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TRANSCRIPTS-
CHAPTER TWELVE
It’s All Worth It
Network Marketing can be challenging. It is an
emotional experience. The ups and downs can
be dramatic. But in the end, for so many reasons,
it’s all worth it.
The Career You Will Create
If you decide to become a Network Marketing Professional,
you will not only create an income for yourself, you’ll
create a career. I think about this a lot. Consider the skills
required to be a doctor, a lawyer, a big company CEO, or even
a world-class musician. You’re talking about a high level of
skill, and a fairly high level of income.
Now consider the skills necessary to become a Network
Marketing Professional. They are TINY in comparison! And
yet many Network Marketing Professionals enjoy a higher
level of income and most certainly a higher degree of freedom.

If you look at any career, there is a barrier of entry (how
hard it is to get in) and a long-term benefit (what you get if
you do get in). For example, a doctor might have 12 years
of school plus an internship. That takes intelligence some of
us don’t have, money some of us don’t have, or even possibly
contacts some of us don’t have. At the end, they get to enjoy
a long-term benefit (although many of them would say the
benefit wasn’t worth the investment).
There’s always a ratio between the barrier of entry and the
long-term benefit. There is no question in my mind that of all
professions in the world, the profession of Network Marketing
has the best ratio when you compare the low barrier of
entry with the high long-term return.
One of the best decisions in my life was making a career
out of Network Marketing instead of just messing around. Becoming
a professional made all the difference, and now it’s
great fun to spend a good portion of my time helping other
people do the same thing.
The Freedom You Will Enjoy
Freedom is an interesting word. When it comes to work, I
think we understand the concept, but not the entire meaning.
For me, freedom means having choices. It means living the life
I want to live instead of the life other people want me to live.

Do you remember the imagination you had as a child?
Imagine your life without limits.
• You wake up when you’re done sleeping.
• You’re doing work that is fulfilling and makes you
happy.
• You get to work with people you enjoy.
• You don’t have to compromise all the time.
• You work when you feel like working but you also play
when you feel like playing.
• You get to spend tons of time with the people who are
important to you.
• You are living a big life and not wasting away in a box.
When you get a clear picture of what freedom is all about,
you’ll find the price you’ll need to pay to achieve it in Network
Marketing is very low. Facing your fears and living a life
that’s free is easy. Spending the rest of your days living half a
life is hard.
The Lives You Will Touch
It’s one thing to create freedom for yourself and your family.
It’s another thing altogether to help someone else do the
same. There are so many people struggling in this world. You

have the ability to help people see a bigger picture for themselves.
You can give hope to the hopeless. You can encourage
their dreams. You can provide them with the inspiration necessary
to face and overcome their fears.
One of my greatest joys is to appear in someone else’s testimonial.
It’s great to hear that someone was lost, and in some
small way I was able to help them find their way. Network
Marketing allows you to do this on a very big scale. Not only
can you help one person, but you can help hundreds or even
thousands to live a better life. And the exciting thing is, that
is just the beginning.
It’s just like throwing a rock into a pond. When it hits the
water you see the ripples growing larger and larger until they
hit every edge of the pond. In Network Marketing, sometimes
you don’t see all the ripples. You might be aware of the impact
you had on one person’s life and maybe one or two more
ripples, but they keep growing whether you see them or not.
This is why I do what I do. It’s why I wrote this book. I
know people will be positively impacted and that’s a stone
thrown into the water. But then they’ll make a positive impact
on others and the ripples begin, and those people will do the
same, and over and over and over again.
With Network Marketing, you really can make a difference.
The People You Will Meet
Network Marketing has introduced me to the most amazing
people. This profession gives you a chance not only to expand
your group of friends, but also to be able to spend more
time with them. You’ll never find a more passionate group of
entrepreneurs in any other profession. These people love life
and spend their time lifting each other up. Here’s an example
of what that means to me and what it could mean for you.
You can name virtually any state in the United States or any
other country in the world, and a friend instantly pops into
my mind.
Network Marketing has also introduced me to many of
my heroes. I’ve been lucky enough share the stage and become
friends with great people, including Anthony Robbins,
Brian Tracy, Denis Waitley, the late Stephen Covey, Tom Peters,
Les Brown, the late Og Mandino, David Bach, Robert
Kiyosaki, Harvey Mackay, Art Williams, Ken Blanchard, Tom
Rath, Daniel Pink, Mark Victor Hansen, Jack Canfield, Jeffrey
Gitomer, Gary Vaynerchuk, Tom Hopkins, and many, many
others. On top of all that, I’ve been able to learn from more
million-dollar MLM earners than I could count. All of them
have had a positive impact on my life and my career.

This profession also helped introduce me to my amazing
wife Marina. I was in Moscow for a big MLM training event
and she was attending that event with her family. Because she
could speak multiple languages, she was helping to translate
backstage. I was smitten. Our first date was in Red Square at
midnight after the event, with the snow softly falling around
us. I’ll never forget it. We’ve been together ever since. I’m not
saying you’ll find the love of your life in MLM, but I AM saying
you’ll find friendships that will last a lifetime.
The Places You Will See
If you build a large and successful Network Marketing
business a few things will happen. First, you’ll win some trips
that will be trips of a lifetime. Second, you’re going to need to
support your organization as they expand into every territory
or country where your company does business. And third,
you’re going to have enough money and time to go wherever
you’d like.
It’s been said that your life can be measured by the number
and intensity of your experiences. If that’s true, I’ve already
lived a very long life. I’ve been to every state in the
United States with the exception of Alaska, and I’ll remedy
that soon. I’ve also been to about 40 countries around the
world. I’ve gone diving at the Great Barrier Reef in Australia,
toured the Hagia Sofia in Istanbul, visited the twin towers in
Malaysia, boated around James Bond island off the coast of

Thailand, visited the tent cities in Nigeria, ridden the huge
Ferris wheel in the port of Singapore, had a private tour of
the White House, watched the sun rise on New Year’s Day at
the Grand Canyon, enjoyed a 30-course meal at the worldfamous
El Bulli in Spain, cruised through the canals of Amsterdam,
ridden a hot air balloon over the Rocky Mountains,
rented an entire cruise ship for 2,000 of my friends to sail to
the Bahamas, had dinner under the stars on top of the Hotel
de Paris in Monaco, visited my heritage in Norway, sailed the
Black Sea off the coast of the Ukraine, witnessed the amazing
Sistine Chapel in Rome, golfed at St. Andrews in Scotland,
watched a World Cup match in Ireland, and prayed at the
Wailing Wall in Jerusalem.
ALL of this and so much more was made possible because
I embraced the great profession of Network Marketing. The
same can happen for you.
The Causes You Can Contribute To
There are lots of worthy causes. You might want to give to
your parents or someone else in your family, or to an organization
than means something to you. In 2011, I asked Harvey
Mackay, a best-selling author as well as a wildly successful
businessman and community activist, for his secret to success.
He told me this story.

“Eric, my father sat me down after I graduated
from the University of Minnesota at age 21. I was a
little bit cocky, going to take on the world, going to start
at the top and work my way up. And he said, ‘Harvey,
25 percent, one-fourth of your life, starting now, is going
to be devoted to volunteerism.’ Now I didn’t know
what that meant, other than I started volunteering for
everything. Heart, cancer, United Way, Boy Scouts,
March of Dimes, Salvation Army, everything. Let me
tell you what that experience has done for me my entire
life. By being on all those boards and being involved in
all those charities, I became a better communicator. I
became a better leader. I became a better salesperson,
because all I was doing was raising money for the more
than 20 boards that I’ve been on. I became a better sales
manager. And can you imagine how many new people
I met by just being a volunteer? My network grew tremendously.
“But the biggest thing that happened was my sense
of being a citizen of the world. To know that you’ve
helped another human being and to be able to see the
results—it’s an unbelievable feeling. I’m so thankful to
my father because his advice changed my life. “

This interview changed MY life because it impacted my
thinking on contribution. I had always thought there was really
only one way to help a worthy cause and that was with
your money. But after my conversation with Harvey, I realized
there were three ways to help.
The first is with your money. Of course you can write a
check, and that’s wonderful. Network Marketing can allow you
to write bigger checks than you could ever imagine before.
The second is with your time. Like Harvey said, you can
dedicate a portion of your life to causes that are important to
you. He chose 25 percent. You can choose whatever you’d like,
but I’d encourage you to choose. And by time, I don’t mean
just volunteering few hours here and there at the shelter or
something. I mean give your time to creative thinking, raising
awareness, and raising money.
And the third is probably most important, and that is with
your influence. Take the time you’re going to spend on your
cause and put all of your influence behind it. Inspire your organization
to do something great with you. Encourage your
company to get involved. Leverage your network to do great
things. You are powerful and more so because of your involvement
in Network Marketing. Use that influence for good. It
will change your life for the better.

The Person You Will Become in the Process
Network Marketing changed my life for the better because
it forced me to become a better person. As a profession, we
move products and services to the customers who want them,
but our real purpose is much deeper.
At its core, this profession is an incubator for personal
growth.
• You’ll learn how to face your fears.
• You’ll learn how to solve problems.
• You’ll learn how to feed your mind with positives and
protect your mind from negatives.
• You’ll learn how to grow stronger.
• You’ll learn how to lead.
When I first started out in this profession I did almost everything
out of fear. I was afraid I wouldn’t succeed. I was afraid
I was going to run out of prospects. I was afraid I was going
to miss out on the opportunity. But over time, that fear went
away. I decided to focus on myself and my skills instead of all
the things I couldn’t control, and then everything became clear.
I learned the true secret of Network Marketing.

The greatest benefit isn’t getting what you want. The greatest
benefit is what you’ll need to become in order to get what
you want. I learned what was always there and what has been
passed down for ages. The journey is everything.
Thank you for taking this journey with me. Let me conclude
by sharing what I say at the end of every Network Marketing
Pro video. Ladies and gentlemen, my wish for you is that
you decide to become a Network Marketing Professional—you
decide to Go Pro—because it is a stone-cold fact that we have a
better way. Now let’s go tell the world.

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Skill #7-Promoting Events

(Audio)

Go Pro-7 Steps to Becoming a Network Marketing Professional
TRANSCIPT-The Importance of Promoting Events Skill #7:

In Network Marketing, meetings make money. It’s just that simple. Yes, technology can help us connect with people in ways that are becoming more and more e – cient, but nothing replaces face-to-face interaction.

Meeting people one on one, in small groups, or at local or bigger events, will have a huge impact on the long-term suc- cess of any Network Marketing organization. But one partic- ular type of event is the most powerful, and that is the “desti- nation” event. It might be a company-sponsored event or one put on by your upline leadership, but a “destination” event is one where most of the attendees travel to a di erent city, stay at a hotel, and participate in a conference or convention.

Some try to argue that the destination event is dead in the new technology world and people won’t travel for these things anymore. All I can tell you is those people aren’t top earners in our profession. If you study what the successful people do
to build their Network Marketing organizations, you will nd that virtually every one of them uses destination events as a cornerstone for building their business.

There’s something magical about getting away from your day-to-day grind and focusing completely on your dreams. Total immersion, even if it’s only for a weekend, is GOOD. You can use it to refocus and recommit to your future and gather the strength necessary to go back home and do what’s necessary to move your business forward.

You gain strength from the presentations you hear dur- ing the event. Sometimes a person says something at just the right time in your life, and it changes you forever. Over 20 years ago I was at a convention when a guy by the name of Johnny Daniel said, “You can tell the size of the man by the size of the problem that gets him down.” at statement went right into my heart and has helped me ever since. If I ever get sad or depressed, something inside me says, “Is this the size of Eric?” I answer, “No,” pick myself up, and get moving again.

I’ve had hundreds of those moments over the years at des- tination events. I gave up blaming at an event. I decided to be- come a professional at an event. I realized no one could stop me at an event. I decided to go to the top at an event. In fact, as I think back, I can’t think of a single signi cant moment in my Network Marketing career that didn’t happen at an event. ey are that powerful.

In addition to gaining strength from the presenters, you also receive incredible validation of your decision to be in- volved. It’s a concept called “social proof,” and it’s very im- portant. As human beings, we’re wired to seek proof from sources outside of our own thoughts and experiences. At a destination event, you see lots of other people who’ve made the same decision you have, and that feels good. Also, you see how some of them have overcome their fears and gone to the highest levels in your company. You start to think, “If they can do it, maybe I can do it too.”

There’s also some positive peer pressure involved. Most destination events include recognition programs—who won the contest, moved to the next rank, earned the top income, or spoke from the stage.

When I went to my rst event and saw all the people walk- ing across the stage, I had one thought: “ e next time, I’ll be walking across that stage.” It was inspiring that so many people had accomplished what I hadn’t done yet. It made me think I could do it and it made me work on a plan to make it happen. In addition to being inspired, I also didn’t want to show up at the next event without some improvement in my business. at positive peer pressure helped me face my fears and make it happen.

Overall, the sense of community at a destination event is comforting. We all live in a world lled with ignorant people when it comes to Network Marketing. at can get discour- aging at times. But when we go to a big event, suddenly we are surrounded by people who think like WE think. ey have similar beliefs, hopes, dreams, aspirations, and positive attitudes. Spending time with this amazing group of people can literally ll us back up again so we have strength for the next push.

Once you understand how important destination events are to the success of your business, you need to learn how to e ectively promote them to your organization. It’s really very simple: e more people from your group attend events, the more money you’re going to make in our profession. Top leaders know exactly how many people are attending and they make sure to grow that number at every new event.

ink about it. Take two distributors who each have a group of 100 people. Distributor A makes it a priority and gets everyone to attend every major destination event. Distributor B doesn’t make it a priority, so only a handful attend. Which group is going to be more successful? It’s not even a contest.

e rst step in developing a culture that promotes atten- dance at destination events is to personally be more commit- ted than anyone else to attending, and helping others make the same decision. at means you need to lead by example, and never miss a destination event.

When I rst started in this profession I didn’t know how I was going to do it. I didn’t have the money and I couldn’t a ord the time; I had the same obstacles as anyone else. But something happened to me at my rst event that changed ev- erything. I scraped up enough money to get there and it was a mind-blowing experience: e stage, the lights, the people, the stories—it was awesome.

During one of the sessions, I stepped out to go to the bath- room and when I came back to the entrance to the big con- vention hall, I found myself standing next to one of the top income-earners in the whole company! It was like standing next to a celebrity. He had achieved what I wanted to achieve, and more. I stood there trying to think of something smart to say. Finally, I simply introduced myself and asked, “What’s the secret?”

Today I know there isn’t a secret and he could have said the same thing to me, but instead he had a little compassion and gave me an important lesson that serves me to this day. He said, “Eric, do you see this room? It holds about 2,000 people. We have these events about three times a year. Here’s the secret. At the next event, half of these people won’t come back, but the other half that does will be making about twice the average of everyone else in the room. Your job is to be in the 1,000 people who come back. And it doesn’t stop there.

At the next event half of those 1,000 won’t come back, but the 500 who do will be making four times the amount of the average in the room. is continues from event to event. If you continue to come back, you’ll end up being among the highest paid people in the room, and eventually you’ll even nd yourself presenting on stage.”

I said, “ at’s it?” And he replied, “Eric, obviously you’re going to have to continue to work on your skills in between events, but my experience has shown me that if you outlast people at our big events, you’ll make it to the top.” is was pretty simple for me to understand. I thanked him and made a resolution on the spot to never miss a big company event.

It wasn’t easy. Sometimes the event tickets alone were a problem. I made it a priority and found a way to buy them. Sometimes childcare was an issue. I relentlessly searched for babysitters until we found someone we could trust. Some- times I struggled with how to get to the event. Instead of tak- ing a nice comfortable direct ight, I sometimes had to book one with two or three connections. Instead of ying, some- times I had to drive, even piling into one vehicle with a group of people to get there. ere were even times when I reserved a bus and recruited people in my area to share the ride. e point is, I made it a priority and I made it to the event—no matter what.

As for accommodations, today I stay in a suite, but it wasn’t always that way. At the beginning I o en shared a room with as many people as possible. Instead of room service, we would go to the local grocery store and get food for inexpen- sive meals. And the minibar was strictly o limits.

Bottom line, the advice I received all those years ago WORKED. Because I was ambitious and hungry, I gured out a way to outlast the people who were less committed and, just like that top income-earner had told me, my income contin- ued to grow with each event.

On top of that, another strange thing happened. I started to feel di erent than everyone else. I started to feel like an “Iron Man.” I started to be proud of the fact that I was still standing when other people lost faith. So, if you’re more com- mitted than anyone else to attending the destination events, that all-important commitment will serve you very well.

Once you are fully committed, the next step is to grow the number of people on your team that attend with you. Most people announce the next big event to their group, sit back, and hope people register. Professionals understand there is a big difference between being an “announcer” and being a “promoter.”

Promoters make the event a priority in their group. ey are relentless with their message. ey tell stories that inspire people to action. ey take nothing for granted and don’t rest until people have registered. ey paint a picture in people’s minds about how great the event will be and the bene ts of attending. One thing I learned long ago was to never buy someone’s excuse, at least at the beginning. I can’t tell you how many people started o by telling me the reasons they couldn’t attend the next destination event, only to nd out their reason was just an excuse, and wasn’t really true.

e problem with amateurs is they buy that rst story and that’s the end of it. A person says, “I can’t get o work,” or, “I can’t a ord it,” or, “I can’t arrange childcare,” or, “Who’s going to watch my dog?” or, “ ere’s a birthday party that weekend.” And the amateur says, “Oh well, it is what it is. I hope you can make it to the next one.”

e professional has a completely di erent mindset. When they hear an objection, they don’t buy that story be- cause they know it’s probably not real—or at least not real enough. Instead they work with that person to help them un- derstand the meaning and importance of attending the event. en they brainstorm with them to gure out a way to over- come their initial problem. I can’t tell you how many people I’ve talked to who had already decided they weren’t going to attend the next event, and within ve minutes, they’d changed their mind and registered. e lesson here is to tell your story. Don’t buy theirs.

ink of this skill as if you are a publicly traded company and your stock value is tied directly to how many people you have at each destination event. If that were the case, you’d make it a priority to always have a bigger number at the next event, wouldn’t you? You might start with just you at the rst event, but then the goal needs to be to bring some people with you to the next one, and to grow that number at the next and the next and the next. ere’s no such thing as a silver bullet in Network Marketing, but this skill is as close as it gets.

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TRANSCRIPTS-CHAPTER NINE
Skill #6—Helping Your New Distributor Get Started Right
In Network Marketing, people invest enormous effort, time and money into getting people signed up, and then squander that investment by leaving their new distribu- tors to figure everything out for themselves. Professionals don’t do that. They set proper expectations, they help get some quick results, and then continue to guide the new distributor through the many phases of our profession.
I was lucky enough to have an early mentor, Michael Nelson, who was very skilled at guiding new distributors. Michael wasn’t in my upline, but he was clearly the leader in my city. In addition, he had a lot of experience in our profession. So I listened to what he said, I watched what he did, and I asked him tons of questions.

Back in those days, he had a small office close to my home, and I was always hanging around trying to learn something. Michael was a very successful recruiter. He was always bringing on new people. And for the most part, Michael’s people did well in the business. That wasn’t happening for me. The few people I recruited did nothing.
As I watched Michael, I noticed that every time he signed up a new distributor, he scheduled what he called a “Game Plan Interview.” I decided to model what he did. So the next time he met with a new distributor, I sat behind them, close enough to take notes on their conversation. I did this several times, and was surprised to learn he went through the same exact interview every time. I thought if I could learn that interview process, then I’d have a chance at his results.

Game Plan Interview—Part One
He validated their decision to become a distributor. He said things like, “Congratulations on making the decision. I’m proud of you for taking charge of your life. From now on, things are going to be different for you and your family.” It always took less than five minutes, but by the end of their discussion, any doubt they may have had about becoming a distributor was gone. They felt great.

Game Plan Interview—Part Two
He set their expectations. He knew most people came into our business with unrealistic expectations, so he always said the same three things: “If you succeed in this business, it’s going to be you who creates that success, not me. And, if you fail in this business, it’s going to be you who creates that failure, not me. You are going to be the difference between success or failure. I’m here to guide you every step of the way, but I can’t do it for you. I’m here to work with you, but not for you.”
Wow, this was a radical concept and so different from the conversations I had when I got a person started! I said things like, “I get paid from what you produce, so I essentially work for you!” Well, what kind of expectation do you think THAT set in the new distributor’s mind? I’d also say, “WE are going to build a business together,” when that wasn’t really true. THEY needed to build a business. I could be a resource, but I couldn’t do it for them. The next thing he said was, “My job is to help you become independent from me as quickly as possible. Do you agree that’s a good goal?” Again this was radical, but it made sense. Up to that point, I had a group that was extremely dependent on me. They only did something when I pushed. But Michael had a group that produced on their own without his constant help. He had duplication and freedom. I didn’t. This set the relationship up so Michael would be the teacher for his group and not the slave. He could show them the skills and then they could indepen-dently build from that point forward.

The third thing he said was, “There will certainly be ups and downs as you build your business. There will be good times and bad times. I’ll know you’re in one of the bad times when you aren’t calling me, you aren’t showing up for meetings, you aren’t on the calls, if I start hearing excuses—that sort of thing. When that happens with you, and it happens with everyone, how do you want me to handle that? Do you want me to leave you alone or do you want me to be persistent and remind you why you made this decision in the first place?”
This was brilliant because it’s true that everyone will have times of self-doubt. He let them know it was natural and at the same time, set up the relationship so he was in a position to turn them around when it happened.
What Michael accomplished with these three concepts was so different from promising the world like I was doing, that it was like night and day. With my approach, the distribu- tor would sit back and wait for me to perform. And if I was ever too busy or couldn’t help for some reason, I became the easy excuse for why things weren’t working out. With Michael’s approach, his people became independent quickly. He would coach them from time to time, but he wouldn’t allow his group to use him as an excuse for their lack of results. While my distributors struggled, his flourished.

Game Plan Interview—Part Three
Michael went through a getting-started checklist to help the new person have the best chance for success. The exact plan would be different for every company, but the concept was to do everything possible to get quick results. Here are some examples of what you could include in your getting-started checklist:

Getting-Started Checklist
1. Make sure your new distributor is set up with appropriate products. Just about every company has prod-ucts that can be personally used by the distributor, so make sure your new person is doing that. Depending on your company, this may include a monthly commitment. It’s very important that people develop an emotional attachment to the products and that can only happen if they are using them and enjoying the benefits. In addition, many companies have products that can be sampled or used in demonstrations. In that case, new distributors should have an appropriate supply so they are properly prepared.

2. Make sure your new distributor is set up with appropriate tools. We’ve talked about the importance of third-party tools in building a large and successful Network Marketing business. Your new distributor needs to be prepared to help their prospects with the tools that will profes- sionally take them through the exposure process.

3. Make sure your new distributor gets connected. Show them how to find things on the company website, where the upcoming events are being held, when the leader- ship calls or webinars are being conducted, etc. Remember, our goal is to help them become independent as quickly as possible. This is an important step in making that goal a reality.

4. Make sure your new distributor has a basic understanding of the compensation plan. They don’t need to know it in detail at the beginning, but they should at least understand the key points and what will happen financially as they move through the first few levels.

5. Make sure your new distributor has a fundamental understanding of how to properly invite their prospects to understand more about what they have to offer. You can save them from running out there and talking their heads off with little or no results by giving them a brief overview of how and why a professional invitation process works.

Game Plan Interview—Part Four
Michael helped the new distributor create a game plan to get through the first few ranks and challenged them to do it quickly. He understood, and helped me to understand, that it was a race to help a person get results quickly. If they received early positive reinforcement, they’d continue. And if they didn’t, they had a tendency to fade away. Every company is different, so this game plan will also be different. But think about the simple actions you could en- courage people to take during their first week to get the best possible results.
– How can they get their first customer?
– How can they get their first distributor?
– Can you encourage them to attend their first company event?
– What steps can you take to help them earn their first commission check?

Success in Network Marketing wasn’t real for me until I earned that first check. When it arrived, everything changed for me. I started to really dream about creating a better life for myself and my family. Helping your new person get off to a quick start is vital.
Game Plan Interview—Part Five
Michael always ended by giving some specific assignments. One thing I’ve learned is new distributors crave direction and they respond incredibly well to simple assignments. Michael always ended by giving those assignments along with a deadline for them to be completed. He told his new distributor to get back to him by a specific date. It’s just like the exposure prospecting process. You go from exposure to exposure, but it doesn’t end when they become distributors. The professionals continue to go from exposure to exposure, assignment to assignment.
The purpose of all of this is to help the new distributor get “over the line.” When someone gets started, there is always a line between success and failure. On one side of the line, it’s easier to quit than to continue. On the other side of the line, it’s easier to continue than to quit.

What can help a person get over the line?
• Signing up their first customer
• Signing up their first distributor
• Getting their first commission check
• Attending a big company event
• Making friends inside the organization
• Proclaiming their intentions to the world
• Getting promoted to a new level
• Being recognized for some sort of achievement

There are hundreds of other things that can contribute to a person getting over the line. As a sponsor, your job is to help them get over the line and STAY over the line. And the line never really goes away. It’s always there and you, as a leader, need to be constantly aware of where your people are emotionally. This way you can continue to encourage them to never let go of their dreams.

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TRANSCRIPTS-
CHAPTER EIGHT
Skill #5— Helping Your Prospects Become Customers or Distributors

This skill is a natural byproduct of following up professionally. As you walk through exposure after ex- posure, our goal of education and understanding will be accomplished. But that doesn’t mean the prospect will come out and ask you for an order form or an application. It’s your job to guide them to a decision.
The key to success in this area is a combination of having good posture and asking good questions. Good posture means the way you carry yourself. Your words and actions will help your prospect feel more confident about joining your opportunity or they will plant seeds of doubt.

In my early years, my posture was terrible. I was trying to “get” people instead of pursuing the nobler goal of educa-
tion and understanding, and the prospects could feel my in- tentions. I was very emotionally attached to the outcome. You could even say I was needy. Every time I got to this part of the process, I really, really wanted it. Again, the prospect could feel my emotional attachment and that usually scared them away. Through lack of results and without even realizing it, I started to assume people were not going to be interested. And that assumption started to seep into everything, which led to the predictable result of the prospect not joining.

Most of the time I wasn’t properly prepared. I didn’t have applications, start-up materials, or whatever else was neces- sary. Think about the subconscious impact this had on my prospects. It seemed like just about everything I did projected a lack of belief and a lack of professionalism.Instead of asking questions and listening intently to the answers, I just talked and talked and talked. I was more focused on being interesting than being interested. Prospects don’t like that. No one does. So, again I followed my pattern of modeling the professionals. I watched what the best closers did and began to copy them. I interviewed top performers to figure out what they did differently. And slowly, I started to see the flaws in my approach.

First, I learned that professionals are emotionally detached from the outcome. In other words, their goal is education and understanding while helping a prospect make a decision that would positively impact their life. They are the opposite of needy. They aren’t trying to “get” anybody. They are honestly just trying to help.

Second, they are very assumptive in their approach. They expect the person to join because their belief that the oppor- tunity would benefit the prospect is so strong. They are rock solid. Many of them are sincerely shocked when a person de- cides not to get involved.

Third, it was interesting to learn they promote themselves as much as they promote the product or opportunity. What I mean by that is they help the prospect make the decision by saying, “You get ME!” When they promote themselves, it isn’t like, “I’m going to do everything for you.” It was more like, “We have a great product and a great opportunity, but I’m going to take this thing to the top and we can do it together.” This gives people great comfort in knowing that they don’t have to learn everything on their own.

Fourth, they are always prepared. Always. They have ev- erything they need to get a person started right on the spot.
And fifth, they ask question after question after question and are great listeners. They act like a consultant helping a person with a problem. The best consultants in the world have to ask a bunch of questions before they can offer a solu- tion. Network Marketing Professionals use questions as their most powerful tool.

As you can imagine, it took me a while to figure all of this out and that was just half the battle. It’s one thing to have the information and it’s another thing to put it into action. I wasn’t as talented as the pros, but I could model what they did, so I just started to act like they acted. I acted emotionally detached (I really wasn’t at the begin- ning); I started to act very assumptive that people would join (I really wasn’t at the beginning); I started to tell people, “and you get ME!” (even though I didn’t think that was such a huge benefit at the beginning); I was always prepared; I started asking lots of questions, focusing more on being interested than interesting.
And as time went on, I acted less and less, and believed more and more. The same can happen for you.

Let’s talk about questions. If you were a consultant and your job was to figure out if an opportunity was a good fit for your client, what would you do? You’d ask questions right?
In working to help a prospect make a positive decision about your opportunity, you’re going to do the same thing. But instead of asking, “What did you think?”—which leads no- where—learn to ask questions that lead in a positive direction.
“Did it make sense to you?”
“What did you like best about what you just saw?” “Pretty exciting, isn’t it?”
“Can you see how this could be an opportunity for you?”
Of these examples, the one I use the most is, “What did you like best?” The answer to that question is almost always positive and it gives you clues as to the area in which they are most interested.
Then I like to say, “Let me ask you a question. On a scale of 1 to 10, with one meaning you have zero interest and 10 being you’re ready to get started right now, where are you?” They will give you a number. And it’s usually obvious from their number that they either need more information before they will make a decision or they are leaning toward getting started now.

If you feel they need more information, just guide them to the next exposure that will help them the most. But if you feel they are ready to get started, then ask a series of four ques- tions. This “Four Question Close” has produced strong and consistent results over the course of my career. If you learn it and use it, you’ll be amazed at how many people you can help.

Question #1: “Based on what you’ve just seen, if you were to get started with this company on a part-time basis, approxi- mately how much would you need to earn per month in order to make this worth your time?” Instead of asking this ques- tion, most distributors say things like, “How would you like to make $10,000 a month?” Don’t do that. Instead of prescribing what you think they want, just ask them what it would take to make it worth their time and wait for their answer.
Question #2: “Approximately how many hours could you commit each week to develop that kind of income?” Now they have to go inside their head and check their mental cal- endar to see how much time they would invest to get that kind of money.
Question #3: “How many months would you work those kind of hours in order to develop that kind of income?” This question makes them think about their level of commitment if they want the income from question #1.
Question #4: “If I could show you how to develop an in- come of (their answer to question #1) per month, working (their answer to question #2) hours a week over the course of (their answer to question #3) months, would you be ready to get started?” Most of the time, you’ll get a positive answer to this question. And when people say, “Sure, show me how,” you can pull out your compensation plan and sketch out a reasonable game plan to achieve their goals.

There are rare occasions when people give you unreal- istic numbers. They might say they want $10,000 a month working two hours a week for one month. It doesn’t happen often, but it does happen. If you face that situation, you act as a consultant and say, “I’m sorry, but your expectations are way too high. You can get to $10,000 a month but it will take more hours and more months than you’re willing to commit. If you’re willing to change those expectations, we can talk.”
If you don’t get a positive answer to the four questions, that’s okay. It just means the prospect will need to have more exposures before they’re ready. Schedule the next one and re- peat this process when you’re done. This skill will take prac- tice. But it’s a skill that will serve you for the rest of your ca- reer. If you’re tired of having too many people thinking about it and not enough taking action, this will help.

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TRANCRIPTS-
CHAPTER SEVEN
Skill #4— Following Up With Your Prospects
In MLM, they say the fortune is in the follow-up. I think that’s true, because most people in MLM don’t follow up at all, at least not as professionals. You need to understand some important concepts if you’re going to master this skill.
Concept #1–Follow-up is doing what you said you would do.
If you say you’re going to call at a specific time, then do it. The Network Marketing Profession is full of people who get all excited one minute and then go missing in action the next. Run your business through a physical or electronic calendar. Be the person who does what they say they’re going to do. People will respect that.
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I sold real estate the year before I got involved in Network Marketing. My father and his partner owned the company. One day I was in the office and a gentleman by the name of Chuck Aycock showed up for a 10 a.m. meeting with my dad. It was 9:55 a.m. and my dad wasn’t in the office yet. I greeted Chuck and told him I was sure my dad would arrive soon. At 10 a.m. exactly, Chuck got up and said, “It’s 10 o’clock. Your dad isn’t here. Have him call me if he wants to reschedule the meeting.”
I couldn’t believe it. He came all the way to the office just to leave 30 seconds after the appointment? I told him, “Mr. Aycock, I’m sure he’ll be here any minute. There’s no need to leave.”
And then he told me something I never forgot. He said, “Son, either you are early or you are late. He’s late and my time is valuable. Have him give me a call if he’d like to reschedule.” And he left!
My dad showed up at 10:10 a.m. expecting to meet Chuck. I told him what happened and he was as stunned as I was. My dad wasn’t habitually late or anything. That particular morn- ing he was just a little casual with his time. He rescheduled the appointment and I noticed over the years that my dad was ALWAYS early for his appointments with Mr. Aycock.
What is the lesson in this story? For me, the lesson was that people respect a person who does what they say they’re going to do. People also respect a person who values their
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own time. If you say you’re going to follow up at a specific time or in a specific way, either do it or reschedule well ahead of your appointment.
Concept #2–The only reason to have an exposure is to set up the next exposure
When I got started, I would conclude every exposure by saying, “What do you think?” No one told me that was one of the worst things to do. It felt like a natural thing to say, but my results were terrible.
I asked one of my early mentors for help and he said, “Eric, the only reason to have an exposure is to set up the next exposure.”
That blew my mind. I thought the reason to have the ex- posure was to get the person signed up! He went on to explain that if you finish each exposure by setting up the next one, the prospect will eventually become educated on the opportunity and make an informed decision.
The goal in my mind changed from “getting” the prospect on the first exposure to just keeping the process alive by set- ting up the next follow-up exposure, then the next and the next, until they made a decision. When I made this small im- provement, my results improved dramatically.
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We talked earlier about how to professionally invite your prospect to take a look at what you have to offer. At the end of that process, we went through several steps to set up the NEXT exposure, meaning your follow-up call. That was your next appointment.
When you make that call, you’re going to ask them if they reviewed the material. They’ll say, “No, I didn’t,” or they’ll say, “Yes, I did.” Let’s talk about how you’ll set up the next expo- sure in both cases.
If they say no, they didn’t have a chance to review the ma- terials, it’s important you don’t show your displeasure at their lack of follow-through. It sounds funny, but a lot of people just jump on their prospects with, “I thought you said you’d be able to see it for sure!” Obviously, this won’t help build that good relationship you’re working on.
The best way to respond is, “That’s okay. I understand some- times life gets busy. When do you think you could do it for sure, for sure?” Now, you might say “for sure, for sure” is a little much, but I’ve used that for decades in this follow-up situation, and I do it because it works. In any case, use whatever language you’d like to use to set up the next time and walk through the same steps to get the commitment. Once you have it, includ- ing the date and time of the next call (the next exposure), then hang up and call them when you said you would.
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Skill #4—Following Up with Your Prospects
If you call them at the scheduled time and they still haven’t reviewed the material, just repeat the process until they do. Remember, they are setting the appointment and you are be- ing the professional by following up like you said you would.
If you call your prospect and they say yes, they’ve reviewed the material, you’re going to ask them a few intelligent ques- tions. First, you’re NOT going to ask, “What did you think?” This just invites the critical part of the prospect’s mind to come up with objections to try to sound smart.
The best follow-up question I’ve ever used is, “What did you like best?” This question will take you in a very positive direction and will give you clues as to the level of their inter- est. If they say “the product,” then your next exposure will probably be product-related. If they say “financial freedom,” then your next exposure will be opportunity-related.
Another great question to ask is “On a scale of one to 10, with one being zero interest and 10 being ready to get started right away, where are you right now?” With this question, anything over a one is GOOD. It says they have some inter- est. Most of the time you’ll get something like a five or a six. No matter what number they give you, all you’re going to do is ask them how you can help them get to a higher number. Usually that answer will go along the lines of how they an- swered, “What did you like best?”
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If the answer is very positive and the number is fairly high, you can go directly into the closing process (we’ll cover that in the next section). If it isn’t an obvious green light, then you’ll just schedule the next exposure.
They might want to try the product, so you help them do that, and set a follow-up date—a time to call them and check on the experience (the next exposure). They might want to understand the compensation plan, so you set up a time to get together and review it (the next exposure). They might want to talk with their spouse, so you send them home with mate- rials they can share with their spouse and set up a date and time when you’ll follow up (the next exposure). Whatever it is, you never finish one exposure without setting up the next one. Never! If you do, it’s over.
That’s what used to happen to me at the beginning. I would have someone look at the opportunity. When they’d done that, I’d say, “So, what do you think?” They’d usually mumble something like, “I’ll let you know,” or, “I’ll get back to you,” or, “I need to think more about it,” or something similar. And poof, they were gone. Then, when I tried to call them back, I was just bothering them. The whole thing felt uncomfortable.
Once I changed to never finishing one exposure before setting up the next one, everything changed for the better. I was being professional. I was in control. The prospect had more respect for me and for the opportunity. All of this hap- pened from this one small change in mindset.
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Concept #3–It takes an average of four to six exposures for the average person to join
When people don’t understand that the only reason for an exposure is to set up the next exposure, they put too much pressure on their prospects and on themselves. In the “some will, some won’t, so what, next” MLM culture, people ham- mer on a person once, and if they don’t join right away, they move on and never follow up. In many cases, they take it a step further by damaging the relationship with the prospect with their attitude.
Professionals understand that it takes an average of four to six exposures for a prospect to become involved. Their goal is education and understanding. It’s hard to educate someone in one exposure. So they take them from exposure to expo- sure to exposure, knowing it will eventually sink in. Through that process, they also build a stronger relationship with the prospect. They strengthen the friendship. That helps build trust, and people enjoy working with people they like.
Four to six exposures is an average, which means that for every person who joins on the first exposure, there’s going to be a person who takes more than 10 exposures to join. You just never know. Some of the best people in Network Mar- keting were prospected for years before they finally made the decision to take part in the opportunity.
Keep your urgency—but have patience.
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Concept #4–Condense the exposures for better results
Posers prospect someone once and move on. Amateurs prospect someone through several exposures over time. Pro- fessionals condense those exposures into the shortest time possible.
People are busy. They are constantly distracted by life. When you are approaching them to take a look at something new, it’s important to keep their interest; the best way to do that is to stack the exposures as close together as possible.
If you go slow, you might start by having them check out a video. Then a few weeks later, have them listen to a confer- ence call. Then a month later, have them attend a webinar. Then after another month, invite them to a three-way phone call with you and another distributor. This slow process is difficult because between each exposure they tend to get dis- tracted by life. It can almost be like starting over every time.
On the other hand, if you have them check out a video, then join a conference call, then try the product, then get on a webinar, then participate in a three -way call, then come to a live meeting (or whatever combination of exposures you use in your company), and do it all in one week, you give them the opportunity to really think about how this could change their lives.
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Questions and Objections
At every step in the recruiting process, you’ll come across questions and objections. This is natural. A lot of the time, your prospect will just be bringing them up to sound intel- ligent. They don’t want to seem easy, so they throw out ob- jections to feel better. How you respond is extremely impor- tant. If you act defensive, you’ll plant a seed of doubt in their minds. If you act offensive, you’ll chase them away.
Remember, our goal is education and understanding. It’s not to win an argument. Our job is to help blind people see. When someone brings up a negative question or if they of- fer you an objection, all they are really doing is helping you to identify one of their blind spots. It’s helpful to know what these are so you can assist your prospects in eliminating them.
I’m going to give you some specific tactics to help over- come objections, but the thing I want you to remember and spend more time focusing on are concepts. Tactics come and go. Concepts are timeless.
I’ve found that objections fall into one of two cat- egories. The first is the prospects’ limiting belief in their abilities. They aren’t sure they can be successful. The second is a limiting belief in Network Marketing. They aren’t sure Network Marketing will help them achieve their goals in life.
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For both categories, one of the best concepts is empathy— how you relate to people. And the best way I know to relate to people is to let them know you’re just like they are. You had the same doubts, the same questions, the same fears, and you overcame them. Believe it or not, your story (and the stories of others) will do more for you in overcoming objections than anything else.
There’s an old tactic called “Feel/Felt/Found.” It works with the concept of empathy. When a prospect offers an ob- jection, you respond with, “I know how you feel. I felt the same way. But here is what I found.” You can use that quite literally and with great success. You can also modify it based upon your story and your prospect.
When Prospects Have a Limiting Belief in Their Abilities
The common objections in this category are:
“I don’t have the money,” “I don’t have the time,” “It’s not my thing,” “I’m not a salesperson,” “I don’t know anyone,” or “I’m too old/too young/have no experience.”
Some people teach fancy approaches where you make yourself seem smart and the prospect seem stupid.
“You don’t have the money? Do you have a cable bill? Do you have a cell phone? Do you ever go out to dinner? You have lots of money. C’mon, wake up!”
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Skill #4—Following Up with Your Prospects
“You don’t have the time? How long do you want to have that reality in your life? You have to change if you want your life to change!”
How does it feel when you read that? How would it feel if someone were to say it to you? Pretty bad, right? A better ap- proach is to relate to the person and tell your story.
When a person tells me, “I just don’t have the money right now,” I respond, “I had the same exact challenge. I didn’t have enough money to pay my bills, let alone start a new business. But when I thought about it, I realized if I didn’t have enough money to pay my bills now, how was I going to change that in the future? I was tired of being behind. I was tired of always scrambling. I wanted more out of life. So you know what I did? I found a way, and it was the best decision I ever made. Let me ask you something… if you really felt this was a chance for you to take control of your financial future, do you think you could find a way to make it happen?”
Nine times out of 10 they would agree they could find a way. Again, forget the exact words and focus on the concept. I told them I was the same as they were, with the same objec- tion. I told them about my pain. And I told them I found a way to solve it. As a result, we bonded. We related to each
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other. We were in the same boat with the same hopes and dreams.
And if I didn’t have a personal story that would compare with theirs, I would tell another person’s story. There are plen- ty of stories inside your company that can relate to virtually every situation. So when a prospect tells you their objection, you can say, “I know what you mean. I have a friend who had that same exact problem and let me tell you their story.”
Can you see how that approach would work with all the objections based on a person’s limiting beliefs about them- selves and their lives? The concept is simple, it’s proven, and the results are amazing.
When People Have Limiting Beliefs About Network Marketing
This category includes:
“Is this MLM?”
“Is this one of those things?”
“Is this a pyramid scheme?”
“I’m not interested in MLM.”
“I don’t want to bother my friends,” and, “How much are you making?”
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Let’s start with the one that strikes fear into the hearts of most people in our profession—“Is this MLM?” or varia- tions like, “Is this one of those things?” or, “Is this a pyramid scheme?” or, “I’m not interested in MLM.”
Some people go a little crazy when they hear this ques- tion. They say, “Pyramid scheme? Like every corporation in the world? Like the government? You mean like THAT?!”
Instead of going crazy on your prospects, it’s important to understand where this question comes from. My experience has shown me that they usually knew someone who joined with no success or else they’ve done it themselves (usually they just purchased a virtual lottery ticket like I described ear- lier and it didn’t pay off). This scenario represents well over 90% of the people who will ask this kind of question. The rest of them have heard of opportunities like this and are right- fully skeptical of the promise of getting rich quick.
If they ask this kind of question with any sort of emotion, I know they’ve been involved at some point, so I say, “Wait a minute. You have a story. What happened? Were you involved in Network Marketing at some point?” Then just let them tell you their story. It opens them up. It lowers their defenses. And it allows you to ask some questions about their experience.
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Let me give you a typical example. I’m going through my invitation process when the prospect says, “Wait a minute. Is this MLM?” And they say it with emotion. I reply, “Oh, you have a story. Did you try it out at some point? What happened?”
They say, “Yeah, I joined a company a few years ago, bought some product and lost my money.” I reply, “What do you think was the reason you didn’t have success?”
They say, “Well, my friend talked me into it. I didn’t have a lot of time and I thought more people would join right away but they didn’t. I guess I just lost interest.” I reply, “Do you think you really gave it a fair shot?”
They say “No, not really.” I reply, “Do you think Network Marketing was the problem? Or do you think maybe your timing wasn’t right?” They say, “It was probably the timing.”
Do you see the dynamic? I’ve had thousands of these con- versations and they’re all slightly different, but if you ask some questions and are friendly through the process, you have a strong opportunity to help them get rid of their blind spot and take a look at what you have to offer.
In addition, you can relate to them by saying you had the same objection initially and telling them how you overcame it. If someone uses the word “pyramid” with me, I always say, “Oh no. Pyramid schemes are illegal, and I would never be involved with something illegal.”
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For people asking without the emotion attached, I usually respond with, “Yes, this is Network Marketing. Do you know anything about it?” Again, I’m asking questions and waiting for answers. From those answers, I ask more questions, and through the process I can achieve my goal of education and understanding.
“I don’t want to bother my friends,” is slightly different. Again, I relate to them by telling my story or someone else’s story. And then I ask questions like, “What makes you think you’d be bothering your friends?” or, “If you truly believed in the product, would you let your friends know about it?” and, “If I could show you how we share this product with others without it feeling or sounding like a sales pitch, would that help you?”
The last in this category is, “How much are YOU mak- ing?” If you are making money already, this is a great ques- tion. If you’re not, your answer depends on how long you’ve been involved. If you’re brand new, you can tell them you’re just getting started. If you’ve been around for a while and not making big money yet, you can tell them you are working this part-time and are really excited about your future. You could also say that you’re excited about your future with this com- pany because you knew things weren’t going to change if you didn’t do something to change them.
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The other way to answer it is to tell your story and then tell stories of people you know who ARE making good money. You can even suggest setting up a phone conversation with those people so they can feel more comfortable about the op- portunity.
All of this takes practice, but if you get the concepts down, you’ll find it becomes easy. And the other thing that should encourage you is you’ll only have this handful of the same ob- jections for the rest of your career. There’s nothing new here. What I’ve listed in this section is about all there is. Remember, our goal is education and understanding. This is a part of the process that makes that goal a reality.

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TRANSCIPTS -CHAPTER SIX
Skill #3— Presenting Your Product or Opportunity to Your Prospects

We’ve talked about the first two skills of identify- ing prospects and inviting them to learn more about your product or opportunity. As you’ve learned, you’ll be inviting them to review a tool or attend some sort of event. If they are reviewing a tool by themselves and you’re not around, there’s nothing for you to do. Just follow up when you said you would. If you’re physically with them, there are some things you need to understand, and one of the biggest is, YOU are not the issue!
This was a tough one for me to accept. When I first got started, I read everything I could, listened to everything I could, and attended all the training sessions I could. I thought
the most important thing I could do was become an expert on all the facts associated with my company so if anyone asked me any questions, I’d be right there with the answers. Sounds logical, right?
I would sit down with someone and say, “Let ME tell you all about our products. Let ME tell you all about our compa- ny. Let ME tell you all about our compensation plan. Let ME tell you all about our incredible support system.” There are big problems with that approach if you want to build a large and successful organization. For me, the first problem was, no matter how much I learned, there would still be questions that stumped me. And since I was presenting myself as the expert, if I got stumped, that might make the prospect question the whole opportunity. The second problem was, most of my prospects knew I wasn’t an expert. So when I came to them and presented my- self as an authority figure, they knew it wasn’t true. It actually made them more skeptical. The third problem was, even if I was successful at becom- ing an expert, the other distributors in my organization didn’t necessarily have that same desire or willingness to learn. As a result, I was the go-to guy for every single presentation. There’s no way to create an organization that will duplicate with this approach, and without duplication, Network Marketing is just a job.

In the early days, that’s what Network Marketing was for me—a job. I had no duplication because I made myself the issue. But I was determined and I started to observe and take careful note of how the most successful distributors did their presentations. The pros never made themselves the issue. More than that, they never presented themselves as an expert. They acted as a consultant who connected the prospect to tools, events, or other distributors to help them become educated. If the pros- pect asked a question, they would guide them to the answer, but they wouldn’t give the answer directly. This baffled me un- til I started to comprehend duplication. The pros knew they could sign the person up by dazzling them with their knowl- edge and experience, but they also knew it would take a long time for their new distributor to do the same, so they came up with a simpler approach.
It was around this time I heard a concept that has stuck with me ever since.

This should be a guiding principle for every Network Marketing Professional.
In Network Marketing, it doesn’t matter what works. It only matters what duplicates.


The pros use tools instead of their own wisdom. The pros use live events instead of their own presentations. The pros use other distributors to give the facts instead of giving them themselves. The pros don’t present themselves as experts; they just invite people to learn more about the product or opportunity and let the third-party resource provide the information. The pros bring passion, enthusiasm, excitement, and belief. If you ever watch a pro at work, you’ll see a fire in them that is contagious. Make passion, enthusiasm, excitement, and belief your priority, then invite professionally and let the third-par- ty resource do the rest.In addition to learning how to effectively present your product or opportunity during your personal recruiting ef- forts, it’s also important to learn how to present your oppor- tunity to groups of people.

I’ve heard it said (and I think it’s true), “The person with the marker makes the money.” In other words, the person in front of the room giving the presentation usually has a higher than average income. When I first got started I was deathly afraid of speaking in front of people, but I was ambitious, and since everyone said this was an important skill, I was determined to master it.
I started by learning how to give a short and effective tes- timonial. Learning to tell my story was extremely valuable in building my business and has been to this day. People aren’t interested in how much you know, but they ARE interested in your story, as long as you don’t bore them to death with it.

I worked on my story for a while and, after tweaking it a time or two, here is what I came up with. “Hi! My name is Eric Worre and I’m a retired underachiever. I had 18 jobs by the age of 23 and was starting to think my future wasn’t look- ing so good. I was embarrassed by my lack of results and I was desperately looking for a way to make something of my life. In January of 1988, I was introduced to Network Market- ing and it has changed my life. Instead of being afraid of the future, now I’m excited about it.” (And then I would insert whatever was appropriate based upon my current levels of success.) The theme of my story was, if I could do it, anyone could do it. And it worked. I used it all the time. In hotel meetings, in home meetings, on three-way phone calls, on conference calls—you name it.

No matter what your background is, you can craft a compelling personal story. I’ve found every good story has four elements:
1. Your background.
2. The things you didn’t like about your background.
3. How Network Marketing or your company came to the rescue.
4. Your results, or how you feel about your future.
Take some time to create your story and start telling it every chance you get.

Next I decided to master my company’s opportunity presentation. Again, the concept of modeling successful people came into play. The top earner in my company was extremely powerful and effective. In addition, he did the same exact presentation every single time, just about word for word. So I recorded his presentation and transcribed it by hand onto a legal pad. When I completed that step, I recorded my own voice doing that presentation. I did it word for word. Same stories, same jokes—everything was his exact presentation.
After I was done, I played it back and it was terrible! My voice had no energy. I was boring. I hated it. So I recorded it again and again and again until it was acceptable. In the end I had an audiocassette with my presentation on it, and I listened to it over and over in my car. I’ll bet I listened to that presentation 500 times, and by that time, I had it memorized. I knew it backward and forward. I could start from any part of the presentation and take it from there.
You would not believe the confidence this gave me. I went from being afraid to do the presentation to actively looking for opportunities to give it! I did the presentation on con- ference calls, in home meetings, on three-way calls, and any place else I could find. I became a regular presenter at our local meetings and continued to move up to bigger and better venues, even being asked to speak at company conventions.

For me, the evolution of becoming a presenter went through several stages:
1. Learning my story.
2. Learning the standard opportunity presentation. 3. Learning different training presentations.
One big defining moment as a presenter came in 1993. I was 29 years old and starting to make a name for myself in Network Marketing. I was having a conversation with the CEO of the company and the number one distributor at the time. I can’t remember exactly how the topic came up, but I recall saying something to the CEO like, “Well, he (the top distributor) might be a better networker than I am right now, but I can out-speak him anytime.”
It was meant as a joke, but the CEO raised his eyebrows and said, “Okay son, I’ll tell you what. We have our big con- vention coming up. Over 14,000 people will be in attendance. I’ll give you both the same amount of time and we’ll have a private contest. I’ll handpick a few judges and they will vote on who did a better job.”
Wow! Now I was really on the hook! I wasn’t a huge lead- er. I didn’t have as big an organization or reputation at the time as the top earner. So, I did the only thing I could control. I started to prepare like my life hung in the balance. I chose a theme. I wrote my talk and rewrote it over and over. I did re- search. I practiced. I recorded myself doing the speech. I did everything I could possibly do.
When the day came, I’d never felt so nervous in my entire life. Talking to 14,000 people is like talking to an ocean. But my preparation served me well. I steadied my 29-year-old in- secure self and delivered.
The response was overwhelming! The crowd went wild, literally. I felt a little numb when I walked off stage as they were still cheering, and sat there while the top earner gave his speech. He did a fine job, but I have to admit to you, it felt so good to have the CEO come up and congratulate me for winning our private little contest. It was definitely a defining moment.
That speech was lost for a very long time but a copy was recently discovered. If you’d like to hear it, you can do so by going to this link:
www.networkmarketingpro.com/calltoaction
My voice sounds quite a bit younger, but it’s still me.

To summarize this skill set, remember a few important things:
1. When you are prospecting, you are the messenger— not the message. Get yourself out of the way and use a third-party tool.
2. Learn to tell your story in a way that will make your prospects curious to hear more.
3. When it comes to presenting in front of a group of peo- ple, preparation is key. When you’re prepared, it’s fun.



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TRANSCRIPTS-
CHAPTER FIVE- Skill #2—

Inviting Prospects to Understand Your Product or Opportunity
Once you’ve identified your prospects, the next skill is learning how to properly invite them to find out more about your product or opportunity. This is by far the most critical skill to develop. I call it the “gateway” skill for Network Marketing. If you aren’t successful in getting anybody to take a look, then we can guess what your future will look like in MLM.

Most people think you must start off with a great reputa- tion and have a lot of influence with others for them to take a look at your opportunity. That’s just not true. When I first started in 1988, I had no reputation and no influence. I barely escaped high school, attended one semester of community college before dropping out, and had a total of 18 jobs—all before the age of 23. Do you think I had a lot of respect in the community? I had zero. And since I was a $5 to $10 an hour person, all my friends were the same so they weren’t much help. Most of them were still living with their parents.

But I was desperate and I was scrappy. In the beginning, I made up in numbers what I lacked in skill. I called everyone I knew and gave them my pitch. A few of them joined. Most didn’t. I placed ads in the local newspaper. I gave all of the people who responded my pitch. From all of that activity, a few joined. Most didn’t. I tried everything. I was like a hunter with the goal of bag- ging an elephant. I went around with a gun/opportunity in my hand and shot at everything that moved. I didn’t really care about relationships. All I cared about was getting that new recruit. My attitude was, “Some will. Some won’t. So what? Next!”

But because I was a hunter, everyone around me felt hunted. And they started to avoid me. And it wasn’t fun. Even worse, the people I did get to join my business tried to do the same thing I was doing, failed, and then quit.

After three or four years of frustration, I came to my de- fining moment, and started studying successful people in MLM to see what they did. What I found surprised me. They weren’t hunters. They were more like farmers. They built rela- tionships. They built friendships. They learned how to build trust with the people they met and were able to skillfully transfer the belief they had about their products and opportu- nity. Their goal wasn’t to immediately recruit their prospects. Their initial objective was to educate their prospects on what they had to offer and then let those prospects decide if it was something they wanted to do.This was a HUGE switch in strategy for me and I began to look at things differently. I put myself in the prospect’s shoes and thought about what would be attractive to me and alter- natively, what would cause me to put up my defenses. I real- ized why the pros had such great results. Instead of acting like sharks, they were more like coaches or consultants. They built relationships and then offered common-sense solutions to people’s problems. Who wouldn’t like that? The other thing I noticed with the professionals is they didn’t “pitch” their product or opportunity. Instead, when the timing was appropriate, they just invited people to do one of two things, based upon the individual prospect’s situation.
The first thing they did was to invite people to attend some sort of event, such as a one-on-one or two-on-one meeting with another member of their team, a three-way phone con- versation, a small group presentation in their home, an online webinar, a local hotel meeting, or some larger company event or convention. Professionals understand that personal inter- action is a critical component when it comes to building trust and transferring belief, so they try to connect with people as much as possible.

The second thing they did was to invite people to review some sort of tool. I’m a BIG believer in using tools to help educate a prospect. Tools take many forms. There are CDs, DVDs, magazines, brochures, websites, and online presenta- tions. With some companies, you can even let people sample the product and treat that as a tool.
There is no question that technology continues to evolve, offering more and more convenient ways to help educate pros- pects, but I have to interject a personal opinion based on expe- rience. While technology allows us to get people quality infor- mation quickly, there is nothing like a physical tool. In a world of bits and bytes, and in a Network Marketing world where it’s important to build trust, a physical tool makes it real.

Of the two methods used to help educate the prospect, events are the most effective. There are lots of reasons. There is physical interaction from meeting with people, and that helps build trust. There is the important element of “social proof ”. It’s valuable for the prospect to see that there are other people actively involved, and find out what those people are like. There is education on the product and the financial op- portunity. They get to see first-hand the kind of support that’s involved and they realize they won’t have to do everything by themselves. In most cases, there is excitement and urgency at these events. And, they get to hear stories of how things are going for other people.
Those are some of the benefits. The only downside to events is they can be difficult to schedule and confirm, espe- cially for a brand new person. If you don’t have the skills, it’s fairly common to invite twenty people and have only one or two show up. That can be discouraging. For building a large and duplicating organization, I have found that a tool is a better first step. Remember, our goal is education and understanding. We want people to know what we have and understand how it can benefit their lives. A tool is a great way for people to become educated (and hopefully excited) in the middle of their busy lives. They might not have time to drive across town to meet with you, but they could lis- ten to a CD in their car, watch a short DVD, read a magazine, or watch an online presentation.

If you were to look back at my career, you’d see that tools changed everything for me. In 1990 my company came out with a video that was dynamic and exciting. Even though it was wildly expensive at $15 each, back then it was worth it, because when you learned how to invite people to watch that video, the results were dramatic.
Everyone in the company became focused on a daily method of operation that centered around inviting people to watch our video. We allowed no distractions. Our entire culture revolved around this strategy and our growth went through the roof. Events were still very important, but they were a second step after a person watched our video.
By adopting this new approach, my organization finally broke out, and I was able to enjoy the experience of having a group that grew with or without me. It was more fun than I can describe. My group grew from a few dozen to a few hun- dred and then to a few thousand. All I did was learn how to successfully invite people to watch a video, follow it up with an invitation to an event, and teach everyone else to do the same thing.

The second career breakthrough took the form of an au- diocassette. Yes, I said cassette. This was 1992 and that’s all we had. The company was launching something new and exciting, and this time I personally recorded an audio that explained the opportunity in detail. We sold it for 50 cents apiece, which covered our costs, and in less than one year, that little audiocassette sold over a million copies. We taught people how to invite prospects to take that cassette, put it in their car, and listen to it right away. The results were amazing.
We trained people to get 100 cassettes at first, get them out to everyone they knew, and then had them focus on get- ting out two-a-day after that. Using that simple system, my income grew to almost $1 million a year.Different companies use different tools and event strate- gies to grow their business. Some use home parties. Some use online presentations. Some use one-on-ones with magazines and flip charts. Find what’s working best in your particular company, develop your daily method of operation, and then train your people how to effectively do the same and invite their prospects to plug in.

As a professional, you are going to be inviting your pros- pects to review a tool or attend an event. Here’s what you’re NOT going to be doing: You’re NOT going to be pitching people and trying to dazzle the world with your wisdom. That approach will feed your ego but steal from your bank account.
Let me give you my formula for financial independence in Network Marketing.
It was this formula that helped me break out of Network Marketing mediocrity, and it will help you do the same.
For years, I focused and depended on my ability to persuade people to join me. Then I graduated to finding a few key leaders I could train to do what I was doing. And finally, I learned the formula I just gave you and began to focus on getting a large group of people to consistently do just a few simple things and to keep doing them. When that happened, everything changed for the better. Those are the fundamentals. Let’s take a moment to talk about the emotions of inviting. There are four basic rules.

Rule Number One
You must emotionally detach yourself from the outcome. This is extremely important. Remember, our initial goal is education and understanding. It’s not getting a new customer or signing a new distributor. In other words, if you disconnect your emotions from that outcome and just focus on educa- tion and understanding, everything gets very simple.
This sounds easy, but it’s difficult to do. All of us come into this business with the hope of recruiting some great people. It’s hard to disconnect from those expectations. But you need to remember, we’re not hunters. We’re not sharks. Our job is to educate people and help them understand what we have to offer. We act as consultants offering suggestions on how people can live a better life. If you focus on getting a customer or new distributor, you’ll constantly be disappointed and you’ll find your pros- pects running away from you.
If you focus on education and understanding, you’ll have fun and your prospects will enjoy the experience.

Rule Number Two
Be yourself. So many people become a different person when they start inviting. This makes everyone uncomfort- able. Be yourself. Just focus on being your best self.
Rule Number Three
Bring some passion. Enthusiasm is contagious. It’s okay to get a little bit fired up. Get focused. Listen to some music that inspires you. Smile when you’re on the phone. I assure you, your positive emotion will translate into better results.

Rule Number Four
Have a strong posture. This was a big one for me. At first I was so insecure. I didn’t think anyone would take me seri- ously. But as I watched the professionals, I noticed their pos- ture. They were bold. They were confident. They were strong.
So I decided to be bold as well. I stopped apologizing all the time. Instead of saying, “Yes, I know I’ve had a lot of jobs so far in my life, but I’m hoping this will be the change I’ve been looking for,” I started saying “Guess what? I’m sick and tired of the life I’ve led up until this point and I’ve decided to take charge. I wouldn’t bet against me because I’m serious.” Do you feel the difference?

Be yourself, but be a bolder self. Be yourself, but be a stronger self. Be yourself, but be a more confident self—at least when you’re inviting. I found I could do that for short periods of time at the beginning and, just like building a new muscle, I could eventually do it longer and longer until it be- came a part of me.
So now that we’ve set the stage, let’s go through the invi- tation formula. This formula is designed to be used over the phone or face to face. It’s NOT to be used with texting, email, or any other communication tool—just on the phone or face to face. This can work with your warm market prospect (someone you know) or cold market prospects (someone you meet while living your life). I’ll give you examples for both.
There are eight steps to a professional invitation. That might sound complicated, but with a little practice, you’ll find it’s an easy skill to master.
Step One: Be in a hurry
Step Two: Compliment the prospect
Step Three: Make the invitation
Step Four: If I, would you?
Step Five: Confirmation #1–Get the time commitment Step Six: Confirmation #2–Confirm the time commitment Step Seven: Confirmation #3–Schedule the next call Step Eight: Get off the phone

Step One: Be in a hurry
This is a psychological issue. People are always more at- tracted to a person who has things going on. If you start every call or face-to-face conversation giving the impression that you’re in a hurry, you’ll find your invitations will be shorter, there will be fewer questions, less resistance, and people will be more respectful of you and your time.
Examples for warm-market prospects:
“I don’t have a lot of time to talk, but it was really im- portant I reach you.”
“I have a million things going on, but I’m glad I caught you.”
“I’m running out the door, but I needed to talk to you real quick.”
Examples for cold-market prospects:
“Now isn’t the time to get into this and I have to go, but…”
“I have to run, but…”
Get the message? Set the tone with some urgency.
As for the examples I’m sharing with you, don’t worry too much about the exact words. Just focus on the concept and use your own words. Let people know you’re busy, you’ve got a lot going on and your time is short, but it was important for
you to talk with them real quick. And do it with some passion in your voice.

Step Two: Compliment the prospect
This is critical. The sincere compliment (and it must be sincere) opens the door to real communication and will make the prospect much more agreeable about hearing what you have to say.
Examples for warm-market prospects:
“You’ve been very successful and I’ve always respect- ed the way you’ve done business.”
“You’ve always been supportive of me and I appreci- ate that so much.” (Great to use with family and close friends.)
“You have an amazing mind for business and can see things other people don’t see.”
“For as long as I’ve known you, I’ve thought you were the best at what you do.”
Examples for cold-market prospects:
“You’ve given me some of the best service I’ve ever received.”
“You are super sharp. Can I ask what you do for a living?” “You’ve made this a fantastic experience.”
The key to the compliment is, it must be sincere. Find something you can honestly use to compliment your prospect and use it. This simple step will literally double your invitation results. When you start with urgency and a compliment, it be- comes very difficult for a person to react negatively to your invitation. People don’t hear compliments very often. It feels good. You will find your prospects will become very receptive.
If you study the pros, you’ll find they are constantly put- ting people in a good mood through their honest and sincere compliments. It helps to build rapport, it helps to open peo- ple’s minds, and mostly, it helps achieve our goal of education and understanding.
Step Three: Make the invitation
This is a situation where one size does NOT fit all. There are three kinds of invitation approaches for the Network Mar- keting Professional.

• The Direct Approach
  This is used when you are inviting people to learn more about an opportunity for THEM. Most people use a Direct Approach for all of their prospects. It usually goes something like this: “I found a way for you to get rich! Let me tell you all about it. Blah, blah, blah.” I understand the passion, but really, who’s going to get excited about that, unless they’re getting a call from a millionaire? That doesn’t mean the Direct Approach doesn’t work. It does. It has an important place in your invitation process. But it should be reserved for people who know and respect you or for people that you know are searching for something better.
  Examples for warm-market prospects:
  “When you told me you (hate your job, need more money, wanted to find a new house, etc.), were you serious or were you just kidding around? (They’ll almost always tell you they were serious.) Great! I think I’ve found a way for you to (get it/solve the problem/ make that happen).” This is for situations where you know an area of their dissatisfaction, need or desire.
  “I think I’ve found a way for us to really boost our cash flow.”
  “When I thought of people who could make an absolute fortune with a business I’ve found, I thought of you.”
  “Are you still looking for a job (or a different job)? I found a way for both of us to start a great business without all the risks.”
  “Let me ask you a question, off the record. If there was a business you could start working part-time from your home that could replace your full-time income, would that interest you?”
  Examples for cold-market prospects:
  “Have you ever thought of diversifying your income?” “Do you keep your career options open?”
  “Do you plan on doing what you’re doing now for the rest of your career?”
  You can follow these cold market scripts or any variation with the following: “I have something that might interest you. Now’s not the time to get into it but…”
• The Indirect Approach
  This is another powerful tool to help get people past their initial resistance and educate them on what you have to offer. The Indirect Approach is about asking the prospect for help, input or guidance. I used this approach extensively and with great success when I first started out. Because of my lack of credibility at age 23, I couldn’t get much success with a Direct Approach, so I learned to play myself down and play up to the prospect’s ego. It worked incredibly well and it still works today.
  Examples for warm-market prospects:
  “I’ve just started a new business and I’m really nervous. Before I get going I need to practice on some- one friendly. Would you mind if I practiced on you?” (This is a GREAT approach for family and close friends.)
  “I found a business I’m really excited about, but what do I know? You have so much experience. Would you look at it for me if I made it easy on you and let me know if you think I’m making the right move?”
  “A friend told me the best thing I could do when starting a business is to have people I respect take a look at it and give me some guidance. Would you be willing to do that for me if I made it simple?”
  Examples for cold-market prospects:
  When you meet someone from another city, state, or country, and if your company does business there, you can say:
  “My company is expanding in your area. Would you do me a favor and take a look at it and let me know if you think it would work where you live?”
  When you meet someone who might provide good input on your product, you can say:

“I’ve started a business with a product I think makes a lot of sense, but I’d like to get your input. Would you be willing to check it out and give me your opinion?”

• The Super Indirect Approach
  The third approach is the Super Indirect Approach. This approach is incredibly powerful because it works on a number of psychological levels. In this approach, you tell the prospect they aren’t a prospect and you’re just interested in finding out if they know someone else who might benefit from your busi-ness. It’s very effective.
  Examples for warm-market prospects:
  “The business I’m in clearly isn’t for you, but I wanted to ask, who do you know that is ambitious, money- motivated, and would be excited about the idea of adding more cash flow to their lives?”
  “Who do you know that might be looking for a strong business they could run from their home?”
  “Who do you know that has hit a wall with their busi- ness and might be looking for a way to diversify their income?”
  “I work with a company that’s expanding in this area and I’m looking for some sharp people that might be
  interested in some additional cash flow. Do you know anyone who might fit that description?”
  In most cases, they’re going to ask you for more informa- tion before they give you any names (behind that request will be curiosity and intrigue, thinking this might be for them, but they’re not going to admit that to you yet).
  When they ask for more information, you can respond with:
  “That makes sense. You’ll want to know more about it before you refer some of your contacts.” Then you can just move to step four.
  Examples for cold-market prospects:
  Cold market is exactly the same as warm market for the Super Indirect Approach. Just use the warm-market scripts or any variation that’s comfortable for you.
  Step Four: If I, Would You?
  This question has been my secret weapon for a very long time. It is by far the most powerful phrase I’ve come across in building a large and successful Network Marketing business.
  “If I gave you a DVD, would you watch it?” “If I gave you a CD, would you listen to it?”
  “If I gave you a magazine (or some other printed ma- terial) would you read it?”
  “If I gave you a link to a website with a complete pre- sentation, would you check it out?”
  “If I invited you to a special invitation only webinar, would you attend?”
  “If I invited you to a special invitation-only confer- ence call, would you listen in?”
  This question is SO POWERFUL, and for a number of reasons.
  First, it’s reciprocal. You’re saying you will do something if they will do something. As human beings, we are hardwired to respond positively to these types of situations.
  Second, it puts you in a place of power. You’re in control. You’re not begging. You’re not asking for favors. You are simply offering a value exchange.
  And third, it implies that YOU have something of value to offer. You’re saying you will do something, but not unless the other person will do something in exchange. When you value what you have, people will respect you.When I first started, I didn’t know about this magical question. I just said things like, “I really, really, really, want you to watch my video, try my product, listen to this CD, etc.” You can imagine the results. The whole psychology of it is weak. If you use, “If I, would you,” you’re having a business conversation. If you use, “I really, really, really, want you,” now you sound desperate, and a desperate distributor is NOT at- tractive. If you’ve used this approach you already know what I’m talking about.“If I, would you,” gets results. It gets people to say “yes.” It helps prospects see what we have in a different light. Remem- ber, our goal is education and understanding. “If I, would you,” helps us achieve that goal.
  If you’ve started the call with urgency, complimented the prospect, made the invitation and asked, “If I, would you,” their answer will be “yes” almost 100% of the time, and you can just go to step five.
  If they ask for more information first, just respond with, “I understand you want more information, but everything you’re looking for is on the (DVD, CD, printed piece, link, etc.). The fastest way for you to really understand what I’m talking about will be for you to review that material. So, if I give it to you, would you review it?”
  If they say no, then thank them for their time and move on. Also, review steps one through three to see what you might have done better. But do NOT give your material to them.
  So you’ve gone through the first four steps and the person said yes! Success! They’ve agreed to review your tool! Does that mean they will follow through? Nope. In fact, only about 5% of your prospects will do what they said they would do if you just use the first four steps—and 5% is not a good num-ber. To get closer to 80%, you need to complete the invitation process professionally.

Step Five: Confirmation #1–Get the time commitment
You’ve asked, “If I, would you,” and they’ve said yes. The next step is to get a time commitment.
“When do you think you could watch the DVD for sure?”
“When do you think you could listen to the CD for sure?”
“When do you think you could read the magazine for sure?”
“When do you think you could watch the link for sure?”
Don’t suggest a time for them. (That’s another mistake I made early on in my career). Just ask the question and wait for them to respond. This question makes them think about their schedule and their commitments, find a place to review your tool, and communicate that back to you. In other words, it makes it real.
When you first asked, “If I, would you,” and they said yes, it was someday. When you get the time commitment, it starts to be real. The only thing that matters is that they give you a time. It doesn’t matter what that time is. Let them think about their schedule and tell you when they will have reviewed the materials for sure.
About 90% of the time, they’ll give you an answer. The other 10% of the time, they’ll be vague, saying something like, “I’ll try to do it sometime.” If they do that, then tell them, “I don’t want to waste your time or mine. Why don’t we just lock in a time when you’ll have seen it for sure?” Remember, they already said they’d review it in step four. This is just confirm-ing the time.
The key to all of this is they have now said yes twice—the first time when they answered, “If I, would you,” and the sec- ond time when you received a time commitment from them.
So now you can give them the tool, right? Wrong. You’re not done yet. The professionals take a few more seconds to complete a couple more steps before they’re finished.
Step Six: Confirmation #2–Confirm the time commitment
If they tell you they’ll watch the DVD by Tuesday night, your response should be something like, “So, if I called you Wednesday morning, you’ll have seen it for sure, right?” If they say they’ll listen to the CD by Thursday morning, your response should be, “So, if I called you sometime later in the day on Thursday, you’ll have listened to it for sure, right?” If they say they’ll watch the link by July 1, your response should be, “So, if I called you on July 2, you’ll have looked at it for sure, right?”
They will either naturally say yes, or they will adjust the time slightly. In any case, the significance of step six is they’ve now confirmed three times and they are now much more likely to follow through—and,
They said they’d review the materials, they would do it by a specific time and, if you called them after that, they would have reviewed the materials. You’ve asked the questions. Their answers made the appointment.

Step Seven: Confirmation #3–Schedule the next call
This step is simple. Just ask, “What’s the best number and time for me to call?” They’ll give you what works best for them, and now you have a real appointment. All you have to do is be sure to remember to call when you said you’d call.The key is, this isn’t an appointment you’ve set. It’s an appointment they’ve set.

They’ve said yes four times. The whole invitation took a few minutes, and your chances of achieving your goal of education and understanding has gone from about 5% to about 80%.

Step Eight: Get off the phone
Remember, you’re in a hurry, right? Once you’ve con- firmed the appointment, the best thing to say to someone is something like “Great, we’ll talk then. Gotta run!”
Too many people make the appointment and then un- make it by talking and talking and talking. Remember, our goal is education and understanding and we’re going to let the third-party tool do most of the work.
Here are some examples of all eight steps:
A person you know who hates their job—Direct Approach
“Hey, I don’t have a lot of time to talk, but it was really important I reach you. Listen, you’re one of the most financially intelligent people I know and I’ve always respected that about you. When you told me you re- ally didn’t like your job, were you serious or were you just kidding around?” (They say they were serious.)
“Great, I think I’ve found a way for you to create an exit strategy. I have a CD that describes what I’m talking about better than I can. If I gave you this CD, would you listen to it?” (They say yes.)
“When do you think you could listen to it for sure?” (They say Tuesday.) “So if I called you Wednesday morning, you’ll have reviewed it for sure, right?” (They say yes.)
“All right, I’ll check back with you then. What’s the best number and time for me to call?” (They give the information.)
“Got it. We’ll talk then. Gotta run and thanks!”
A good friend—Indirect Approach
“Hey, I’m running out the door, but I needed to talk to you real quick. Do you have a second? Great. Listen, you’ve always been so supportive of me and I appreci- ate that so much.
“I’ve just started a new business and I’m really ner- vous. Before I get going I need to practice on some- one friendly. Would you mind if I practiced on you?” (They say sure.)
“Great! If I gave you a DVD that laid out the informa- tion in a professional way, would you watch it?” (They say yes.)
“It’s about 15 minutes long. When do you think you could watch it for sure?” (They say Thursday.)
“So if I called you Friday morning, you’ll have reviewed it for sure, right? Fantastic, what’s the best number and time for me to call?” (They give the information.)
“Great, we’ll talk then. Gotta run and thanks!”
A highly successful person—Super Indirect Approach
“I know you’re busy and I have a million things going on too, but I’m glad I caught you. You’ve been wildly successful and I’ve always respected the way you’ve done business.
“I’ve recently started something new and I’m looking for some sharp people. It’s clearly not for you, but I wanted to ask, who do you know who is ambitious, money motivated and would be excited about the idea of adding a significant amount of cash flow to their lives?” (They say they do know some people.)
“I understand that you’d want to know more about it before you recommend people. I have a DVD that ex- plains exactly what I’m doing and the kind of people I’m looking for. It’s brief.
“If I sent one to you, would you review it? (They say they would.) “Thanks. When do you think you could view it for sure?” (They say next Monday.)
“Okay, so if I called you next Tuesday, you’ll have re- viewed for sure, right?”

“Okay, I’ll check back with you then. What’s the best number and time for me to call?” (They give the in- formation.) “Okay, great. Thanks again, I appreciate it so much. Talk to you next Tuesday.”
A cold-market prospect who’s done a good job selling you some something—Direct Approach.
“Now isn’t the time to get into this and I have to go, but you are super sharp and I happen to be looking for some sharp people. Do you plan on doing what you’re doing now for the rest of your career?” (They say no.)
“Good. I have something that might interest you. Now isn’t the time to get into it, but I have a DVD that explains it all in great detail. If I gave it to you, would you watch it?” (They say yes.) “When do you think you could watch it for sure?” (They say Sunday.) “So if I called you Monday, you’ll have reviewed it for sure, right?” (They say yes.) “All right, I’ll check back with you then. What’s the best number and time for me to call?” (They give you their information.)
“Okay, here it is. Thanks again for the excellent ser- vice and I’ll talk to you soon.”

Are you feeling the flow of how this works? Obviously there are many possible variations for different kinds of pros- pects, but I hope these examples help you understand how everything comes together.
In terms of scripts, it’s best if you get the basic concepts down and don’t focus too hard on the exact script. Life doesn’t work that way. But if you learn to let your prospect know you’re in a hurry, then compliment them, then invite them, then pass on a tool with, “If I, would you,” then confirm using the process I described, and finally get off the phone or com- plete the invite, you’ll do just fine.Remember, in recruiting, there are no good or bad experi- ences—just learning experiences. On your journey to becom- ing a Network Marketing Professional, the best thing that can happen is for you to develop the skills to recruit on demand, in any situation. Then you never have to worry about being lucky. So practice, practice, practice.

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