I attended a workshop in Thailand and the speaker asked a student:
“So how much money do you want to make in your business?
The student answered:
“A million dollars a year.”
The speaker then asked the student:
“How many prospects do you talk to each week?”
The student answered:
“About 4 or 5 prospects.”
The speaker said:
“There is a giant disconnect here. It appears that you want to talk to only 4 or 5 people a week much more than you want to make a million dollars. To make a million dollars you will have to talk to at least 30 or 40 prospects a day. It will take a huge effort to make that million dollars.
“So tell me, what are you going to decide to do? Are you going to decide to talk to 30 or 40 prospects a day to have a chance to earn a million dollars?
“Or are you going to choose to only talk to 4 or 5 prospects a week, accept a small bonus check, and lie to yourself and fool yourself into believing you can eventually earn a million dollars?”
Now, that is harsh. But so true.
Wishing, wanting, and hoping are easy to do. Everyone does that.
But look at the activity you are doing now. Is that the activity that is going to earn you the bonus check you really want?
Consider these definitions.
To be a coach, you don’t have to know how to do what you are coaching. Many coaches simply listen to their distributors and tell the distributors they already know what to do and how to do it. As coaches, they simply hold the distributors accountable for their actions.
These coaches don’t have to be good sponsors, good presenters, or good leaders. They simply hold the distributors accountable, and attempt to motivate them into action by talking about their “Why,” etc.
To be a mentor, you should already have the skills the distributor seeks to learn. In this case, the distributor does not have certain skills and experiences, and seeks the answers from the mentor. The mentor is not responsible for motivating or holding the distributor accountable. The mentor assumes the distributor is already highly motivated and will put the lessons into action.
To be a mentor, you must first master the skills the distributor seeks. And if you master the skills, the distributor seeks you.
And what if the distributor is not self-motivated? Well, the distributor won’t be seeking you out. 🙂
Are you simply a coach that talks a good talk? Are you a coach that motivates distributors to take action? Are you a mentor that has mastered skills and can pass them on to self-motivated people?
Or, are you simply a lousy sponsor that recruited a distributor and quickly moved on to finding your next new distributor?
1. Write down the exact first sentence you will use to start your presentation.
2. Write down five or six “Ice Breaker” first sentences to get cold prospects to instantly ask you for a presentation.
3. Write down the three questions you need to answer in every presentation.
4. Write down the exact word phrases you will use to get your message inside your prospect’s mind.
If your new distributors cannot write down the answers to these basic beginner skills, then it is too early to leave them on their own. You will have to teach them these skills first.
1. From Mark Davis: “A great way to lose weight is to eat while you are naked and standing in front of a mirror. Restaurants will almost always throw you out before you can eat too much.”
2. From Sam Pitts: “A new study shows that you can now drink all the beer, wine, and even whiskey that you want, and it won’t cause you to get fat. The study suggests that drinking all you want will in fact cause you not to be fat, but lean. You will lean on the chair, the table, the bar, the car and even the commode.”
Prospects respond to offers.
Sometimes how you describe your offer is more important than the offer.
Go to a department store or grocery store. You’ll see signs that say:
“Everyday Low Price!”
What does that mean? Is the item discounted? No.
The item is the same price as it was yesterday before the “Everyday Low Price!” sign was installed.
However, prospects perceive the item to be a bargain … and sales of that item increase.
The offer is the same. It’s just how the offer is described.
So, one little change can make a big difference. Why not review how you describe your products, services and opportunity?
Maybe a small change will help your prospects get excited.
For example, instead of saying “residual income” … why not say “extra paycheck” instead? See if your prospects’ eyes light up with just a different way of saying the same thing.
In one of my London workshops, I said:
“In order to participate or take control of a conversation, you must disagree with the other person.”
Why? Because if everyone agreed, it would be a boring world. One person would talk, and everyone would just nod their heads and agree.
This means you should never tell prospects they have bad jobs. If you do, the prospects will disagree and defend their current jobs or opportunities.
Instead, always mention how wonderful their job or opportunity must be. Now they will disagree and tell you how awful it is … and you have created a great prospect.
“Clothes make the man. Naked people have little or no influence on society.”
— Mark Twain
While conducting a workshop in upstate New York some years ago, a young lady told me her story:
She was a college student and happened to read Robert Kiyosaki’s book, “Rich Dad – Poor Dad.”
She was motivated and excited to learn about being in her own business. It wasn’t something she had learned at her university. So, next she read Robert Kiyosaki’s book, “Rich Dad’s Business School for People Who Like Helping People.”
Now she was totally sold on network marketing but she didn’t know anyone in network marketing. Wow! There goes that old saturation myth.
She began calling everyone she knew, and even people she didn’t know. When she finally found a network marketer, she was so excited that someone would actually help her get started.
The moral of the story?
There are millions of people out there who don’t know about network marketing and what it can do for them. There are many books that are great tools to create desire in ordinary prospects looking for a better life.
Many of the Big Al books have been translated into Spanish, and more are on the way! Click the link below to check them out.
A distributor wanted to continue holding hotel opportunity meetings. The hotel meeting room cost $200. The number of new guests averaged only 10, and the average was dropping.
This meant that the distributor invested $20 in each guest in meeting room costs ($200 divided by 10 guests).
It would be cheaper to hold the meeting in a restaurant, and offer to pay for each guest’s meal. And, if no guests showed up for the meeting, there would be no cost, unlike the fixed hotel meeting room cost.
It would be easier to invite a guest to a dinner meeting with the offer of a free meal — than to get a guest to a hotel opportunity meeting.
This method helps with small or marginal opportunity meetings until the group grows into a larger, more exciting hotel opportunity meeting.