Today's Thought

BLAZING Top MLM SUCCESS Tips:

1) “In MLM Success, Objections are either stumbling blocks, or building blocks."
Objections in network marketing are either blocks to build Success, or blocks to block Success. You MUST learn how to neutralize objections, or they will neutralize your paycheck.

2) “With MLM Success, never play Verbal Judo with Objections or prospects."
Objections are something that actually are building tools for your MLM business. But you NEVER argue or play verbal judo with them. Always respect their right to disagree. And always thank them for bring the objection up.

3) “IN MLM Success, the easiest way to neutralize objections are to thank them, agree with them, and then gently show them a differing perspective."
All MLM and Network Marketing objections can be a great tool to build. It is a 3 step process that works. Thank, Agree, and Show. It is that simple. Try it. You will be surprised how it works.

4) “For MLM Success, when you approach someone, be agenda less. Don't have the idea you are going to sell or recruit. Have the idea that you are going to EXPLORE what is best for them."
Make sure that your prospect is feeling the right thing. If you come across like you are a heat seeking missile out to recruit them they will close up. Just approach someone with the idea that this is an Exploration, and you are simply going to explore what is best for your prospect, whether it is product, business, or neither.

5) “With MLM Success, an Approach is NOT a Presentation.
An approach is simply "reaching out" and nothing more. It is NOT a presentation about the company, products, or comp plan. Many folks seem to want to "spill the beans" when approaching. Don't. Simply start a conversation and do the presentation if they have an interest at a a later time. Yes, if they ask to see one, by all means, go right ahead!

6) “To build MLM Success, don't be an "Attack Recruiter."
Don't be an Attack Recruiter, and a Bait and Switch artist. Give your prospect some respect, and work your way into a conversation about your business and products. After a little bit of conversation, say "You know, I have run across the most amazing thing...have you ever heard of ABC product?"

7) "MLM Success will show up, if you become Magnetic by relaxing the prospect, and building a Bridge of Trust.
Goal Number One: RELAX the prospect. Get them comfortable. Get them talking about their life and their dreams. And become a MASTER LISTENER. Be so engaged in what they are saying, nothing else matters. Build a bridge of Trust by listening, and showing nothing but interest in them. This will relax both you and the prospect.

8) “For MLM Success. make the approach a question."
When you approach a person with a statement, it has a tendency to raise red flags. Approach them with a question. That will draw them towards you,and create curiosity.

9) “80% of all Success in MLM Success is ENERGY. But not hype."
What people feel from you will either magnetize them, or repel them. Your energy will either work for you, or against you. It is much like a bell curve. Too little energy promotes apathy. Too much energy promotes hype. Be in the middle, and raise your energy level a little as you go. The prospect will follow your lead step by step.

10) "With MLM Success, you MUST know the Golden Rule of Communication in MLM Success." Get familiar with this Rule: First People FEEL, then they HEAR! What are they FEELING from you? Hope and Dreams or Doubt and Worry? Get your business in MOTION with the right EMOTION!

11) MLM Success is more about Failure than Success.
You read that right. Millionaires in this industry all have one thing in common: They were willing Failures at first, to build the Success that lasts. (READ THAT AGAIN!) You MUST be willing to fail, as you build your will to win. It is the setbacks and the devastations that build Success in MLM. be willing to fail, but then get up, and keep going. That is the secret.

12 “MLM Success is about a riveting presentation with a magnetic story."
What makes a riveting presentation? Get the prospect involved. Ask lot of questions. Let them answer. Let them hold the product if you are there. Let the audience raise their hands. Keep focused on engaging the prospect as you present. And tell a story about what the products have done, and make it emotional. Then ask them if they know anyone that they can relate to that story.

13) “MLM Success is NOT about dumping, but presenting one bite at a time."
The MLM presenter many times gets out the dump truck, backs it up to the prospect, and then unloads a TON of information on them. NOT! The prospect is NOT a landfill. Present the information one bite size piece at a time, and give them a chance to digest it. Too much info will turn the prospect off. And they will be thinking, "Do I have to learn ALL THIS?"

14) “In MLM Success, in your presentation, use what we call Value Building Statements."
There are what we call Value Building Statements that can ROCK a presentation! Ones like, "What this means to you is..." or "What this can do for you is..." or "This means this to you..." or "How your family will benefit is..." or "The value to you and your family is..."

15) “MLM Success is about doing a presentation that IMPACTS people FIRST, then informs them second."
What creates IMPACT? Touching what people Value and hold dear, with the Hope of Increasing it and making it Larger in their life. Find out what people VALUE in their life, then wrap your presentation around it. "This will help you have more time wi ht your children" or "This will allow you to give more money to your church," or "This will guarantee you having more control over your future."

16) “MLM Success is NOT about YOUR Success."
You need to learn this: People do NOT care about your Success, it is ALL ABOUT THEIR Potential Success. Yes, you need a good personal testimonial, but down play it and make your Success a STRONG possibility for your prospect or new leader, and then show them that you will work hard to help them achieve it. It is NOT about You, but all about THEM. If an ego needs stroking, stroke their ego, not yours.

17) “MLM Success contains the Voltage Power of HOPE and DREAMS. That is your Power outlet to plug the prospect or downline into MLM Success Electricity."
The most powerful thing you can do to a prospect or downline, is make their dream real. We used to carry brochures of cars, exotic vacations, resorts, boats, million dollar homes, and pictures of enjoying life with us. And we were constantly reminding the prospect or downline what they were working so hard for. We showed the pictures to them. And we also reminded ourselves of what we were working for. Plug them into the HOPE of a bigger car or home, a lifestyle of TOTAL freedom, and let them look at pictures of what it looks like, and feels like.

18) " MLM Success is NOT about just following up, but RECONNECTING the DREAM."
This little tip works like crazy. When you are calling someone back, have the focus that you are simply reconnecting that prospect to the dream they shared with you. "I really enjoyed our last conversation about the new home you were dreaming about. What a beautiful home that would be. I saw one similar yesterday in a homes magazine." This will ge them focused BACK and RECONNECTED to the Emotion that their dream carries. THEN you are back to where you need to be to talk further.

19) "MLM Success is about LIVE Events for the distributor, and prospect."
People in MLM MUST do Live event. It can be a Saturday training, or Regional training, or a simple web cast. But you MUST do these for one reason: It ENERGIZES the base, and also the prospect to take action.

20) “MLM Success is NOT about Closing. It is about OPENING."
What is the lat word in CLOSE? Lose. And that is the way many distributors look at closing. If they don't close the prospect, they have lost. Let's shift paradigms. You don't need to close. You need to OPEN possibilities to the prospect, and OPEN a future that they have only been dreaming about. Open their minds and heart to what CAN BE, not just what is.And after you do that, and If they tell you no, it is not you that is closed, but the prospect is. They are closed to creating their Dreams and building a life of Success. They live a life of permanent hope, not Powerful success.

21) "MLM Success is about one word: YOU."
People are looking for someone to recognize and praise their efforts. The word YOU pays attention to that person, and drives value to their life in ways we could never comprehend. Their name is also a Value Drive. Use the word You a lot, and you will become a pied piper.

22) “MLM Success is about 2 words: I Understand."
People today want to be understood. They wan to feel like they matter. And the greatest 2 words you can say, are "I understand." Agree with them in part, by jumping over to their side of the fence, and seeing it from their perspective. You may not totally agree with their view, but you can understand it, and that will go a long way to connecting you to that prospect. Understand first, then take a stand second, with that in mind.

23) “MLM Success is about 3 Words: Yes you can."
There are people out in the world that have never really succeeded at much of anything. They have built a "Doubt Wall" around them, and it is tough to penetrate. But these two words can. "Yes you can" are three words that are music to people's ears. When they realize that someone is telling them they can do it, and will help them, it turns on a Fire that will burn a hole in that Wall of Doubt, and then, they can walk through to freedom.

24) "MLM Success is about 4 words: I BELIEVE in you."
Many people today go through their whole life without hearing these words. You become the beacon of hope that they are looking for. And if they do not believe in themselves, "Lean on my belief while we are building yours."

25) "MLM Success is about 5 words: Let us do this together."
People are looking for partnership in this business. When you say these words, it does one thing: REASSURES them. And that is what people are looking for- reassurance you will be there, and help them. Together is another way of saying, "To Gather." That is what you will do if you say that word- gather lots of Success.

26) “MLM Success is about NEVER, NEVER, NEVER giving up, giving in, giving out, or giving way. It is about GIVING MORE!"
Here is a Billion Dollar Secret: When you feel like giving up- GIVE MORE! When you feel like giving in- GIVE MORE! When you feel like giving out- GIVE MORE! when you feel like giving way- GIVE MORE! Give more heart, focus, effort, time, belief, and action! You WILL Succeed in MLM!

MORE= Maximizing Openly (the) Resolve (to) ENGAGE!
Maximize your RESOLVE, and ENGAGE daily, and you will start seeing in your business and life, massive MLM Success.
-Doug Fireball

Today's Thought

One of my very favorites, Jim Rohn, is almost an endless well of wisdom, as witness this passage of his:
"What we ponder and what we think about sets the course of our life. Any day we wish; we can discipline ourselves to change it all. Any day we wish, we can open the book that will open our mind to new knowledge. Any day we wish, we can start a new activity. Any day we wish, we can start the process of life change. We can do it immediately, or next week, or next month, or next year."

We can also do nothing. We can pretend rather than perform. And if the idea of having to change ourselves makes us uncomfortable, we can remain as we are. We can choose rest over labor, entertainment over education, delusion over truth, and doubt over confidence. The choices are ours to make.

But while we curse the effect, we continue to nourish the cause. As Shakespeare uniquely observed, "The fault is not in the stars, but in ourselves."

We created our circumstances by our past choices. We have both the ability and the responsibility to make better choices beginning today.

Today's Thought

Influencing with Integrity - How to Attract and Sponsor Serious Business Builders to Your Network Marketing Team

By Sonia Stringer

I've noticed something interesting about my clients' prospecting experiences. Many of them are savvy business people who have left their jobs in the corporate world to build a network marketing business. They believe in their product, they believe in themselves — yet they often feel hesitant to approach professional people about their business opportunity.

Why? The reason they tell me is that they don't have a comfortable or effective way to talk to people about their business. Integrity is a value that resonates with them. And they say they often find themselves feeling "unnatural," using cheesy scripts or worn-out selling techniques that leave them feeling like a bad used car salesman.

Does It Really Have to Be This Way?
Having the skills to sponsor serious business-builders can make or break your success in network marketing. Fortunately, these skills can be learned and developed, and you don't have to leave your integrity or honesty at the door to be very effective at sponsoring.

There is an approach to sponsoring that will help you feel more comfortable and confident about being in conversation with people about your business—and even look forward to. This is a simple five-step process you can use in any sponsoring situation. It's based on getting into meaningful conversations with people that will help them examine their current lifestyle, what's really important to them, and where they want to be in the coming years. You will learn how to craft a conversation so that people trust you, open up, share what's important and seriously look at how your business opportunity could support them in achieving these goals.

The best part is that you will actually enjoy the process! Networkers who have adopted this approach feel confident and comfortable talking to people about their business whom they wouldn't have dreamed of approaching before. They are getting better results and therefore are taking more action than ever before. Leaders in network marketing love this approach because it's easy to teach to their teams.

In my forthcoming Webinar (July 19, 2005) I'll describe all five of these steps in detail, so please tune in! Meanwhile, in this short article I want to share several other key aspects of "influencing with integrity" that you can apply immediately to increase your sponsoring success.

Service vs. Selling
"Influencing with integrity" is about service, not about selling. You are not out to convince people to join your business, but rather to see how you may be able to make a difference in their lives—even if that turns out to mean making a different recommendation, if you sense your business is not a fit for them.

By coming from this place of curiosity and non-attachment, you are able to check your agenda at the door and put other people's needs and desires at the forefront. People feel this, they will trust you more and be open to your questions and suggestions.

Listen 80 Percent of the Time - and Talk Only 20 Percent
Many networkers make the mistake of talking too much. They feel they have to pitch people on how great their business opportunity is, or educate them on all the science and "breakthrough technology" behind their products.

I encourage you instead to become skilled at asking questions that will get people talking about what is really meaningful to them. For example, their current job, their income, family life and kids, what goals they are working on and what their ideal lifestyle looks like. Questions that are meaningful and inspiring.

These questions will help both you and your prospects find out more about what is truly important and discover their real motivation in getting involved in your business. If you don't help people uncover or connect with this motivation, any information you share about your business just won't have much meaning to them.

Be Transparent and Direct - Don't Hide Anything
Too many networkers try to use fancy language, tricky scripting or the like to railroad people into a discussion about their business opportunity. In my opinion, this doesn't work. People smell your insincerity a mile away and won't trust you. You will find them agreeing to the meeting without really being interested or open (a waste of your time), or not even showing up for the appointment.

Instead, be very direct and sincere about your intentions when speaking to someone about your business. You have nothing to hide, and they will respond more positively to your direct and honest approach.

Simply tell people you have a business opportunity that you think they might be interested in checking out. Clearly point out some of the benefits you know are important to them (more time off, passive income, time with their kids) and how you think your business could be one solution to their goals. Ask them if they would be willing to sit down with you over lunch or coffee to find out more.

Take the Pressure Off
Before getting too far into your sponsoring conversation, take the pressure off so people will be more comfortable. People often have the fear that you will put them in an uncomfortable position and try to sell them something they don't want. Tell them upfront you are not there to convince them of anything, you just want to educate them about the business so they can make an informed decision. Be sure they know you only want them to join the business if it's an absolute fit (and mean this!) and that there are no hard feelings if they say "no."

When you are completely honest and up front, people will trust you more because they understand your intentions. They will feel more comfortable answering your questions, and you will be much more "attractive," especially to polished professionals who could help to explode your business to the next level.

Be Willing to Not Sponsor People
You are far better off sponsoring fewer people who are super-serious about your business than many who are not. If someone is giving you clues they just aren't a fit for your business, trust your gut (as hard as that may be)! You will end up wasting too much of your time and energy sponsoring the wrong people and just get very frustrated in the process.

Knowing in advance that you may say "no" to someone will give you the added confidence that you truly do act from a place of integrity. You do not have to sponsor into your business everyone you talk to. Remember, you have an incredible product and a great opportunity, and if you sense someone isn't going to be a great team player, don't be afraid to move on and find someone who is. There are plenty of people out there who do want what you have; be brave and picky enough to find them—and everyone wins.

SONIA STRINGER coaches top leaders in network marketing companies to build profitable businesses and strong teams.

Today's Thought

"I Don't Have the Money"

Before I give you the language formula for handling the money objection, here's something you need to know:It's never really about the money.

If someone doesn't have the money to get into your business, that's the very reason they SHOULD get into your business. Get it?

The reason the money objection comes up is because you haven't built enough value (benefits) for the money to sound small enough.

The problem, however, is that if you tell all the benefits to your prospects, that will sound like selling and it will simply invite more rejection.

Oh my, what to do?
Here's the language formula for handling all those problems when the money objection comes up (by the way, this is from my "Selling By Attraction" CD Program):

1. Buffer (Diffuse the objection)
2. Easy Exit (Make it easy for your prospect to say no so he'll relax)
3. Isolate (Make sure money is the only issue)
4. Build value (Getting the prospect to TELL YOU the benefits)
5. Close for a presentation (The ultimate goal of any prospecting call)

Real-life example:
Prospect: "I don't have any money to join your business."
You: (Buffer) "No problem. I wouldn't want to create a financial burden for you."
You: (Easy Exit) "My business may not be for you. You get to decide that for yourself."
You: (Isolate) "Is money the only concern you have-I mean, if it wasn't for the money, would you want to own your own business?"
Prospect: "Yeah, sure."
You: (Build value) "Why would you like to have your own business?"
Prospect: (Prospect sells himself by telling you about financial freedom, having more time with family, firing his boss, traveling, etc... that owning his own business could make possible.)

Note: Now the money part will sound smaller because the prospect is thinking "great value" vs "money". That changes his perspective. He becomes more curious and receptive to hearing more.
You: (Close for a presentation) "May I make a suggestion? Why don't we set a time for you to see how my business can help you get all the things you just said were important to you. If you like what you see, perhaps we can discuss some ways to get you started without too much of a financial burden. Would you like to do that?"
Prospect: "Yes."

Note: When you show your program and your prospect gets to see and understand the big picture, the money will most likely not be an issue at all.

If it still is, explain how he can put the amount (say $500) on a credit card and make the minimum payment (say $30) until he's making the extra money (say $1,000 a month) he wanted to make.

It's never about the money. It's about desire and commitment.

Hilton Johnson
The MLMCoach

Today's Thought

“As a being of thought, your dominant mental attitude will determine your condition in life…Thought is causal and creative, and appears in your character and life in the form of results.” - Above Life’s Turmoil

In his outstanding book, The Miracle of Right Thought, Orison Swett Marden has a great chapter entitled “Working For One Thing and Expecting Something Else.” It very neatly explains why many of us get the results we do despite our desire for better.

“To be ambitious for wealth and yet always expecting to be poor, to be always doubting your ability to get what you long for, is like trying to reach East by traveling West. There is no philosophy which will help a person to succeed when he is always doubting his ability to do so, and thus attracting failure.

”When you are faced with a difficult circumstance do you expect the worst or expect the best?

Both Allen and Marden tell us that whatever we expect we attract. If it’s your habit to always expect the worst you’re simply adding fuel to the fire, creating more negative circumstances that will create more negative expectations on your part. And it is a habit.

At some point in your life (and it may have been many years ago) you began to expect the worst. Eventually it became a habit.

Want to change your results? Change your habit of expectation. Learn to expect the best. Negative expectations are really nothing more than a manifestation of fear, so look the fear in the face. What is the worst that could happen? Is there some action you can take that will change it? If so, take the action — nothing conquers fear faster than action. If no action on your part will change it, then have the Faith that you will handle the outcome.

That thought alone is a positive expectation. Take to heart the ages old wisdom that “what doesn’t kill you makes you stronger.”

In the final analysis, always expecting the worst is living a life in fear. Always expecting the best is living a life in Faith. As the ancient writer Paul noted, “Faith is the substance of things hoped for.”

And Marden described the power of Faith in The Miracle of Right Thought: “Faith is the bed rock upon which all other foundation stones in every great character rest. Thus the person who has an invincible faith in his mission, an unconquerable faith in himself and his God, has power in the world.”

And that’s worth thinking about.

Copyright (C) 2003-2005 Vic Johnson.
All rights reserved worldwide.

Today's Thought

There is no right

There is no wrong

No height to climb

No depth to fall

Live from the heart

And love from your soul

Unknown

OLIVER'S TWIST ON...How to Respond to: "What kind of business do you help people start?"

Here's a great question from JS... "Hey Michael, Please help me! When people ask me "What do you do?" I respond with my personal introductory speech: "Well, you know how most people today are frustrated because they are not doing well financially, they have no free time, and they're often unfulfilled? Well, what I do is help people set up their own business so they can create the lifestyle they deserve".

The problem that I am having is before I can ask them a question, 9 out of 10 people then ask me, "What kind of business do you help people start?"

I get stumped every time I am asked this question because I don't want to go into presentation mode at this point like I was trained to do. I also don't want to try to explain the networking concept to them at this point. I want to quickly and seamlessly turn and keep the focus on them while at the same time having the potential business partner dying to find out how I might be able to help them.

Please help me Michael, thanks!"

JS has provided a great example of what I call your "Personal Introduction".

What he is doing here with his Personal Introduction, is using one of the approaches to starting an effective Dialogue that I talk about both in my book and the audio program "12 Ways To Start Effective Conversations Without Fear."

Basically, when someone asks what you do, instead of just telling them what you do, let them know how what you do helps other people (potentially, of course, how you can help the person you're talking with!).

There's a more detailed explanation of how to create your own Personal Introduction starting on page 159 of my book "How To Sell Network Marketing Without Fear, Anxiety or Losing Your Friends."

Back to JS's question. First of all, I would suggest following your Personal Introduction immediately by asking a question, such as... What do you do? This will allow you find out more about them.

However, don’t get stuck on the idea that you have to keep guarded and find out about them before answering their question! I believe you should always answer someone’s question (as long as you understand their question)… and then follow it with another question.

So if you already know what they do you could reply with... I help them become independent Distributors in the field of (Health and wellness / saving on utility bills... internet connections and phone bills) with a company called (Name of Company).

Have you ever thought about doing something like that?

This will keep the focus on them and the dialogue moving along. By asking questions like this you'll find out more about who they are and what they want. You'll quickly get clues about whether they might be interested in your business and what you have to offer them.

The key things to always remember are... Your purpose, which is to help other people solve their problems; and Use questions to find out more about the other person and put the focus on them and what they want.

If you do this, you'll find the conversation flows quite naturally and will lead to the point where the other person will want to know more about your products or business opportunity.

Have a peaceful and prosperous week...
Michael Oliver
~~~~~~~~~~~~~~
If you want to know more about the Personal Introduction and how to follow up with effective questions, there's more details either in my book... click here
...or in the 2 CD program - click here
Have a peaceful and prosperous week...
Best Selling Author of "How to Sell Network Marketing Without Fear, Anxiety or Losing Your Friends!" - Selling from the Soul. Ancient Wisdoms. Modern Practice.
Want to get rid of all the techniques, systems and gimmicks simply by changing the way you think and the way you act on what you think? Choose one of the many convenient options on the right hand side of this newsletter. Or click here www.NaturalSelling.com

Copyright, 2005, Michael Oliver, Natural Selling®Reprint permission granted in part or whole when the following credit appears: "Reprinted with permission from Michael Oliver, Natural Selling® Sales Training http://www.naturalselling.com "

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