11 Essential Things to Teach ALL New
Distributors
by, Jennifer Keenan
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#1. The Importance of a Warm Market –
It is
important to express to a new rep that network marketing is based on people
communicating with people they know. Reps should use their warm market to
promote themselves within the company, and also to establish a strong,
secure, and prosperous foundation. Attitude and enthusiasm are quite important
when approaching your warm market. And, as a general rule, the deeper your
belief level, the more chance of success.
#2. You are an Educator, not a Salesperson –
A new rep's goal
is to offer information to a prospect – educate that prospect on the benefits
of this business opportunity and on the strength of the company. Then, it is up
to the prospect to decide if it is the right time for them to begin building a
network marketing business. No convincing or selling is necessary. You do not
want to sell or persuade, but rather to offer information, and let the person
come to a decision on their own.
#3. Importance of Sticking With One System –
Duplication is
the most important thing in building a network marketing business. Your job is
to have a system that works in place, have it be a system that is duplicable
for anyone and everyone, and teach it to your front-line distributors. Teach
your front-line distributors to then in turn teach it to their front-line reps,
which will teach it to their front-line reps, etc. etc. etc.
#4. TEACH INDEPENDENCE & Leadership –
This is
probably the most important thing I have to say here. If you take in this one
piece of
advice, you will achieve extraordinary success in your building efforts. You
cannot drag anyone to the finish line or build their business for them. You are
responsible to give your new reps the
tools, the knowledge, and the support, and train them to be independent leaders.
This in turn will breed other independent leaders.
***It is vital to train your reps well, and teach them to be independent.***
Never tell reps that "all they have to do is set up appointments, and
you'll take care of the rest."
Never tell reps that "all they need to do is have someone call you"
to find out about your company and business opportunity.
After the first 1 or 2 presentations with the sponsor, the new rep should be
giving business presentations on their own, without you, and in their own home.
I am the biggest criminal of having built a dependent downline in my initial
stages. I spent all day making copies, giving presentations for others,
mailing, and dealing with each little individual problem.
In fact, I once had a rep who was in the business for FIVE MONTHS, and this rep
panicked because I was going home for the holidays and was worried that if he
signed up a rep, he wouldn't know how to fill out the form. (This is the honest
truth, by the way, and certainly
not the only experience I have had of this nature!).
It was at that point; that I realized something had to change. I spent 97% of
my day in a wasteful fashion, and did no front-line recruiting of my own. And,
in EVERY instance, those dependent reps DID NOT MAKE A DIME in their network
marketing businesses, and have ALL since quit the business.
I firmly believe that 80% of your day should be spent prospecting, and
"Going Wide" (a concept I'll get to in a minute).
***It is important to realize that you cannot drag anyone to the finish line –
you are responsible to give them the tools, give them the knowledge, and give
them all the support in the world, NOT build their businesses for them. This
will waste their time, and your time which could be more valuably spent.
#5. Do not lend anyone money to get started –
You want to
seek out and work with people who are willing to invest in themselves and make
a commitment. If someone says they can't afford it, then tell them to start
putting away $20 per week until they have saved enough to become a distributor.
Success depends on believing and investing in you. If someone really wants to
improve their situation, they will find a way to raise this money over a period
of time. And, the people who cannot afford to pay the initial start-up fee
up-front are the ones who need this business the most!
#6. Do Not Offer the opportunity before making a commitment and before being
trained –
Along those
same lines, please forewarn a prospect to NOT under any circumstance try and
offer this opportunity before they have committed to building a prosperous
business, and are
properly and thoroughly trained by a professional.
"I want to see if it works before I invest any money."
This is a very common response. Wanting to test it to see if it works first
before a commitment is given is an absolute NO. The only way to achieve success
is to commit and be trained, otherwise you do not know what steps to take to
achieve success, and will fail 100% of the
time.
And, network marketing works. There are thousands and thousands and thousands
of people who have created wealth through their network marketing businesses.
The real question is, "are you willing to commit and make it work for
you?"
#7. The Spouse –
A very big
killer in this business is spousal rejection. If you know the person has a
husband or wife who has influence in the decision-making process, invite them
both to see a presentation. Inevitably, if one sees it, he/she will go home and
try to tell the other one what the business opportunity is all about – a
subject that no one could possible understand after a 20 minute
overview.
#8. Meetings – you want to conduct your own in-home meetings.
Hotel meetings are fine for reinforcement – I get a tremendous rush and my
excitement builds all over again when I hear a speaker give a closing
presentation at our weekly meeting. I also attend each and every weekly
meeting. However, the once-a-week hotel meeting cannot be your sole source of
prospecting. It is only once a week, and what if your prospects don't show up?
Presentations should be held frequently in-home throughout the week. And, the
hotel meeting also should not be a prospect's first look at the business. It's
preferable to give the prospect an initial presentation given by you in your
home, and then be taken to a meeting for reinforcement AFTER Basic &
Intermediate Training has been completed, and the rep has gone out and
successfully gathered a few customers.
Think of the importance of a duplicable system – what if the prospect lives in
the city and does not have a car; what if the prospect is a single mom who
simply cannot get away for 4 hours each and every Thursday; what if the
prospect is a doctor who cannot afford to be seen by his patients the day
before an operation, etc. A hotel meeting does not exemplify the freedom a
networking business is supposed to bring.
Yarnell says it best, "So imagine a guy on Thursday night at 7:30,
loosening his tie and walking into a meeting of a hundred people. He's thinking
about the fact that he's already put in
forty-two hours this week at his company. How is he going to explain to his
wife and children why he now needs to go out to meetings at night, too?"
And, hotel meetings do take away intimacy, what this business is all about. I
once again should go back to the avoidance of creating a dependent downline
with the mentality, "I don't have to do any work, I just have to send
people to the meetings" – WRONG! This business is not built any other way
than through hard work and dedication. Everyone has a living space in which
they can hold their meetings.
#9. Rejection - network marketing is a numbers game.
The more
people you talk to, the more successful you'll be. Also, by talking to large
numbers of people, each individual person begins to matter less and less. Those
that say "no" will be easier to take because of those that say
"yes."
The Yarnell's quote, "It is the sheer magnitude of numbers of prospects we
approach that keeps us from overreacting to those who do reject our approaches.
Prospecting small numbers makes the rejection bigger than life; prospecting
large numbers focuses our attention on those who say yes. If you make contact
with a hundred people in the course of a week, twenty of whom say, "Yes,
I'd be interested in looking at what you have," and eighty of whom say,
"No thanks," your
focus will be on the positive. Out of that twenty, you will be excited about
the three who signed up, rather than the eighty who weren't interested. On the
other hand, if you approach only ten
people, two of whom say they are willing to take a look and then decide against
it, your attention inevitably is on the entire ten who got away."
Moral of the Story - the more people you educate about this business, the more
successful you'll be.
#10. Go Wide Fast! –
It should be
your goal to recruit as many front-line reps as possible. New blood is the
lifeblood of any organization – 80% of your time when working your network
marketing business should be devoted to prospecting. New people are what keep
your organization flourishing. If you are
devoting more time to other things, than your time is not being wisely spent.
Remember the dependency problem we talked about earlier – be there for your
reps, answer any questions they may have, give them encouragement when they
need it, go over strategies, and teach them to go out and do this business for
themselves, teach them to become leaders. Do not strive to make each rep you
sponsor successful. If someone ultimately is going to be successful in this
business, they will be successful with or without you. If someone is going to
fail, they will fail with or without you. Teach people your system, and show
them how to make it work for them. Again, if you accomplish this, then your
front-line reps will do the same – they will teach their front-line reps the
system, and how to make it successful for them. Your ultimate goal is to have
thousands and thousands of representatives acting as leaders and teaching their
new prospects how to do the same.
From experience, I will tell you that those front-line reps that take the
initiative will earn you a lot of money, and will become the most successful.
#11. DO NOT QUIT! –
The only thing
that can make you fail in this business is if you quit. This is an AMAZING
statistic - 95% of all networkers who work one company for 10 years
consistently, achieve wealth eyond their wildest expectations. That certainly
has me excited!
Now, Go out there and make it happen! It's up to you . . .