How Do You Start A New Person Right?
V.N. sent this question to me through the FirstClassMLMTools.com home page:
“With Brilliant Compensation you’ve given us the definitive MLM presentation tool. With Professional Inviter you have given us the communication skills to learn how to professionally invite. When you finally give us Professional Trainer so that we can effectively start and train a new distributor…, I believe you will help many of us who are stuck on properly launching new Associates and helping them become profitable…”
Thank you V.N. for bringing this question to my attention! Also thank you for your kind acknowledgments of my work.
Well, I don’t want anyone waiting until I complete Professional Trainer to properly launch your new distributors and associates! Therefore by answering V.N.’s question I’m going to give you some things you can do right now to get the people you sponsor started correctly.
The way I’m going to answer this question is in two parts. To start with, I’m going to give you the explanation and an assignment in part one (this newsletter) and then I’ll give you the second part in approximately two weeks.
The very first thing you should do is make sure YOU have started correctly. Here are the steps you should check off when you complete them:
1. USE YOUR OWN PRODUCTS OR SERVICE
As I mentioned on last month’s teleconference call, I was recently out to dinner and asked a waiter about a particular item on the menu and he said, “I haven’t tried that.” Now, what good is the waiter to me? None.
Remember, Network Marketing is a method to distribute a product to a consumer. You are the liaison (a communicator between two people) between your company’s product and a customer. How can you be of value to a prospect if you don’t use the products you sell? You can’t.
2. DECIDE EXACTLY WHAT YOU WANT TO ACHIEVE WITH THE BUSINESS
Success is not an accident, it is a created outcome. Failure is also a created outcome. An unclear direction leads to no success / no failure. How can one succeed or fail at something they’ve never decided to do? In essence it is the effort to create nothing; the result is irrecoverable time. So decide and write down exactly what you want to achieve.
3. WRITE OUT YOUR PLAN OF HOW YOU WILL ACHIEVE WHAT YOU DECIDED
From step 2 you wrote what you want to achieve, now write a plan on how you will achieve it. I recommend you create this plan from the 13 activities that create income and success in network marketing. I was completely lost in the business until I identified and mastered these 13 activities. Take each of the activities and work that activity into your daily plan.
Example of Daily Plan: Utilizing purchased leads and newspaper advertisements I will generate 50 leads per week. I will call them and use the Inviting Formula to determine if they qualify for my product. If so I will ensure they get results on the products.
NOTE: The 13 activities are not meant to be a sequential training system – they’re meant to be a sequential coaching method. The reason I point this out is because if you followed this as a training system for new people, you would be training a person how to generate leads (activities 3 -7) BEFORE you teach them how to invite (which is activity #9, Set Appointments).
Teaching them how to invite may take a little time and the leads generated would lay dormant until your newly sponsored person is done with their inviting training.
Also, I’ve found that only when a person is confident in their ability to invite are they effective at generating leads. If you try to get a person who’s not good at inviting to make a list of names or try to get them to run ads, they’ll find every excuse under the sun to not do it. But if a person is very confident in their ability to invite a prospect – they are highly creative and effective at finding prospects.
4. LEARN TO INVITE YOUR PROSPECT USING THE INVITING FORMULA
Inviting your prospect is your ability to ask your prospect to look at your company’s product or business. Obviously this is an ongoing mastery and one should not wait until they’ve fully mastered it before they start doing it as true mastery can only come from doing!
This would be equivalent to someone attempting to master being a parent before they have children. My recommendation is to listen to Professional Inviter two times through. Then use the Inviting Formula with people in your life – not necessarily to recruit anyone, just use it to communicate with your spouse, your children, your parents, people at work, neighbors, etc. Then role play with your sponsor if they’re still in the business – if not, find someone else.
Buy some inexpensive leads and follow the Inviting Formula exactly as you’ve heard me do it on the live calls. Don’t expect much (or any) financial return; you’re doing this for training purposes. Don’t focus on trying to sell – just focus on listening to the prospect and determining what they really need/want. If the only thing you achieve is to have a positive conversation with someone, consider it a success. If you’ve yet to get Professional Inviter, get it here–
5. USE THE 13 ACTIVITIES TO POINT OUT WHAT YOU NEED TO WORK ON
The 13 activities are in the correct sequence for coaching an already existing distributor (including yourself). Start at activity #1 and do it, then go to activity #2 and so on. This is of course assuming you’ve completed the above step LEARN TO INVITE YOUR PROSPECT USING THE INVITING FORMULA. Whatever you can’t do is what you need to learn how to do. Normally, the real sticking point is activity #9 – set appointments. This is why I covered it so thoroughly in step four.
YOUR ASSIGNMENT:
For the December newsletter and conference call I’m going to cover how to coach and train your downline – that’s a big subject to cover. I’m going to do this by coaching you. At the very minimum you will learn how a “real” coaching call should go.
Also, please get this inexpensive redesigned version of the 13 Activities prior to the next conference call and do the above assignment. There are several steps that I’m going to walk you through (during the conference call) with the booklet and if you don’t have it – the training will not make a lot of sense to you.
Much respect,
Tim Sales
For more in-depth information on this topic study the Professional Inviter lecture series by Tim Sales.
