Published by

May 29, 2005

Contributing Editors: Tom "Big Al" Schreiter, Robert Butwin, Rod Cook, Jeffery Combs, Jerry "DRhino" Clark, Greg Arnold,
Todd Falcone, Artemis Limpert, Robert Blackman, Dr Zonnya, Ellie Drake, Michael Clouse & Jeff Babener


How to Get Good at Prospecting…and Quick!
by Todd Falcone

Let’s face it…it is critically important for people who are involved in the Network Marketing arena to get GOOD at PROSPECTING. 

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 room.” 

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 LISTENING)

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.


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 prospecting? 

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 SERIOUS BUSINESS. 

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?

  1. Those that already have strong interpersonal skills

  2. 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 confidence.

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 wonder?

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 their industry

  • 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

  1. Preparation Time:  The Mental Side

  2. Practice:  Make it feel like the palm of your hand

  3. Game Time:  Get in there and do it

  4. Working with a Coach or Mentor:  Get mentored by a pro

  5. 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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