Today, I want to share my top 10 MLM Recruiting Tips. These are valuable lessons I have learned through trial and error recruiting thousands of people personally over the past 18+ years in this amazing industry.
If you want to succeed in network marketing, you must learn how to recruit. Yes, selling the products is important, but the big money comes from building a team. Without recruiting, you will not experience the LEVERAGE our industry offers.
Recruiting is something most people struggle with. It’s a foreign concept to most people joining our industry because they’ve never done it before. Fortunately, recruiting is a learned skill. Anyone can learn how to recruit, if they take the time to develop and master their skills, over a period.
The Mindset of a Great MLM Recruiter
90% of recruiting is having the right mindset.
Great recruiters think differently than most reps. Great recruiters 100% BELIEVE in their company and its products. They believe in the industry. More importantly, they believe in themselves.
Great recruiters are not desperate. They have confidence and posture because they believe in what they are offering people. If you struggle with those four beliefs, focus on improving it.
Great recruiters are not good talkers. Instead, they are good at asking questions, listening, and solving problems. They serve others.
They find out what their prospect’s problem is and offer viable solutions. Great recruiters offer VALUE to their prospect. They know that people join people, not companies.
Great recruiters are emotionally detached from what their prospects say and do. They know it’s a numbers game, but also a game of skill and strategy. They talk with lots of people and constantly refine their skills and strategy.
Great recruiters seek knowledge. They study recruiting and sales and learn everything they can about it. They know that even one small lesson can dramatically improve their results.
This is the mindset of a great MLM Recruiter. As you work on your mindset, you can focus on my top 10 MLM Recruiting Tips to improve your results.
Top 10 MLM Recruiting Tips
Here are my top 10 MLM Recruiting Tips.
- Develop Your Recruiting Strategy
- Know Your Numbers
- Set Your Goals
- Plan Your Week
- Learn How to Generate Leads
- Follow up, Follow up, Follow up
- Master the Close
- Test, Track, Tweak & Improve
- Be Someone Worth Joining
- Focus on Better Quality Prospects
# 1: Develop Your Recruiting Strategy
All successful businesses, salespeople, and MLM Recruiters have a written recruiting strategy. Their strategy outlines their daily mode of operations, how they will get leads, and their recruiting system. The system is the SOLUTION. Without a system, you will struggle.
Your daily mode of operations outlines what you will do each day to grow your business. Your lead strategy outlines how and where you will find qualified prospects. Finally, your recruiting system outlines the steps you will filter each prospect through. I’ll provide an example of each of those things below to give you some perspective.
Your daily mode of operations
- Hand out 5 drop cards per day
- Mail 5 postcards per day
- Message 5 people on Facebook per day
- Text 5 people per day
- Post 1 Craigslist ad per week
- Follow-up with 5 people who previously looked, but haven’t decided yet
- Reach out to 3 active team members to offer help
- Reach out to 2 inactive team members to reactivate their business
How you will generate leads
Focus on two to five lead generation strategies at a time. No more, no less.
- Drop cards, postcards, texting, Facebook, Craigslist ads
Your recruiting system/process
- Meet prospect
- Use the curiosity approach
- Share a video or presentation
- Follow up within 24 to 48-hours
- Leverage coach/sponsor via 3-way call to close prospects
- Add prospect to contact manager
- Follow up weekly until prospect buys or joins or asks you not to
- Sign up new rep
- Launch new rep
# 2: Know Your Numbers
Recruiting should be PREDICTABLE. It’s critical to track everything you do and keep your statistics. As you talk with prospects, you will develop a success ratio. Your success ratio is this:
# Conversations = # Presentations Shared = # New Reps and Customers
For example, if you are new and unskilled, you might have to talk with 20 people to have 8 people watch a video or presentation, to find one new distributor. That’s okay.
Once you know your success formula, you will KNOW exactly how many people you must approach daily, weekly, and monthly to hit your recruiting goals.
Using the formula above, if you want to recruit 4 new distributors this month, you must approach 80 people to have 32 people watch a presentation to sign up four new distributors. If you do the math, that means you need to approach 2-3 people a day throughout the month. That’s something ANYONE can do.
Keep in mind, as your skills improve, so will your success ratio. The longer you do this, the fewer people you will need to approach to recruit new reps. Instead of signing up 1 in 10, you might get to the point where you sign up 3 in 10.
Starting today, track everything you do. Keep track of how many people you prospect, how many presentations you give, and how many new customers and reps sign up. Do that with 100-200 people and you will know your ratio, which makes this business predictable.
The formula is straightforward. The more people you talk with about your network marketing business, the higher your chances are of getting some deals sealed. Even if you need to connect with 100 people offline or online each day and get to promote your MLM business to them and only five of them actually get started, it’s a day well-spent.
# 3: Set Your Goals
Once you know your numbers, it’s easy to set goals.
Top recruiters are goal oriented. They have written monthly, weekly, and daily goals. They know how many people they will prospect and follow up with daily, to hit their monthly goals. Your goals will determine the amount of activity with your daily mode of operations.
Here’s an example:
- Approach 90 prospects
- Share 30 presentations
- Follow up with 90 people
- Sign up 4 new distributors and 4 new customers
- Approach 20-25 prospects
- Share 6-8 presentations
- Follow-up with 20-25 prospects
- Sign up 1 new distributor and 1 new customer
- Approach 3 new prospects
- Share 1 presentation
- Follow up with 3 prospects
Can you see how this makes recruiting doable for anyone? I hope so.
The 13% who had goals, on average, were making twice as much money as the 87% who did not.
# 4: Plan Your Week
Failing to plan is planning to fail. I learned that lesson in the military. It holds true in network marketing.
You must plan out your work week, ahead of time. Go somewhere quiet for an hour and take out your day planner. Schedule in your job and family time first. Once you do that, identify pockets of time each day for you to work your business. An hour a day is more than enough.
Determine what days and what times you will work your business. Create a “to do” list for each workday, so you know exactly what you will do.
No sick days are allowed. If you went to your job for the day, you must work your business that day. That’s the commitment level you need.
Finally, you must have the self-discipline to do everything on your business “to do” list that day before you go to bed for the night.
If you can follow this simple process, you’ll quickly discover that you can be more productive working your business 7-hours per week than most people who work their business 20 to 30-hours per week.
# 5: Learn How to Generate Leads
Leads are the lifeblood of your business. Without a constant, fresh supply of leads your business is doomed.
There are hundreds of ways to generate leads. Some of the common methods include:
- Warm market
- YouTube videos
- Social media
- Home parties
- Live events
- Drop cards
- Buying leads
There is not a right way or wrong way to get leads. Ultimately, you must find and maintain 2-5 good lead generation strategies that work for you, so you always have fresh leads coming in.
Always keep your sales pipeline full. When you have lots of prospects and leads, you aren’t worried about who gets in and who doesn’t.
Ideally, want to generate 2-10 leads per day, based upon your goals. If you’re constantly adding new people to your pipeline daily, you will sign up new reps each week.
Study lead generation, marketing, and advertising. Pick a few strategies you want to focus on and learn everything you can about them. Become a master of those strategies and do not try other things for at least 12-months. Focus is key with lead generation.
# 6: Follow Up, Follow Up, Follow Up
The fortune is in the follow up. You already know that. People need to be warmed up to you and the opportunity.
Most people will need MINIMUM 7 to 20 follow ups before they will buy or join. Only a small percentage of the people who do join will do so on the initial exposure. Have realistic expectations about this, so you aren’t disappointed.
Remember that every prospect is a prospect for life. Keep a database of every prospect you ever talk with. Stay in touch with every prospect at least 1-3 times per month until they BUY or DIE or TELL YOU NOT TO.
Leverage tools such as a contact manager or autoresponder to stay in touch with your prospects. Have a series of steps for follow up and track your results.
Remember, people buy or join when the timing is right for them, not when you want them to.
Out of all of my MLM Recruiting Tips, this one tip will have the biggest impact on your success.
Finally, the fruits of your labor generally do not show up on the first contact. Moving a lead from lukewarm to hot requires work. This means sending follow up emails, making multiple phone calls, forwarding additional information, and other follow-up activities.
Timely follow-ups are reliable ways to build a relationship and demonstrate your determination and trustworthiness. Anything – from casual “just checking in” or a “thank you” note, to sending a draft proposal or product specs on time – goes a long way in increasing your chances of making a sale.
# 7: Master the Close
Always ask for the sale. You will miss 100% of the sales you don’t ask for. Even if someone wants to buy or join, they normally won’t do so unless you specifically ask them to.
Learn the common objections and how to overcome them. Fortunately, there are only five to ten common objections to overcome. Have a rebuttal for each objection so you know how to respond.
Expecting someone to just sign up on their own leads to disappointment and failure.
Every time you talk with your prospect, ask them to buy or join. For example, say something such as:
“What questions do you need me to answer before we get you started today?”
To clarify, closing is not about pressure or hype or hard selling. There’s no need to do any of those things. Your job is to lead people to a decision.
Ordinarily, the close will occur at the conclusion of your presentation, but it can happen at any time. In the middle of your presentation, you may sense your prospect is quite interested in a particular product. At that time, it is completely appropriate to say “I agree with you. This item is one of the best we have. Let’s make a note on the order pad right now so we don’t forget it during the remainder of the presentation.”
The key to closing the sale is taking advantage of the right time. Don’t delay. Many salespeople don’t believe they’ve closed a sale that quickly, so they keep talking–and actually talk themselves right out of the sale. If the prospect makes comments like “Maybe I should,” “Perhaps I could,” or “It sure looks good,” stop talking and start writing, or risk losing the sale.
# 8: Test, Track, Tweak, & Improve
Keep a record of your results and stats. You won’t know how well things work (or don’t) if you don’t track it. If you don’t track it, you can’t improve it.
Experiment with new things. Try different strategies and approaches. Try out new advertising methods. Don’t be scared to fail. You will make mistakes, just make sure you learn from them.
Keep testing different things until you find out what works best for you. Make small improvements as needed. Do this for a year or two and you will be a fine-tuned recruiting machine!
Evaluate your recruiting process every 90-days. Step back and look at everything from the outside in. Ask yourself the following questions:
- What am I doing that I shouldn’t be doing?
- What am I not doing that I should be doing?
- What can do I more of?
- What can I do better?
The answers to these questions will give you some great insights.
# 9: Be Someone Worth Joining
Be the type of person you want to sponsor. Be someone worth joining.
Work on your skills, mindset, and attitude. Always maintain a Positive Mental Attitude. People join people, not businesses. Be someone worth joining.
Work harder on yourself than you do on your business. Your business will only grow as much as you do.
The more VALUE you offer your prospect, the more VALUABLE you are to them. The quickest way to increase your value is to increase your skills.
Be all in, 100% committed to your business. Be part-time with a full-time attitude.
Study sales, recruiting, and lead generation. Learn everything you can about these subjects.
Work on your people skills. Become more likable.
Learn everything you can about your company and the industry. Be a student of the industry.
Treat this like a PROFESSION. Be as serious about your business as a traditional business owner is about their business.
Set big goals and focus on getting better daily. Focus on constant, never ending improvement.
There’s an old saying about the difference between a manager and a leader, “Managers do things right. Leaders do the right things.” (It’s best to be both a manager and a leader – they’re just different processes.)
As a leader, part of your job is to inspire the people around you to push themselves – and, in turn, the company – to greatness. To do this, you must show them the way by doing it yourself.
# 10: Focus on Better Quality Prospects
Not everyone is a potential prospect. Every business has a target market. Network marketing is no different.
Focus on better quality prospects. Talk to people who can AFFORD to buy the products. Talk to people who already use similar products or have done so in the past.
Look for people with network marketing experience. These are your best prospects. They are already sold on the industry.
Reach out to PROFESSIONALS, entrepreneurs, and salespeople. These people understand working on commission, investing in a business, and being patient to start and grow a business. They also have a lot of credibility and influence.
Look for INFLUENCERS. These are people with a large following. When they talk, others listen!
Remember, quality people lead you to quality people! Focus on quality, not quantity.
In conclusion, these are my top 10 MLM Recruiting Tips. None of this is rocket science. Many of these things are easy to do and easy not to do. I hope you will take some time and evaluate yourself in each area and identify opportunities for improvement.
What are your thoughts about my top 10 MLM Recruiting Tips? Leave a comment below to let me know what you think. I look forward to hearing from you.