Tom Schreiter – BigAlBooks.com

All posts by Tom Schreiter

Learn to let it go.

For every minute you are angry with someone, you lose 60 seconds of happiness that you can never get back.

— Will Rogers

A neat contest idea?

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!

Our opportunity shouldn’t be a secret.

“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.

Give your prospect the “truth” guarantee.

Prospects are afraid to take risks. That’s natural.

We attempt to soothe their fears by saying things such as:

  • “Try our business. We have a 30-day money-back guarantee.”
  • “Try our product or service. We have a 30-day money-back guarantee.”

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.”

Six great openers to get your prospects’ attention.

Try these. They are some of my favorites.

  1. I show people how to have five-day weekends.
  2. Would an instant raise solve most of your problems?
  3. Think of all the things you could do in life if you
    didn’t have to waste two hours a day commuting.
  4. Stop paying somebody else to watch your kids grow up.
  5. I show people how to get a $500/month raise without having to ask their bosses.
  6. We’ll never get rich by working a job.

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 checks. Even if my credentials included a Ph.D. degree in Networking, my credentials don’t mean a thing.

Why?

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?

Experiences.

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.

How to avoid long presentations.

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.

The solution?

Instead of talking about more benefits, concentrate on showing your prospect how SIMPLE it can be to do your business.

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?

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.

Time to go to night school?

What do we know about people who attend night school?

1. They have a job. That is why they are going to school at night.
2. They live locally.
3. They want to get ahead in life.
4. 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.

1 2 3 17