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MLM Lessons
Articles
"Providing Training, Tips and Lessons on Network Marketing"
Power-packed 500+ page manual from two top
Network Marketers, Tom "Big Al" Schreiter and Art Jonak.
Get One Copy For Yourself and Give Some To Your Top Leaders ! Order Here !
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Are Relatives and Friends Hard to Sponsor?
by Art Jonak
Relatives know us too well. They can remember every mistake we've made in the past and gleefully keep an organized diary of our mishaps. Relatives won't listen to us, they don't respect us, and they don't want to join our business.
Right. Sure. Relatives are not very good prospects. Or, are they?
Do you realize that every network marketer in the world is somebody's relative? That's right! They must be a relative to join. Now, they may not be your relative, but they are related to somebody.
The same holds true with friends. Everybody is somebody's friend. So friends make excellent network marketing distributors.
Okay then, what is your distributor really saying when he says, "Relatives are no good. You can't sponsor relatives into network marketing."
What your distributor really is saying is;
"I can't sponsor my relatives. They hate me. They don't respect me. They want to see first if I'm successful before they join. I haven't learned enough skills to feel comfortable presenting my program. I feel I must sell them something instead of letting them choose what's best for them. I'm afraid of rejection. And, my entire gene pool that affects my relatives is well ... defective."
Looks like your new distributor is refusing to take responsibility for his business. He is looking for people and things to blame for his failure. Well, failure is assured if the new distributor doesn't let anyone know about his business. You can't keep it top secret and expect your business to grow.
You can't blame your lack of success on relatives. It doesn't matter who they are related to. What does matter is if the network business opportunity is something that can benefit others -- not you.
Our only obligation is to let them know that the opportunity is available. They can refuse the opportunity, refuse to even listen to the opportunity, or even refuse to know what the business opportunity is all about.
Our only obligation is to let people know that an opportunity exists. If they feel they have a need to check it out, that's great. Then they can decide if network marketing can help them achieve their dreams. They will make the decision based on what they want and need, not what we want or what some other relative wants. It's a personal decision.
So, don't worry if they are a relative or a friend. It's usually to our advantage. At least a relative or a friend is somebody we can talk to. They are a bit easier to contact than a total stranger. They will at least trust us enough to check out our business. That's all we ask.
So don't go around saying you can't recruit relatives and friends. It's not your job to recruit them. Only to educate them if they request more information.
About the Author
Art Jonak's "103 Ways and Places to Sponsor New Distributors" super-manual is now on CD! Get a copy and he'll include a ton of FREE Bonuses! Get it at:
http://powerpack.mlmlessons.com
Art writes "The One Minute Sponsoring Tip for Network Marketers". Subscribe FREE at his website: MLMPlayers.com
What if they say "No"?
by Art Jonak Every once in a while, someone comes to me and says:
"Art, what if they say
'no'?"
Strangely enough, even uneducated action is better than attending training for several years without action. Do you have distributors who are still waiting to get started in their business? Do they constantly have one more excuse why they can't start right now? I learned this from one of my heroes, Richard Brooke. If you ask Richard:
"Who do I talk to, what
do I say, and . . .
. . . what if they say no?"
Richard has a simple answer. And I love his answer. His answer finishes the conversation and the new distributor sees the business the way we see the business. Here is what Richard says:
"Look, what if instead of you becoming a distributor, we just hire you. Here is your job: go talk to two people a day, five days a week, for four years. It does not matter if they join the business. It does not matter what they ask, or what their objections are, just respond to the best of your ability and go with the flow, no matter what. "If you fail to talk to two people a day, you will be fired, and you can't come to work for us again. Got that? "We won't pay you a nickel for the first four years. But if you haven't missed a day at the end of four years, we will pay you $100,000 a year for the rest of your life, no matter what you do."
Could you perform on that contract? Anyone could. Suddenly, all of your distributor's questions are answered. He sees what you see. Who is your distributor going to talk to? Anybody. What will your distributor say? Whatever comes to mind. Soon they'll learn what to say or what to do. Maybe they simply hand their contact a sample of their company's product, or an overview CD, DVD, company magazine... whatever! Two-exposures-a-day. That's it! What if the prospect says "no"? Your distributor has four years worth of prospects to choose from. Can you imagine what your life could look like if you and your team applied just some of my sponsoring tips? It might look something like my lifestyle photos or Richard Brooke's lifestyle photos! Oh and by the way, if you don't have a copy of Richard Brooke's classic "Mach 2 With Your Hair On Fire" I'd suggest you order it right now or get a FREE download copy here. While you are on Richard's website, buy a copy of his three CDs "Crafting Your Vision," "The Four Year Career Plan" and "Advanced Leadership" (an interview I did with Richard while in the Caribbean.) They are fantastic! Until next issue, happy prospecting!
Art Jonak
_________________________________________ Art Jonak's "103 Ways and Places to Sponsor New Distributors" super-manual is now on CD! Get a copy and he'll include a ton of FREE Bonuses! Get it at: http://powerpack.mlmlessons.com Art writes "The One Minute Sponsoring Tip for Network Marketers". Subscribe FREE athis website: MLMPlayers.com ========================================
P.S. Here's a bonus tip: Network with top network marketers from every part of the world at the next Mastermind Event or Power Marketing Workshop.
The Easiest Way To Grab Your Prospects' Immediate Attention. Tell A Story.
by Art Jonak
Did you ever talk to prospects and they appeared bored, or worst yet, they weren't even listening?
Frustrating, isn't it?
If you want to capture your prospects' attention, you'll need to tell a story.
Most stories instantly grab your prospects' interest. Maybe it is the soap opera gene in us or simply that humans have an intense interest in what happens to others or in gossip.
I don't know why, but stories will stop most prospects in their tracks.
Telling stories works in every country I've visited to build my network marketing business. Today I'm in Rome, Italy and I used this technique this morning!
Here are some beginnings of stories to give you an idea of how to grab your prospects' interest.
Example #1
My secretary always hated her job and me. And then one day she shows up with a new car. I didn't think she earned that much.
Well, two months later she takes her two weeks vacation and stays on vacation for an extra two weeks, without pay. So I'm wondering, how can she do this?
It got worse. She demanded a two-day work week or she would resign. What's going on here?
And then I found out that...
Example #2
Did you ever check out your social security benefits?
Well, I did. And it was shocking.
My monthly retirement benefits will only cover half of my mortgage. I guess I can live in half of my house and rent the other half to some strangers. And what will I do for food? I didn't know I was working 50 weeks out of the year to qualify for starvation.
So I asked my next-door neighbor how his retirement was coming along. He said, "No problem. I have a secret."
And then he explained...
Example #3
This was so embarrassing. I didn't even recognize my own mother. I'm going to be the joke of our family reunions.
It happened like this.
I'm walking behind this lady. I had no idea that she could be my mother - I mean, this lady was only half the size of my mother.
Well, then I really embarrassed myself...
Example #4
I used to warehouse my babies in childcare while I commuted to an underpaying job. Then one morning while stuck in traffic, I said to myself, "This is crazy!"
That night I called up my good friend, Mary. She got her paycheck in her mailbox once a month and I wanted to know how.
Mary told me...
Once you've attracted your prospects' interest with your opening story, you'll be more relaxed and your prospects will actually hear your presentation.
Until next issue, happy prospecting!
Art Jonak
_________________________________________ Art Jonak's "103 Ways and Places to Sponsor New Distributors" super-manual is now on CD! Get a copy and he'll include a ton of FREE Bonuses! Get it at: http://powerpack.mlmlessons.com Art writes "The One Minute Sponsoring Tip for Network Marketers". Subscribe FREE athis website: MLMPlayers.com ========================================
Take Your Marketing To Level Three And Leave All The Stone-Age Marketers In The Dust!
by Art Jonak
Every day I get pitched by self-proclaimed network marketing and direct sales experts. They read a few copy-writing books, attend a seminar, write a few semi-successful ads or pull-through websites and now they become "experts" and try to sell you on:
"Sales Made Easy!"
"Marketing Made Easy!"
"Copy-writing Made Easy!"
Well, don't fall for this trap!
Most amateur copywriters write about their product's features. You know, all that glowing brochure stuff that's company oriented. For example:
The Acme Health Food pill has 25 micrograms of xylanthin garlicia extract, 14 milligrams of sansiastica ultima something, and comes in an amber container over 1 c.m. thick!
Yeah, the above features are great and really impressive, but what about the customer? Isn't the customer interested in benefits, what the product can do for him?
So, we graduate to the next level of sales and marketing -- benefits. We are taught how to turn each feature into a benefit for our prospect. Why? So the prospect won't have to extrapolate the feature into a usable reason to buy. For example:
The Acme Health Food pill has 25 micrograms of xylanthin garlicia extract. That's over twice as much as our nearest competitor, which means you'll save 50% on your xylanthin garlicia extract bill.
And the Acme Health Food pill has 14 milligrams of sansiastica ultima something, which will give you a great night's sleep. No more tossing and turning in bed.
And finally, the 1-cm. thick amber container keeps our product fresh. You'll never have to worry about photo degeneration and potency loss. You'll get pure product that will make you feel great.
That's where most sales people, marketing people and copywriters stop. But why not go up to the next level?
Why stay on level 1: features, or level 2: benefits, when you can ultra-turbo charge your sales volume by going on to level 3: objections.
What do you do at the objection level?
First, you write down all the reasons why you wouldn't purchase the Acme Health Food pill. Even though you are thoroughly thrilled with your favorite product, there must be at least one or two objections you can think of. Price? Delivery? Unsure if it will work? There are lots of possible objections you might have.
Now, get out your pen and paper and write down these objections and why these objections can be overcome. For instance, you might write down "price." Then, you'll say:
"It's only $1 a day, about the price of a Diet Coke. Which item do you think will improve your health more? The Acme Health Food pill or the Diet Coke"
Or, maybe your next objection is "delivery." Then you'll say:
"Delivery is in ten days. The Acme Health Food pill is only manufactured after you place your order. That's your assurance it will be so fresh, you'll feel like a 16-year-old all over again, but with better judgment!"
When you are done listing your personal objections, start a new list with your prospects' possible objections. Use method acting. Pretend to be the prospect. Think like he does, talk like he does, distrust like he does. List your prospect's objections such as:
.Do I trust this company?
.Do I trust this salesman?
.Will the product help me sleep?
.Will the product make me sick?
.Why haven't I seen the product advertised on TV?
.Is that really a fair price? Now go through the same exercise of writing down answers to these prospect's objections.
With all these objections and answer information, you can now start writing your ad copy. Instead of talking features and benefits, you'll be talking directly to the prospects' concerns, their objections, their questions about your product or opportunity.
You'll gain your prospects' trust, completely put your prospects at ease, and make your prospects appreciate your offer when you write at level three. That's where the big payoffs are.
Pity those stone-agers still writing at level one chanting their company features.
Until next issue, happy prospecting!
Art Jonak
_________________________________________ Art Jonak's "103 Ways and Places to Sponsor New Distributors" super-manual is now on CD! Get a copy and he'll include a ton of FREE Bonuses! Get it at: http://powerpack.mlmlessons.com Art writes "The One Minute Sponsoring Tip for Network Marketers". Subscribe FREE athis website: MLMPlayers.com ========================================
From the desk of Art Jonak
Houston, TX
If you asked me:
"What one event had the biggest impact on your business?"
I would quickly and conclusively and without hesitation
tell you it was Tom "Big Al" schreiter's...
=> "Power Marketing and Promotions workshop."
The bad news is...
Tom has NOT conducted one of these workshops in several
years (he used to hold them once a year with fantastic
results). But... he's been busy traveling the world.
Right now he's in Europe for the next 30 days!
The good news is...
After quite a bit of arm-twisting, Tom has agreed to
conduct one of these powerful workshops this May!
Because you signed up for the Mastermind Event updates,
I wanted you to be one of the first to know.
If I where you, I'd jump on this opportunity. No kidding.
If it even has 10% of the effect it had on me -- you're
going to see a MASSIVE positive impact in your business.
Because the workshop is fully interactive, there is a
limit on the number of participants (unlike the famous
MasterMind Events).
Mark your calendar: May 6 & 7, Houston, TX.
If this fits your calendar, register now to secure one
of the 125 seats. You can find more details at:
=> http://www.mlmlessons.com/powermarketingworkshop
Here's what else you'll find on the website:
* Super Early Bird Offer
* VIP Tickets (includes power networking dinner!)
* Free Power Marketing Lessons (includes audio!)
* Hotel info
* And much more...
Check it out now. Tickets will go fast.
=> http://www.mlmlessons.com/powermarketingworkshop
I look forward to hopefully seeing you at the event!
-- Art Jonak
CEO, MLMPlayers.com
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(c) MMVI Network Professionals. All rights reserved.
PO Box 890084, Houston TX 77289 281-271-1105
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"How to Avoid Delaying Success in Your Network Marketing Business."
by Art Jonak
I get a lot of calls asking for network marketing advice. People ask if they should try a certain strategy, how certain leaders become successful, what type of presentation generates the best results, and what is my advice on their new brochure.
And who are most of these callers?
Well many (but not all) fall into one category. They are people who spend time investigating, analyzing, and looking for an easy, cheap way to become an overnight success. They find it easier and safer to stay in a state of continuous investigation to avoid actually doing something to build their business.
My advice to many of these callers:
"Go out and actually do something. Maybe even make your first prospecting presentation. Even if you make 20 more calls investigating network marketing theories, nothing will happen."
Okay, I'm not very popular with some of these callers, but I do feel I should at least tell them the truth.
What about you? - Do you have distributors who do everything except contact prospects?
- Are they always putting together a new brochure or presentation that will fix all the problems of network marketing?
- Are they so busy with "busy work" that they don't have time to recruit?
- Do they spend hours every day sending e-mails back and forth to people they've never met?
- Do they focus their time pretending to build relationships with the 800 nameless people they've captured in their autoresponder?
What are you going to tell them?
Are you going to say:
"Nice brochure. You're really accomplishing a lot."
Or, are you going to tell them the truth? Will you say:
"Go out and actually do something that will build your business. Make a phone call. Meet a 'live' person. Make a presentation. Sign up a new distributor."
Can you imagine what your life could look like if you and your team followed this advice? It might look something my lifestyle photo galleries -- click here to see them!
Since you read this entire sponsoring tip, here's a bonus "Advanced Leadership Tip:"
Remember the Pygmalion Effect. Believe in your distributors. Expect higher results. Your distributors will rise to the occasion because they think your expectations are the norm.
Until next issue, happy prospecting!
_________________________________________
Art Jonak's "103 Ways and Places to Sponsor New Distributors" super-manual is now on CD! Get a copy and he'll include a ton of FREE Bonuses! Get it at:
http://powerpack.mlmlessons.com
Art writes "The One Minute Sponsoring Tip for Network Marketers". Subscribe FREE at
his website:
MLMPlayers.com
========================================
The Fourth Mastermind Event Is Coming...
Register your space by midnight April 15, 2005 and
qualify for the $100.00 EARLY BIRD DISCOUNT.
As of this writing, VIP Packages are SOLD OUT,
and Only 236 General Admission Tickets Left.
Register Today at http://mlmlessons.com/mastermind
Who will be coming too?
Check out the mind-boggling faculty you will be learning
from, dining with, and masterminding with for three days:
Tom "Big Al" Schreiter
Richard Brooke
Michael Clouse
Lisa Jimenez
Mike Lemire
Joel Christopher
Randy Gage
Mark Yarnell
Art Jonak
Orjan Saele
Jens Ove Johannessen
Paula Pritchard
Register today - http://mlmlessons.com/mastermind
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