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OW you have an overview of the five steps you need to take. You can complete step one, getting the system, and step two, getting your business cards, in a matter of minutes at your website. Those are easy.Do them NOW! Step three, training, is ongoing, but you can begin it today as well. Everything you need is available at your website or at one of our sites (www.KenForrest.com or www.
RodgerSmith.com) absolutely FREE. Actually, you have already started training by reading this book! Training is all about discov-ering what people who are already successful in your business know and use every day. In your online back office, you will find training modules you can use instantly and as often as you need to. Get into the system and explore these and the other resources you have available to you. Then set aside some time consistently in your schedule for ongoing training.
Be particularly careful during the first couple of months of your business not to get into talking details with your prospects.
You’re excited, and you want to share everything you now know with everyone you come into contact with. That level of
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ment is positive, but since others have not yet been through the process you have, you’ll overwhelm them with all the informa-tion if you share too much. Keep it simple. Use the system.
Let your site build your prospects’ interest in a systematic and proven way. It can be difficult to refrain from in-depth conver-sations initially, but as you come to understand the power of the system, you’ll learn to appreciate the advice you’re receiving right now. Enough information to arouse curiosity is good.
More information than that can be damaging.
Obviously, you’re not going to get a positive response from everyone you talk with. Don’t let this get you down. No busi-ness is the right fit for everyone. But if you let the system do its job for you, you’ll have a higher success rate than you would by attempting to accomplish the same tasks on your own. Even better, you’ll save a lot of time letting technology work for you, creating even more of the freedom and flexibility you wanted in the first place when you decided to get into your own business.
Remember, when you’re having your follow-up conversations, you’re only talking to people who requested more information about your business. This point makes this process even more enjoyable and productive.
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One of the benefits of network marketing is you get to work with people you choose to work with. And one element that will make this experience even better is having a strong sense of trust among the people with whom you surround yourself.
To build trust you must listen. You need to know what is important to other people. Trust is nurtured in relationships where all parties win, not in selfish, one-sided relationships. Listen to others’ stories. Genuinely care about them as people. You may have
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great things to offer others, and they may have great things to offer you, but you’ll never know unless you have their trust first. What do they need? More free time? Better health? More money? Look for ways you can help other people. That’s what makes your MLM Internet business work. Listen, then provide solutions that truly meet others’ needs. Think before you speak or act and strive to always do the most beneficial things you can for others.
If you can do what we’ve outlined for you in following the system we’ve developed, be caring about the people you work with and have a true desire to help them succeed, running your own Internet MLM business will not only be more fun and rewarding, but you’ll build meaningful relationships that will last beyond the life of the company you’re with. At the end of the day, this is all about people.
Remember that as you sponsor people into your organi-zation, you’re taking on a substantial stewardship. This isn’t something to be taken lightly. These people are counting on you. They are building their businesses in good faith, believing that you are serious about your success and your desire to help them be successful, too. This is an important point that too many people don’t understand as they set out in an MLM venture. Treat your people right, both for the sake of your business’s success and because it’s just the right thing to do. It’s all about people!
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When inviting others to take a look at your website and take the FREE TOUR, there are a few rules you should bear in mind that will help you be more successful.
1.) Never pre-judge anyone. You never know what another person’s true situation or desires are. Let them prove
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themselves. Assume everyone is a valid candidate from the first words you speak to them.
2.) It’s all in the numbers. You won’t recruit everyone you speak to. But if you are persistent and have at least the five conversations that lead to card placement each day, six days a week, as we’ve discussed, you’ll find those people who are interested and ready to make a change in their lives and start their new business with your help. Here’s one guarantee we can make: you will never sponsor anyone you don’t talk to!
3.) Take nothing personally. Someone’s lack of interest in the business or overt ridicule of you because of their incorrect, preconceived beliefs is not your problem.
This isn’t about you. And it’s not about the people who don’t see the vision of what you have to offer. It’s about the people who are ready to make a positive difference in their lives. Find those people. They are your focus.
4.) Respect everyone. Whether they are interested in what you have to offer or not, everyone deserves your respect.
Conduct yourself in a professional manner and you’ll have the respect of others as well, whether or not they want to align themselves with you in business.
5.) Find other people’s why. They may need to make more money. Maybe they like the product you have to offer.
Or perhaps they have a loved one who is in need of greater financial stability. Whatever their why is, you will be able to better serve their needs when you are aware of it.
6.) Listen. As a good listener, not only will you be able to better meet the needs of those you work with, but you’ll also learn some new things for yourself. A truly balanced
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person can learn from everyone. Good listening skills are a sign of a truly educated and successful person.
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When talking with prospects, you need to find the approach that is natural for you and is genuine. Here are some ideas to get your creative juices flowing:
You: “Bob, do you think it might be the right time in your life to take a look at a business opportunity that can provide you with a strategy to change your current routine?”
Bob: “You mean, like starting my own business?”
You: “Exactly. A chance to develop your own income-generating, Internet-based business with a professional website and a successful business model to copy. It even offers great tax advantages and very little risk.”
Bob: “Well, that certainly sounds appealing. What’s the catch?”
You: “There’s no catch. Here’s my card. Go to my website and take the FREE TOUR to see what my business is all about. If you like what you see, I’ll tell you more. If you don’t, I’ll never take another minute of your time with it.”
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You can see how this puts Bob at ease. There’s no pres-sure. He has full control. He can look at your site, on his own, and only talk with you further if he likes what he sees. This is very different from the traditional, high-pressure approach to recruiting, and it’s much more effective.
Another example of a conversation might go something like this:
You: “Pete, how’s life treating you these days?”
Pete: “Everything’s good!”
You: “That’s great. So are you making all the money you ever dreamed of with your job?”
Pete: “Are you kidding? There’s always month left at the end of the money. You know how it is. There’s never enough money.”
You: “That’s not good. What’s your plan for changing that?”
Pete: “I guess I really don’t have a plan. I’m just doing the best I can.”
You: “The reason I ask is that I’ve found something I think could help you, just like it’s helping me. Here’s my card.
When you get a few minutes, will you go to my website and check out my FREE TOUR? If you’re interested in
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making money on the Internet like I am now, I’d like to tell you more. If you aren’t interested, I’ll never bring it up again. Honestly, Pete, I think you’re gonna like what you see. And that’s really all I’m going to tell you. So, anyway, how’s the family?”
The pattern you just read goes like this: Invite, confirm, then change the subject. You don’t have to say very much. In fact, by being casual and moving on to another subject, you look confident. This instills greater curiosity in others. Curiosity attracts. Desperation repels.
Here are a few other conversation openers you might try:
“Would you be willing to take a few minutes to take a FREE TOUR at my website if you believed it could change your life?”
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“Do yourself this one little favor: Take the FREE TOUR at my website and see what I’m doing to make money on the Internet. If you like what you see, let me know and I’ll tell you more. If you don’t, no problem.”
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“Would you try using a product for one month if you knew it would help you?”
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“Is the timing right for you to look at alternatives for making more money?”
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“Would you like to discover how I am actually making money while I sleep?”
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“Do you have an interest in owning your own Internet-based business?”
These questions will be answered with a yes, no, or maybe.
If the answer is something other than yes, you may want to take a little time to understand the person’s concerns, but don’t spend time on someone who is not ready to take a look. The people who need a nudge from the beginning usually will not keep their commitments for long anyway. You don’t need these people in your organization. You need people who are ready to make a change in their lives for the better and who readily see the vast difference between what you are offering and what they have looked at in the past.
Sometimes, when people say no, they are simply indicating that the timing isn’t right. This is why you are always courteous of others and respect their decisions. They may be ready a few months down the road, especially when they see the success you are experiencing.
Now let’s look down the road a few days from when you’ve had such a conversation with someone and she’s gone to your website, taken the FREE TOUR, and left her contact infor-mation indicating she’s interested in discovering more. Here’s a scenario of the conversation you might have. This is the follow-up and close:
You: “Hi, Brenda. This is Ken calling. I’m following up because you took the free tour at my website and asked
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me to follow up and give you more information about the business. What did you like about it?”
Brenda: “I liked what I saw. The products seem good, and the money-making opportunity is appealing to me, but I have some questions because I’ve never sold anything in my life. In fact, I’ve been in a few MLMs and I’ve never made any money. I really want to know how you think this is going to be different.”
You: “I understand. I know exactly where you’re coming from. I want to address all your questions and look at any concerns you have. To start, though, may I ask you a question? Brenda, do you think you could do with someone else what I’ve done with you so far to get you into this business?”
Chances are good you’re going to encounter some silence at this point, because Brenda isn’t really sure what you’re talking about. You haven’t given her a bunch of literature on the prod-ucts or compensation plan. You haven’t told her your top 100 reasons why this is the best thing she could possibly imagine doing with her life. And you haven’t pushed a membership form in front of her along with a dose of high-pressure salesmanship to get her to sign up. If the silence continues, ask the question again. “Brenda, do you think you could do with someone else what I’ve done with you so far to introduce this business to you?”
At this point, Brenda will probably answer with a hint of confusion in her voice, “Well, Ken, maybe I don’t understand your question, because you haven’t really done anything yet.”
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You: “Well, Brenda, that’s where this business is very different from anything you’ve seen before. Let me step back and paint a picture for you of how this business works. There are five steps I use over and over to enjoy success with this business. And they are really quite easy.
“The first thing I did was set up a website. Now, I’m no web developer or designer. All I did was click a few buttons and enter a little information, and within five minutes—literally—I had my website. Do you think you could do that with my help?”
Brenda: “Well, sure. I guess I could do that.”
You: “Good. So the answer to step one is yes, you could.
The second thing I did was order some business cards.
I clicked into the back office of my website and clicked on a button that says ‘Order Business Cards’ and filled in a couple of pieces of information. Do you think you could do this with my help and order your own busi-ness cards? Again, this takes just a few minutes.”
Brenda: “I’m sure I could do that. That sounds pretty easy.”
You: “OK, so the answer to step two is yes, you could do that. Now Brenda, I want to point out that I’m no salesman. I’ve spent my life working a production job with no direct contact with the customers who bought
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what I made. I have no training at all in this area prior to what I’m about to share with you. [Of course, you’ll share your real, personal background here, whatever it is.] Step three is something else I did in the back office of my website. The company has provided me with a number of training modules that I listened to at my convenience. They taught me about my website and how to get people to go to it, how to order and use my business cards, what to say to people when I hand my card to them, and how to follow up with people on the phone, just like I am with you right now. This step, getting trained, is something I did during the few days between when I ordered my business cards and when they arrived, so I was ready to use them when they showed up. In this training I learned how to invite someone to visit my website, just like I invited you, and how to follow up, just like I am with you right now. It’s all very straightforward and simple. So, Brenda, if you decided to become involved with this business, would you take the time to listen to these training modules like I did so you understand just how this system works?
The training modules are just 15 or 20 minutes each and there are a half-dozen or so of them. Is this some-thing you’d be willing to do in the morning or evening when you have a few minutes over the next few days?”
Brenda: “Of course I could…if I decided to get involved.”
You: “OK, so the answer to step three is yes, you could, if you choose to get involved. The fourth thing I did was hand you my card the other day and invite you to take the FREE TOUR at my website. Now, Brenda, if you
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had a website just like mine and business cards just like mine (except with your name and website, of course), and you had been through the training modules like I have, do you think you could hand your card to someone—just like I did with you—and invite them to go to your website to take a FREE TOUR and see how you’re making money on the Internet?”
Brenda: “Well, yeah, I guess I could do that. You didn’t say very much.”
You: “And I’m not asking you to say anything more than I did. Do you think you could say something similar to what I said to help others go to your website and take the tour?”
Brenda: “Well, sure, I could do that.”
You: “Good. So the answer to question number four is yes, you could do that. Now, Brenda, the fifth step is the most important. Do you think if someone went to your website and took the tour, just like you did, and left her information asking you to contact her with more information, just like you did, that you could have the same conversation with that person that I’m having with you right now? Because Brenda, if you can do that, which is called the follow-up and close, you will be able to succeed in your business just like I am. Those five steps are all I do to build my business and get paid. The company has created this simple system so people like you and me can be successful without all the headaches
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that normally go along with trying to start a new busi-ness. I just go through the same process I have with you over and over with people I give my cards to and I get a nice paycheck every week, with bonuses and other compensation for my efforts. Brenda, if this seems like something you can do, I’d like to help you get started right now. Go to the top of the page and click on the
‘Join’ button. I’ll walk you through setting up your
‘Join’ button. I’ll walk you through setting up your