My Natural

I would like to share with you a powerful and very flexible communications tool that can be used in a variety of situations to help you build your Network Marketing and MLM business. It’s called the Personal Introduction.

When people ask you, “What do you do?” - how do you normally reply? Do you answer with the title of your job description? Such as, I’m a nurse, I’m an office administrator, I sell health products, I work with a nutritional marketing company, I’m in the health and wellness industry, or whatever you do? What does this mean to the person who asked you? Not much. It tells very little about you!

You also run the risk of immediately scaring off people if you launch into a blatant pitch for your Network Marketing and MLM business.

So, try this instead.

One of the most magnetic ways I know of attracting people to you, is not to tell people what you do, but let them know how what you do, helps other people. And this is where the Personal Introduction comes into its own! It has a variety of uses. As an example, here is how you can reply to the question “What do you do?”

“You know how people nowadays are finding it harder to get ahead, what with corporate downsizing, the lack of job security and the higher cost of living?”

“Well, what I do is, help them set up their own business, so they can start taking care of themselves and their families once again.”

“Let me ask you - what do you do?”

You see how this paints a picture of how what you do helps others? The very essence of Natural Selling

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What do you think that biggest mistake is? Is it not finding the best source for your leads? Or maybe it is not finding the best “closing” sales method to really convert those borderline prospects. How about not having that “killer” sales letter?

It is none of these. The biggest mistake that many, if not most, network marketers make is that they don’t understand the REAL business they are in. They are not in the product business or “sales” business. They are really in the PEOPLE business, whether they realize it or not.

Now what do I mean by the people business? Well, it is the people you sign up and sponsor as your distributors or downline that are going to build your business. Our business is really creating long term positive relationships with others. And if you don’t understand how to treat them, how to tap into their internal motivations, you are going to be swimming upstream. If you learn how to treat the people you bring into your business the right way, your business will blossom and boom.

This really begins with the way you find those people you want to join your business. You need to have a true “service to others” attitude. They are going to join your business because of what’s in it for them, not for you. Finding your business partners needs to be a win-win for both of you. That means when you talk with people about joining your business you don’t start off right away with “Hello, Mr. Smith, I represent ABC business, and we are the greatest thing since sliced bread! ” And then go off into your sales spiel. You need to create that long term relationship. So you need to use a method that is “other” focused instead of “me” focused.

In the network marketing and MLM business, your REAL business is discovering people who are motivated enough to do their business on their own, rather than trying to sell someone on your concept of how to sell other people. People don’t like to be sold. They don’t like to be “closed”. But there are ways to turn it around so that they sell themselves. That means focusing your attention on the person.

The real business is training and mentoring those people so they can duplicate the business to do it on their own. Have you ever joined a network marketing or MLM organization where soon after you joined your sponsor pretty much left you on your own, wouldn’t support you and after a while wouldn’t even return your calls? If that hasn’t happened to you, can you imagine what that would be like? So don’t do that. Train your people to the highest standard, mentor them, be available for them and they will work harder to help themselves. Which will help you immensely in the long run.

Most people can be highly successful in network marketing if they can change their focus to helping others and working as much toward the other person’s success as their own.

Now, in this short article I cannot give you all the information you need to learn about how to do this process. But I can recommend two things that will help you on the road to learning how to turn your head around 180 degrees. The first is Michael Dlouhy’s free book “Success in 10 Steps (Home Business Warning: Don’t Get Toasted Like a Pop-Tart!). You can get it at

http://accomplish.successin10steps.com/defaultSTS.aspx?u=accomplish

This excellent book goes into much more detail about what network marketing is all about, how it is really teaching and mentoring. I learned a lot about motivating people and how that really works in network marketing. In the true spirit of giving and service to others, he even offers free “mentoring” calls several days during the week, which anyone can call in to. And it doesn’t matter what network marketing organization you belong to. Now, of course, he does make money by selling his system. But there is no pressure (and believe me I am very resistant to sales pressure). He really does want everyone to be successful.

The method I use for my business is called Natural Selling, in a book written by Michael Oliver. His book is called “How to Sell Network Marketing without fear, anxiety or losing your friends”. You can check out his web site at

http://www.naturalselling.com/

You can also buy the book at Amazon.com.

What his method teaches you is how to really understand another person, in terms of their wanting to start their own business, which is what network marketing really is. What are their motivations and why do they really want or need to join with you. It uses a no pressure, conversational method of you asking simple and direct questions to help you understand who the other person really is. It is truly “other” focused. It is putting the Golden Rule into practice. You learn how to “detach from the sale” so you can truly have the other person’s interests at heart. If you learn the principles and techniques in this book, you can even use them to make your own personal relationships deeper and better.
Just for the record, I do not make any money recommending these two excellent books. And, yes, I could be lying to you, but would that really be a good way to serve other people?

If you read either of these, I would love to hear your opinion of them. I think you will find both or either of these very enlightening.

Copyright 2005 by Steven Currie

Helping People on Their Road to Financial Freedom

Steven Currie
866-211-8012 Toll Free (Daytime Pacific Time)
866-574-6262 Toll Free (Evening/Weekend)
http://www.YouSendTheCards.com
Steven@YouSendTheCards.com

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If you always say the right thing, that also means you NEVER say the wrong thing. Boy that would be nice, huh? In this article I’m going to tell you about one simple thing you can do to make saying the right thing almost automatic.

Having the intention to make the person’s life better is the tenth and final quality of the Ten Communication Qualities I teach in the 7-CD set “Professional Inviter.”

When inviting your prospect
and communicating (selling) with your prospect
and in any situation really

Your intention needs to be focused on the correct thing if you want success in network marketing.

The definition of the word intention is: An aim that guides action. You could flip that around and also say that all past actions were preceded by an intention. Example: Your intention was to go to the store; your action was to get in your car. Your action of getting in the car was based upon desiring to go to the store. Intention comes first, and then action follows.

If your intention with your prospect is correct, then your actions will be correct. When it comes to inviting someone to look at your MLM business, your intention prior to the call, during the call and as long as you know this person should be to make the prospect’s life better.

If your intention with your prospect is the wrong one, then your actions will reveal what your true intentions are. People often think they can “fake” it - I disagree.

If it is truly your aim to make your prospect’s life better, then everything you do will be towards that. And it will be obvious to the prospect. If your aim is to make money, make your monthly volume requirements, or get off the phone within three minutes - then everything you do will be towards that. And that will be obvious to the prospect also.

Recently I was talking with a lady named Jennifer who had been working with a prospect (a company) to turn them into a client. A gentleman named Mr. Allen was the decision maker at the company. Everything was going well, and then Mr. Allen revealed that someone else (a competitor to Jennifer) was also trying to get their account. Oh, this freaked Jennifer out! She suddenly went from having the aim to make Mr. Allen’s life better - to having the aim of beating out this competitor. That became her dominant aim. Jennifer’s conversations with Mr. Allen started to be about how much better she was than the competitor instead of how she could make Mr. Allen’s life better.

She hastily called me pleading, “Help me, I’m losing this huge account!!!” I told her to go write down every thought she was having about the situation. Then from the intention of making Mr. Allen’s life better, work out how she would do [only] that. I went over her list with her and to every statement she had written down I asked things like, “How does that benefit Mr. Allen or the company?” Or “How is that related to helping Mr. Allen?” Many things she had written down had to do with her (Jennifer’s) fear of what would happen if he chose the competitor; which had nothing to do with Mr. Allen.

Ultimately, Jennifer succeeded at getting Mr. Allen to see that she was a better person to work with than the competitor and got the large account - not because Jennifer focused on beating the competition or saying anything AT ALL about the competition - she stayed on the subjects of what she would be doing for the client and how she had this idea and that idea and how she had researched this and that all of which were in alignment with what Mr. Allen had said he wanted from the very beginning.

My point in Communication Quality #10 is to make sure your intention is pure and focused on making the prospect’s life better. If you do this you will always say the right thing to that prospect. The true advantage network marketing has over all other industries is our ability to really have a conversation with the prospect and find out what will make their life better.

Telemarketers don’t do this, advertisements on radio and television don’t do this and you won’t find it in direct mail. But it’s quite obvious to anyone who wants to look that we in Network Marketing can truly care about and demonstrate that care by keeping the intention to make the prospect’s life better throughout our conversation with them.

When you listen to my live calls on “Professional Inviter” you’re going to perhaps wonder why I don’t get the objections that you may get. Sometimes you can say the same words that I say, but you get very different responses. If before your call you put in your mind that you really want to help this person, and that you really can help this person, and you really will help this person - your calls will go much better than if you are thinking about making money.

Show me someone whose aim (intention) is to make money and I’ll show you a tired, worn-out, broke person because they’re trying to receive before they give - and I’m not suggesting this person isn’t working their fool head off trying to make money - I’m clearly stating that they won’t be able to make money because they’re focused on the receiving side of the equation instead of the giving side. People think that by working hard they’re giving - nope. Not until someone’s life is actually made better by you, do you get paid.

With much admiration,

Tim Sales
www.TimSalesMLMTrainingNews.com
www.brilliantexchange.com
www.professionalinviter.com
www.mlmbrilliance.com

The article above makes reference to “Professional Inviter,” - a CD training series that teaches network marketers how to say the right thing to every prospect. Listen to a sample live prospecting call at http://www.professionalinviter.com.

About Tim: In 1989, near the end of an 11-year tour with the US Navy Underwater Bomb Squad Team, Tim answered an ad in the Washington Post newspaper that led him to his first and only MLM company. Five years later his network marketing income rose to over $150,000 per month with over 56,000 people in his organization. His most noted contribution to the Network Marketing Industry is the “Brilliant Compensation” presentation and he is a highly respected mentor and trainer for the entire MLM industry. Get his free monthly MLM training newsletter filled with the strategies Tim used to successfully build his downline by going to http://www.brilliantexchange.com.

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