To Work Less and Make More Money in MLM Authors of forthcoming book:
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1 5 Steps To Work Less and Make More Money in MLM Jillian Middleton Amy Posner Founder & Coach Partner & Coach For Savvy MLM Coaching For Savvy MLM coaching Authors of forthcoming book: "MLM: Myths, Legends and Money: How To Build a Strong Network Marketing Business"
2 Page2 Table of Contents Step 1 Page 5 Step 2... Page 6 Step 3 Page 9 Step 4 Page 13 Step 5 Page 15 The Challenge..Page 18 One More Thing..Page 21
3 Page3 5 Steps to Work Less and Make More Money in MLM What are the Issues? When we first started multi-level marketing or network marketing as it is also called, we ran into the same problems you run into everyday. How do we know? We ve watched thousands of people over the last 15+ years struggle with the same core issues. On one of our coaching calls recently a client asked us: How do you get people to call you back or keep their appointments? I meet people when I m out. They seem really interested but they are not there when I call back. Plus, they don t call me back when I leave a message. Do you relate? And it s not just the novice that asks these questions. Recently a leader asked us, How can I get my team to do what they say they will do? How can I get them into action? And how can I get them to call me back, to stay plugged in? If you re in MLM you ve experienced these things. We know. How are we so sure? Because this is a people issue. It affects all people. And the last time we checked, MLM is all about people. So the question is, "Why?" Is it because people don t care? Maybe they re flaky or lazy. We don t think so. The number one reason people are not successful in MLM is they are not clear on exactly what they are supposed to do, or when they are supposed to do it. And the reason for that you won t like this but. it is because you are not doing your job. You don t know how yet. You are not using the 5 Steps to Work Less and Make Money In MLM.
4 Page4 How Do We Know That? Here s how we know that s true. Have you ever said you were going to pick up the phone and make those calls today, but, at the end of the day the calls aren t made? Sure, we all have. Are you flaky? Are you lazy? Probably not. What s the problem? You are not using the 5 Steps to Work Less and Make More Money in MLM. If you use these steps in your business and your daily life we guarantee you will use less time to get more done and make money in your MLM business just like business leader Jurate Harrison: When people ask me about the Savvy Sponsoring program, I tell them, "I recommend it!" I was only able to attend a few of the class sessions. But by using the tools and coaching techniques I learned from those few sessions, I am promoting out two new supervisors! I can't wait to take the program again and attend all the sessions. Imagine what I will be able to accomplish then!" Jurate Harrison Ready? Good, let s start with your favorite person. You. Before you can get better results with others you need to get better results from yourself. At this point, we lose some of you. Oh no, I have to do something. Yes you do. There is no pixie dust here. And if you re not willing to make some changes; stop reading now. Accept that your business (and probably your life) is stuck right where it is forever. Big statement, we know. But here s why we can say it: How you show up here is how you show up everywhere. For the rest of you who really want to make money in MLM, we do have some magic words and magic steps (but still no pixie dust). ;-)
5 Page5 OK grab a pen NO, don t keep reading grab a pen. Step 1. Who Are You Calling? We never said these steps would be hard. But, a good many of you won t do the detail. You won t write it down. You ll decide, I know who I m going to call. It is in my head. I don t need to write it down. Big mistake. Regardless of how many people say write it down, you don t. It s a simple thing to do any one of us can write down who we re going to call. So we urge you challenge you be coachable and write down the names of those you are going to call. Take a minute now and do this. (Now there s a concept, do it now - not later - now.) Take a minute right now to take charge of your business. Can you imagine the CEO of IBM drawling, Oh, I ll do it later. As the CEO of your business, don t let it be OK for you to do it later either. If your workday is over and you re reading this, make the list now for tomorrow. The list will include every call you intend to make in your business tomorrow. Do It Now That means new prospects, follow up calls, calls to your downline, and calls you need to make to upline or support people. Oh go ahead - Make the damn list now. Not later - NOW. Some of you may be working off an ever growing contact list. You just keep adding names. That s great (really great!). But it doesn t do you any good if you don t use the list to make calls. If you need to make a second list, a daily list of who you are going to call in order to give yourself clear instructions, do it. Just list those names that you re going to call tomorrow. That said, it is OK with us if you don t make a separate list, as long as you don t spend more time deciding who you re going to call than you do calling. Either start dialing right from the top of your ever growing list, or make your call list the night before. When it is time to call, we want you to just dial. "What the coaching has provided for me is a step by step process to be successful in life as well as business. Prior to this I was trying to build a business in between my family obligations. This has given me so much freedom and I am getting much more done in all areas of my life! Thank you!" Mary Ann Purnell R.N.
6 Page6 Don t put that pen down. ;-) Step 2. What Are You Going to Say? Now that you know who you re going to call let s think about what you re going to say. What is the intent of your conversation? Are you calling to uncover interest in your business or product? Are you determining if this person will host an event for you? Are you closing someone to a decision? If you keep your goal in mind, it will help you stay on track. Once you clarify on paper what your intention is, it is time to begin to think about how you are going to introduce the conversation. What are you going to say after you say, Hello? For our example let s say that you are interested in seeing if this person has any interest in starting a business with your parent company. We call this building a conversation profile. Here are some questions to ask yourself. If you want this process to work, write down the answers you come up with. You might have to sit there for a few minutes pondering. Sit. Ponder. Write. 1. Why do you think they will be interested in starting a business? It is very important to answer this question. Often new business builders (and seasoned builders too) will say something like, They are friendly, outgoing people. They know lots of people. They are in sales. I really like them. Did that answer the question? No. That told you why they wanted them in their business. But the question didn t ask, Why do you want them in your business or why do you think they would be good at the business? The question wasn t about you. The question asked was all about them. Why would they be interested in starting a business with you?
7 Page7 It is critically important to think from the other person s point of view, not yours. 2. How do you know what you said in question one above is correct? If you said they need extra money, do you know that or do you suppose it? This is a very important question. If you think this is true, you will approach your potential business partner differently than if you know it is true. Only if someone tells you what you write down for question number one, do we know it is probably correct. If you just think it, it is conjecture. If it is conjecture you need to approach them very differently than if you know it as a fact. Yes, It Takes Some Time Yes, this takes time. In the beginning, it could take quite a bit of time. You ll get better at this as your brain practices it. And we do mean brain and we do mean practice. Even when you are not actively working on building a profile, after you start to use this method, your brain will begin to think in this way. It will start to do this prep work before you even sit down. But you have to train your brain. Think of it this way, many people take more time to plan their vacation than they plan their business day. Why? Because it s more fun to take a vacation? Maybe. But if you start to plan your days, you will start to make money in MLM. Then, not only will your days be more fun, but so will your vacations (yes, that s plural, vacations). We are more likely to get exactly what we expect. What do you expect out of your business calls? Here is some food for great thoughts and positive expectations.
8 Page8 Do I make people comfortable when I talk to them? Am I comfortable when talking to others? Am I being authentic; being myself? Do I feel prepared? Do I have an end goal in mind? Am I consciously moving the conversation toward that goal? If you answered no to any of the above questions, take the next step. Ask yourself, What do I need to do or say to help me accomplish this? For example, spending time outlining the conversation you want to have, will always make things easier on you. Take the easy way out, and plan and prepare your conversations. "The calendar training our team has received from Jillian has revolutionized the way we spend our time." No longer do we devote inordinate time for administrative tasks, but now, we focus our energies toward revenue-producing activities. Every person who "Designed Their Calendar" had volume increases. As a result, in one month, our team's volume increased by over 33%. Thank you Jillian, for making a difference in our entire team! Sherry Roden
9 Page9 Step 3. When Are You Going to Make Those Calls? The only reason to put down that pen is because it is out of ink and you need another. That s right. Get your calendar out and write down exactly yes exactly - when you re going to call the people on your list. Instead of saying, I m going to make calls for a couple of hours today. Get out your calendar and decide which couple of hours you re going to make your calls. Now block the time out. Here s The Trick To Making This Work Make an appointment with yourself. This is an appointment you ll respect, just like you respect the one you make with your doctor. You show up there right? Show up here too. As soon as you say, I ll make the calls after the kids go to bed. Or, I ll make the calls later today you re in trouble. When you don t make a clear decision about when you re going to call, there is no clear decision to really go to work. That is a huge problem in MLM. We don t decide. We don t make a conscious decision to get the action done. We don t go to our calendar and give that action its very own time for it to happen. If you want to make money in MLM, you need to give what you do in your business its very own time. In short, you need to respect your business. You don t have to take our word for this. This is what happened to Mary Fertakis when she put the Savvy Sponsoring 5 Steps To Work Less and Make More Money In MLM into action. This happened just four weeks into one of our Savvy Sponsoring six month programs:
10 Page10 Your tools completed the business puzzle for me. I run my business today, it doesn t run me. Your hands on 5 Steps to Work Less and Make More Money in MLM, Calendar module and Store Hours module were responsible for doubling my personal sales within the first four weeks of using them. And now it has trickled down to my group maybe trickled isn t the right word as everything has expanded and I earned my 10 th trip! I keep your Five Steps Wall Chart posted over my desk. They guide me through my calls and my business day generally. You ve given me permission and the tools to take a step back and think about what I want now I m intentional and strategic in a way I ve not been before. Thanks Jillian for your Savvy Sponsoring program I look forward to my team joining you for upcoming programs. Thanks again! Mary Fertakis Take Control Make the (Tough) Choices Business builders tell us one of their greatest challenges is to make the decision of exactly what to do and then actually block out the time in their calendar to do it. In other words, deciding exactly what time you re going to make new contact calls, follow up calls, a team call or.. Why is it difficult? It requires us to take control and make tough choices. Most of us are really busy. We have more things we would like to accomplish in any given day, than we have time to get to. In order to get the important things done and be reasonably sane, we must yes must do triage. We have to decide what is getting done today and what is not. Instead, what most of us do is carry around an impossible to do list hoping we can get it all done. Hope is a good thing to have but it is not a good strategy. If you can t make time in your calendar to get something done today, then book it for another day. Make the decision. Do the important things first. Our coaching clients continually tell us how amazingly well their days go when they block out the time and follow their calendar. Why do their days go well? First, the important things get done. Second, they are sane at the end of their day. Third, because they got the important things done and are sane, they enjoy their evenings and their families! Check out Phyllis note to us about her experience using Savvy Sponsoring Store Hours and Calendar systems.
11 Page11 Hello Jillian, I love your idea of store hours. It was so helpful to me last week in getting focused and staying the course. It helped me to have space in my head to be more creative and have energy. I was so excited all week about [being able] to take off from work. When I did schedule my time to work, rest, play and create, I could really be in the moment and enjoy myself. One big thing was it decreased my anxiety factor! Thank you, Phyllis Turpen Store hours and a well thought out calendar WILL WORK for YOU yes YOU. The big question is, are you coachable? Magic (not Pixie Dust) We told you earlier that we don t have pixie dust and we don t. But there is something almost magical that happens when we write things down and give them their own time. If you do this and respect what you ve written not only will you get more done but you ll get better at what you do. If you would like help to block out time and use your calendar really effectively, check out our Savvy Sponsoring Quick Start Modules. Module One: Setting Up Store Hours and Module Two: Design Your Calendar. They are right out of our Savvy Sponsoring Six Month Program. You ll love how simple it is to do when you know how. Keep in mind that whenever you add something new to the way you move through your day or change the way you do things, it takes a little bit of time until it becomes natural. If you blow it, simply start again. Focus on your successes not your failures. Be conscious and keep going. None of us are perfect. We all have our failures and success. The important piece is not that we have either one, but how we handle both the success and the failures.
12 Page12 A Lesson From Babe Ruth Reflect on this times Babe Ruth was at the mercy of dream stealers. (The pitcher intentionally walked him.) 1330 times he failed. (He struck out) 714 times he was successful (He hit a home run.) What do you know Babe Ruth for? Hitting home runs in baseball. Isn t that rather odd when the majority of time he came to bat, there was a 3 to1 shot that the pitcher would rob him of the possibility of even swinging the bat? And this is big, when he did swing he was twice as likely to strike out rather than get a base hit. Forget a home run. Strike out. Not even a base hit. We are talking complete failure here. Finally, he has a chance to swing the bat, and no home run, no base hit, he strikes out! Did he complain about the dream stealers? Did he focus on his failures? By the number of home runs he did hit, it would certainly appear not. With all due respect are you going to let an over-weight, cigar smoking, very soft and out of shape baseball player out play you? ;-) (When I read about Babe s success, I was shocked to read that his physically condition was exactly what I just described!) Remember, what you focus on will get bigger. Enough of this motivational stuff :) Let s recap the first three steps. 1. Who are you calling? 2. What are you going to say? 3. When are you going to call? Now you re ready to get the person you re talking to, to do what you want them to do. Yes, you can get people to follow through. Both people you know and people you don t know will follow through if you set it up correctly. Interested in knowing how? Great, keep reading.
13 Page13 Step 4. How to Get People to Follow Through Let s say you re talking to someone who has expressed an interest in your business. You want to get them into action now. You go to your recruiting pipeline and choose what you are going to have them do first. You may ask them to check out your website, or listen to a call or a webinar (recorded or live) or maybe they are going to join you at a live event. Are you setting up a threeway call with upline or some other expert? It doesn t matter what it is. What is important, they understand that they are agreeing to actually perform this action. The best way to do that is to make it their idea. Watch how simple this is to do. Give them closed ended choices. For example, (Name), how would you like to get your next piece of information: from my website or would you like to listen to a call or webinar (recorded or live) or would you like to join me at a class or event Just two or three choices. No more. They should always be choices that can be accomplished in the next couple of days. Who Is In Control Here? When you do this, who is directing the conversation? You are. But who feels like they re making the decisions? The person you re talking to. That piece is really important. If the person you re talking to is engaged in the process, they are much more likely to follow through. They end up having ownership and are enrolled rather than sold! This works just as easily with new downline members too (or one that has been out of action for a while and is coming back to the team). Give them a couple of money making things to do to get them started. Don t back in with your dump truck and unload. A couple of steps at a time that get people into money making activity is much more productive than overloading someone. If they feel it is too much or don t feel prepared, they won t follow through.
14 Page14 Keep It Simple We know most of you have getting started materials. But don t just throw them at your new recruit and expect much. Break it down into small bites. It is imperative that whoever it is you are speaking with, understands exactly what it is that you expect them to do and knows how to do it. It is better to give someone less to do and spend the time making sure they understand (fully) WHAT it is and HOW to do it. Too often, we say, Call your friends., but we don t spend time using the strategies outlined in Savvy Step 2 to help them know exactly how they are going to start and move through their conversations. The same thing goes for customers. If you want them to try a sample, it is imperative they tell you when they are going to use the sample. That way you can determine your appointment with them to follow up. Step four of the 5 Steps to Work Less and Make More Money in MLM is where you find the magic. None of what we have talked about thus far works, unless people understand what they are to do and when they are to get it done. None of it.
15 Page15 Step 5. Get a Clear Time for Them to Finish and Follow-Up With You This is another from one of our coaching clients about how the Five Steps changed her business. This program has caused me to think and rethink about what I m doing. I am now intentional and much more aware, and not only in my business, but in my life too. My comfort zone has grown and I talk to people today with total comfort that I would never have spoken to before. Janet Grindin Book An Appointment What does it mean to get a clear time to call someone back? It means booking an appointment. It means booking an appointment just like the one you make with the doctor. What are the characteristics of a real appointment? It is made on a particular day (not the end of the week) It is make for a particular time (not the afternoon) Everyone understands they are to show up This step is paramount in making a change in how people relate to you. Make that Exact Time appointment. Here is an example of how to do that with a team member: If we were your sponsor and we have just discussed that you are going to make your contact list of 100 people, our next comment will look like this:
16 Page16 "OK, (Name), when can you get that list built? Can you do it today or do you need until tomorrow to get it done?" Closed Ended Questions What we re doing is giving choices (closed ended questions). These are questions that always ask do you want this or that. This gives the person you re talking to some control in the process. They are enrolled, that is, active in the decision making process that you are guiding toward the end you want. In other words, who s directing the conversation? You are. Who s making the detailed decisions? She is. Again, these kinds of choice questions are closed ended questions. Do you want to do this or that? To continue with the example: when you tell me I can do it tomorrow (why do today what we can put off until tomorrow right?), I say: "Great, let me get my calendar. Why don t you get yours and let s set a time for us to talk about ****." If you hear yourself say, great I ll give you a call after dinner on Thursday. You have not made an appointment. Your doctor s office doesn t say, Oh just come in anytime after lunch. They make a firm appointment. Ask yourself why? It s All About Respect, Baby If you want people to respect you as a business person, you must treat your business with respect. If you want to make money in MLM, you must treat it as a business from the beginning. To book that appointment, your conversation goes something like this: "Great, what works best for you tomorrow during the day or the evening?" They choose evening. You say, "OK would that be before dinner or after dinner?"
17 Page17 They choose after dinner. You say, "OK my calendar is free at 7:00 pm or 7:30. What does your calendar say, which works best for you?" Again, what you re doing is whittling away by giving just a couple of choices. Now your goal is to get her to an exact time. An appointment is an exact time that both parties agree to. She says, 7:30, and you say, "Great you re in my calendar for 7:30 tomorrow evening." Everyone Loves (and remembers) a Sincere Compliment You end with how excited you are to get them started. Compliment them with specifics that you ve noticed about them. Specifics that you think will help them in their business and hang up. Stop talking. This won t stop all of your no shows or I didn t get to it yet. But it will stop many of them. It will cut down on you calling the same person back two or three times (or more) to get one thing done. In other words, you ll work less and make more money in MLM.
18 Page18 The 5 Steps to Work Less and Make More Money In MLM Challenge Don t expect to be perfect. It takes practice. Just keep coming back to what works. Your experience may look a lot like Kori s: In the beginning when Jillian coached me to use a calendar and put things in my calendar, I fought it. I am a big lists person and I thought, "I don't need a calendar, I have my lists." However, after giving it a try, I found that it really did work. I used it for about a month and then went away on holidays. After coming back from holidays, things were a little hairy and I felt like I was drowning in work. I did not use my calendar, thinking I don't need that, I can do it from my lists. Well, after about one week of drowning, I decided I would go back to the calendar to see if it would make a difference. Well, guess what...it DID!!! I still struggle in making myself enter everything into my calendar but I have promised myself that I will continue to work with it. I have seen the results of working with the calendar and how much easier and stress free my life can be with it. Maybe you can teach an old dog new tricks! :) Thank-you so much for all that you have done for me I will continue to put your suggestions into practice and eventually it will just become natural for me and I will wonder how I ever survived before you came along! Kori Maybroda
19 Page19 This week, keep planning your day. Some say it takes 30 days to build a habit (personally, we think it takes 90 days, except for the bad habits which seem to take 2 minutes ). Stay focused on this until it becomes part of your normal routine. 1. Take a minute to decide who you are going to talk to. 2. Determine your intention for the conversation. 3. Pull that calendar out and write down what time you re going to make the calls. 4. Make sure the people you re talking to understand exactly what they are to do. 5. Make a clear appointment to call them back after they have completed their call to action. Thanks for reading and welcome aboard! Please make sure you re signed up for our Savvy Sponsoring Newsletter. It doesn t cost a thing and each week we send out great tips and ideas to grow your business. Plus, we ll keep you updated on our upcoming programs and free coaching calls.
20 Page20 Thanks again for reading and please pick up that pen. We mean it when we say, To Your Success, Jillian Middleton Amy Posner Founder & Coach Partner & Coach For Savvy MLM Coaching For Savvy MLM coaching Authors of forthcoming book: "MLM: Myths, Legends and Money: How To Build a Strong Network Marketing Business"
21 Page21 One More Thing If you found these 5 Steps to Work Less and Make More Money in MLM of benefit to you, please refer us to your friends and tell your downline about us by clicking here: Urge them to go to our website and register to receive our Savvy Sponsoring Newsletter with terrific tips and coaching for a stronger business and get their free copy of these 5 Steps to Work Less and Make More Money in MLM. Imagine the changes if your entire team used these 5 Steps! How different would your business look? Deep bows for your referral. To show our appreciation we will promptly send you a copy of the 5 Steps to Work Less and Make More Money Wall Chart. Keep it right by your desk and never forget a step again. Thank so much for your referral. We will never abuse your trust. Never.
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