It is truly amazing to me the numbers of people who call
pitching me their programs who have literally NO IDEA what they are doing.
Literally…90% of the people who call me to show me their program because I am on
their “list” will not make it in this business if they continue to do what
they’re doing today.
We all know that the definition of insanity is doing the
same thing over and over but expecting different results. Right? Generally
speaking, we use that term to describe people who are in a normal J.O.B. We
need to look inside our own industry and look at the insanity that is taking
place. People who prospect continue to do the same thing over and over and
over, AND they still expect different results.
The true definition of insanity should be: “Any Network
Marketer who continues to prospect the old, non-productive, non-polished way,
who expects to drive a check and build a group should be put away in a padded
Sure…it’s a little rough. But…as I always say, “I am in
the business of teaching others how to make money, not in the business of
telling people what they want to hear.”
This week ALONE I have had the following take place:
at least 3 calls from people who were reading from a
script (and hadn’t practiced)
5 calls from timid, shy, frightened individuals
3 calls from people who cared not one iota about MY
needs (all they cared about was pitching me their deal without ASKING and
My point is clear folks. Many people…MOST people in our
industry have no idea how to effective call, connect, present and collect
decisions with those they are calling.
Yes…prospecting is a PROCESS, not an event. But, we have
got to get our people through the learning process quickly or we will lose them
forever. One who works with no results or positive feedback will leave our
industry forever…even IF they have the talent to make it.
TEACH THEM HOW AND THEY WILL STAY!
The best thing that you could ever do is work with our new
people and help them discover what it takes to truly get GOOD AT PROSPECTING.
Let’s look at it this way. Can you tell me that there is
anything more important in Network Marketing than mastering the game of
If there is…please tell me! The only thing that matters in
our business is that we consistently expose others to our products/services and
our opportunity. NOTHING ELSE MATTERS!!
Certainly, there are other activities that we conduct in
our day-to-day business that are important (i.e. goal-setting, planning,
reading, learning, training, etc.). But, what pays the bills?
Sponsoring new distributors and selling products/services.
I haven’t met anyone yet that makes $10,000 per month staring at their telephone
or dusting their desk.
So…where am I going with all this ranting and raving?
We need to CREATE winners.
There are two types of people that are involved in Network
Marketing. Let me preface with this simple comment. There are a lot of
different types of individuals that come into our industry, but the two that I
am talking about have one thing in common.
They came to this industry to WORK IT and TREAT IT LIKE A
So…given we are only talking about people that really want
to make it in this industry and are willing to put forth the effort in order to
do it, what are the two types I am talking about?
Those that already have strong interpersonal skills
Those that need to develop strong interpersonal skills.
Network Marketing is all about connecting and communicating
with different human beings that are looking to make a change. It rewards those
who take on leadership roles, those who communicate with clarity, those who are
willing to pursue against all odds, and do it without fear and with total
On the other hand, it slaughters those who are weak, shy,
timid and afraid. And, it also slaughters those who don’t work on QUICKLY
developing their skill-sets.
Don’t you ever wonder why Joe Blow sponsors 20 people a
month while Sammy Smith doesn’t? Doesn’t it make you curious? Make you
It sure made me curious. In fact, I was ravaged with
curiosity. So…I’ve studied it, delved deeply into what separates the BIG
EARNERS vs. those who become statistics in our industry.
Many of you have heard me say that you must be a STUDENT OF
THE INDUSTRY. This is very true, and part of the reason that separates the
winners from the losers in our business.
If you want to make a difference and you want your people
to make a difference, you need to MASTER THE GAME OF PROSPECTING.
Generally speaking, those that are high-achievers in our
industry have the following traits:
They LOVE to talk with people
They lave to communicate in general
They are outgoing and extroverted
They are confident and in control
They are willing to back their dreams and aspirations
with “sweat equity”
They PLAN of their success
They are or become knowledgeable on their business and
They have a long-term vision and game plan
Now…back to the two types I was referring to a moment ago.
Given that a person has decided to get involved in Network Marketing and is
actually pursuing it and putting in the time, both types (those that lack
interpersonal skills and those that have them) can succeed.
It’s important to note that just because someone’s life
path has led them in a direction that has provided for the development of their
communication skills doesn’t mean that someone who has chosen a life path which
has not full strengthened those skills leads to failure rather than success. It
simply will require a little more work.
Virtually anyone willing to work on themselves and “sharpen
their saw” can become high-achievers.
Speaking of “sharpening the saw” and the subject of
insanity…listen to this story told by Stephen Covey, author of the book, “7
Habits of Highly Effective People”.
There’s a guy who stumbled into a lumberjack in the
mountains. The man stops to observe the lumberjack, watching him feverishly
sawing at this very large tree. He noticed that the lumberjack was working up a
sweat, sawing and sawing, yet going nowhere. The bystander noticed that the saw
the lumberjack was using was about as sharp as a butter knife. So, he says to
the lumberjack, “Excuse me Mr. Lumberjack, but I couldn’t help noticing how hard
you are working on that tree, but going nowhere.” The lumberjack replies with
sweat dripping off of his brow, “Yes…I know. This tree seems to be giving me
some trouble.” The bystander replies and says, “But Mr. Lumberjack, your saw is
so dull that it couldn’t possibly cut through anything.” “I know”, says the
lumberjack, “but I am too busy sawing to take time to sharpen my saw.”
Think about that simple story and you will begin to
understand how important it is to focus on self-development. The more you
sharpen your skills, the easier this business becomes.
So…the question is, HOW DO I GET GOOD AT PROSPECTING??
Focus on these Five Critical Areas
Preparation Time: The Mental Side
Practice: Make it feel like the palm of your hand
Game Time: Get in there and do it
Working with a Coach or Mentor: Get mentored by a pro
Self-Evaluation: Look in the mirror
These five areas lead to prospecting mastery. Go through
each element and work on it daily. Every top athlete and every top networking
pro I know has these areas in common, which is what led them to getting to where
they are today.
Todd Falcone has been a
successful field leader for over a decade. He is also a public speaker,
trainer and personal coach to several top producing network marketers. He
lives in Seattle with his wife, Carla, and son, Gianni.
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