Today, I want to share a list of my top 117 MLM Tips of all time with you. These are tips and lessons I have learned from field experience, from my mentors and from reading books. They are listed in no particular order.
In the weeks and months to come, I will turn this post into a mini-series. I will write a blog post about each tip on this list, going into further detail. Enjoy.
# 1 Learn how to sell.
Network marketing is a selling business regardless of what anyone else tells you. If nothing else you have to learn how to sell your ideas and influence to others. You also have to learn how to close people and ask for the sale. With some study and practice, anyone can learn these skills.
# 2 Pick a stable, but under the radar company.
Avoid start-up companies whenever possible. Work with an established, proven company that is still under the radar. The last thing you want to do is work with a start-up, only to have it go bankrupt a few years later.
# 3 Take the long term view.
Rome was not built in a day. Think of your network marketing business as a part-time, long-term project that you will work on a little bit each day until you eventually earn enough to replace your full-time income. No matter what type of business you own, it normally takes a couple of years to get profitable and three to five years to get established. This is a marathon, not a sprint.
# 4 BELIEVE in yourself.
Don’t sell yourself short. You are capable of great things. You need 100% belief in yourself, your product line, your company and the industry if you want to succeed in network marketing. People want to work with confident people who know who they are and where they are headed.
# 5 Follow a system.
Systems are the key to success in any business. Find or create a system that works for you and leverages your own natural talents and abilities. You need a basic system to generate leads, train your team, and find customers. There is no perfect system, but you do need a system to follow.
# 6 Give yourself a fair chance.
You need to give yourself a fair chance to succeed in your business. As I see it, you haven’t even gotten started if you haven’t personally shared a presentation with at least 100 different prospects. Make a minimum two-year commitment to your opportunity and never look back. Having one foot in and dabbling with your business is the kiss of death.
# 7 Invest in your business.
Network marketing is a real, legitimate business. Treat it accordingly. Be willing to invest money in your business education. Be willing to invest in marketing, training and advertising. All business owners spend money on these things. Don’t nickel and dime your business.
Network marketing is just like any other business. It takes time to build a successful business. If you want to succeed, you need a vision and you need a three to five-year plan. If you are expecting to make a lot of money right away, get ready to eat a big lunch. Read more about your five year plan in network marketing.
# 9 You can make excuses or you can make money.
If you’re looking for a reason to quit your business, you will find one. If you’re looking for a reason to build it big, you will find one. Instead of making excuses, or saying something doesn’t work, get creative and figure out how you can make it work.
# 10 Study marketing.
All successful entrepreneurs spend a majority of their time on marketing. This is the most important part of any business. Without good marketing there are no leads and no new customers. Invest some time and money to learn marketing so you can generate endless leads on demand.
# 11 Use your own natural talents and abilities.
We are all wired differently. Figure out what you are naturally good at and leverage those talents and abilities to build the business in a way that works for you. If you enjoy using the phone, call leads. If you enjoy writing, start a blog. If you enjoy home parties, do home parties. There is no right or wrong way to build a business.
# 12 Use the email, call, mail, follow-up method to communicate with your leads.
I learned this tip from Robert Blackman. You have to use a variety of methods to follow-up with people. Many folks delete their emails without reading it. They screen their phone calls if they don’t recognize the phone number. You must be creative and master the art of the follow-up. The more methods you can use to follow-up with your prospects, the better off you will be. Learn more about the email, call, mail, follow-up method that I use and recommend.
# 13 Develop two or three good ways to get leads.
Ultimately, you want two or three good ways to generate leads for your business. This will keep your lead generation diversified in case one of your strategies dries up. It’s vital that you keep your pipeline full, so you always have new prospects to talk with.
# 14 Don’t over-train or over-socialize your group.
Training is highly overrated in this industry. Just about every network marketer I’ve met knows what they should be doing to build their business, they just don’t do it! Having endless meetings and training sessions will do very little to grow your group. It’s self-motivation that your distributors really need, not more training.
# 15 Facts tell and stories sell.
Facts will put people to sleep and give them information overload. But a good story is memorable and fun. Learn how to get your key points across by telling stories. Share your own personal story with your prospects. Keep things interesting and remember that people visualize pictures in their minds. The more stories you can tell the more you will connect with your prospect.
Look across any company and the top earners build their business in different ways. They do this because they are leaders. Leaders are leaders because they are a person of action. When you sponsor a leader, you will quickly discover that they won’t need much of your help. They won’t need your system or motivation. They will do these things on their own. Be thankful when you find someone like this and get out of their way so you don’t mess things up. Read more about sponsoring leaders.
# 17 You have everything you need to be successful in MLM.
What holds most people back in this industry is themselves. People struggle with low confidence, fear of rejection or failure and self-limiting beliefs. Your real challenge is to overcome your biggest obstacle: yourself. Spend time working on personal development so you can become the person you need to be, in order to achieve your goals.
# 18 You have to treat people right; no pressure and no lying and no hype.
Treat people the way you want to be treated. Don’t tell people what you think they want to hear. Tell them the truth. Always be honest and keep it real with people, even if it means they don’t join your team! Our industry gets a bad reputation because so many people mess this up. Avoid hype, pressure and hard-selling at all costs!
# 19 Everyone has obstacles, even the top leaders.
Success is never a straight line. Instead it is a series of zigs and zags, bumps and setbacks. Every successful person on stage has a story behind the story. That includes the trials and tribulations they went through in order to become successful. You rarely hear about these stories, but trust me, each leader has a story. Never compare yourself with others, because chances are, the other person is on a different chapter of their success journey than you are.
# 20 Putting others first is vitally important.
When you help others get what they want you will get what you want. This business is about lifting others up. You can’t become successful in network marketing unless you help other people become successful. Take your eyes off yourself and help others succeed. That’s the only way to make it to the top.
# 21 Approach – Present – Follow-up – Serve.
This is a simple four step success process that covers what you should be doing in your business. Everything starts by you approaching a new prospect and pre-qualifying them. If they agree to a presentation use a third-party tool to make that happen. After the presentation follow-up promptly and collect a decision. If they join your team as a customer or distributor, make sure you serve them and treat them well.
# 22 Skills are what separates the amateurs from the pros.
When you are first starting in our industry you probably don’t have the required skills you need to succeed. These skills are developed over a period of years through training and real world experience. You should develop most of your skills by being out in the trenches doing your on-the-job training. The skills to master are prospecting, lead generation, inviting and following-up. Do that and you should do very well in the business.
# 23 You need an Elevator Speech.
One of the best things you can do is develop an Elevator Speech for your network marketing business. This is a short 15 to 30 second “pitch” that describes the benefits about what you do. It’s a great way to share your products or business opportunity with others, using a quick and easy approach. Read more about your MLM Elevator Speech.
# 24 Tell people WHY they should join your team or become a customer.
Rather than just asking people to partner up with you and become a customer or distributor, let them know WHY they should work with you.Tell them the benefits they get by being part of your team. Show them what’s in it for them.
For example, if you join my team today you will get 2 shares in this month’s advertising CO-OP, 100 free postcards and leads, our team training manual, access to our secret team Facebook group and unlimited one-on-one coaching time until you sponsor your first three people.
Doesn’t that sound much better than just asking people to join? Make a list of what you offer people when they job and be sure to communicate this effectively with your prospect.
# 25 When you make a profit on your advertising the sky is the limit.
Your goal with your advertising is to eventually acquire new customers and distributors at a break even price or better. You can even afford to lose a little bit of money on each new person because you can make up for it in repeat sales. Once you tweak your advertising and can do it profitably you can roll out your major advertising campaigns.
# 26 Sell the benefits of your product.
Facts tell. Benefits sell. Rather than focus on the ingredients or business or product specifics, explain to your prospect the BENEFITS they get from joining the company or using the products. Remember, no one buys a drill because they want a drill. People buy a drill because they want a hole.
# 27 Focus on what your prospect likes.
Figure out your prospect’s hot button and focus on that during the entire presentation. Ask them a few questions before you do a presentation to figure this out. Some people refer to this as their WHY. It’s the one thing that makes the person tick. Once you know this information, tailor your presentation to show them how the products or business opportunity will help them get what they want.
# 28 You can target recruiting efforts for short-term profits or long-term gains.
I learned this lesson from “Big Al” Tom Schreiter. The moral of the story is that when you are advertising it just makes sense to focus on advertising for leaders, not customers or part-timers. Leaders are what will ultimately create you a big business.
# 29 Look for leaders.
One good leader is worth more than 1,000 followers. One good leader can help you create a six figure residual income in most companies. Your job is to always keep your eyes and ears open for leaders. These people are hard to find and hard to get in the business, but if they make the decision to join and commit, they will build it big. Most people are not leaders.
# 30 Locate people with the DESIRE to work.
Most people are inherently lazy. I’m not saying they are bad people. They just don’t have a big enough why to step out of their comfort zone and do whatever needs to be done to build it big. I will take one person with a big burning desire to change their life over 1,000 people who are currently comfortable in life. Look for people who are sick and tired of being sick and tired. They are great prospects.
# 31 People don’t join what they don’t understand.
Keep the business presentation simple. Keep it to 20-minutes or less. Record your own presentation and watch it. Show it to a young child and see if they get it. The beauty of this business is the simplicity. Any fool can complicate it, and most people do, but it takes a genius to keep it simple.
# 32 Keep your business presentations simple and to the point.
You should never give a 60 to 90-minute presentation. You should never give a presentation yourself. Use third-party tools to do the presentation for you. If you are set on giving presentations, learn how to give a presentation the right way.
This should be common sense, but you would surprised how many folks join a company and don’t even use the products. You wouldn’t own a Chevy dealership and drive a Ford!
Use your company’s products: all of them. This will help educate you about the products, build up your belief in the products and help you develop your own product story that you can share with others.
If the products don’t make sense, the business won’t make sense either. Read more about personal use in network marketing.
# 34 Time plus skills is the formula for success in MLM.
Anything worthwhile takes time. Think about anything worthwhile you have wanted to accomplish in life and you will quickly realize that you had to pay a price. You’ll also discover that it took you time, normally much longer than you expected. MLM is no different. You have to develop the right skills and you have to put in the time. There are no shortcuts.
# 35 If you want to be successful in MLM study someone who is already successful.
Successful people find mentors who have accomplished what they are trying to do and then they follow their lead. Find someone in your upline who has achieved the level of success that you desire and get in their hip pocket. Ask them questions, seek their counsel and learn from them. And, make sure you do what they teach you!
# 36 Work the Numbers.
This is a numbers game UNTIL you get people in the business, then it becomes a people business. Put in the numbers. Realize you will probably have to approach several thousand people to sponsor a few hundred to find your few key leaders who are responsible for 90% of your team’s growth.
# 37 Set high standards and focus on continuous improvement.
Set high standards for yourself and try to get a little bit better every single day. You will never be perfect, but you can improve daily. Expect the best, make a plan, work hard and keep tweaking what you do.
# 38 The person with the marker makes the money.
The sooner you can start doing your own training and presentations the quicker your business will grow.
# 39 You must take consistent massive action.
The harder you work the luckier you will get. You must consistently approach five to twenty people a day. Do that and you will make it. If you’re just dabbling with the business you won’t accomplish much.
# 40 Even a donkey can lead you to a stallion.
Everyone knows a winner. Even a dud can lead you to a stud.
# 41 Sometimes your best people will do very little for their first few years in the business.
Some people join, sit around for a few years, and do very little before they make the decision to build it big. You never really know who will do it and who won’t.
# 42 Width gives you immediate profitability and depth gives you long-term security.
To build a stable, long term income with your company you need to drive your legs DEEP, very deep. The deeper you can go, preferably several hundred levels, the better off you will be.
# 43 Everyone has a number.
This is the number of people you will have to personally recruit to build up a large team. I don’t know what your number is, but it will probably be somewhere between 100 and 300 people.
# 44 You never really know who your Aces will be or when they will show up.
People will fool you. The people you think will do great normally don’t and the people you often think don’t have a chance can do very well. Love on everyone. Encourage everyone. When the leader identifies themselves you will know it.
# 45 Light a fire in the basement to motivate everyone in your team –
The best way to motivate your MLM Team is to work in depth. When you find an excited distributor on the 10th level deep in your group, it motivates everyone on the nine levels above them! This is how you work smart in your business. Learn more about motivating your MLM Team.
As you build a massive team, you will quickly discover that your best leaders come in depth. The odds of you sponsoring your best people are quite slim. People lead you to people. Everyone knows a few winners. Work with everyone on your team who is willing to let you help them. You never know who you will meet from their sphere of influence, or their friends’ sphere of influence. Learn more about building depth in your company.
# 47 Your ideal prospect has a job, some disposable income, and WANTS to start a plan B or part-time business.
In most cases, broke, down and out people who need the business will never build a business. Your best prospects have a good self image, a good paying job or business, yet they want more out of life. The bottom line is to look for people who WANT the business, not NEED it. Learn more about your ideal prospect in network marketing.
# 48 Sponsor people in your own backyard –
Building your team locally is a very smart move. You can save time and money on gas. There are tons of great prospects in your own back yard. Build locally and your team will naturally expand nationally and internationally. Read more about building a local MLM Team.
# 49 Amateurs sell and professionals sort –
Most new network marketers think they have to sell and convince people. Nothing is further from the truth. If you are selling and convincing people, they will quit just as fast as they join. That’s why your job is to share information and sort through people. Look for people who are looking! Read more about sorting vs. selling in MLM.
# 50 You want 3-10 well trained Generals on your team.
Ultimately, you are looking for three to ten different people (personally sponsored or not), all in different legs, who are serious about the business. Once you find these people you want to mentor them and help them build their own Army.
# 51 You must sow before you reap.
This is a simple lesson from the Bible, but it also pertains to network marketing. You have to put in the work before you can reap the harvest.
# 52 Your best people might take you years to recruit.
Sometimes your best prospects will take you several years of consistent follow up before they decide to get involved in join your team. Stay in touch. It comes down to timing.
# 53 Fear of loss is greater than the fear of gain.
The best way to motivate others is to show them what they have to lose. People do not want to lose or miss out on something. While the desire for gain is great, the fear of loss is much more effective.
# 54 Take people dream building.
I learned this tip during my time in Amway. Whenever possible, get people dreaming about their own future. Focus on people’s hope, wants, dreams and desires. Once someone figures out what they want they will move heaven and earth to get it.
# 55 Build a tap root leg in each leg of your organization.
Drive each leg in your organization as deep as you can. Always work at the bottom most point of each leg with the newest, most excited distributor.
# 56 Develop excellent people skills.
Learn how to get along with many different types of people. Become more likable. Get good at asking questions and listening. Be nice to people. Stay calm, cool and collected. Treat people the way they want to be treated.
# 57 People don’t care how much you know until they know how much you care.
Ultimately, people like to do business with people they know, like and trust. If your team thinks you only spend time with them because you make money off them, they won’t stick around long. Your job is to SHOW people that you care, by your actions, not just by what you say.
# 58 This is a relationship business.
Getting people into the business is one thing, but if you want to keep them in for a long period of time you need to build relationships. The more relationships you can build with people the better. This takes time and won’t happen overnight. Be willing to invest in others.
# 59 The internet is NOT a system for your business.
The internet is simply a medium to meet new people. It is not a system by itself. Most people cannot use the internet effectively to grow a team. Most people run to the internet because they are scared to talk to people. Even if you use the internet to meet people, you still have to talk to them and build a relationship.
# 60 Meet people where they are at.
Never pressure someone to do more with the business than they want to. Run with the runners, walk with the walkers and crawl with the crawlers. Everyone on your team has an important role, even if they only place an order a couple times per year.
# 61 Treat your business like your job.
People tell people to treat their network marketing business like a business. That is a big mistake. Most people in your business have never owned a business before so they don’t know what that even means. Tell your folks to treat their business like their job. Show up every day. Work hard. Let them know that if they don’t show up, they won’t get paid!
# 62 Most businesses take a year or two just to get profitable.
No successful business is built overnight. Most traditional businesses take MINIMUM a couple years to get profitable. If you’re building your MLM Business right you should be profitable by your second or third month in the business. That’s pretty awesome when you think about it. Of course, you have to put in the work and do the activities to make that happen.
# 63 Make sure you have a business plan for your network marketing business.
Every business I can think of needs a business plan, especially network marketers. Spend some time and create a one to two page business plan that identifies your goals, action steps, marketing plan, unique selling proposition, target market and more. This will help you think through the process of what you need to do to become successful.
# 64 Pick your mentor wisely.
The person you decide to partner up with is just as important as the company you decide to work with. A good mentor can really help shorten your learning curve in this industry. Make sure that you find someone who is successful, accessible, helpful and caring. Here are some more tips on how to find a MLM Mentor.
# 65 You must have realistic expectations in your business.
This business is just like any other business. It takes TIME to build a business, normally a few years. You cannot expect to sign up as a rep, and then just sit back and wait for the cash to roll in. Things do NOT work that way. You have to develop a game plan, work hard and be persistent. And you have to have realistic expectations for your business. Read more about having realistic expectations in your network marketing business.
# 66 You need a daily action plan to build your business.
People are busy. Many network marketers don’t know what to do to build their business. This is where a daily action plan comes in handy. This is nothing more than a short list of a few critical activities that you must do every single day to grow your business. Read more about creating your own daily action plan.
# 67 Find one good company and stick with it for the long haul.
Most top earners stick with one company for many, MANY years. They don’t switch companies every couple years. You want to find a good company with products you like and stick with it for YEARS. That is the key to long-term success in network marketing. Every time you switch companies you have to start over. Read more about sticking with one MLM Company for the long haul.
# 68 Go wide and then go deep.
Your ultimate goal is to go deep in your organization. That is where the big money and security come from. In order to do that, you must go wide first. You must bring in 50 to 100 people to find your key leaders and build a huge team. Read more about width vs. depth in network marketing.
# 69 Don’t create DEPENDENT team members and don’t enable people.
The last thing you want is your team to be dependent on you. Teach your team how to be independent. Make them have their own meetings and do the things for themselves, that they should be doing. If everyone depends on you, you will burn out.
# 70 Work with people who deserve your help, not people who need it.
MLM is not welfare. It’s not your job to make anyone successful. It’s your job to offer help to everyone, but to work with the willing. In many cases, you will want success for your team members more than they want it for themselves. Work with your producers one on one and work with everyone else in a group setting.
# 71 Show 10 or sponsor 2 people every month.
I learned this lesson during my time in Amway. Make it a point to bring in at least two new people personally into your business every month, no exceptions. This will keep your team growing and add excitement to your business. This is also a great way to set the pace and lead by example.
# 72 Attend all major events and functions.
This isn’t rocket science folks. Go to all of the events your company offers. This helps build your belief, it gets you around other successful people and you will learn new things. Events are very powerful. The more people you can get to go to events the bigger your check will be.
# 73 Read for 15-30 minutes every single day.
You feed your body every day, why not feed your brain every day too? Make it a point to set aside 15 to 30 minutes every day to read books on topics such as leadership, communication, relationships, personal finances, marketing, sales, entrepreneurship and network marketing. Reading just 20 minutes a day would allow you to read about one book a week, or 52 books per year. Think about how much you would learn by doing that.
# 74 80% or more of your income will come from 1-3 leaders on your team, even if you’ve sponsored hundreds of people.
No matter how many people you personally sponsor, most of your income will come from just one to three of them. That’s how this business works. You need everyone on your team to help you create volume, but just realize that most of your income will come from the efforts of a very small percentage of your team, typically less than five people.
# 75 You get paid to create volume not to recruit.
You can recruit until the cows come home, but if no one orders the products or makes any sales, you don’t earn anything. Your goal is never to recruit. Your job is to create volume. Find people who love the products. Make sure everyone you sign up orders the products. If they won’t even use the products, it’s highly unlikely they will ever build a business.
# 76 Only spend your one on one time with your producers; train everyone else in a group setting.
Time is your most precious asset, especially if you are doing the business part time. You want to help everyone, but only spend your one-on-one time with people who are producing. Use meetings and conference calls to train everyone else on your team in a group setting.
# 77 You are ONE key leader away from being financially independent.
It’s true that one person can really change your business and life. If you are fortunate enough to ever personally sponsor a heavy hitter, you will know what I am talking about. One good distributor can increase your income 100 fold or more per month. Most top earners earn 80 to 90 percent of their income from just one to three people on their team. Chew on that for a moment.
# 78 Set the pace for your group –
The best leaders always lead by example. You can’t expect your team to do things that you aren’t willing to do for yourself. Your team will do what you do, not what you say, so make sure you lead by example. Learn how to do it!
# 79 NEVER go into management mode.
Without a doubt, one of the biggest mistakes that network marketers make is going into management mode way to soon. This is when they stop focusing on the money producing activities and they spend all their time trying to motivate their team. This almost always backfires and causes more headaches than it does good. Read more about not going into management mode too soon.
# 80 Create a strong team culture.
It’s human nature to want to band together. Everyone wants to be part of something greater than themselves. The social aspect of network marketing is very important to a lot of people. Have fun events where your team can get together and socialize. It will be time well spent. Create a team culture that is fun and uplifting.
# 81 Use third party tools to show the plan.
If you show the plan yourself, and you make it long or complicated, your prospect might be interested in the information, but they still won’t join. They will think to themselves that they can never do what you do. This is where third party tools come in handy. Use these tools to show the plan for you. Let your prospect know that all they have to do to show the plan is hand someone a DVD or send them to a website, and more folks will sign up. Keep it so simple even a caveman could do it. Learn more about using third party tools.
# 82 Identify your target market and then focus on people in your target market.
All businesses have a target market. This is a group of people within a certain demographic that are most likely to use the product or service. In network marketing you have TWO different target markets: one for customers and one for distributors. Read more about your target market in network marketing.
# 83 Never underestimate the “little money” and what it can do for people.
For most folks in America and the rest of the world, an extra five hundred dollars to one thousand dollars per month would be completely life changing. Most folks only focus on the big money. I believe that showing people how to make an extra $500 per month will be your stepping stone to financial freedom for yourself. Learn more about the little money in MLM.
# 84 Realize that most people do not want to be a heavy hitter.
Believe it or not, most people on your team do not want to make the big bucks. Most folks join MLM to get the wholesale-retail difference on their order, or to earn a few hundred to a few thousand dollars per month. No more than five to ten percent of your team wants to be a heavy hitter. Meet people where they are at and help them reach their goals, even if their goals are different than yours.
# 85 Learn how to follow up and master it.
The money is in the follow up. You’ve probably heard that before. Most people will need to hear from you at least five to ten times BEFORE they will take action and join your team or sign up as a customer. If you don’t follow up enough, or do it the right way, you will leave a lot of money on the table. Learn how to follow up.
# 86 Teach everyone on your team how to invite.
Knowing how to properly invite people is quite perhaps the most important skill you can teach your team. Spend time with each team member and train them how to invite people properly. You want to show them how to invite people to meetings, to webinars, to conference calls and other events.
# 87 Lead with the products not the business.
Did you know that leading with the business opportunity is normally a waste of time? Not many people WANT a business of their own. Talk to 100 people about starting their own MLM business and you might sponsor 1 to 3 people. Talk to those same 100 people about the products and you should find 20 to 30 or more interested people. That’s why I lead with the products when I talk with people. Read a post I wrote about whether to lead with the products or business opportunity.
# 88 The products and opportunity are not our business. Our business is to MARKET the products and business opportunity.
This is sage advice. Most entrepreneurs in every industry are obsessed with their products or services. What they don’t realize is that their real job, and real business is SELLING those products and services, not the products services itself.
For example, if you own a barbershop, your job is not to cut hair. Instead, your real job is marketing and advertising to find people who want their hair cut. Of course, you have to deliver a good haircut, but that’s not your primary job.
Furthermore, if you own a restaurant, selling food is not your business. Instead, filling the seats in your restaurant with customers is your real business.
Once again, you have to provide good food, but that is not your primary job. It doesn’t matter how good the haircuts or food are if you can’t find customers to buy them! Never forget this simple, yet powerful advice.
I learned this valuable lesson from Dan Kennedy and Michael Gerber.
# 89 What to do when people drop out?
If people aren’t canceling and dropping out, you aren’t building your team fast enough. When people quit, and most will, be nice. Don’t try to talk them into staying in the business. Ask them why they quit, tell them you appreciate the time they were with you, and replace them as quickly as possible. People quit for their own reasons. It has very little to do with your company, product, or service. Most people quit everything they start. Just leave the door open and tell them they are always welcome to come back at any point in time. It’s almost impossible to resurrect the dead. Instead, find NEW people. That is the key to success. Here are a few tips on dealing with attrition in your business.
# 90 Reinvesting in your business.
You must be willing to reinvest in your network marketing business. People nickel and dime the shit out of their business. I don’t know why. Probably because they’ve never owned a business before. If you own any type of business, you have to be willing to reinvest your profits and revenue for AT LEAST the first year. A business is like a toddler. It must be constantly nurtured, loved, and provided for, or it will not survive. Could you imagine if a restaurant owner said, “I’m not going to buy any silverware until I make a big profit” or if a grocery store said, “we’re not going to buy an inventory until we have enough sales.” I doubt it.
# 91 Focus on benefits, not features.
People don’t care where the CEO of your company went to college. They probably don’t care much about the corporate team, the product ingredients, patents, or any other crap. People care about WHAT IS IN IT FOR THEM! Does the product work and do what it says it will do? More importantly, how will it help them? Remember that people don’t buy a drill because they want a drill. They buy a drill because they want a hole (Mike Dillard taught me that). You must focus on the BENEFITS of your company, business opportunity and products/services when talking to people if you want people to join or buy. Show them what’s in it for them and they will move mountains to get it.
# 92 Tell people WHY they should join your team.
I learned this lesson from “Big Al” Tom Schreiter. It’s an important lesson. Don’t just tell people to join your team. Tell them WHY they should join your team. Tell them what they get when they join your team. You could say something like this:
“When you join our team today, you will get 200 free leads. We’ll also give you our secret 151-page Getting Started Manual. For your first thirty days in the business we will do unlimited three-way calls with you and your prospects. You will have access to our weekly Getting Started conference call and Leader’s call. We will help you sign up your first two distributors and first customer, and will work closely with you until you do these things.”
This is just an example. This sounds a lot better than just “join my team.” I hope that makes sense.
# 93 Lead with Your Why.
I watched a great video on YouTube by David Pietsch the other day. He is a top earner in another company. When you are talking with prospects about the business, don’t bore them to death with the details. Instead, tell them WHY you are doing the business. You could say something like this.
“Tony, you probably know that I’ve been working the same job for 15 years now. I felt like I was in a rut, so I decided to do something about it. I was tired of having more month than money, so I decided to start my own home business to supplement my income. My goal is to create an extra $2000 per month so I can fully fund my retirement account and pay off my credit cards within the next 12-months.”
This is a much more effective way to introduce people to a business than any other technique I can think of.
# 94 The numbers.
About 90 percent of your team will just use the products, 10 percent will be part-timers, and 1-2 percent will be full-timers. You need to realize this right out the gate. Very few people will treat their business seriously. Talk is cheap. Most will talk a big game and do nothing. That being said, most of your volume and commissions will come from people who do nothing more than order the products. You need customers and wholesale buyers. My suggestion is to treat everyone well, meet people where they are at, never pressure anyone, but work with the willing. Spend 90 percent of your time with the 10 percent of your team who are willing to put in the work. Spend your time where it is deserved.
# 95 Teach people to teach people to teach people.
This is probably the # 1 skill I learned from one of my mentors: Don Failla. At the end of the day, our job is to teach people to teach people to teach people. This business is about duplication. If everything relies on you, you will either max out or burn out. The quicker you can teach people to be SELF-SUFFICIENT, and build the business without you, the quicker you will duplicate and build a big team.
# 96 The fastest way to build a big network marketing business.
The fastest way to build a big network marketing business is to recruit other network marketers. These are folks who already have the training, skills and mindset to be successful right out the gate. Few people talk about this, but most of the people you see who build a big business in our industry focus on recruiting other network marketers, or former network marketers. Just food for thought.
# 97 If you suck at recruiting, learn how to TAPROOT.
Taprooting is one of the biggest keys to success in our industry. I learned about taprooting from watching some ACN videos. No, I have never been in that company, but the training video I watched is amazing. Taprooting is when you focus on building depth rather than personal recruiting. Every time you sponsor someone you immediately help them sponsor someone. Then you do the same thing with them. You keep repeating this process over and over in depth until you find someone serious. A good network marketer can recruit a few people and build a big team, just by taprooting everyone they personally sponsor.
# 98 This is a business of attrition; at least 50 percent to 75 percent of your team will quit the business every year.
Like any other sales profession, or entrepreneurial venture, there will be a high turnover, regardless of what you do to support people.
I don’t know of any company in our industry with less than a 50% yearly attrition rate. There is one company in our industry that claims a 95% monthly reorder rate, but if you do that math, that is still 50% yearly attrition.
People are going to quit. Expect it. Be prepared for it. Do not take it personal. Most people quit everything they do: from diets, to exercise programs, to marriages. Most people who start college never graduate. I could go on and on here.
Your objective is to taproot everyone you sponsor and build depth, and never slow down with your personal recruiting.
To put this in perspective, all businesses have attrition. Restaurants lose customers. People move. People die. Or, they have a bad experience and never return to the restaurant.
If any business stopped recruiting, it wouldn’t be in business very long.
# 99 The only person you can control is you.
This business is unlike any job or business you will experience. You can’t boss people around, fire them, or make them do what you say. This is a volunteer Army.
You can’t control who gets in, who does anything, who quits, or who builds it big. Rather than worry about what others do, focus on what you can control. Focus on your own activities, not your results.
This one thing along will eliminate most of your stress and frustration.
# 100 The real money is in depth, not width.
It took me YEARS to learn this valuable lesson. Your goal is to sponsor a lot of people personally AND build it deep.
The deeper you build your team the more secure it will be. Width gives you immediate profits, but depth gives you long term stability and security. It makes more sense to help someone you sponsored sponsor someone themselves, than for you to just keep sponsoring people personally.
Make sure you do a combination of recruiting personally and recruiting in depth. Go wide and go deep.
# 101 All the time you spend trying to help a weak team member is time wasted.
It is not your job to save people. If you want to do that, go volunteer at your local church or favorite charity.
This is a business. Each person who joins your team is their own CEO and independent business owner. You can’t drag anyone across the finish line or make them successful.
Your job is to sponsor people and identify people who have desire, are coachable and are willing to work. Most people do not possess these three things.
Spend your time where it is DESERVED, not needed. I’ve spent hundreds of hours mentoring and helping people who never did what I suggested and never sponsored anyone themselves. That is my fault for wasting my time. Don’t make the same mistake that I did.
# 102 If you aren’t having 10 conversations daily with new prospects, you will never build it really big.
This is a business of exposures. PERIOD.
The person who makes them most exposures is the person who wins. Sharing your business with 1-2 people a day will not cut it, even if you are part-time. You must make minimum 10 exposures per day, EVERY DAY, if you want to achieve success on a grand scale.
If you are a full-timer, you should be exposing the business to 50-100 people a day. This is a numbers game. If you work the numbers, things will work themselves out. If you don’t work the numbers, you will be a statistic.
How do you find 10 people a day to contact? Facebook. Postcards. Prospecting. YouTube videos. Cold Calling. Advertising. Twitter. Instagram. Calling leads. It’s your job to pick a marketing strategy and then stick with it and master it.
# 103 Every great networker was a lousy networker at first.
I learned this lesson from Mark Yarnell. Think about your current profession for a minute. I am willing to bet you went to college, went through formal or informal training, and had lots of on the job experience before you got really good at what you do.
This business is no different. You have to develop some basic skills if you want to succeed. You have to learn leadership, sales, influence, and communication. This will not happen overnight and it will not happen by accident. You need to read books, have a mentor, attend events, and listen to tapes. You need to work on your personal development.
# 104 Don’t prejudge anyone, you don’t know who your next ace will be.
People will fool you. People you think will be a good prospect will turn out to be flakes. People who tell you they will build it big, normally quit in less than 7 days.
Sometimes it’s the people you think have no chance in the world of succeeding in the business who surprise you and build it big. At the end of the day, you don’t know what is inside someone’s heart. You don’t know who has the really big, burning desire to change their life.
Do not make the mistake of judging people. That is not your job. Show the business to everyone and let them decide for themselves.
# 105 All top earners are recruiting focused.
Brian Carruthers taught me this lesson.
New recruits are the lifeblood of your business. PERIOD. If you want to make it to the top, never stop your personal recruiting, and help your team members recruit.
People will drop off and need to be replaced. Always work with the newest, most excited distributors at the deepest levels of your organization. There is not ONE problem in your business that can’t be solved with new recruits.
# 106 You cannot make leaders; you have to find them.
Your job is to lead by example and eventually you will attract other leaders to your team. 98% of your team will NOT be leaders. That is okay. Love on everyone. Meet people where they are at. But, always keep your eyes and ears open for leaders in your organization. These are the people you want to team up with and help.
# 107 Don’t do anything for people they can do for themselves.
Do not cripple your group by doing everything for them. Never do anything for someone on your team that they could do for themselves. Hold people accountable and remember that each person is responsible for their own success. The sooner people become INDEPENDENT of you, the better.
# 108 Endurance is better than speed, this business is a marathon.
Building a successful business of any kind takes time, normally several years. Anyone can start fast. Many people do, but most people who start fast fizzle out very quickly. The people who succeed in a big way in our industry are the people who are consistent and persistent for years. They have a vision, get started and stay the course UNTIL they hit their goals. You could argue this applies to network marketing, building a great marriage, staying healthy, or anything else worthwhile. You must always take the long-term view and persevere through the ups and downs you will experience. Be the turtle, not the rabbit.
# 109 A leg is not secured until it has at least five leaders in it.
The big money in this industry comes from building leadership in depth. I learned this valuable lesson during my time in Amway. Your goal is to build leaders under leaders, under other leaders and keep doing that over and over. The more leaders you can develop in each leg of your business, the more secure that leg will be, and the more money it will make you in the long haul. You want so many leaders in each leg that the business will continue to grow, even if you stop building the business.
# 110 Never let ANYONE on your team outwork you; set the pace.
Leaders always lead by example. Never ask team members to do something you aren’t willing to do yourself. Set the example for your team and inspire others by your actions. Focus on the income producing activities at all times, and always stay in the production phase. Once you get complacent, or go into management mode, your business will start to die off. Remember, your team will do what you do, not what you tell them to do.
# 111 Out of every 100 you recruit, 80 will do nothing, 20 will do something and 2-4 of those will be really good.
I learned this valuable lesson from Mr. Brian Carruthers, one of my favorite leaders in our great industry. Folks, this is a numbers game, even if other people tell you it is not. Most people who join your team will not have the vision, mindset, skills, or work ethic to be successful in a big way. More importantly, you can’t make anyone else successful. Your job is to find and identify leaders in your team and work with them. It’s not your job to drag people across the finish line.
# 112 Only talk to people at your level of motivation and success or higher.
Most people recruit down. Rather than look for quality prospects, they prospect people they feel comfortable approaching, which happens to be people at the same (or lower) economic level of success. That is a big mistake. Rather than just approach people who NEED the extra income, focus on people who are already mega-successful at what they do. Look for people with influence. Look for people with a good attitude, who are respected by their peers and have disposable income. Look for prospects with credibility and contacts.
# 113 You must have a game plan and commit to it for at least 24 months, without looking back.
Rome wasn’t built in a day. You must plan your work and work your plan, CONSISTENTLY, month after month until you hit your goal. Most people dabble with this business. They constantly start and stop. That is a huge mistake. You must take all out massive action for a couple years to really make it big.
# 114 Talk is cheap, most people talk a big game and then do very little.
Everyone I have ever sponsored who told me they were going to build a big business, DID NOT. These folks all quit in 90 days or less. You see, talk is cheap. Very cheap. You want to watch what people do once they join the business, not what they tell you they are going to do. At the end of the day you never know who your next ace will be. Don’t pre-judge. Sponsor as many people as you can and work with the willing.
# 115 Your contact manager and list is your most valuable asset.
I learned this lesson from Jordan Adler. Your job is to build up a HUGE LIST during your time in the industry. Keep the contact information of EVERYONE you ever share the business or products with. Keep contacts of business associates, mentors and people you respect. As you build up your contact manager, make sure you stay in touch with people every few months. This “list” will be a very valuable resource for you, if you stay in touch with people, and position yourself as a professional.
# 116 90% of your income will come from 1-3 leaders on your team, regardless of how big your team is.
This is some of the most realistic advice I have ever heard. Even if you sponsor 100-200 people, most of your income will come from the efforts of one to three of those people, and most of it will come from ONE person. That is how this business works. You can accept this theory or try to prove it wrong.
# 117 Other network marketers are your best prospects.
Your warm market is not your best source of prospects. At the end of the day, you want to recruit current and former network marketers. Salespeople and entrepreneurs are great too. The fastest way to build your team is to recruit other network marketers. They have the experience, beliefs and skills to build the business quickly. Make sure you invest some time and money to reach out to other network marketers.
There you have it folks. These are my top 117 MLM Tips of all time. I hope you can take away a few golden nuggets from this list and apply it in your own network marketing business. What are your thoughts? What is your favorite tip on this list? Leave a comment below to let me know which tip I forgot to include. I look forward to hearing from you.
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