Tom Schreiter – BigAlBooks.com

All posts by Tom Schreiter

What to do before you look for great prospects.

Most of the questions I get have to do with who to talk to and how to talk to them.

Searching for good prospects is secondary.

Knowing how to talk to prospects is primary.

No matter how good the prospect is, we can say the wrong words. I had years of experience doing just that. Too many distributors try to fix their bad choice of words by finding new and better prospects to ruin. Not exactly a good plan.

Better words means you can capture more potential prospects. It’s just that simple.

Do you have low-level or high-level communications?

Many distributors communicate at the lower levels of communication. To improve our sponsoring, we should try to communicate at the higher levels.

Here are the levels, starting at the lowest level:

1. An email or text message. Hard to make any kind of connection.

2. A webpage, video, or brochure. Slightly better, but not by much.

3. A phone call. Ooooh, much better. You get two-way communication, feedback, and can address the prospects’ questions instantly.

4. A video call. You can get feedback and see the expression on your prospects’ faces. You can even watch them roll their eyes and fall asleep.

5. Person-to-person. Total body language feedback and more.

But the very highest level of communication?

6. Person-to-person over food. No one ever gets mad at you over food. Meet someone for lunch or over coffee to ensure great, friendly presentations.

Worry about what you can control.

“Your character is what you really are, while reputation is merely what others think you are.” — John Wooden

This famous basketball coach simply asked his players to perform to the best of their ability. He told them not to worry about the opposing players because they could only control themselves. If they played hard, the outcome of the game would normally be in their favor. They could not control if the other team had a lucky game.

It’s the same in network marketing. Don’t worry about the outside influences that you cannot control. Instead, worry about what you can control — your own personal performance.

And learn the hard-core skills of communicating to people. Instead of idle chit-chat or talking or presenting, learning exactly how to communicate to their subconscious mind’s programs is the skill we should concentrate on.

If you commit to performing to the best of your ability, your bonus checks will take care of themselves.

What should you do when your company makes changes?

Change happens. Change is never comfortable, but it always happens.

The leaders who go to the top in network marketing accept change, good or bad, as part of life. They make decisions, then get on with life. They make the best decision they can, then live with it. They don’t spend endless hours second-guessing their decisions.

Why adopt this strategy?

Think of it this way. You could try to manipulate changes into perfect solutions. Well, we know that will never happen in our non-perfect world. You would be busy for the rest of your life manipulating a change from 10 years ago.

So accept change. Make a decision. Then get on with building your network marketing business.

Before you give that presentation …

You can’t solve a problem unless you know what the problem is.

So before we tell our prospects about our products and business, let’s make sure they have a problem we can solve.

So how much is too expensive for your product?

Ever hear this objection?

“I can’t afford it. It is too expensive.”

So what is the prospect telling you? The prospect is telling you, “No. You haven’t convinced me your offer is worth that much money.”

Everyone has money. They have money for an expensive car payment, an overpriced designer smartphone plan, beer, lottery tickets, beauty salon, eating out … and actually, plenty of money for things they want.

And if they don’t have enough money for the things they want, they borrow more money! They use credit cards! They get what they want.

So instead of trying to fit your product or opportunity into their budget, instead, give more value. People will pay for what they want.

“What would you like me to do now?”

Here is another close that you can use with prospects.

“What would you like me to do now?”

When you use this close at the end of your presentation, all of the stress and fears of rejection leave you, and the decision is now up to the prospect.

Actually, the prospect now feels a bit of pressure to make a decision. The prospect must now decide to ask you to leave, or ask for more information, or say that he is ready to join, etc.

But the neat thing is … the prospect has to make a decision. And, you can use this close to gracefully end your presentation.

Yes, this is very low-pressure, but I always like to treat prospects as adults.

Get inside your prospects’ minds with a story.

Here is one of my favorite mini-stories: Food for thought.

One married couple goes out to a restaurant twice a week for dinner. They spend $160 a month on eating out. They get fat.

Another married couple invests $160 a month in their own network marketing business. They stay slim and healthy. In a few years, they retire.

I like this. It opens up the prospects’ minds and lets them know that a small change of behavior can make them successful. Also, I don’t get the objection, “I can’t afford it.”

They are already spending the money they need to participate in their own network marketing business. Now it is a matter of choice. Do they want to continue to dine out or would they rather eventually own the restaurant?

Where to get “superstar” leaders?

Think about it. Most business-builder “superstars” are sponsored by people who aren’t “superstars.”

What does that mean to you?

Spend time with everyone. Don’t prejudge. The next person they sponsor could become a great leader.

You don’t personally have to sponsor superstars to build a large, successful organization.

Does your distributor sabotage his efforts and think like this?

My frustrated distributor insists he wants to become a leader and make at least $10,000 a month.

And, he insists that he should already be earning $10,000 a month after just six months with the company. After all, the company can’t be any good if you can’t earn at least $10,000 a month after six months of part-time work.

So I asked my distributor, “How much do you earn in your present job that you’ve been working for the past 12 years?”

He replied, “About $2,000 a month.”

Did he get the hint? No.

So then I asked my distributor how much sales volume he moved in his organization every month. He replied, “My group moves $5,000 in products every month!”

My distributor still thinks he should earn $10,000 a month, even though he provides less than $10,000 a month in value to the company.

I can predict my distributor’s future. He will insist that it is all the company’s fault and he will just have to look for another opportunity that will pay him $10,000 a month after six months’ work. It doesn’t matter if he provides very little value and service, he just deserves $10,000 a month. 🙂

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