Chuck’s MLM Weekly Wisdom # 11 – November 26, 2014

Chuck’s MLM Weekly Wisdom # 11 – November 26, 2014

Dear Network Marketer:

I hope you are happy, healthy and well.  Here is today’s training.

# 1 If You Want to Build a Tall Building, Build a Deep Foundation First – When you look at a skyscraper, you might not realize that it typically takes more time to build the foundation than it does to build the actual building.  It can take a year or more to build a solid foundation for a skyscraper.  The same holds true with network marketing.  The hardest part of your job is building your frontline until you have your key leaders in place.  Once you have your leaders in place the magic happens.  The real key to building a good foundation for your business is to build depth; that’s where you will find your leaders.  You want several legs in your group to be 20, 50, even 200 levels deep.  This will “secure” the leg and enable you to make a nice income.  Build it wide to make quick money and build it deep to make long-term money.    I learned this lesson from my mentor Don Failla.

# 2 Action Cures Fear – We all have fears: fear of what others might think, fear of failure and fear of rejection.  These fears are natural and normal.  Unfortunately, most people are paralyzed by these fears.  They let their fears control them.  Because of what they fear might happen, they do nothing!  I’ve found that the only way to cure your fears is to take action.  Once you get to work, you will quickly discover that most of your fears are unjustified. Fear really stands for False Evidence Appearing Real.   Remember, action cures fear in network marketing.

# 3 The Power of Repetition – The more we do something the better we get at it.  The more people you talk to, the better you will get at talking to people.  The more plans you show, the better you will get at showing the plan.  The more time you spend prospecting, the better you will get at prospecting.  You can study something until the cows come home, but it’s not until you actually do it that you will really get good at it.  If you want to master something – practice, practice, practice.  Do it and do it and do it and you will one day be really good at it.  No one starts out as a “master” of a task.  They get there practice and repetition.

# 4 Building In Your Own Back Yard – Most new distributors would rather sponsor someone on the other side of the country, even overseas, than sponsor someone locally.  This is a big mistake as I see it.  It’s much smarter to grow your business locally.  When you sponsor someone locally, you can spend time working with them and helping them.  When you sponsor someone far away and you don’t have the resources to help them, you are really doing them an injustice.  Whether you live in a big city or small town, I know you can find your customer base and your first few distributors by sponsoring locally.

# 5 Holiday Season for Network Marketers – Most network marketers, especially the non-serious people, really slow down, quit, or do nothing in the months of November and December.  The truth of the matter is these are great times of the year to sponsor people and make sales.  Most people are in the holiday spirit during this time of year.  They are happy and friendly.  It’s a great time of year to share your business, sell your products as holiday gifts, have home holiday parties and grow your business.  Gift your products as holiday gifts.  Invite over a few people for a home party.  Talk to people.  You’ll be amazed at how much you can grow your business during the holiday season, if you try!

# 6 How Many People Should I Sponsor to Make it Big? – Most top earners have personally sponsored between 100 and 200 people.  Most top earners make most of their money from one to three of these people.  I know it’s crazy, but it’s true.  Assuming this is true, all you really need to do is sponsor one new person a week for two to five years and you will personally sponsor enough people to be a top earner.  Don’t make the mistake of only sponsoring a few people and then sitting back waiting for them to do something! Never go into management mode.  Lead from the front and get your team built!

# 7 The Truth About Leaders – When you sponsor a leader, they won’t need your help, your system or your motivation. They will naturally get started and build their own team.  They won’t need you to call them to check in or motivate them. That’s why they are leaders.  Typically, about one in 30 people you sponsor will be a leader.  These leaders will produce most of your income.  They will build large organizations and be sponsoring machines.  Treat them well, encourage them, support them and stay the heck out of their way!  When you sponsor a leader, consider yourself fortunate. Having two or three leaders on your team can make you a lot of money.

# 8 Your Best Friend is the Phone – The best business tool you have is the phone.  If you honestly spent 30-60 minutes a day on the phone, building your business, you would be amazed at what you could accomplish in a relatively short amount of time.  You could easily make 10 calls a day in less than an hour a day.  Use the phone to work smart.  It’s a lot better than driving all over town or wasting your time surfing the internet.  Be disciplined enough to use your productive time on the phone to grow your business.  It’s time well spent.  Remember, the phone does not weigh 300 pounds.  Smile, dial, and grow your business.

I hope you have a Happy Thanksgiving.  Thanks for subscribing.

Best Regards,

Charles Holmes

(352) 503-4816 eastern

Top 5 Critical Things Every Network Marketer Must Do to Succeed

Today, I want to take some time and educate you about the top 5 critical things every network marketer must do if they want to succeed in the business.  This is easily one of the most important posts on my entire blog.  Please bookmark it and share it with your team, if you find the information helpful.

# 1 Develop a Business Plan

If you were going to start ANY business on your own, you would have a WRITTEN business plan. Most banks require it if you’re trying to take out a business loan.  To be quite frank with you, I’ve never met ONE successful business owner, in any industry, who did not have a business plan.  It’s true, failing to plan is planning to fail.

Now, when it comes to your network marketing business, you don’t need anything comprehensive.  You don’t need a 30-page document that sits on the shelf and collects dust. But, you should have a simple one page business plan that outlines your goals, vision, unique selling proposition, marketing strategy and daily action plan.

This is a living, breathing document that you refer to daily and update frequently.  It guides you and keeps you focused and on track.

# 2 Have a Daily Mode of Operations or Daily Action Plan

Now that you have a business plan complete, you need a daily action plan.  This is nothing more than a short list of activities that you commit to doing each and every day, no matter what.  It’s typically a list of 3-5 money producing activities that will help you grow you business.

A sample daily action plan might include:

  • Meet two new people and get their contact information
  • Call three prospects
  • Follow up with one prospect
  • Set an appointment to show the plan
  • Call one team member
  • Talk to upline

Everyone’s daily action plan will vary based upon their goals, available time and business building strategy.  What’s most important is that you have a daily action plan and that you stick with it.  This is the one thing that lets me be so productive.

# 3 Develop or Follow a System

Systems are a word that get thrown around a lot in our industry.  A system is nothing more than a documented way of doing something.  It’s a proven method of doing something that is simple and works.

For your business you need a lead generation system, a training system and a follow-up system. Start out by using your upline’s system.  If that doesn’t work for you, you will need to come up with your own system.

Here is an explanation of the systems I use:

Lead Generation System – I generate all of my leads through my blog.  I blog daily and typically generate 10-20 leads every day.

Follow Up System – I send a mailed newsletter in the mail once a month to my entire team and all of my prospects. I communicate by email with all of my prospects three times each week.

Training System – Every new distributor gets an initial training call with me.  I also have a training manual for my team.  In addition, I offer one or two training calls per month and two training emails per week.

# 4 Find a Mentor

Everyone needs a mentor.  You want to have someone who has been there and done that and can teach you from their own failures, successes and mistakes.  Learn from other people’s experience whenever possible.

Try to find someone in your upline who you admire and respect; someone who has the level of success that you desire.  Ask them if they will be your mentor.  If they won’t help you, keep calling upline until you find someone that will.  If you can’t find someone in your own organization to do this, find a new company or look outside of your company for your mentor.

Ideally, you want to spend time with your mentor every month to review your progress, analyze your mistakes and give you clear guidance on what to do next. Learn more about how to find a mentor.

# 5 Create a Personal Development Plan

For your business to grow and become successful, you have to grow as a person.  My favorite thing about this industry is the personal development.  To take your business to the next level you have to learn new skills and grow as a person.

Here is what I recommend you do:

  • Set five year, yearly and monthly goals
  • Review your progress with your mentor once a month
  • Read 20 to 60 minutes daily
  • Enroll in automobile university and listen to a tape or CD every day (business, MLM, or inspirational)
  • Attend an event every 90 days
  • Spend 30 minutes weekly and one hour monthly to reflect and evaluate what you learned

Final Thoughts

In summary, these are the five critical things you must do in your network marketing business if you want to be successful.  What are your thoughts?  Do you agree or disagree?  Leave a comment below to let me know what you think.  I look forward to hearing from you.

The Money is in the List

Everyone tells you that the money is in the list.  What they are referring to is an email list or direct mail list of people who gave you PERMISSION to contact them.  It is not a list of leads that you buy from a lead broker.  Instead, it’a list of leads that you build up yourself.  It’s a list of people who “opt-in” and request to hear from you on a regular basis.

It’s partially true that the money is in the list.  However, having  a large, targeted list is just the starting point.  Just because you have a big list doesn’t mean you can make a lot of money with your list.  Ultimately, it boils down to your RELATIONSHIP with your list.

In other words, do the people on your list like you, know you and trust you?  Do they look forward to getting your emails or direct mail?  Do they actually read your message?  And do they trust what you say and recommend?

Without the relationship, and a strong sense of trust, it’s almost pointless to even have a list.

I see so many online marketers really mess this up.  They build a big list, but all they do is send sales messages and offers to their list.  They do very little to educate and provide value to their list.  It’s all about making a fast dollar.

That’s really an epic mistake.  If you’re going to take the time and money to build up a list that can potentially pay you for many years to come, you need to take a smart business approach.

You want to make sure that most of your messages either entertain or educate the people on your list.  You want to share things they will be interested in and educate them at the same time.

Think about it, do you like to get continuous sales messages from the same person?  How often would you stay subscribed to a list if all they did was try to sell you stuff every message?  If you’re like most folks, you’d probably unsubscribe by the second or third email.

Think about what type of lists you stay subscribed to. Why are you subscribed to them?  If I had to guess it’s because the list offers you value!  The list owner sends mostly educational, entertaining or inspirational messages.  Sure, they might send a sales offer every fifth or tenth email, but most of their messages are high value.

To succeed in online or offline marketing, you need to do the same thing.  Build a list, build a relationship with your list by educating them, and then monetize the list AFTER they know you, like you and trust you.

Do this and your list will be like an ATM machine where you can generate cash on demand.  Do nothing but send out sales messages and you will make a few random sales, but most people will unsubscribe or report you as spam within your first few emails.

Yes, the money is in the list.  I make a nice income from my list.  But I do what smart marketers do and spend most of my time building up a relationship with my list by providing value.  I hope you will do the same thing.

What are your thoughts about list building?  Do you think the money is in the list?  Leave a comment below to share your thoughts.  I look forward to hearing from you.

Chuck’s MLM Weekly Wisdom # 10 – November 24, 2014

Chuck’s MLM Weekly Wisdom # 10 – November 24, 2104

Dear Network Marketer:

# 1 Recruiting is about providing value – After 12 years of recruiting, I’ve found this to be true.  What separates a good recruiter from someone who can’t even sponsor their spouse or parent?  Other than working the numbers, I personally believe it boils down to the value you offer your prospect.

Think about when you are dealing with a real estate agent.  No one wants to work with a realtor who has never sold a home before.  No one wants to hire an amateur or work with someone who is clueless. Everyone wants to work with the best, the person with the great reputation and proven experience.

To become that person you need to hone your skills.  You need to increase your value, so you have something to offer your prospect.  Your MLM Prospect is going to look at you and ask themselves the question: “can this person help me?”  You want to make sure your prospect looks at you and thinks you are a professional and are good at what you do.  Do that and you will close more prospects.

# 2 Just because someone buys a starter kit doesn’t mean they are serious – This is another lesson that took me a long time to learn.  You have to realize that just because someone joins and buys the most expensive starter kit your company offers, doesn’t mean they are serious about the business.  People buy things for a variety of reasons.

The only way to know if someone is really serious is by watching their actions.  If they are still working their business consistently 18 months from now, you know you have someone serious.  Never judge a distributor as being serious based upon what they say or buy.  The only thing you need to watch is their actions.  Actions speak louder than words.  If they aren’t sponsoring new people each week, or each month, move on and work with someone else.

# 3 X number or contacts equals X number of prospects equals X number of new customers and distributors equals X number of dollars – This is a formula for success in network marketing.  Everyone’s numbers are different.  In the beginning, you will have to work through more numbers to sponsor more distributors because you lack the skills.

Here’s a realistic formula for success as I see it (individual results will vary).  Contact 14 people each week to schedule three presentations to sponsor one new distributor.  That means that if you contact two people a day, seven days a week, you should be able to give three presentations each week and sponsor one new distributor per week.  You can easily do this in five to ten hours per week.

It really is that simple.  Show me anyone who is struggling in the industry and I will show you someone who is NOT working the numbers.  I’ve never met anyone who contacted two people a day, seven days a week, for two years that did not have a large group!

# 4 Be okay with people who aren’t committed – The quicker you accept the fact that at least 90% of your team is not committed to building a big business, like you are, the better off you will be.  This is something that still drives me crazy.  Sometimes I want success more for my team members than they want it for themselves.  You just have to realize that MOST people will not do the work it takes to become successful.

Most of your team members will be part-timers or some-timers or no-timers.  There is literally nothing you can do to get them to commit, so the best thing you can do is support them, but move on and work with someone who is really committed.  90% of your income will come from one to three people on your team anyway. Spend your time looking for those folks.

# 5 Get good at inviting, let others sell – Contrary to what you might think, I am NOT a salesperson.  In fact, I hate selling.  I have no desire to pressure someone, chase someone or try to convince someone that what I have is for them.  That’s why I let others (or technology) sell for me.  If anything, I let my website, emails and videos do most of the selling for me.  I simply sift and sort through people, answer questions and point people in the right direction.

One of the greatest skills you can develop is your ability to invite others to watch a presentation.  Leverage your sponsor, upline, video or audio presentation to share the information and let the information, or other person, sell for you.  Anyone in your upline who is serious will gladly help you close people if you can invite them to a presentation.

# 6 You grow a large business by working with the 10% – Since you now know that most of your team is not committed to building a big business, the smartest thing you can do is work with the 10% of your team who are committed and want to build a large business.  These 10% of the folks in your team will sponsor 90% or more of your organization.  Help them.  Support them.  Schedule three ways calls with them.  Drive to meetings with them.  Attend events with them.  Build friendships with them.  This is where your big money will come from.

# 7 Show up every day no matter whatCONSISTENT AND PERSISTENT.  These are quite perhaps the two most important words if you want to be successful in your network marketing business.  You have to realize that you’re not going to build a successful business of any kind in less than a COUPLE YEARS.

You have to make time every day for the business.  Heck, you make time to eat, sleep and go to work every day.  Why not be disciplined enough to set aside 30 to 60 minutes a day, every day, 7 days a week to build your MLM business?

The truth is your business will not grow on its own.  It’s like grass.  You have to water it frequently.  I’ve never met one person who failed in our industry who worked their business (money producing activities) at least 30-60 minutes a day, every day, for a couple years.  Working your business an hour this week, or an hour next week is fine if you’re just looking to make a few dollars or get your products free, but you will never build a big business doing that.

# 8 Monkey see, monkey do – Your team is always watching you.  If you expect your team to do anything at all, you have to lead by example.  You can’t just sponsor 2-5 people and then sit back and wait for them to do the same thing.  Set a good example.  Stay out in the trenches and never stop.  Show your team what they should be doing by your actions.  People will do what you do, not what you say.

# 9 Stop looking for the tactics – People spend hundreds of hours online looking for the secret way to talk build their business.  They want to know how to talk to people, what to say, how to close, etc.  What people don’t realize is that the best way to learn something is by doing it.

You can study something until the cows come home, but it won’t help you at all unless you make the time to apply what you learn.  One of the best things you can do is just roll up your sleeves and get to work.  You will learn more phone skills by doing 100 calls than you ever will by reading books or watching videos about how to talk to people on the phone.

I hope you enjoyed today’s training.

Best Regards,

Charles Holmes

(352) 503-4816 eastern

Finding Leaders in Your MLM Downline

In this post, I want to educate you about finding leaders in your MLM Downline.  I should tell you right upfront that MOST of your leaders will come in depth.  The odds of you personally sponsoring ANYONE who builds a HUGE business are quite slim, even if you sponsor a lot of people.

But people can lead you to people.  And they will.  Even a loser knows a winner.  Even a customer knows someone who could be a heavy hitter in your organization.  Even a wholesale distributor, who just signed up to get a discount on the products, might know someone who would really excel in the business.  Your goal is to treat everyone well, to support everyone, and have people lead you to potential leaders.

I always ask people on my team “who is the most successful person you know?” or “who is the most self-motivated person you know?”  I try to get that person’s phone number or contact information and introduce them to the business (and products).  It doesn’t always work out in my favor, but at least I’ve contacted them and started to build a relationship with them.  When they give me permission, I add them to my “follow up” campaign, so I can stay in touch with them.

Think about it this way for a moment.  Let’s assume you’ve personally sponsored 10 people and your group has 100 people in it.  In this example, there is a 9:1 chance (90/10) that your leaders will come in depth.  Does that make sense?  There are nine times more people in depth than what you personally sponsored.  Most of your organization will be people that others in your group sponsored.  And most of your leaders will come from those folks.

Your objective is to work in depth as much as possible and to monitor your monthly distributor report to look for potential leaders who are taking action and getting results.  Look for anyone who is actively sponsoring new customers and distributors, call them up, start building a relationship with them, and see if they would like your help.

Another good tip is to always work at the bottom most point of each leg, so you can light a fire in the basement.

I’ve met several leaders who personally sponsored 100 or more people and never found ONE solid leader from their personally sponsored folks.  But their organization is filled with leaders in depth.  I think this is a very valuable lesson.

You have to realize that MLM has a way of “weeding out” the non-producers, so your leader in depth could eventually end up on your front-line as people above them quit.  Even if the other folks above them don’t quit, those folks will be anchored into the business because of fear of loss, and there is a small chance this fear of loss might motivate them to do something with the business.

I’ve also met other distributors who had to drive legs 50 to 100 levels deep before they ever found one solid leader.  The real beauty of having a leader that far down in depth is that it automatically motivates a lot of people in the upline to get to work (fear of loss).  Having a leader on level 20, 50 or 100 is quite perhaps the best way to motivate a group.  Light a fire in the basement and just watch what happens.

At the end of the day, you need to build some width so you can start building depth.  Once you have enough legs to work with (at least five) you want to spend a large majority of your time building depth.  This is where you will find your best leaders.  I hope that makes sense.

What are your thoughts?  What do you think about finding leaders in your MLM Downline? Leave a comment below to share your thoughts.  I look forward to hearing from you.