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In This Issue

1. Message from Zamri...
2. ARTICLE - Locating and Recruiting the Best Prospects
3. Great MLM Resources

======================================================


======================================================
1. Message from Zamri...
======================================================


Dear Colleague,

Welcome to our new subscribers and Good Monday everyone !
How are you doing today ?


OK, I'm hoping that you read my special invitation I sent 
out before this newsletter issue. If you've not read that
email, go ahead and read it until the end. Then go to the 
webpage and view the previous mastermind event video to find
out what we have in this rare, once-in-a-lifetime upcoming 
event. Here's the site again...

http://mlmlessons.com/mastermind

If you plan to go in a group of 5 or more, check out the
group package or contact me to get a $100 discount.

This is NOT for 'hobby' distributors. It's for 'serious' 
networkers only and you'll be guaranteed to learn a lot.
As time is running out (the event is in less than two weeks),
please act fast because seats are limited.

I would have bought the ticket if I were in the States now
<smile>


My friend, a couple of weeks ago, I told you 
about articles I prepared in PDF format that you can easily 
forward and share them with your networking friends and 
everyone in your organization.

Well, those articles are ready. They are all from Tim Sales.
(You can read more about his biography at the end of every
article).

I've even made the pdf files customizable so that you can 
change the contact information on the first pages of the 
articles. It would be great because whoever reads the 
articles will know that these articles were coming from 
you. 

You can even use the articles as a prospecting tool, if 
you like - send them to your prospects. Give them to anyone
you know.

Here is how you customize the files.

1. Download and save this pdf file...
    http://mlmlessons.com/pdf/MLMTraps-TimSales.pdf

2. Download the customization software here...
    http://mlmlessons.com/pdf/PDFBrand.exe

3. Open PDFBrand.exe

4. In PDFBrand, open the pdf file.

5. Click BRAND!

6. Key in your email address, your name and your website. 

7. Then, save the pdf file with a new name.

When you open your new pdf file, you'll see that the
first page will contain your contact information, 
ie. your name, email and website. Now, you can forward
the article to everyone in your organization. 

People will read your contact info before they read 
the article.

Ain't it cool?

Then repeat the same steps above for the other articles. 

Those articles in pdf format can be downloaded 
at the links below...

http://mlmlessons.com/pdf/MLMProspects-TimSales.pdf
http://mlmlessons.com/pdf/EliteNetworkers-TimSales.pdf
http://mlmlessons.com/pdf/InviteLikeaPro-TimSales.pdf
http://mlmlessons.com/pdf/MLMDuplicate-TimSales.pdf
http://mlmlessons.com/pdf/MLMFears-TimSales.pdf
http://mlmlessons.com/pdf/MLMObjections-TimSales.pdf
http://mlmlessons.com/pdf/MLMPhoneFear-TimSales.pdf

And, remember to let me know if you like these articles
for your team and I'll see if I can prepare more from 
different persons.



Lastly, don't forget the article we have today. It's from 
Randy Gage - one of the presenters at Mastermind Event.
You'll definitely love this one... <smile>


Until next week!





Warm regards,

Zamri Nanyan
Publisher/Editor
MLMLessons Weekly Newsletter


My little Online Project!
http://pushbuttonjv.com

=====================================================
2. ARTICLE - Locating and Recruiting the Best Prospects
=====================================================

Locating and Recruiting the Best Prospects
Randy Gage

In his brilliant book, "A Brief History of Time," Professor Stephen Hawking
opens with the story of a well-known scientist who gave a public lecture on astronomy. The scientist described how the moon orbits the earth, the earth orbits the sun, and how our solar system orbits around the center of the galaxy. When he finished, a little old lady got up and said, "What you have told us is rubbish. The world is really a flat plate supported on the back of a giant tortoise."

The scientist gave a knowing smile and replied, "What is the tortoise
standing on?"

"You're very clever, young man, very clever," she replied. "But it's turtles
all the way down!"

We all know people like that little old lady. The point is, why try to
convince them otherwise? If they believe that the universe is a big stack of turtles - or that all network marketing opportunities are illegal pyramids - nothing you present to the contrary is going to change their belief.

So as you go about building your business, don't try to convince, persuade
and sell negative people. SORT your prospects, and look for the ones that
are open to opportunity.

One of the biggest mistakes beginners make, in is thinking that sponsoring
is a one-shot, all-or-nothing event. Actually, it's a process.

One that takes different amounts of time for different prospects. Your goal
shouldn't be to sell or "close" anyone, but rather to give the prospect
enough information, so they can make the best decision for them.

Unlike sales, where often you are taught to manipulate or close people, in
Network Marketing we are looking for people motivated enough to take action themselves. We simply want to expose them to the opportunity, and see if they are open to it. Some people are open to new concepts, and others are stuck with the preconceptions they've been taught. You want to look for the open-minded ones, and steer clear of the others. They are too much work, and they're no fun to be around.

It's not about convincing people or changing their beliefs, as much as it is
about finding the people who are open to what you have. It is a sorting
process, divided into stages, where the prospect indicates their level of
interest and commitment at the appropriate level.

Along the way, you will meet people who believe all network marketing
opportunities are pyramid schemes. Why spend all your time trying to
convince them otherwise when there are legions of people who are open to what you have?

The objective of your sponsoring process should be to sort out the
non-prospects and get the true prospects the information they need to make a decision. Everyone we know and meet is a suspect. They may be a candidate for the business; they might be a retail customer; or they may be neither. Once you understand some simple steps to sorting people out early, the process is pretty simple.

Here's the reality:

Every Monday morning at 6:00, 6:30 and 7:00 a.m., alarm clocks all around the world are going off. People are groggily hitting the snooze button, desperate for another five minutes of sleep. They get up at the last possible second, rush through their shower, then microwave breakfast, skip it, or buy it in a drive through window on the way to work.

We know that 80 percent of people are going to a job they don't like, or
actually hate, and 99.9 percent of them think they should be making more
money. Most of them will slog through the day in a comatose state, and grab dinner at another drive-thru window on the way home. Then, they will plop onto a sofa or recliner and spend the night rubbing the hair off the back of their heads, drinking cans of rancid, fermented hops, watching mindless sitcoms until they fall asleep. Until Tuesday morning, when the process starts all over...

Till Wednesday morning...

Till Thursday morning...

Till Friday morning...thank God it's Friday!

And you know what that means - it's payday. So, at five o'clock, when their boss whistles them over to fetch their meager pittance, they can feel - if for only a few brief moments - like the check is theirs.

Now, of course, that check is already spent because they have a stack of
credit card bills waiting for it. But for those few glorious moments - it
feels like it's theirs. This calls for a celebration. This means tonight
they can eat out! So at least here in America, that means off to Pizza Hut
for a stuffed crust, meat-lovers, double-cheese, double-meat pan pizza.
Which of course they'll wash down with a Diet Pepsi, because they need to "watch their weight."

From dinner, it's off to the neighborhood video store where they'll stack up
6 to 8 videos - which is just enough to keep them from thinking about their life of quiet desperation all weekend. Until Monday morning, when the alarm clock goes off and they start the process all over again...

Do you understand something? You don't need these people. They desperately need and want what you have to offer. So stop thinking, who can I get to do this? Start thinking, who would I like to offer this opportunity to?

You may think your product is vitamins, or skin care, or discount long
distance service, but it is none of those things.

What you sell is freedom.

Never lose sight of that. You're offering people the opportunity to become
their own boss and control their own destiny. For most of them, it will be
the first opportunity they've ever had with unlimited income potential.

It's also the first time they've had a chance to become successful by
empowering others.

Of course, the first question to arise is, where do you find these people?

The place to begin is with friends, neighbors and relatives. This is the
natural place to start and it makes the most sense. You won't have to make cold calls or talk to strangers. People who know you will give you the
benefit of the doubt and usually at least look at your Pre-Approach packet, or meet you for a one- on-one over coffee.

Now, here is the secret to working with your warm market.

Edify your sponsorship line and bring your first people to them. Your warm
market is your best market. But when you first begin the business, you
shouldn't be making your own presentations. Your sponsor (or in cases of
fast growth, someone further up your sponsorship line) should be making your initial presentations, while you're taking notes and learning the
presentation.

This is the time to get to all of your can't-be-a-prophet people. Get them
to a one-on-one or give them the Pre-Approach materials. Make sure you let them know that this is a brand new opportunity for you, you've just
discovered it and were introduced to the business by someone with a savvy business mind who's really good at helping people reach financial freedom. By edifying your sponsor in advance like this, you're already building up their credibility in the mind of your prospect.

Your friends and family will hear things from strangers that they cannot
hear from you.

What you're doing in this scenario is leveraging the credibility you have
with your warm market for maximum effect. Here's why:

If your sponsor were to cold call one of your friends, neighbors or
relatives and try to tell them about an opportunity - they'd probably hang
up. If you try to tell your friends about the opportunity, you get the
hometown prophet treatment. But here's the secret...Your warm market trusts you enough to review some initial materials like a pre- approach packet, or meet for coffee. If it looks interesting, they'll be intrigued enough to meet someone with you (or come to your home for a meeting). And because you said you're new to the business, don't understand it all yet, and you've edified this person as an expert - they will hear things from them that they couldn't hear from you. This is the secret to getting started fast, and it really works!

Even if you have no formal education, you're shy, and afraid of making
presentations - you can still get started in this business. You simply
profess your ignorance, edify your sponsor and bring your people to them.
And you have as much time as you need to gain confidence and build your
presentation skills. Moreover, everyone you talk to will see how they can
get involved and gradually learn the business in a non-threatening way. It
can be duplicated by anyone.

One of the things that concerns me, is when new people tell you they don't want to talk to their warm market. Usually there's one of two variables at work.

One is, they simply don't believe it will work. They say things like, "I
don't want to talk to anyone I know yet. I want to take ads and talk to
strangers. Then, when I'm rich and successful, I'll go back to my friends."

Of course, this is craziness. If you really thought you had an opportunity
that could bring you wealth, happiness and fulfillment - wouldn't you be
burning up the phone lines to tell your friends and family?

These people need to be sponsored all over again, so they really understand the business. And they need a tough-love sponsor who will guide them, and even prod them into doing the things that are in their own best interests.

Now, of course, the second variable that can be at play here is that your
new distributor has been an "MLM junkie," and they've already been to their warm market 20 times. They're simply too embarrassed to go back one more time. I can relate to this personally, since I went through exactly that.

But, I found a solution to this dilemma...

Whenever I am faced with a difficult challenge and there seems to be nowhere to turn - I do something that too few people do. In fact, most people think it's quite radical to even think about it. I tell the truth.

Picture this phone call:

"Rod, this is Randy. You're never going to believe this - you have every
right in the world to hang up on me - but I've got to tell you something. I
know we thought we were going to make money in that vitamin deal, and the bee pollen thing didn't work out, or the no-run-pantyhose deal, and I know you still have those water filters I sold you - so you have every right in the world to hang up on me - but I honestly found something, and I think it's different. Here's why..."

Now, what if Rod hangs up? He's not a prospect. Remember, all you need is a yes or no. The only thing you can't use is a maybe. So, if Rod does hang up, you can probably assume that you can put him in the no category.

Truth be told, he's really not likely to hang up. When you just tell the
truth, and put it out there - most people will give you a listen.

And there will be dozens more people on your list who have never joined any of the programs you ever worked. And you're meeting new people all the time. You met at least three to five new people this week. So it would be a mistake to just eliminate all your warm market people without even trying. Now, let's talk about finding people and what you say to the ones you would like to sponsor...

The reason most people in Network Marketing never make it to the director or breakaway level, is because they don't know how to meet people outside of their sphere of influence. They have a short list, so they need a perfect 'invite' every time or they run out of people.

Of course, when they only have a few people left on their ist, there's a
subconscious tendency to 'save them' for fear that once they are used up - they'll have no one to talk to. This is a self-fulfilling prophecy - one you
want to avoid. So let's talk about how you can meet some new people on a consistent basis.

Here's your mantra: "Two people a day brings freedom my way."

Think it and speak it every morning. Put it in a post-it note on your
mirror. Then just go out to live your life with the expectation of meeting
new friends every day.

Start the day with two silver dollars in your left pocket. When you meet
someone - move one to your right pocket. When you meet the second person, move the next coin over. You'll probably discover, as most people do, that you already meet new people every day. You just haven't been aware of it before, because you just let the moment pass.

Now, instead of just acknowledging new people and moving on - practice the art of conversation. Don't try to sell them anything - don't approach them about your business, just talk. Be their friend and get to know them. Here are some of my favorite questions:

"You from around here?'' "So, how did you get from ____________ to here?" "What kind of work do you do?" "Is that a tough business/job?"

"What's the hardest part of that business/job?" "Are you married?" "Got a
family?" "So, what does someone do for fun around here?"

These questions get people talking about their favorite subject -
themselves. Asking if they're from around here usually gets people going.
Almost everyone you talk to is from somewhere else. When I ask them what brought them here - invariably they tell me it was to take a job or be
closer to family or spouse's family. Either way, that leads the conversation
to family or what they do for a living - both fascinating lines of conversation to pursue.

Of course, when I ask if that is a tough business or job - 98% of people
tell me yes. Then, when I ask what the toughest part is - in most cases,
they give me lots of good reasons why they should be in Network Marketing.

The key here is - you don't bring up the business at all. It's not
appropriate and it wouldn't be effective anyway. At this point, all you want to do is make new friends - two a day. This gives you more than 700 new friends a year! Now if you're meeting 700 people a year - doesn't it make sense that you'll find a few who are looking for an opportunity?

Of course you will. You'll know which ones by your conversation. Those that seem sharp, ambitious, and express dissatisfaction with their job or
business are your best prospects - the ones you'll want to approach later.

Now before we talk about that - we need to address two other issues. First, what about if you're speaking to someone you meet and they come back with, "What's it to you - are you writing a book?"

Hey, get away from them as fast as you can. Obviously they're not a prospect for this business at that point. And they're certainly not someone you want as a friend.

The second issue is getting the phone number of the good prospects. I have a technique that makes this so simple you're going to be amazed. The most important thing is - never ask for their phone number. Most prospects get nervous here and don't want to do this. Instead use my 'magic' million-dollar question, the one that never fails.

Simply say, "Ya' got a card?"

Instinctively they reach for a card and give it to you. And you'll be
surprised; most will even write their home phone number on the card.

Those who do not have business cards invariably let you know they don't have one, but write their number down on a piece of paper. If you're truly being a friend, just getting to know them and not trying to sell them anything, they'll be happy to give you the number.

That's the main thing. Don't go looking for people to sign up - just go out
and make friends. And remember your mantra: Two people a day, brings freedom my way.

So now you're going out each day with the intention of meeting two new
friends. As you do this, you're collecting cards and phone numbers.

When you get home each day, add these people to your prospect list. When the lines you have are going down in depth, and don't need you doing their presentations anymore, you can now open some new lines. So you look over your prospect list and decide who is the best of those prospects. I recommend you contract them by phone. This allows you to be brief; get to the point; and control the situation better.

The call should go something like this:

"Hey Ray, this is Linda. You probably remember me; we met at Radio Shack
when you were buying a cell phone. You seemed like a sharp guy, and from our conversation it seemed you might be open to taking a look at a business opportunity."

Usually now, they'll ask what it is. You respond with something like:

"I run a marketing business, and we're expanding here in the Dallas area. I
can't promise you anything, but I'm looking for a couple of key people. If
you're interested, I'd like to suggest we meet for a cup of coffee and I'll
run it by you. You can't buy anything and you can't sign anything. It will
just take 30 minutes and you can see if it looks like something you want to
explore further."

Now, it doesn't have to be this exact script. In fact you'll find at least a
dozen different ones in my How To Earn At Least $100,000 A Year In Network Marketing audio album. Find one or two that feel comfortable for you. The keys in this situation are:

· Suggesting that they'll probably remember you; · Telling them you 'can't
promise them anything'; and; · Letting them know that they can't buy or sign anything.

Because they remember you, you were friendly and it's only a 30- minute,
no-risk commitment - most people will be more than happy to meet you for a one-on-one. And because you're out there always meeting two people a day - you will never run out of qualified prospects!

Now if you still think you don't meet two new people a day, let's look at
some places where you can meet good prospects. First, we can rule out the places you won't meet them. You won't find them in nightclubs and bars. These places are for alcoholics. Go to places where people of higher
consciousness gather.

Find a church that does lots of classes, like Unity or Science of Mind. Find
some courses that appeal to you and sign up. People who take courses on
prosperity, Tai Chi, meditation and yoga are usually people seeking more, so they're great candidates for your business. And don't overlook public
seminars. It's a safe bet that the people who pay and go to a seminar to see Wayne Dyer, Deepak Chopra or John Gray are looking for more out of life. Just be yourself, practice the art of conversation and meet new friends.

And then there's my all-time 'secret weapon.' The #1 best place to go to
meet great people all the time. Ready for this - it's the car wash.

But not the put-four-quarters-in-and-drive-through-so-they-can-
break-off-your- antennae wash. No, I'm talking about the hand car wash.

You know who goes there? People with nice cars. Porches, Vipers, Mercedes and Lexus, among others. People who have nice cars already know something about success. And, the fact they take care of them tells you a lot about them. At the hand wash I go to, I've met numerous company executives (one who owns 47 Ferraris, a couple of Rolls' and a few other cars), a Grammy- winning songwriter, two NBA stars, a minister of a church with 3,000 Sunday worshipers, and a host of other serious people. The secret to prospecting is having a long,

never-ending list. When you practice the strategies we've just talked about, that's exactly what you'll have. Having that long list is the first half of the battle.

The second half is how you approach the people on the list - your 'invite.'

A weak invite can cost you $200,000 a year in lost income. Yet, it's one of
the most poorly taught areas of the business. Most people concentrate on
learning a good presentation, or they figure they can always bring their
prospect to their sponsorship line. What gets lost in all this is the fact
that without a good invite, your prospect will never see a presentation.

This is also one of the biggest causes of dropouts. Because new distributors are not trained with a good invite, they blow off some of their best prospects. Not being able to even get their prospects in front of their
sponsorship line, they quickly get frustrated, and many call it quits before
they ever get started. This is sad, because with the proper training, the
invite is simple, effortless, and even fun.

Problem one is that most people in the business only know how to invite
people in person - which is much more difficult. Problem two is that most
network marketers only know one style of invite - and this style won't work for 90% of the people they approach with it. Once you clear these few things up, people are amazed at how easy inviting prospects to presentations is.

Let's look first at the two ways to approach people:

1. In person 2. By phone

Here's the scenario most people go through. They go to a ball game with a
friend, and during the first inning, they will ask their qualifying
question. Right away, their prospect's interest is peaked, and so they spend the rest of the game interrogating our new distributor:

What is it exactly? Is it Amway? What's the name of the company? What's the product? What do I have to sell?

And a host of questions like these. The result is that you lose control of
the situation. A sure sign of a losing proposition. Remember this. Most of
the time, your prospect does not know what's in his best interest. Mention
Network Marketing, and he'll tell you he knows all about it, because he was in Herbalife for three weeks, six years ago. Most people make judgments on very limited knowledge, and they don't realize the drastic extent of their own self-imposed limitations. If your prospects really understood your business - they'd already be in it, getting rich.

So your job is to approach your prospect in a way that ensures they will at least hear about it. If you're inviting in person, here's how that might
happen. Let's use our earlier example, where you're at the ballgame with
your friend. You don't bring up the subject the whole game. Then, when it's over, you're standing in the parking lot.you have to go, and he has dinner waiting...only then do you bring up your qualifying question or hand out your info pack.

He is now on his way home; you're on your way, so he is much less likely to ask you a bunch of questions. It's easier to control the situation. The few questions he does have are easy to direct to the one-on-one. You can respond with something along the line of:

I'd love to show you. What if we meet for a cup of coffee? It will just take
30 minutes - you'll get a good overview of the business - and you can see if it looks like something you want to explore further.

He is much more likely to agree to this; because he knows that you and he
both have places you need to go right then. Serious prospects will sit down and take a serious look. So, when you're doing the inviting in person, stay firm and direct him into the one-on-one. Most of his questions will be
answered in the presentation, and the other ones can be handled after.

If you're using a pre-approach packet, the prospect will review that first,
looking for his answers. If they are not answered, he's likely to agree to
come to either a one-on-one meeting to learn more.

Doing the in-person invitations this way keeps you in control of the process and ensures that a lot more prospects will actually receive enough
information to make an educated decision, rather than a knee-jerk one.

Even better in my mind, is inviting by phone. It's simpler, quicker, and
it's easier to control the situation. Because you control the timing and
you're not available in person, your prospect is much more likely to agree
to meet you.

Now, let's discuss the actual phone invite to use...

It's not necessary to spend 45 minutes on chitchat to catch up your prospect on everything that has happened since you saw him eighteen months ago. This is the mistake most people make. I recommend against it, because it takes the focus off business, and the prospect is then oftentimes not conducive to receiving a business message. Also, he will often feel manipulated. (And he's usually right!)

It's actually quite acceptable - and quite effective - to immediately get to
the point. Say something like,  

'Hey, Chuck. It's Randy Gage. Got a minute?'

'Sure.'

'I'm calling about a business matter. Quick question for you...'

Then you ask your first question, getting right to the point. You'll find
your prospects really appreciate your forthrightness; the calls go much
better, and you can do ten or fifteen of them in an hour's time.

The actual Invitation...

Now, the next thing you need to understand is that there are actually two
different styles of invites. Most people in Network Marketing only know
one - the 'indirect' or 'mystery' approach. Some examples of these include:

Chuck, you seem like a sharp guy. I'm wondering if you ever explore
opportunities to make a second income. I'm expanding my business, and I'm looking for a couple of key people. I'd love to sit down and discuss it with you.

Chuck, I've got a high-volume marketing business (or, I'm working with some people who have a high- volume marketing business). And we're expanding in the (city) area. We're looking for a couple of key people, and I thought you might be interested in taking a look.

Chuck, have you ever thought about being your own boss? I help people open their own home-based businesses, and I've got something I want you to check out. Another approach is to offer some teaser information with your question. Some examples:

I'm involved in a new venture that you may be interested in. You'd be you're own boss. There's unlimited income potential and it's residual income. I have some materials you can review to see if it's right for you...

You consider yourself open-minded, don't you? I'm involved in a marketing
business and I'm looking for a couple of key people who want to make money on the side. I'd love to run it by you.

Jimmy, I'm excited about some new business ideas that I've come across in the financial world. I've discovered how to make some great income with some lucrative tax benefits. I'd really like to share these ideas with you and Brenda and get your opinions on them.

I'm involved in a marketing business with some large profit potential. I
thought I'd call to see if you're interested in making some money on the
side. Are you in the market for more money, more time or both?

I have a large volume marketing business... Or I've recently started working with some people who have a large volume marketing business...

...and it's really hot right now. It just so happens we're expanding in
(City) and we're in the process of talking to a couple of key people. You
impress me as someone who's looking for more out of life. If you're really
interested, I can find some time to show it to you.

After any one these, you would say some thing to the effect of: I'd like to
give you a brief overview. It will only take about 30 minutes.

If you like what you see, we can explore it further at a later date. If not,
that will be the end of it. Or, if you're using my Lifestyle Freedom Pack,
you would say something like:

I'd like to drop by some info - to give you a brief overview. Please look it
over and I'll check back with you on [day], to answer any questions you
have.

The indirect approach works very well with the casual acquaintances you will meet as you go about your life. However, it's almost destined to fail with close friends and relatives. Unfortunately, this is the only approach most network marketers know. What they are missing is the 'direct' approach. This is an approach I was a little hesitant to try, but when I did, gave me a significant increase in positive results. A direct invite looks like this:

Hey Chuck. It's Randy. Got a minute?

Sure.

Got a quick question for you. What do you know about Network Marketing?

Personally, I found the direct approach was a breakthrough for my business, and so has everyone I've taught it to. In more than three years, I have never had one negative response - not one. Probably about 20% of the people say something like, Oh, is that computers? And I'll reply, No, have you ever heard of companies like Amway, Herbalife and Nu Skin?' And when they say they have, I say, That's Network Marketing.

And then invariably, in either case, people will say something like, Well,
you know, I tried that once. I was in Herbalife a couple years ago, but it
never really worked out for me. But I know a lot of people who do real well
with that.

Or, they will come back with something like, Well, you know, I was in Amway. I never made any money with it, but I had just had a baby, and I didn't put a lot of time into it, and I never really stuck with it. But my old sponsor is till in it and he makes a lot of money in the business.

Or, It never worked for me, but I've got some friends. Boy, they have a
20,000- square-foot house and six cars and man, they're making a fortune
with Shaklee.

All I get is fascination with the industry. Since I wrote the first edition
of this book, I've been on countless radio shows all across the country.
What I see over and over again is that this is a subject people want to know more about. They're either in Network Marketing;

they know someone successful in Network Marketing; they want to be in
Network Marketing; or they used to be in Network Marketing, and they're
thinking about getting back in. The amazing success stories they've heard
have them very curious what all the fuss is about.

If you're still suffering from the belief that people think it's pyramid or
it's a chain letter, or most of them will respond negatively - you're making
all of that up yourself. My experience has created nothing but positive
reactions, and, in many cases, very qualified leads.

What makes the direct approach so effective is the fact that in reality,
almost everybody you know - already knows you're in Network Marketing. So, when you call up with the indirect approach, as a lot of people train,
they're thinking, Well, why is he being so sneaky about this. Why doesn't he just tell me that it's USANA (Or Mannatech, Amway, etc.)?

They know, and because you go with the indirect approach, it insults their
intelligence. Just ask the question, what do you know about Network Marketing? Most of the time you'll get back answers similar to what
I hear on the plane.

Once in a great while, you may get a negative response. They might say,
"Well, I tried that five years ago and I spent a lot of money on water
filters, and it took me two years to sell them." That's not necessarily a
bad response. It's good to find out if there is any negativity. So, what you
do is give them an opportunity to express whatever it is they know or think they know about Network Marketing.

Then, you come back with something like, "Well, you know, the industry has changed a lot over the last couple of years, and I've got an opportunity that I'm very excited about. I'd really love to sit down with you, have a cup of coffee, and have you evaluate it for me. I value your opinion, and I was wondering if you'd be willing to take 30 minutes and take a look at this with me."

Now, imagine if the prospect is really negative. They'll say, "Oh it's a
pyramid; it's a chain letter. If you do that, you are going to go to
prison."

Then you come back with, "Well, you know, I value your opinion, and I've
looked at this thing ten ways from Sunday, and I just can't find any faults
in it. Would you be willing to sit down and let me give you a 30-minute
overview, and then you tell me what you think the flaws are? Because if you can't find the flaws either, I think it's something you'd be great at." Now, we're doing a couple of things here.

First of all, if they really are convinced that this is a pyramid - how can
they resist an offer like this? They've got to sit down with you and show
you all the flaws.

In reality, most people don't know anything about Network Marketing. As we said earlier, if they did, they'd be in it, and they'd be millionaires. So,
what they have to base it on is their two-week or three-week experience from five years ago, or perhaps they were front-loaded in some shady deal - or more likely - they knew somebody, who knew somebody, who said they had gotten skinned. When they really sit down and take an objective look at it - most people will see the soundness of the business. The direct approach absolutely gets right to the point, and it's very effective. It lets you know exactly what your prospect's perception of the business is, so you can respond appropriately. Using the right approach...

The secret to all this is knowing which person to use which invite with.
Here's my million-dollar secret. For casual acquaintances - use the indirect
approach. This works very well with them, because casual acquaintances will take you at your word. If it's somebody you met at Radio Shack that you had a 15- minute conversation with, and you call them up later and let them know that you have a marketing business that's expanding in the area, and you're looking for a couple of key people, they'll simply take you at your word.

Your brother or your neighbor may not take you at your word if you came with the indirect approach. They are much more likely to challenge you. So, with friends, neighbors and relatives - use the direct approach.

They're probably very intrigued with Network Marketing, and you'll find that this will get you a lot of appointments. Remember, for casual acquaintances, use the indirect invite. For friends, neighbors and relatives, use the direct invite and you will find that this will allow you to dramatically increase the number of presentations you make. And when you make a lot of presentations - you're going to get distributors in your
organization!

-Randy Gage

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
For more than 15 years, Randy Gage has been helping people transform
self-limiting beliefs into self-fulfilling breakthroughs to achieve their
dreams. Randy's How to Earn at Least $100,000 a Year in Network Marketing series is the #1 selling album in direct selling history.

And his "Escape the Rat Race" audiotape has introduced the industry to
millions of prospects all over the world. For more resources and to
subscribe to Randy's free ezine newsletter, "MLM Leadership Report" visit
www.NetworkMarketingTimes.com. randygage@randygage.com
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
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