business – cooking – you name it; we all do better when we practice the skill. And, when we’re brand new and totally ‘green’ we’re likely to make mistakes. If you prepare your partners for the experience, it will make it easier for them to know what to expect. Let them know that no one’s business rides on any one person. If you accept that, you really can’t blow it. There’s always someone else to talk to and mistakes are part of life and part of learning.

By role playing, you’ll be able to grasp what they know, where they’re at ease and where they’re uncertain. It doesn’t have to be fancy or complicated, you just pretend you’re a person they’re calling to talk about your company. Practice the call and take notes so you can offer input. Once you critique their call, do it again. Repeat the process until they’re reasonably comfortable with the different questions you ask each time.

The odd thing about practicing like this is you’ll find people say things they don’t even realize they’re saying. By giving them the right language early on, they’re much more likely to get positive results that lead to points on the board and early successes that motivate them – which is exactly what you want.

You also demonstrate your absolute support and willingness to help. Finally, by telling them this is “how you do it,” and setting the expectation, they’ll know you’re serious about building. You’re role modeling exactly how and who you want them to be in your business. It works, and you’ll find if you give people directions – most often, they’ll follow them.

It’s the simplest route to duplication and real results!

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August 1, 2016 Category: Business Opportunity Leads, Home Based Business Leads, MLM Leads, MLM Success Tips, MLM/Home Business Training

Do you have an “entrepreneur building” system in place? It could be a system promoted by the MLM company you represent, something your team, up line or crossline has created, or perhaps a system you’ve put together yourself.

It doesn’t matter who created it – it just matters that it works – and you use it and teach it to others.

Bring the Value – Set Expectations

If you’re new to MLM, you might worry that you don’t know enough, or have enough experience to teach others. You might feel intimidated by training and teaching someone with more business experience than you. Understandable. And, there’s a simple way to approach your training that works for everyone involved.

Consider that success in MLM comes from being duplicable. Using systems and keeping the systems streamlined so that anyone can use them and teach them to others fits the duplication bill perfectly. Remember, one factor that makes our business model so successful is our ability to keep it simple. That includes giving people a roadmap and helping them map their course.

In everything you do in your business, you want to be directive and set expectations. If you’re clear and confident, your new business builder is much more likely to follow your instructions, and your lead – and be successful.

Everyone has different goals and dreams. Some have a big vision and the desire to develop into leaders. Others want to make a little extra money and aren’t in a big hurry. Yet, you want to treat everyone as if they want to develop into a leader. Of course, not everyone is leadership material, but people will surprise you.

Often, the big talkers are just that – they’re not DOERs. And, someone who seems shy and uncertain may turn into a superstar or recruit the person who becomes the top earner in your company. Don’t discount anyone – or their contribution!

Help Them Commit – Set Expectations

There are a set number of tasks you accomplish to build an MLM business. New partners won’t know where to start or what to do, they’ll feel a bit overwhelmed, just as we all do when starting something new.

Your job is to simplify the entire process for them, give them concrete tasks to accomplish, set deadlines with them and – especially in the early days – keep track of what they’re doing in regular set meetings (every day, every week, depending on how much activity they’re committed to).

First, ask new partners how much time they have each week. Have them pull up their calendar and book that time every day for the next month. Now, you’re going to help them schedule what they’ll do during that time. Maybe your team or company has some videos people should watch to get acquainted with systems and products. Great. If you know there are 2 hours of video to watch (for example), have them book that into their schedule.

Make a time to talk to them after they’ve watched (as soon after as is practical – ideally immediately). Answer any questions they have. Your next task is to help them craft a script so they know what they’re going to say when they invite people to look at your business.

Stay tuned for next week’s article, where we’ll share how to accomplish the next critical step that will help your new builder hear those magic words: “sure, I’d love to take a look at your business!”

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July 25, 2016 Category: Business Opportunity Leads, Home Based Business Leads, MLM Leads, MLM Success Tips, MLM/Home Business Training

Building a business requires commitment, focus and often some juggling of time and schedules. Lots of calls to make, people to follow up with, a team to work with, events to attend. It’s exciting, but it can be demanding too.

You want to protect yourself from burnout, but you also want to incentivize yourself. That might sound odd, but it’s critically important. Last week, we talked about things you can do for your family to keep peace and get buy in to allowing you enough time to build your business.

But what about taking care of you? You must build in some self-care and while it doesn’t have to be fancy, or expensive, it does need to be meaningful.

Set Goals with Rewards – for YOU

You can keep it as simple or make it as extravagant as you want and as your budget and business allows, but you must make sure to reward yourself – even for small achievements. What does that look like and why does it matter?

It matters because we all default to procrastination and need motivation. Small rewards keep you going and make you feel good. Maybe you decide that you’re going to make 100 calls each week. Reward yourself for hitting your goal. Maybe you get a special coffee drink or a bottle of wine you love.

Maybe you get a spa treatment when you hit your next promotion. Or some time to do nothing, or take a walk, or read a book, or sit on the couch and watch a movie. Maybe it’s a weekend away, or an activity you really enjoy but don’t get to do very often.

Don’t wait for someone else to create incentives, you make them. It’s funny how little it takes to feel rewarded. It’s interesting, too, how important it is. It’s tempting to think it’s silly, or doesn’t really matter, but as much as the reward matters, it also matters that it motivates you to get the work done.

You know, you could make the 100 calls in a day and be done for the week with your calling activity. Why put it off or wait? Give yourself and incentive for doing it. Building a business is hard work. It takes focus and commitment. Why do you think sales teams offer their people rewards for accomplishments?

If you focus on the reward and make the work the goal, it becomes a bit of a game (as in FUN…!). Of course, in MLM there are financial rewards for moving ahead, and recognition from the company and offer, your peers.

To get to those particular rewards requires focus and commitment and that’s not always easy to access. I once heard someone say: You don’t have to love the everyday activities, but you do need to believe in the results and outcome you’re intending to create.

That was an enormous relief for me to realize it didn’t matter how I felt about what I was doing. I didn’t have to love making every phone call – I just needed to make them. I set a goal of 150 calls every week, set up a reward structure for myself. Lunches out by myself with a book were my fun indulgence for what I got done every week. Promotions entitled me to a weekend away.

I couldn’t always “afford” these indulgences in the beginning, but I made sure I stuck to that plan, because it made me feel good, it motivated me and after 3 years of sticking to the plan, it took me to the very top of the company I was with. It works. It’s worth it. YOU’RE worth it.

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July 18, 2016 Category: Business Opportunity Leads, Home Based Business Leads, MLM Leads, MLM Success Tips, MLM/Home Business Training

The term business planning makes you think of business suits, and banks and biting your fingernails to the bone. In other words, a little intimidating. What exactly is an MLM business plan? Is it different from a traditional plan? Do you need one? And if so, how would you put one together?

Glad you asked.

Fortunately, for an MLM business, your plan doesn’t need to include raising tons of capital, proving you have collateral to back up your plan, or impressing bankers with your experience and expertise.

It does require commitment. To yourself. To your future. To your team – the one you have now (yes, your team – even if right now YOU are the only person on your team), and the one you’re going to build. So much of business planning is about making decisions and taking firm actions.

To develop a successful career in direct sales, you need build a team. To build a team you need to talk to people. To talk to people, you need to “work the numbers.” What does working the numbers mean exactly?

It means you need to have a business plan for prospecting. It means you need to commit to making a certain number of contacts every single week, and then doing the work. Momentum is key in any business – in fact, in anything you do. If you’re new to business, it’s easy to create momentum, you capitalize on your excitement. If you’ve been around a while, it can seem more difficult. There is a solution.

How to Create a Plan that Works – No Matter Your Experience

It starts with a commitment. Your commitment is to making a plan and sticking to it – absolutely and without fail for 30 days. Then, evaluating what you accomplished, what you didn’t and why.

Then you revise your plan to make it tighter and more effective. You do that by tracking what you accomplished and deciding if it’s enough, too much, or too little. You don’t judge, you just adjust. You don’t waste time feeling guilty if you didn’t hit your targets. You resolve to do better and get to work.

Once you do this through three 30 day periods, you’ll know exactly what you’re capable of and how to adjust your plan to achieve your goals.

Start this Way

Begin by looking at your calendar for the next 30 days. Decide when you are going to work each week and actually write it in your calendar. And don’t just jot down “work.” Book the actual hours you are going to work each week – do it in advance and except in the case of emergencies, stick to that plan.

If you’re going to work from 1-4:30 on Thursday the 12th, put it in your calendar, block that time and stick to it no matter what (like any other important appointment you’ve booked in advance and wouldn’t ever consider not showing up for…)

Don’t commit more time than you know you will work or you’ll set yourself up for failure and disappointment – not great for momentum. Be realistic and try and push yourself a bit – not so much than you set unrealistic targets, but enough so you can make some necessary strides in your business.

Get Very Specific with this Step
Next, decide what you’ll do in that time. This is where you commit to the number of contacts you will make during each work session. Let’s say on Wednesday you book 2 hours to work and you commit to making 30 calls during that time.

If you booked just two of those windows each week, you’d make 60 calls, or 240 calls that month, or close to 3000 calls in one year – that’s in 4 hours/week. Do you see the power of making a plan? It creates the consistency you must have to succeed at your business. And, really it’s simple.

No one said it was easy, but it IS simple. And, making huge amounts of money is never easy. However, in our business it is simple. Prospecting is what leads to partners and partners are what leads you to the income and freedom you desire. Stop everything and make a simple plan today.

And remember – doing admin work during the time you book DOES NOT count. Schedule time to be active in the activity that makes you money: PROSPECTING.

Don’t overcomplicate it, just get busy and don’t look back. A year from now, you’ll have changed your life. Guaranteed.

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July 11, 2016 Category: Business Opportunity Leads, Home Based Business Leads, MLM Leads, MLM Success Tips, MLM/Home Business Training

It’s a given that everyone is busy these days. That means for each person who decides to build an MLM business, they most likely have to find a way to build business time into their schedule. If you have a family, it probably means taking away from family time.

You can’t just decide you’re going to spend less time at your job, right? The time has to come from somewhere. Some spouses are supportive and will help you find time. Others will feel time is being ‘stolen’ from them and might not be as cooperative.

Kids are another story altogether. Often people are building a business FOR their kids – so they can spend more time with their children, or offer them options for their future. But getting there might mean a little compromise along the way. Luckily, we’ve got some great tools for family peace while building your empire!

Build Your Family into Your Business Plan

Try sharing the milestones you’ll working to achieve with your family, and tie them into benefits for everyone. For example – when I get my first – or next, promotion (or customer, or business partner) we’ll all go out to ________________.

Fill in the blank with something your family loves to do that’s budget appropriate. If your next promotion is a big one, maybe a trip to a theme park or a family vacation will be the reward. If you’re just getting started, maybe it’s a trip to a restaurant the kids love, a movie, or mini golf. The point is, if you set these goals together, and there’s a reward for them, they’ll be more cooperative.

It can sound like this:

“You know kids, when I’m in my office, I need to concentrate, so I’d like your help. Every Tuesday afternoon and Saturday morning I’m going to make phone calls. If you would help me stick to my calendar and not disturb me during those times, we’ll make a mark on the calendar I’ll put on the fridge, just for this. Once I get 8 sessions accomplished – and you help me check those days off – we’ll spend the day doing _______________.

Would that be fun? Great! Let’s draw a plan and put it on the refrigerator. When I’ve checked off 8 working sessions, you get _________. Fair? Not only will they think it’s fair, suddenly they’ll be saying “hey, shouldn’t you be in the office making phone calls?”

Of course, you’ll make the reward appropriate to what your family likes to do and everyone’s ages. The big takeaway is by making everyone feel included and sharing your goals and exactly what you need help with. By doing that, you’re very likely to get just what you need.

Of course, it’s a bit different with a spouse. But you can offer the same kind of reward. You might get buy in by saying: “Just give me a year to see what I can accomplish. Every month, we’ll do something special (you choose what you know THEY will like) for you so you get something out of this WHILE I’m building.”

It’s important in several ways – everyone feels taken care of – but you also are making it very clear how important your business is. Your spouse doesn’t have to love what you’re doing, but it really helps if they respect your goals and ambition and give you the time and space you need. They’ll do it much more readily when you prove how serious you are. Offering something in the bargain just sweetens the deal and everyone wins.

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July 6, 2016 Category: Business Opportunity Leads, Home Based Business Leads, MLM Leads, MLM Success Tips, MLM/Home Business Training

When you ask people why they’re building an MLM business, often they’ll say for money, or time freedom, or to bring a spouse home to be with the kids – lots of reasons. While those are all true, we need to dig deeper.

Ask yourself – and your partners – “what’s behind your why, driving you?” What will having more money or time or freedom do for you? Money is nice, sure – but on its own, it’s just paper. What will that money allow you to accomplish? Will it make you to feel secure and be less worried? Will it allow you to improve your life materially? Help others?

Maybe it’s about giving something to, or doing something for your children that really matters to you. Doing something for other family members. Perhaps you long for the confidence that comes from knowing you can take care of yourself, come what may?

Whatever it is, it needs to be emotionally meaningful to you. Not to anyone else. Not for anyone else. It must be important to YOU. Without digging deep and finding a reason that drives you, it can be hard to stay motivated. It’s why you need to not only get crystal clear about why you’re building your business, you need to find a way to keep your WHY front and center so it motivates you.
If you invest the time to get crystal clear about what you’d like to accomplish in your business and write it down, or make it visual and detailed, it will become more real to you. You’ll start to envision what your life looks like when you achieve the success you want. If you can really feel it, you start to believe in the possibility. You start to see your life differently. Wanting what your business can give you – personally – motivates action and keeps you focused.

It’s very important to picture a future you can actually believe in. I’ve seen people start an MLM business stating extremely big goals. A woman once told me she wanted to make $250 thousand dollars in her first year. I asked her if she had ever made that much money before. She hadn’t. I asked if she had ever made as much as $10 thousand in one month. She hadn’t done that either. The most she had ever made in one month was just under $5000.

I suggested she revise her goals to make that much through her own business – or stretch it a little to $5000 – a nice round number. She argued. She didn’t see the point of building a business unless it would make her rich. Well, nothing but the lottery makes you rich instantly (and look how well that works for people – NOT!)

Here’s the reality. If you want to make $20,000 a month, you have to make $2000 a month first. Set your sites on something you know you can do – and then, you know what it takes to build to that level. You have a formula and you can build on it. The brilliance of the MLM model, is you won’t be building it alone. Which is why it’s easier to go from $2000 to $5000 a month than it might be to get to the first $2000.
Give yourself a fair chance. Don’t set your expectations so high that you’re doomed to initial failure. Make sure you know why you’re building your business. Make it big enough that it motivates you, small enough to be realistic, and powerful enough that the everyday challenges of business are exciting to take on, because you already know the end result you’re going for.

Set goals you can taste, and feel, and see – goals you can actually picture, goals that are real to you. Defining your why and staying focused on it is a proven formula for success. It’s powerful, it’s motivating and it works – every single time.

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June 21, 2016 Category: Business Opportunity Leads, Home Based Business Leads, MLM Leads, MLM Success Tips, MLM/Home Business Training

Whenever you learn, or try something new in your business, you want to measure the results so you know what to do more, and less of. Learning in your business is an ongoing activity. There is something to learn from every call you make.  When you’re really comfortable making calls, a good question to ask yourself is, “Did I get lazy?  Did I take any short cuts? What could I have done better?”  If you’re not comfortable with your calls, ask yourself what’s in your way? Are you worried about what they’re going to say? Being rejected? Not feeling confident?

Debriefing is a critical part of the learning process throughout your working career.  If you’re not paying attention to what you’re doing, how are you going to improve and expand what you do?

And, discomfort goes with the territory. We’re all uneasy when we do something new. But the only way to get good at it, is to BE at it, and develop the skills. Having people say NO is critical to your success. Think about it this way:

Hearing NO is the only way to hear YES. If we know most people aren’t entrepreneurial, for some the timing won’t be right, or name any other reason people don’t get started, you start to realize it isn’t personal. It doesn’t have anything to do with you. You’re not being rejected; you just haven’t found the right person – yet.

You need lots of people to say NO so you can get to the ones who will say YES. It’s an equation. That’s how it works. You have to accept that, embrace it, even!

What if you changed your focus from hoping for the YES or your fear of NO to curiosity? You bring your conscious curiosity to the call, about the person you are talking to.  Instead of worrying about what you are going to say, you keep your attention in the here and now.  How do you do that?  Focus on them.

How are they responding?  Are they comfortable?  Is there something you need to address?  Did their voice just change?  It is very easy to assume if there is suddenly a lull in the conversation, they go quiet for a few seconds, they are unhappy.  They don’t like it.  They don’t like you.  When in actuality all you know is they went quiet.  You’ve made everything else up.  Everything.  You just created your reality.  And it wasn’t a positive creation.

Someone could have walked into the room. You have no idea what caught their attention.  They could have been seriously considering this and suddenly realized that they have something coming up and they’re not sure how to handle the timing. There is a good chance they won’t share.  Not because they don’t want to, it hasn’t occurred to them.  It’s up to you to pay attention to the conversation on lots of levels.  Bring your curiosity to the conversation.  Be interested.  Be in the conversation, not thinking about what you are going to say next or whether or not they are going to say YES or NO.

What happens when you actively bring your curiosity to something along with your willingness to debrief your process?  Can you see how learning and curiosity adds to your competence? And, it lets you off the hook of taking everything so personally. We call this SW x 3.

Some will.

Some won’t.

So what?

Take that attitude. Understand your entire career is searching for talent – it’s not always easy to find. So what? Look at the top earners you admire. They just heard NO many, many more times than everyone else. Develop a thick skin. Ask as many people – respectfully – to take a look as you possibly can, and the rest will take care of itself. That’s a guarantee. You can’t practice skills over and over without improving. And, you can’t improve without practice.

The very best thing you can do for your business? Take out your calendar, schedule time to call and stick to it. Every day, every week, every year. I don’t care if you only call one person every day. At the end of the year you will have talked to almost 400 people. You will have lots of new people in your business and momentum will take on a life of its own. Commit. Do it now. It’s what will create massive success. Call. Repeat. Call. Repeat. Cash the Checks. Call. Repeat. Got it? Go get it!

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June 13, 2016 Category: Business Opportunity Leads, Home Based Business Leads, MLM Leads, MLM Success Tips, MLM/Home Business Training

This month is a series of 4 articles, designed to help you invite more people to look at your business. If you haven’t read articles 1 and 2, you can find them here.

In the previous two articles we focused on the most critical aspect of your invitation phone call: your personal statement. Now that you have your short, to-the-point statement prepared (and if you don’t, revisit You Can Talk to Anyone, Talking to Prospects, Say This), we can look at the other four elements.

There are five elements to your script:

n  Introduce and Establish Purpose of Call
n  Your Personal Statement
n  Reason They’re Interested
n  Buy in or Commitment to Look
n  Follow Up Appointment

When you call a lead, you need to connect before you tell your story. It sounds like this: Hi Joe, I understand you’re interested in a home-based business, is this a good time to talk? Never lead by asking if they’re still interested. That’s not the question you want the answer to. You want to know if they can talk. Period.

If they can’t talk, set an appointment for when they can. If they can talk, you proceed with your short statement. The one we crafted last time for “Jane” went like this…

You know Eric, I’ve done fairly well financially, but I never planned for retirement. I decided I had to make up for 15 years I didn’t save – in a short window – say 2-3 years. I started a business I’m excited about. I run it on the side of my current job, and have a plan to build significant income over time that will allow me to make up for lost time.

Then, you segue right into point 3: why they’re looking and you ask “so NAME, what’s got you looking right now?” Then, be quiet and listen to their answer, this is a great question that often gives you lots of info you can work with.

If they sound like a fit, you get them to your first look materials, whatever those are, perhaps a video. It sounds like this: NAME, the next step would be to watch an X minute video, are you ready to do that? Great. Now pin them down to when they’ll review info – along these lines:

When will you have time in the next day or so to watch so we can schedule a time for me to get your feedback? Whatever they say, book a time as close to when they’ll look as possible. If they say tomorrow, you say, great, what time should we talk? If they say on the weekend, you say, great, Saturday or Sunday? What time?

Book a FIRM time. Wednesday afternoon is NOT a firm time. Wednesday afternoon at 2:30 is. Be professional. Your dentist doesn’t say “oh, come in on Monday morning.” They say, be here at 8:30. You do the same. I sometimes hear people say that feels pushy. It’s not pushy, it’s businesslike and puts you in control, which is where you should be.

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June 6, 2016 Category: Business Opportunity Leads, Home Based Business Leads, MLM Leads, MLM Success Tips, MLM/Home Business Training

If you read last week’s post, you know we’re working on crafting your story as a tool to recruit new partners to your MLM business. If you didn’t read that article, you can find it here.

I asked you to identify your why and to take it a step further and tell me specifically HOW your why is important to you. Once you do that, let’s look at how you can share your WHY in a way that’s meaningful to others.

In marketing, (and that’s what you’re doing whenever you share your business concept with a prospect), you must always remember the words of sales trainer Zig Ziglar: we’re all dialed into WII-FM or What’s In It For Me!

That means any story you tell should grab people by their self-interest. Let’s look at how your story can accomplish that.

Whether you’re brand new to your business, or been around for a while, you need to craft your story. Here’s how this works.

Let’s take Jane. Say she’s done pretty well financially, but she didn’t adequately prepare for retirement. She just never had enough money to put much aside. She’s decided it’s time to do something about it. How does she translate that into a story that’s meaningful to you, her prospect?

By highlighting some of what the business model does for you. It could sound like this: You know Eric, I’ve done fairly well financially, but I never planned for retirement. I needed to find a way to make up for about 15 years of savings in just a few years. I started a business I’m excited about because I can run it on the side of my current job, but build some really significant income that will absolutely make up for lost time.

What we’ve done there is told Eric that the business can be run part time, and that there’s significant money. Two key aspects of the business that are critical for any prospect to understand. Do you see how I’ve told my story in a way that makes my prospect see my ideas through her filter?

It could sound like this: You know Eric, I left work when I had kids, but I really miss it. No way I’d go back to full time, but I found something I can do completely on my own schedule – more some weeks, less others – and make really great money over time – as much as I made working full-time.

We’ve shared that it’s flexible and lucrative. It’s way more real and compelling for your prospect than telling them what they could do. It’s unintimidating, but delivers the message.

It might sound like Jim saying this to Megan: You know, I like my job well enough, and the money is pretty good, but I don’t know how secure it is. I decided to start a business on the side. I needed something flexible, but really lucrative. I don’t know what your situation is, but the business model is brilliant….I’m looking for some ambitious partners, I’d like you to take a look and see if it’s a fit for you. You ready to do that?

Do you see how it’s short to the point, sounds confident and certain, but gives key aspects of the business?

When you’re talking to prospects, you must convey that you know where you’re going – how else can they follow? It works.

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