GoPro7StepstoBecomingaNetworkMarketing

Professional

EricWorre

2013 Eric Worre, Network Marketing Pro. All rightsreserved.No part of this book may be reproduced, scanned, ordistributed in any printed, mechanical or electronic form(including recording or photocopying) without writtenpermission,exceptinthecaseofbriefquotationsembodiedincritical articles or reviews. Every effort has been made toensurethattheinformationcontainedinthisbookiscompleteandaccurate.However,neitherthepublishernortheauthorisrendering professional advice or services to the individualreader.Neither theauthornor thepublishershallbe liableorresponsibleforanylossordamageallegedlyarisingfromanyinformationorsuggestioninthisbook.Allrightsreservedfortranslationintoforeignlanguages.ISBN978-0-9886679-1-4For information on quantity discounts or on having this titlecustomized for your company, please email the publisher atgopro@networkmarketingpro.com.RequestsforpermissionsshouldbeaddressedtotheauthoratNetwork Marketing Pro, Inc., 800 E. 1st Street, Suite 310,Wichita, KS 67202, 1-855-66GOPRO, or via email,gopro@networkmarketingpro.com.PrintedintheUnitedStatesofAmerica.

mailto:gopro@networkmarketingpro.com?subject=eBook Inquirymailto:gopro@networkmarketingpro.com?subject=eBook Inquiry

Thisbookisdedicated

totheNetworkMarketing

Distributor.Thankyoufor

havingthecourage

tofollowyourdreams.

AboutNetworkMarketingPro

NetworkMarketingPro.com was created in 2009 to be aFREE resource to help educate and elevate the NetworkMarketingProfession.Youcanfindhundredsoffree trainingvideos, million dollar earner interviews, and other valuableinformationathttp://networkmarketingpro.com. WealsowelcomeyoutojoinourcommunityonFacebook: http://facebook.com/nmpro WewouldbehonoredifyoucouldtakeafewmomentsandwriteareviewofthisbookonAmazon. For information on printing a custom edition ofGo Pro,emailgopro@networkmarketingpro.com. BULKDISCOUNTPROGRAM:Our goal is to get thisbook into thehandsofasmanypeopleaspossible.Tomakethis goal a reality,we have created a bulk discount programthatwillallowleaderstohavequantitiesofGoProonhandatalltimes.Weencourageyouto:

GetbooksintothehandsofeverypersononyourteamGive a copy to every new person who joins yourorganizationMakecopiesavailableforsaleatallofyourevents1-9$12each

http://networkmarketingpro.comhttp://facebook.com/nmpromailto:gopro@networkmarketingpro.com?SUBJECT=eBook Inquiry

10-24$10each 25-49$8each 50-99$7each 100-499$6each 500-999$5each 1,000+$4each To order, visithttp://www.networkmarketingpro.com/gopro. If you havequestions, contact us at 1-855-66GOPRO, or via email atgopro@networkmarketingpro.com.

http://www.networkmarketingpro.com/gopromailto:gopro@networkmarketingpro.com?SUBJECT=eBook Inquiry

Acknowledgments

Imnotawriter.Letmetellyouthatupfront.Thejourneythat has led to this book has been a very long andwindingroad.Infact,Iveattemptedtodothisahalfdozentimesandeven hired a few ghostwriters to help out.But in the end, itneverfeltjustright,soIguessyourestuckwithmeofferingittoyouinmyownwords. Imnot thebestNetworker either.Therearepeoplemuchbetter than I am, although Ivehadwhatmost peoplewouldcall awildly successfulcareer. Idobelieve Ivedevelopedaknackforfiguringoutwhatthesupersuccessfulpeopledoanddeliveringitinawaythatcanbeeasilyunderstood. NetworkMarketinghasitsownjargon.Somecompaniescall their people distributors, others are team members, andstillothersarebrandpartners,promotersorassociates. Whether its the nameof a distributor or anyof the otherjargoninourbusiness,pleasedontletthatdistractyouasyouread this book. Focus on the concepts, not the names.Conceptsneverchange,whilenameschangeallthetime. Aswestartthisjourneytogether,thereareafewimportantpeopleIneedtothank. To my wife Marina, God blessed the world the day youwereborn,andHeblessedmethedayIfinallyfoundyou. Tomychildren,Taylor,Alexandra,Daniela,Chandler,andDomenic,andmygrandsonEthan,Imsoproudofallofyou.

Ihavenodoubtyouwilldogreatthingsinthisworld. Tomyparentsand the restofmyextendedfamily, Icantthankyouenoughforallyourloveandsupportthroughoutmyentirelife.Ilovemyfamily. To the thousands of friends around the world, youvebecome my true extended family. Ive heard it said thatfriendshipiswealth.Ithinkthatstrue,andbecauseofyou,Imawealthyman. ToChadPorter,NetworkMarketingProwouldntfunctionwithoutyou.Thankyouforallthehardworkanddedication.Iappreciateyousomuch. ToMelodyMarlerForshee,thankyouforbeingmyeditorand helping to organize this book. I couldnt have done itwithoutyou. And to the NetworkMarketing Profession, thank you forsavingmy life back in 1988.Youmademe become a betterman,andIllbeforevergrateful.

Introduction

IrememberthedayIwasintroducedtoNetworkMarketingforthefirsttime.ItwasJanuary1988.Iwas23yearsoldandselling real estate for a small company owned bymy fatherandhisfriendJohnJoyce. Iwasnewlymarriedwithalittleboy.Iwasalreadybehindonmybills, and Iwas scared.Theyear before I had earnedabout$45,000 in realestatecommissions,whichwasagoodthing. The problemwas that I had spent about $60,000, anddidntsaveanymoneytopaymytaxes,whichwouldbedueinjustafewmonths. WhenJohnJoycecametomydeskthatdayandsaid,Eric,IthinkIhaveawayforustomakesomeextramoney,Isaid,Tellmemore!Hewenton tosayagood friendofhishadsomethingtoshowusandhadinvitedustohishouse.SoIgotin the carwith John andmydad and drove over to check itout. When we arrived, he brought us into his living room,poppedatapeintohisVCRandhitPLAY.Isatandwatchedthis crazy video. Itwas filledwithmansions and limousinesand testimonials of people making fortunes virtuallyovernight.ItwassooverthetopIjustcouldntbelieveittobetruesoIproceededtotelleveryoneIthoughtitwasabadideaandIwasntinterested.Mynaturalmentalfiltersjustcouldntletitin. Then something interesting happened. John and my dad

said,Okay,thatstoobad.Weregoingtodoitanyway. This had aMAJOR impact onmebecause the only thingworsethanbeingbrokeandindebtwasthethoughtofseeingthese two go on to make huge money without me! So, Ichangedmyattitude,pulledmydadaside,andaskedhimifhewould loanme somemoney to sign up. ThankGod he saidyes, because deciding to become a Network Marketingdistributorcompletelychangedmylife. WhenIgotstarted,Itreatedmybusinesslikemostpeopledo,whichistosayIdidnttreatitlikeabusinessatall.Igotin, made some phone calls, and hoped my timing andpositioningwasenough forme toget luckyandmakea fewbucks.Andatfirstitworked!IDIDmakesomemoney,anditwas very exciting, although I have to disclose something toyou. For those first few months, my entire strategy was toquicklycallallofmydadscontactsbeforehehadtimetogettothem.IthoughtifIcalledthem,toldthemmydadandJohnJoycewereinvolved,andgotthemtoameetingortowatchavideo,theniftheywereinterestedmydadwouldntfightoverwhogotcredit, since Iwas inhisorganization. Ihad limitedsuccesswiththis,butasyoucanimagine,itdidntlastlong. SothreemonthsafterIgotstarted,myNetworkMarketingincomedried rightup.Andwhen itdid,mypositiveattitudecompletely went away. I started to blame everything andeveryoneformylackofsuccess.Myuplinewasntgivingmeenoughhelp.Thecompanydidntprovideadequatetraining.Ididntknowenoughpeople.NoonewouldrespectmebecauseIwassoyoung.Iblamedtheproduct.Iblamedthecompany.Iblamedtheeconomy.Iblamedeveryonebutmyself.

ButIhadabigproblem.Blamingtheworldwasnthelpingtopaymybills.AndIhadwalkedawayfromrealestateafterthat first commissioncheck. Itwasgoing to take too long toget a real estatecommissionand Ihadnocollegedegree, sogettingadecentpayingjobwasoutofthequestion.Theonlyplace I could go to create some cash flow was back toNetworkMarketing. SoIputmyheaddownandwenttowork.Atfirstitwasnteasy.Infact,inmyfirstthreeyearsIrebuiltmyorganizationseventimes!IdbuilditupanditwouldcrashandIdbuilditupagainanditwouldcrash.Overandoverandoveragain. After those three years, Iwasmore than discouraged. Idalmostlosthope.Thensomethinghappenedthatchangedmylife.Actually itwas a combination of two things. Itwas thenightbeforeacompanyconventionandIwaswatchinganewsprogramontelevision.Theyhadaguestwhowasanexpertona topic Icant recallnow.Whatwent throughmymindwas,HowdoesapersonbecomeanexpertonTHATtopic?Theonly thing I could think of is they must have decided tobecomeexperienced, learn everything they could, read everybook, talk to every other person, and learn it so completelythattheybecameanexpert. The next day I went to the company convention andwatched superstar after superstarwalk across the stage.Andthen,itwaslikebeinghitbylightning.ItfinallyclickedinmybrainthatifItrulydecidedtodoit,Icouldbecomeanexpertat Network Marketing. I could focus on the skills. I couldpracticeuntilIbecameanexpert,andNOONEcouldstopme.

Upuntilthatmoment,Iwasalwayslookingforanangle.Iwas hoping to get lucky. I was hoping to sponsor that onesuperstar who was going to change everything. And I wasscaredIwouldlosemychanceifitdidnthappensoon. Inaninstant,everythingchanged.IrealizedIdidnthavetoworryaboutgettinglucky.Timingandpositioningwerenice,but not necessary formy long-term success. I didnt have toworryaboutmyupline,knowingtherightpeople,oranythingelse.AllIhadtodowasbecomeanexpert. SoIdecidedthatdaytochangemyfocusanddeveloptheskills tobecomeaNetworkMarketingProfessional. Itwasadaythatchangedmylife. Since then, my life has been an amazing adventure.NetworkMarketingbecameacareerforme.Ihavecompletetime freedom. Ivemet themost amazing people around theworld.Ivebeenabletotouchandbetouchedbythelivesofhundreds of thousands of people, travel all over the world,contribute to the causes that are important to me and mostimportantly,becomeabetterpersonintheprocess. Allofthishappenedformeanditcanhappenforyoutoo.Inthisbook,Imgoingtogiveyouthefundamentalprinciplesthat can guide you to becoming a Network MarketingProfessional. They have served me well over the past fewdecadesandIknowtheywillserveyoujustaswell. Welcometoanexcitingnewadventure!

CHAPTERONENetworkMarketingIsntPerfectIts

JustBETTER.

Doyoufeelrestless?Doyoufeelunsatisfied?Doyoufeeltheremustbeabetterwaywhenitcomestoyourworkandthewayyoumakeyourliving? The good news: There IS a better way, but its differentthanwhatyouweretaughtinschool.Letmeexplain. As I travel and speak around theworld, I like to play anaudienceparticipationgame.Iaskpeopletohelpmecreatetheultimatebusinessandtotellmespecific thingstheydliketohaveinthatbusinessandthingstheydliketoavoid.Italwaysmakesforaveryinterestinglist.Ifwewerefacetoface,Iddothe same thing with you now. But since were not, let mesummarizewhatpeople fromover30countrieshave toldmewhilecreatingwhatIliketocallThePerfectCareerList. Peopleusuallystartnamingthingstheydontwant:

NobossNocommuteNoalarmclockNoemployeesNopolitics

NocompromisesNodiscriminationNoeducationalrequirement

Andthen,aspeoplestarttousetheirimaginationsinamorepositiveway,theystarttovisualizesomepositiveattributes:

SomethingpositiveGreatproductorserviceUnlimitedincomeResidualincomeEnjoythepeopleyouworkwithTimefreedomSomethingmeaningfulPersonalgrowthLotsofperksInternationalContributiontoworthycausesLowriskLowstart-upcostsEconomy-proofTaxbenefits

Fun!

Now, you might add some attributes of your own, butwouldntyouagree thats aprettygood start? Imaginebeingabletoenjoyacareerwithallthoseattributes!All jobs that I know of fall into one of fivecategories:

Blue-collarWhite-collarSalesTraditionalbusinessownershipInvesting

Blue-CollarCareers Here is the Wikipedia definition of blue-collar. A blue-collarworkerisamemberoftheworkingclasswhoperformsmanual labor. My definition is someone who labors to fixsomething, make something, clean something, buildsomething,orservicesomething(orsomeone). In my life, Ive worked many blue-collar jobs. And, foranyone whos ever engaged in this line of work, there is acertainsatisfactioninajobwelldone. Butheresthebigquestion:Canblue-collarworkdeliveronThe Perfect Career List? The obvious answer is no. Sure, it

can deliver on some of the attributes. It might have a greatproduct and a low start-up cost or any number of otherindividual itemson the list,but ifyoureally lookat it,blue-collar just cant get you where you want to be. Not ThePerfectCareer.White-CollarCareers HereistheWikipediadefinitionofwhite-collar. The term white-collar worker refers to a person whoperformsprofessional,managerial,oradministrativework,incontrastwithablue-collarworker,whosejobrequiresmanuallabor.Typicallywhite-collarworkisperformedinanofficeorcubicle. Mydefinitionisapersonwhoisemployedbysomeoneelsetodoworkotherthanmanuallabororsales. Manypeoplechooseawhite-collarcareer,asitisoneofthemost socially acceptableof theoptions available. It has longbeenviewedas thesafeandsecureoption.Recently thathaschanged. The implied contract that, if you are loyal to thecompany,thecompanywillbeloyaltoyou,islonggone. Ive also been awhite-collarworker inmy career. Inmyexperience,therearetwotypesofpeoplewhodothistypeofwork:AchieversandHiders. Achievers are the people who want to perform at a highlevel.Theyareambitious,motivatedandenergetic.Theyarefullofideasandwanttomoveupthecorporateladder,whichare great attributes to have. But there is a downside for theAchiever.

The moment a person decides to be an Achiever, theybecomea target.Theirbosssees themas threatening to theirjob, so they start to hold them down or take shots at theirreputation.Their peers see them as a personwhowill eitherembarrass them or keep them from getting a promotion, sothey start to do what they can to undermine theiraccomplishments. So, to remain an Achiever and survive in this hostileenvironment,apersonmustbecomegoodatonethingthathasnothingtodowiththeirproductivityandthatspolitics.Theymustlearnhowtonavigatethepoliticalworldbydiminishingtheir enemies and strengthening their relationship withpowerfulpeople. In fact, someof themost successfulpeoplein the corporateworld arentAchievers at all.Theyarepurepoliticians. Soifyoudecidetoworkinthecorporateenvironmentandto be an Achiever, you must accept the fact that you mustbecomeagoodpoliticianalso. Now,letstalkabouttheHiders.ThesearethepeoplewhoHATEpolitics, but still need a job.They learnnot to be theambitiousAchiever. They dont stand out. They dont speakupinmeetings.Theydontbringnewideas.TheyHIDE.Theykeep their heads down and do as theyre told. They do justenough so that they arent talked about negatively. Theysurvive. Andthishasworkedfordecades.ButintheNewEconomy,its becoming much more difficult to hide. And people arerunningoutoftime.

So,backtoourPerfectCareerList:Canawhite-collarjobdeliver on the list? Again, the clear answer is nocertainlynotinverymanyareas.Sales Somepeoplechoosetogetawayfrombeinganemployeeand get involved in a sales career. This is certainly moreadventurous because typically salespeople are paid on theirproductioninsteadofbythehour. Ive known thousands of salespeople.There is a commonthemeIvenoticedover thecourseofmycareer.The typicalsalespersonwillhaveaperiodoftimewhereeverythinggoesperfectly.Everything they touch turns togoldand theymakesomereallygoodmoney. As soon as that happens, they almost always set theirlifestyle to that level of income.They buy a newhouse, getnewcars,puttheirkidsinbetterschools,purchaseavacationhometheworks.Everythingisgreatforawhile. Andthensomethingchanges. Thecompanychangesthecompensationplan,theirterritorygets reduced, a competitor shows up, they lose their bestcustomer, the economy goes into recession, new technologymakes their offer less valuable, or government regulationschangetheirindustry.Thesearejustafewexamples.Therearehundreds more reasons why the salespersons world could(andprobablywill)getmorecomplicated. When that happens, with the big lifestyle theyve

developed,now40hoursaweekisntenoughtopaythebills.Sotheygoto50hoursaweek.Andthen60.Andthen70.Andthen their life gets very small. Yes, they have the stuff, buttheydonthavetimetoenjoyit. Theotherchallengeforthesalescareeris,nomatterhowapersondoes,theystillstartatzerothenextday.Itcanbetiringtoliveunderthatkindofpressureoveralongperiodoftime. Canasalescareerpaythebills?Sure.ButcanitdeliveronThePerfectCareerwedescribedearlier?Again,theanswerisno.TraditionalBusinessOwnership Some people opt for the big dreambuilding their ownbusinesswheretheyarethebossandtheycalltheshots.Itsanexcitingidea,isntit?Herestherealityformostpeople: Stepone:Theyusetheirlifesavings,takeonnewdebt,andmany times borrow money from friends and family to getstarted. Steptwo:Theytakeonmoredebtintheformofleasesandpersonalguaranteesinjustabouteverydirection. Stepthree:Nowinsteadoffocusingonwhattheyaregoodat(letssaytheyweregreatatsalesanddecidedtostarttheirownbusiness), theyhave tobeall things toallpeople.Theyact as attorney for legal matters, accountant for financialmatters, babysitter for employee matters, negotiator forpurchasing matters, and collection agency for accountsreceivable matters. They even get to take out the garbage.TheyaredoingEVERYTHINGbutselling,whichiswhatthey

weregoodatinthefirstplace. Stepfour:Theystruggle. Insteadofowning thebusiness,thebusinessownsthem.Theyarethefirstpersontoworkandthe last person to leave. And after everyone else gets paid,theymight be able to take home enoughmoney to pay theirownbills, letalone reduce thedebt they incurred to start thebusinessinthefirstplace. Stepfive:Theysucceedortheyfail.Theyeitherhitapointdown the roadwhere thebusiness is successful, or they fail,many times filing for bankruptcy and falling back into acorporate or sales job. And even if they are successful, thatusuallymeansalifetimeoflonghoursandstress. Soundsromanticdoesntit?Ifyouhaventstartedyourownbusinessbefore,askfriendswhohaveifthisdescriptionisntaccurate.Mostpeoplewhostarttheirowntraditionalbusinessarentworriedaboutgettingareturnontheirinvestment.Theyjust want a return OF their investment. Its pretty clear thattraditionalbusinessownershipcantprovidethePerfectCareeraswevedescribedit.TheInvestor The last category of ways to earn a living in the worldtodayistobeaninvestor.Andwhatdoyouneedtobecomeaninvestor?Money,right?Ifyoudonthavealotofmoney,itsgoing tobeverydifficult to earna living from the returnonyour investments, especially if you try to be conservative toreducetheriskofloss. But lets say you do. Whats the next thing you need in

ordertobeasuccessfulinvestor?Youneedtohaveincredibleknowledgeandskill. Iknowmorepeople than Icouldcountwho were skillful real estate investors over the years. Butwhenthingsradicallychangedin therealestatemarket, theirskillcouldnthelpthem.Theylostbig. Would you like to invest in someones traditional smallbusiness?Goodluck.Inmostcases,youwontbeaninvestor;youaremorelikelytobeaphilanthropist. Howabout the stockmarket?Peopledogreat there,dontthey?Afewdo,at leastfromtimeto time.ButIknowmorepeople whove lost than have won, especially in the pastdecade. Its very difficult to have guaranteed returns whenyoure not in control. And trust me, as an investor you areNOT in control. Anything can happen. And it can happenovernight. Letmetellyouastorytoillustratethatpoint.Inlate2001,Iwaslivinglarge.IhadsoldacompanyIco-foundedandwasworkingasaveryhighlypaidconsultant.Formypartof thesale I received approximately 170,000 shares of stock in thenewcompany.ItwaspubliclytradedontheNewYorkStockExchangeandsellingforabout$44ashare,whichmeantthevalueofmystockwasaround$7.5million.Ihadbigincomeandagreatportfolio.LifewasGOOD. Iusedpartofthestocktosecureahomeconstructionloanofabout$2millionforadreamhouseIwasbuilding.Asfortherest,IdidntdiversifybecauseIknewthecompanywasingreatshapewithagoodproductandanamazingsalesforce. Thensomethingoutofmycontrolhappened.Overnightthe

stockwent to $37 a share because a group of investors hadtargeted the company and shorted the stock. In otherwords,the lower the stock pricewent, themoremoney theywouldmake. Ithoughtitwasridiculousbecausethecompanywasdoinggreat,soIboughtsomemoresharesat$37,usingmyexistingshares as collateral, knowing the pricewould go back up. Itwent to $33. I boughtmore shares. Itwent to $27. I startedgettingmargincalls,whichmeantifIdidntsendthemmoney,theyweregoingtostartsellingmysharestocoverthelosses.Ididnthaveittosend. Thestockcontinuedtogodown.Itwentallthewayto$10ashareandmy$7.5millionwasgone.Poof!Allinlessthan90 days. Now, the stock eventually came back and thecompanywastakenprivatefor$65ashare.ButIwasnttheretocapitalizeonit.Iwaswipedout. Could I have been smarter? Sure. Did I make mistakes?Absolutely. But heres the lesson: If youre going to be aninvestor, you have to accept that thingswill be taken out ofyourcontrolfromtimetotime.Andwhenthathappens,itcanbeveryexpensive. So,backtoourPerfectCareerList.Canbeingan investordeliveronthatlist?Idontthinkso. Weve talked about blue-collar work, white-collar work,sales,traditionalbusinessownership,andinvesting.Andnoneof them can deliver on our Perfect Career List. So is theperfect career even possible? The answer is yes, but to getthereyouneedtounderstandthateverythingischanging.The

old models of compensation are dead or dying, and we aregoing through the biggest economic shift in any of ourlifetimes.TheNEWEconomy Theworldasyouknowithaschanged.Forthepeoplewhodontrecognizethatfact,itwillbetheworstoftimes.Forthepeoplewhodo,itwillbethebestoftimes. Over the last 100 years, an interesting phenomenonoccurred.The riseof the corporationbecame the standard insociety.Thesafeandrespectedplaceforpeopletoexistintheworkplacewasasanemployee. Stepone:Gotoschooltolearnhowtobeanemployee. Steptwo:Findacompanythatwillemployyou. Stepthree:Workforthatcompanyfor40years. Stepfour:Retire. In recent decades, the promise of being rewarded by thecompanyforyourloyaltyandhardworkhasbeenexposedasamyth.Peoplebegantorealizetheloyaltytheyweregivingtotheir companywas not being given in return. So a differentprocessevolved. Stepone:Gotoschooltolearntobeanemployee. Steptwo:Findacompanythatwillemployyou. Step three: Switch companies for various political andeconomicreasonseverythreetofiveyearsoverthecourseofyourcareer.

Stepfour: Find that you cant retire comfortably after 40years,soyoukeepworking. Andnowwearegoing through thebiggestshift inanyofour lifetimes. For a century, companies have paid people bythe hour, by theweek, or by the year. Thats changing on agloballevel. Theworldismovingtowardaperformanceeconomy.Anditsalreadyhappening.Hereswhatthatmeans:Inthefuture,youreonlygoing tobepaid forperformance.Youwontbepaid for your time anymore. Servers in the food industryalready live in thismodel.Theyget avery lowhourlywagerequiredbylawandtheymaketheirlivingthroughtips,basedontheirperformance. If you can imagine the same model being applied tovirtuallyeveryjobintheworld,youwillseewhatiscoming.Thepersoncleaningtheroomsinahotelwontbepaidbythehouranymore.Theyllbepaidperroom. Forofficeworkers,heresanexample. Apersonhasa$60,000annualsalary. Stepone:Thecompanywilllowerthatsalarytosomethinglike$50,000becausewithtodaysmarketplacethereareotherpeopletotakethejobforaloweramount. Step two: They will reduce their base salary tosomethinglike$20,000ayear. Stepthree:Theywill tell thatperson that theycangetanadditional $30,000 over the year if they hit certain

performancebenchmarksonamonthlybasis. Inotherwords,iftheyhittheirnumbers,theycanmakeanadditional $2,500 amonth. Now the pressure is on, and thecompanyis lovingit. Ifyoudonthityournumbers theycansave evenmoremoney. If you DO hit your numbers, guesswhats in your future? They are going to raise yourrequirements. Unless you are extremely specialized, this will happen toyou if it hasnt already. Count on it. And it will happen ineverysingleprofessionworldwide.Theevolutionhasbegun. Why is this happening? One, its a better model for thecompany.Theyllgetbetterresultswithlessexpense.Two,theNewEconomyneedsfewerpeople,sothecompanyhasmorepeoplecompetingforfewerandfewerjobs. LetmeexplainwhytheNewEconomyneedsfewerpeople.The exponential rise of technology has changed everything.Over 100 years ago, 90% of the population worked inagriculture. Today, because of dramatic efficiencies, its lessthan1%,andthefarmingjobsaregone. Remembercustomerservicecallcenterswhereyou talkedto people? Today, you talk to amachine and those jobs aregone. Rememberwhen companies had amassive amount ofsalespeople?Nowpeopleorderonlineandthosesalesjobsaregone.RememberBlockbustervideoandallofitsemployees?Nowpeoplewatchmoviesontheirhandheldortabletdevices,and those jobs are gone. I love books, but go to your localbookstorewhile you can. Theywill be history soon, and sowillthejobsprovidedbythosestores.

Icouldgoonandonthroughvirtuallyeveryworkcategoryin theworld.Technology and efficiency are eliminating jobseverysingleday,andthereisnothingwecandotostopit.Infact, its only going to accelerate. If you are sitting therewaitingfortheeconomytobouncebackandforjobstoreturn,dont.Theyarentcomingback. Justlikethechildrenoffarmerssawthehandwritingonthewall and left farming for new vocations, the same thing ishappening for people working in Old Economy jobs. Tosurvive,theyllneedtoopentheireyestothisrealityandfindsomethingnew.NetworkMarketingisBETTER ThebestwayIknowtonotonlysurvive,buttothriveintheNew Economy, is Network Marketing. There are importantproducts and services in the world today that need to bepromotedtothepeoplewhoneedthem.Consumersstillneedtobeeducated. Companies have choices. They can dive into the ever-fragmentedworldofadvertisingtogetthewordout,theycanhirealargeandexpensivesalesforcetoselltheirproductsorservices, or they can utilize NetworkMarketing to tell theirstorytotheworld. More and more companies will choose to use NetworkMarketingbecauseitfitstheNewEconomy.Theycanprovideall the corporate support and pay distributors on a purelyperformance basis to promote their products. Its extremely

efficient because in the New Economy, word-of-mouthadvertising continues to work better than any other form ofpromotion.Thecompanycanjusttakethemoneytheywouldhave spent on advertising and promotion and pay it to theirdistributorstospreadtheword. Whatthatmeansforyouasanentrepreneuristhatyoucanreceive all the benefits of traditional business ownershipwithout the typical risks. And there will be no cap on yourincome,becauseNetworkMarketingcompaniesWANTyoutomake as much as possible. If youre going to be paid forperformanceanyway,whylivewiththecap?TheCatchToNetworkMarketing Thisallsoundsgreatanditis.Butthereisacatchthatmostpeoplewonttellyou.Hereitis:

Youmustacceptatemporarylossofsocialesteemfromignorantpeople.

Thatmeansforawhile,peoplestill livinginandtryingto

functionintheoldsystemwill thinklessofyou.Theywontunderstand. Theyll think youre crazy for being involved inNetworkMarketing. Andactually, thewordaccept isntcompletelyaccurate.You need to do more than that. You need to embrace thetemporary loss of social esteem from ignorant people.YOUare seeing the futurebefore it becomesapparent to everyoneelse. YOU are the smart one. YOU are the person taking

actiontoliveabetterlife. Thereisareasonwhypeoplewillthinklessofyou,anditsnotjustbecausetheyarestuckintheoldsystem.LetmeseeifIcanhelpyoubetterunderstandthis,becauseifyoudecidetomake Network Marketing your profession, its important toknow. Most people have either joined a Network Marketingcompany or know someone who has. This is what goesthroughthemindofvirtuallyeverypersonwhodecidestogetinvolved.Hmm,Icanthinkoffiveorsixpeoplewhomightdo this too!My sister would be great!My friend loves thiskindofthing.Iknowthisotherpersonwhocouldbeamazing!Okay,Illjoin. In other words, they arent joining a profession. Theyrejust hoping toget lucky, signup a fewpeople to cover theirownstart-upcosts,andsitbackandwaitforthemoneytorollin. The allure of being paid for someone elses efforts ispowerful,butoftenbadlymisunderstood. Theyhaventstartedarealbusiness.Theyjustpurchasedaglorified lottery ticket. Imagine a lottery ticket with sixscratch-offspots.Thosespotsrepresenteachofthepeoplethenew person thinks will certainly join. They approach thosepeopleandtrytogetthemtojoin.Andbecauseoftheirlackofskill,mostof themendupwithnothingjust likethelotteryticket. This becomes just another lost opportunity, and sincethey have acted in unskilled ignorance, they may havedamagedsomefriendshipsaswell. So they rip up the ticket, and instead of taking

responsibilityfornotreallystartingtheirbusiness,theyblameNetworkMarketing andmake sure to tell theworld, Look,Ivebeenthere.Ivedoneit.ItalkedtoeverypersonIknow,andNetworkMarketingjustdoesntwork.Saveyourmoney. THATSwhatyouredealingwith if youchoose this as aprofessiontheopinionsofignorantpeoplewhothinktheyvedoneitrightanditdoesntwork.Ifthatsgoingtobetoohardto handle, thenNetworkMarketing isnt for you.But if youcanembraceit,theworldisyours. The people who embrace this get paid BIG money.Companies will pay unlimited amounts to people who canhelpblindpeoplesee,whocaneducatetheignorant,andwhocanbuildacommunityoflike-mindedpeople. Somepeopleliketosay,Perceptionisreality.Ihatethatsaying. All great leaders in the world have ignored it forcenturies. What if Nelson Mandela had said perception isreality?WhatifMartinLutherKingJr.hadsaidperceptionisreality?WhatifSteveJobshadsaidperceptionisreality?Thegreat leaders of the world said, Reality is reality, and Imgoingtodoeverythingpossibletohelppeopleunderstandthatfact. The truth is, Network Marketing isnt perfect. Its justBETTER.Andthatsreality!

CHAPTERTWOIfYoureGoingtobeInvolvedinNetworkMarketing,DecidetobeaProfessional.

DecidetoGoPro.

TherearethreecategoriesofpeopleinNetworkMarketing.Iveseenallof themandIvebeenallof them.Theyare thePosers,theAmateurs,andtheProfessionals.Posers Posers treat this profession as a lottery ticket. Theyrehopingtohititbigwithaslittleeffortaspossible.WhenIfirststartedout, Iwas aPoser, hoping to rideonmydadandhispartnerscoattails.Luckilyforme,Igotsomeresultsandthatkeptmegoing,atleastintheshort-term.ButIthinkyoucanagreewithme that remaining in the Poser category is a badidea.Withinabout90days Imovedoutof thatcategoryandbecameanAmateur.Amateurs Amateurs focus on different things. One of the things Icontinued to focus on as an amateur was luck. I was reallyhopingtogetluckyandsignthatmonsterdistributorwhowasgoing tomakeme rich.Weve all heard the stories of somepersonwhohad their lives completely changedbyone sign-

up. In reality, even if someof those storiesare true, it reallydoesnt serve our profession very well, because it makespeoplespendtheirtimehopingforthatbighit. ThesecondthingIfocusedonasanamateurwastiming.Iwasalwaysworriedabout timing.DidIget inearlyenough?Could I be the youngest top-level person in the company?How many other leaders were already in my local market?Were there toomany tocompeteagainst?Were thereenoughto get true momentum? How was the company?Was it toobig? Did I miss the growth curve?Was it too small? I wasobsessedwiththeideaoftiming. ThethirdthingIfocusedonasanamateurwaspositioning.WasIintherightorganization?Didotherpeoplehaveabetterpositionthanme?MaybeIdidnthavetherightupline.WouldIdobettersomewhereelse? And the fourth thing I focused on as an amateur wasshortcuts. I was always looking for an angle. Any gimmickthat came down the road, I was up for it. Newspaperadvertising?Okay.Helpwantedsignsbythesideoftheroad?Lets go do it. Passing out fliers at themall? Im in. Goingdoortodoor?Letstryit.TheInternetdidntexistwhenIwasanamateur.JustimaginehowcrazyIwouldhavebeenoveralltheInternettacticsIcouldhaveusedtodistractmyself.Whatthat meant was, every time I heard of some shiny newapproachbeingtrainedbyanyoneintheworld,Iwasdiggingintoittotrytofindtheshortcut. And then, I finally made the decision to Go Pro.Wikipediasdefinitionofaprofessional is, Apersonwho is

paid to undertake a specialized set of tasks and to completethem for a fee. My definition of a Network MarketingProfessional is, A person who is an expert at the skillsrequired to build a large and successful NetworkMarketingorganization. There is a phrase in our profession that does more harmthangood.Itsays,Ignoranceonfireisbetterthanknowledgeonice.Thepointofthisphraseisthatitsbettertobeexcitedandignorantthanitistobeapatheticandsmart.Thatmaybetrue,butwhydowehavetochooseoneortheother? Letmegiveyouanexample.Letssayyouwereinneedofanoperation.Atthehospitalyoumeetyourdoctor.Hecomesinandsays,Imveryexcitedtoconductyouroperation.Imso passionate about it I could hardly sleep.No one on earthwants to help youmore than I do. You say, Wow, thanksDoctor. How long have you been doing these type ofoperations?Andhesays,Well,Iveneverhadanyschoolingonthisparticularoperation,andIveneverpracticedandIvenever done one, but it doesnt matter because Im sopassionate!Howareyougoingtofeel?Enthusiasmisgreat,buteventuallyyouneedtomarrythatpassionwithskill.

ProfessionalathleteswilldevoteendlesshourstopreparingforcompetitionbutwhentheyjoinNetworkMarketing,theywontgiveonedaysworthofefforttolearningourskills.Doctorswilldevoteadecadeoftheirlivesathugefinancialexpensetobecomephysicians,butwhentheyjoinNetworkMarketingtheywontgiveamonthsstudyandpracticetobecomeaNetwork

MarketingPro.

InhisbookOutliers,MalcolmGladwellsresearchshowedit takes approximately 10,000 hours of practice to reach theexpertlevelatanything.Withfourhoursadayofpractice,thataddsuptoaboutsevenyears.ThatformulaappliestoNetworkMarketingaswell.Itsgoingtotakeaboutsevenyearsforyouto become world-class. The good news is, the profession isveryforgivingandyoucanearna lotofmoneywhileyourebecominganexpert.Thetrickisnottogetcomplacent;dontstoplearningwhileyoureearning. When Imade thedecision toGoPro, everything changedforme. I stopped focusing on luck, timing, positioning, andshortcuts. I even stopped focusing on themoney.Myworldchangedwhen I started focusing on the skills andmade thecommitment to practice, practice, practice, until I masteredthem. AnotherthinghappenedwhenIdecidedtoGoPro.Allofasudden, my group started to grow. It was like people couldsensemychangeof focusandmycommitment toexcellenceandtheywantedtobeapartofit.Thinkaboutatimeinyourlifewhenyouwerearoundapersoncommittedtoexcellence.Itmighthavebeenateacher,acoach,abossorafriend.Howdid itmakeyoufeel?Itwas inspiring, right?Youll findyouwillbeaninspirationtootherswhenyoumakethisimportantshift. Bottom line: If youre going to be involved in this greatprofession,decidetodoitrightandtreatitlikeaprofession.If

youGoPro, this business is great. If you stay aPoser or anAmateur,youregoingtobemiserable. Andbynow,youvenoticedIusethewordprofessionalot.Ido thatonpurpose.NetworkMarketing ismore than justaproject.Itsnotanindustry.Itsaprofession.Ifyoudoitright,its trulyacareerchoice. Itcan takeyououtofworking inajobthatdoesntmakeyouhappytoaplaceoftotalfreedom. ThatswhyIcalledmywebsiteNetworkMarketingPro.com.Hereswhat I tell people every day: Ladies and gentlemen,my wish for you is that you decide to become a NetworkMarketingProfessionalthatyoudecidetoGoPro,becauseitisastone-coldfactthatwehaveabetterway.Nowletsgotelltheworld. When the site launched on March 11, 2009, very fewpeople called themselves Network Marketing Professionals.Thatsnolongerthecase.Millionsofpeoplehavechangedthewaytheythinkaboutourbusiness,andImproudofthatfact. I lookforward to thedaywhenitscommonforpeople tohear:

Im a doctor, but Im also a Network MarketingProfessional.Iworkinconstruction,butImalsoaNetworkMarketingProfessional.Im an athlete, but Im also a Network MarketingProfessional.

http://www.networkmarketingpro.com

Themorepeoplehearthosewords,themoretheworldwillbereadyforabetterway.

CHAPTERTHREE

LikeAnyProfession,YoullNeedtoLearnSomeSkills

IhopebynowIvebeensuccessfulatconvincingyouthatNetworkMarketingisabetterway.IhopeIvealsogottenthepoint across that, if youre going to be involved, its best tobecomeaprofessional.Thenextstepisrecognizingthatyoullneedtolearnsomeskills.Butbeforewegettothoseskills,letmegiveyousomegoodnews. Unlikemostprofessions,yourenotgoingtoneedalotofmoneyforyoureducation.Youwonthavetotakeoutstudentloans and you can actually earn while you are learning. Inaddition, this profession isnt biased. In fact, its the mostequal opportunity on earth. Your background, experience,contacts,age,race,orgenderarentgoingtobefactorsinyourabilitytolearntheskillstoGoPro. Andfinally, this isntcomplicated.Theskillsnecessary togrowalargeandsuccessfulbusinessareextremelylearnable,and youll have a surprising number of people financiallymotivatedtohelpyoulearnthem.There are three primary elements to yourNetworkMarketingbusiness. First,youhavethecompanysproducts.Ifsomepeoplearesuccessfulinmarketingthoseproductsandyourenot,itisnt

theproductsfault.Inotherwords,everyoneinyourcompanyhasthesameproductstooffertothepublic. Second, you have the companys compensation plan. Ifsomepeoplearemakingalotofmoneyandyourenot,itisntthe compensation plans fault. There isnt one plan for menand one for women. There isnt one plan for different agegroups, or educational backgrounds, or for the color of yourskin.Thecompensationplanisthesameforeveryone. Thethirdelementisthemostimportant,andthatelementisYOU.Youarereallytheonlyvariable.Everyonehasthesameproductandthesamecompensationplan,butyouaregoingtobethedifferencebetweensuccessandfailure. Thatmeansrighthereandrightnow,youneedtotakefullresponsibility for your NetworkMarketing business. Decidetodaynevertoblameanyoneoranythingelseforyourlackofresults. In fact, in Network Marketing there is something of anepidemicgoingon.Peoplejustlovetoblametheirupline(thepeopleabove themin thestructure) forallof theirproblems.Ifmy upline did this forme or did that forme, everythingwouldbebetter. If youre committed to building a large and successfulorganization, Id like to encourage you to do somethingimportant. Id like you to say goodbye to your upline. Callthemupandsaysomethinglike: I want to thank you for this opportunity. I appreciate it.Getting into business for myself was important and I

appreciateyouintroducingmetoacompanythatyoubelieveinandthatInowbelieveinaswell.Butfromnowon,whenitcomes to buildingmybusiness, Iwill use you as a resourcebutneverasanexcuse.Imaycallonyoufromtimetotime.Ifyoure available, thats great. If youre not, thats okay too.ImgoingtobuildmybusinessandIunderstandonething:Itbeginsandendswithme. Everything changes when you take full responsibility foryourNetworkMarketingcareer. Would it surprise you to know there are only sevenfundamental skills necessary to build a huge business inNetworkMarketing?Seven,not70.Eachone is fairlybasic,but it always amazes me how little effort people put intolearning them. If a college course were to be offered onNetworkMarketing, itwouldbeoneof theeasiestclasses totake. Itsnot rocket sciencebutyoullbehappy toknow itsoneofthehighestpaidskillsetsintheworld. Letsexploreeachofthemtogether.

CHAPTERFOUR

Skill#1FindingProspects

When people look at Network Marketing, one of theirbiggest questions is, Do I know anybody? They believe iftheyknowalotofpeople,theycanhavelotsofsuccess,andiftheydontknowalotofpeople, theydonthaveachance.Itsoundslogical,butitsjustnottrue. As I mentioned in chapter two, there are three kinds ofpeople in Network Marketing: posers, amateurs, andprofessionals.Whenitcomestofindingprospects, theposersmakeamentallistofthree,four,orfivepeopletheyhopewilljoin their business, and their entire future is based upon theresponseof those fewpeople. If theyre luckyenough togetoneofthem,theycanextendthelifeoftheircareerforashorttime. Theymight evenmake anothermental list of three orfourpeople.Hopefully,theylleventuallydecidetostopbeingaposerandupgradetotheamateurranks. Would it surpriseyou toknow thatapproximately80%ofallthepeoplewhojoinNetworkMarketingapproachthetaskof building a business as posers? Its true. Eight out of 10distributors first approach their business with the posermentality. They make a small mental list and see whathappens. They never set out to develop the necessary skills.Your job is tomakesureyourenotoneof themand tohelpyourteamdothesame.Educatepeople.Helpthemunderstandhow powerful this opportunity can be if they treat it with

respect.Fortheposers,theironlyrealchanceisluck,andthatluckhadbetterhappenfast. Thesecondgroupistheamateurs.Insteadofasmallmentallist, these peoplemake a written list, which is a step in theright direction. Lets say they make a list of 100 prospects.Theychargeout therewithexcitement,butnota lotof skill.Theybeginprospecting,andtheirlistbeginstodiminish.Asitgrows smaller and smaller, their anxiety level grows higherandhigher.Theirbiggestfearisrunningoutofpeopletotalkto.Iknowthatwasmybiggestfear. Inmyearly20s,mylistwasntanythingtobragabout.AsImentioned before, I tried to use my parents contacts at thebeginning,anditdidnttakelongformetorunoutofnames.Sooneveryone inmyworldknewwhat Iwasdoingandhadeither said yes or no. Itwas scary. I felt like if I didnt findsome great people from my list and find them soon, I wasgoingtofailinthisbusiness. It never occurred to me that finding quality people toprospect was a skill. Up to this point in my new career, Ialwaysviewedthe listas the ticket towealth. Ifyouhadagoodlist,youdsucceed,andifyouhadabadone,youeitherhadtogetluckyoryoudfail. When I came to my defining moment and committed tobecomeaprofessional, I began to study thepeoplewhohadbuilt large and successful organizations. I found that theprofessionals approached finding people to talk to as one oftheir core skills. Itwas part of their job to find new people.Theywerent interested in luck.Theywerentworried about

runningoutofpeople.Theydevelopedtheskill tomakesurethatneverhappened.Theprofessionals startedwithawrittenlist.Butthentheymadethefocusedcommitmenttoneverstopadding to the list. They created something called an ActiveCandidate List, and Im going to show you how to do thesamething. OneofthepeoplewhotaughtmehowtodothiswellwasHarveyMackay, authorof thehugebestsellingbookHow toSwimwiththeSharksWithoutBeingEatenAlive.Harveyisagood friend and hes also one of the best networkers in theworld. I once asked him how he built such a large andinfluentiallistoffriends.Hetoldmethatattheageof18,hisfathersathimdownandsaid,Harvey,startingtodayandfortherestofyourlife,Iwantyoutotakeeverypersonyoumeet,gettheircontactinformation,andfindacreativewaytostayintouch.Hesdonethatforover60years,andtodayhislistoffriends totalsmore than12,000people.And thesearent justsocial media friends. Theyre real friends, and I considermyselffortunatetobeoneofthem. If youwant tomaster this skill, follow these four simplesteps: Step one: Make your list as comprehensive as possible.Include every person you can think of. EVERY person. Itdoesntmatter if you think they are a prospect or not. Yourdatabasewillbeoneofyourmostimportantassets.Everyonegoesonthelist.Iftheyarenegative,putthemonyourlist.Ifyou hate them, put them on your list. If they are your bestfriend, put them on your list. If theyve said, Ill never beinvolved in Network Marketing, put them on your list. If

theyre98yearsold,putthemonyourlist.Iftheyre18yearsold,putthemonyourlist. Its important todo this,becauseasyouemptyyourmindoutonpaper,itwillmakemoreroomfornewcontactstofindroom in there.Whenyouwritedownyournephew,youwillbegintothinkaboutthecircleofpeoplearoundyournephew.Allof theseconnectionswillbecomeapparent toyouasyoumake your list more and more comprehensive. Think abouteverythingeveryorganizationyouveeverbeeninvolvedin,every group youve ever been a part of, everything youveeverdone.Ifyoudothisright, itwillendupbeinghundredsandhundredsandmaybeeventhousandsofpeople. Youre not required to prospect everyone on your list.Thatsuptoyou.Butitsextremelyimportanttodotheworknecessarytotrulycaptureyournetworkonpaper. Step two: Have you heard of the concept that were allonly six contacts away from any person in the world? Sixdegreesof separation? Imnot sure if thats amythor if itstrue,butIbelieveintheconcept.Steptwoislookingatyourlist and thinking about the people they knowthe seconddegreeofseparation.Chancesare,youllknowmostof themalso. Thinkaboutmembersofyourfamily.Whodotheyknow?Addthemtoyourlist.Thinkaboutyourfriends.Whodotheyknow?Addthemtoyourlist.Thinkaboutalltherelationshipsinyourlife.Whodotheyknow?Addthemtoyourlist.Dontworryaboutwhatyouregoing todowith this listyet.Welltalkaboutthatabitlater.Justkeepbuildingit.

Step three: Constantly expand your list. This is why theprofessionals call this an Active Candidate List. It neverstopsgrowing.Theproshaveagoaltoaddatleasttwopeopletotheirlisteverysingleday.Theymaynotprospectthem,butasHarveyMackays father said, they go on the list and youshouldfindacreativewaytostayintouch.HarveysbookDigYourWellBeforeYoureThirstydealswiththisconcept.Ifyouthinkaboutthisasacoreskill,youllrealizeitisntveryhard.Youcomeintocontactwithpeopleeveryday.Justaddthemtoyour list.Youmeetpeople throughonline socialmedia.Addthemtoyourlist.Youdobusinesswithnewpeople.Addthemtoyourlist. My friend Jordan Adler is the author ofBeachMoney,and hes also a seven-figure-a-year earner in NetworkMarketing.Hes amaster at step three.He just lives his lifeand is always making new friends, and if you look at hisbusiness,almostallofthepeoplehesrecruitedintohishugeorganization are people he didnt knowbefore he started hisNetworkMarketingbusiness.HesaPro. Professionals develop a higher level of awareness. Theypayattentiontotheworld.Theyknowtheywillbeintroducedto new people all the time. Posers and amateurs dont evennotice.TheyjustgothroughtheirdaysayingWhatpeople?Idontseeanypeople. Howhardwoulditbetoraiseyourawarenessandaddtwonewpeopleadaytoyourlist?Thinkaboutit.Ifyoudidthatsixdaysaweek, that isover600newpeopleayear.Dothatfor five years and its over 3,000 people. Can you see why

professionalsdontworryaboutrunningoutofpeopletotalkto? Please understand, Im NOT saying you should assaultthesepeoplewithyourpitch themomentyouare introduced.SomepeopleinNetworkMarketingmakethatmistakeanditsnotgood.Justaddthemtoyourlist,makefriends,developaconnection, and when the time is right you can help themunderstandwhatyouhavetooffer. Stepfour:Networkonpurpose.Professionalsnetworkonpurpose. Its hard tomeet new people if youre hiding fromthe world. Get out there. Have some fun. Join a new gym.Have fun with a new hobby. Volunteer for a cause thatsimportanttoyou.Findplacesandorganizationswhereyoucanmeetnewpeople.Notonlywill itbegoodforyourbusiness,butyoullalsomakesomegreatfriends.

CHAPTERFIVE

Skill#2InvitingProspectstoUnderstandYourProductor

Opportunity

Once youve identified your prospects, the next skill islearning how to properly invite them to find outmore aboutyour product or opportunity. This is by far themost criticalskill to develop. I call it the gateway skill for NetworkMarketing.Ifyouarentsuccessfulingettinganybodytotakea look, thenwecanguesswhatyour futurewill look like inMLM. Mostpeoplethinkyoumuststartoffwithagreatreputationandhavealotofinfluencewithothersforthemtotakealookatyouropportunity.Thatsjustnottrue.WhenIfirststartedin1988, I hadno reputation andno influence. I barely escapedhigh school, attended one semester of community collegebeforedroppingout,andhadatotalof18jobsallbeforetheage of 23. Do you think I had a lot of respect in thecommunity?Ihadzero.AndsinceIwasa$5to$10anhourperson, all my friends were the same so they werent muchhelp.Mostofthemwerestilllivingwiththeirparents. ButIwasdesperateandIwasscrappy.Inthebeginning,ImadeupinnumberswhatIlackedinskill.IcalledeveryoneIknew and gave themmy pitch.A few of them joined.Mostdidnt. I placed ads in the local newspaper. I gave all of the

peoplewho respondedmy pitch. From all of that activity, afewjoined.Mostdidnt. I tried everything. I was like a hunter with the goal ofbagginganelephant.Iwentaroundwithagun/opportunityinmyhandandshotateverythingthatmoved.Ididntreallycareabout relationships. All I cared about was getting that newrecruit.Myattitudewas, Somewill.Somewont.Sowhat?Next! But because I was a hunter, everyone around me felthunted.Andtheystartedtoavoidme.Anditwasntfun.Evenworse,thepeopleIdidgettojoinmybusinesstriedtodothesamethingIwasdoing,failed,andthenquit. After three or four years of frustration, I came to mydefining moment, and started studying successful people inMLMtoseewhattheydid.WhatIfoundsurprisedme.Theywerent hunters. They were more like farmers. They builtrelationships. They built friendships. They learned how tobuildtrustwiththepeopletheymetandwereabletoskillfullytransfer the belief they had about their products andopportunity. Their goal wasnt to immediately recruit theirprospects.Theirinitialobjectivewastoeducatetheirprospectsonwhattheyhadtoofferandthenletthoseprospectsdecideifitwassomethingtheywantedtodo. ThiswasaHUGEswitchinstrategyformeandIbegantolookatthingsdifferently.Iputmyselfintheprospectsshoesand thought about what would be attractive to me andalternatively,whatwould causeme to put upmydefenses. Irealizedwhytheproshadsuchgreatresults.Insteadofacting

likesharks,theyweremorelikecoachesorconsultants.Theybuiltrelationshipsandthenofferedcommon-sensesolutionstopeoplesproblems.Whowouldntlikethat? The other thing I noticed with the professionals is theydidntpitch theirproductoropportunity. Instead,when thetimingwasappropriate, they just invitedpeople todooneoftwothings,basedupontheindividualprospectssituation. Thefirstthingtheydidwastoinvitepeopletoattendsomesort of event, such as a one-on-one or two-on-one meetingwith another member of their team, a three-way phoneconversation, a small group presentation in their home, anonlinewebinar,alocalhotelmeeting,orsomelargercompanyevent or convention. Professionals understand that personalinteraction isacriticalcomponentwhen itcomes tobuildingtrustandtransferringbelief,sotheytrytoconnectwithpeopleasmuchaspossible. The second thing they didwas to invite people to reviewsome sort of tool. Im aBIG believer in using tools to helpeducate a prospect. Tools take many forms. There are CDs,DVDs, magazines, brochures, websites, and onlinepresentations.Withsomecompanies,youcanevenletpeoplesampletheproductandtreatthatasatool. There is no question that technology continues to evolve,offering more and more convenient ways to help educateprospects,butIhave to interjectapersonalopinionbasedonexperience.While technologyallowsus togetpeoplequalityinformationquickly,thereisnothinglikeaphysicaltool.Inaworld of bits and bytes, and in a NetworkMarketingworld

where its important to build trust, a physical tool makes itreal. Of the two methods used to help educate the prospect,eventsarethemosteffective.Therearelotsofreasons.Thereis physical interaction from meeting with people, and thathelps build trust. There is the important element of socialproof.Itsvaluablefortheprospecttoseethatthereareotherpeople actively involved, and findoutwhat thosepeople arelike. There is education on the product and the financialopportunity. They get to see first-hand the kind of supportthats involved and they realize they wont have to doeverythingby themselves. Inmost cases, there is excitementandurgency at these events.And, theyget tohear stories ofhowthingsaregoingforotherpeople. Those are some of the benefits. The only downside toevents is they can be difficult to schedule and confirm,especiallyforabrandnewperson.Ifyoudonthavetheskills,itsfairlycommontoinvitetwentypeopleandhaveonlyoneortwoshowup.Thatcanbediscouraging. For building a large and duplicating organization, I havefound thata tool isabetter firststep.Remember,ourgoal iseducation and understanding.Wewant people to knowwhatwehaveandunderstandhowitcanbenefittheirlives.Atoolisa great way for people to become educated (and hopefullyexcited)inthemiddleoftheirbusylives.Theymightnothavetime to drive across town to meet with you, but they couldlisten to a CD in their car, watch a short DVD, read amagazine,orwatchanonlinepresentation.

Ifyouweretolookbackatmycareer,youdseethattoolschanged everything for me. In 1990my company came outwith a video thatwas dynamic and exciting. Even though itwaswildlyexpensiveat$15each,back then itwasworth it,becausewhenyoulearnedhowtoinvitepeopletowatchthatvideo,theresultsweredramatic. Everyone in the company became focused on a dailymethod of operation that centered around inviting people towatch our video. We allowed no distractions. Our entireculture revolved around this strategy and our growth wentthrough the roof. Events were still very important, but theywereasecondstepafterapersonwatchedourvideo. By adopting this new approach, my organization finallybrokeout,andIwasabletoenjoytheexperienceofhavingagroup that grewwith orwithoutme. Itwasmore fun than Ican describe. My group grew from a few dozen to a fewhundredandthentoafewthousand.AllIdidwaslearnhowto successfully invite people to watch a video, follow it upwithan invitation toanevent,and teacheveryoneelse todothesamething. The second career breakthrough took the form of anaudiocassette.Yes,Isaidcassette.Thiswas1992andthatsallwe had. The company was launching something new andexciting, and this time I personally recorded an audio thatexplained the opportunity in detail. We sold it for 50 centsapiece,whichcoveredourcosts,andinlessthanoneyear,thatlittle audiocassette sold over a million copies. We taughtpeoplehow to inviteprospects to take that cassette, put it intheircar,andlistentoitrightaway.Theresultswereamazing.

Wetrainedpeopletoget100cassettesatfirst,getthemouttoeveryonetheyknew,andthenhadthemfocusongettingouttwo-a-day after that. Using that simple system, my incomegrewtoalmost$1millionayear. Differentcompaniesusedifferenttoolsandeventstrategiesto grow their business. Some use home parties. Some useonline presentations. Some use one-on-ones with magazinesand flip charts. Find whats working best in your particularcompany, develop your dailymethod of operation, and thentrain your people how to effectively do the same and invitetheirprospectstoplugin. As a professional, you are going to be inviting yourprospects to review a tool or attend an event. Heres whatyoure NOT going to be doing: Youre NOT going to bepitching people and trying to dazzle the world with yourwisdom.Thatapproachwillfeedyouregobutstealfromyourbankaccount. LetmegiveyoumyformulaforfinancialindependenceinNetworkMarketing.

Yourabilitytogetalargegroupofpeopletoconsistentlydoafewsimplethingsoveranextendedperiodoftime.

It was this formula that helpedme break out of Network

Marketingmediocrity,anditwillhelpyoudothesame. For years, I focused and depended on my ability topersuadepeopletojoinme.ThenIgraduatedtofindingafew

keyleadersIcouldtraintodowhatIwasdoing.Andfinally,Ilearned the formula I just gave you and began to focus ongetting a large group of people to consistently do just a fewsimple things and to keep doing them.When that happened,everythingchangedforthebetter. Those are the fundamentals. Lets take a moment to talkabouttheemotionsofinviting.Therearefourbasicrules.RuleNumberOne Youmust emotionally detach yourself from the outcome.This is extremely important. Remember, our initial goal iseducationandunderstanding. Itsnotgettinganewcustomerorsigninganewdistributor.Inotherwords,ifyoudisconnectyouremotionsfromthatoutcomeandjustfocusoneducationandunderstanding,everythinggetsverysimple. Thissoundseasy,butitsdifficulttodo.Allofuscomeintothis businesswith the hope of recruiting some great people.Itshardtodisconnectfromthoseexpectations.Butyouneedtoremember,werenothunters.Werenotsharks.Ourjobistoeducatepeopleandhelpthemunderstandwhatwehavetooffer. We act as consultants offering suggestions on howpeoplecanliveabetterlife. Ifyoufocusongettingacustomerornewdistributor,youllconstantly be disappointed and youll find your prospectsrunningawayfromyou. If you focus on education and understanding, youll havefunandyourprospectswillenjoytheexperience.

RuleNumberTwo Be yourself. So many people become a different personwhentheystartinviting.Thismakeseveryoneuncomfortable.Beyourself.Justfocusonbeingyourbestself.RuleNumberThree Bringsomepassion.Enthusiasmiscontagious.Itsokaytogetalittlebitfiredup.Getfocused.Listentosomemusicthatinspiresyou.Smilewhenyoureon thephone. I assureyou,yourpositiveemotionwilltranslateintobetterresults.RuleNumberFour Haveastrongposture.Thiswasabigoneforme.AtfirstIwas so insecure. I didnt think anyone would take meseriously. But as Iwatched the professionals, I noticed theirposture. They were bold. They were confident. They werestrong. So Idecided tobeboldaswell. I stoppedapologizingallthetime.Insteadofsaying,Yes,IknowIvehadalotofjobssofar inmylife,butImhopingthiswillbe thechangeIvebeenlookingfor,IstartedsayingGuesswhat?ImsickandtiredofthelifeIveledupuntilthispointandIvedecidedtotakecharge. Iwouldntbet againstmebecause Imserious.Doyoufeelthedifference? Be yourself, but be a bolder self. Be yourself, but be astronger self. Be yourself, but be a more confident selfat

leastwhen youre inviting. I found I could do that for shortperiodsoftimeatthebeginningand,justlikebuildinganewmuscle, I could eventually do it longer and longer until itbecameapartofme. So now that weve set the stage, lets go through theinvitation formula.This formula is designed to be used overthe phone or face to face. ItsNOT to be usedwith texting,email,oranyothercommunicationtooljustonthephoneorface to face.Thiscanworkwithyourwarmmarketprospect(someoneyouknow)orcoldmarketprospects(someoneyoumeetwhilelivingyourlife).Illgiveyouexamplesforboth. There are eight steps to a professional invitation. Thatmightsoundcomplicated,butwithalittlepractice,youllfinditsaneasyskilltomaster. StepOne:Beinahurry StepTwo:Complimenttheprospect StepThree:Maketheinvitation StepFour:IfI,wouldyou? StepFive:Confirmation#1Getthetimecommitment StepSix:Confirmation#2Confirmthetimecommitment StepSeven:Confirmation#3Schedulethenextcall StepEight:GetoffthephoneStepOne:Beinahurry This is a psychological issue. People are always more

attracted to a person who has things going on. If you startevery call or face-to-face conversation giving the impressionthat youre in a hurry, youll find your invitations will beshorter, there will be fewer questions, less resistance, andpeoplewillbemorerespectfulofyouandyourtime.Examplesforwarm-marketprospects: I dont have a lot of time to talk, but it was reallyimportantIreachyou. I have a million things going on, but Im glad I caughtyou. Imrunningoutthedoor,butIneededtotalktoyourealquick.Examplesforcold-marketprospects: NowisntthetimetogetintothisandIhavetogo,but Ihavetorun,but Getthemessage?Setthetonewithsomeurgency. AsfortheexamplesImsharingwithyou,dontworrytoomuchabouttheexactwords.Justfocusontheconceptanduseyourownwords.Letpeopleknowyourebusy,youvegotalot goingon andyour time is short, but itwas important foryoutotalkwiththemrealquick.Anddoitwithsomepassioninyourvoice.StepTwo:Complimenttheprospect This is critical. The sincere compliment (and it must be

sincere)opensthedoortorealcommunicationandwillmakethe prospect much more agreeable about hearing what youhavetosay.Examplesforwarm-marketprospects: YouvebeenverysuccessfulandIvealwaysrespectedthewayyouvedonebusiness. YouvealwaysbeensupportiveofmeandIappreciatethatsomuch.(Greattousewithfamilyandclosefriends.) Youhaveanamazingmindforbusinessandcanseethingsotherpeopledontsee. ForaslongasIveknownyou,Ivethoughtyouwerethebestatwhatyoudo.Examplesforcold-marketprospects: Youve given me some of the best service Ive everreceived. Youaresupersharp.CanIaskwhatyoudoforaliving? Youvemadethisafantasticexperience. The key to the compliment is, it must be sincere. Findsomethingyoucanhonestlyusetocomplimentyourprospectanduseit.Thissimplestepwillliterallydoubleyourinvitationresults. When you start with urgency and a compliment, itbecomesverydifficultforapersontoreactnegativelytoyourinvitation.Peopledonthearcomplimentsveryoften. It feelsgood. You will find your prospects will become veryreceptive.

Ifyoustudythepros,youllfindtheyareconstantlyputtingpeople in a good mood through their honest and sincerecompliments. It helps to build rapport, it helps to openpeoples minds, and mostly, it helps achieve our goal ofeducationandunderstanding.StepThree:Maketheinvitation This isasituationwhereonesizedoesNOTfitall.Thereare three kinds of invitation approaches for the NetworkMarketingProfessional.TheDirectApproach This is used when you are inviting people to learn moreabout an opportunity for THEM. Most people use a DirectApproachforalloftheirprospects.Itusuallygoessomethinglikethis:Ifoundawayforyoutogetrich!Letmetellyouallaboutit.Blah,blah,blah.Iunderstandthepassion,butreally,whosgoingtogetexcitedaboutthat,unlesstheyregettingacallfromamillionaire? That doesnt mean the Direct Approach doesnt work. Itdoes.Ithasanimportantplaceinyourinvitationprocess.Butitshouldbereservedforpeoplewhoknowandrespectyouorforpeoplethatyouknowaresearchingforsomethingbetter.Examplesforwarm-marketprospects: Whenyoutoldmeyou(hateyourjob,needmoremoney,wanted to find a newhouse, etc.),were you serious orwereyoujustkiddingaround?(Theyllalmostalwaystellyouthey

wereserious.)Great!IthinkIvefoundawayforyouto(getit/solvetheproblem/makethathappen).Thisisforsituationswhere you know an area of their dissatisfaction, need ordesire. I think Ive found away for us to really boost our cashflow. When I thought of people who could make an absolutefortunewithabusinessIvefound,Ithoughtofyou. Areyoustilllookingforajob(oradifferentjob)?Ifoundaway forbothofus to start agreatbusinesswithout all therisks. Letmeaskyouaquestion,off the record. If therewasabusiness you could start working part-time from your homethat could replace your full-time income,would that interestyou?Examplesforcold-marketprospects: Haveyoueverthoughtofdiversifyingyourincome? Doyoukeepyourcareeroptionsopen? Doyouplanondoingwhatyouredoingnowfortherestofyourcareer? You can follow these coldmarket scripts or anyvariationwiththefollowing:Ihavesomethingthatmightinterestyou.NowsnotthetimetogetintoitbutTheIndirectApproach This isanotherpowerful tool tohelpgetpeoplepast their

initialresistanceandeducatethemonwhatyouhavetooffer.The IndirectApproach is about asking theprospect for help,input or guidance. I used this approach extensively andwithgreat successwhen I first startedout.Becauseofmy lackofcredibilityatage23,IcouldntgetmuchsuccesswithaDirectApproach,soIlearnedtoplaymyselfdownandplayuptotheprospects ego. It worked incredibly well and it still workstoday.Examplesforwarm-marketprospects: Ive just started a new business and Im really nervous.Before I get going I need to practice on someone friendly.Would youmind if I practiced on you? (This is a GREATapproachforfamilyandclosefriends.) IfoundabusinessImreallyexcitedabout,butwhatdoIknow?Youhavesomuchexperience.WouldyoulookatitformeifImadeiteasyonyouandletmeknowifyouthinkImmakingtherightmove? AfriendtoldmethebestthingIcoulddowhenstartingabusinessistohavepeopleIrespecttakealookatitandgivemesomeguidance.WouldyoubewillingtodothatformeifImadeitsimple?Examplesforcold-marketprospects: When you meet someone from another city, state, orcountry, and if your company does business there, you cansay: Mycompanyisexpandinginyourarea.Wouldyoudome

a favorand takea lookat it and letmeknow ifyou think itwouldworkwhereyoulive? Whenyoumeetsomeonewhomightprovidegoodinputonyourproduct,youcansay: IvestartedabusinesswithaproductI thinkmakesa lotofsense,butIdliketogetyourinput.Wouldyoubewillingtocheckitoutandgivemeyouropinion?TheSuperIndirectApproach The third approach is the Super Indirect Approach. Thisapproachisincrediblypowerfulbecauseitworksonanumberofpsychologicallevels.Inthisapproach,youtelltheprospecttheyarentaprospectandyourejustinterestedinfindingoutif they know someone else who might benefit from yourbusiness.Itsveryeffective.Examplesforwarm-marketprospects: ThebusinessIminclearlyisntforyou,butIwantedtoask, who do you know that is ambitious, money-motivated,andwouldbeexcitedabouttheideaofaddingmorecashflowtotheirlives? Who do you know that might be looking for a strongbusinesstheycouldrunfromtheirhome? Whodoyouknowthathashitawallwith theirbusinessandmightbelookingforawaytodiversifytheirincome? Iworkwitha company thats expanding in this areaandImlookingforsomesharppeoplethatmightbeinterestedinsomeadditionalcashflow.Doyouknowanyonewhomightfit

thatdescription? In most cases, theyre going to ask you for moreinformation before they give you any names (behind thatrequestwill be curiosity and intrigue, thinking thismight beforthem,buttheyrenotgoingtoadmitthattoyouyet). Whentheyaskformoreinformation,youcanrespondwith: That makes sense. Youll want to know more about itbefore you refer some of your contacts. Then you can justmovetostepfour.Examplesforcold-marketprospects: Cold market is exactly the same as warmmarket for theSuperIndirectApproach.Justusethewarm-marketscriptsoranyvariationthatscomfortableforyou.StepFour:IfI,WouldYou? This questionhas beenmy secretweapon for a very longtime.ItisbyfarthemostpowerfulphraseIvecomeacrossinbuildingalargeandsuccessfulNetworkMarketingbusiness. IfIgaveyouaDVD,wouldyouwatchit? IfIgaveyouaCD,wouldyoulistentoit? IfIgaveyouamagazine(orsomeotherprintedmaterial)wouldyoureadit? If I gave you a link to a website with a completepresentation,wouldyoucheckitout? IfIinvitedyoutoaspecialinvitationonlywebinar,would

youattend? If I invited you to a special invitation-only conferencecall,wouldyoulistenin? This question is SO POWERFUL, and for a number ofreasons. First,itsreciprocal.Youresayingyouwilldosomethingiftheywilldosomething.Ashumanbeings,wearehardwiredtorespondpositivelytothesetypesofsituations. Second,itputsyouinaplaceofpower.Youreincontrol.Youre not begging. Youre not asking for favors. You aresimplyofferingavalueexchange. Andthird,itimpliesthatYOUhavesomethingofvaluetooffer.Youresayingyouwilldosomething,butnotunlesstheotherpersonwilldosomethinginexchange.Whenyouvaluewhatyouhave,peoplewillrespectyou. When I first started, I didnt know about this magicalquestion. I just said things like, I really, really, really,wantyoutowatchmyvideo,trymyproduct,listentothisCD,etc.You can imagine the results. The whole psychology of it isweak.Ifyouuse,IfI,wouldyou,yourehavingabusinessconversation. If you use, I really, really, really, want you,nowyousounddesperate,andadesperatedistributorisNOTattractive. If youve used this approach you already knowwhatImtalkingabout. IfI,wouldyou,getsresults.Itgetspeopletosayyes.Ithelps prospects see what we have in a different light.Remember, our goal is education and understanding. If I,

wouldyou,helpsusachievethatgoal. If youve started the callwith urgency, complimented theprospect, made the invitation and asked, If I, would you,theiranswerwillbeyesalmost100%ofthetime,andyoucanjustgotostepfive. Iftheyaskformoreinformationfirst,justrespondwith,Iunderstandyouwantmoreinformation,buteverythingyourelookingforisonthe(DVD,CD,printedpiece,link,etc.).Thefastest way for you to really understand what Im talkingaboutwillbeforyoutoreviewthatmaterial.So,ifIgiveittoyou,wouldyoureviewit? Iftheysayno,thenthankthemfortheirtimeandmoveon.Also, review steps one through three to seewhat youmighthavedonebetter.ButdoNOTgiveyourmaterialtothem. Soyouvegonethroughthefirstfourstepsandthepersonsaidyes!Success!Theyveagreed to reviewyour tool!Doesthatmeantheywillfollowthrough?Nope.Infact,onlyabout5%ofyourprospectswilldowhattheysaidtheywoulddoifyoujustusethefirstfourstepsand5%isnotagoodnumber.To get closer to 80%, you need to complete the invitationprocessprofessionally.Step Five: Confirmation #1Get the timecommitment Youveasked,IfI,wouldyou,andtheyvesaidyes.Thenextstepistogetatimecommitment. WhendoyouthinkyoucouldwatchtheDVDforsure?

WhendoyouthinkyoucouldlistentotheCDforsure? When do you think you could read the magazine forsure? Whendoyouthinkyoucouldwatchthelinkforsure? Dont suggest a time for them. (Thats another mistake Imadeearlyoninmycareer).Justaskthequestionandwaitforthemtorespond.Thisquestionmakes themthinkabout theirscheduleand theircommitments, findaplace to reviewyourtool, and communicate that back to you. In other words, itmakesitreal. Whenyoufirstasked,IfI,wouldyou,andtheysaidyes,itwassomeday.Whenyougetthetimecommitment,itstartstobereal.Theonlythingthatmattersisthattheygiveyouatime.Itdoesntmatterwhatthattimeis.Letthemthinkabouttheirscheduleandtellyouwhentheywillhavereviewedthematerialsforsure. About 90% of the time, theyll give you an answer. Theother10%ofthetime,theyllbevague,sayingsomethinglike,Ill trytodoitsometime.Iftheydothat, thentell them,Idontwanttowasteyourtimeormine.Whydontwejustlockinatimewhenyoullhaveseenitforsure?Remember,theyalready said theyd review it in step four. This is justconfirmingthetime. Thekeytoallofthisistheyhavenowsaidyestwicethefirst time when they answered, If I, would you, and thesecond time when you received a time commitment fromthem.

Sonowyoucangive themthe tool, right?Wrong.Yourenot done yet. The professionals take a fewmore seconds tocompleteacouplemorestepsbeforetheyrefinished.Step Six: Confirmation #2Confirm the timecommitment If they tell you theyllwatch theDVDbyTuesday night,your response shouldbe something like, So, if I calledyouWednesday morning, youll have seen it for sure, right? Ifthey say theyll listen to theCDbyThursdaymorning,yourresponseshouldbe,So,ifIcalledyousometimelaterinthedayonThursday,youllhavelistenedtoitforsure,right?IftheysaytheyllwatchthelinkbyJuly1,yourresponseshouldbe,So,ifIcalledyouonJuly2,youllhavelookedatitforsure,right? Theywill either naturally say yes, or theywill adjust thetime slightly. In any case, the significance of step six istheyve now confirmed three times and they are nowmuchmorelikelytofollowthroughand,

Thekeyis,thisisntanappointmentyouveset.Itsanappointmenttheyveset.

Theysaidtheydreviewthematerials,theywoulddoitbya

specific time and, if you called them after that, they wouldhave reviewed the materials. Youve asked the questions.Theiranswersmadetheappointment.

Step Seven: Confirmation #3Schedule the nextcall Thisstepissimple.Justask,Whatsthebestnumberandtime for me to call? Theyll give you what works best forthem,andnowyouhavearealappointment.Allyouhavetodoisbesuretoremembertocallwhenyousaidyoudcall. Theyve said yes four times. The whole invitation took afew minutes, and your chances of achieving your goal ofeducationandunderstandinghasgonefromabout5%toabout80%.StepEight:Getoffthephone Remember, youre in a hurry, right? Once youveconfirmedtheappointment,thebestthingtosaytosomeoneissomethinglikeGreat,welltalkthen.Gottarun! Toomanypeoplemaketheappointmentandthenunmakeitby talking and talking and talking. Remember, our goal iseducationandunderstandingandweregoingtoletthethird-partytooldomostofthework. Herearesomeexamplesofalleightsteps:ApersonyouknowwhohatestheirjobDirectApproach Hey, I dont have a lot of time to talk, but itwas reallyimportant I reach you. Listen, youre one of the mostfinanciallyintelligentpeopleIknowandIvealwaysrespectedthataboutyou.Whenyoutoldmeyoureallydidntlikeyourjob,wereyouseriousorwereyoujustkiddingaround?(They

saytheywereserious.) Great, I think Ive foundaway foryou to create anexitstrategy. I have a CD that describes what Im talking aboutbetter than I can. If I gaveyou thisCD,wouldyou listen toit?(Theysayyes.) Whendoyouthinkyoucouldlistentoitforsure?(TheysayTuesday.)SoifIcalledyouWednesdaymorning,youllhaverevieweditforsure,right?(Theysayyes.) All right, Ill check backwith you then.Whats the bestnumberandtimeformetocall?(Theygivetheinformation.) Gotit.Welltalkthen.Gottarunandthanks!AgoodfriendIndirectApproach Hey,Imrunningoutthedoor,butIneededtotalktoyoureal quick. Do you have a second? Great. Listen, youvealways been so supportive of me and I appreciate that somuch. Ive just started a new business and Im really nervous.Before I get going I need to practice on someone friendly.WouldyoumindifIpracticedonyou?(Theysaysure.) Great!IfIgaveyouaDVDthatlaidouttheinformationinaprofessionalway,wouldyouwatchit?(Theysayyes.) Itsabout15minuteslong.Whendoyouthinkyoucouldwatchitforsure?(TheysayThursday.) SoifIcalledyouFridaymorning,youllhaverevieweditforsure,right?Fantastic,whatsthebestnumberandtimefor

metocall?(Theygivetheinformation.) Great,welltalkthen.Gottarunandthanks!AhighlysuccessfulpersonSuperIndirectApproach IknowyourebusyandIhaveamillion thingsgoingontoo,butImgladIcaughtyou.YouvebeenwildlysuccessfulandIvealwaysrespectedthewayyouvedonebusiness. Ive recently started something new and Im looking forsome sharp people. Its clearly not for you, but I wanted toask, who do you know who is ambitious, money motivatedandwould be excited about the idea of adding a significantamountofcashflowtotheir lives?(Theysaytheydoknowsomepeople.) Iunderstandthatyoudwanttoknowmoreaboutitbeforeyou recommend people. I have aDVD that explains exactlywhat Im doing and the kind of people Im looking for. Itsbrief. IfIsentonetoyou,wouldyoureviewit?(Theysaytheywould.) Thanks.When do you think you could view it forsure?(TheysaynextMonday.) Okay, so if I called you next Tuesday, youll havereviewedforsure,right? Okay, Ill check back with you then. Whats the bestnumberandtimeformetocall?(Theygivetheinformation.)Okay, great. Thanks again, I appreciate it somuch. Talk toyounextTuesday.Acold-market prospectwhos done a good job selling you

somesomethingDirectApproach. Now isnt the time to get into this and I have to go, butyouaresupersharpandIhappentobelookingforsomesharppeople.Doyouplanondoingwhatyouredoingnowfortherestofyourcareer?(Theysayno.) Good.Ihavesomethingthatmightinterestyou.Nowisntthetimetogetintoit,butIhaveaDVDthatexplainsitallingreat detail. If I gave it to you,would youwatch it? (Theysayyes.) Whendoyou thinkyou couldwatch it for sure?(TheysaySunday.) So if I called you Monday, youll have reviewed it forsure, right? (They say yes.) All right, Ill check backwithyou then.Whats the best number and time forme to call?(Theygiveyoutheirinformation.) Okay,hereitis.ThanksagainfortheexcellentserviceandIlltalktoyousoon. Are you feeling the flow of how this works? Obviouslythere are many possible variations for different kinds ofprospects,butIhopetheseexampleshelpyouunderstandhoweverythingcomestogether. In terms of scripts, its best if you get the basic conceptsdownanddontfocustoohardontheexactscript.Lifedoesntwork that way. But if you learn to let your prospect knowyoure in a hurry, then compliment them, then invite them,thenpassonatoolwith,IfI,wouldyou,thenconfirmusingthe process I described, and finally get off the phone orcompletetheinvite,youlldojustfine.

Remember, in recruiting, there are no good or badexperiencesjust learning experiences. On your journey tobecoming a NetworkMarketing Professional, the best thingthat canhappen is foryou todevelop the skills to recruitondemand,inanysituation.Thenyouneverhavetoworryaboutbeinglucky.Sopractice,practice,practice.

CHAPTERSIXSkill#3PresentingYourProductor

OpportunitytoYourProspects

Weve talked about the first two skills of identifyingprospectsandinvitingthemtolearnmoreaboutyourproductoropportunity.Asyouve learned,youllbe inviting them toreviewatoolorattendsomesortofevent. If theyare reviewinga toolby themselvesandyourenotaround,theresnothingforyoutodo.Justfollowupwhenyousaidyouwould.Ifyourephysicallywiththem,therearesomethingsyouneedtounderstand,andoneofthebiggestis,YOUarenottheissue! This was a tough one forme to accept.When I first gotstarted, I read everything I could, listened to everything Icould,andattendedallthetrainingsessionsIcould.IthoughtthemostimportantthingIcoulddowasbecomeanexpertonall the factsassociatedwithmycompanyso if anyoneaskedmeanyquestions,Idberighttherewiththeanswers.Soundslogical,right? Iwouldsitdownwithsomeoneandsay,LetMEtellyouallaboutourproducts.LetMEtellyouallaboutourcompany.LetMEtellyouallaboutourcompensationplan.LetMEtellyou all about our incredible support system. There are bigproblemswiththatapproachifyouwant tobuilda largeandsuccessful organization. For me, the first problem was, no

matterhowmuchIlearned,therewouldstillbequestionsthatstumpedme.AndsinceIwaspresentingmyselfastheexpert,if I got stumped, thatmightmake the prospect question thewholeopportunity. The second problem was, most of my prospects knew Iwasnt an expert. So when I came to them and presentedmyself as an authority figure, they knew it wasnt true. Itactuallymadethemmoreskeptical. The third problem was, even if I was successful atbecominganexpert, theotherdistributorsinmyorganizationdidnt necessarily have that same desire or willingness tolearn. As a result, I was the go-to guy for every singlepresentation.Theresnowaytocreateanorganizationthatwillduplicate with this approach, and without duplication,NetworkMarketingisjustajob. In the early days, thatswhatNetworkMarketingwas formea job. I had no duplication because Imademyself theissue.ButIwasdeterminedandIstartedtoobserveandtakecarefulnoteofhow themost successfuldistributorsdid theirpresentations. Theprosnevermadethemselvestheissue.Morethanthat,theyneverpresentedthemselvesasanexpert.Theyactedasaconsultant who connected the prospect to tools, events, orother distributors to help them become educated. If theprospect asked a question, they would guide them to theanswer, but they wouldnt give the answer directly. ThisbaffledmeuntilIstartedtocomprehendduplication.Theprosknew they could sign the person up by dazzling them with

theirknowledgeandexperience,but theyalsoknewitwouldtake a long time for their newdistributor to do the same, sotheycameupwithasimplerapproach. ItwasaroundthistimeIheardaconceptthathasstuckwithmeeversince:

InNetworkMarketing,itdoesntmatterwhatworks.Itonlymatterswhatduplicates.

This should be a guiding principle for every Network

MarketingProfessional. Theprosuse tools insteadof theirownwisdom.Theprosuse live events instead of their own presentations. The prosuseotherdistributors togivethefacts insteadofgivingthemthemselves.Theprosdontpresentthemselvesasexperts;theyjust invite people to learn more about the product oropportunity and let the third-party resource provide theinformation.Theprosbringpassion, enthusiasm, excitement,andbelief.Ifyoueverwatchaproatwork,youllseeafireinthem that is contagious. Make passion, enthusiasm,excitement,andbeliefyourpriority,theninviteprofessionallyandletthethird-partyresourcedotherest. In addition to learning how to effectively present yourproductoropportunityduringyourpersonalrecruitingefforts,itsalsoimportanttolearnhowtopresentyouropportunitytogroupsofpeople. Iveheard it said (and I think its true), Thepersonwiththemarkermakes themoney. Inotherwords, theperson in

frontoftheroomgivingthepresentationusuallyhasahigherthan average income.When I first got started I was deathlyafraidofspeakinginfrontofpeople,butIwasambitious,andsince everyone said this was an important skill, I wasdeterminedtomasterit. I started by learning how to give a short and effectivetestimonial.Learningtotellmystorywasextremelyvaluableinbuildingmybusinessandhasbeentothisday.Peoplearentinterestedinhowmuchyouknow,buttheyAREinterestedinyourstory,aslongasyoudontborethemtodeathwithit. Iworkedonmystory for awhile and, after tweaking it atime or two, here iswhat I came upwith. Hi!Myname isEricWorreandImaretiredunderachiever. Ihad18 jobsbythe age of 23 and was starting to think my future wasntlookingsogood.IwasembarrassedbymylackofresultsandIwasdesperatelylookingforawaytomakesomethingofmylife. In January of 1988, I was introduced to NetworkMarketingandithaschangedmylife.Insteadofbeingafraidof the future, now Im excited about it. (And then Iwouldinsertwhateverwasappropriatebaseduponmycurrentlevelsofsuccess.) Thethemeofmystorywas, ifIcoulddoit,anyonecoulddoit.Anditworked.Iuseditallthetime.Inhotelmeetings,in homemeetings, on three-way phone calls, on conferencecallsyounameit. No matter what your background is, you can craft acompelling personal story. Ive found every good story hasfourelements:

1. Yourbackground.2. Thethingsyoudidntlikeaboutyourbackground.3. HowNetworkMarketing or your company came to therescue.4. Yourresults,orhowyoufeelaboutyourfuture.

Takesometimetocreateyourstoryandstarttellingiteverychanceyouget. Next I decided to master my companys opportunitypresentation. Again, the concept of modeling successfulpeople came into play. The top earner in my company wasextremelypowerfulandeffective.Inaddition,hedidthesameexactpresentationeverysingletime,justaboutwordforword.SoIrecordedhispresentationandtranscribeditbyhandontoa legalpad.When I completed that step, I recordedmyownvoice doing that presentation. I did it word for word. Samestories,samejokeseverythingwashisexactpresentation. After Iwasdone, Iplayed itbackand itwas terrible!Myvoicehadnoenergy.Iwasboring.Ihatedit.SoIrecordeditagainandagainandagainuntilitwasacceptable.IntheendIhadanaudiocassettewithmypresentationonit,andIlistenedto it over and over in my car. Ill bet I listened to thatpresentation500times,andbythattime,Ihaditmemorized.Iknewitbackwardandforward.Icouldstartfromanypartofthepresentationandtakeitfromthere. Youwouldnotbelievetheconfidencethisgaveme.Iwent

frombeingafraidtodothepresentationtoactivelylookingforopportunities to give it! I did the presentation on conferencecalls,inhomemeetings,onthree-waycalls,andanyplaceelseIcouldfind.Ibecamearegularpresenteratourlocalmeetingsand continued tomove up to bigger and better venues, evenbeingaskedtospeakatcompanyconventions. Forme,theevolutionofbecomingapresenterwentthroughseveralstages:

1. Learningmystory.2. Learningthestandardopportunitypresentation.3. Learningdifferenttrainingpresentations.

One big definingmoment as a presenter came in 1993. Iwas 29 years old and starting tomake a name formyself inNetwork Marketing. I was having a conversation with theCEO of the company and the number one distributor at thetime. I cant rememberexactlyhow the topiccameup,but Irecall saying something to the CEO like, Well, he (the topdistributor)mightbeabetternetworker than Iamrightnow,butIcanout-speakhimanytime. Itwasmeant as a joke, but theCEO raised his eyebrowsand said, Okay son, Ill tell you what. We have our bigconvention coming up. Over 14,000 people will be inattendance. Ill give you both the same amount of time andwell have a private contest. Ill handpick a few judges andtheywillvoteonwhodidabetterjob.

Wow! Now I was really on the hook! I wasnt a hugeleader.Ididnthaveasbiganorganizationorreputationatthetimeasthetopearner.So,IdidtheonlythingIcouldcontrol.Istartedtopreparelikemylifehunginthebalance.Ichoseatheme. I wrote my talk and rewrote it over and over. I didresearch.Ipracticed.Irecordedmyselfdoingthespeech.IdideverythingIcouldpossiblydo. Whenthedaycame,Idneverfeltsonervousinmyentirelife.Talkingto14,000peopleis liketalkingtoanocean.Butmy preparation served me well. I steadied my 29-year-oldinsecureselfanddelivered. The response was overwhelming! The crowd went wild,literally. I felt a little numbwhen Iwalked off stage as theywerestillcheering,andsattherewhilethetopearnergavehisspeech.Hedidafinejob,butIhavetoadmittoyou,itfeltsogood to have the CEO come up and congratulate me forwinningourprivate littlecontest. Itwasdefinitelyadefiningmoment. That speechwas lost foravery long timebutacopywasrecentlydiscovered.Ifyoudliketohearit,youcandosobygoingtothislink: www.networkmarketingpro.com/calltoaction Myvoicesoundsquiteabityounger,butitsstillme. To summarize this skill set, remember a few importantthings:

1. When you are prospecting, you are themessengernot

http://www.networkmarketingpro.com/calltoaction

themessage.Getyourselfoutofthewayanduseathird-partytool.2. Learn to tell your story in a way that will make yourprospectscurioustohearmore.3. When it comes to presenting in front of a group ofpeople, preparation is key. When youre prepared, itsfun.

CHAPTERSEVEN

Skill#4FollowingUpWithYourProspects

InMLM, they say the fortune is in the follow-up. I thinkthats true, becausemost people inMLMdont followup atall,atleastnotasprofessionals.Youneedtounderstandsomeimportantconceptsifyouregoingtomasterthisskill.Concept#1Follow-upisdoingwhatyousaidyouwoulddo. Ifyousayyouregoingtocallataspecifictime,thendoit.TheNetworkMarketingProfession is fullofpeoplewhogetallexcitedoneminuteandthengomissinginactionthenext.Run your business through a physical or electronic calendar.Be the personwho does what they say theyre going to do.Peoplewillrespectthat. IsoldrealestatetheyearbeforeIgotinvolvedinNetworkMarketing. My father and his partner owned the company.OnedayIwas in theofficeandagentlemanby thenameofChuckAycockshowedupfora10a.m.meetingwithmydad.Itwas9:55a.m.andmydadwasntintheofficeyet.IgreetedChuckandtoldhimIwassuremydadwouldarrivesoon.At10a.m.exactly,Chuckgotupandsaid,Its10oclock.Yourdadisnthere.Havehimcallmeifhewantstoreschedulethemeeting.

Icouldntbelieveit.Hecameallthewaytotheofficejustto leave 30 seconds after the appointment? I told him, Mr.Aycock,Imsurehellbehereanyminute.Theresnoneedtoleave. And then he told me something I never forgot. He said,Son, either you are early or you are late.Hes late andmytime is valuable. Have him give me a call if hed like toreschedule.Andheleft! Mydadshowedupat10:10a.m.expectingtomeetChuck.ItoldhimwhathappenedandhewasasstunnedasIwas.Mydadwasnthabituallylateoranything.Thatparticularmorninghewas just a little casualwith his time.He rescheduled theappointment and I noticed over the years that my dad wasALWAYSearlyforhisappointmentswithMr.Aycock. Whatisthelessoninthisstory?Forme,thelessonwasthatpeoplerespectapersonwhodoeswhattheysaytheyregoingtodo.Peoplealsorespectapersonwhovaluestheirowntime.Ifyousayyouregoingtofollowupataspecifictimeorinaspecific way, either do it or reschedule well ahead of yourappointment.Concept#2Theonlyreasontohaveanexposureistosetupthenextexposure When I got started, I would conclude every exposure bysaying,Whatdoyouthink?Noonetoldmethatwasoneoftheworstthingstodo.Itfeltlikeanaturalthingtosay,butmyresultswereterrible.

Iaskedoneofmyearlymentorsforhelpandhesaid,Eric,the only reason to have an exposure is to set up the nextexposure. That blew my mind. I thought the reason to have theexposure was to get the person signed up! He went on toexplainthatifyoufinisheachexposurebysettingupthenextone, the prospect will eventually become educated on theopportunityandmakeaninformeddecision. Thegoal inmymindchangedfromgetting theprospecton the first exposure to just keeping the process alive bysettingup thenextfollow-upexposure, then thenextandthenext, until they made a decision. When I made this smallimprovement,myresultsimproveddramatically. We talked earlier about how to professionally invite yourprospecttotakealookatwhatyouhavetooffer.Attheendofthat process, we went through several steps to set up theNEXTexposure,meaningyourfollow-upcall.Thatwasyournextappointment. Whenyoumakethatcall,youregoingtoaskthemiftheyreviewed thematerial. Theyll say, No, I didnt, or theyllsay, Yes, Idid.Lets talkabouthowyoull setup thenextexposureinbothcases. If they say no, they didnt have a chance to review thematerials, its important you dont show your displeasure attheir lack of follow-through. It sounds funny, but a lot ofpeople just jumpontheirprospectswith,I thoughtyousaidyoud be able to see it for sure!Obviously, thiswont help

buildthatgoodrelationshipyoureworkingon. The best way to respond is, Thats okay. I understandsometimeslifegetsbusy.Whendoyouthinkyoucoulddoitforsure,forsure?Now,youmightsayforsure,forsureisalittlemuch,butIveusedthatfordecadesinthisfollow-upsituation, and I do it because it works. In any case, usewhatever language youd like to use to set up the next timeandwalkthroughthesamestepstogetthecommitment.Onceyouhave it, including thedateand timeof thenextcall (thenextexposure),thenhangupandcallthemwhenyousaidyouwould. Ifyoucallthematthescheduledtimeandtheystillhaventreviewed the material, just repeat the process until they do.Remember,theyaresettingtheappointmentandyouarebeingtheprofessionalbyfollowinguplikeyousaidyouwould. If you call your prospect and they say yes, theyvereviewed the material, youre going to ask them a fewintelligent questions. First, youreNOTgoing to ask, Whatdid you think? This just invites the critical part of theprospects mind to come up with objections to try to soundsmart. The best follow-up question Ive ever used is, What didyoulikebest?Thisquestionwilltakeyouinaverypositivedirection and will give you clues as to the level of theirinterest. If they say the product, then your next exposurewill probably be product-related. If they say financialfreedom,thenyournextexposurewillbeopportunity-related. Anothergreatquestion toask isOnascaleofone to10,

withonebeingzerointerestand10beingreadytogetstartedright away, where are you right now? With this question,anythingoveraoneisGOOD.Itsaystheyhavesomeinterest.Mostofthetimeyoullgetsomethinglikeafiveorasix.Nomatterwhat number theygiveyou, all youregoing todo isask them how you can help them get to a higher number.Usually that answer will go along the lines of how theyanswered,Whatdidyoulikebest? Iftheanswerisverypositiveandthenumberisfairlyhigh,youcangodirectly into theclosingprocess(wellcover thatin the next section)