Chief Editor: Greg Arnold
Featured Contributing Columnist: Ted
Contributing Editors: Tom "Big Al" Schreiter, Robert Butwin, Rod Cook, Jeffery Combs,
Todd Falcone, Artemis Limpert, Ellie Drake & Jeff Babener
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They’ll Do It, If They Want It
by Greg Arnold
September of 1978, my wife and I had just settled in at our regular
duty station at Hunter Army Airfield in Savannah, Georgia. We had
recently received the news that we were expecting our first child.
We didn’t really need that confirmation to know her condition
because my wife got sick on the morning she conceived and was sick
until the morning Mindy was born. I guess that’s why they call it
We had been
married for about 4 years when I joined the Army so all our bills were pretty
well established by the time we had to live off of that good Army pay. We
carefully budgeted everything and came up with the comfortable figure of being
about $150 per month in the hole to buy groceries with. Since she was
sick all the time, I had to get a part-time job. At $2.00 per hour I was only
going to have to work about 30 hours per week on top of my 45 to 50 hours I was
giving Uncle Sam.
I had answered an ad in the paper about working with an “asset management” company so I wouldn’t
have to put in so many extra hours. A guy by the name of Bob Turley came over to
the house that Friday evening and showed me a way that I could save some money
on my life insurance so I gave him my policy to analyze. I asked Bob
about the part-time job and he told me "No. I was too young.” I told him I was
22, “Was there a law that stopped me from getting involved?” To make a long
story shorter, he gave me an assignment and told me to finish by the time he
called me next.
At 8:am the
next morning, he called. “Do you have that done yet?” I told him “sure.”
I lied. He said great, I’ll see you in an hour to pick that up and get you
signed up. I scribbled a bunch of stuff down to partially finish my
assignment. When he got there he looked at it and told me it wasn’t done. I
told him I’d get to that but lets start filling out whatever paperwork we
needed. He reluctantly agreed and he pulled out a life insurance application.
“To work with us you need to have at least a $100,000 policy.”
We had just
received our mid-month pay of $114, which was going to buy some groceries.
Mother Hubbard had nothing on us. Bob wrote up the application and asked for a
check for $77.16 (I really remember that figure, it was huge at the time. My
old policy was about $9 per month!). We wrote the check. Then he told me I
needed an insurance license and that was going to cost another $30.00! We wrote
him the check. Well, I now had $7 in the bank and a new part-time job. Pretty
cool. I was excited!
later told me that if he had known just how broke we were at the time
he wouldn’t have let me join the company. Frankly, I wanted it
really bad and he couldn’t have stopped me. It was tough at
first but it worked out very well financially. If your why is
strong enough, no matter what, you’ll make the decision to win every
times in network marketing, we make judgments about our prospects that
they can’t afford it without really consulting them about it. We say
to ourselves that $499, or whatever the price of entry, is just too
much for these guys on their budget. Because we think that way, we’re
exactly right. Of course a few days or weeks later, that same
prospect is writing a $499 check to another distributor with another
company because that distributor didn’t prejudge them.
People can afford to do exactly what they want to do, if they want it
bad enough. If you were to park a brand new Mercedes 600SL in almost
anyone’s driveway and offer him or her the keys and the title if they
came up with $499 by six o’clock that evening, do you think they would
find a way? Sure they would, because they want it. When you prejudge
your prospect’s finances for them, you do them a terrible disservice
and you severely limit your own ability to build a successful
do them a disservice because you make them weak when it comes time for
them to ask for the money. Instead of asking for $499, they ask for
the lesser $100 pack or worse yet, just the $40 kit app. Instead of
explaining the benefits of the Gold pack and the $100 autoship
program, they beg for whatever they can get. Because you didn’t help
them to see the value of starting out right, they don’t really have a
chance to be successful. Their eventual failure really becomes
job is to #1) Know the benefits of the program. (Side note: If you
didn’t buy the Gold Pack yourself, how will you ever be able to look
your prospects in the eye and tell them that this one is best?
Spending that $107 of my $114 all those years ago has paid huge dividends
for me ever since and for hundreds of people I have helped to be
successful also.) #2) Share the benefits of the program. And #3)
Let your prospects decide if they want it or not. They’ll do it, if
they want it. If they don't want it, why would you want to try
to work with them? MLM is a sorting business. You only
want to work with the ones that want it. Just find the ones that
do and don't worry about the ones that don't.
Greg Arnold is the
author of “The
Multi-Level Mangler In King Arthur’s Court.” He built an
organization of over 11,000 distributors and $30,000 per month income
in less than a year. Greg and his partner Robert Butwin have
teamed up to bring you the Street Smart Live MLM Newsletter. In addition to his networking activities,
Greg has served as a consultant with top network marketing companies and leading
network marketers. He is also a world class speaker and trainer.
can be contacted at
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Greg Arnold and Robert Butwin have
teamed up to bring you the Street Smart Live MLM Newsletter.
Ted Nicholas, legendary direct marketer,
entrepreneur and best-selling author, has personally marketed over 4 Billion
Dollars worth of products and services through space ads, sales letters, T.V.,
radio, the Internet and from the platform.
Tom "Big Al" Schreiter is the author of the Fortune Now
Newsletter, a generic training resource for professional network marketing
Clark is one of the true "superstars" of the MLM industry. He
is Committed to Educating,
Equipping, and Empowering Network Marketers World Wide.
Jeffery Combs is an
internationally recognized speaker, trainer, and author whose training
revolves around personal growth and development
and delivers information that makes an immediate impact on your
As the MLM
Watchdog™, Rod Cook handles hundreds of
questions or complaints a week about MLM companies. Rod jokingly says, “I
live in the middle of the MLM Information Highway and get run over by trucks
twice a day!”
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
Highly successful MLM Distributor, Artemis Limpert is an EAS Body-for-Life
© Grand Champion for the year 2000 and her personal achievements led to her
being selected as a current spokesperson for Anthony Robbins latest infomercial
“Get the Edge”.
Ellie Drake is the President and
CEO of BraveHeart Productions. She is a Keynote Speaker, Coach, Doctor, and
Over the last two decades Jeff Babener has served as marketing and legal
advisor to some of the world's largest direct selling companies,
the likes of Avon, Nikken, Shaklee, Tupperware, Prepaid
Melaleuca, Discovery Toys, Amazon Herb, NuSkin, Cell Tech, New Vision and Sunrider.