Chuck’s MLM Weekly Wisdom # 22 – February 4, 2015
Dear Network Marketer:
I hope you are happy and well. Here is this week’s training.
# 1 Good Questions to Ask Your Successful Upline – If you have a goal to make it big in your network marketing business, you should really talk to your successful upline and get in their hip pocket. Your successful upline has a wealth of knowledge to share with you.
I learned a long time ago that if you want to be successful you should go out and find someone who has done what you want to do and ask them how they did it. That way you can learn from their mistakes and move ahead quickly.
What I suggest you do is start calling people in your upline until you find someone who can mentor you. Once you get in touch with them, here are a few questions you should ask them:
- How did you build your business?
- What book are you reading right now?
- What books helped you the most?
- What’s the biggest mistake you made in your business and how did you overcome it?
- What do you recommend I do right now?
- Who mentors you?
- What can I do to get you to help me?
- What audios or video training do you recommend?
- If you knew what you knew right now and you were starting all over again today, what would you do differently?
- How do you get leads?
- What type of daily routine do you have?
- How much time did you spend building the business every day?
- How many people have you personally sponsored?
- What should I expect for a conversion rate?
- What can I do to increase my conversions?
- What is the best way to show the plan?
- Should I lead with the products or the business?
- What are the steps to success I need to follow?
- If I want to make X amount per month, what do I need to do?
- What can I do to get duplication in my team?
The bottom line is that your upline is a free RESOURCE for you to leverage. They want you to call them! Call them and introduce yourself and ask them your questions. Don’t try to be a lone wolf!
# 2 Good Questions to Ask Your New Distributors BEFORE You Sign Them Up – Now that we’ve talked about some good questions to ask your successful upline, here are some good questions to ask your prospects BEFORE you sponsor them into the business as a business builder.
- What do you want to accomplish with the business?
- How much money would you like to make and how long will you be willing to work to get to that amount?
- Will you commit to minimum one hour per day to grow your business?
- Are you coachable?
- Are you going to waste my time?
- Can you make a minimum two YEAR commitment to build your business?
- Are you willing to go on auto-ship and stay on auto-ship?
- Will you commit to reading, listening to tapes and going to events to work on your personal growth?
- How do you see yourself building the business?
- On a scale of 1 to 10 how serious are you about the business?
- What do you expect from me as your coach?
The reason you want to ask people these questions ahead of time is so that they don’t waste your time! As a sponsor, you’re going to invest time and money to train these people, and help them get started, and you need to know if they are committed or just blowing smoke!
# 3 The # 1 Time Waster – The number one time waster is sponsoring the wrong people into your business! I can’t speak for you, but for a long time I had the mentality that I would sponsor anyone and everyone. If someone had a pulse and was interested in what I was doing, I would get excited and sign them up. Sometimes, I even felt like it was my job to save people! I’m a compassionate guy and I can definitely see our business as a solution to a lot of people’s problems, so when I saw someone in a financial need, I knew this could help them.
I have since learned that you need to be smart about who you sponsor and who you work with. You see, we all have a limited amount of time to build our network marketing business. That means that we need to work smart and be strategic about how we spend our time. We need to work with people who are willing to go to work and do what we teach them. We need to work with people who have the desire to succeed and the willingness to roll up their sleeves and make it happen.
This is a very small percentage of the people in network marketing (less than 10%). Just to clarify, I am not telling you to abandon everyone else, to shun them, or not help them. You just need to train all of your non-performers in a group setting and work with your serious people one on one.
Don’t let someone who never does anything take up all of your time. Be smart about who you work with and who you sponsor. You can sponsor anyone into the business as wholesale distributor or retail customer. That’s one thing. But be selective about which business builders you spend a lot of time with.
What I recommend you do is give your new distributors homework assignments. If they do them, keep working with them. If you see them trying (based upon their actions) keep helping them. But if they never do anything, or go in the Witness Protection Program, leave them and look for someone who wants to build a big business. You can only lead a horse to water, but you can’t make them drink.
And remember 2-3 good builders can make you a substantial income!
# 4 The Different Leadership Styles – I learned in the Army that you have to lead people in different ways, based upon their skill-set and motivation! There are many different ways to lead people, but here are the different methods that I’ve used in my career.
Directing – This is what you do with your brand new distributors. You tell them what they need to do. You must realize that most people in network marketing have never worked for themselves before, so they don’t know what to do. You aren’t their boss, but you need to be direct and give them specific instructions to follow, until they are self-sufficient.
Supporting – This is when your distributor has a solid understanding of the business and they just need to call you when they need help or a little bit of guidance/encouragement. You are there to answer questions and encourage them. Basically, you’re their cheerleader.
Delegating – This is the ultimate leadership style. It’s when you have someone who is highly motivated and trained and self-sufficient. They are independent of you and don’t need you (much). When you need something done, you can give them a task and feel 100% confident they will get it done and get it done right.
Ken Blanchard talks about these leadership styles in his book “Situational Leadership and the One Minute Manager.” I highly suggest you order a copy of that book. It’s very powerful. He goes into a lot of detail about each leadership style.
# 5 Build Your People and You will Build Your Business – MLM is the ultimate people business. In this business, we really have to work on our personal development if we want to succeed. Some people call network marketing the greatest personal development course in the world. I agree.
As a sponsor and upline, your job is to build people. You need to teach leadership. Help each person on your team create their own personal development plan. Get your team to read books and attend events. Help each person you work with learn new skills and get a little bit better every single day.
I truly believe that our biggest obstacle in life is ourselves! Once we get out of our own way we can be successful. Lots of folks struggle with depression, worthiness issues and lack of confidence. I truly believe that if you help them grow as a person you will one day build a huge team (and help a lot of people become better people in the process!). What do you think?
# 6 The Power of Incremental Growth
Incremental growth should be one of the Wonders of the World! You see, we can all improve if we just strive to get a little bit better every single day. Think about how good you would be at showing the plan if you showed the plan once a day, every day, for a year. Think about how good you would be at pushups if you did just one more push up a day, every day. On the first day of the year you would do just one push-up. On the last day of the year you would do 365!
Rather than set these big long-term goals, I think it is much wiser to set some smaller, short-term goals. Set daily and weekly goals. Pick a few areas you want to improve and do something to get a little bit better every single day.
I look back at my experience with writing. When I first started writing in 2007 I was horrible. But ever since then I’ve written at least an hour a day every day (except weekends). My writing is much better now. What really excites me is how good my writing will be in another five, ten or twenty years. That is the power of incremental growth.
I once heard someone say that we often overestimate what we can do in the short-term and underestimate what we can do in the long-term. I think that advice is spot on. The bottom line is to just get a little bit better in your business every single day. Do that for a few years and you will be amazed at what you can accomplish.
# 7 The Story Behind the Story
There is ALWAYS a story behind the story. When you see someone successful on stage or in an interview, you are seeing a finished product! You are looking at someone who has gone through years (or decades) of personal growth! You are looking at someone who took the time to develop themselves, their belief, their talents, and their skills.
Unfortunately, most successful distributors never talk about their failures. All you hear on stage is about how great they are. The truth is most people struggle in this business for years, before they ever become successful. Many distributors take ten or more YEARS to make it to the top of the company. Think about that for a moment!
Most people who are successful in our industry have been in the industry at least two decades and they have taken a lot of time (and money) to develop their thinking and skill-set. The top earners have simply had more NOs than you, talked to more people, gotten more rejection, had more people quit their team, had more no shows, and more disappointments than you. That is why they become successful.
The moral of the story is don’t compare yourself with others, especially if you don’t know the story behind the story. After all, when you compare others you are comparing your weaknesses to someone else’s strengths. Just focus on improving yourself!
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