We like ice cream. In fact, we love ice cream. And what is better than ice cream? Free ice cream!

We get unlimited ice cream for life delivered to our home.

What is the catch?

We can eat free ice cream whenever we want. But each time. before we eat, we must stick needles underneath our fingernails.

What???

Sounds painful to me. Plus I have an aversion to needles. I hate needles! My childhood memories of wood splinters underneath a fingernail makes me shiver.

Feel the discomfort? Thinking about the pain? Considering having cake instead of ice cream?

For me, I would go for pie, cake, cookies … anything but ice cream.

I am not alone. Most humans avoid pain. Comfort is our friend.

What is the lesson here?

“No matter how big the reward is, if the process or activity to get that reward is uncomfortable, humans resist.”

Yes, we can mentally force ourselves for a little while. However, if the process or activity is unpleasant, we eventually stop.

The secret is to make the activity enjoyable.

A catchy script isn’t going to solve this problem. This is mental, not a simple word skill.

Carol Dweck popularized the term, “growth mindset.” What is a growth mindset?

People with a growth mindset believe their abilities can be developed through:

  • practice
  • hard work 
  • perseverance.

Growth mindset people are more open to learning new things and attempting challenging tasks.

What is the opposite of a growth mindset?

A fixed mindset. People who believe they are stuck with what abilities they currently have. They don’t want to attempt learning new things because they feel it won’t make a difference. They feel resigned to where they are.

How about an example?

A fixed mindset would say: “I’m not good at math.”

A growth mindset would say: “I need to invest extra effort to improve my math skills, but I can learn to get better.”

We hear prospects with fixed mindsets tell us these objections:

  • I am not good at business.
  • I could never learn to do that.
  • This sounds too hard to do.
  • I am not good at selling.
  • Why try? I will only fail.
  • This will take too long.
  • I tried and failed with something like this before.
  • I don’t have any energy.
  • I don’t have any time.
  • I don’t have any money.
  • I don’t know enough.
  • It’s not worth it.
  • I wouldn’t know where to start.
  • I don’t know any people.
  • I am too shy to leave my room.
  • Nothing ever works for me.
  • I would love to go the extra mile, but there might be a lot of traffic there. I better stay where I am.

The above objections arise from fixed mindsets. These prospects decided they can’t do something without even trying. They gave up before they started! We can feel the resignation in their voices. Frustrating and sad to watch.

Now as we look at these objections, we think, “I don’t want to sound like that. I don’t want to give up before I even had a chance to try. I want a growth mindset!”

Good choice. 

If we are reading this book now, we have a growth mindset. Great news for us.

Knowing our destination gives us a direction.

We want to be in the top 1% in network marketing. Without a goal, it is impossible to know which direction to start our journey.

Think about people without goals. Motivation is hard. They tend to drift in the easiest direction. Their Maslow’s Pyramid looks something like this.

Let’s choose a good direction if we want to put effort into our lives. We want to look back and proudly say, “I spent my time wisely.”

Zig Ziglar said, “If you don’t know where you’re going, you’ll probably end up somewhere else.”

Goals make sure we put our efforts in the right direction. Since we are reading this book, we know our goal already, to be in the top 1% in network marketing. We are moving in the right direction.

Goals help us answer questions like these.

  • Where do we want to be in five years? 
  • What do we want our lives to look like? 
  • How do we want to feel as we live our lives?
  • How much money do we want to earn? 
  • How much time and freedom do we desire?
  • What kind of lifestyle do we want to live? 
  • Do we want our efforts to make a difference to others?
  • Who do we want to help?

If we don’t answer these questions for our lives, then someone else will answer these questions for us. Ouch.

So how does our growth mindset relate to personal development?

People with a growth mindset continually work on themselves. They want to improve. They want to learn new things and expand their potential. This is what we call personal development.

We make deliberate and conscious choices to improve ourselves in some way. We can choose to improve our:

  • Attitude.
  • Skills
  • Character.
  • Knowledge.
  • Mindset.
  • Abilities.
  • Health.
  • Relationships.

Plenty of areas for us to choose.

Remember those fixed mindset people? They would say, “I don’t need personal development. I am good enough.” But that is them talking, not us.

Personal development takes us from where we are now, to where we want to be in the future.

If we believe in constant improvement, then our personal growth will never stop. No finish line for us here. We want our lives to be better.

Personal growth is a journey, something we live every day. It is not a destination. It is not someplace we get to … and then stop.

So where do we start?

Here is the secret that explains everything.

“The only thing between us, and where we want to be, is a whole bunch of things that we don’t know … yet.”

If we already knew these things, then we would already be where we wanted to be!

This is where a growth mindset helps. We know we have to learn more, and we believe that we can. People with fixed mindsets give up at this point.

But, here is the challenge.

We don’t know what we don’t know. And if we don’t know what we don’t know, then how will we ever figure out what we don’t know? How can we learn new things when we don’t know what to learn?

Thankfully, there is a solution.

We have books, audio instruction, mentors, seminars, workshops, and a world of information and skills from people who have gone before us. This is where we will find the answers to our question, “What do I have to learn to go to the next step?”

Where is the best place to start?

Everyone has a different starting point. Do some people have a head start? Yes, and that is okay. We need to start building from where we are now.

Don’t worry about that superstar on stage. Don’t worry about that person with the magic personality. Don’t worry if some people seem to have natural advantages.

It doesn’t matter where we start, as long as we point in the right direction. That means every little thing that we learn, moves us closer to where we want to be. Our progress accumulates. We get better every day like a giant snowball rolling down a hill.

Management expert, Peter Drucker, said, “The best way to predict your future is to create it.” 

Where did I start?

Near the bottom. Okay, maybe I had to look up just to see the bottom. It wasn’t pretty.

When I started, I was a shy, nerdy, personality-free, charisma-bypassed, socially awkward wallflower, and should not have been allowed out in public. Not a pretty site. My childhood was on a remote rural farm, and all I had to talk to were the cows. Later, I studied engineering. Engineering students don’t even talk to each other. If there was an award for invisible, or least-remembered, I would have made the hall of fame. I was ill-prepared to start even basic conversations. A conversation with a stranger was terrifying. I didn’t even have the advantage of being a social media influencer. Oh, and I wasn’t an Instagram model.

Did I have a lot to learn? Oh my. I had to learn almost everything from scratch. I was even clueless about basic social manners. I had never heard the words “goal-setting” in school. Everything I learned was a new discovery. 

I started with an audio. No, I didn’t download this audio from an imaginary Internet. It wasn’t on a CD. On audio cassette tape? No, they hadn’t been invented yet. It was on a scratched, vinyl, 45 rpm record. My sponsor loaned me this single recording from Earl Nightingale called “The Strangest Secret.” 

Did I grasp the message? No. I was clueless. But, it did give me a hint that there was a lot that I didn’t know. I was pointed in the right direction.

The journey ahead

This is a long road. There is no end destination. Our goalposts will always move as we get better. That is good news. Our personal growth should never end. We can always improve. Life is our adventure. Let’s experience life at a higher level.

Education is expensive.

Not in money, but in time. When I started in network marketing, I didn’t have a budget for self-improvement. Where could I go to learn more?

The obvious source of great ideas and information is from books. Thank goodness for a free library system. It didn’t take long to go through their limited selection of self-improvement books, but by that time I already knew exactly what I wanted to learn.

Next step? Search some used bookstores. There was not much available 50 years ago, but another baby step.

Today? Many successful people have made their network marketing journey before us. Let’s learn some of their lessons to speed up our growth.

What are the first lessons I learned in my personal development journey?

Attitude. 

I never knew there was such a thing. But, I learned that attitude was the lens through which I saw the world, and how the world saw me. Did I have a bad attitude before? Maybe not a horrible attitude, but certainly I was a self-appointed skeptic of everything. Few people want a skeptical friend or a skeptical business associate. 

I worked on having a more positive and supportive point of view, and guess what? More positive reactions happened immediately. 

Instead of criticizing other people’s ideas, I tried to be more supportive. More people would stay in conversation with me. Huge progress for this introvert. My family noticed and appreciated my improved attitude also. I was on my way!

Goals. 

I spent my entire life as a follower trying to fit in. I accepted what other people told me to do. It never occurred to me to have an original plan. Did I know how to set smart goals, better goals, or actionable goals? No. That would come later. 

There is an old saying, “If we don’t know where we are going, then any road will take us there.” That was how I lived my life, without a clue and without direction. Baby steps.

Relationships. 

I thought relationships happened automatically, but I learned that we could create them. We don’t have to passively hope someone will like us or connect with us. We can take the initiative to get to know others better and make new friends. 

Action. 

I read successful people took action. Everyone has ideas. Nothing special in having ideas. But, successful people put ideas into motion and get results. That made sense to me, so I took action on every idea that crossed my path. Some ideas worked, and some didn’t. That was okay. I knew that if I kept taking action, something would work for me. 

Procrastination.

I was good at procrastination. But, this is not a good habit to master. Was I lazy? That could be true. I thought, “Why get motivated when I don’t know what I want?” Having a goal helped me have a reason to start taking action. I was beginning to see where all these personal development skills were coming together. There is power in synergy.

Reactions. 

Whew! This was a big revelation to me.

Most humans go through life on autopilot, reacting to whatever happens to them at the moment. If we smile at them, they smile back. If we say “hi” to them, they say “hi” back to us. What happens when we go into a retail store? What do we say when the sales clerk asks us, “Can I help you?” What is our automatic reply? “Oh no, I am just looking.” 

What if I changed my reply to, “Yes, I am looking for a gift for my sister’s birthday.” Whoa! A totally different reaction from the sales clerk. I learned that I could affect the reactions of others by changing my word. Oh my!

Do we see a pattern yet?

These responses are examples of automatic programs in our human brains. These programs control our behaviors automatically, without thinking about them. And these automatic reactions are powerful.

Humans go through life reacting, reacting, and reacting.

Now, here is the question.

We meet a prospect. Does the prospect’s behavior have anything to do with the prospect? Or does our prospect’s behavior have everything to do with what we say and what we do?

This was a tough lesson for me to learn. 

I realized that I wasn’t a victim of the current circumstances, but that I caused these circumstances.

If people are reactive, and they react negatively to me, uh-oh, I am the cause. I did not take that lesson very well. But, when I finally took personal responsibility for my actions, this simple lesson changed everything. This meant I was in more control of the outcome than I thought. I had to stop being the victim of what was happening. Ouch. This lesson hurt.

I changed my thinking. “If I don’t like how prospects react to me, change what I say and do.”

The pros know this.

Instead of looking for the perfect prospect, ready to buy, we have the power to create prospects on demand by saying and doing better things.

We are not victims. We have the power to write our future.

The next personal development lesson? 

Action makes things happen.

A simple law of physics? Action makes things happen. Until we take action, nothing happens. Seems wishing, hoping, and planning don’t move things forward.

Just because I set goals, it did not mean they would automatically happen. Planning alone is not enough. I would get excited about hundreds of possibilities, but thinking about things won’t get the job done. On the plus side, at least I was thinking about how I could have a personally-designed future.

My biggest breakthrough?

Listening. 

I spent my early career talking to people with my agenda. When they talked, I wasn’t listening. I was waiting for them to finish so I can get back to telling them my message. Did others notice my agenda? Yes. They could feel it. It was all about me. My lack of interest in what they were saying was obvious. Of course, they didn’t like that. 

My lack of social skills had never entered my mind. All these lessons were a huge surprise for me.

What did I notice most about listening? When I listened to people with interest, they liked that. Now, creating relationships became easy. This simple change is one of the strongest ways of building rapport with others. No teacher ever brought this up in my engineering classes.

The bigger benefit happened later. Instead of me lip-syncing a pre-programmed agenda, I could now adjust what I said based on their interests. It seems people are most interested in themselves, not me or what I had to offer. Quite a surprise. This explained why no one was reacting to my wonderful sales pitch.

I couldn’t talk to my prospects about what interested them, because I didn’t know what interested them. I was too busy talking about me and my business.

There was some good news though. Being an introvert, it wasn’t hard for me to learn to listen. I was less nervous. And then some magic happened. Prospects opened up more and told me about their problems. They wanted to fix their problems. Now there was a reason for them to listen to what I had to say.

Did I have any natural personal development skills when I started?

No. I am sure my sponsor put an ice pack on his forehead every day to dull the pain from slapping his forehead.

But what if we already have basic social skills? Wow. What a great head start on our careers. This means we could concentrate our personal development to more than the simple basics. Few people start as ill-equipped as me. But no matter where we start, we can learn and grow from there.

Here’s the good news. Personal development makes us better people. Others are happy when we improve. No one is telling us, “Stop becoming a better person.” It is nice to have the support of our friends and family.

Personal development is not expensive in money, but it does take time.

If we are time-poor, how can we fit personal development into our days? Jobs, family, commuting, eating, and sleeping all take time. Then what will be our plan?

Baby steps.

If reading is uncomfortable, let’s start by reading one page a day. It is hard to stop after only one page, so we will naturally continue a bit longer. 

Can’t stand reading? How about an audiobook? Have someone read the book to us.

Prefer in-person learning experiences? Replace our golf or Internet scrolling time with a live workshop.

Every decision we make has a cost. Choosing to do one activity means not doing another activity. The cost of personal development is time.

The benefits?

We will be happier, healthier, more successful, and grow as a person. This means we can make a bigger difference in the world.

As we grow and change, our interests will upgrade to better skills. What we once found fascinating may no longer hold our attention. Our journey gets better.

Personal development is not a one-time event. It is a continuous journey that unlocks our hidden potential.

Want to make personal development almost automatic?

Choose our associations.

“You are the average of the five people you spend the most time with.”

—Jim Rohn

Jake Pena has an alternate way to describe this. He says, “If you hang around four broke people, I guarantee you will be number five.” It’s a powerful way of remembering this principle. Some examples?

  • If our four closest friends work out at the gym every day, we will be in shape.
  • If our four closest friends are alcoholics, chances are we will have a drinking problem.
  • If our four closest friends love to gossip, we will gossip too.
  • If our social connections are emotional vampires, they will drain our motivation.
  • If we surround ourselves with people who want to achieve more, personal development will feel great for us.

This is common sense. Even parents know this. They tell their children not to hang around gang members.

Maybe we can’t affect all our associations. But with a little bit of effort, we can improve who we spend our time with. We don’t have to ditch all our old friends. Just find a few good ones to add to our associations.

No permission is needed.

We can start our personal development immediately. The first step in personal development is admitting we are not perfect and can be better. That was hard for my ego. It took me years of bad results before I admitted I was the problem. Everyone around me could see it but me. 

To start? It takes the willingness to take an honest look in the mirror and accept responsibility for our own actions and results. If we don’t like the reflection in the mirror, then we need to change ourselves. And then, we are off on our adventure!

We can’t start a new life if we keep re-living our past.

My next step?

Finally, because of my self-improvement progress, I could afford to buy books. I knew exactly the books I wanted. For me, I didn’t need more inspiration. I didn’t need more motivation. I desperately needed to know how to do stuff such as:

  • How do I make a sale? 
  • How do I close prospects? 
  • How to overcome my fear of talking to people? 
  • What do leaders do? 
  • Where can I find more prospects? 
  • Why don’t people listen to me? 
  • What is going on in my prospects’ illogical minds? 
  • What can I say to inspire people to action?

So many questions, so much to learn, so little time. I was ready for some specific skills of exactly what to say, and exactly what to do, to improve my interactions with prospects.

This led me to Step #4: Learn network marketing skills.

Excerpt from

Be the Top 1% in Network Marketing

7 Simple Steps to Leave the 99% Behind

Mindset #4: Shy? Welcome to the club.

Fear of talking to strangers? Fear of what our prospects might say?

This is normal because we have … feelings. Everyone hates rejection and being judged by other people.

Our inner fear of talking to prospects grows when we have an agenda or something to sell. To reduce our inner fear, use what we have learned so far.

  1. Consider selling as adding one more option to people’s lives.
  2. Our conversations with prospects are not a “win-lose” battle. We are simply transferring the message in our heads to theirs.
  3. Prospects are pre-sold and already want what we have to offer.

Feeling better?

What happens when we talk to people when we are not prospecting? The conversation is easy. Why?

Because we don’t have an agenda and we are not trying to sell.

This type of conversation is easy. We feel relaxed. We are giving. We are helping. We are interested in our prospects and it just feels normal.

The opposite happens when we have an agenda and try to sell and convince people to buy our products. We feel fearful inside. Why?

Because we don’t have their best interests at heart. We are thinking more about our agenda than thinking about helping them.

Tip: When we visit with prospects, we build trust and rapport by asking questions. When we strive to understand what is happening in their world, they don’t look at us as a salesperson, but as an advisor.

And who will prospects listen to more? A salesman? Or an advisor?

Asking questions is natural for introverts. Introverts already know this is a secret for trust and rapport.

But introverts have one big disadvantage. They don’t have enough prospects.

Let’s fix that now.

How? Meet new people in person … with no agenda! Just be interested in them. We will build a huge group of new friends and acquaintances. Then, when appropriate, we can tell them about our products.

These people will be real friends, not “conditional” friends. We are not making new friends only for the chance to sell them something. We are making new friends to improve both of our lives.

Will some new friends ask us or give us permission to talk about our products? Sure. But that is not a requirement for them to be our friend. No one wants to be a “conditional” friend who is dropped because he didn’t qualify as a customer. That is a bad and selfish agenda when meeting new people.

Meeting new people.

New people are everywhere, but which group of new people should we meet? People who want to move forward in their lives? Or people who are content with no motivation for change.

We will find that people who want to move forward in their lives are more fun, more open-minded, and make great friends.

Here are a few suggestions on where and how to meet new people, even if we are shy.

1

Join Toastmasters. A great place to meet motivated people. As a bonus, the public speaking skills we will learn will help us overcome our fear of talking to people.

2

Join free networking events in our area. Networking in person is always popular. Humans are wired for connecting with others. Everyone passes out their business cards, but we will be smart. Instead of meeting and collecting business cards from 40 people, we will build a new relationship with two or three people at each event. We want friends and connections, not business cards.

3

Attend free educational workshops and classes. Make friends among those attending. They want to move forward in their life.

4

Join an inexpensive health club. Work out, get in shape. Meet other people who want to do the same.

5

Join the 5k fun runs. These people like to do things and enjoy the social contact with like-minded people.

6

Borrow a dog. Take the dog for a walk. Meet and bond with other dog owners. And as an added bonus, we get exercise. (Babies are even better conversation starters with strangers, but babies are harder to borrow.)

7

Have a short message chat with a new friend on social media. We will find that we have a lot in common.

8

Accept an invitation to a party or event. Start small by attending and standing against the wall. As we feel more confident, we can talk to the other shy people next to us on the wall.

9

Pick up a new hobby. We could learn to camp, to sail a small boat, or to even learn a new language.

10

Check out the “Fun Things To Do This Weekend” list in your local paper or online. All these activities attract people.

11

Host your class reunion. You don’t have to wait for a 10-year or 20-year anniversary. You can do it anytime.

12

Start your own breakfast club. Get the members to pre-sell our products to their customers.

13

Offer to be a guest on a local radio talk show for a public service announcement.

14

Offer to speak at luncheons or group events. Many organizations are looking for free, entertaining speakers with interesting topics.

15

Attend a free or low-cost evening class on business or salesmanship.

16

Establish some contacts who will send you referrals. Many people you meet will have large centers of influence.

17

Rent a table or booth at a show or exhibition.

Got the idea?

We need to ask ourselves the right question. Instead of asking ourselves, “Why can’t I meet new people?” … ask ourselves, “How can I meet new people?” Everyone can find at least one way of meeting new people that is comfortable.

We are just beginning, and with a little time, we will have many new friends. Some will become customers, some won’t. Some will refer us to others who want our products, some won’t.

But the great news is that they will all be friends!

So don’t feel bad if we are shy and don’t have a huge influence with people … yet.

Meet people. Try to be helpful. And in time, we will have a huge list of people who respect us.

The worst and the best.

The worst that can happen is that we end up with a lot of great friends.

The best that can happen is that meeting people becomes more comfortable and natural for us. We will realize that most people are shy also. They appreciate that we took the first step. So go out and mingle, have fun, learn new things, meet new friends … and see what happens over the next 30 days.

Royal Caribbean Brilliance

November 30 - December 7, 2024 

7-day cruise of fun and learning leaving from New Orleans, Louisiana.

Cruise with networkers from Australia, England, Sweden, Canada, Singapore, Mexico and more.

 

Our cruise will visit Costa Maya, Mexico, Belize City, Belize and Cozumel, Mexico.   Will you be with us???

 

Itinerary:

  • Saturday, November 30 - Depart New Orleans at 4:00pm
  • Sunday, December 1 - Day at Sea (and some free trainings)
  • Monday, December 2 - Day at Sea (and some free trainings)Tuesday, December 3 - Puerto Costa Maya, Mexico
  • Wednesday, December 4 - Belize City, Belize
  • Thursday, December 5 - Cozumel, Mexico
  • Friday, December 6 - Day at Sea (and some free trainings)
  • Saturday, December 7 - to New Orleans at 7:00am

Cruise, dine, attend workshops and network with the best while enjoying this 7-day Caribbean cruise. And yes, one good idea could pay for the cost of our cruise!

Features include: 90,090 tons (2112 passengers), 8 restaurants including the Lido Cafe with various food choices (some have a cover charge), 16 bars and lounges, Spa, non-stop activities, children’s program, 3 swimming pools. Mini golf, rock climbing, basketball court and wireless access onboard (add’l cost). Updated in 2013.

 

Rates & Details Per Person (7-night cruise).

  • Inside Cabin - $630                        
  • Outside Cabin - $667   
  • Balcony Cabin - $1,001

Rates include cruise, port, government taxes, all meals, seminars & entertainment. Airfare and tips are additional. This cruise costs less than an ordinary hotel room!

 

Good news! If there is a lower rate available when booking your cabin, then the travel agent will get that rate for you. There is limited availability for 3rd & 4th in the cabin - contact Jan for availability and pricing.

Common Questions

Q. When do we leave and return to New Orleans?

A. The ship departs at 4:00pm on Saturday, November 30. Disembarking should finish about 10:00am on Saturday, December 7. Please arrange your flights early.

 

Q. How do I book now to reserve one of the cabins?

A. deposit of $250 per person, will hold your space - balance due Aug 15, 2024. Or you can deposit $250 and make monthly payments.

 

Q. What if I change my mind after booking?

A. Penalties for cancellation begin after Aug 14, unless booking a special non-refundable deposit.

 

Q. Are all the seminars included in the cruise price?

A. Yes! And remember, one good idea from the seminars could potentially pay for this cruise, and cruises in the future? It is up to us to take the good ideas we learn and put them to use to build our business.

Forget ordinary holidays that won’t earn us money.

Spend a week with leaders to improve our careers.

More Information or to Book Now.

 

Contact Jan at Distinctive Travel at 713-240-6753 or email her at Jan@cruiseforfun.com. She can take answer any questions and take care of all the details to get you registered.

 

Come join us!

 

See you on the cruise! This will be epic!

Do prospects’ ears actually work, or are they just for show?

Here is the “no” conversation that plagued my early career.

When I started network marketing 50 years ago, I wanted to be “Master of the Universe.” This was my chance to get paid what I was worth.

And yes, I got paid exactly what I was worth. Zero!

With the confidence that comes with ignorance, and a bit of amateur pride, the universe overpaid me by allowing me to earn zero. I assumed that network marketing was the only profession in the universe that didn’t require skills. That was a dumb assumption.

My conversations with prospects went something like this:

Me: “Hi.”

Prospect: “No.”

Me: “My name is Big Al.”

Prospect: “No.”

Me: “But don’t you want to--”

Prospect: “No.”

Me: “Well, can I at least tell you--”

Prospect: “No.”

How do amateur network marketers explain this? They don’t. They shrug their shoulders and say, “We are victims. Prospects are stupid. We’ll talk to someone else.”

That is why there is a difference between amateur network marketers and professional network marketers.

We can choose which group we want to be in.

The “insiders,” the professional network marketers, learn brain rules. What are brain rules?

These are shortcuts and tools that we use to control our brains. We want our brains to work forus, and not against us.

We can use these same shortcuts and tools to get our message past our prospects' natural brain defenses. Now our prospects hear our message. And isn’t that what we want? For our prospects to actually hear our message? To be able to give them one more option to improve their lives?

It doesn’t matter how wonderful our company video or presentation is ... if no one will look at it. We can’t help people if we can’t get through to them.

Want an example of one of these brain rules?

See if this is useful.

Brain rule: “People don’t want to change their minds.”

Does that sound familiar?

If we change our minds, we feel that we were wrong. Nobody wants to feel wrong. Plus, we have a strong bias against information that disagrees with our current beliefs. This is why we defend our favorite band or sports team; it’s called confirmation bias.

What is the solution? What if we want open-minded prospects who will say “yes” to our message? Simple!

If prospects don’t want to change their minds, then open with a question that has the “yes” answer we want.

Example #1: “Would you want to look at my part-time business?” (We can expect a negative reply.)

Example #2: “Do you hate commuting to work every day?” (Our odds of a “yes” reply are good. Our prospects don't have to change their minds to say “yes” to our question.)

Amateur network marketers who follow example #1 can expect massive rejection and no business.

Professional network marketers who follow example #2 will have lots of prospects to talk to.

This looks like fun. Before we move on, let’s do a few more examples of asking the right questions. Ready?

Example #1: “Can I give you a presentation on how you can get rich?”

Example #2: “My neighbor is earning a lot of extra money. Would you like to know how he is doing it?”

Obviously, Example #2 will get more prospects to listen.

Example #1: “Call your friends and relatives. Tell them how good our products and opportunity will be for them. Okay?” (Ugh, we can feel the resistance already.) 

Example #2: “Make sure to let your friends and relatives know first. You don’t want them to think you didn’t like them and wouldn’t even give them a chance. We don’t want to be embarrassed, do we?”

Example #2 feels better, doesn’t it?

Brain rules are not hard to learn. But if we don’t know brain rules, we will be victims for the rest of our careers.

We will struggle to find prospects, struggle to hold our prospects’ attention, and go bald from scratching our heads wondering why prospects don’t connect with us. Now that is an ugly career.

Top marketers use brain rules to communicate with us all the time. That is why we hear their messages. And that is how we decide if their message will serve us or not. We should give the same courtesy to our prospects.

Let’s take a look at another example of re-wording our message.

Imagine a salesman, who wants to help us save money by switching our utility service to his company, tells us:

“I want you to change your utility services to my company.”

Change? No, not for us. We don’t know this salesman. Our minds think, “What if the electricity fails in a storm? Would this new company fix the problem? What if we won’t save money, or there is some other trick? Will the new company drain out my old electricity and replace it with lower voltage that won’t work?”

A little re-wording could make a huge difference for our brains. Now imagine the salesman said:

“It takes a lot of time and effort to save money on our bills. But we can reduce our bill in only 4 minutes.”

Bam!

These words made it easier for us to open our minds, lower our prejudices, and add one more option for our lives.

We have two choices for our career:

Choice #1: Watch our conversations bounce off our prospects’ foreheads, shatter on the floor, and then complain, “Life isn’t fair! No one wants to listen.” (Yes, this is a strategy, but it’s a poor strategy. Yet many amateur networkers use it!)

Choice #2: Learn some brain rules. Become a professional network marketer. Feel the power. Watch prospects listen. Get the bonus checks we deserve.

Excerpt from

Breaking the Brain Code

Easy Lessons for Your Network Marketing Career

Enjoy learning new and better ways to understand how we and our prospects think and act.