Samples from Secrets of Building A Million-Dollar Network Marketing
Organization From A Guy Who's Been There Done That and Shows You How To Do It
Too.
Good organization is essential to success in any
endeavor. This is especially true for new network marketing distributors.
Let’s take a look at what you will need to organize on a daily basis to
guarantee your success.
1. Prospecting
Looking at the concept of success ratios, how many people would you need to
prospect on a daily basis to be on track to achieve your goals for a given
month?
Let’s say your goal was to find one future leader this month. If you worked
Monday through Friday, or 20 days in the month, and suppose you needed to speak
with 200 people in order to identify 1 MLM leader, you would need to prospect 10
people each day to stay on track. Your single daily action here would include 10
prospecting conversations each and every working day.
To ground your goal in your ability to do the actions needed to accomplish
the result, you would need to either commit the time and effort required to
carry out these 10 conversations daily OR expand your time limit for reaching
your goal. You would also need to know sources for 200 names.
This is the first step in grounding your actions in realistic relationship to
your goals.
The number of people someone would need to prospect to identify one leader
varies greatly from person to person. Developing your communication skills and
effectiveness will lower the number of prospecting conversations you need to
have to obtain the same result.
2. Sorting
I define a "sorting" conversation as a quality conversation that is
the next step and the natural result of successful prospecting.
Sorting includes the process of trying the products and reviewing materials
to determine if a prospect is interested in becoming a retail customer, a
wholesale customer and/or taking a look at the business opportunity to see if it
fits their "why."
We’ll do more about sorting later, as well. For now, let’s determine how
many sorting conversations you will need to have daily to be on track for your
monthly goal.
Based on your historical overall ratios, let’s say you determine that you
need four sorting conversations each day to reach your goals-your single daily
actions would need to include those as well.
3. Follow-up Conversations
After you’ve had a quality sorting conversation to explore the
possibilities of your products or business opportunity, your prospects will most
likely need to try products, watch a video, listen to an audio tape or read some
literature on your company, products or opportunity. Each of those activities
will take time, so you will have to follow up with a third conversation.
You’ll need to calculate how many of these follow-up conversations you need
to keep the flow going with your prospects as they explore what you’re
offering. Include the required number of follow-up conversations in your single
daily actions, too.
4. Miscellaneous Activity
This category includes all other actions which occur daily as needed to
ensure your success.
Included here are the number of sorting packages you will need to send out to
prospects, the training or coaching you’ll take part in with your upline and
downline, reading of company literature or books on network marketing, watching
video tapes, bookkeeping, listening to audio tapes, conference calls, etc. In
other words, anything else that would support your business-building activities.
Set aside a specific number of hours each day for these activities and include
them in your single daily actions.
5. Conclusion
So, ...
Given that you need to prospect 200 people to identify one leader and you
prospect 20 days per month:
If you: |
You will: |
Prospect 10 per day |
Identify 1 leader per month. |
Prospect 5 per day |
Identify 1 leader in 2 months. |
Prospect 1 per day . |
Identify 1 leader in 10 months |
Your Single Daily Actions will include:
- Prospect X number of people per day,
- Follow up with X number of prospects per day,
- X number of hours you’ll spend on training and coach-ing your downline
- Set aside X amount of time for miscellaneous daily activities needed to
ensure your success
- To the extent that you clearly identify exactly what actions you will need
to do religiously day in and day out in order to ensure your success, you
will be grounded in setting a realistic game plan to win the networking game
on purpose.
Dr. Joe Rubino
When it comes to prospecting for network marketing leaders, there are two
Zen rules I suggest you must always keep in front of yourself. In fact, these
rules are outlined on a sign I keep right by my phone for every prospecting
call. For me, they sum up successful prospecting perfectly.
Rule #1: Give up the right to make anyone do anything.
Rule #2: Look for a way to contribute to your prospect’s life.
Simply following these two easy rules takes away any inclination to exert
pressure on your prospect. In network marketing, pressure and intimidation do
not work!
A prospect who unwillingly signs up as a distributor under pressure, or
anything other than making an informed choice will never be motivated to do
what it takes to succeed. What may look like a victory in the short term will
turn out to be a waste of time and energy if your reluctant prospect needs you
to constantly push and pull them into action.
By giving up the right to make anyone do what you want them to do, you
create the space for them to step forward powerfully and freely choosing their
actions to succeed.
And that’s where Rule #2 comes into play.
The real power of network marketing lies in its positive impact on
people’s lives.
Network marketing is about contribution.
Everyone has some aspect of their life where your opportunity can
contribute something of value. For many, it may be a supplemental monthly
paycheck. For others, it may be complete financial and time freedom, or the
opportunity to contribute to the lives of others. If you look hard enough and
ask the right questions, you’ll usually discover just where your
contribution fits.
As for those who see absolutely nothing of value in what you could
contribute to their lives the opportunity is simply not right for them at this
time. Let it be. It’s not up to you to force a fit.
Finding Out Who Your Prospect Is
The key to any successful relationship is developing a bond with the other
person, establishing a common ground, the mutuality that will allow the two of
you to communicate and function as partners. This bond includes permission to
explore the possibilities of involvement in that partnership.
All too often, the first prospecting instinct is to dump information.
Distributors often feel, Just one more fact or tidbit about my company, my
products or my opportunity will be the one thing that makes the difference the
thing that gets them in! So they tell the prospect everything they know,
hoping to persuade her to see the same value that attracted them.
This is a very blind approach. You have no clue what would interest another
person unless you ask. So instead, we rely on dumping information on deaf
ears.
Stephen Covey advises in his book The Seven Habits of Highly Effective
People, Seek first to understand, then to be understood.
You can’t possibly be effective in meeting the needs and wants of others
if you don’t know what they are! Get to know your prospects first. Step into
their shoes. Walk a mile or two. Find out what it’s like to live and work in
their world.
Once you’ve listened to understand who they are, you will have created
the space for them to listen to your presentation and for you to be
understood.
Have you heard the cliché, People don’t care how much you know until
they know how much you care? Listen to people and you will create the opening
for them to listen to you. Human beings nearly always honor the Golden Rule:
They will do unto you as you do unto them.
Building Rapport
If you remember only one thing about successful prospecting this is it:
Rapport must precede the exchange of information.
A casual conversation is the best way to build this rapport. In other
words, find out what you can about people before you share your opportunity.
Here’s how to prevent your prospecting conversations from ever being a
FLOP.
Simply remember to ask about the following:
F Family
L Live
O Occupation
P Passions
F Family
This is one thing most people are willing to talk about especially their kids.
Make the opportunity to ask about their family. Show curiosity and a sincere
interest in what is most important to them. This is particularly a good
starting point to reestablish rapport with people you already know but have
been out of touch with for a while.
Asking How’s your family? is the best way to build an instant bond.
L Live
With strangers, this is the best place to start. Everyone has to live
somewhere. Look for points of interest regarding a favorite region, hometown
or current residence. Even people who come from a not-so-great place can be
proud of their roots.
A great ice breaker on an airplane is, Are you leaving home or going home
today? It’s easy from there. After all, we all live on the same common
ground.
O Occupation
Most people spend many hours and a great deal of energy on their work whether
they like it or not! This is one of the easiest places to explore when
speaking to a stranger or deepening an acquaintance, after you’ve opened up
where they are from or currently live. For example: Where are you from?
Dallas. Oh, what do you do there? And so on.
Questions such as, How long have you been doing that? or responses like,
Really, tell me more about that...
Give the person an opportunity to speak about themselves which is usually
their favorite subject!
This line of questioning also allows you to explore their level of
satisfaction with their work.
I’ll often ask people, What do you like best about your work? And then,
What do you enjoy the least? I’ve learned over the years to start off on the
positive. If there are negatives, they’ll come out sooner or later.
Other conversation options might be, How many days a week do you work? Do
you do much traveling?
One of my favorites is, Let’s say that money is no object, all your bills
are paid, your kids’ tuition’s handled, etc.
Would you still do what you’re doing for a living now? Would you work
less or not at all? What would you do in your spare time?
P Passions (as reflected in hobbies, recreation and
special interests)
This is where you look for the gold. These are the things that people get
excited about telling you.
Do they love to travel? If so, where would they go? With whom? Golf? How
often would they play? Maybe they like to paint or fish or bird watch. It
doesn’t matter what it is they love to do. What matters is that through a
conversation with you they begin to dream.
As they share their dreams, they realize that they just don’t have the
time or the money to do what they’d like.
That’s where you and your opportunity come in with the awesome power of
possibilities.
Don’t rush at this point. Let them get it all out. Encourage them: Tell
me more about that... What’s that like for you... How do you feel when
you’re ...?
Being a contribution requires two things: Knowing what you’re
contributing and patience. (Remember Zen Rule #2.)
To summarize, find out who your prospects are. Each person has unique
reasons for being attracted to your opportunity. It’s much more effective to
find out their reasons for doing your opportunity, rather than you giving them
yours.
Look for what they value most. What’s important to them and what’s
missing in their lives and work?
Talk in terms of possibilities. Explore their dreams, wants and
aspirations.
Guide the conversation with questions designed to have them speak about
themselves.
Explore the seeds of discontent in their lives. Is it money they lack, or
time to spend with family and friends? Is it their job that they hate, or the
lack of substantial savings for retirement? Maybe there isn’t a lot of fun
in their daily routine. Is their stress level so high that their health and
happiness are likely to suffer?
Whatever it is, you won’t discover it by doing all the talking. Ask a
question then shut up and listen. Listen without judgment. Listen wide open.
Your one and only job is to hear what they say.
Ninety-eight out of 100 people haven’t been listened to and truly heard
in years! What do you suppose they will think and feel about you if you’re
the one person who actually listens to them?
If you find yourself speaking more than listening, reevaluate your
approach.
What are you listening for?
Most importantly, how and where can you be a contribution to their lives?
When you take the focus off of yourself and look to contribute to others,
your network marketing success will naturally follow.
Dr Joe Rubino
Developing
Your Network Marketing Game Plan - In A Nutshell
Dr. Joe Rubino
There is nothing like a clear, detailed and concise game plan to guide your
success in network marketing. The following is a summary of some of the key
elements to developing such a successful game plan.
Based on your overall vision for what your networking business will
ultimately provide for you, what are your income expectations and your time
frame for achieving them? Start with a six-month schedule. Although your
vision will require a more general plan, focus first on your immediate
actions.
You’ll want to work with your upline leaders to find answers to the
following questions:
- What is the next highest position in your compensation plan, and when
will you achieve it?
- How much earned income do you expect per month, and when do you expect
it?
- How much monthly volume will you need to create in your group to earn
that income?
- How many distributors will you need to partner with to bring this about?
- What position will you attain by month six, and how much income will it
provide?
- What resources will you need to accomplish that?
a. Time to invest per week.
b. Supplies to order, including product and support materials.
c. Educational and training materials you’ll need.
- Who will work with you to support you?
- How will you develop your list of prospects? Will you advertise? When
and where?
- What training and personal development seminars will you attend?
- Will you build using three-way calling with your upline?
- Will you build locally and in person, or long distance by fax, phone or
the Internet?
- What support structure does your company have for you to use?
- What will go into your sorting packages?
- How will you duplicate yourself?
- What other resources will you need?
Determine a Single Daily Action to Support Your Goals
A single daily action is something you will do consistently and
continuously to bring about your success. At minimum, it will include:
Prospect X number of people per day, via email
Follow up with X number of prospects per day, via email
X number of hours you’ll spend on training and coach-ing your downline
Set aside X amount of time for miscellaneous daily activities needed to ensure
your success
How Much Is Enough?
To determine how many people you will initially need to prospect, work
backwards, starting with your goals. Use
input from your upline to ground what it will take to reach your target in
reality.
Here’s an example:
IF you generally enroll one out of 20 prospects ...,
and IF one out of three builds a business ...,
and IF your goal is to find two business-builders each month ...,
THEN you will need to prospect 120 people per month to find your two
business-builders. IF you work five days per week, THEN you will need to
prospect six people each day to reach your objective each month.
Where Will You Get Your Prospects?
If you need 120 prospects each month (continuing the previous example),
will you get them from ...
your warm market of family, friends, and acquaintances?
ads?
business or trade shows?
radio or TV commercials?
co-op ad programs?
other sources?
It’s essential that you have enough people to prospect to remain on track
toward your goals and to maintain a powerful, productive posture.
What Area of Your Character Will You Develop as You Prospect?
Network marketing is a numbers game only if you don’t speak to enough
people! Leverage your success by developing yourself. Possible target areas
for your development will include:
Your Listening
Your Belief
Your Courage
Your Persistence
Your Energy
Your Communication Skills
Organization Skills
Powerful Speaking
Developing Rapport
Developing Vision
Guiding a Conversation
Not Dumping Information
Listening for what’ s important or missing in your prospect’ s life
Listening for an opportunity to contribute
Elements that would make you more attractive as a business partner
Create a Debriefing System
I can not stress enough the necessity for an effective debriefing system.
How can you develop yourself if you’re not getting any feedback? You begin
by establishing a system for getting and using this vital information.
1. Keep a journal
Record the highlights of every conversation you have with each prospect.
Record the developmental area you plan to concentrate upon. What worked? What
was missing? How could you be more effective? How could you listen and
communicate more powerfully?
Keep track of your chosen development areas as you prospect. Make at least
100 to 500 calls and rate yourself after each and every one. You’ll see
tremendous improvement in your effectiveness, and you will be able to put to
use everything you learn.
2. Record your calls
Ask one of your mentors to listen to you as you make calls and give you
feedback. Also, listen to yourself to hear how you sound to others and make
any adjustments necessary.
3. Make three-way calls
Listen in on prospecting calls made by your upline. Then have your upline
listen in on calls you make. Record their feedback, and pay particular
attention to those mentors whose skills and techniques consistently get
results.
4. Ask your prospects for feedback
That’s right! Whether they are interested or not, they are still your
audience. You might ask something like, " I’m working on being a more
effective communicator. Would you be willing to give me feedback on ... (add
your developmental areas)?"
5. Create your own debriefing structure
One that works well for me is to make up a sign that speaks to whatever
area I’m working on. I place it by the phone as a continual reminder to
smile, shut up, ask questions, etc.
Constantly Reassess Your Actions
What’s working? What’s missing? Are you on track?
If not, what do you need to realign with your development, your goals, your
values or vision? It’s critical to always make sure that the actions you
take are in line with your intended results. If your results are not what you
expected, look to ground your action plan in reality to better achieve your
goals.