For every minute you are angry with someone, you lose 60 seconds of happiness that you can never get back.
— Will Rogers
Let’s say that you have a recruiting contest for your ten distributors. Everyone who sponsors at least one person gets his name into the drawing for the prize.
Add this to the contest: If one person sponsors five new distributors, then everyone in the drawing automatically wins.
This will reduce jealousy and increase a spirit of cooperation. They will help each other in the hope that everyone will win.
And as a bonus, your distributors will plot on how to beat the system so that everyone will win. That means you win, too!
“A candle loses nothing by lighting another candle.”
— Father James Keller
So let us light another candle by letting people know there is an opportunity. Let’s not keep our opportunity a secret.
As leaders, we hear some of our distributors whine about not having any prospects. Of course, they insist that it is not their fault.
Our conversations with the perpetual whiners, the welfare-begging, and energy-sucking vampires in our group go something like this:
Whiner: “Oh my. The world isn’t fair. I just don’t have any prospects to talk to.”
Us: “Do other distributors have prospects to talk to?”
Whiner: “Yes, other distributors in the group have plenty of prospects to talk to. It is so unfair.”
Us: “Tell me about these other distributors. Do they have the same compensation plan as you?”
Whiner: “Of course they have the same compensation plan. We are all with the same company.”
Us: “Do they market the same products as you?”
Whiner: “Sure. We all have the same products.”
Us: “Do they live in the same town as you?”
Whiner: “Yes, some of these lucky distributors with lots of prospects live in my neighborhood.”
Us: “Do these lucky distributors have better weather than you?”
Whiner: “Of course not. We all have the same weather.”
Us: “Hmmm, do these lucky distributors find their prospects here in town?”
Whiner: “Yeah, they find all the good prospects. I can’t find any good prospects. Everyone I talk to is a loser, lazy, too busy, and hates network marketing.”
Us: “So everything is exactly the same between you and those lucky distributors. Same company, same compensation plan, same products, same town, same weather, same group of people to prospect from … everything is exactly the same. So there must be some difference. What do you think it is?”
Whiner: “Uh, I don’t know. And did I tell you about the terrible time I had getting here to the meeting today? The traffic was backed up from an accident, my car overheated, the detours were crowded, somebody ought to fix the roads, somebody ought to hire someone to do a better job, somebody should investigate why there are so many accidents …”
It’s never the distributor’s fault.
Everything is exactly the same between the successful “lucky” distributor and the whining distributor except …
Scary, isn’t it?
It is hard to imagine why the whining distributor doesn’t see this. All the factors are exactly the same – except the person.
The successful “lucky” distributor simply learned to “say and do” something different, and that produced different results.
San Diego, California
Prospects are afraid to take risks. That’s natural.
We attempt to soothe their fears by saying things such as:
Have you ever noticed that these guarantees seldom close the prospect? The prospect feels embarrassed taking advantage of a refund, so the prospect never makes the initial commitment to try the product, service, or business opportunity.
You’ve noticed that, haven’t you?
So why not try this? Give your prospect the “truth” guarantee. It will shock your prospect and create a “fear of loss” motivation. Say:
“I have one guarantee about our business. If you don’t try anything, you are guaranteed that nothing will change. The commute time to your job won’t change. The limited time you have with your family won’t change. Your current paycheck won’t change.”
Try these. They are some of my favorites.
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 checks. 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?
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.
Q. What do all of your presentations have in common?
A. They all offer time freedom and money freedom.
You will never have a prospect tell you:
“Oh, I don’t want to join because I don’t want any of that time freedom or money freedom. I think I’d like more debt, less money, and more time at work.”
Sounds silly, doesn’t it?
Well, if all of your prospects want time freedom and money freedom, and your presentation offers time freedom and money freedom, then why don’t all of your prospects join?
Because they don’t have the confidence that they can personally achieve time freedom and money freedom with your opportunity. Sure, you can do it, but they don’t think THEY can do it.
Now here is the key. When prospects don’t have the confidence that they have the skills necessary for our opportunity, here is what most people do:
They start introducing new benefits.
They tell the prospect about three-way calls, nice brochures, perfect videos, fancy meetings, car bonuses, and lots of other nice benefits. But they are missing the point.
The prospect doesn’t think he can do it, so it doesn’t matter how good the benefits are.
Instead of talking about more benefits, concentrate on showing your prospect how SIMPLE it can be to do your business.
It’s easy to see why some sponsors do well and why some struggle.
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.