All posts by Tom Schreiter

Say this “Ice Breaker” with a smile!

“If I helped you start a part-time business, and then you got to retire two years later, would you send me a ‘thank you’ card?”

Time to go to night school?

What do we know about people who attend night school?

A. They have a job. That is why they are going to school at night.
B. They live locally.
C. They want to get ahead in life.
D. They probably want to earn more money.

Want good local prospects? Maybe you should consider going to night school and be surrounded by great prospects.

“Nobody listens to me” and other pathetic excuses.

I was in Brooklyn, NY for Father’s Day. A man came to the training.

He was from Africa. He only spoke French.

And he was building his business in New York City.

Think about it. How hard would that be?

And yet a person who has lived in America all his life will say:

“I can’t build my business. Nobody listens to me.”

And for the young man from Africa, consider this:

Nobody can listen to him. They don’t understand him.

But, he is building while our American distributor is complaining.

So is it the circumstances that hold us back? Or is it how we choose to feel about our circumstances?

The young man from Africa has chosen to build his business even if circumstances are less than ideal. Our American distributor is looking for someone to solve his problems. He refuses to even try unless someone else makes sure no problems will be in his way.

I see distributors with no cars, distributors building while a war is dividing their country, and distributors who travel thousands of miles to learn the skills to make their dreams come true.

Bottom line?

It is easier to find someone with desire and teach them the skills, than to find someone with skills and teach them desire.

There is an old saying that you can’t win the race by following the crowd.

So, if you want to stand out in the race for prospects, shouldn’t you also be doing something different?

I’m often asked:

“What unique prospecting method can I use to stand out from the crowd?”

Why not try using your personal newsletter instead of leaving behind a CD or DVD?

Why?

If you leave behind a CD or DVD, they are perceived as commercials for your business.

Your prospect reads or listens with sales resistance.

However, if your prospect receives a copy of your newsletter, it is not perceived as a commercial. Instead, the prospect feels that he is peeking inside your business. He can read:

* How your business is doing.
* How other people you sponsored are doing.
* Great product or service testimonials.
* Who are the top producers.
* New announcements from your company.
* How much your newest member earned.
* Personal stories why people joined your opportunity, etc.

Since your newsletter is not a commercial, you’ll get your prospect’s unbiased attention with your newsletter. So try sending your newsletter to your prospect list on a regular basis. Who knows? Maybe your newsletter will arrive on the day that your prospect decides to make a change in his life.

Maybe this idea will cause you to change how your newsletter looks. Good.

Or maybe this idea will motivate you to write your own newsletter. Good.

Most networkers think that they have to have a large downline before they write their first newsletter. But they are missing the point.

If you use your newsletter as a prospecting tool, you’ll want to write your own newsletter now.

Sometimes we get it wrong in our presentations.

We end up spending more time on the technical features and details, and too little time on building trust and a sense of partnership with our prospect.

How to get your guests to stay AFTER your business opportunity meeting.

What’s the most important part of the business presentation?

AFTER the presentation.

That’s when prospects can ask questions, sign up, fill out their order forms, etc.

So how can you keep your prospects from rushing home when your meeting is finished?

Try this.

Many years ago, I was in Hong Kong. I had the evening free, so I went to observe a local opportunity meeting. Every guest was given a ticket for a chance to win one of three door prizes. The door prizes were in three large, brightly colored boxes.

When the meeting concluded, the speaker said, “Thanks for coming to tonight’s presentation. And if you are a guest, please take a look at your ticket. We’re going to have a drawing for these three great door prizes. But first, let’s take a 10-minute break to stretch our legs, use the restroom, etc. and then we’ll have our big drawing.”

Well, the drawing actually occurred about 15 minutes later, but all the guests stayed. That gave their sponsors a chance to talk with their guests about that evening’s presentation.

SaveSave

Is your prospect working for everyone but himself?

Imagine your prospect is 40 years old and has no savings. Where did his earnings go during the past 20 years of hard work?

He has worked hard to give money to the landlord or mortgage holder, the car finance company, the government, the grocery store, the dry cleaners, the insurance companies, the clothing store, the electric company … everyone but himself.

Sad, isn’t it? Most people spend their entire lives working and earning money for someone else. Don’t you think people deserve to earn enough money so they can keep a little for themselves?

Maybe the extra money from network marketing will finally reach your prospects’ pockets. Let your prospects know they have a choice.

A short note on prospecting.

If for some reason you want to decrease your level of income, decrease your prospecting activity.

Leaders realize that growth in their organization comes from new people. Consistent prospecting activity guarantees a ready source of new distributors and leaders in our organizations.

As an added bonus, when we consistently prospect for new distributors, our organization learns from our activity. They see our methods, our work ethic, our consistent day-to-day building of our organization. Of course we’re setting a good example, but more importantly we’re showing our distributors how to do it.

Don’t limit the size of your business and the size of your bonus check with the present size of your organization. Build new distributors and build your bonus check.

Question to Big Al

“Dear Big Al,

“As a network marketer, what are the first steps someone should take to get their business going?

“I have been with a company for about 2 1/2 months now and I have not sponsored one prospect.

“The problem is that I don’t really go a lot of places to prospect. I mostly go to work, then home and then church (and I don’t want to prospect at church). I don’t have many friends. And I can’t afford leads, so that’s out of the question.

“So what is a person to do? Please help!”

***

I wrote back –

“Hi,

“You want a business that pays over $10,000 a month. I understand.

“There are two choices.

1. Purchase a business that pays you over $10,000 a month.

2. Create and build a business that pays you over $10,000 a month.

“If you choose #2, then you will have to learn how to find prospects, learn how to enroll them, learn how to train and motivate them, and learn how to market products or services.

“I don’t think you can learn all of these skills by simply reading one book, or surfing a few pages on the Internet. It will take time, money and energy to learn and master these skills.

“Yes, people do earn more than $10,000 a month, but most of them provide more than $10,000 a month in value to their networking companies. We have to provide value to receive that much money in return. We are not providing value by staying home and not talking to anyone.

“It is not a matter of choosing a company, sitting back and collecting. Most companies pay well if we provide enough value to them.”

So, the real question to ask is:

“When am I going to learn the skills necessary to provide more than $10,000 a month in value for a business that will pay me?”

What makes you attractive?

It’s easy to see why some sponsors do well and why some struggle.

  • Would you want a motivated or an unmotivated sponsor?
  • Would you want a positive or a negative sponsor?
  • Would you join a sponsor who made negative comments about others?
  • Would you join a sponsor who complained about the company?
  • Would you join a sponsor who tried to convince you that every company in our industry is bad except one?
  • Would you join a sponsor who talked badly about people?

Prospects don’t want to join a sponsor who criticizes and complains about others. The prospects see this sponsor as having low self-esteem and a low self-image.

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