GoPro 7StepstoBecomingaNetworkMarketingProfessional

EricWorre

©2013EricWorre,NetworkMarketingPro™.Allrightsreserved.No part of this book may be reproduced, scanned, or distributed in any printed, mechanical orelectronicform(includingrecordingorphotocopying)withoutwrittenpermission,exceptinthecaseofbriefquotationsembodiedincriticalarticlesorreviews.Everyefforthasbeenmadetoensurethattheinformationcontainedinthisbookiscompleteandaccurate.However,neitherthepublishernortheauthorisrenderingprofessionaladviceorservicestotheindividualreader.Neithertheauthornorthe publisher shall be liable or responsible for any loss or damage allegedly arising from anyinformationorsuggestioninthisbook.Allrightsreservedfortranslationintoforeignlanguages.ISBN978-0-9886679-1-4For informationonquantitydiscountsoronhaving this titlecustomized foryourcompany,pleaseemailthepublisheratgopro@networkmarketingpro.com.RequestsforpermissionsshouldbeaddressedtotheauthoratNetworkMarketingPro,Inc.,800E.1stStreet, Suite 310, Wichita, KS 67202, 1-855-66GOPRO, or via email,gopro@networkmarketingpro.com.PrintedintheUnitedStatesofAmerica.

Thisbookisdedicated

totheNetworkMarketing

Distributor.Thankyoufor

havingthecourage

tofollowyourdreams.

AboutNetworkMarketingPro

NetworkMarketingPro.comwascreatedin2009tobeaFREEresourcetohelpeducateandelevatethe NetworkMarketing Profession. You can find hundreds of free training videos, million dollarearnerinterviews,andothervaluableinformationathttp://networkmarketingpro.com. WealsowelcomeyoutojoinourcommunityonFacebook: http://facebook.com/nmpro We would be honored if you could take a few moments and write a review of this book onAmazon. ForinformationonprintingacustomeditionofGoPro,emailgopro@networkmarketingpro.com. BULKDISCOUNTPROGRAM:Ourgoalistogetthisbookintothehandsofasmanypeopleaspossible.Tomakethisgoalareality,wehavecreatedabulkdiscountprogramthatwillallowleaderstohavequantitiesofGoProonhandatalltimes.Weencourageyouto:

GetbooksintothehandsofeverypersononyourteamGiveacopytoeverynewpersonwhojoinsyourorganizationMakecopiesavailableforsaleatallofyourevents1-9—$12each

10-24—$10each 25-49—$8each 50-99—$7each 100-499—$6each 500-999—$5each 1,000+—$4each Toorder,visithttp://www.networkmarketingpro.com/gopro.Ifyouhavequestions,contactusat1-855-66GOPRO,orviaemailatgopro@networkmarketingpro.com.

Acknowledgments

I’mnotawriter.Letmetellyouthatupfront.Thejourneythathasledtothisbookhasbeenaverylong andwinding road. In fact, I’ve attempted to do this a half dozen times and even hired a fewghostwriters to help out. But in the end, it never felt just right, so I guess you’re stuck with meofferingittoyouinmyownwords. I’mnotthebestNetworkereither.TherearepeoplemuchbetterthanIam,althoughI’vehadwhatmostpeoplewouldcallawildlysuccessfulcareer.IdobelieveI’vedevelopedaknackforfiguringoutwhatthesupersuccessfulpeopledoanddeliveringitinawaythatcanbeeasilyunderstood. NetworkMarketinghas its own“jargon.”Somecompanies call their people distributors, othersareteammembers,andstillothersarebrandpartners,promotersorassociates. Whetherit’sthenameofadistributororanyoftheotherjargoninourbusiness,pleasedon’tletthatdistractyouasyoureadthisbook.Focusontheconcepts,notthenames.Conceptsneverchange,whilenameschangeallthetime. Aswestartthisjourneytogether,thereareafewimportantpeopleIneedtothank. TomywifeMarina,Godblessedtheworld thedayyouwereborn,andHeblessedmethedayIfinallyfoundyou. Tomychildren,Taylor,Alexandra,Daniela,Chandler,andDomenic,andmygrandsonEthan,I’msoproudofallofyou.Ihavenodoubtyouwilldogreatthingsinthisworld. Tomyparentsandtherestofmyextendedfamily,Ican’tthankyouenoughforallyourloveandsupportthroughoutmyentirelife.Ilovemyfamily. Tothethousandsoffriendsaroundtheworld,you’vebecomemytrueextendedfamily.I’vehearditsaidthat“friendshipiswealth.”Ithinkthat’strue,andbecauseofyou,I’mawealthyman. ToChadPorter,NetworkMarketingProwouldn’tfunctionwithoutyou.Thankyouforallthehardworkanddedication.Iappreciateyousomuch. ToMelodyMarlerForshee, thankyou forbeingmyeditorandhelping toorganize thisbook. Icouldn’thavedoneitwithoutyou. AndtotheNetworkMarketingProfession,thankyouforsavingmylifebackin1988.Youmademebecomeabetterman,andI’llbeforevergrateful.

Introduction

IrememberthedayIwasintroducedtoNetworkMarketingforthefirsttime.ItwasJanuary1988.Iwas23yearsoldandsellingrealestateforasmallcompanyownedbymyfatherandhisfriendJohnJoyce. Iwasnewlymarriedwithalittleboy.Iwasalreadybehindonmybills,andIwasscared.TheyearbeforeIhadearnedabout$45,000inrealestatecommissions,whichwasagoodthing.TheproblemwasthatIhadspentabout$60,000,anddidn’tsaveanymoneytopaymytaxes,whichwouldbedueinjustafewmonths. WhenJohnJoycecametomydesk thatdayandsaid,“Eric, I thinkIhaveawayforus tomakesomeextramoney,”Isaid,“Tellmemore!”Hewentontosayagoodfriendofhishadsomethingtoshowusandhadinvitedustohishouse.SoIgotinthecarwithJohnandmydadanddroveovertocheckitout. Whenwearrived,hebroughtusintohislivingroom,poppedatapeintohisVCRandhitPLAY.Isat and watched this crazy video. It was filled with mansions and limousines and testimonials ofpeoplemakingfortunesvirtuallyovernight.ItwassooverthetopIjustcouldn’tbelieveittobetruesoIproceededtotelleveryoneIthoughtitwasabadideaandIwasn’tinterested.Mynaturalmentalfiltersjustcouldn’tletitin. Thensomethinginterestinghappened.Johnandmydadsaid,“Okay,that’stoobad.We’regoingtodoitanyway.” ThishadaMAJORimpactonmebecausetheonlythingworsethanbeingbrokeandindebtwasthe thoughtofseeing these twogoon tomakehugemoneywithoutme!So, Ichangedmyattitude,pulledmydadaside,andaskedhimifhewouldloanmesomemoneytosignup.ThankGodhesaidyes,becausedecidingtobecomeaNetworkMarketingdistributorcompletelychangedmylife. WhenIgotstarted,Itreatedmybusinesslikemostpeopledo,whichistosayIdidn’ttreatitlikeabusinessatall.Igotin,madesomephonecalls,andhopedmytimingandpositioningwasenoughformetoget luckyandmakeafewbucks.Andatfirst itworked!IDIDmakesomemoney,anditwasveryexciting, although Ihave todisclose something toyou.For those first fewmonths,myentirestrategywastoquicklycallallofmydad’scontactsbeforehehadtimetogettothem.IthoughtifIcalledthem,toldthemmydadandJohnJoycewereinvolved,andgotthemtoameetingortowatchavideo, then if theywere interestedmy dadwouldn’t fight over who got credit, since I was in hisorganization.Ihadlimitedsuccesswiththis,butasyoucanimagine,itdidn’tlastlong. SothreemonthsafterIgotstarted,myNetworkMarketingincomedriedrightup.Andwhenitdid,mypositiveattitudecompletelywentaway.Istartedtoblameeverythingandeveryoneformylackofsuccess.Myuplinewasn’tgivingmeenoughhelp.Thecompanydidn’tprovideadequate training.Ididn’tknowenoughpeople.NoonewouldrespectmebecauseIwassoyoung.Iblamedtheproduct.Iblamedthecompany.Iblamedtheeconomy.Iblamedeveryonebutmyself. ButIhadabigproblem.Blamingtheworldwasn’thelpingtopaymybills.AndIhadwalkedawayfromrealestateafter that firstcommissioncheck. Itwasgoing to take too long togeta realestatecommissionandIhadnocollegedegree,sogettingadecentpayingjobwasoutofthequestion.TheonlyplaceIcouldgotocreatesomecashflowwasbacktoNetworkMarketing. SoIputmyheaddownandwenttowork.Atfirstitwasn’teasy.Infact, inmyfirstthreeyearsI

rebuiltmyorganizationseventimes!I’dbuilditupanditwouldcrashandI’dbuilditupagainanditwouldcrash.Overandoverandoveragain. After those three years, I was more than discouraged. I’d almost lost hope. Then somethinghappenedthatchangedmylife.Actuallyitwasacombinationoftwothings.ItwasthenightbeforeacompanyconventionandIwaswatchinganewsprogramontelevision.TheyhadaguestwhowasanexpertonatopicIcan’trecallnow.Whatwentthroughmymindwas,“Howdoesapersonbecomeanexpert on THAT topic?” The only thing I could think of is they must have decided to becomeexperienced,learneverythingtheycould,readeverybook,talktoeveryotherperson,andlearnitsocompletelythattheybecameanexpert. ThenextdayIwenttothecompanyconventionandwatchedsuperstaraftersuperstarwalkacrossthe stage.And then, itwas like being hit by lightning. It finally clicked inmy brain that if I trulydecidedtodoit,IcouldbecomeanexpertatNetworkMarketing.Icouldfocusontheskills.IcouldpracticeuntilIbecameanexpert,andNOONEcouldstopme. Upuntilthatmoment,Iwasalwayslookingforanangle.Iwashopingtogetlucky.Iwashopingtosponsorthatonesuperstarwhowasgoingtochangeeverything.AndIwasscaredIwouldlosemychanceifitdidn’thappensoon. Inaninstant,everythingchanged.IrealizedIdidn’thavetoworryaboutgettinglucky.Timingandpositioningwerenice,butnotnecessaryformylong-termsuccess.Ididn’thavetoworryaboutmyupline,knowingtherightpeople,oranythingelse.AllIhadtodowasbecomeanexpert. SoIdecidedthatdaytochangemyfocusanddeveloptheskillstobecomeaNetworkMarketingProfessional.Itwasadaythatchangedmylife. Sincethen,mylifehasbeenanamazingadventure.NetworkMarketingbecameacareerforme.Ihavecompletetimefreedom.I’vemetthemostamazingpeoplearoundtheworld.I’vebeenabletotouch and be touched by the lives of hundreds of thousands of people, travel all over the world,contributetothecausesthatareimportanttomeandmostimportantly,becomeabetterpersonintheprocess. Allofthishappenedformeanditcanhappenforyoutoo.Inthisbook,I’mgoingtogiveyouthefundamentalprinciplesthatcanguideyoutobecomingaNetworkMarketingProfessional.TheyhaveservedmewelloverthepastfewdecadesandIknowtheywillserveyoujustaswell. Welcometoanexcitingnewadventure!

CHAPTERONE

NetworkMarketingIsn’tPerfect…It’sJustBETTER.

Do you feel restless?Do you feel unsatisfied?Do you feel theremust be a betterwaywhen itcomestoyourworkandthewayyoumakeyourliving? Thegoodnews:ThereISabetterway,butit’sdifferentthanwhatyouweretaughtinschool.Letmeexplain. AsItravelandspeakaroundtheworld,Iliketoplayanaudienceparticipationgame.Iaskpeopleto help me create the ultimate business and to tell me specific things they’d like to have in thatbusinessandthingsthey’dliketoavoid.Italwaysmakesforaveryinterestinglist.Ifwewerefacetoface,I’ddothesamethingwithyounow.Butsincewe’renot, letmesummarizewhatpeoplefromover30countrieshavetoldmewhilecreatingwhatIliketocall“ThePerfectCareerList.” Peopleusuallystartnamingthingstheydon’twant:

NobossNocommuteNoalarmclockNoemployeesNopoliticsNocompromisesNodiscriminationNoeducationalrequirement

Andthen,aspeoplestart tousetheir imaginationsinamorepositiveway, theystart tovisualizesomepositiveattributes:

SomethingpositiveGreatproductorserviceUnlimitedincomeResidualincomeEnjoythepeopleyouworkwithTimefreedomSomethingmeaningfulPersonalgrowthLotsofperksInternational

ContributiontoworthycausesLowriskLowstart-upcostsEconomy-proofTaxbenefitsFun!

Now,youmightaddsomeattributesofyourown,butwouldn’tyouagreethat’saprettygoodstart?Imaginebeingabletoenjoyacareerwithallthoseattributes!All“jobs”thatIknowoffallintooneoffivecategories:

Blue-collarWhite-collarSalesTraditionalbusinessownershipInvesting

Blue-CollarCareers HereistheWikipediadefinitionofblue-collar.“Ablue-collarworkerisamemberoftheworkingclasswho performsmanual labor.”My definition is someonewho labors to fix something,makesomething,cleansomething,buildsomething,orservicesomething(orsomeone). Inmylife,I’veworkedmanyblue-collarjobs.And,foranyonewho’severengagedinthislineofwork,thereisacertainsatisfactioninajobwelldone. Buthere’sthebigquestion:Canblue-collarworkdeliveronThePerfectCareerList?Theobviousanswerisno.Sure,itcandeliveronsomeoftheattributes.Itmighthaveagreatproductandalowstart-upcostor anynumberofother individual itemson the list, but if you really lookat it, blue-collarjustcan’tgetyouwhereyouwanttobe.Not“ThePerfectCareer.”White-CollarCareers HereistheWikipediadefinitionofwhite-collar. “The term white-collar worker refers to a person who performs professional, managerial, oradministrativework,incontrastwithablue-collarworker,whosejobrequiresmanuallabor.Typicallywhite-collarworkisperformedinanofficeorcubicle.” Mydefinitionisapersonwhoisemployedbysomeoneelsetodoworkotherthanmanuallabororsales. Many people choose a white-collar career, as it is one of the most socially acceptable of theoptionsavailable. Ithas longbeenviewedas thesafeandsecureoption.Recently thathaschanged.Theimpliedcontractthat,ifyouareloyaltothecompany,thecompanywillbeloyaltoyou,islong

gone. I’vealsobeenawhite-collarworkerinmycareer.Inmyexperience,therearetwotypesofpeoplewhodothistypeofwork:AchieversandHiders. Achieversarethepeoplewhowanttoperformatahighlevel.Theyareambitious,motivatedandenergetic.Theyarefullofideasandwanttomoveupthecorporateladder,whicharegreatattributestohave.ButthereisadownsidefortheAchiever. Themomentapersondecides tobeanAchiever, theybecomea target.Theirboss sees themasthreateningtotheirjob,sotheystarttoholdthemdownortakeshotsattheirreputation.Theirpeersseethemasapersonwhowilleitherembarrassthemorkeepthemfromgettingapromotion,sotheystarttodowhattheycantounderminetheiraccomplishments. So,toremainanAchieverandsurviveinthishostileenvironment,apersonmustbecomegoodatonethingthathasnothingtodowiththeirproductivity—andthat’spolitics.Theymustlearnhowtonavigate thepoliticalworldbydiminishing their enemies and strengthening their relationshipwithpowerfulpeople.Infact,someofthemostsuccessfulpeopleinthecorporateworldaren’tAchieversatall.Theyarepurepoliticians. SoifyoudecidetoworkinthecorporateenvironmentandtobeanAchiever,youmustacceptthefactthatyoumustbecomeagoodpoliticianalso. Now,let’stalkabouttheHiders.ThesearethepeoplewhoHATEpolitics,butstillneedajob.TheylearnnottobetheambitiousAchiever.Theydon’tstandout.Theydon’tspeakupinmeetings.Theydon’tbringnewideas.TheyHIDE.Theykeeptheirheadsdownanddoasthey’retold.Theydojustenoughsothattheyaren’ttalkedaboutnegatively.Theysurvive. Andthishasworkedfordecades.ButintheNewEconomy,it’sbecomingmuchmoredifficulttohide.Andpeoplearerunningoutoftime. So, back to ourPerfectCareerList:Can awhite-collar jobdeliver on the list?Again, the clearanswerisno—certainlynotinverymanyareas.Sales Somepeople choose toget away frombeing an “employee” andget involved in a sales career.Thisiscertainlymoreadventurousbecausetypicallysalespeoplearepaidontheirproductioninsteadofbythehour. I’veknownthousandsofsalespeople.ThereisacommonthemeI’venoticedoverthecourseofmycareer. The typical salesperson will have a period of time where everything goes perfectly.Everythingtheytouchturnstogoldandtheymakesomereallygoodmoney. Assoonasthathappens,theyalmostalwayssettheirlifestyletothatlevelofincome.Theybuyanew house, get new cars, put their kids in better schools, purchase a vacation home—the works.Everythingisgreatforawhile. Andthensomethingchanges. Thecompanychangesthecompensationplan,theirterritorygetsreduced,acompetitorshowsup,theylosetheirbestcustomer,theeconomygoesintorecession,newtechnologymakestheirofferlessvaluable,orgovernmentregulationschangetheirindustry.Thesearejustafewexamples.Therearehundredsmorereasonswhythesalesperson’sworldcould(andprobablywill)getmorecomplicated.

Whenthathappens,withthebiglifestylethey’vedeveloped,now40hoursaweekisn’tenoughtopaythebills.Sotheygoto50hoursaweek.Andthen60.Andthen70.Andthentheirlifegetsverysmall.Yes,theyhavethestuff,buttheydon’thavetimetoenjoyit. Theotherchallengeforthesalescareeris,nomatterhowapersondoes,theystillstartatzerothenextday.Itcanbetiringtoliveunderthatkindofpressureoveralongperiodoftime. Can a sales career pay the bills? Sure. But can it deliver on The Perfect Career we describedearlier?Again,theanswerisno.TraditionalBusinessOwnership Somepeopleoptforthebigdream—buildingtheirownbusinesswheretheyarethebossandtheycalltheshots.It’sanexcitingidea,isn’tit?Here’stherealityformostpeople: Step one: They use their life savings, take on new debt, andmany times borrowmoney fromfriendsandfamilytogetstarted. Steptwo: They take onmore debt in the form of leases and personal guarantees in just abouteverydirection. Stepthree:Nowinsteadoffocusingonwhattheyaregoodat(let’ssaytheyweregreatatsalesanddecidedtostarttheirownbusiness),theyhavetobeallthingstoallpeople.Theyactasattorneyfor legalmatters, accountant for financialmatters, babysitter for employeematters, negotiator forpurchasingmatters,andcollectionagencyforaccountsreceivablematters.Theyevengettotakeoutthegarbage.TheyaredoingEVERYTHINGbutselling,whichiswhattheyweregoodatinthefirstplace. Stepfour:Theystruggle. Insteadofowning thebusiness, thebusinessowns them.Theyare thefirstpersontoworkandthelastpersontoleave.Andaftereveryoneelsegetspaid,theymightbeabletotakehomeenoughmoneytopaytheirownbills,letalonereducethedebttheyincurredtostartthebusinessinthefirstplace. Stepfive:Theysucceedortheyfail.Theyeitherhitapointdowntheroadwherethebusinessissuccessful,ortheyfail,manytimesfilingforbankruptcyandfallingbackintoacorporateorsalesjob.Andeveniftheyaresuccessful,thatusuallymeansalifetimeoflonghoursandstress. Soundsromanticdoesn’tit?Ifyouhaven’tstartedyourownbusinessbefore,askfriendswhohaveifthisdescriptionisn’taccurate.Mostpeoplewhostarttheirowntraditionalbusinessaren’tworriedaboutgettingareturnontheirinvestment.TheyjustwantareturnOFtheirinvestment.It’sprettyclearthattraditionalbusinessownershipcan’tprovidethePerfectCareeraswe’vedescribedit.TheInvestor Thelastcategoryofwaystoearnalivingintheworldtodayistobeaninvestor.Andwhatdoyouneed tobecomean investor?Money, right? Ifyoudon’thavea lotofmoney, it’sgoing tobeverydifficulttoearnalivingfromthereturnonyourinvestments,especiallyifyoutrytobeconservativetoreducetheriskofloss. Butlet’ssayyoudo.What’sthenextthingyouneedinordertobeasuccessfulinvestor?Youneedtohaveincredibleknowledgeandskill.IknowmorepeoplethanIcouldcountwhowereskillfulrealestateinvestorsovertheyears.Butwhenthingsradicallychangedintherealestatemarket,theirskillcouldn’thelpthem.Theylostbig.

Wouldyouliketoinvestinsomeone’straditionalsmallbusiness?Goodluck.Inmostcases,youwon’tbeaninvestor;youaremorelikelytobeaphilanthropist. Howabout the stockmarket?Peopledogreat there,don’t they?A fewdo, at least from time totime. But I knowmore people who’ve lost than havewon, especially in the past decade. It’s verydifficulttohaveguaranteedreturnswhenyou’renotincontrol.Andtrustme,asaninvestoryouareNOTincontrol.Anythingcanhappen.Anditcanhappenovernight. Letmetellyouastorytoillustratethatpoint.Inlate2001,Iwaslivinglarge.IhadsoldacompanyIco-foundedandwasworkingasaveryhighlypaidconsultant.Formypartof the sale I receivedapproximately170,000sharesofstockinthenewcompany.ItwaspubliclytradedontheNewYorkStockExchangeandsellingforabout$44ashare,whichmeantthevalueofmystockwasaround$7.5million.Ihadbigincomeandagreatportfolio.LifewasGOOD. Iusedpartofthestocktosecureahomeconstructionloanofabout$2millionforadreamhouseIwasbuilding.Asfortherest,Ididn’tdiversifybecauseIknewthecompanywasingreatshapewithagoodproductandanamazingsalesforce. Thensomethingoutofmycontrolhappened.Overnight thestockwent to$37asharebecauseagroup of investors had targeted the company and shorted the stock. In otherwords, the lower thestockpricewent,themoremoneytheywouldmake. Ithoughtitwasridiculousbecausethecompanywasdoinggreat,soIboughtsomemoresharesat$37, usingmyexisting shares as collateral, knowing thepricewouldgobackup. Itwent to $33. Iboughtmoreshares.Itwentto$27.Istartedgettingmargincalls,whichmeantifIdidn’tsendthemmoney,theyweregoingtostartsellingmysharestocoverthelosses.Ididn’thaveittosend. Thestockcontinuedtogodown.Itwentallthewayto$10ashareandmy$7.5millionwasgone.Poof! All in less than 90 days. Now, the stock eventually came back and the company was takenprivatefor$65ashare.ButIwasn’ttheretocapitalizeonit.Iwaswipedout. CouldIhavebeensmarter?Sure.DidImakemistakes?Absolutely.Buthere’sthelesson:Ifyou’regoingtobeaninvestor,youhavetoacceptthatthingswillbetakenoutofyourcontrolfromtimetotime.Andwhenthathappens,itcanbeveryexpensive. So,backtoourPerfectCareerList.Canbeinganinvestordeliveronthatlist?Idon’tthinkso. We’vetalkedaboutblue-collarwork,white-collarwork,sales,traditionalbusinessownership,andinvesting.And none of them can deliver on our PerfectCareer List. So is the perfect career evenpossible?Theanswerisyes,buttogetthereyouneedtounderstandthateverythingischanging.Theoldmodelsofcompensationaredeadordying,andwearegoingthroughthebiggesteconomicshiftinanyofourlifetimes.TheNEWEconomy Theworldasyouknowithaschanged.Forthepeoplewhodon’trecognizethatfact,itwillbetheworstoftimes.Forthepeoplewhodo,itwillbethebestoftimes. Overthelast100years,aninterestingphenomenonoccurred.Theriseofthecorporationbecamethestandard insociety.Thesafeandrespectedplaceforpeople toexist in theworkplacewasasanemployee. Stepone:Gotoschooltolearnhowtobeanemployee.

Steptwo:Findacompanythatwillemployyou. Stepthree:Workforthatcompanyfor40years. Stepfour:Retire. Inrecentdecades,thepromiseofbeingrewardedbythecompanyforyourloyaltyandhardworkhasbeenexposedasamyth.Peoplebegan torealize the loyalty theyweregiving to theircompanywasnotbeinggiveninreturn.Soadifferentprocessevolved. Stepone:Gotoschooltolearntobeanemployee. Steptwo:Findacompanythatwillemployyou. Stepthree:Switchcompaniesforvariouspoliticalandeconomicreasonseverythreetofiveyearsoverthecourseofyourcareer. Stepfour:Findthatyoucan’tretirecomfortablyafter40years,soyoukeepworking. Andnowwearegoingthroughthebiggestshiftinanyofourlifetimes.Foracentury,companieshavepaidpeoplebythehour,bytheweek,orbytheyear.That’schangingonagloballevel. Theworldismovingtowardaperformanceeconomy.Andit’salreadyhappening.Here’swhatthatmeans:Inthefuture,you’reonlygoingtobepaidforperformance.Youwon’tbepaidforyourtimeanymore.Serversinthefoodindustryalreadyliveinthismodel.Theygetaverylowhourlywagerequiredbylawandtheymaketheirlivingthroughtips,basedontheirperformance. Ifyoucanimaginethesamemodelbeingappliedtovirtuallyeveryjobintheworld,youwillseewhatiscoming.Thepersoncleaningtheroomsinahotelwon’tbepaidbythehouranymore.They’llbepaidperroom. Forofficeworkers,here’sanexample. Apersonhasa$60,000annualsalary. Step one:The companywill lower that salary to something like $50,000 becausewith today’smarketplacethereareotherpeopletotakethejobforaloweramount. Steptwo:Theywillreducetheir“base”salarytosomethinglike$20,000ayear. Stepthree:Theywilltellthatpersonthattheycangetanadditional$30,000overtheyeariftheyhitcertainperformancebenchmarksonamonthlybasis. Inotherwords, if theyhit their numbers, they canmakean additional$2,500amonth.Now thepressureison,andthecompanyislovingit.Ifyoudon’thityournumberstheycansaveevenmoremoney. If you DO hit your numbers, guess what’s in your future? They are going to raise yourrequirements. Unlessyouareextremelyspecialized,thiswillhappentoyouifithasn’talready.Countonit.Anditwillhappenineverysingleprofessionworldwide.Theevolutionhasbegun. Whyisthishappening?One,it’sabettermodelforthecompany.They’llgetbetterresultswithlessexpense.Two,theNewEconomyneedsfewerpeople,sothecompanyhasmorepeoplecompetingforfewerandfewerjobs. LetmeexplainwhytheNewEconomyneedsfewerpeople.Theexponentialriseoftechnologyhaschanged everything. Over 100 years ago, 90% of the population worked in agriculture. Today,

becauseofdramaticefficiencies,it’slessthan1%,andthefarmingjobsaregone. Remembercustomerservicecallcenterswhereyoutalkedtopeople?Today,youtalktoamachineand those jobs are gone. Rememberwhen companies had amassive amount of salespeople?Nowpeople order online and those sales jobs are gone. Remember Blockbuster video and all of itsemployees?Nowpeoplewatchmoviesontheirhandheldortabletdevices,andthosejobsaregone.Ilovebooks,butgotoyourlocalbookstorewhileyoucan.Theywillbehistorysoon,andsowillthejobsprovidedbythosestores. I could go on and on through virtually every work category in the world. Technology andefficiencyareeliminatingjobseverysingleday,andthereisnothingwecandotostopit.Infact,it’sonlygoingtoaccelerate.Ifyouaresittingtherewaitingfortheeconomytobouncebackandforjobstoreturn,don’t.Theyaren’tcomingback. Just like the children of farmers saw the handwriting on the wall and left farming for newvocations,thesamethingishappeningforpeopleworkinginOldEconomyjobs.Tosurvive,they’llneedtoopentheireyestothisrealityandfindsomethingnew.NetworkMarketingisBETTER ThebestwayIknowtonotonlysurvive,buttothriveintheNewEconomy,isNetworkMarketing.Thereareimportantproductsandservicesintheworldtodaythatneedtobepromotedtothepeoplewhoneedthem.Consumersstillneedtobeeducated. Companieshavechoices.Theycandiveintotheever-fragmentedworldofadvertisingtoget thewordout,theycanhirealargeandexpensivesalesforcetoselltheirproductsorservices,ortheycanutilizeNetworkMarketingtotelltheirstorytotheworld. More and more companies will choose to use Network Marketing because it fits the NewEconomy.Theycanprovideallthecorporatesupportandpaydistributorsonapurelyperformancebasistopromotetheirproducts.It’sextremelyefficientbecauseintheNewEconomy,word-of-mouthadvertisingcontinuestoworkbetterthananyotherformofpromotion.Thecompanycanjusttakethemoneytheywouldhavespentonadvertisingandpromotionandpayittotheirdistributorstospreadtheword. What thatmeansforyouasanentrepreneur is thatyoucanreceiveall thebenefitsof traditionalbusiness ownership without the typical risks. And there will be no cap on your income, becauseNetworkMarketingcompaniesWANTyoutomakeasmuchaspossible.Ifyou’regoingtobepaidforperformanceanyway,whylivewiththecap?The“Catch”ToNetworkMarketing Thisallsoundsgreatanditis.Butthereisacatchthatmostpeoplewon’ttellyou.Hereitis:

Youmustacceptatemporarylossofsocialesteemfromignorantpeople.

Thatmeansforawhile,peoplestilllivinginandtryingtofunctionintheoldsystemwillthinklessofyou.Theywon’tunderstand.They’llthinkyou’recrazyforbeinginvolvedinNetworkMarketing. Andactually,theword“accept”isn’tcompletelyaccurate.Youneedtodomorethanthat.Youneedto embrace the temporary loss of social esteem from ignorant people.YOU are seeing the future

before it becomes apparent to everyone else.YOU are the smart one.YOU are the person takingactiontoliveabetterlife. Thereisareasonwhypeoplewillthinklessofyou,andit’snotjustbecausetheyarestuckintheoldsystem.LetmeseeifIcanhelpyoubetterunderstandthis,becauseifyoudecidetomakeNetworkMarketingyourprofession,it’simportanttoknow. MostpeoplehaveeitherjoinedaNetworkMarketingcompanyorknowsomeonewhohas.Thisiswhatgoesthroughthemindofvirtuallyeverypersonwhodecidestogetinvolved.“Hmm,Icanthinkoffiveorsixpeoplewhomightdothistoo!Mysisterwouldbegreat!Myfriendlovesthiskindofthing.Iknowthisotherpersonwhocouldbeamazing!Okay,I’lljoin.” Inotherwords, theyaren’t joiningaprofession.They’re justhoping toget lucky,signupafewpeopletocovertheirownstart-upcosts,andsitbackandwaitforthemoneytorollin.Theallureofbeingpaidforsomeoneelse’seffortsispowerful,butoftenbadlymisunderstood. They haven’t started a real business. They just purchased a glorified lottery ticket. Imagine alottery ticket with six scratch-off spots. Those spots represent each of the people the new personthinkswillcertainlyjoin.Theyapproachthosepeopleandtrytogetthemtojoin.Andbecauseoftheirlackofskill,mostofthemendupwithnothing—justlikethelotteryticket.Thisbecomesjustanotherlost opportunity, and since they have acted in unskilled ignorance, theymay have damaged somefriendshipsaswell. Sotheyripuptheticket,andinsteadoftakingresponsibilityfornotreallystartingtheirbusiness,theyblameNetworkMarketingandmakesuretotelltheworld,“Look,I’vebeenthere.I’vedoneit.ItalkedtoeverypersonIknow,andNetworkMarketingjustdoesn’twork.Saveyourmoney.” THAT’Swhat you’re dealingwith if you choose this as a profession—theopinionsof ignorantpeoplewhothinkthey’vedoneitrightanditdoesn’twork.If that’sgoingtobetoohardtohandle,thenNetworkMarketingisn’tforyou.Butifyoucanembraceit,theworldisyours. The people who embrace this get paid BIG money. Companies will pay unlimited amounts topeoplewhocanhelpblindpeoplesee,whocaneducatetheignorant,andwhocanbuildacommunityoflike-mindedpeople. Somepeopleliketosay,“Perceptionisreality.”Ihatethatsaying.Allgreat leadersintheworldhaveignoreditforcenturies.WhatifNelsonMandelahadsaidperceptionisreality?WhatifMartinLutherKingJr.hadsaidperceptionisreality?WhatifSteveJobshadsaidperceptionisreality?Thegreat leadersof theworldsaid,“Reality isreality,andI’mgoingtodoeverythingpossible tohelppeopleunderstandthatfact.” Thetruthis,NetworkMarketingisn’tperfect.It’sjustBETTER.Andthat’sreality!

CHAPTERTWOIfYou’reGoingtobeInvolvedinNetworkMarketing,Decidetobea

Professional.DecidetoGoPro.

TherearethreecategoriesofpeopleinNetworkMarketing.I’veseenallofthemandI’vebeenallofthem.TheyarethePosers,theAmateurs,andtheProfessionals.Posers Posers treat thisprofessionasa lottery ticket.They’rehoping tohit itbigwithas littleeffortaspossible.WhenIfirststartedout,IwasaPoser,hopingtorideonmydadandhispartner ’scoattails.Luckilyforme,Igotsomeresultsandthatkeptmegoing,atleastintheshort-term.ButIthinkyoucanagreewithmethatremaininginthePosercategoryisabadidea.Withinabout90daysImovedoutofthatcategoryandbecameanAmateur.Amateurs Amateursfocusondifferent things.Oneof thethingsIcontinuedtofocusonasanamateurwasluck.Iwasreallyhopingtogetluckyandsignthatmonsterdistributorwhowasgoingtomakemerich.We’veallheardthestoriesofsomepersonwhohadtheirlivescompletelychangedbyonesign-up.Inreality,evenifsomeofthosestoriesaretrue,itreallydoesn’tserveourprofessionverywell,becauseitmakespeoplespendtheirtimehopingforthatbighit. ThesecondthingIfocusedonasanamateurwastiming.Iwasalwaysworriedabouttiming.DidIget in early enough? Could I be the youngest top-level person in the company?Howmany otherleaders were already in my local market? Were there too many to compete against? Were thereenoughtogettruemomentum?Howwasthecompany?Wasittoobig?DidImissthegrowthcurve?Wasittoosmall?Iwasobsessedwiththeideaoftiming. ThethirdthingIfocusedonasanamateurwaspositioning.WasIintherightorganization?Didotherpeoplehaveabetterpositionthanme?MaybeIdidn’thavetherightupline.WouldIdobettersomewhereelse? AndthefourththingIfocusedonasanamateurwasshortcuts.Iwasalwayslookingforanangle.Anygimmick thatcamedowntheroad, Iwasupfor it.Newspaperadvertising?Okay.Helpwantedsignsby the sideof the road?Let’sgodo it.Passingout fliers at themall? I’m in.Goingdoor todoor?Let’s try it.TheInternetdidn’texistwhenIwasanamateur.Just imaginehowcrazyIwouldhavebeenoveralltheInternettacticsIcouldhaveusedtodistractmyself.Whatthatmeantwas,everytimeIheardofsomeshinynewapproachbeingtrainedbyanyoneintheworld,Iwasdiggingintoittotrytofindtheshortcut. And then, I finallymade thedecision toGoPro.Wikipedia’sdefinitionof aprofessional is, “Aperson who is paid to undertake a specialized set of tasks and to complete them for a fee.” MydefinitionofaNetworkMarketingProfessionalis,“ApersonwhoisanexpertattheskillsrequiredtobuildalargeandsuccessfulNetworkMarketingorganization.” Thereisaphraseinourprofessionthatdoesmoreharmthangood.Itsays,“Ignoranceonfireisbetter thanknowledgeon ice.”Thepointof thisphrase is that it’sbetter tobeexcitedand ignorant

thanitistobeapatheticandsmart.Thatmaybetrue,butwhydowehavetochooseoneortheother? Letmegiveyouanexample.Let’ssayyouwereinneedofanoperation.Atthehospitalyoumeetyourdoctor.Hecomes inandsays,“I’mveryexcited toconductyouroperation. I’msopassionateabout it I couldhardly sleep.Nooneonearthwants tohelpyoumore than Ido.”You say, “Wow,thanksDoctor.How longhaveyoubeendoing these typeofoperations?”Andhe says, “Well, I’veneverhadanyschoolingon thisparticularoperation,and I’veneverpracticedand I’veneverdoneone,butitdoesn’tmatterbecauseI’msopassionate!”Howareyougoingtofeel?Enthusiasmisgreat,buteventuallyyouneedtomarrythatpassionwithskill.

ProfessionalathleteswilldevoteendlesshourstopreparingforcompetitionbutwhentheyjoinNetworkMarketing,theywon’tgiveoneday’sworthofefforttolearningourskills.Doctorswilldevoteadecadeoftheirlivesathugefinancialexpensetobecomephysicians,butwhentheyjoinNetworkMarketingtheywon’tgiveamonth’sstudyandpracticetobecomeaNetworkMarketingPro.

InhisbookOutliers,MalcolmGladwell’sresearchshowedittakesapproximately10,000hoursof

practicetoreachtheexpertlevelatanything.Withfourhoursadayofpractice,thataddsuptoaboutsevenyears.ThatformulaappliestoNetworkMarketingaswell.It’sgoingtotakeaboutsevenyearsforyoutobecomeworld-class.Thegoodnewsis,theprofessionisveryforgivingandyoucanearna lot of money while you’re becoming an expert. The trick is not to get complacent; don’t stoplearningwhileyou’reearning. When I made the decision to Go Pro, everything changed forme. I stopped focusing on luck,timing,positioning,andshortcuts.Ievenstoppedfocusingonthemoney.MyworldchangedwhenIstartedfocusingontheskillsandmadethecommitmenttopractice,practice,practice,untilImasteredthem. AnotherthinghappenedwhenIdecidedtoGoPro.Allofasudden,mygroupstartedtogrow.Itwaslikepeoplecouldsensemychangeoffocusandmycommitmenttoexcellenceandtheywantedtobe a part of it. Think about a time in your life when you were around a person committed toexcellence.Itmighthavebeenateacher,acoach,abossorafriend.Howdiditmakeyoufeel?Itwasinspiring,right?You’llfindyouwillbeaninspirationtootherswhenyoumakethisimportantshift. Bottomline:Ifyou’regoingtobeinvolvedinthisgreatprofession,decidetodoitrightandtreatitlike aprofession. If youGoPro, this business is great. If you stay aPoseror anAmateur, you’regoingtobemiserable. And by now, you’ve noticed I use the word profession a lot. I do that on purpose. NetworkMarketingismorethanjustaproject.It’snotanindustry.It’saprofession.Ifyoudoitright,it’strulyacareerchoice.Itcantakeyououtofworkinginajobthatdoesn’tmakeyouhappytoaplaceoftotalfreedom. That’swhy I calledmywebsiteNetworkMarketingPro.com.Here’swhat I tell people every day:“Ladies and gentlemen, my wish for you is that you decide to become a Network MarketingProfessional—that youdecide toGoPro, because it is a stone-cold fact thatwehave abetterway.Nowlet’sgotelltheworld.” WhenthesitelaunchedonMarch11,2009,veryfewpeoplecalledthemselvesNetworkMarketingProfessionals.That’sno longer thecase.Millionsofpeoplehavechanged thewaythey thinkabout

ourbusiness,andI’mproudofthatfact. Ilookforwardtothedaywhenit’scommonforpeopletohear:

I’madoctor,butI’malsoaNetworkMarketingProfessional.Iworkinconstruction,butI’malsoaNetworkMarketingProfessional.I’manathlete,butI’malsoaNetworkMarketingProfessional.

Themorepeoplehearthosewords,themoretheworldwillbereadyforabetterway.

CHAPTERTHREE

LikeAnyProfession,You’llNeedtoLearnSomeSkills

I hopebynow I’vebeen successful at convincingyou thatNetworkMarketing is abetterway. Ihope I’ve also gotten the point across that, if you’re going to be involved, it’s best to become aprofessional.Thenextstepisrecognizingthatyou’llneedtolearnsomeskills.Butbeforewegettothoseskills,letmegiveyousomegoodnews. Unlikemostprofessions,you’renotgoingtoneedalotofmoneyforyoureducation.Youwon’thave to take out student loans and you can actually earn while you are learning. In addition, thisprofessionisn’tbiased.Infact,it’sthemostequalopportunityonearth.Yourbackground,experience,contacts,age,race,orgenderaren’tgoingtobefactorsinyourabilitytolearntheskillstoGoPro. Andfinally,thisisn’tcomplicated.Theskillsnecessarytogrowalargeandsuccessfulbusinessareextremelylearnable,andyou’llhaveasurprisingnumberofpeoplefinanciallymotivatedtohelpyoulearnthem.TherearethreeprimaryelementstoyourNetworkMarketingbusiness. First,youhavethecompany’sproducts.Ifsomepeoplearesuccessfulinmarketingthoseproductsandyou’renot, it isn’t theproduct’s fault. Inotherwords,everyone inyourcompanyhas thesameproductstooffertothepublic. Second,youhave thecompany’scompensationplan. If somepeoplearemakinga lotofmoneyand you’re not, it isn’t the compensation plan’s fault. There isn’t one plan for men and one forwomen.Thereisn’toneplanfordifferentagegroups,oreducationalbackgrounds,orforthecolorofyourskin.Thecompensationplanisthesameforeveryone. Thethirdelementisthemostimportant,andthatelementisYOU.Youarereallytheonlyvariable.Everyone has the same product and the same compensation plan, but you are going to be thedifferencebetweensuccessandfailure. That means right here and right now, you need to take full responsibility for your NetworkMarketingbusiness.Decidetodaynevertoblameanyoneoranythingelseforyourlackofresults. In fact, inNetworkMarketing there is something of an epidemic going on. People just love toblametheirupline(thepeopleabovetheminthestructure)foralloftheirproblems.“Ifmyuplinedidthisformeordidthatforme,everythingwouldbebetter.” Ifyou’recommittedtobuildingalargeandsuccessfulorganization,I’dliketoencourageyoutodosomethingimportant.I’dlikeyoutosaygoodbyetoyourupline.Callthemupandsaysomethinglike: “I want to thank you for this opportunity. I appreciate it. Getting into business for myself wasimportantandIappreciateyouintroducingmetoacompanythatyoubelieveinandthatInowbelieveinaswell.Butfromnowon,whenitcomestobuildingmybusiness,Iwilluseyouasaresourcebutneverasanexcuse.Imaycallonyoufromtimetotime.Ifyou’reavailable,that’sgreat.Ifyou’renot,that’sokaytoo.I’mgoingtobuildmybusinessandIunderstandonething:Itbeginsandendswithme.”

EverythingchangeswhenyoutakefullresponsibilityforyourNetworkMarketingcareer. WoulditsurpriseyoutoknowthereareonlysevenfundamentalskillsnecessarytobuildahugebusinessinNetworkMarketing?Seven,not70.Eachoneisfairlybasic,butitalwaysamazesmehowlittle effort people put into learning them. If a college course were to be offered on NetworkMarketing,itwouldbeoneoftheeasiestclassestotake.It’snotrocketsciencebutyou’llbehappytoknowit’soneofthehighestpaidskillsetsintheworld. Let’sexploreeachofthemtogether.

CHAPTERFOUR

Skill#1—FindingProspects

WhenpeoplelookatNetworkMarketing,oneoftheirbiggestquestionsis,“DoIknowanybody?Theybelieveiftheyknowalotofpeople,theycanhavelotsofsuccess,andiftheydon’tknowalotofpeople,theydon’thaveachance.Itsoundslogical,butit’sjustnottrue. As I mentioned in chapter two, there are three kinds of people in NetworkMarketing: posers,amateurs, andprofessionals.When it comes to findingprospects, the posersmake amental list ofthree,four,orfivepeopletheyhopewilljointheirbusiness,andtheirentirefutureisbasedupontheresponseofthosefewpeople.Ifthey’reluckyenoughtogetoneofthem,theycanextendthelifeoftheir career for a short time. Theymight evenmake another mental list of three or four people.Hopefully,they’lleventuallydecidetostopbeingaposerandupgradetotheamateurranks. Would it surprise you to know that approximately 80% of all the people who join NetworkMarketingapproachthe taskofbuildingabusinessasposers?It’s true.Eightoutof10distributorsfirst approach their businesswith the posermentality.Theymake a smallmental list and seewhathappens.Theyneversetouttodevelopthenecessaryskills.Yourjobistomakesureyou’renotoneofthemandtohelpyourteamdothesame.Educatepeople.Helpthemunderstandhowpowerfulthisopportunitycanbeiftheytreatitwithrespect.Fortheposers,theironlyrealchanceisluck,andthatluckhadbetterhappenfast. Thesecondgroupistheamateurs.Insteadofasmallmentallist,thesepeoplemakeawrittenlist,whichisastepintherightdirection.Let’ssaytheymakealistof100prospects.Theychargeouttherewithexcitement,butnotalotofskill.Theybeginprospecting,andtheirlistbeginstodiminish.Asitgrowssmallerandsmaller,theiranxietylevelgrowshigherandhigher.Theirbiggestfearisrunningoutofpeopletotalkto.Iknowthatwasmybiggestfear. Inmyearly20s,mylistwasn’tanything tobragabout.AsImentionedbefore, I tried tousemyparents’contactsatthebeginning,anditdidn’ttakelongformetorunoutofnames.SooneveryoneinmyworldknewwhatIwasdoingandhadeithersaidyesorno.Itwasscary.IfeltlikeifIdidn’tfindsomegreatpeoplefrommylistandfindthemsoon,Iwasgoingtofailinthisbusiness. Itneveroccurredtomethatfindingqualitypeopletoprospectwasaskill.Uptothispointinmynewcareer,Ialwaysviewed“thelist”asthetickettowealth.Ifyouhadagoodlist,you’dsucceed,andifyouhadabadone,youeitherhadtogetluckyoryou’dfail. WhenIcametomydefiningmomentandcommittedtobecomeaprofessional,Ibegantostudythepeoplewhohadbuilt largeandsuccessfulorganizations. I found that theprofessionalsapproachedfindingpeopletotalktoasoneoftheircoreskills.Itwaspartoftheirjobtofindnewpeople.Theyweren’t interested in luck.Theyweren’tworried about running out of people.They developed theskill tomake sure that never happened. The professionals startedwith awritten list. But then theymade the focused commitment to never stop adding to the list. They created something called an“ActiveCandidateList,”andI’mgoingtoshowyouhowtodothesamething. One of the peoplewho taughtme how to do thiswellwasHarveyMackay, author of the hugebestsellingbookHowtoSwimwiththeSharksWithoutBeingEatenAlive.Harveyisagoodfriendandhe’s alsooneof thebestnetworkers in theworld. I once askedhimhowhebuilt sucha large andinfluentiallistoffriends.Hetoldmethatattheageof18,hisfathersathimdownandsaid,“Harvey,

startingtodayandfortherestofyourlife,Iwantyoutotakeeverypersonyoumeet,gettheircontactinformation,andfindacreativewaytostayintouch.”He’sdonethatforover60years,andtodayhislistoffriendstotalsmorethan12,000people.Andthesearen’tjustsocialmediafriends.They’rerealfriends,andIconsidermyselffortunatetobeoneofthem. Ifyouwanttomasterthisskill,followthesefoursimplesteps: Stepone:Makeyour list as comprehensive as possible. Include everypersonyou can thinkof.EVERYperson.Itdoesn’tmatterifyouthinktheyareaprospectornot.Yourdatabasewillbeoneofyourmostimportantassets.Everyonegoesonthelist.Iftheyarenegative,putthemonyourlist.Ifyouhatethem,putthemonyourlist.Iftheyareyourbestfriend,putthemonyourlist.Ifthey’vesaid,“I’llneverbeinvolvedinNetworkMarketing,”putthemonyourlist.Ifthey’re98yearsold,putthemonyourlist.Ifthey’re18yearsold,putthemonyourlist. It’simportanttodothis,becauseasyouemptyyourmindoutonpaper,itwillmakemoreroomfornewcontactstofindroominthere.Whenyouwritedownyournephew,youwillbegintothinkaboutthecircleofpeoplearoundyournephew.Alloftheseconnectionswillbecomeapparenttoyouasyoumakeyourlistmoreandmorecomprehensive.Thinkabouteverything—everyorganizationyou’veeverbeeninvolvedin,everygroupyou’veeverbeenapartof,everythingyou’veeverdone.Ifyoudothisright,itwillendupbeinghundredsandhundredsandmaybeeventhousandsofpeople. You’re not required to prospect everyone on your list. That’s up to you. But it’s extremelyimportanttodotheworknecessarytotrulycaptureyournetworkonpaper. Steptwo:Haveyouheardoftheconceptthatwe’reallonlysixcontactsawayfromanypersonintheworld?Sixdegreesofseparation?I’mnotsureifthat’samythorifit’strue,butIbelieveintheconcept.Steptwoislookingatyourlistandthinkingaboutthepeopletheyknow—theseconddegreeofseparation.Chancesare,you’llknowmostofthemalso. Thinkaboutmembersofyourfamily.Whodotheyknow?Addthemtoyourlist.Thinkaboutyourfriends.Whodotheyknow?Addthemtoyourlist.Thinkaboutalltherelationshipsinyourlife.Whodotheyknow?Addthemtoyour list.Don’tworryaboutwhatyou’regoingtodowith this listyet.We’lltalkaboutthatabitlater.Justkeepbuildingit. Step three: Constantly expand your list. This is why the professionals call this an “ActiveCandidateList.”Itneverstopsgrowing.Theproshaveagoaltoaddatleasttwopeopletotheirlisteverysingleday.Theymaynotprospectthem,butasHarveyMackay’sfathersaid,theygoonthelistand you should find a creative way to stay in touch. Harvey’s bookDig YourWell Before You’reThirstydealswiththisconcept.Ifyouthinkaboutthisasacoreskill,you’llrealizeitisn’tveryhard.Youcome intocontactwithpeopleeveryday. Just add them toyour list.Youmeetpeople throughonlinesocialmedia.Addthemtoyourlist.Youdobusinesswithnewpeople.Addthemtoyourlist. MyfriendJordanAdleristheauthorofBeachMoney®,andhe’salsoaseven-figure-a-yearearnerinNetworkMarketing.He’samaster at step three.He just liveshis lifeand is alwaysmakingnewfriends, and if you look at his business, almost all of the people he’s recruited into his hugeorganizationarepeoplehedidn’tknowbeforehestartedhisNetworkMarketingbusiness.He’saPro. Professionals develop a higher level of awareness.Theypay attention to theworld.Theyknowtheywillbeintroducedtonewpeopleallthetime.Posersandamateursdon’tevennotice.Theyjustgothroughtheirdaysaying“Whatpeople?Idon’tseeanypeople.” Howhardwoulditbetoraiseyourawarenessandaddtwonewpeopleadaytoyourlist?Think

aboutit.Ifyoudidthatsixdaysaweek,thatisover600newpeopleayear.Dothatforfiveyearsandit’sover3,000people.Canyouseewhyprofessionalsdon’tworryaboutrunningoutofpeopletotalkto? Pleaseunderstand, I’mNOTsayingyoushouldassault thesepeoplewithyourpitch themomentyouareintroduced.SomepeopleinNetworkMarketingmakethatmistakeandit’snotgood.Justaddthemtoyourlist,makefriends,developaconnection,andwhenthetimeisrightyoucanhelpthemunderstandwhatyouhavetooffer. Stepfour:Networkonpurpose.Professionalsnetworkonpurpose.It’shardtomeetnewpeopleifyou’rehidingfromtheworld.Getoutthere.Havesomefun.Joinanewgym.Havefunwithanewhobby.Volunteer for a cause that’s important toyou.Findplaces andorganizationswhereyoucanmeetnewpeople.Notonlywillitbegoodforyourbusiness,butyou’llalsomakesomegreatfriends.

CHAPTERFIVE

Skill#2—InvitingProspectstoUnderstandYourProductorOpportunity

Onceyou’ve identifiedyourprospects, thenext skill is learninghow toproperly invite them tofindoutmoreaboutyourproductoropportunity.This isbyfar themostcriticalskill todevelop.Icallitthe“gateway”skillforNetworkMarketing.Ifyouaren’tsuccessfulingettinganybodytotakealook,thenwecanguesswhatyourfuturewilllooklikeinMLM. Mostpeoplethinkyoumuststartoffwithagreatreputationandhavealotofinfluencewithothersforthemtotakealookatyouropportunity.That’sjustnottrue.WhenIfirststartedin1988,Ihadnoreputation and no influence. I barely escaped high school, attended one semester of communitycollegebeforedroppingout,andhadatotalof18jobs—allbeforetheageof23.DoyouthinkIhadalot of respect in the community? I had zero.And since Iwas a $5 to $10 an hour person, allmyfriendswerethesamesotheyweren’tmuchhelp.Mostofthemwerestilllivingwiththeirparents. ButIwasdesperateandIwasscrappy.Inthebeginning,ImadeupinnumberswhatIlackedinskill.IcalledeveryoneIknewandgavethemmypitch.Afewofthemjoined.Mostdidn’t.Iplacedadsinthelocalnewspaper.Igaveallofthepeoplewhorespondedmypitch.Fromallofthatactivity,afewjoined.Mostdidn’t. I triedeverything.Iwaslikeahunterwiththegoalofbagginganelephant.Iwentaroundwithagun/opportunityinmyhandandshotateverythingthatmoved.Ididn’treallycareaboutrelationships.All I caredaboutwasgetting thatnew recruit.Myattitudewas, “Somewill.Somewon’t.Sowhat?Next!” ButbecauseIwasahunter,everyonearoundmefelthunted.Andtheystartedtoavoidme.Anditwasn’t fun. Evenworse, the people I did get to joinmy business tried to do the same thing Iwasdoing,failed,andthenquit. After three or four years of frustration, I came to my defining moment, and started studyingsuccessful people inMLM to seewhat theydid.What I found surprisedme.Theyweren’t hunters.Theyweremorelikefarmers.Theybuiltrelationships.Theybuiltfriendships.Theylearnedhowtobuildtrustwiththepeopletheymetandwereabletoskillfullytransferthebelieftheyhadabouttheirproducts and opportunity. Their goal wasn’t to immediately recruit their prospects. Their initialobjectivewastoeducatetheirprospectsonwhattheyhadtoofferandthenletthoseprospectsdecideifitwassomethingtheywantedtodo. ThiswasaHUGEswitchinstrategyformeandIbegantolookatthingsdifferently.Iputmyselfintheprospect’sshoesandthoughtaboutwhatwouldbeattractivetomeandalternatively,whatwouldcausemetoputupmydefenses.Irealizedwhytheproshadsuchgreatresults.Insteadofactinglikesharks, they were more like coaches or consultants. They built relationships and then offeredcommon-sensesolutionstopeople’sproblems.Whowouldn’tlikethat? TheotherthingInoticedwiththeprofessionalsistheydidn’t“pitch”theirproductoropportunity.Instead,whenthetimingwasappropriate,theyjustinvitedpeopletodooneoftwothings,basedupontheindividualprospect’ssituation. Thefirstthingtheydidwastoinvitepeopletoattendsomesortofevent,suchasaone-on-oneor

two-on-onemeetingwith anothermember of their team, a three-way phone conversation, a smallgrouppresentationintheirhome,anonlinewebinar,alocalhotelmeeting,orsomelargercompanyeventorconvention.Professionalsunderstandthatpersonalinteractionisacriticalcomponentwhenit comes to building trust and transferring belief, so they try to connect with people as much aspossible. Thesecondthingtheydidwastoinvitepeopletoreviewsomesortoftool.I’maBIGbelieverinusing tools to help educate a prospect.Tools takemany forms.There areCDs,DVDs,magazines,brochures,websites,andonlinepresentations.Withsomecompanies,youcanevenletpeoplesampletheproductandtreatthatasatool. There is no question that technology continues to evolve, offering more and more convenientwaystohelpeducateprospects,butIhavetointerjectapersonalopinionbasedonexperience.Whiletechnologyallowsustogetpeoplequalityinformationquickly,thereisnothinglikeaphysicaltool.Inaworldofbitsandbytes,andinaNetworkMarketingworldwhereit’simportanttobuildtrust,aphysicaltoolmakesitreal. Ofthetwomethodsusedtohelpeducatetheprospect,eventsarethemosteffective.Therearelotsofreasons.Thereisphysicalinteractionfrommeetingwithpeople,andthathelpsbuildtrust.Thereisthe important element of “social proof”. It’s valuable for the prospect to see that there are otherpeopleactivelyinvolved,andfindoutwhatthosepeoplearelike.Thereiseducationontheproductandthefinancialopportunity.Theygettoseefirst-handthekindofsupportthat’sinvolvedandtheyrealize they won’t have to do everything by themselves. In most cases, there is excitement andurgencyattheseevents.And,theygettohearstoriesofhowthingsaregoingforotherpeople. Thosearesomeofthebenefits.Theonlydownsidetoeventsistheycanbedifficulttoscheduleandconfirm,especiallyforabrandnewperson.Ifyoudon’thavetheskills,it’sfairlycommontoinvitetwentypeopleandhaveonlyoneortwoshowup.Thatcanbediscouraging. For building a large and duplicating organization, I have found that a tool is a better first step.Remember, our goal is education and understanding.We want people to knowwhat we have andunderstandhowitcanbenefit their lives.Atool isagreatwayforpeople tobecomeeducated(andhopefullyexcited)inthemiddleoftheirbusylives.Theymightnothavetimetodriveacrosstowntomeetwithyou,but theycould listen to aCD in their car,watch a shortDVD, readamagazine, orwatchanonlinepresentation. Ifyouweretolookbackatmycareer,you’dseethattoolschangedeverythingforme.In1990mycompanycameoutwithavideothatwasdynamicandexciting.Eventhoughitwaswildlyexpensiveat$15 each, back then itwasworth it, becausewhen you learned how to invite people towatch thatvideo,theresultsweredramatic. Everyone in the company became focused on a dailymethod of operation that centered aroundinvitingpeople towatchourvideo.Weallowednodistractions.Ourentireculturerevolvedaroundthisstrategyandourgrowthwentthroughtheroof.Eventswerestillveryimportant,buttheywereasecondstepafterapersonwatchedourvideo. By adopting this new approach,my organization finally broke out, and Iwas able to enjoy theexperienceofhavingagroupthatgrewwithorwithoutme.ItwasmorefunthanIcandescribe.Mygroupgrewfromafewdozentoafewhundredandthentoafewthousand.AllIdidwaslearnhowtosuccessfully invite people to watch a video, follow it up with an invitation to an event, and teacheveryoneelsetodothesamething.

Thesecondcareerbreakthroughtooktheformofanaudiocassette.Yes,Isaidcassette.Thiswas1992andthat’sallwehad.Thecompanywaslaunchingsomethingnewandexciting,andthistimeIpersonallyrecordedanaudiothatexplainedtheopportunityindetail.Wesolditfor50centsapiece,whichcoveredourcosts,andinlessthanoneyear,thatlittleaudiocassettesoldoveramillioncopies.Wetaughtpeoplehowtoinviteprospectstotakethatcassette,putitintheircar,andlistentoitrightaway.Theresultswereamazing. Wetrainedpeople toget100cassettesat first,get themout toeveryone theyknew,and thenhadthemfocusongettingouttwo-a-dayafterthat.Usingthatsimplesystem,myincomegrewtoalmost$1millionayear. Differentcompaniesusedifferenttoolsandeventstrategiestogrowtheirbusiness.Someusehomeparties.Someuseonlinepresentations.Someuseone-on-oneswithmagazinesandflipcharts.Findwhat’sworkingbest inyourparticularcompany,developyourdailymethodofoperation,and thentrainyourpeoplehowtoeffectivelydothesameandinvitetheirprospectstoplugin. Asaprofessional,youaregoingtobeinvitingyourprospectstoreviewatoolorattendanevent.Here’swhatyou’reNOTgoingtobedoing:You’reNOTgoingtobepitchingpeopleandtryingtodazzle the world with your wisdom. That approach will feed your ego but steal from your bankaccount. LetmegiveyoumyformulaforfinancialindependenceinNetworkMarketing.

Yourabilitytogetalargegroupofpeopletoconsistentlydoafewsimplethingsoveranextendedperiodoftime.

ItwasthisformulathathelpedmebreakoutofNetworkMarketingmediocrity,anditwillhelpyou

dothesame. Foryears,Ifocusedanddependedonmyabilitytopersuadepeopletojoinme.ThenIgraduatedtofindingafewkeyleadersIcouldtraintodowhatIwasdoing.Andfinally,IlearnedtheformulaIjustgaveyouandbegantofocusongettingalargegroupofpeopletoconsistentlydojustafewsimplethingsandtokeepdoingthem.Whenthathappened,everythingchangedforthebetter. Thosearethefundamentals.Let’stakeamomenttotalkabouttheemotionsofinviting.Therearefourbasicrules.RuleNumberOne Youmustemotionallydetachyourselffromtheoutcome.Thisisextremelyimportant.Remember,our initial goal is education and understanding. It’s not getting a new customer or signing a newdistributor. In otherwords, if you disconnect your emotions from that outcome and just focus oneducationandunderstanding,everythinggetsverysimple. This sounds easy, but it’s difficult to do. All of us come into this business with the hope ofrecruiting some great people. It’s hard to disconnect from those expectations. But you need toremember, we’re not hunters. We’re not sharks. Our job is to educate people and help themunderstandwhatwehavetooffer.Weactasconsultantsofferingsuggestionsonhowpeoplecanliveabetterlife. Ifyoufocusongettingacustomerornewdistributor,you’llconstantlybedisappointedandyou’ll

findyourprospectsrunningawayfromyou. If you focuson education andunderstanding,you’ll have fun andyourprospectswill enjoy theexperience.RuleNumberTwo Be yourself. So many people become a different person when they start inviting. This makeseveryoneuncomfortable.Beyourself.Justfocusonbeingyourbestself.RuleNumberThree Bring somepassion.Enthusiasm is contagious. It’s okay toget a little bit firedup.Get focused.Listentosomemusicthatinspiresyou.Smilewhenyou’reonthephone.Iassureyou,yourpositiveemotionwilltranslateintobetterresults.RuleNumberFour Haveastrongposture.Thiswasabigoneforme.AtfirstIwassoinsecure.Ididn’tthinkanyonewouldtakemeseriously.ButasIwatchedtheprofessionals,Inoticedtheirposture.Theywerebold.Theywereconfident.Theywerestrong. SoIdecidedtobeboldaswell.Istoppedapologizingallthetime.Insteadofsaying,“Yes,IknowI’vehadalotofjobssofarinmylife,butI’mhopingthiswillbethechangeI’vebeenlookingfor,”Istartedsaying“Guesswhat?I’msickandtiredofthelifeI’veledupuntilthispointandI’vedecidedtotakecharge.Iwouldn’tbetagainstmebecauseI’mserious.”Doyoufeelthedifference? Beyourself,butbeabolderself.Beyourself,butbeastrongerself.Beyourself,butbeamoreconfidentself—atleastwhenyou’reinviting.IfoundIcoulddothatforshortperiodsoftimeatthebeginning and, just like building a newmuscle, I could eventually do it longer and longer until itbecameapartofme. Sonowthatwe’vesetthestage,let’sgothroughtheinvitationformula.Thisformulaisdesignedto be used over the phone or face to face. It’s NOT to be used with texting, email, or any othercommunication tool—just on the phone or face to face. This can work with your warm marketprospect(someoneyouknow)orcoldmarketprospects(someoneyoumeetwhilelivingyourlife).I’llgiveyouexamplesforboth. Thereareeightstepstoaprofessional invitation.Thatmightsoundcomplicated,butwitha littlepractice,you’llfindit’saneasyskilltomaster. StepOne:Beinahurry StepTwo:Complimenttheprospect StepThree:Maketheinvitation StepFour:IfI,wouldyou? StepFive:Confirmation#1–Getthetimecommitment StepSix:Confirmation#2–Confirmthetimecommitment StepSeven:Confirmation#3–Schedulethenextcall

StepEight:GetoffthephoneStepOne:Beinahurry Thisisapsychologicalissue.Peoplearealwaysmoreattractedtoapersonwhohasthingsgoingon.Ifyoustarteverycallorface-to-faceconversationgivingtheimpressionthatyou’reinahurry,you’llfindyourinvitationswillbeshorter,therewillbefewerquestions,lessresistance,andpeoplewillbemorerespectfulofyouandyourtime.Examplesforwarm-marketprospects: “Idon’thavealotoftimetotalk,butitwasreallyimportantIreachyou.” “Ihaveamillionthingsgoingon,butI’mgladIcaughtyou.” “I’mrunningoutthedoor,butIneededtotalktoyourealquick.”Examplesforcold-marketprospects: “Nowisn’tthetimetogetintothisandIhavetogo,but…” “Ihavetorun,but…” Getthemessage?Setthetonewithsomeurgency. AsfortheexamplesI’msharingwithyou,don’tworrytoomuchabouttheexactwords.Justfocusontheconceptanduseyourownwords.Letpeopleknowyou’rebusy,you’vegotalotgoingonandyour time is short, but itwas important for you to talkwith them real quick.Anddo itwith somepassioninyourvoice.StepTwo:Complimenttheprospect This is critical. The sincere compliment (and it must be sincere) opens the door to realcommunicationandwillmaketheprospectmuchmoreagreeableabouthearingwhatyouhavetosay.Examplesforwarm-marketprospects: “You’vebeenverysuccessfulandI’vealwaysrespectedthewayyou’vedonebusiness.” “You’vealwaysbeensupportiveofmeandIappreciate thatsomuch.”(Great tousewithfamilyandclosefriends.) “Youhaveanamazingmindforbusinessandcanseethingsotherpeopledon’tsee.” “ForaslongasI’veknownyou,I’vethoughtyouwerethebestatwhatyoudo.”Examplesforcold-marketprospects: “You’vegivenmesomeofthebestserviceI’veeverreceived.” “Youaresupersharp.CanIaskwhatyoudoforaliving?” “You’vemadethisafantasticexperience.” The key to the compliment is, it must be sincere. Find something you can honestly use tocompliment your prospect anduse it.This simple stepwill literally double your invitation results.When you start with urgency and a compliment, it becomes very difficult for a person to react

negativelytoyourinvitation.Peopledon’thearcomplimentsveryoften.Itfeelsgood.Youwillfindyourprospectswillbecomeveryreceptive. Ifyoustudythepros,you’llfindtheyareconstantlyputtingpeopleinagoodmoodthroughtheirhonestandsincerecompliments.Ithelpstobuildrapport,ithelpstoopenpeople’sminds,andmostly,ithelpsachieveourgoalofeducationandunderstanding.StepThree:Maketheinvitation ThisisasituationwhereonesizedoesNOTfitall.TherearethreekindsofinvitationapproachesfortheNetworkMarketingProfessional.TheDirectApproach This isusedwhenyouare invitingpeople to learnmoreabout anopportunity forTHEM.MostpeopleuseaDirectApproachforalloftheirprospects.Itusuallygoessomethinglikethis:“Ifoundawayforyoutogetrich!Letmetellyouallaboutit.Blah,blah,blah.”Iunderstandthepassion,butreally,who’sgoingtogetexcitedaboutthat,unlessthey’regettingacallfromamillionaire? That doesn’tmean theDirectApproachdoesn’twork. It does. It has an important place in yourinvitationprocess.Butitshouldbereservedforpeoplewhoknowandrespectyouorforpeoplethatyouknowaresearchingforsomethingbetter.Examplesforwarm-marketprospects: “Whenyoutoldmeyou(hateyourjob,needmoremoney,wantedtofindanewhouse,etc.),wereyou serious orwere you just kidding around? (They’ll almost always tell you theywere serious.)Great!I thinkI’vefoundawayforyouto(getit/solvetheproblem/makethathappen).”Thisisforsituationswhereyouknowanareaoftheirdissatisfaction,needordesire. “IthinkI’vefoundawayforustoreallyboostourcashflow.” “When I thought of people who could make an absolute fortune with a business I’ve found, Ithoughtofyou.” “Areyoustilllookingforajob(oradifferentjob)?Ifoundawayforbothofustostartagreatbusinesswithoutalltherisks.” “Letmeaskyouaquestion,offtherecord.Iftherewasabusinessyoucouldstartworkingpart-timefromyourhomethatcouldreplaceyourfull-timeincome,wouldthatinterestyou?”Examplesforcold-marketprospects: “Haveyoueverthoughtofdiversifyingyourincome?” “Doyoukeepyourcareeroptionsopen?” “Doyouplanondoingwhatyou’redoingnowfortherestofyourcareer?” Youcanfollowthesecoldmarketscriptsoranyvariationwiththefollowing:“Ihavesomethingthatmightinterestyou.Now’snotthetimetogetintoitbut…”TheIndirectApproach This isanotherpowerful tool tohelpgetpeoplepast their initial resistanceandeducate themonwhat you have to offer. The Indirect Approach is about asking the prospect for help, input or

guidance.IusedthisapproachextensivelyandwithgreatsuccesswhenIfirststartedout.Becauseofmylackofcredibilityatage23,Icouldn’tgetmuchsuccesswithaDirectApproach,soIlearnedtoplaymyselfdownandplayuptotheprospect’sego.Itworkedincrediblywellanditstillworkstoday.Examplesforwarm-marketprospects: “I’vejuststartedanewbusinessandI’mreallynervous.BeforeIgetgoingIneedtopracticeonsomeonefriendly.WouldyoumindifIpracticedonyou?”(ThisisaGREATapproachforfamilyandclosefriends.) “IfoundabusinessI’mreallyexcitedabout,butwhatdoIknow?Youhavesomuchexperience.Wouldyoulookat itformeifImadeiteasyonyouandletmeknowifyouthinkI’mmakingtherightmove?” “AfriendtoldmethebestthingIcoulddowhenstartingabusinessistohavepeopleIrespecttakealookatitandgivemesomeguidance.WouldyoubewillingtodothatformeifImadeitsimple?”Examplesforcold-marketprospects: Whenyoumeetsomeonefromanothercity,state,orcountry,andifyourcompanydoesbusinessthere,youcansay: “Mycompanyisexpandinginyourarea.Wouldyoudomeafavorandtakealookatitandletmeknowifyouthinkitwouldworkwhereyoulive?” Whenyoumeetsomeonewhomightprovidegoodinputonyourproduct,youcansay: “I’vestartedabusinesswithaproductIthinkmakesalotofsense,butI’dliketogetyourinput.Wouldyoubewillingtocheckitoutandgivemeyouropinion?”TheSuperIndirectApproach ThethirdapproachistheSuperIndirectApproach.Thisapproachisincrediblypowerfulbecauseitworks on a number of psychological levels. In this approach, you tell the prospect they aren’t aprospectandyou’rejustinterestedinfindingoutiftheyknowsomeoneelsewhomightbenefitfromyourbusiness.It’sveryeffective.Examplesforwarm-marketprospects: “ThebusinessI’minclearlyisn’tforyou,butIwantedtoask,whodoyouknowthatisambitious,money-motivated,andwouldbeexcitedabouttheideaofaddingmorecashflowtotheirlives?” “Whodoyouknowthatmightbelookingforastrongbusinesstheycouldrunfromtheirhome?” “Who do you know that has hit a wall with their business andmight be looking for a way todiversifytheirincome?” “Iworkwithacompanythat’sexpandinginthisareaandI’mlookingforsomesharppeoplethatmight be interested in some additional cash flow. Do you know anyone who might fit thatdescription?” Inmost cases, they’re going to ask you formore information before they give you any names(behind that requestwill be curiosity and intrigue, thinking thismightbe for them,but they’renotgoingtoadmitthattoyouyet). Whentheyaskformoreinformation,youcanrespondwith:

“Thatmakessense.You’llwant toknowmoreabout itbeforeyourefersomeofyourcontacts.”Thenyoucanjustmovetostepfour.Examplesforcold-marketprospects: Coldmarket is exactly the same aswarmmarket for the Super IndirectApproach. Just use thewarm-marketscriptsoranyvariationthat’scomfortableforyou.StepFour:IfI,WouldYou? This question has beenmy secret weapon for a very long time. It is by far themost powerfulphraseI’vecomeacrossinbuildingalargeandsuccessfulNetworkMarketingbusiness. “IfIgaveyouaDVD,wouldyouwatchit?” “IfIgaveyouaCD,wouldyoulistentoit?” “IfIgaveyouamagazine(orsomeotherprintedmaterial)wouldyoureadit?” “IfIgaveyoualinktoawebsitewithacompletepresentation,wouldyoucheckitout?” “IfIinvitedyoutoaspecialinvitationonlywebinar,wouldyouattend?” “IfIinvitedyoutoaspecialinvitation-onlyconferencecall,wouldyoulistenin?” ThisquestionisSOPOWERFUL,andforanumberofreasons. First, it’s reciprocal.You’re sayingyouwilldosomething if theywilldosomething.Ashumanbeings,wearehardwiredtorespondpositivelytothesetypesofsituations. Second,itputsyouinaplaceofpower.You’reincontrol.You’renotbegging.You’renotaskingforfavors.Youaresimplyofferingavalueexchange. And third, it implies that YOU have something of value to offer. You’re saying you will dosomething,butnotunlesstheotherpersonwilldosomethinginexchange.Whenyouvaluewhatyouhave,peoplewillrespectyou. When I first started, I didn’t know about thismagical question. I just said things like, “I really,really,really,wantyoutowatchmyvideo,trymyproduct,listentothisCD,etc.”Youcanimaginetheresults.Thewholepsychologyofitisweak.Ifyouuse,“IfI,wouldyou,”you’rehavingabusinessconversation.Ifyouuse,“Ireally,really,really,wantyou,”nowyousounddesperate,andadesperatedistributorisNOTattractive.Ifyou’veusedthisapproachyoualreadyknowwhatI’mtalkingabout. “IfI,wouldyou,”getsresults.Itgetspeopletosay“yes.”Ithelpsprospectsseewhatwehaveinadifferent light. Remember, our goal is education and understanding. “If I, would you,” helps usachievethatgoal. Ifyou’vestartedthecallwithurgency,complimentedtheprospect,madetheinvitationandasked,“IfI,wouldyou,”theiranswerwillbe“yes”almost100%ofthetime,andyoucanjustgotostepfive. Iftheyaskformoreinformationfirst,justrespondwith,“Iunderstandyouwantmoreinformation,buteverythingyou’relookingforisonthe(DVD,CD,printedpiece,link,etc.).ThefastestwayforyoutoreallyunderstandwhatI’mtalkingaboutwillbeforyoutoreviewthatmaterial.So,ifIgiveittoyou,wouldyoureviewit?” Iftheysayno,thenthankthemfortheirtimeandmoveon.Also,reviewstepsonethroughthreeto

seewhatyoumighthavedonebetter.ButdoNOTgiveyourmaterialtothem. Soyou’vegonethroughthefirstfourstepsandthepersonsaidyes!Success!They’veagreedtoreviewyour tool!Does thatmean theywill follow through?Nope. In fact, only about 5%ofyourprospectswilldowhattheysaidtheywoulddoifyoujustusethefirstfoursteps—and5%isnotagoodnumber.Togetcloserto80%,youneedtocompletetheinvitationprocessprofessionally.StepFive:Confirmation#1–Getthetimecommitment You’veasked,“IfI,wouldyou,”andthey’vesaidyes.Thenextstepistogetatimecommitment. “WhendoyouthinkyoucouldwatchtheDVDforsure?” “WhendoyouthinkyoucouldlistentotheCDforsure?” “Whendoyouthinkyoucouldreadthemagazineforsure?” “Whendoyouthinkyoucouldwatchthelinkforsure?” Don’tsuggestatimeforthem.(That’sanothermistakeImadeearlyoninmycareer).Justaskthequestionandwaitforthemtorespond.Thisquestionmakesthemthinkabouttheirscheduleandtheircommitments,findaplacetoreviewyourtool,andcommunicatethatbacktoyou.Inotherwords,itmakesitreal. Whenyoufirstasked,“IfI,wouldyou,”andtheysaidyes,itwassomeday.Whenyougetthetimecommitment, it starts tobe real.Theonly thing thatmatters is that theygiveyoua time. It doesn’tmatterwhatthattimeis.Letthemthinkabouttheirscheduleandtellyouwhentheywillhavereviewedthematerialsforsure. About90%ofthetime, they’llgiveyouananswer.Theother10%ofthetime, they’llbevague,saying something like, “I’ll try to do it sometime.” If theydo that, then tell them, “I don’twant towaste your time or mine.Why don’t we just lock in a time when you’ll have seen it for sure?”Remember,theyalreadysaidthey’dreviewitinstepfour.Thisisjustconfirmingthetime. Thekey toallof this is theyhavenowsaidyes twice—the first timewhen theyanswered, “If I,wouldyou,”andthesecondtimewhenyoureceivedatimecommitmentfromthem. Sonowyoucangivethemthetool,right?Wrong.You’renotdoneyet.Theprofessionalstakeafewmoresecondstocompleteacouplemorestepsbeforethey’refinished.StepSix:Confirmation#2–Confirmthetimecommitment Iftheytellyouthey’llwatchtheDVDbyTuesdaynight,yourresponseshouldbesomethinglike,“So,ifIcalledyouWednesdaymorning,you’llhaveseenitforsure,right?”Iftheysaythey’lllistentotheCDbyThursdaymorning,yourresponseshouldbe,“So,ifIcalledyousometimelaterinthedayonThursday,you’llhavelistenedtoitforsure,right?”Iftheysaythey’llwatchthelinkbyJuly1,yourresponseshouldbe,“So,ifIcalledyouonJuly2,you’llhavelookedatitforsure,right?” Theywilleithernaturallysayyes,ortheywilladjustthetimeslightly.Inanycase,thesignificanceof step six is they’ve now confirmed three times and they are now much more likely to followthrough—and,

Thekeyis,thisisn’tanappointmentyou’veset.It’sanappointmentthey’veset.

Theysaidthey’dreviewthematerials,theywoulddoitbyaspecifictimeand,ifyoucalledthem

after that, theywouldhavereviewedthematerials.You’veaskedthequestions.Theiranswersmadetheappointment.StepSeven:Confirmation#3–Schedulethenextcall Thisstepissimple.Justask,“What’sthebestnumberandtimeformetocall?”They’llgiveyouwhatworksbest for them, andnowyouhave a real appointment.All youhave todo is be sure toremembertocallwhenyousaidyou’dcall. They’ve said yes four times. The whole invitation took a few minutes, and your chances ofachievingyourgoalofeducationandunderstandinghasgonefromabout5%toabout80%.StepEight:Getoffthephone Remember,you’reinahurry,right?Onceyou’veconfirmedtheappointment,thebestthingtosaytosomeoneissomethinglike“Great,we’lltalkthen.Gottarun!” Toomany peoplemake the appointment and then unmake it by talking and talking and talking.Remember, ourgoal is educationandunderstandingandwe’regoing to let the third-party tooldomostofthework. Herearesomeexamplesofalleightsteps:Apersonyouknowwhohatestheirjob—DirectApproach “Hey,Idon’thavealotoftimetotalk,butitwasreallyimportantIreachyou.Listen,you’reoneofthemostfinanciallyintelligentpeopleIknowandI’vealwaysrespectedthataboutyou.Whenyoutoldmeyoureallydidn’t likeyour job,wereyouseriousorwereyoujustkiddingaround?”(Theysaytheywereserious.) “Great,IthinkI’vefoundawayforyoutocreateanexitstrategy.IhaveaCDthatdescribeswhatI’mtalkingaboutbetterthanIcan.IfIgaveyouthisCD,wouldyoulistentoit?”(Theysayyes.) “When do you think you could listen to it for sure?” (They say Tuesday.) “So if I called youWednesdaymorning,you’llhaverevieweditforsure,right?”(Theysayyes.) “Allright,I’llcheckbackwithyouthen.What’sthebestnumberandtimeformetocall?”(Theygivetheinformation.) “Gotit.We’lltalkthen.Gottarunandthanks!”Agoodfriend—IndirectApproach “Hey, I’m running out the door, but I needed to talk to you real quick.Do you have a second?Great.Listen,you’vealwaysbeensosupportiveofmeandIappreciatethatsomuch. “I’vejuststartedanewbusinessandI’mreallynervous.BeforeIgetgoingIneedtopracticeonsomeonefriendly.WouldyoumindifIpracticedonyou?”(Theysaysure.) “Great!IfIgaveyouaDVDthatlaidouttheinformationinaprofessionalway,wouldyouwatchit?”(Theysayyes.) “It’sabout15minuteslong.Whendoyouthinkyoucouldwatchitforsure?”(TheysayThursday.)

“Soif IcalledyouFridaymorning,you’llhavereviewedit forsure, right?Fantastic,what’s thebestnumberandtimeformetocall?”(Theygivetheinformation.) “Great,we’lltalkthen.Gottarunandthanks!”Ahighlysuccessfulperson—SuperIndirectApproach “Iknowyou’rebusyandIhaveamillionthingsgoingontoo,butI’mgladIcaughtyou.You’vebeenwildlysuccessfulandI’vealwaysrespectedthewayyou’vedonebusiness. “I’verecentlystartedsomethingnewandI’mlookingforsomesharppeople.It’sclearlynotforyou,butIwantedtoask,whodoyouknowwhoisambitious,moneymotivatedandwouldbeexcitedabout theideaofaddingasignificantamountofcashflowto their lives?”(Theysaytheydoknowsomepeople.) “Iunderstandthatyou’dwanttoknowmoreaboutitbeforeyourecommendpeople.IhaveaDVDthatexplainsexactlywhatI’mdoingandthekindofpeopleI’mlookingfor.It’sbrief. “IfIsentonetoyou,wouldyoureviewit?(Theysaytheywould.)“Thanks.Whendoyouthinkyoucouldviewitforsure?”(TheysaynextMonday.) “Okay,soifIcalledyounextTuesday,you’llhavereviewedforsure,right?” “Okay,I’llcheckbackwithyouthen.What’sthebestnumberandtimeformetocall?”(Theygivetheinformation.)“Okay,great.Thanksagain,Iappreciateitsomuch.TalktoyounextTuesday.”Acold-marketprospectwho’sdoneagoodjobsellingyousomesomething—DirectApproach. “Nowisn’t the timetoget into thisandIhavetogo,butyouaresupersharpandIhappentobelookingforsomesharppeople.Doyouplanondoingwhatyou’redoingnowfor therestofyourcareer?”(Theysayno.) “Good.Ihavesomethingthatmightinterestyou.Nowisn’tthetimetogetintoit,butIhaveaDVDthatexplainsitallingreatdetail.IfIgaveittoyou,wouldyouwatchit?”(Theysayyes.)“Whendoyouthinkyoucouldwatchitforsure?”(TheysaySunday.) “SoifIcalledyouMonday,you’llhaverevieweditforsure,right?”(Theysayyes.)“Allright,I’llcheck backwith you then.What’s the best number and time forme to call?” (They give you theirinformation.) “Okay,hereitis.ThanksagainfortheexcellentserviceandI’lltalktoyousoon.” Are you feeling the flowof how thisworks?Obviously there aremany possible variations fordifferentkindsofprospects,but Ihope theseexampleshelpyouunderstandhoweverythingcomestogether. In termsof scripts, it’sbest if youget thebasic conceptsdownanddon’t focus toohardon theexactscript.Lifedoesn’tworkthatway.Butifyoulearntoletyourprospectknowyou’reinahurry,then compliment them, then invite them, then pass on a toolwith, “If I,would you,” then confirmusingtheprocessIdescribed,andfinallygetoffthephoneorcompletetheinvite,you’lldojustfine. Remember, in recruiting, there are no good or bad experiences—just learning experiences.Onyour journey tobecomingaNetworkMarketingProfessional, thebest thing thatcanhappen is foryoutodeveloptheskillstorecruitondemand,inanysituation.Thenyouneverhavetoworryaboutbeinglucky.Sopractice,practice,practice.

CHAPTERSIXSkill#3—PresentingYourProductorOpportunitytoYourProspects

We’ve talked about the first two skills of identifying prospects and inviting them to learnmoreabout your product or opportunity.Asyou’ve learned, you’ll be inviting them to reviewa tool orattendsomesortofevent. If theyarereviewinga toolbythemselvesandyou’renotaround, there’snothingforyoutodo.Justfollowupwhenyousaidyouwould.Ifyou’rephysicallywiththem,therearesomethingsyouneedtounderstand,andoneofthebiggestis,YOUarenottheissue! Thiswasatoughoneformetoaccept.WhenIfirstgotstarted,IreadeverythingIcould,listenedtoeverythingIcould,andattendedallthetrainingsessionsIcould.IthoughtthemostimportantthingIcoulddowasbecomeanexpertonallthefactsassociatedwithmycompanysoifanyoneaskedmeanyquestions,I’dberighttherewiththeanswers.Soundslogical,right? Iwouldsitdownwithsomeoneandsay,“LetMEtellyouallaboutourproducts.LetMEtellyouallaboutourcompany.LetMEtellyouallaboutourcompensationplan.LetMEtellyouallaboutourincrediblesupportsystem.”Therearebigproblemswith thatapproachifyouwant tobuilda largeand successful organization. Forme, the first problemwas, nomatter howmuch I learned, therewould still bequestions that stumpedme.And since Iwaspresentingmyself as the expert, if I gotstumped,thatmightmaketheprospectquestionthewholeopportunity. Thesecondproblemwas,mostofmyprospectsknewIwasn’tanexpert.SowhenIcametothemand presentedmyself as an authority figure, they knew itwasn’t true. It actuallymade themmoreskeptical. Thethirdproblemwas,evenifIwassuccessfulatbecominganexpert,theotherdistributorsinmyorganizationdidn’tnecessarilyhavethatsamedesireorwillingnesstolearn.Asaresult,Iwasthego-toguyforeverysinglepresentation.There’snowaytocreateanorganizationthatwillduplicatewiththisapproach,andwithoutduplication,NetworkMarketingisjustajob. Intheearlydays,that’swhatNetworkMarketingwasforme—ajob.IhadnoduplicationbecauseImademyselftheissue.ButIwasdeterminedandIstartedtoobserveandtakecarefulnoteofhowthemostsuccessfuldistributorsdidtheirpresentations. Theprosnevermadethemselvestheissue.Morethanthat,theyneverpresentedthemselvesasanexpert.Theyactedasaconsultantwhoconnectedtheprospecttotools,events,orotherdistributorstohelpthembecomeeducated.Iftheprospectaskedaquestion,theywouldguidethemtotheanswer,buttheywouldn’tgivetheanswerdirectly.ThisbaffledmeuntilIstartedtocomprehendduplication.Theprosknewtheycouldsignthepersonupbydazzlingthemwiththeirknowledgeandexperience,buttheyalsoknewitwould takea long timefor theirnewdistributor todo thesame,so theycameupwithasimplerapproach. ItwasaroundthistimeIheardaconceptthathasstuckwithmeeversince:

InNetworkMarketing,itdoesn’tmatterwhatworks.Itonlymatterswhatduplicates.

ThisshouldbeaguidingprincipleforeveryNetworkMarketingProfessional.

The pros use tools instead of their ownwisdom.The pros use live events instead of their ownpresentations.Theprosuseotherdistributorstogivethefactsinsteadofgivingthemthemselves.Theprosdon’tpresentthemselvesasexperts; theyjust invitepeopletolearnmoreabouttheproductoropportunity and let the third-party resource provide the information. The pros bring passion,enthusiasm,excitement,andbelief.Ifyoueverwatchaproatwork,you’llseeafireinthemthatiscontagious.Makepassion,enthusiasm,excitement,andbeliefyourpriority,theninviteprofessionallyandletthethird-partyresourcedotherest. In addition to learning how to effectively present your product or opportunity during yourpersonalrecruitingefforts,it’salsoimportanttolearnhowtopresentyouropportunitytogroupsofpeople. I’vehearditsaid(andIthinkit’strue),“Thepersonwiththemarkermakesthemoney.”Inotherwords, the person in front of the room giving the presentation usually has a higher than averageincome. When I first got started I was deathly afraid of speaking in front of people, but I wasambitious,andsinceeveryonesaidthiswasanimportantskill,Iwasdeterminedtomasterit. Istartedbylearninghowtogiveashortandeffectivetestimonial.Learningtotellmystorywasextremelyvaluableinbuildingmybusinessandhasbeentothisday.Peoplearen’tinterestedinhowmuchyouknow,buttheyAREinterestedinyourstory,aslongasyoudon’tborethemtodeathwithit. Iworkedonmystoryforawhileand,aftertweakingitatimeortwo,hereiswhatIcameupwith.“Hi!MynameisEricWorreandI’maretiredunderachiever.Ihad18jobsbytheageof23andwasstartingtothinkmyfuturewasn’tlookingsogood.IwasembarrassedbymylackofresultsandIwasdesperatelylookingforawaytomakesomethingofmylife.InJanuaryof1988,IwasintroducedtoNetworkMarketingandithaschangedmylife.Insteadofbeingafraidofthefuture,nowI’mexcitedabout it.” (And then I would insert whatever was appropriate based upon my current levels ofsuccess.) Thethemeofmystorywas,ifIcoulddoit,anyonecoulddoit.Anditworked.Iuseditallthetime.Inhotelmeetings,inhomemeetings,onthree-wayphonecalls,onconferencecalls—younameit. Nomatterwhatyourbackgroundis,youcancraftacompellingpersonalstory.I’vefoundeverygoodstoryhasfourelements:

1. Yourbackground.2. Thethingsyoudidn’tlikeaboutyourbackground.3. HowNetworkMarketingoryourcompanycametotherescue.4. Yourresults,orhowyoufeelaboutyourfuture.

Takesometimetocreateyourstoryandstarttellingiteverychanceyouget. NextIdecidedtomastermycompany’sopportunitypresentation.Again,theconceptofmodelingsuccessful people came into play. The top earner in my company was extremely powerful andeffective.Inaddition,hedidthesameexactpresentationeverysingletime,justaboutwordforword.SoIrecordedhispresentationandtranscribeditbyhandontoalegalpad.WhenIcompletedthatstep,Irecordedmyownvoicedoingthatpresentation.Ididitwordforword.Samestories,samejokes—everythingwashisexactpresentation.

AfterIwasdone,Iplayeditbackanditwasterrible!Myvoicehadnoenergy.Iwasboring.Ihatedit.SoIrecordeditagainandagainandagainuntilitwasacceptable.IntheendIhadanaudiocassettewithmy presentation on it, and I listened to it over and over inmy car. I’ll bet I listened to thatpresentation500times,andbythattime,Ihaditmemorized.Iknewitbackwardandforward.Icouldstartfromanypartofthepresentationandtakeitfromthere. Youwouldnotbelievetheconfidencethisgaveme.Iwentfrombeingafraidtodothepresentationtoactively looking foropportunities togive it! Idid thepresentationonconferencecalls, inhomemeetings,onthree-waycalls,andanyplaceelseIcouldfind.Ibecamearegularpresenteratourlocalmeetings and continued to move up to bigger and better venues, even being asked to speak atcompanyconventions. Forme,theevolutionofbecomingapresenterwentthroughseveralstages:

1. Learningmystory.2. Learningthestandardopportunitypresentation.3. Learningdifferenttrainingpresentations.

Onebigdefiningmomentasapresentercamein1993.Iwas29yearsoldandstartingtomakeanameformyself inNetworkMarketing.Iwashavingaconversationwith theCEOof thecompanyand the number one distributor at the time. I can’t remember exactly how the topic cameup, but IrecallsayingsomethingtotheCEOlike,“Well,he(thetopdistributor)mightbeabetternetworkerthanIamrightnow,butIcanout-speakhimanytime.” Itwasmeantasajoke,buttheCEOraisedhiseyebrowsandsaid,“Okayson,I’lltellyouwhat.Wehaveourbigconventioncomingup.Over14,000peoplewillbeinattendance.I’llgiveyouboththesameamountoftimeandwe’llhaveaprivatecontest.I’llhandpickafewjudgesandtheywillvoteonwhodidabetterjob.” Wow!NowIwasreallyonthehook!Iwasn’tahugeleader.Ididn’thaveasbiganorganizationorreputationatthetimeasthetopearner.So,IdidtheonlythingIcouldcontrol.Istartedtopreparelikemy life hung in the balance. I chose a theme. Iwrotemy talk and rewrote it over and over. I didresearch.Ipracticed.Irecordedmyselfdoingthespeech.IdideverythingIcouldpossiblydo. When thedaycame, I’dnever felt sonervous inmyentire life.Talking to14,000people is liketalkingtoanocean.Butmypreparationservedmewell.Isteadiedmy29-year-oldinsecureselfanddelivered. Theresponsewasoverwhelming!Thecrowdwentwild,literally.IfeltalittlenumbwhenIwalkedoffstageastheywerestillcheering,andsattherewhilethetopearnergavehisspeech.Hedidafinejob, but I have to admit toyou, it felt sogood tohave theCEOcomeup and congratulateme forwinningourprivatelittlecontest.Itwasdefinitelyadefiningmoment. Thatspeechwaslostforaverylongtimebutacopywasrecentlydiscovered.Ifyou’dliketohearit,youcandosobygoingtothislink: www.networkmarketingpro.com/calltoaction Myvoicesoundsquiteabityounger,butit’sstillme. Tosummarizethisskillset,rememberafewimportantthings:

1. Whenyouareprospecting,youarethemessenger—notthemessage.Getyourselfoutofthewayanduseathird-partytool.2. Learntotellyourstoryinawaythatwillmakeyourprospectscurioustohearmore.3. When it comes to presenting in front of a group of people, preparation is key.When you’reprepared,it’sfun.

CHAPTERSEVEN

Skill#4—FollowingUpWithYourProspects

InMLM,theysaythefortuneisinthefollow-up.Ithinkthat’strue,becausemostpeopleinMLMdon’tfollowupatall,atleastnotasprofessionals.Youneedtounderstandsomeimportantconceptsifyou’regoingtomasterthisskill.Concept#1–Follow-upisdoingwhatyousaidyouwoulddo. Ifyousayyou’regoingtocallataspecifictime,thendoit.TheNetworkMarketingProfessionisfull of people who get all excited one minute and then go missing in action the next. Run yourbusiness through a physical or electronic calendar. Be the personwho doeswhat they say they’regoingtodo.Peoplewillrespectthat. IsoldrealestatetheyearbeforeIgotinvolvedinNetworkMarketing.Myfatherandhispartnerowned the company. One day I was in the office and a gentleman by the name of ChuckAycockshowedupfora10a.m.meetingwithmydad.Itwas9:55a.m.andmydadwasn’tintheofficeyet.IgreetedChuckandtoldhimIwassuremydadwouldarrivesoon.At10a.m.exactly,Chuckgotupand said, “It’s 10 o’clock. Your dad isn’t here. Have him call me if he wants to reschedule themeeting.” I couldn’t believe it. He came all the way to the office just to leave 30 seconds after theappointment?Itoldhim,“Mr.Aycock,I’msurehe’llbehereanyminute.There’snoneedtoleave.” AndthenhetoldmesomethingIneverforgot.Hesaid,“Son,eitheryouareearlyoryouarelate.He’slateandmytimeisvaluable.Havehimgivemeacallifhe’dliketoreschedule.”Andheleft! Mydadshowedupat10:10a.m.expectingtomeetChuck.Itoldhimwhathappenedandhewasasstunnedas Iwas.Mydadwasn’t habitually lateor anything.Thatparticularmorninghewas just alittlecasualwithhis time.Herescheduled theappointmentandInoticedover theyears thatmydadwasALWAYSearlyforhisappointmentswithMr.Aycock. Whatisthelessoninthisstory?Forme,thelessonwasthatpeoplerespectapersonwhodoeswhatthey say they’re going to do. People also respect a personwho values their own time. If you sayyou’regoingtofollowupataspecifictimeorinaspecificway,eitherdoitorreschedulewellaheadofyourappointment.Concept#2–Theonlyreasontohaveanexposureistosetupthenextexposure WhenIgotstarted,Iwouldconcludeeveryexposurebysaying,“Whatdoyouthink?”Noonetoldme that was one of the worst things to do. It felt like a natural thing to say, butmy results wereterrible. Iaskedoneofmyearlymentorsforhelpandhesaid,“Eric,theonlyreasontohaveanexposureistosetupthenextexposure.” Thatblewmymind.Ithoughtthereasontohavetheexposurewastogetthepersonsignedup!Hewent on to explain that if you finish each exposure by setting up the next one, the prospect willeventuallybecomeeducatedontheopportunityandmakeaninformeddecision.

Thegoalinmymindchangedfrom“getting”theprospectonthefirstexposuretojustkeepingtheprocessalivebysettingupthenextfollow-upexposure,thenthenextandthenext,untiltheymadeadecision.WhenImadethissmallimprovement,myresultsimproveddramatically. Wetalkedearlierabouthowtoprofessionallyinviteyourprospecttotakealookatwhatyouhaveto offer. At the end of that process, wewent through several steps to set up the NEXT exposure,meaningyourfollow-upcall.Thatwasyournextappointment. Whenyoumakethatcall,you’regoingtoaskthemiftheyreviewedthematerial.They’llsay,“No,Ididn’t,”orthey’llsay,“Yes,Idid.”Let’stalkabouthowyou’llsetupthenextexposureinbothcases. Iftheysayno,theydidn’thaveachancetoreviewthematerials,it’simportantyoudon’tshowyourdispleasure at their lack of follow-through. It sounds funny, but a lot of people just jumpon theirprospectswith,“Ithoughtyousaidyou’dbeabletoseeitforsure!”Obviously,thiswon’thelpbuildthatgoodrelationshipyou’reworkingon. Thebestwaytorespondis,“That’sokay.Iunderstandsometimeslifegetsbusy.Whendoyouthinkyoucoulddoitforsure,forsure?”Now,youmightsay“forsure,forsure”isalittlemuch,butI’veusedthatfordecadesinthisfollow-upsituation,andIdoitbecauseitworks.Inanycase,usewhateverlanguage you’d like to use to set up the next time and walk through the same steps to get thecommitment.Onceyouhaveit,includingthedateandtimeofthenextcall(thenextexposure),thenhangupandcallthemwhenyousaidyouwould. Ifyoucall themat thescheduledtimeandtheystillhaven’treviewedthematerial, justrepeat theprocessuntiltheydo.Remember,theyaresettingtheappointmentandyouarebeingtheprofessionalbyfollowinguplikeyousaidyouwould. Ifyoucallyourprospectandtheysayyes,they’vereviewedthematerial,you’regoingtoaskthemafewintelligentquestions.First,you’reNOTgoingtoask,“Whatdidyouthink?”Thisjust invitesthecriticalpartoftheprospect’smindtocomeupwithobjectionstotrytosoundsmart. Thebest follow-upquestion I’veeverused is,“Whatdidyou likebest?”Thisquestionwill takeyouinaverypositivedirectionandwillgiveyoucluesastotheleveloftheirinterest.Iftheysay“theproduct,”thenyournextexposurewillprobablybeproduct-related.Iftheysay“financialfreedom,”thenyournextexposurewillbeopportunity-related. Anothergreatquestiontoaskis“Onascaleofoneto10,withonebeingzerointerestand10beingreadytogetstartedrightaway,whereareyourightnow?”Withthisquestion,anythingoveraoneisGOOD.Itsaystheyhavesomeinterest.Mostofthetimeyou’llgetsomethinglikeafiveorasix.Nomatterwhatnumbertheygiveyou,allyou’regoingtodoisaskthemhowyoucanhelpthemgettoahighernumber.Usuallythatanswerwillgoalongthelinesofhowtheyanswered,“Whatdidyoulikebest?” If theanswer isverypositiveandthenumber isfairlyhigh,youcangodirectly intotheclosingprocess (we’ll cover that in the next section). If it isn’t an obvious green light, then you’ll justschedulethenextexposure. Theymightwanttotrytheproduct,soyouhelpthemdothat,andsetafollow-update—atimetocall them and check on the experience (the next exposure). They might want to understand thecompensationplan,soyousetupatimetogettogetherandreviewit(thenextexposure).Theymightwanttotalkwiththeirspouse,soyousendthemhomewithmaterialstheycansharewiththeirspouseandsetupadateandtimewhenyou’llfollowup(thenextexposure).Whateveritis,youneverfinish

oneexposurewithoutsettingupthenextone.Never!Ifyoudo,it’sover. That’swhatusedtohappentomeatthebeginning.Iwouldhavesomeonelookattheopportunity.Whenthey’ddonethat,I’dsay,“So,whatdoyouthink?”They’dusuallymumblesomethinglike,“I’llletyouknow,”or,“I’llgetback toyou,”or,“Ineed to thinkmoreabout it,”orsomethingsimilar.Andpoof,theyweregone.Then,whenItriedtocallthemback,Iwasjustbotheringthem.Thewholethingfeltuncomfortable. OnceIchangedtoneverfinishingoneexposurebeforesettingupthenextone,everythingchangedforthebetter.Iwasbeingprofessional.Iwasincontrol.Theprospecthadmorerespectformeandfortheopportunity.Allofthishappenedfromthisonesmallchangeinmindset.Concept#3–Ittakesanaverageoffourtosixexposuresfortheaveragepersontojoin Whenpeopledon’tunderstandthattheonlyreasonforanexposureistosetupthenextexposure,theyputtoomuchpressureontheirprospectsandonthemselves.Inthe“somewill,somewon’t,sowhat,next”MLMculture,peoplehammeronapersononce,andif theydon’t joinrightaway, theymoveonandneverfollowup.Inmanycases,theytakeitastepfurtherbydamagingtherelationshipwiththeprospectwiththeirattitude. Professionalsunderstandthatittakesanaverageoffourtosixexposuresforaprospecttobecomeinvolved.Theirgoaliseducationandunderstanding.It’shardtoeducatesomeoneinoneexposure.Sotheytakethemfromexposuretoexposuretoexposure,knowingitwilleventuallysinkin.Throughthatprocess,theyalsobuildastrongerrelationshipwiththeprospect.Theystrengthenthefriendship.Thathelpsbuildtrust,andpeopleenjoyworkingwithpeopletheylike. Four to six exposures is an average,whichmeans that for every personwho joins on the firstexposure, there’s going to be a personwho takesmore than 10 exposures to join.You just neverknow.SomeofthebestpeopleinNetworkMarketingwereprospectedforyearsbeforetheyfinallymadethedecisiontotakepartintheopportunity. Keepyoururgency—buthavepatience.Concept#4–Condensetheexposuresforbetterresults Posers prospect someone once and move on. Amateurs prospect someone through severalexposuresovertime.Professionalscondensethoseexposuresintotheshortesttimepossible. Peoplearebusy.Theyareconstantlydistractedbylife.Whenyouareapproachingthemtotakealook at something new, it’s important to keep their interest; the bestway to do that is to stack theexposuresasclosetogetheraspossible. Ifyougoslow,youmightstartbyhaving themcheckoutavideo.Thenafewweeks later,havethemlistentoaconferencecall.Thenamonthlater,havethemattendtoawebinar.Thenafteranothermonth,invitethemtoathree-wayphonecallwithyouandanotherdistributor.Thisslowprocessisdifficult because between each exposure they tend to get distracted by life. It can almost be likestartingovereverytime. On theotherhand, ifyouhave themcheckout avideo, then joina conferencecall, then try theproduct,thengetonawebinar,thenparticipateinathree-waycall,thencometoalivemeeting(orwhatevercombinationofexposuresyouuseinyourcompany),anddoitall inoneweek,yougive

themtheopportunitytoreallythinkabouthowthiscouldchangetheirlives.QuestionsandObjections At every step in the recruiting process, you’ll come across questions and objections. This isnatural.Alotofthetime,yourprospectwilljustbebringingthemuptosoundintelligent.Theydon’twant to seem easy, so they throw out objections to feel better. How you respond is extremelyimportant.Ifyouactdefensive,you’llplantaseedofdoubtintheirminds.Ifyouactoffensive,you’llchasethemaway. Remember,ourgoaliseducationandunderstanding.It’snottowinanargument.Ourjobistohelpblindpeoplesee.Whensomeonebringsupanegativequestionoriftheyofferyouanobjection,alltheyarereallydoingishelpingyoutoidentifyoneoftheirblindspots.It’shelpfultoknowwhatthesearesoyoucanassistyourprospectsineliminatingthem. I’mgoingtogiveyousomespecifictacticstohelpovercomeobjections,butthethingIwantyouto remember and spendmore time focusing on are concepts. Tactics come and go. Concepts aretimeless.

I’vefoundthatobjectionsfallintooneoftwocategories.Thefirstistheprospects’limitingbeliefintheirabilities.Theyaren’tsuretheycanbesuccessful.ThesecondisalimitingbeliefinNetworkMarketing.Theyaren’tsureNetworkMarketingwillhelpthemachievetheirgoalsinlife.

Forbothcategories,oneofthebestconceptsisempathy—howyourelatetopeople.Andthebest

wayIknowtorelatetopeopleistoletthemknowyou’rejustliketheyare.Youhadthesamedoubts,the samequestions, the same fears, andyouovercame them.Believe it or not, your story (and thestoriesofothers)willdomoreforyouinovercomingobjectionsthananythingelse. There’s an old tactic called “Feel/Felt/Found.” It works with the concept of empathy. When aprospectoffersanobjection,yourespondwith,“Iknowhowyoufeel.Ifeltthesameway.Buthereiswhat I found.”Youcanuse thatquite literallyandwithgreatsuccess.Youcanalsomodify itbaseduponyourstoryandyourprospect.WhenProspectsHaveaLimitingBeliefinTheirAbilities Thecommonobjectionsinthiscategoryare: “Idon’thavethemoney,”“Idon’thavethetime,”“It’snotmything,”“I’mnotasalesperson,”“Idon’tknowanyone,”or“I’mtooold/tooyoung/havenoexperience.” Somepeopleteachfancyapproacheswhereyoumakeyourselfseemsmartandtheprospectseemstupid. “Youdon’thavethemoney?Doyouhaveacablebill?Doyouhaveacellphone?Doyouevergoouttodinner?Youhavelotsofmoney.C’mon,wakeup!”

Or, “Youdon’thave the time?How longdoyouwant tohave that reality inyour life?Youhave tochangeifyouwantyourlifetochange!”

Howdoesitfeelwhenyoureadthat?Howwoulditfeelifsomeoneweretosayittoyou?Prettybad,right?Abetterapproachistorelatetothepersonandtellyourstory. Whenapersontellsme,“Ijustdon’thavethemoneyrightnow,”Irespond,“Ihadthesameexactchallenge. I didn’t have enoughmoney to paymy bills, let alone start a new business.Butwhen Ithoughtabout it, IrealizedifIdidn’thaveenoughmoneytopaymybillsnow,howwasIgoingtochangethatinthefuture?Iwastiredofbeingbehind.Iwastiredofalwaysscrambling.Iwantedmoreoutoflife.SoyouknowwhatIdid?Ifoundaway,anditwasthebestdecisionIevermade.Letmeaskyou something… ifyou really felt thiswas a chance foryou to take controlofyour financialfuture,doyouthinkyoucouldfindawaytomakeithappen?” Nine timesoutof10 theywouldagree theycouldfindaway.Again, forget theexactwordsandfocuson theconcept. I told themIwas thesameas theywere,with thesameobjection. I told themaboutmypain.AndItoldthemIfoundawaytosolveit.Asaresult,webonded.Werelatedtoeachother.Wewereinthesameboatwiththesamehopesanddreams. AndifIdidn’thaveapersonalstorythatwouldcomparewiththeirs,Iwouldtellanotherperson’sstory.Thereareplentyofstoriesinsideyourcompanythatcanrelatetovirtuallyeverysituation.Sowhenaprospecttellsyoutheirobjection,youcansay,“Iknowwhatyoumean.Ihaveafriendwhohadthatsameexactproblemandletmetellyoutheirstory.” Canyouseehowthatapproachwouldworkwithall theobjectionsbasedonaperson’s limitingbeliefs about themselves and their lives? The concept is simple, it’s proven, and the results areamazing.WhenPeopleHaveLimitingBeliefsAboutNetworkMarketing Thiscategoryincludes: “IsthisMLM?” “Isthisoneofthosethings?” “Isthisapyramidscheme?” “I’mnotinterestedinMLM.” “Idon’twanttobothermyfriends,”and, “Howmuchareyoumaking?” Let’sstartwiththeonethatstrikesfearintotheheartsofmostpeopleinourprofession—“IsthisMLM?”orvariationslike,“Isthisoneofthosethings?”or,“Isthisapyramidscheme?”or,“I’mnotinterestedinMLM.” Some people go a little crazy when they hear this question. They say, “Pyramid scheme? Likeeverycorporationintheworld?Likethegovernment?YoumeanlikeTHAT?!” Insteadofgoingcrazyonyourprospects,it’simportanttounderstandwherethisquestioncomesfrom.Myexperiencehasshownmethattheyusuallyknewsomeonewhojoinedwithnosuccessorelse they’ve done it themselves (usually they just purchased a virtual lottery ticket like I describedearlieranditdidn’tpayoff).Thisscenariorepresentswellover90%ofthepeoplewhowillaskthiskindofquestion.Therestofthemhaveheardofopportunitieslikethisandarerightfullyskepticalofthepromiseofgettingrichquick.

If theyaskthiskindofquestionwithanysortofemotion,Iknowthey’vebeeninvolvedatsomepoint, so I say, “Wait aminute.You have a story.What happened?Were you involved inNetworkMarketing at somepoint?”Then just let them tell you their story. It opens themup. It lowers theirdefenses.Anditallowsyoutoasksomequestionsabouttheirexperience. Letmegiveyoua typical example. I’mgoing throughmy invitationprocesswhen theprospectsays,“Waitaminute.IsthisMLM?”Andtheysayitwithemotion.Ireply,“Oh,youhaveastory.Didyoutryitoutatsomepoint?Whathappened?” Theysay,“Yeah,Ijoinedacompanyafewyearsago,boughtsomeproductandlostmymoney.”Ireply,“Whatdoyouthinkwasthereasonyoudidn’thavesuccess?” Theysay,“Well,myfriendtalkedmeintoit.Ididn’thavealotoftimeandIthoughtmorepeoplewould joinrightawaybut theydidn’t. IguessI just lost interest.”I reply,“Doyouthinkyoureallygaveitafairshot?” Theysay“No,notreally.”Ireply,“DoyouthinkNetworkMarketingwastheproblem?Ordoyouthinkmaybeyourtimingwasn’tright?”Theysay,“Itwasprobablythetiming.” Do you see the dynamic? I’ve had thousands of these conversations and they’re all slightlydifferent, but if you ask some questions and are friendly through the process, you have a strongopportunitytohelpthemgetridoftheirblindspotandtakealookatwhatyouhavetooffer. Inaddition,youcanrelatetothembysayingyouhadthesameobjectioninitiallyandtellingthemhowyouovercameit.Ifsomeoneusestheword“pyramid”withme,Ialwayssay,“Ohno.Pyramidschemesareillegal,andIwouldneverbeinvolvedwithsomethingillegal.” For people asking without the emotion attached, I usually respond with, “Yes, this is NetworkMarketing.Doyouknowanythingabout it?”Again, I’maskingquestionsandwaiting foranswers.From those answers, I ask more questions, and through the process I can achieve my goal ofeducationandunderstanding. “Idon’twanttobothermyfriends,”isslightlydifferent.Again,Irelatetothembytellingmystoryor someoneelse’s story.And then Iaskquestions like,“Whatmakesyou thinkyou’dbebotheringyourfriends?”or,“Ifyoutrulybelievedintheproduct,wouldyouletyourfriendsknowaboutit?”and,“IfIcouldshowyouhowwesharethisproductwithotherswithoutitfeelingorsoundinglikeasalespitch,wouldthathelpyou?” Thelastinthiscategoryis,“HowmuchareYOUmaking?”Ifyouaremakingmoneyalready,thisisagreatquestion.Ifyou’renot,youranswerdependsonhowlongyou’vebeeninvolved.Ifyou’rebrandnew,youcan tell themyou’re justgettingstarted. Ifyou’vebeenaroundforawhileandnotmakingbigmoneyyet,youcantellthemyouareworkingthispart-timeandarereallyexcitedaboutyourfuture.Youcouldalsosaythatyou’reexcitedaboutyourfuturewiththiscompanybecauseyouknewthingsweren’tgoingtochangeifyoudidn’tdosomethingtochangethem. TheotherwaytoansweritistotellyourstoryandthentellstoriesofpeopleyouknowwhoAREmakinggoodmoney.Youcanevensuggestsettingupaphoneconversationwiththosepeoplesotheycanfeelmorecomfortableabouttheopportunity. Allof this takespractice,but ifyouget theconceptsdown,you’ll find itbecomeseasy.And theotherthingthatshouldencourageyouisyou’llonlyhavethishandfulofthesameobjectionsfortherest of your career.There’s nothingnewhere.What I’ve listed in this section is about all there is.Remember,ourgoaliseducationandunderstanding.Thisisapartoftheprocessthatmakesthatgoal

areality.

CHAPTEREIGHTSkill#5—HelpingYourProspectsBecomeCustomersorDistributors

This skill is anaturalbyproductof followingupprofessionally.Asyouwalk throughexposureafterexposure,ourgoalofeducationandunderstandingwillbeaccomplished.Butthatdoesn’tmeantheprospectwillcomeoutandaskyouforanorder formoranapplication. It’syour job toguidethemtoadecision. The key to success in this area is a combination of having good posture and asking goodquestions.Goodposturemeans thewayyoucarryyourself.Yourwordsandactionswillhelpyourprospectfeelmoreconfidentaboutjoiningyouropportunityortheywillplantseedsofdoubt. Inmyearlyyears,myposturewas terrible. Iwas trying to“get”people insteadofpursuing thenoblergoalofeducationandunderstanding,and theprospectscould feelmy intentions. Iwasveryemotionallyattachedtotheoutcome.YoucouldevensayIwasneedy.EverytimeIgottothispartoftheprocess,Ireally,reallywantedit.Again,theprospectcouldfeelmyemotionalattachmentandthatusuallyscaredthemaway. Throughlackofresultsandwithoutevenrealizingit,Istartedtoassumepeoplewerenotgoingtobeinterested.Andthatassumptionstartedtoseepintoeverything,whichledtothepredictableresultoftheprospectnotjoining. Most of the time I wasn’t properly prepared. I didn’t have applications, start-up materials, orwhatever else was necessary. Think about the subconscious impact this had on my prospects. ItseemedlikejustabouteverythingIdidprojectedalackofbeliefandalackofprofessionalism. Insteadofaskingquestionsandlisteningintentlytotheanswers,Ijusttalkedandtalkedandtalked.Iwasmorefocusedonbeinginterestingthanbeinginterested.Prospectsdon’tlikethat.Noonedoes. So,againIfollowedmypatternofmodelingtheprofessionals.Iwatchedwhatthebestclosersdidandbegan to copy them. I interviewed top performers to figure outwhat theydid differently.Andslowly,Istartedtoseetheflawsinmyapproach. First,Ilearnedthatprofessionalsareemotionallydetachedfromtheoutcome.Inotherwords,theirgoaliseducationandunderstandingwhilehelpingaprospectmakeadecisionthatwouldpositivelyimpact their lives. They are the opposite of needy. They aren’t trying to “get” anybody. They arehonestlyjusttryingtohelp. Second,theyareveryassumptiveintheirapproach.Theyexpectthepersontojoinbecausetheirbeliefthattheopportunitywouldbenefittheprospectissostrong.Theyarerocksolid.Manyofthemaresincerelyshockedwhenapersondecidesnottogetinvolved. Third,itwasinterestingtolearntheypromotethemselvesasmuchastheypromotetheproductoropportunity.WhatImeanbythatistheyhelptheprospectmakethedecisionbysaying,“YougetME!”Whentheypromotethemselves,itisn’tlike,“I’mgoingtodoeverythingforyou.”Itwasmorelike,“Wehaveagreatproductandagreatopportunity,butI’mgoingtotakethisthingtothetopandwecan do it together.” This gives people great comfort in knowing that they don’t have to learneverythingontheirown. Fourth,theyarealwaysprepared.Always.Theyhaveeverythingtheyneedtogetapersonstarted

rightonthespot. And fifth, they askquestion after question after question and are great listeners.They act like aconsultanthelpingapersonwithaproblem.Thebestconsultantsintheworldhavetoaskabunchofquestionsbefore theycanoffera solution.NetworkMarketingProfessionalsusequestionsas theirmostpowerfultool. Asyoucanimagine,ittookmeawhiletofigureallofthisoutandthatwasjusthalfthebattle.It’sonethingtohavetheinformationandit’sanotherthingtoputitintoaction.Iwasn’tastalentedasthepros,butIcouldmodelwhattheydid,soIjuststartedtoactliketheyacted. Iactedemotionallydetached(Ireallywasn’tatthebeginning);Istartedtoactveryassumptivethatpeoplewouldjoin(Ireallywasn’tatthebeginning);Istartedtotellpeople,“andyougetME!”(eventhoughIdidn’tthinkthatwassuchahugebenefitatthebeginning);Iwasalwaysprepared;Istartedaskinglotsofquestions,focusingmoreonbeinginterestedthaninteresting. Andastimewenton,Iactedlessandless,andbelievedmoreandmore.Thesamecanhappenforyou. Let’stalkaboutquestions.Ifyouwereaconsultantandyourjobwastofigureoutifanopportunitywasagoodfitforyourclient,whatwouldyoudo?You’daskquestionsright? Inworkingtohelpaprospectmakeapositivedecisionaboutyouropportunity,you’regoingtodothe same thing.But instead of asking, “What did you think?”—which leads nowhere—learn to askquestionsthatleadinapositivedirection. “Diditmakesensetoyou?” “Whatdidyoulikebestaboutwhatyoujustsaw?” “Prettyexciting,isn’tit?” “Canyouseehowthiscouldbeanopportunityforyou?” Oftheseexamples,theoneIusethemostis,“Whatdidyoulikebest?”Theanswertothatquestionisalmostalwayspositiveanditgivesyoucluesastotheareainwhichtheyaremostinterested. ThenIliketosay,“Letmeaskyouaquestion.Onascaleof1to10,withonemeaningyouhavezerointerestand10beingyou’rereadytogetstartedrightnow,whereareyou?”Theywillgiveyouanumber.Andit’susuallyobviousfromtheirnumberthattheyeitherneedmoreinformationbeforetheywillmakeadecisionortheyareleaningtowardgettingstartednow. Ifyoufeeltheyneedmoreinformation,justguidethemtothenextexposurethatwillhelpthemthemost.But if you feel they are ready to get started, then ask a series of four questions.This “FourQuestionClose”hasproducedstrongandconsistentresultsoverthecourseofmycareer.Ifyoulearnitanduseit,you’llbeamazedathowmanypeopleyoucanhelp. Question#1:“Basedonwhatyou’vejustseen,ifyouweretogetstartedwiththiscompanyonapart-timebasis,approximatelyhowmuchwouldyouneed toearnpermonth inorder tomake thisworthyourtime?”Insteadofaskingthisquestion,mostdistributorssaythingslike,“Howwouldyouliketomake$10,000amonth?”Don’tdothat.Insteadofprescribingwhatyouthinktheywant, justaskthemwhatitwouldtaketomakeitworththeirtimeandwaitfortheiranswer. Question#2:“Approximatelyhowmanyhourscouldyoucommiteachweektodevelopthatkindofincome?”Nowtheyhavetogoinsidetheirheadandchecktheirmentalcalendartoseehowmuch

timetheywouldinvesttogetthatkindofmoney. Question#3:“Howmanymonthswouldyouwork thosekindofhours inorder todevelop thatkindof income?”Thisquestionmakes themthinkabout their levelofcommitment if theywant theincomefromquestion#1. Question#4:“IfIcouldshowyouhowtodevelopanincomeof(theiranswertoquestion#1)permonth, working (their answer to question #2) hours a week over the course of (their answer toquestion #3)months, would you be ready to get started?”Most of the time, you’ll get a positiveanswer to this question. And when people say, “Sure, show me how,” you can pull out yourcompensationplanandsketchoutareasonablegameplantoachievetheirgoals. There are rare occasionswhen people give you unrealistic numbers. Theymight say theywant$10,000 a month working two hours a week for one month. It doesn’t happen often, but it doeshappen.Ifyoufacethatsituation,youactasaconsultantandsay,“I’msorry,butyourexpectationsareway too high.You can get to $10,000 amonth but itwill takemore hours andmoremonths thanyou’rewillingtocommit.Ifyou’rewillingtochangethoseexpectations,wecantalk.” Ifyoudon’tgetapositiveanswertothefourquestions,that’sokay.Itjustmeanstheprospectwillneedtohavemoreexposuresbeforethey’reready.Schedulethenextoneandrepeatthisprocesswhenyou’redone.Thisskillwilltakepractice.Butit’saskillthatwillserveyoufortherestofyourcareer.Ifyou’re tiredofhaving toomanypeople thinkingabout it andnotenough takingaction, thiswillhelp.

CHAPTERNINE

Skill#6—HelpingYourNewDistributorGetStartedRight

InNetworkMarketing,peopleinvestenormouseffort,timeandmoneyintogettingpeoplesignedup,andthensquander that investmentbyleavingtheirnewdistributors tofigureeverythingoutforthemselves. Professionals don’t do that. They set proper expectations, they help get some quickresults,andthencontinuetoguidethenewdistributorthroughthemanyphasesofourprofession. Iwasluckyenoughtohaveanearlymentor,MichaelNelson,whowasveryskilledatguidingnewdistributors.Michaelwasn’tinmyupline,buthewasclearlytheleaderinmycity.Inaddition,hehadalotofexperienceinourprofession.SoIlistenedtowhathesaid,Iwatchedwhathedid,andIaskedhimtonsofquestions. Back in those days, he had a small office close tomyhome, and Iwas always hanging aroundtryingtolearnsomething.Michaelwasaverysuccessfulrecruiter.Hewasalwaysbringingonnewpeople.Andforthemostpart,Michael’speopledidwellinthebusiness.Thatwasn’thappeningforme.ThefewpeopleIrecruiteddidnothing. AsIwatchedMichael,Inoticedthateverytimehesignedupanewdistributor,hescheduledwhathecalleda“GamePlanInterview.”Idecidedtomodelwhathedid.Sothenexttimehemetwithanewdistributor, I sat behind them, close enough to take notes on their conversation. I did this severaltimes,andwassurprisedtolearnhewentthroughthesameexactintervieweverytime.IthoughtifIcouldlearnthatinterviewprocess,thenI’dhaveachanceathisresults.GamePlanInterview—PartOne He validated their decision to become a distributor. He said things like, “Congratulations onmakingthedecision.I’mproudofyoufortakingchargeofyourlife.Fromnowon,thingsaregoingtobedifferentforyouandyourfamily.”Italwaystooklessthanfiveminutes,butbytheendoftheirdiscussion,anydoubttheymayhavehadaboutbecomingadistributorwasgone.Theyfeltgreat.GamePlanInterview—PartTwo He set their expectations. He knew most people came into our business with unrealisticexpectations,sohealwayssaidthesamethreethings: “Ifyousucceedinthisbusiness,it’sgoingtobeyouwhocreatesthatsuccess,notme.And,ifyoufail in thisbusiness, it’sgoing tobeyouwhocreates that failure,notme.Youaregoing tobe thedifferencebetweensuccessorfailure.I’mheretoguideyoueverystepoftheway,butIcan’tdoitforyou.I’mheretoworkwithyou,butnotforyou.” Wow,thiswasaradicalconceptandsodifferentfromtheconversationsIhadwhenIgotapersonstarted!Isaidthingslike,“Igetpaidfromwhatyouproduce,soIessentiallyworkforyou!” Well,whatkindofexpectationdoyouthinkTHATsetinthenewdistributor ’smind?I’dalsosay,“WEaregoing tobuildabusiness together,”when thatwasn’t really true.THEYneeded tobuildabusiness.Icouldbearesource,butIcouldn’tdoitforthem. Thenext thinghe saidwas, “My job is tohelpyoubecome independent frommeasquickly as

possible.Doyouagreethat’sagoodgoal?” Again this was radical, but it made sense. Up to that point, I had a group that was extremelydependentonme.TheyonlydidsomethingwhenIpushed.ButMichaelhadagroupthatproducedontheirownwithouthisconstanthelp.Hehadduplicationandfreedom.Ididn’t.ThissettherelationshipupsoMichaelwouldbetheteacherforhisgroupandnottheslave.Hecouldshowthemtheskillsandthentheycouldindependentlybuildfromthatpointforward. The third thinghesaidwas,“Therewillcertainlybeupsanddownsasyoubuildyourbusiness.Therewillbegood timesandbad times. I’llknowyou’re inoneof thebad timeswhenyouaren’tcallingme,youaren’tshowingupformeetings,youaren’tonthecalls,ifIstarthearingexcuses—thatsortofthing.Whenthathappenswithyou,andithappenswitheveryone,howdoyouwantmetohandlethat?Doyouwantmetoleaveyoualoneordoyouwantmetobepersistentandremindyouwhyyoumadethisdecisioninthefirstplace?” Thiswasbrilliantbecauseit’struethateveryonewillhavetimesofself-doubt.Heletthemknowitwasnaturalandatthesametime,setuptherelationshipsohewasinapositiontoturnthemaroundwhenithappened. WhatMichaelaccomplishedwiththesethreeconceptswassodifferentfrompromisingtheworldlikeIwasdoing,thatitwaslikenightandday.Withmyapproach,thedistributorwouldsitbackandwaitformetoperform.AndifIwasevertoobusyorcouldn’thelpforsomereason,Ibecametheeasy excuse for why things weren’t working out. With Michael’s approach, his people becameindependentquickly.Hewouldcoachthemfromtimetotime,buthewouldn’tallowhisgrouptousehimasanexcusefortheirlackofresults.Whilemydistributorsstruggled,hisflourished. GamePlanInterview—PartThree Michaelwent throughagetting-startedchecklist tohelp thenewpersonhave thebestchanceforsuccess.Theexactplanwouldbedifferentforeverycompany,buttheconceptwastodoeverythingpossibletogetquickresults. Herearesomeexamplesofwhatyoucouldincludeinyourgetting-startedchecklist:

1. Makesureyournewdistributor is setupwithappropriateproducts. Justabouteverycompanyhas products that can be personally used by the distributor, somake sure your newperson isdoing that. Depending on your company, this may include a monthly commitment. It’s veryimportantthatpeopledevelopanemotionalattachmenttotheproductsandthatcanonlyhappeniftheyareusingthemandenjoyingthebenefits.Inaddition,manycompanieshaveproductsthatcan be sampled or used in demonstrations. In that case, new distributors should have anappropriatesupplysotheyareproperlyprepared.2. Make sure your new distributor is set up with appropriate tools. We’ve talked about theimportanceofthird-partytoolsinbuildingalargeandsuccessfulNetworkMarketingbusiness.Your new distributor needs to be prepared to help their prospects with the tools that willprofessionallytakethemthroughtheexposureprocess.3. Makesureyournewdistributorgetsconnected.Showthemhowtofindthingsonthecompanywebsite,where theupcomingeventsarebeingheld,when the leadershipcallsorwebinarsarebeing conducted, etc. Remember, our goal is to help them become independent as quickly aspossible.Thisisanimportantstepinmakingthatgoalareality.

4. Makesureyournewdistributorhasabasicunderstandingofthecompensationplan.Theydon’tneedtoknowitindetailatthebeginning,buttheyshouldatleastunderstandthekeypointsandwhatwillhappenfinanciallyastheymovethroughthefirstfewlevels.5. Makesureyournewdistributorhasafundamentalunderstandingofhowtoproperlyinvitetheirprospectstounderstandmoreaboutwhattheyhavetooffer.Youcansavethemfromrunningoutthereandtalkingtheirheadsoffwithlittleornoresultsbygivingthemabriefoverviewofhowandwhyaprofessionalinvitationprocessworks.

GamePlanInterview—PartFour Michael helped the new distributor create a game plan to get through the first few ranks andchallenged themtodo itquickly.Heunderstood,andhelpedme tounderstand, that itwasa race tohelpapersongetresultsquickly.Iftheyreceivedearlypositivereinforcement,they’dcontinue.Andiftheydidn’t,theyhadatendencytofadeaway. Everycompany isdifferent, so thisgameplanwill alsobedifferent.But thinkabout the simpleactionsyoucouldencouragepeopletotakeduringtheirfirstweektogetthebestpossibleresults.

Howcantheygettheirfirstcustomer?Howcantheygettheirfirstdistributor?Canyouencouragethemtoattendtheirfirstcompanyevent?Whatstepscanyoutaketohelpthemearntheirfirstcommissioncheck?

SuccessinNetworkMarketingwasn’trealformeuntilIearnedthatfirstcheck.Whenitarrived,everythingchangedforme.Istarted toreallydreamaboutcreatingabetter lifeformyselfandmyfamily.Helpingyournewpersongetofftoaquickstartisvital.GamePlanInterview—PartFive Michael always ended by giving some specific assignments. One thing I’ve learned is newdistributorscravedirectionandtheyrespondincrediblywelltosimpleassignments.Michaelalwaysendedbygivingthoseassignmentsalongwithadeadlineforthemtobecompleted.Hetoldhisnewdistributortogetbacktohimbyaspecificdate.It’sjustliketheexposureprospectingprocess.Yougofromexposuretoexposure,butitdoesn’tendwhentheybecomedistributors.Theprofessionalscontinuetogofromexposuretoexposure,assignmenttoassignment. Thepurposeofallof this is tohelp thenewdistributorget“over the line.”Whensomeonegetsstarted,thereisalwaysalinebetweensuccessandfailure.Ononesideoftheline,it’seasiertoquitthantocontinue.Ontheothersideoftheline,it’seasiertocontinuethantoquit. Whatcanhelpapersongetovertheline?

SigninguptheirfirstcustomerSigninguptheirfirstdistributorGettingtheirfirstcommissioncheck

AttendingabigcompanyeventMakingfriendsinsidetheorganizationProclaimingtheirintentionstotheworldGettingpromotedtoanewlevelBeingrecognizedforsomesortofachievement

There are hundreds of other things that can contribute to a person getting over the line. As asponsor,yourjobistohelpthemgetoverthelineandSTAYovertheline.Andthelineneverreallygoesaway.It’salwaysthereandyou,asaleader,needtobeconstantlyawareofwhereyourpeopleareemotionally.Thiswayyoucancontinuetoencouragethemtoneverletgooftheirdreams.

CHAPTERTEN

Skill#7—PromotingEvents

InNetworkMarketing,meetingsmakemoney. It’s just that simple.Yes, technology can help usconnectwithpeopleinwaysthatarebecomingmoreandmoreefficient,butnothingreplacesface-to-faceinteraction. Meetingpeopleoneonone,insmallgroups,oratlocalorbiggerevents,willhaveahugeimpactonthelong-termsuccessofanyNetworkMarketingorganization.Butoneparticulartypeofeventisthemostpowerful,andthatisthe“destination”event.Itmightbeacompany-sponsoredeventoroneputonbyyouruplineleadership,buta“destination”eventisonewheremostoftheattendeestraveltoadifferentcity,stayatahotel,andparticipateinaconferenceorconvention. Sometrytoarguethatthedestinationeventisdeadinthenewtechnologyworldandpeoplewon’ttravelforthesethingsanymore.AllIcantellyouisthosepeoplearen’ttopearnersinourprofession.IfyoustudywhatthesuccessfulpeopledotobuildtheirNetworkMarketingorganizations,youwillfind that virtually every one of them uses destination events as a cornerstone for building theirbusiness. There’s something magical about getting away from your day-to-day grind and focusingcompletelyonyourdreams.Totalimmersion,evenifit’sonlyforaweekend,isGOOD.Youcanuseittorefocusandrecommittoyourfutureandgatherthestrengthnecessarytogobackhomeanddowhat’snecessarytomoveyourbusinessforward. You gain strength from the presentations you hear during the event. Sometimes a person sayssomethingatjusttherighttimeinyourlife,anditchangesyouforever.Over20yearsagoIwasataconventionwhenaguybythenameofJohnnyDanielsaid,“Youcantellthesizeofthemanbythesizeoftheproblemthatgetshimdown.”Thatstatementwentrightintomyheartandhashelpedmeever since. If I ever get sad or depressed, something insideme says, “Is this the size of Eric?” Ianswer,“No,”pickmyselfup,andgetmovingagain. I’vehadhundredsofthosemomentsovertheyearsatdestinationevents.Igaveupblamingatanevent.Idecidedtobecomeaprofessionalatanevent.Irealizednoonecouldstopmeatanevent.Idecidedtogotothetopatanevent.Infact,asIthinkback,Ican’tthinkofasinglesignificantmomentinmyNetworkMarketingcareerthatdidn’thappenatanevent.Theyarethatpowerful. Inadditiontogainingstrengthfromthepresenters,youalsoreceiveincrediblevalidationofyourdecisiontobeinvolved.It’saconceptcalled“socialproof,”andit’sveryimportant.Ashumanbeings,we’rewiredtoseekprooffromsourcesoutsideofourownthoughtsandexperiences.Atadestinationevent, you see lots of other peoplewho’vemade the samedecisionyouhave, and that feels good.Also,youseehowsomeof themhaveovercometheir fearsandgone to thehighest levels inyourcompany.Youstarttothink,“Iftheycandoit,maybeIcandoittoo.” There’s also some positive peer pressure involved.Most destination events include recognitionprograms—whowonthecontest,movedtothenextrank,earnedthetopincome,orspokefromthestage. WhenIwenttomyfirsteventandsawallthepeoplewalkingacrossthestage,Ihadonethought:“The next time, I’ll be walking across that stage.” It was inspiring that so many people had

accomplishedwhatIhadn’tdoneyet.ItmademethinkIcoulddoitanditmademeworkonaplantomakeithappen.Inadditiontobeinginspired,Ialsodidn’twanttoshowupatthenexteventwithoutsomeimprovementinmybusiness.Thatpositivepeerpressurehelpedmefacemyfearsandmakeithappen. Overall,thesenseofcommunityatadestinationeventiscomforting.Weallliveinaworldfilledwith ignorantpeoplewhenitcomes toNetworkMarketing.Thatcangetdiscouragingat times.Butwhenwego to abigevent, suddenlyweare surroundedbypeoplewho think likeWE think.Theyhave similar beliefs, hopes, dreams, aspirations, and positive attitudes. Spending time with thisamazinggroupofpeoplecanliterallyfillusbackupagainsowehavestrengthforthenextpush. Onceyouunderstandhow important destination events are to the success of your business, youneedtolearnhowtoeffectivelypromotethemtoyourorganization.It’sreallyverysimple:Themorepeoplefromyourgroupattendevents,themoremoneyyou’regoingtomakeinourprofession.Topleaders know exactly howmany people are attending and theymake sure to grow that number ateverynewevent. Thinkaboutit.Taketwodistributorswhoeachhaveagroupof100people.DistributorAmakesitapriorityandgetseveryonetoattendeverymajordestinationevent.DistributorBdoesn’tmakeitapriority,soonlyahandfulattend.Whichgroupisgoingtobemoresuccessful?It’snotevenacontest. Thefirststepindevelopingaculturethatpromotesattendanceatdestinationeventsistopersonallybemorecommitted thananyoneelse toattending,andhelpingothersmakethesamedecision.Thatmeansyouneedtoleadbyexample,andnevermissadestinationevent. When I first started in this profession I didn’t knowhow Iwasgoing to do it. I didn’t have themoney and I couldn’t afford the time; I had the same obstacles as anyone else. But somethinghappenedtomeatmyfirsteventthatchangedeverything.Iscrapedupenoughmoneytogetthereanditwasamind-blowingexperience:Thestage,thelights,thepeople,thestories—itwasawesome. During one of the sessions, I stepped out to go to the bathroom and when I came back to theentrancetothebigconventionhall,Ifoundmyselfstandingnexttooneofthetopincome-earnersinthewholecompany!Itwaslikestandingnexttoacelebrity.HehadachievedwhatIwantedtoachieve,andmore.Istoodtheretryingtothinkofsomethingsmarttosay.Finally,Isimplyintroducedmyselfandasked,“What’sthesecret?” TodayIknowthereisn’tasecretandhecouldhavesaidthesamethingtome,butinsteadhehadalittlecompassionandgavemeanimportantlessonthatservesmetothisday.Hesaid,“Eric,doyouseethisroom?Itholdsabout2,000people.Wehavetheseeventsaboutthreetimesayear.Here’sthesecret.At thenextevent,halfof thesepeoplewon’tcomeback,but theotherhalf thatdoeswillbemakingabouttwicetheaverageofeveryoneelseintheroom.Yourjobistobeinthe1,000peoplewhocomeback.Anditdoesn’tstopthere.Atthenexteventhalfofthose1,000won’tcomeback,butthe 500whodowill bemaking four times the amount of the average in the room.This continuesfromeventtoevent.Ifyoucontinuetocomeback,you’llendupbeingamongthehighestpaidpeopleintheroom,andeventuallyyou’llevenfindyourselfpresentingonstage.” Isaid,“That’sit?”Andhereplied,“Eric,obviouslyyou’regoingtohavetocontinuetoworkonyourskillsinbetweenevents,butmyexperiencehasshownmethatifyououtlastpeopleatourbigevents, you’llmake it to the top.”Thiswas pretty simple forme to understand. I thankedhimandmadearesolutiononthespottonevermissabigcompanyevent. Itwasn’teasy.Sometimestheeventticketsalonewereaproblem.Imadeitapriorityandfounda

waytobuy them.Sometimeschildcarewasan issue. I relentlesslysearchedforbabysittersuntilwefoundsomeonewecouldtrust.SometimesIstruggledwithhowtogettotheevent.Insteadoftakinganicecomfortabledirectflight,Isometimeshadtobookonewithtwoorthreeconnections.Insteadofflying, sometimes I had todrive, evenpiling intoonevehiclewith agroupofpeople toget there.TherewereeventimeswhenIreservedabusandrecruitedpeopleinmyareatosharetheride.Thepointis,ImadeitapriorityandImadeittotheevent—nomatterwhat. As foraccommodations, todayIstay inasuite,but itwasn’talways thatway.At thebeginningIoftensharedaroomwithasmanypeopleaspossible.Insteadofroomservice,wewouldgoto thelocalgrocerystoreandgetfoodforinexpensivemeals.Andtheminibarwasstrictlyofflimits. Bottom line, the advice I received all those years agoWORKED.Because Iwas ambitious andhungry, I figured out a way to outlast the people whowere less committed and, just like that topincome-earnerhadtoldme,myincomecontinuedtogrowwitheachevent. On top of that, another strange thing happened. I started to feel different than everyone else. Istartedtofeellikean“IronMan.”IstartedtobeproudofthefactthatIwasstillstandingwhenotherpeoplelostfaith.So,ifyou’remorecommittedthananyoneelsetoattendingthedestinationevents,thatall-importantcommitmentwillserveyouverywell. Onceyouare fullycommitted, thenext step is togrow thenumberofpeopleonyour team thatattendwithyou.Mostpeopleannounce thenextbigevent to theirgroup, sitback,andhopepeopleregister.Professionalsunderstandthereisabigdifferencebetweenbeingan“announcer”andbeinga“promoter.” Promotersmaketheeventapriorityintheirgroup.Theyarerelentlesswiththeirmessage.Theytellstoriesthatinspirepeopletoaction.Theytakenothingforgrantedanddon’trestuntilpeoplehaveregistered.Theypaintapictureinpeople’smindsabouthowgreattheeventwillbeandthebenefitsofattending.OnethingIlearnedlongagowastoneverbuysomeone’sexcuse,atleastatthebeginning.Ican’t tell you howmany people started off by tellingme the reasons they couldn’t attend the nextdestinationevent,onlytofindouttheirreasonwasjustanexcuse,andwasn’treallytrue. Theproblemwithamateurs is theybuy that first storyand that’s theendof it.Apersonsays, “Ican’tgetoffwork,”or,“Ican’taffordit,”or,“Ican’tarrangechildcare,”or,“Who’sgoingtowatchmydog?”or,“There’sabirthdaypartythatweekend.”Andtheamateursays,“Ohwell,itiswhatitis.Ihopeyoucanmakeittothenextone.” Theprofessionalhasacompletelydifferentmindset.Whentheyhearanobjection,theydon’tbuythat storybecause theyknow it’sprobablynot real—orat leastnot real enough. Instead theyworkwith that person to help themunderstand themeaning and importanceof attending the event.Thentheybrainstormwiththemtofigureoutawaytoovercometheirinitialproblem.Ican’ttellyouhowmanypeopleI’vetalkedtowhohadalreadydecidedtheyweren’tgoingtoattendthenextevent,andwithinfiveminutes, they’dchangedtheirmindandregistered.Thelessonhereis to tellyourstory.Don’tbuytheirs. Thinkofthisskillasifyouareapubliclytradedcompanyandyourstockvalueistieddirectlytohowmanypeopleyouhaveateachdestinationevent.Ifthatwerethecase,you’dmakeitaprioritytoalwayshaveabiggernumberatthenextevent,wouldn’tyou?Youmightstartwithjustyouatthefirstevent,butthenthegoalneedstobetobringsomepeoplewithyoutothenextone,andtogrowthatnumber at the next and the next and the next. There’s no such thing as a silver bullet inNetworkMarketing,butthisskillisascloseasitgets.

CHAPTERELEVEN

AnythingWorthwhileTakesTime

If a person starts a traditional business, they expect to break even in their first few years andpossiblypaybacktheirinitialinvestmentinthefirstfiveyears.ButwhenapersonstartsaNetworkMarketingbusiness, theyexpecttogettheirmoneybackinthefirstmonth,makeaprofit insecondmonth, and get rich by the third month. And when that doesn’t happen, they blame NetworkMarketing! It’slikepeopledon’twantthelawsofthebusinessworldtoapplytoNetworkMarketing.WeDOhaveabetterway,butwe’renotsellingmagicbeanshere.Anythingofvaluetakestimetodevelop. I learnedagreat lessonearly inmyNetworkMarketingcareer:From time to time inyour life,your incomemight takea lucky jump.Youmightbe in the rightplaceat the right time.But ifyoudon’tquicklygrowasapersontothatnewhigherlevel,yourincomeisgoingtocomebackdowntothelevelofwhoyoureallyare.Intheend,youonlygettomakewhatyouare. Howmanypeopledoyouknowthathititbigandlostitall?IlearnedthislessonthehardwayinmyfirstfewmonthsinMLM.Backin1988,I joinedacompanythathada$5,000upfrontpackage,whichpaid the sponsorbetween$1,200and$2,400,dependingupon their level.Although I’mgladmostof thosebigmoneypackageshave left ourprofession, back then aperson couldmake someprettybigmoneyfast. Inmyfirstmonthwiththatcompany,Iearnedapproximately$7,400!Ifyouremember,mystrategywastoquicklycallmydad’sfriendsbeforehecouldgettothem.Iwasecstatic!Inmysecondmonth,Iearnedabout$12,200.Unbelievable!Butthenrealitykickedin.Iwasn’ta$12,000amonthperson.Ihadn’tworkedonmyskills.Iwasn’tdevelopingmyself.Iwasjustridingthewave.Mythirdmonth’scheckwas$1,098.60.Lookingat thatcheckwas like lookingatmyself in themirror. It showedmewhoIwas.Itwasanuglyfeeling. Myfirstreactionwastoquitandblameeveryoneandeverythingformybadcheck.ButeventuallyIrealizedthattoearnmore,Ineededtobecomemore.IneededtoworkonmyskillssoIdidn’thavetorelyonluckortimingorpositioning.

Youmighthaveheard,“Youcangetrichquick,”or,“There’snoworkinvolved,”or,“Theproductsellsitself,”oranynumberoftrumpedupstatements.ButyoumustlearntogiveupthosefalseandunrealisticexpectationsandgotoworkonYOU.

The1/3/5/7Formula There’saformulaI’veseenworkinourprofession.Icallitthe1/3/5/7Formula.Asageneralrule,itwill take you about one year to become competent and profitable inNetworkMarketing.You’llknow the basics, you’ll cover expenses, and you’ll be learning. It will take about three years ofconsistentpart-timeeffortinordertogofull-time.Itwilltakeaboutfiveyearsofconsistentefforttobecomeasix-figureearnerorabove.Anditwilltakeaboutsevenyearsofconsistentefforttobecomeanexpert.

Thatdoesn’tmeanyoucan’tmakemorethanthatintheshort-term.Manypeopledo.ItjustmeansifyouwanttoKEEPmakingthatkindofmoney,youneedtoeventuallybecomeanexpert. Whenyouthinkaboutit,sevenyearsisn’tsobad,especiallywhenagoodportionofitispart-time.You’regoingtobesevenyearsolderanyway.Youmightaswellbecomeanexpertoverthatperiodoftimeinsteadofjustgoingthroughthemotions.HowtoLearn Onceyoumakethecommitmenttofocusonyourskills,thenextthingyouneedtodoisfigureoutthebestwaystolearn.Oneofthebestthingsthateverhappenedtomewasrealizingtherearenobadexperiencesandnogoodexperiences,onlylearningexperiences.Thiswasamajorbreakthrough.Inotherwords,letgooftheoutcomeandfocusonwhatyoucanlearnfromeveryexperience.Thistooksomuchpressureoffme.Insteadofalwayslookingforgreatexperiences,IstartedfocusingonhowMANYexperiencesIcouldhave,becausethemoreIhad,themoreIcouldlearn. Anotherattributeofa topearner inMLMis theyarewhat I like tocall“anactivestudent.”Asaprofessional,theyarealwayslearning,alwaysgrowing,alwaystryingtogetbetter. LouHoltzsaiditbest:“Inthisworldyou’reeithergrowingoryou’redyingsogetinmotionandgrow.” Ithinkthat’strue.Neverstoplearning.ModelSuccessfulBehavior Trytoavoidreinventingthewheelwhenyouget involvedinthisprofession.Thehardworkhasalready been done. No matter what company you’re in, it’s easy to find someone who’s verysuccessful. It doesn’t matter if it’s getting customers, finding prospects, inviting, presenting,followingup,closing,gettingpeoplestarted,buildingforevents,oranyotherskill,therearepeopleinyour company rightnowwhohave themmastered.Andunlikeotherprofessions, the successfulpeopleinyourcompanyareeagertosharetheirsecrets!Allyouneedtodoismodeltheirbehaviorandyoucanbegintoenjoytheirresults.Study Audio programs gotme started.Back in 1988, someone gaveme a bootleg copy of a talk JimRohngavetotheShakleecompany.Itwascalled,“TheSeedandtheSower,”anditrockedmyworld.I’llbetIlistenedtothataudiocassetteinmycar500times.FromthereIdidsomehomeworkonJimRohnandpurchasedhis“ChallengetoSucceed”audioprogram.Mr.Rohngavemehope,butmorethanthat,hegavemedirectioninmycontinualpersonaldevelopment.Thataudioprogramlaunchedmypersonaldevelopmentjourney. Throughtheyears,Icontinuedwithdozensofdifferentaudioprograms,allincrediblyhelpfulinkeepingmymindright.There’ssomethingmagicalaboutaudio.Itwhispersinyourear,remindingyouofyourdreams,ofyourpotentialandhowtogetthere.Inaddition,it’srepetitive.Youprobablywon’treadabookoverandover,butyou’lllistentoanaudioprogramoverandover,especiallyifit’sentertaining.Anditseemslikeeachtimeit’sdifferent—anditis,becauseYOUaredifferent. JimRohnalsotaughtmetobeareader.Nomatterwhatyou’retryingtolearn,thereissomeonewhohasdevotedtheirentirelifetothesubjectandisofferingittoyouforpennies.Takethemupon

thatoffer. Inourelectronics-focused,attentiondeficitsociety, fewerpeopleseemtoreadbooks.That’snottrueforleaders.Askthetop-earningdistributorsiftheyarereaders.Moreimportantly,askthemwhattheyarereading.Iwasn’tmuchofareaderbeforeIbecameaNetworkMarketingprofessional.Butsince1988,I’vereadanaverageofaboutfourbooksamonth.Thosebookshaveshapedmylifeandmycareerforthebetter.Committojust10pagesadayandyoucanreada300-pagebookinamonth.That’sagreatstart.Video Videoisanothersourceofgreatlearning.SometimesIliketowatchatrainingprograminsteadofjust listening. It’s part of the reason I decided to use video as my main focus atNetworkMarketingPro.com.IfoundifIcreateashortvideowithinterestinginformationeveryday,people receive tremendousvalue. Ifyou’d like tocheckout thehundredsofvideos,youcango tohttp://networkmarketingpro.com.It’sfree.Online The Internet has changed the waywe learn and gather information. You can take advantage ofonline tutorials, watch online videos, attend online webinars, or even watch events “live” withstreamingtechnology.Events ThebestwayIknowtoreallyinternalizelife-changinginformationistoattendliveevents.AsI’vealreadytoldyou,mostofmydefiningmomentshavecomefromevents.Ononeside,thereisalwaysgoodinformationforapersonwho’slistening.Ontheotherside,whenyoueliminatealloftheotherdistractionsinlifeandjustfocus,likeyoudoatanevent,youhaveachancetoreallyhear.Bothsidesaregood.BeCarefulofDistractions Withallofthechoicesavailabletoyouintermsofstudyingyourcraft,now,morethanever,youmustbecarefulaboutwhatyouallowintoyourmind.Peopleeverywherewilltrytodistractyouwiththeirlatestandgreatestbreakthroughanditcanbeverytemptingtojumpatall thoseopportunities.You should be focused on a very narrow range of skills: Finding prospects, inviting, presenting,following up, closing, getting people started right, and promoting events. Make sure you masterTHOSEskillsfirstbeforeaddinganythingelsetoyour“todo”list.TakeAction AlmostallofthelearninginMLMisinthedoing.Ifyouwanttolearnhowtotalktopeopleonthephone, thentalk tomorepeopleonthephone.Ifyouwant to learnhowtodoahomepresentation,thendomorehomepresentations.Youwillcertainlyfigureitout.Thatdoesn’tmeanyoushouldn’tcontinuetoseekknowledgeontheskillsetsforsuccessinMLM,butitdoesmeanyoushouldn’twaitforcompleteknowledgebeforetakingaction. Partofthereasonpeopleavoidtakingactionistheyareafraidthey’llbeembarrassed.Ifyouwant

to be successful inNetworkMarketing, youmust learn to set that fear aside.Here’swhy: It’s verydifficult to lookgood andget better at the same time. Instead of being afraid of howyou look asyou’re learning andgrowing, be afraidof not taking action and living a life at a fractionof yourpotential. Letmegiveyouaconceptthathasservedmeforover20yearsintheareaofdevelopingmyskills.Back in theearly1990s,a friendandIweresearchingforagreatNetworkMarketingproduct.Wetraveledthecountryandmetwithmanyinterestingpeople.OurjourneyledustoanorganizationinMichigan called the High Scope Educational Research Foundation. They had a progressive andprovenwaytoteachchildrenhowtolearnmoreeffectively. HighScopehasmanycomponents,buttheonethatstruckmethenistheoneI’veusedtothisday,called “plan-do-review.” Here’s how the company explains the process: “In the plan-do reviewprocess, children make plans, carry them out, and reflect on what they have done. In doing so,childrenlearntotakeinitiative,solveproblems,workwithothers,andaccomplishtheirgoals—theirplaybecomesmorepurposefulandfocused.Bymakingplan-do-reviewasuccessfulandintegralpartofyourclassroom’sdailyroutine,you’lllearnhowyoucanpromotelearningandbuildonchildren’sinterestsandintrinsicmotivation.” WhileIheardwhattheyweresayingonhowtouseitasateachingtoolforchildren,theonlythingthat was rolling around inmymindwas how I could use it formyself and for the people inmyorganization. While things didn’t work out for turning the High Scope product into a NetworkMarketing product, I’ll be forever grateful to their organization for helping me and hundreds ofthousandsofpeopleallovertheworldtousethisconcepttobuildabetterbusiness. Here’showI’veusedandtaughttheconceptforover20yearsnow:Chooseaskillyouwanttodevelop.

1. MakeaPLAN.2. DOyourplan.3. REVIEWyourresultstoseehowyoucandobetternexttime.

Mostpeopledon’tmakeaplan, they justchargeoutandDO.EvenmorepeopleneverREVIEWtheirresultstoseehowtheycouldimprove.Doyouseehowthisconnectswithnogoodexperiencesandnobadexperiences,onlylearningexperiences?

1. MakeaPLAN.2. DOyourplan.3. REVIEWyourresults,goodorbad,toseehowyoucandobetternexttime.4. MakeabetterPLAN.5. DOthatbetterplan.6. REVIEWthoseresults,goodorbad,toseehowyoucandobetternexttime.7. Never stop applyingplan-do-reviewandyou’ll eventuallybecomean expert through trial anderror.

Thislittle“secret”tolearninginMLMisoneofthemostpowerfulI’veshared.It’sbecomepartof

myDNA.Ihopethesamehappensforyou.Teaching Woulditsurpriseyoutoknowthatteachingisoneofthebestwaystolearn?It’strue.Ifyouwanttoreallymastersomething,teachittoothers.Teachingburnsagrooveinyourbrainlikenothingelsecan. WhodoyouthinkgetsthemostbenefitfromthedailyvideoshowsatNetworkMarketingPro.com?Ido!Ihavetothinkaboutit,prepare,andpresentthemessageeveryday,soithelpskeepmesharpandontopofmygame.Thelessonforeachofyoushouldbetofindsomeonetoteach,evenifyoujusthaveonepersoninyourgroup.Startthere,andasyourgroupgrows,lookformoreandmoreopportunitiestoteach.You’llgetthemostbenefit.YourAssociations This isanother important lessonfromJimRohn.He taughtme theLawofAssociation thatsaysyou’ll become theaverageof the fivepeopleyou spend themost timewith.You’ll thinkhow theythink,acthowtheyact, talkhowtheytalk,andearnhowtheyearn.Letmetellyousomething.Thislawisreal.Youcan’tfightit. I’vedonethreethingsoverthecourseofmycareerwhenitcomestomyassociations. First,I’vedisassociatedwiththepeoplewhoweretoxictomylife.Thisisn’taneasydecision,butit’sanimportantone.Somepeoplewillkeepyoudownpermanently. Second,I’velimitedmyassociationswithnegativepeopleorpeoplewhoweren’thelpingmegrowinthedirectionofmydreams.I’vejustlearnedtospendlesstimewiththosepeopleandmoretimeonpositiveinfluences. Andthird,I’veworkedtoexpandmyassociationswithpeoplewhocanhelpmebecomeabetterperson and a better professional. If you’re trying to learn to become an expert in the NetworkMarketingProfession,doesn’t itmakesensetofindawaytospendmoretimewiththepeoplewhohavetheskillsyou’relookingfor? Ifthisisalittletoostressfultothinkaboutwhenyou’relookingatthefivepeopleyou’respendingyourtimewithrightnow,here’salittletip:Abouteverysixmonths,oneofthepeopleinyourfivewill change. They’llmove, get a new job, start a relationship, end a relationship—somethingwillhappen.Thesecretis,whenthathappens,chooseverywiselywhenyou’rethinkingaboutwho’sgoingtotaketheirplace.Mostpeopledon’tthinkaboutthisatall.Theyjustletthenextpersonfallintothatplace.That’sabigmistake.Findsomeonewhowillpushyou.Findsomeonewhowillinspireyou. Ihopethesesuggestionsonthelearningprocessofbecomingaprofessionalhavebeenhelpfultoyou.It’sokaytodreambig,butyoualsohavetobepatient.Anythingofvaluetakestime.Continuetodevelopyourskills.Becomeapermanentstudent.Thoseskillswillmakeaplaceforyoufortherestofyourlife. There’s one more concept you need to understand. I’ve analyzed the top earners in NetworkMarketing. I’ve interviewed them and we’ve become friends. Do you know what they all have incommon?TheyworkHARD.Don’tgetmewrong,theyhaveagreatlifestyleandtheylovewhatthey

do,but theywork theirbuttsoff. If youwantbig success inMLM,you’regoing tohave todo thesame. NetworkMarketing isn’t about luck, timing,positioning,or signing thatmagicpersonwhowillmakeyourich.Freedomispossible,butitisn’tfree.Itwilltakehardworktostayconsistentwhentheworldtriestodistractyou.Itwilltakehardworktolearntheskillsrequiredforlong-termsuccess.Itwilltakehardworktobecometheleaderyouweremeanttobe. SomepeopleinNetworkMarketingbecomeunhappywhentheyrealizeworkisinvolved.Mostofthemjoinforsomesortoffreeride.Whentheyexperiencegrowingpains,theyrunforthehills.Bedifferent.Itmightbehardworkbutit’sgoodworkandit’sthebestwayIknowfortheaveragepersontoenjoytruefreedom.

CHAPTERTWELVE

It’sAllWorthIt

NetworkMarketingcanbechallenging.It isanemotionalexperience.Theupsanddownscanbedramatic.Butintheend,forsomanyreasons,it’sallworthit.TheCareerYouWillCreate IfyoudecidetobecomeaNetworkMarketingProfessional,youwillnotonlycreateanincomeforyourself,you’llcreateacareer.Ithinkaboutthisalot.Considertheskillsrequiredtobeadoctor,alawyer, abigcompanyCEO,or evenaworld-classmusician.You’re talkingabout ahigh levelofskill,andafairlyhighlevelofincome. NowconsidertheskillsnecessarytobecomeaNetworkMarketingProfessional.TheyareTINYincomparison!And yetmanyNetworkMarketing Professionals enjoy a higher level of income andmostcertainlyahigherdegreeoffreedom. If you look at any career, there is a barrier of entry (howhard it is to get in) and a long-termbenefit(whatyougetifyoudogetin).Forexample,adoctormighthave12yearsofschoolplusaninternship. That takes intelligence some of us don’t have,money some of us don’t have, or evenpossiblycontactssomeofusdon’thave.Attheend,theygettoenjoyalong-termbenefit(althoughmanyofthemwouldsaythebenefitwasn’tworththeinvestment). There’salwaysaratiobetweenthebarrierofentryandthelong-termbenefit.Thereisnoquestioninmymind thatof all professions in theworld, theprofessionofNetworkMarketinghas thebestratiowhenyoucomparethelowbarrierofentrywiththehighlong-termreturn. OneofthebestdecisionsinmylifewasmakingacareeroutofNetworkMarketinginsteadofjustmessingaround.Becomingaprofessionalmadeallthedifference,andnowit’sgreatfuntospendagoodportionofmytimehelpingotherpeopledothesamething.TheFreedomYouWillEnjoy Freedomisaninterestingword.Whenitcomestowork,Ithinkweunderstandtheconcept,butnotthe entiremeaning. Forme, freedommeans having choices. Itmeans living the life Iwant to liveinsteadofthelifeotherpeoplewantmetolive. Doyouremembertheimaginationyouhadasachild?Imagineyourlifewithoutlimits.

Youwakeupwhenyou’redonesleeping.You’redoingworkthatisfulfillingandmakesyouhappy.Yougettoworkwithpeopleyouenjoy.Youdon’thavetocompromiseallthetime.Youworkwhenyoufeellikeworkingbutyoualsoplaywhenyoufeellikeplaying.Yougettospendtonsoftimewiththepeoplewhoareimportanttoyou.

Youarelivingabiglifeandnotwastingawayinabox.

Whenyougetaclearpictureofwhatfreedomisallabout,you’llfindthepriceyou’llneedtopaytoachieveitinNetworkMarketingisverylow.Facingyourfearsandlivingalifethat’sfreeiseasy.Spendingtherestofyourdayslivinghalfalifeishard.TheLivesYouWillTouch It’sonethingtocreatefreedomforyourselfandyourfamily.It’sanotherthingaltogethertohelpsomeoneelsedothesame.Therearesomanypeoplestrugglinginthisworld.Youhavetheabilitytohelp people see a bigger picture for themselves. You can give hope to the hopeless. You canencouragetheirdreams.Youcanprovidethemwiththeinspirationnecessarytofaceandovercometheirfears. Oneofmygreatestjoysistoappearinsomeoneelse’stestimonial.It’sgreattohearthatsomeonewaslost,andinsomesmallwayIwasable tohelp themfindtheirway.NetworkMarketingallowsyoutodothisonaverybigscale.Notonlycanyouhelponeperson,butyoucanhelphundredsoreventhousandstoliveabetterlife.Andtheexcitingthingis,thatisjustthebeginning. It’sjustlikethrowingarockintoapond.Whenithitsthewateryouseetheripplesgrowinglargerandlargeruntiltheyhiteveryedgeofthepond.InNetworkMarketing,sometimesyoudon’tseeallthe ripples.Youmightbeawareof the impactyouhadononeperson’s lifeandmaybeoneor twomoreripples,buttheykeepgrowingwhetheryouseethemornot. ThisiswhyIdowhatIdo.It’swhyIwrotethisbook.Iknowpeoplewillbepositivelyimpactedand that’s a stone thrown into thewater.But then they’llmake a positive impact on others and theripplesbegin,andthosepeoplewilldothesame,andoverandoverandoveragain. WithNetworkMarketing,youreallycanmakeadifference.ThePeopleYouWillMeet NetworkMarketinghas introducedme to themostamazingpeople.Thisprofessiongivesyouachancenotonlytoexpandyourgroupoffriends,butalsotobeabletospendmoretimewiththem.You’llnever findamorepassionategroupofentrepreneurs inanyotherprofession.Thesepeoplelovelifeandspendtheirtimeliftingeachotherup.Here’sanexampleofwhatthatmeanstomeandwhatitcouldmeanforyou.YoucannamevirtuallyanystateintheUnitedStatesoranyothercountryintheworld,andafriendinstantlypopsintomymind. NetworkMarketinghasalsointroducedmetomanyofmyheroes.I’vebeenluckyenoughsharethe stage and become friends with great people, including Anthony Robbins, Brian Tracy, DenisWaitley, the lateStephenCovey,TomPeters,LesBrown, the lateOgMandino,DavidBach,RobertKiyosaki, Harvey Mackay, Art Williams, Ken Blanchard, Tom Rath, Daniel Pink, Mark VictorHansen,JackCanfield,JeffreyGitomer,GaryVaynerchuk,TomHopkins,andmany,manyothers.Ontopofallthat,I’vebeenabletolearnfrommoremillion-dollarMLMearnersthanIcouldcount.Allofthemhavehadapositiveimpactonmylifeandmycareer. ThisprofessionalsohelpedintroducemetomyamazingwifeMarina.IwasinMoscowforabigMLM training event and she was attending that event with her family. Because she could speakmultiple languages,shewashelping to translatebackstage. Iwassmitten.Ourfirstdatewas inRed

Squareatmidnightaftertheevent,withthesnowsoftlyfallingaroundus.I’llneverforgetit.We’vebeentogethereversince.I’mnotsayingyou’llfindtheloveofyourlifeinMLM,butIAMsayingyou’llfindfriendshipsthatwilllastalifetime.ThePlacesYouWillSee If youbuild a large and successfulNetworkMarketingbusiness a few thingswill happen.First,you’llwinsometrips thatwillbe tripsofa lifetime.Second,you’regoingtoneedtosupportyourorganizationastheyexpandintoeveryterritoryorcountrywhereyourcompanydoesbusiness.Andthird,you’regoingtohaveenoughmoneyandtimetogowhereveryou’dlike. It’sbeensaid thatyour lifecanbemeasuredby thenumberand intensityofyourexperiences. Ifthat’s true, I’vealready livedavery long life. I’vebeen toevery state in theUnitedStateswith theexceptionofAlaska,andI’llremedythatsoon.I’vealsobeentoabout40countriesaroundtheworld.I’vegonedivingattheGreatBarrierReefinAustralia,touredtheHagiaSofiainIstanbul,visitedthetwintowersinMalaysia,boatedaroundJamesBondislandoffthecoastofThailand,visitedthetentcities inNigeria, ridden the huge Ferriswheel in the port of Singapore, had a private tour of theWhiteHouse,watched the sun rise onNewYear ’sDay at theGrandCanyon, enjoyed a 30-coursemealattheworld-famousElBulliinSpain,cruisedthroughthecanalsofAmsterdam,riddenahotairballoonovertheRockyMountains,rentedanentirecruiseshipfor2,000ofmyfriendstosailtotheBahamas,haddinnerunderthestarsontopoftheHoteldeParisinMonaco,visitedmyheritageinNorway,sailed theBlackSeaoff thecoastof theUkraine,witnessed theamazingSistineChapel inRome,golfedatSt.Andrews inScotland,watchedaWorldCupmatch inIreland,andprayedat theWailingWallinJerusalem. ALL of this and somuchmorewasmade possible because I embraced the great profession ofNetworkMarketing.Thesamecanhappenforyou.TheCausesYouCanContributeTo Therearelotsofworthycauses.Youmightwanttogivetoyourparentsorsomeoneelseinyourfamily,ortoanorganizationthanmeanssomethingtoyou.In2011,IaskedHarveyMackay,abest-sellingauthor aswell as awildly successfulbusinessmanandcommunityactivist, forhis secret tosuccess.Hetoldmethisstory.

“Eric,myfathersatmedownafterIgraduatedfromtheUniversityofMinnesotaatage21.Iwasalittlebitcocky,goingtotakeontheworld,goingtostartatthetopandworkmywayup.Andhesaid,‘Harvey,25percent,one-fourthofyourlife,startingnow,isgoingtobedevotedtovolunteerism.’NowIdidn’tknowwhatthatmeant,otherthanIstartedvolunteeringforeverything.Heart,cancer,UnitedWay,BoyScouts,MarchofDimes,SalvationArmy,everything.Letmetellyouwhatthatexperiencehasdoneformemyentirelife.Bybeingonallthoseboardsandbeinginvolvedinallthosecharities,Ibecameabettercommunicator.Ibecameabetterleader.Ibecameabettersalesperson,becauseallIwasdoingwasraisingmoneyforthemorethan20boardsthatI’vebeenon.Ibecameabettersalesmanager.AndcanyouimaginehowmanynewpeopleImetbyjustbeingavolunteer?Mynetworkgrewtremendously.

“Butthebiggestthingthathappenedwasmysenseofbeingacitizenoftheworld.Toknowthatyou’vehelpedanotherhumanbeingandtobeabletoseetheresults—it’sanunbelievablefeeling.I’msothankfultomyfatherbecausehisadvicechangedmylife.“

This interview changedMY life because it impactedmy thinking on contribution. I had always

thoughttherewasreallyonlyonewaytohelpaworthycauseandthatwaswithyourmoney.ButaftermyconversationwithHarvey,Irealizedtherewerethreewaystohelp. The first is with yourmoney.Of course you canwrite a check, and that’swonderful. NetworkMarketingcanallowyoutowritebiggerchecksthanyoucouldeverimaginebefore. Thesecondiswithyourtime.LikeHarveysaid,youcandedicateaportionofyourlifetocausesthatareimportanttoyou.Hechose25percent.Youcanchoosewhateveryou’dlike,butI’dencourageyoutochoose.Andbytime,Idon’tmeanjustvolunteeringfewhourshereandthereattheshelterorsomething.Imeangiveyourtimetocreativethinking,raisingawareness,andraisingmoney. And the third is probablymost important, and that iswith your influence.Take the time you’regoingtospendonyourcauseandputallofyourinfluencebehindit.Inspireyourorganizationtodosomethinggreatwithyou.Encourageyourcompany toget involved.Leverageyournetwork todogreatthings.YouarepowerfulandmoresobecauseofyourinvolvementinNetworkMarketing.Usethatinfluenceforgood.Itwillchangeyourlifeforthebetter.ThePersonYouWillBecomeintheProcess NetworkMarketingchangedmylifeforthebetterbecauseitforcedmetobecomeabetterperson.As a profession, we move products and services to the customers who want them, but our realpurposeismuchdeeper. Atitscore,thisprofessionisanincubatorforpersonalgrowth.

You’lllearnhowfaceyourfears.You’lllearnhowtosolveproblems.You’lllearnhowtofeedyourmindwithpositivesandprotectyourmindfromnegatives.You’lllearnhowtogrowstronger.You’lllearnhowtolead.

When I first started out in this profession I did almost everything out of fear. I was afraid Iwouldn’tsucceed.IwasafraidIwasgoingtorunoutofprospects.IwasafraidIwasgoingtomissoutontheopportunity.Butovertime,thatfearwentaway.IdecidedtofocusonmyselfandmyskillsinsteadofallthethingsIcouldn’tcontrol,andtheneverythingbecameclear.IlearnedthetruesecretofNetworkMarketing. Thegreatestbenefitisn’tgettingwhatyouwant.Thegreatestbenefitiswhatyou’llneedtobecomeinorder togetwhatyouwant. I learnedwhatwasalways thereandwhathasbeenpasseddownforages.Thejourneyiseverything. Thankyoufor taking this journeywithme.Letmeconcludebysharingwhat Isayat theendofeveryNetworkMarketingProvideo.Ladies andgentlemen,mywish foryou is thatyoudecide tobecomeaNetworkMarketingProfessional—youdecide toGoPro—because it isa stone-cold factthatwehaveabetterway.Nowlet’sgotelltheworld.

AbouttheAuthor

EricWorrehasbeenaleaderintheNetworkMarketingProfessionforover25years.Inthecourseofhisesteemedcareerasatop-producingNetworkMarketingProfessional,hehas:

Earnedover$15millionBuiltsalesorganizationstotalingover500,000distributorsinover60countriesWorkedasthepresidentofa$200milliondirect-sellingcompanyCo-foundedandworkedaspresidentofhisowncompany,TPN—ThePeoplesNetworkWorkedasaseven-figure-a-yearmarketingconsultanttothedirect-sellingindustry.

Along the way, Eric has purposefully become an accomplished trainer, and has conducted liveeventswithmorethan250,000peoplearoundtheworld,teachingthemhowtoalsobecomeNetworkMarketing Professionals.He has shared the stagewithAnthonyRobbins, the late JimRohn,BrianTracy,DenisWaitley, the lateStephenCovey,TomPeters,LesBrown, the lateOgMandino,DavidBach,RobertKiyosaki,HarveyMackay,ArtWilliams,KenBlanchard,TomRath,DanielPink,MarkVictorHansen,JackCanfield,JeffreyGitomer,TomHopkins,andmanyothers. In2009,Eric foundedNetworkMarketingPro.com, themost-watched trainingsite in theNetworkMarketing Profession, with an audience in 137 countries around the world. Since its inception,Network Marketing Pro has provided hundreds of free training videos encompassing dozens ofinterviews with the most iconic and successful Distributors in the world, and the most powerfultrainingeventsintheNetworkMarketingProfession. Heendseachofhisvideoswithhistrademarkstatement:“Ladiesandgentlemen,mywishforyouisthatyoudecidetobecomeaNetworkMarketingProfessional—youdecidetoGoPro—becauseitisastone-coldfactthatwehaveabetterway.Nowlet’sgotelltheworld.”ConnectwithEric: www.networkmarketingpro.com www.facebook.com/NMPRO

www.twitter.com/EricWorre