how to start mlm business

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.

Article Source: http://EzineArticles.com/?expert=Tim_Sales

1. A network marketing leader doesn’t wait until he/she gets a large group before becoming a leader. It can’t work that way, because you would never get the large group if you’re waiting to be leader first! Nor does the leader wait until they feel they possess the knowledge to lead - rarely they do. My observation is that leaders select themselves by taking on responsibility (the total reason something happens or doesn’t happen), rather than just the desire to lead. Want to be a leader? Go grab enough responsibility that it makes you feel like quitting every day…then don’t quit – congratulations, that’s LEADERSHIP. From that basis there are many other attributes you can develop.

2. At events, the leader arrives early and reserves chairs for their entire group on the front row. Yes, there are normally only two front rows (left and right)…If you’re on the 2nd or 3rd row – you’re still considered a leader. I spent five years getting up earlier than anyone else to make sure that my group had the front row. What I’ve found is that there are very rarely more than two leaders in any room. Please understand what I mean by this. Once a person gets to a certain level of success they will stop doing these simple leadership things because of ego. They suddenly become “too knowledgeable” to sit and listen to a speaker that has less time in the MLM business than them. If you remain humble and hungry the world is yours. So is the front row, by the way.

3. A true leader realizes that there is a difference between being a leader and being a leader of people. More on this later.

4. Network marketing “works” under many conditions, but when those relationships between you and your organization become tight and a “esprit de corps” is created, there’s nothing like it. I do mean nothing.

5. Appearance is impeccable. Even in jeans.

6. A leader “appears” organized, much like ducks cruising smoothly across the water, however, no one sees or knows how radical and out of control their feet are peddling.

7. Leaders of people treat their people with respect. Respect means you have a good opinion of their character or ideas. Simply put, you are interested in your people – their ideas, their complaints, their fears, their successes – THEM!

8. As a leader you develop or find five “Top Producers.” Devote yourself to them. Find three qualities that you like about each person. Write those in your day planner. Review them frequently, thinking of how you can help bolster one of those attributes. Bolstering an attribute can be many things – from a good verbal acknowledgement, to giving a telephone headset to someone as a gift who is working hard at making calls, to being their friend when they have a personal crisis.

9. New leaders are let down often by those they devote themselves to. Why? Because you selected the wrong person to devote yourself to. You only get good at character choosing with experience. Track record is really the only place to look first. What has the person been doing with their time… and what does the person do with his or her time? People are what they spend their time doing. Most great leaders begin in a hole and are mad about being there. Of highest concern is whether or not the person has been advancing. If they’re not, it might take a lot of work on your part. Perhaps more than you have. Every person who’s ever had the tough decision of choosing between lose two or lose one knows that this is one of the toughest decisions in life. Albeit controversial, do not sink yourself if doing so won’t save your mate. Cut away when you feel you’re being pulled under. If you help “able” people, they will help more people. If you try to help an unable person they may sink you on their way down.

10. The network marketing leader gets the product or service “specialist” in front of their group – whether it’s in person, on a conference call or on an audio or video. Example: Your company carries a nutrition line created by Dr. Whoever. He specializes in human nutrition and created an ingredient that is in your products that is truly unique. The leader will somehow get that doctor on a conference call with his or her group to raise their belief in the products.

11. A network marketing leader always gives “back” more. Example: Let’s say that there’s a foul-up in processing distributor agreements in your downline. You get the distributors on the phone with a customer service rep that handles the situation. You know that that customer service rep really worked hard to help the situation. Yes, it’s their job… BUT, the leader will send that customer service rep a bag of M&M’s or flowers or something to say “thank you for going above the call of duty.” What do you think that customer service rep will do for your group now? Just about anything.

12. The leader climbs the ladder and finds out who the decision makers are at the company and gets to know them but never bugs them. This is positioning yourself so that opportunity can see you. This is different than you seeing opportunity. Suddenly you find yourself speaking at the convention… hmm, I guess it was just luck. Yeah, right!

13. At the company conventions the leader will introduce the corporate staff to their organization and vise versa. Even the order takers! Take the time to do this because it creates a sense of belonging for both the corporate staff as well as the distributors. Imagine the difference when a biochemist for a company has met 100 real people with dreams and passions about selling his/her product. Do you think that creates a stronger passion for the biochemist to create better products? Absolutely. All of this “belonging” and “passion” was created because of your leadership.

14. A leader in network marketing is the switchboard of information and communication. They’re not “in the loop.” They ARE the loop.

15. A leader can always be reached by fax, email and or phone. Returned communication will occur in less than 24 hours. If that’s not a possibility the message will indicate that it might be longer.

16. A leader never exposes weakness and fear to their organization. Some view me as being “inhuman” or robotic on this. What I mean by this is that the leader must always maintain their certainty about the MLM business opportunity. I’ve never met a person in my life that doesn’t have fear and weaknesses. If you’ve got fears or doubts about your company get over them or get out. Fly to the company today and get your concerns handled. Come back and be a rock for your group. I guarantee they’ll follow you. Conversely, share with them your little uncertainties and they’ll be so relieved that you’re “human” and…they’ll also find another leader to follow.

17. Recognizing that everyone is growing, a leader never invalidates the efforts of anyone in his or her organization. One person brings six guests to a meeting, another brings two, and the third brings none. The leader is able to notice that person number three is there – which might have been a major growth step for them. So instead of criticizing them for not bringing a guest – they praise them for being there.

18. The leader is always searching for and praising something about his or her people. “Little babies love praise, but grown men will die for it.” Men in battle will risk their lives for a ¼” x ½” ribbon they pin onto their shirt above their left chest pocket. They wear this ribbon for the world to see. Forgo praise and you’ve missed out on the most powerful tool in your leadership arsenal. Praise for things they’ve yet to do, and you’ll create a person who withdraws from the group because you made them a fake.

19. If you share this list with your group – share whose content it is. If you don’t you will also be guilty of the last sentence of item #18. Seeking praise, respect, fame, etc. for what you didn’t do, makes you feel like a fake.

20. A leader uses and teaches new technologies in their organization – but only if it truly works. Don’t drive your organization down dead ends.

21. Leaders are ethical examples. If you “sneak” your people past the registration table you’ve just ruined their perception of you. They can never trust you and they shouldn’t. You’ve got one shot at doing this right.

22. A leader creates alliances with needed national and international (if applicable) groups to ensure their group has support and representation. If no group exists, build it.

23. Leaders are more concerned about the growth of their people than the growth of their bonus check. Focus on the growth of your people, your bonus check will take care of itself.

24. A leader never says what they can get others to say. Example: My company calls and says, “We’d like you to speak at the company convention.” I accept graciously, and then ask “Would it be possible for me to include a new leader named _________? They’re a good speaker and I would love to share the stage with them.” See, a leader wants his or her people to be leaders.

25. A leader never, ever speaks ill of anyone – even if they deserve it.

26. A leader acknowledges other leaders in the room. “We are honored to have in the room with us Mrs. 77. She conducts business meetings in the 44 area.”

27. A leader doesn’t get bent out of shape because they don’t get a return phone call from the corporate office – or the upline! More than once I’ve sent pizza to a department with special instructions to the delivery person telling them to say, “This pizza has already been paid for by Tim Sales. He asks only that after enjoying the pizza that you call him at 555-3797.” Everyone laughs and guess what? You get a phone call with the right tone in their voice for getting something done. Anyone can complain – they’re use to that. A leader finds amusement in creating more effective forms of communication.

28. A leader has a crystal clear vision about their networking marketing company and where they’re taking it. If the company doesn’t have something, they don’t complain, they figure out how to convince the company to get it.

29. A leader, after reviewing this list will print it out and does at least one item everyday.

There are more – but this should get you started.

With growing respect and admiration for you,

Tim Sales
www.TimSalesMLMTrainingNews.com
www.brilliantexchange.com
www.professionalinviter.com
www.mlmbrilliance.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 network marketing 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. Be sure to get his free monthly MLM training newsletter, filled with the practical and proven strategies Tim used to successfully build a downline of 56,000 people around the globe. Get the newsletter and have the first issue sent immediately to you by going to http://www.brilliantexchange.com

© Brilliant Exchange, Inc.

Article Source: http://EzineArticles.com/?expert=Tim_Sales

I really hope you will thoroughly study the process of learning how to invite, because this is where you get good at network marketing.

I’ve said it for 10 years: you can be terrible at everything else and still earn good money in network marketing if you’re good at inviting. If you can invite well, you can always put prospects in front of good presenters and good trainers.

The word invite in the context that I’m using it is the act of asking someone to do something. Go to a movie, meet for breakfast, watch a video, etc.

In network marketing you’re inviting people to look at either the MLM business or the product or both.

1. Business: This is where you show and educate your prospects about network marketing. Have them really understand and believe in its ability to provide adequate income and time freedom. Then show your product or service. This style is sometimes called “top down” or “business first.”

2. Product: Show your prospects only the product (skin care, nutrition, telephone services, Internet services). After your prospect falls in love with the product they’ll know the business is viable. This style is called “bottom up” or “product first.”

The lack of understanding of these two methods causes much frustration to those of us who are in network marketing and those who are not.

Why are People Confused? Perhaps the best way for me to explain why the confusion takes place is with an example of a stockbroker. What does the stockbroker sell? You may reply, stocks. Well, not really. What the stockbroker actually sells is that you can make money with a stock. So the money you’ll make is the product. You may have heard this referred to as “marketing intangibles.” This is very much like network marketing because often the presenter prefers to “market the intangible,” i.e., that you can make money. This isn’t necessarily a bad method, unless you’re talking to someone who doesn’t understand this conversation.

Suppose we’re talking to a person who comes from a retail sales background. Let’s say she owns a wax candle shop. If she hears a presenter talking about all the money she can make in network marketing, she’ll constantly be struggling to understand where the money is coming from. Many times these people are walking around after the typical presentation saying, "I don’t get it". The reason she doesn’t get it is because she’s used to holding in her hands the tangible product that makes her the money.

This also works in reverse. If you approach a stockbroker and rub hand lotion on his hands and say, "you can make a lot of money doing this", he won’t get it either. He’ll see it as a little “pretty party thing.” Certainly not something that could create a lot of money.

What’s My Point? How you invite, whether business first or product first will have much to do with “knowing” your prospect. This is the reason networking with people you know is so effective. This is also why you should master both business and product invitations.

In your network marketing company, take the approach that you’re starting your own company. You need a board of directors. In network marketing we call them leaders.

The most important thing for you to understand at this point is you don’t necessarily have to know these people. You probably won’t. You may personally find these leaders or someone in your organization could lead you to them.

What character traits do you want in your leaders? What character traits do your leaders want in you? Why is this important for inviting?

Eagle Eye Your greatest asset will become your eagle eye at picking leaders. I’ve not found a better way to teach how to spot a leader than just plain experience. However, you can look for certain traits.

Here is a list of character traits you do want in your board of directors…

* high self esteem
* goal driven
* entrepreneurial
* business minded
* owner mentality
* ready to act now
* decisive
* mentally tough

Conversely, here’s a list of traits you don’t want in your board of directors…

* passive
* wishy-washy
* employee mentality
* not ready to act
* low self-esteem
* easily influenced by others
* worries about what others think

How well you do at inviting will greatly depend on the growth of your communication skills. Most people have difficulty with communication. I did! However, the more I study it, the more I realize that communication is what makes or breaks us in life.

It’s your ability to woo your significant other. It’s your ability to get a job, get a raise, get a promotion, get along with others in the office. The signs on the road are the City communicating with us, giving us driving instructions. Whether written or verbal, communication is life. Don’t most conflicts stem from mis-communications? Ever hear “You don’t understand me?” It’s definitely a skill worthy of much research and study.

Don't Like "Sales?” Often, when people don’t think they’re good at communication they’ll use the phrase, “I don’t like sales” or “I’m not a sales person.” Sales has nothing to do with it. In fact when you picture a sales person, what you’re picturing is a poor communicator. When you’ve been sold, you knew it. You felt it. When you’re in the presence of a really good communicator you may have bought something, but you were never sold anything.

A good communicator will never sell what his prospect won’t buy. There’s no way they could get there. A good communicator, whether a nurse or a networker listens and helps people get what they want.

That’s all. A nurse has to learn the appropriate questions to ask so he/she can find exactly what the needs of the patient are. They must also learn the appropriate responses to the standard questions and concerns the patient has. A networker also must learn the needed questions and the appropriate responses to common objections so they can help their prospect get what they want.

Qualify or Not Both of the Invitations below are the truth. Which one do you think will work?

Invitation 1 An invite call asking a girl on a date:

Boy: “I saw you on campus the other day and I’m interested in finding out more about who you are. I grew up in Boston, my parents are from New England. My dad’s in the banking business. I’m studying finance as well. What are your interests? Are you available should I want to marry you? How many kids do you want? I want 3 kids. What’s your religion? Shall we sit down and discuss the possibilities?

Invitation 2 Boy: “I’ve seen you on campus and you seem to be a fun person. I’d like to take you to lunch and get to know you better. How does that sound to you?”

Both have the same purpose in mind for meeting. The argument in this industry is which one is better? People who are pro invitation #1 will tell you that they’re pre-qualifying their prospects. So they’re not wasting their time on people who don’t qualify. The outcome was that this guy had to make 72 calls to get a girl to say “sure, why not.”

The outcome was 72 calls = 1 date.

People who are pro invitation #2 will say that you sit down for lunch and you put your agenda aside and you just talk and be friendly. You listen to them. Find out what their needs and desires are. Help them get it.

The outcome was, she isn’t interested in going out with you but she thinks you’re a great guy and has 3 roommates and 2 sisters who she wants to set you up with.

The outcome was 1 meeting = 5 dates.

I’m suggesting to you that invitation #1 is “sales” and that invitation #2 is “networking.”

I’ve heard distributors invite people to look at network marketing much like invitation #1. I’m not kidding. To show you, pick up a tape recorder and record yourself. Even though you know you’re recording what you say, your conversations will still resemble invitation #1. Example: “My company does this, I’m making x amount of money, my company has this, and I have this, etc...

Learning how to properly invite and truly network with people is not always easy, but can be profitable for you. I commend your willingness to study it. Be a student of this inviting subject forever, but don’t wait more than a week before doing it, even if it’s just tiny steps.

Tim Sales
www.TimSalesMLMTrainingNews.com
www.brilliantexchange.com
www.professionalinviter.com
www.mlmbrilliance.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 network marketing 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. Be sure to get his free monthly MLM training newsletter, filled with the practical and proven strategies Tim used to successfully build a downline of 56,000 people around the globe. Get the newsletter and have the first issue sent immediately to you by going to http://www.brilliantexchange.com

© Brilliant Exchange, Inc.

Article Source: http://EzineArticles.com/?expert=Tim_Sales