What your prospects would really like to know.

When I do my live workshops, I don’t spend any time talking about my credentials.

The workshop participants don’t care about my credentials. And, they are right not to care. My credentials won’t make them a cent.

I’ve written many books on how to sponsor distributors. But, even though I wrote those books, not a single workshop participant will earn an extra dollar on their bonus check. Even if my credentials included a Ph.D. degree in Networking, my credentials don’t mean a thing.


The workshop attendees don’t want to know about credentials, they want to know about experiences.

Book theory and my personal bank account balance won’t put money in the workshop participants’ pockets. Real life experiences, case studies, proven “real world” strategies and techniques are what distributors want to hear.

The same principle applies to sponsoring.

What don’t your prospects want to know?

  • They don’t want to know how big of a car you drive.
  • They don’t want to know how big your bonus check was last month.
  • They don’t care how many heavy-hitter awards you have won.

All these things are things you accomplished. Your prospects may not believe they have the same skills or abilities to match your accomplishments.

So, what do your prospects want to know about?


They want to know how you helped other distributors become successful. They would like to hear about other people in similar circumstances that have been helped by you to become successful.

If you’re successful in networking, you should have lots of these real life experiences to share with prospects. Your sponsoring presentations will be easy.

What if you’re not successful in networking, or just starting? What should you do then?

Sounds like a great time to start building your successful experiences. Instead of sponsoring wide, wide, wide, why not concentrate on your best distributor? Put some extra effort into helping your distributor make it to the top.

Once you have your first success story, move on to your next. You’ll soon get the reputation of “somebody who makes people successful.”

That’s a great reputation to own. And, prospects will be attracted to you.

About the Author Tom Schreiter

Tom “Big Al” Schreiter has 40+ years of experience in network marketing and MLM. As the author of the original “Big Al” training books in the late ‘70s, he has continued to speak in over 80 countries on using the exact words and phrases to get prospects to open up their minds and say “YES.”

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Mark Wittkowski says

I’ve known Big Al for many years! I’m not sure if he remembers us. Our staple software was Postmaster.

Anyway, I’m not sure if he’ll see this or not. Either way, I’ve really enjoyed catching up with his take on MLM today. Fantastic stuff! I’ve been trying to coach our clients up, for years really, on why it’s all about relationships and how to change and why…but SO many times they, almost where they can’t help themselves, fall back to their old ways of talk, talk, talk, sell, sell, sell, pitch, pitch, pitch, etc. EVEN THOUGH, right afterwards they are thinking and even saying out loud…what the heck just happened!? (Habits are hard to break…can’t teach an old dog new tricks…etc.) Problem is, I KNOW they can do it!

So, I deal with that quite a bit…getting them to SLOW DOWN, take a breath and actively think about what they’re doing, and staying in the moment, while just shutting up and listening for a change! I mean, if they would just think about it…for themselves AND their team…it’s SO much easier and more fun this way! I know some resort back because they can’t get over the thought that this way takes more time! …even though they have heard, or know personally, that cutting steps leads to a new recruit that will cut steps too, and statistically there’s a far greater chance they won’t do much anyway.

OK, now to my question! This is a VERY important post, because even those that are following the right path, fundamental relationship building and discovery before offering ANY solution, and have been successful…feel that ‘sharing’ examples of their success builds “credibility,” especially within a story. And, that’s what you’re saying, just shift the story from what THEY’VE gotten from this business to what they’ve helped others achieve.

I’m wondering if you might expound on some ideas for the new recruits (especially dealing early on in their warm market) and the so-far-unsuccessful Networker. Like you, I’m just SO passionate about helping others to grow their business, expand our industry, and help lift the dogma hanging overhead…because of unskilled and untrained industry reps.

Early on, part of it can be lack of “belief” in themselves, their company or our industry. Quite a few have felt, “why would the prospect listen to me if I’ve not even done it myself?” Again, they feel they lack ‘credibility’ that others have and the only other option, in their mind, is the ‘fake it till you make it’ strategy.

I’m really against this, but some feel it’s better than the often painful, even career ending, option of slowing down, taking your time to get that one recruit successful. Not to mention, they quickly hear about how crucial it is to go fast and hit momentum, etc. Not enough patience is a societal epidemic certainly, but I get the point.

I think part of it can come from the confidence that they DO have the key and are gaining the right knowledge, which most people in the industry don’t use. And, that they will share what they’ve learned, along with help from their other team leaders, and give them the best possible chance for the specific success, their WHY, that they’re wanting to get.

Any thoughts or insights?

I have another aspect I would like to touch base on. I’ll use your contact page.

Thanks so much!
Mark Wittkowski

Tom Schreiter says

I think the lack of instant success and the brutal rejection sets off the “I quit” response for many new networkers.

So, my position is not to increase their belief, but instead, teach them better word phrases so that their prospects have “yes” responses instead of rejection.

Both ways can work. So maybe someone should put those together. 🙂


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