All posts by Tom Schreiter

What I wish they’d taught me in high school.

I graduated high school with no money skills. I wish one teacher would have taken the time to give the class a 10-minute lesson on money. That’s all it would take. Managing money to create wealth is not rocket science.

10 minutes?

It is not that complicated. Just a few guidelines would have made everything easy. For example:

1. Buy stuff that goes up in value instead of down in value. What goes up in value? Investments in land, securities, our home. What goes down in value? Cars, costume jewelry, concert tickets, eating out.

2. Avoid debt. Debt is rewarding ourselves with things we have not saved for. What sounds better? Working hard and giving our salary to someone else to pay our debt? Or, having other people work hard and give their salary to us … to pay their debt to us?

3. Keep overheads low. A less expensive apartment and car means we have more money to buy stuff that goes up in value.

4. Invest in ourselves. We can double our income for the same amount of hours worked, if we learn good skills.

That’s it. In 10 minutes, teachers could change their students’ lives.

How to take iron-fisted control of your prospects’ minds.

Prospects are reactionary. Most of their decisions are simple reactions to what we say and do.

Want an example?

I walk outside into the parking lot, and I give a stranger $100. Will the stranger react?

Of course. He might say things such as, “I won the lottery! Do you have any more?”

Now, imagine that I walk outside into the parking lot, I meet the exact same stranger, but this time I do not give him $100. This time, I give him a punch in the nose.

Will the stranger react?

Of course. He might say things such as, “Oh, that was rude. Was my nose in your way?”

One stranger.

Two totally different behaviors.

Did the behavior of the stranger have anything to do with the stranger? Or, did the behavior of the stranger have everything to do with what I said or did?

Bottom line:

If we don’t like the behavior of our prospects, all we have to do is change what we say and do. They will react to us.

That means sponsoring and selling is within our control.

So stop blaming prospects. Instead, let’s learn what we can say and do to get them to say “yes” when we talk to them.

How to get repeat customers for health products.

Prospects don’t buy from boring salespeople.

Want examples of boring?
  • We have pantothenic acid in our vitamins.
  • Our scientist can beat up your scientist.
  • We have pharmaceutical-grade quality control.
  • Our unique, patented, registered, proprietary formula.
  • Our organic, natural, supernatural ingredients.

If prospects don’t buy from boring salespeople and boring facts, what triggers their minds to make decisions to buy? Good question.

Prospects don’t pay attention. They have other things on their mind. All they generally hear from us are glimpses into our conversation. Their minds want to focus on something more pleasant than listening to a salesperson trying to sell them something.

One thing that will penetrate this lack of attention is using interesting word phrases. So instead of talking on and on about antioxidants, vital nutrients, blood sugar balance, etc, we should focus our attention on key phrases that our prospects will actually hear.

Over time, we will learn better words that help us sell health products. Better words motivate people to join, and to continue using our health products.

There are two places where words will make a huge difference.

#1. At the time of sale.

When we present our products, we could use a technique called “sound bites.” These are short words or phrases that create pictures in our prospects’ minds that will cause them to buy. Here are some examples:

  • “Dying early is inconvenient.”
  • “Feel like we are 16 years old again, but with better judgment.”
  • “One of the first symptoms of heart disease is instant death.”
  • “Wake up in the morning feeling like a million dollars.”
  • “Have more energy than our grandkids, so they whine, ‘Grandma! Grandma! Slow down, I can’t keep up!'”
  • “Fall asleep within seven minutes of our heads touching the pillow.”
  • “If we don’t take care of our body, then where are we going to live?”
  • “Build a killer immune system, so nothing will take us out.”
  • “Instant energy that you can drink.”

#2. Words that we can use in our conversation BEFORE we give our sales presentation.

This is called pre-closing. We can get our prospects’ favorable commitment by giving them the big picture. Some examples:

Distributor: “I show people over 40 how to live longer. Would you like to know more?”
Prospect: “Yes. Tell me more.”

Distributor: “I help moms build up their children’s immune systems to fight off everything they are exposed to at school. Would you like to know more?”
Prospect: “Yes. Tell me more.”

Distributor: “Mornings are tough. I help people fix that. Would you like to know more?”
Prospect: “Yes. Tell me more.”

Distributor: “Stress is … everywhere. Sometimes we marry stress. I have something that can help. Would you like to know more?”
Prospect: “Yes. Tell me more … now!”

But, we can get better.

What if we could alter the mindsets of our prospects? Instead of them perceiving us as a salesperson, they perceive us as a problem-solver?

How do we change our prospects’ mindsets?

By changing our mindset. Prospects are reactive. The programs in the back of their minds simply react to our current mindset. If we change their mindsets, we will instantly change our results.

You can read the four mindset changes for free.

They are in the free Amazon preview of the latest “Big Al” book. Just click on “Look Inside” on the book image. Enjoy the great ways to get team members to have fun retailing their products and services. Here’s the link…

Retail Sales for Network Marketers

Retail Sales for Network Marketers

Learn how to position your retail sales so people are happy to buy. Don’t know where to find customers for your products and services? Learn how to market to people who want what you offer. More info →
Buy now!

Bottom line?

Our prospects make up their minds quickly. We have to use great words immediately or we miss our chance to have prospects make decisions in our favor.

It is the same situation for sponsoring new team members. Using magic words and phrases early in our conversations is better than giving a great presentation. The decision is made before our presentations begin.

Want more words and phrases to get new team members?

Simply enter your email address and we’ll send you the link to download two FREE audios “Magic Words for Prospecting”.

We can make our careers easier if we recognize that our prospects want to make a decision immediately because they have limited time. They have other things they want to put their attention to.

 

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How to get repeat customers for diet products.

In the early 1970s, I was selling vitamins. Nobody wanted vitamins. The idea was too new.

But fortunately we still had fat people back then. Many people wanted to lose weight. I thought, “If I can’t sell vitamins, maybe I can reposition them as diet products?” But the idea of diet products was still too new also. So, I created an alternate plan.

I created my first diet club. Now, this wasn’t an ordinary diet club. I had no budget. I had no location. So here is how I did it.

I asked one of my “larger” vitamin customers if she would like to host a free diet club in her home. She said, “Of course. I have several neighbors that would like to join. We could meet at my house on Tuesday mornings. Sounds like fun.”

I explained how the diet club could help the attendees, but that it would be more of a social event. This made it easy to get six members immediately. People love being social.

For the first meeting, I brought a scale. Everyone weighed in so that we had a starting weight for each member. That took about 15 seconds for each person to weigh in. I explained how we would have a winner each week. Of course, that would be the person who lost the most weight that week.

Next, I would explain how an exercise would look if they decided to try one. This amused them while they drank their coffee and ate cupcakes. Then, we proceeded to eat the treats everyone brought. Easy first session.

The next week, we had the weigh-in. I awarded a “traveling trophy” to the winner who lost almost half a pound. (Some weeks I had to award the trophy to the person who gained the least.) Now, this created competition among the members. They created new ways to cheat almost every week. Some weeks they would wear heavy clothes and big boots so that the following week they could be the winner when they wore only light clothes.

Because this was a “traveling trophy,” I only had to buy one trophy. The trophy was passed on to the new winner each week. But, the ladies got even more creative. Because they were friends, they enjoyed teasing each other. The loser for the week had to put a poster on their refrigerator for the week. The poster was of a rather large person bending over, looking into a refrigerator. Since they were friends, they would go and check the loser’s refrigerator during the week. All in great fun.

Every week I would spend one or two minutes describing an exercise or a tip about proper eating, ate lots of yummy desserts, and took orders for vitamins. Then we would break to try the different desserts everyone brought.

The members appreciated my efforts and rewarded me by purchasing vitamins regularly. Maybe in the back of their minds they thought the vitamins might give them an edge over their friends. So each week I delivered plenty of vitamins at the diet club.

Did anyone lose weight? Not really. They happily told their husbands they were going to a weekly diet club. However, I am sure many of them became healthier by taking vitamins regularly.

This was so easy. Participants loved the weekly meetings and loved the new desserts everyone brought. This diet club became so popular, I was forced to open several more. These were the easiest retail sales I ever made. I showed up with a scale, gave a diet tip, ate lots of yummy desserts, and took retail orders for vitamins. I gained a lot of weight running these diet clubs.

Over time, I learned to say better words at the diet clubs. Better words motivate people to join, and to continue on diet products.

There are two places where words will make a huge difference.

#1

At the time of sale. When we present our products, we could use a technique called “sound bites.” These are short words or phrases that create pictures in our prospects’ minds that will cause them to buy. Here are some examples:

  • “Willpower in a capsule.”
  • “The ultimate fat-blocker.”
  • “The fat assassin.”
  • “Pinch an inch.”
  • “Love handles.”
  • “Muffin top.”
  • “Calorie-killers.”
  • “Chocolate-flavored weight loss.”
  • “Fit into your ‘skinny jeans.'”

#2

Words that we can use in our conversation BEFORE we do our sales presentation. This is called pre-closing. This could be during our personal story. Some examples:

  • “Turned my body into a fat-burning machine.” These words will stick in our prospects’ minds later during our presentation. These words are hard to forget. They imagine burning their excess fat while watching television.
  • “Nobody wants cottage-cheese thighs.” When we say these words, our prospects feel motivated to avoid that picture in their minds of dimpled thighs.
  • “Rabbit food is for … rabbits. We want real food.” Our prospects are thinking of their favorite subject … food. They realize we understand their passion for eating and this creates trust and rapport.

But, we can get better.

What if we could alter the mindsets of our prospects? Instead of them perceiving us as a salesperson, they perceived us as a problem-solver?

How do we change our prospects’ mindsets? By changing our mindset. Prospects are reactive. The programs in the back of their minds simply react to our current mindset. If we change their mindsets, we will instantly change our results.

You can read the four mindset changes for free.

They are in the free Amazon preview of the latest “Big Al” book. Just click on “Look Inside” on the book image. Enjoy the great ways to get team members to have fun retailing their products and services.

Here is the link:

Retail Sales for Network Marketers

Retail Sales for Network Marketers

Learn how to position your retail sales so people are happy to buy. Don’t know where to find customers for your products and services? Learn how to market to people who want what you offer. More info →
Buy now!

How to sell skincare and cosmetics quickly.

When is the best time to know what to say to a great prospect?

#1. After we meet that prospect?
#2. Or, before we meet that prospect?

If we want to sell cosmetics and skincare, and get new customers, what we say will make a huge difference.

Look at this example of an ad headline:

#1. “Stuff for sale.” (Pretty boring.)
#2. “Divorce sale. His stuff cheap.” (Tells a story and is much more interesting.)

Obviously the second headline will work better and attract more buyers. It is the same when we talk to people about our skincare and cosmetic products.

*** There are two places where words will make a huge difference. ***

#1. At the time of sale. When we present our products, we could use a technique called “sound bites.” These are short words or phrases that create pictures in our prospects’ minds that will cause them to buy. Here are some examples:

* “Wrinkle-shrinker.”
* “Luxurious eyelashes, without pasting them on.”
* “Feels so good that you can’t stop touching your skin.”
* “Make our skin younger while we sleep.”
* “Look like a movie star in just 8 minutes.”
* “Keeps wrinkles away an extra 15 years.”
* “Make us look like the younger sister.”
* “Lipstick that stays on our lips instead of cups.”
* “A year-round tan without the sun damage.”

#2. Words that we can use in our conversation BEFORE we do our sales presentation. This is called pre-closing. This could be during our personal story. Some examples:

* “I did not want to be one wrinkle away from a prune.” These words will stick in our prospects’ minds later during our presentation. These words are hard to forget.

* “I never wanted my face to look older than I was.” When we say these words, our prospects picture themselves saying the same thing.

* “I did not want to leave the house looking like I graduated from the clown school of makeup.” The back of our prospects’ minds think, “I want to make sure my makeup is coordinated and not piecemeal.”

* “Well, you know how cheap makeup makes us look … cheap.” Because we use the “Well, you know how …” opening, our prospects easily accept this as a fact.

==> But, we can do better.

What if we could alter the mindsets of our prospects? Instead of them perceiving us as a salesperson, what if they perceived us as a problem-solver?

How do we change our prospects’ mindsets? By changing our mindset. Prospects are reactive. The programs in the back of their minds simply react to our current mindset. If we change their mindsets, we will instantly change our results.

You can read the four mindset changes for free.

They are in the free Amazon preview of the latest “Big Al” book. Go to Amazon with the link below and just click on the “Look Inside” on the book image. Enjoy the great ways to get team members to have fun retailing their products and services.

 

Retail Sales for Network Marketers

Retail Sales for Network Marketers

Learn how to position your retail sales so people are happy to buy. Don’t know where to find customers for your products and services? Learn how to market to people who want what you offer. More info →
Buy now!

2017 MLM Cruise (November 26 – December 3)

You have to take a holiday anyway, so why not join network marketers from around the world? Here is a holiday that could pay for itself. One good idea can change a career. Everyone is welcome. New networkers, old networkers, and everyone in-between. 🙂 Full details at:

MLM Cruise

The answer you don’t want to hear.

Imagine your nephew came to you and said, “I want to be an accountant. But, I don’t want to learn how to add and subtract. I refuse to go to school and take any accounting courses. And please, don’t tell me to read any accounting books. I just want the rewards of being an accountant. Pay me an accountant’s salary now.”

Pretty funny.

Yet, as network marketing distributors, sometimes we make the same illogical request. We say things such as:

“I want to invite people to my home presentation, but I don’t want to talk to them. I don’t feel comfortable talking to people as I am quite shy. Using the phone is very intimidating. I avoid meeting people so I can’t invite them in person. I feel self-conscious about this entire business. Couldn’t I just send a text message or post something on social media? And then, my living room would be filled with pre-sold prospects for my products and business! I just want to stay home and cut out pictures for my vision board. I don’t feel good about being a salesman.”

If it was this easy, our network marketing companies would not need us. They could post on social media, or send out text messages to thousands of people. No need to waste any money on commissions and bonuses for us.

For some of us, this is painful to hear. We want to be paid for our intentions, not for our efforts. Business does not work that way.

If we want people to attend our in-home presentation, to buy our products, or to come to a meeting, or to join our business … we have to perform. We have to create results.

In the book, “51 Ways and Places to Sponsor New Distributors: Discover Hot Prospects For Your Network Marketing Business” … there are many different ways of inviting or meeting people. But, we have to actually do them. That is why we get paid.

51 Ways and Places to Sponsor New Distributors

51 Ways and Places to Sponsor New Distributors

Learn the best places to find motivated people to build your team and your customer base. More info →
Buy now!

We invest time with prospects. Our return on our investment is that some prospects will want to check out our products and business. But we have to invest the time.

If we are unwilling to invest time in prospects, why should they to listen to our sales pitch? To prospects, we would appear as “takers” instead of “givers.”

But back to the accounting career. If we are unwilling to do what it takes to be an accountant, then our accounting career is doomed.

The same for network marketing. If we are unwilling to do what it takes to talk to people, and learn how to talk to them properly, then we can’t expect rewards from our network marketing business.