by Art Jonak

I often get asked:

“Art, what would you say to someone that says: “I could never do this, I’m not outgoing like you, I’m not the sales type, this is a Pyramid, I could never do MLM., Training takes too much time, I don’t know anybody…”

Are these enough objections to start with?

Learn to think like a Player, and you’ll only have to train your distributors once on how to handle these objections. The best part is they will never bug you about them again.

Read on…

Rather than have my distributors “wing it” and think of something on the spot, I help them create a personal first sentence, test it, make sure it works, and then have them distribute it to their downline.

The downline gets proven technology. The downline avoids a lot of rejection. Results are up.

Everyone is happy.

So, let’s construct a first sentence that addresses the above objections in this particular case.

You might say what Tom “Big Al” Schreiter has tested for years and has proven to work in even the most adverse of situations:

“Most people do network marketing everyday, but they just don’t get paid for it.”

This sentence tells the prospect that he or she is already doing network marketing. It tells them that they don’t know they are doing it. And they are definitely not picking up a check for doing it!

So in the prospect’s mind, he or she is thinking, “Wait, If I’m doing network marketing everyday, it can’t be a pyramid. I wouldn’t do anything illegal. And if I’m doing it everyday, I won’t need any training. And of course I can do it, I’m already doing it. And if I’m doing it, and not getting paid for it, hey wait . . . how do I get paid for it?”

For a HOT MLM Training PassionFire Resource on Handling Objections: “Objections Course 101” In the PassionFire Online Store! Click here

Now the prospect is asking us, “How can I collect a check in network marketing?”

If your prospect thought this, how hard would it be to sign him or her up?

They have already been sold from the first sentence. So then you would continue your presentation, re: enforcing examples of how the prospect is doing MLM already in his life.

In summary, take the common objections you encounter . . . create a first sentence that destroys those objections . . .

Make the first sentence affect the prospect so that the prospect says, “Hey, tell me how I can get into this thing and start collecting.”

Now you have a partner, not an adversary. It’s easy to give presentations to partners. It’s death to give presentations to people with their defenses up.

Happy prospecting!

——————————————————————————–
Art Jonak can be reached at:
281-280-9800 Direct Line
310-228-9032 VM
http://www.mlmplayers.com

Presented by PassionFire International

blessings….

doug Firebaugh / PassionFire Intl http://www.passionfire.com

© 2005 PFI / all rights reserved

For More MLM Training Resources click here

Home Business Success – MLM Network Marketing Training Article

MLM Success Training / MLM Leadership Training / MLM Recruiting

By Dale Calvert

The 3%er Traits.

+ They having a very outgoing personality and people skills – Personality is not duplicatable and will only take you so far. Only systems, programs, and scripts are duplicatable.

+ They come from a successful small business or corporate management background – Tend to try to create an employee, employer relationship with theirdownline instead of a teacher–student relationship

+ They have always worked hard and created their own success – Their solution is always work harder. They don’t realize that they aren’t the issue. It doesn’t matter how hard they personally work. Duplication is the issue. Can their methods be duplicated EFFECTIVELY by the masses?

+ They posses a strong ego and usually end up writing 99% of the training programs within the network marketing industry. – The problem is that the methods they teach can only be duplicated by other 3%ers who aren’t going to follow them anyway……They are going to do it their own way also.

+ They are usually very credible and sincere people, and can attract a following of people very quickly. – When their organizations and income start to crumble they will usually jump to another company taking their followers with them. Unfortunately, in today’s network marketing environment I see many people following the 3%er from company to company. The 3% always makes a lot of money but the masses never seem too. A good question to ask, “Who are you following? Where are they taking you?”

Here are a few other observations regarding 3%ers I would like to share with you. They are fun people to be around. Most are better suited for traditional business success than network marketing. The most powerful and most unusual distributor you will find is what I call a TEACHABLE 3%er. To be totally frank, I only know of two on the entire planet.

I had planned on talking about 27%ers also this month, but that should probably wait until next month. However you will probably benefit more from this information if you dwell on this concept of 3%ers for awhile.

Remember “The teaching is in the words, but the learning is in the silence”.

I believe that the quality of our business and our life is in direct proportion to the quality of questions we ask ourselves. Some questions to consider.

Am I a 3%er?

Am I teachable?

Who is teaching me?

What is their track record?

Am I taking responsibility for my success?

Do I have a proven retail system to help my distributor organization generate immediate cash profits?

Do I teach my distributors what to do, what to say, when and how to say it?

Do I have a proven effective recruiting system to help my distributors recruit within their warm market?

Do I know exactly the first 10 steps I am going to take with a new person after I sponsor them into my organization?

Let’s discuss my favorite type of people to work with. The good, honest, hard working, TEACHABLE 27%ers. Unfortunately, there are not as many 27%ers today in society as there used to be. This fact alone makes it even more important to for you to spend quality time with these people when they do enter your organization. It is your obligation to provide these people with proven retailing, recruiting and personal development systems for them to build their business and themselves.

I cannot stress the word obligation enough! Listen, we all “kill a few” in the beginning of our network marketing careers. But sooner or later you must become a good student. You cannot teach that which you do not know! It is your responsibility to follow an upline “Pinnacle Leader”, master proven retail and recruiting systems and plug into strong personal development programs so you are able to teach the 27%ers within your entire organization!

The 4 Steps to Leadership Development..

27%ers need DIRECTION in the beginning. They are willing to work hard and make a commitment. Unlike the 3%er, they don’t want to wing it on their own. They want competent leadership that will direct their path. What is your specific plan that you take all new distributors through their first 24 hours in the business? Their first 30 days? Their first 90 days? You better have one, it is your OBLIGATION!

If you don’t have one, start going upline and ask the same question. Continue upline until you find a suitable answer and then model and duplicate.

You will eventually move into a COACHING mode with your new 27%er. In other words you have taught them a proven system for retailing products and recruiting people. You then continue to coach them in the system. In other words, we teach a specific system for recruiting with a videotape. When a person has seen the video, expresses that they are open for more information about our program, we invite them to one of our live opportunity briefings. If they don’t show up, we teach our organization to call them THAT NIGHT and with all the gusto they can muster say:

“John, I can’t believe you missed the briefing! We had over 50 people there, several new guests joined our business…it was Awesome! Listen John, are you still interested in evaluating our opportunity, or can I scratch you off my list?”

Suppose my new distributor had four people committed to the opportunity briefing, two showed up and sponsored and two didn’t make up. Most new people will be so excited about the two that sponsored that they may never follow up with the two no shows. The no shows may end up being better distributors, but if we don’t follow up we may never get the chance to find out.

As a good sponsor I would then coach my new distributor on exactly what to say when he calls the no shows to “scratch them”. If at all possible I will listen in on those calls as he does it from the hotel lobby or we may go sit in my car, and call them on my car phone directly after the opportunity briefing is over. My point is you must Direct, Direct, Direct and Coach, Coach, Coach, 27%ers in the beginning.

The third phase you move into with 27%ers is the SUPPORTING stage. I have said many times, “never get emotionally involved with a new distributor until they have proven that they can fall and get back up”. As Zig Zigler says “The only difference between a big shot and a little shot is a big shot is a little shot that kept on shooting.” Until they have proven to me that they can keep shooting I can never get involved with a new distributor emotionally.

After about six months or so you can move into a SUPPORTING mode with your new person. They have gone through their beginning slump, fallen and gotten back up. You have directed and coached them to the point that they know exactly what to do, what to say, and how to say it, when it comes to retailing and recruiting. They are working on themselves and following the personal development programs that you have recommended. They know what to do, it is just a matter of them doing it.

At this point you can start to get emotionally tied to the distributor, their family, and the dreams they have. You need to SUPPORT and encourage the person. There will still be some teaching and some directing of course put primarily you are to support. People don’t care how much you know, until they know how much you care. You must be extremely value focused, and do everything you can to support and help their dreams become a reality. Remember, “You truly can have anything in life you want if you help enough other people get what they want!”

The fourth and final stage is that of DELEGATING. One of the critical mistakes that network marketing leaders make is what I call “Delegating too Soon”. The Leadership Development process is just that, a process. It doesn’t happen over night! When you have someone at a point of delegation they become your peer, your equal. They now have the proven ability to take people down the exact path that you brought them down. Step by step, concept by concept, key phrase by key phrase. They have the ability to take a 27%er and teach them a proven duplicatable system for retailing and recruiting as well as guide them in their personal development activities.

The Secret of Delegation. Until you develop a person to the point of DELEGATION………….YOU HAVE NOTHING!!!!!!! I must say that again, until you develop a person to the point of DELEGATION you have nothing. This process can take anywhere from 18 months to 5 years!

This business is about SYSTEMATICALLY developing 27%ers into leaders who in turn can develop 27%ers into leaders who in turn can develop 27%ers into leaders i.e. “Pinnacle Leadership”.

You throw a few 70%ers in the mix who are joining and quitting your organization constantly. You have one group of 70%ers coming and another group going at all times. From time to time a few of these 70%ers will bring you a 27%, and others will get into some heavy duty personal development programs and over time develop into 27%ers. Now add a few TEACHABLE 3%ers who understand that duplication is the issue and you have a thriving, growing organization. But it all starts with you becoming a good student, and learning the systems from a proven upline “Pentacle Leader”.

Please understand that your Long term sustained Success in Network Marketing can only be accomplished when you have the ability to:

SYSTEMATICALLY develop 27%ers into leaders who in turn can develop 27%ers into leaders who in turn can develop 27%ers into leader i.e. “Pinnacle Leadership”.

I hope you will read and reread this information.

There is a book titled “LEADERSHIP and the One Minute Manager” which covers the idea of Directing, Coaching, Supporting, and Delegating in more detail. I highly recommend it.

Dale Calvert an 18-year veteran of multi-level marketing sent the industry into a tailspin with his recently released audio cassette. Calvert, who began his career with the Shaklee Corporation and later NSA before landing at New Image International, has industry insiders buzzing with his newest audio tape “Network Marketing is a SCAM!”

http://www.mlmhelp.com / Visit Dale’s Website! Presented by PassionFire International.

Blessings…

doug Firebaugh / PassionFire Intl http://www.passionfire.com

© 2005 PFI / all rights reserved

For More MLM Training Resources click here

Home Business Success – MLM Network Marketing Training Article

MLM Success Training / MLM Leadership Training / MLM Recruiting