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Thursday, February 23, 2006

MLM Survival - Save Yourself First

MLM can be a dog eat dog world and unless you are braced and prepared for some of what might come your way, especially in the early days, it can be a tough road.

So, prepare yourself to come out a winner, survive the game, and save yourself first.

The challenge we face in this industry is that so many before us "did it the wrong way!" That's right. The were wrong in their approach to the business and it left a bad taste in the mouth's of many regarding the MLM industry in general.

The old approach of "throw em up against the wall and see who sticks" has done a lot to create that negative image.

Yes, MLM is a numbers game, meaning the more people you talk to about your opportunity, the better your odds are for making your MLM business a success.

BUT - STOP the Presses. That doesn't mean we treat people like a number.

It's relationship first, opportunity second. And, more on that in a later training.

Right now, let's focus on survival and what that means.

How many times have you heard - "Know Your Why"; "Get Clear on Your Vision"; "Have a Reason Bigger Than Yourself."

The reason we are told that is because if your reason WHY is strong enough, you will survive the MLM game and no one and nothing will deviate you from your end goal.

What often happens in MLM is that we get started, get excited, and rush out to speak to our best friends and family members about what we are doing.

We go to friend number one and share our excitement. Friend number one says -"Oh man, you got suckered into one of those deals? That's a scam. No one ever makes any money in those deals."

Boom- shot through the heart. Now, your enthusiasm is not quite as strong, but you are determined.

So, we go to close family member number one, and share our excitement. Close family member number one says - "Ha! You idiot. How much did that cost you? You know, Family Member Number Two got involved in 'one of those deals' and ended up divorced. Is that what you want? If I were you, I wouldn't tell another soul what you are doing. Get out now."

Yikes! Where does that leave us? If the two people at the top of our list think this business of MLM is bad, then it must be. We must have made a terrible mistake.

So, we stop our autoship, stop taking calls from our upline, and begin to tell everyone else we know how "those deals just don't work."

Hmmmm. Well, if those deals really don't work, why does my monthly check from my company say differently?

So, here are some ideas for MLM Survival and How to Save Yourself First.

Rule Number One - know your why. For me, I was determined to NEVER have my kids in daycare. I refused to have someone else raising my kids and sharing the bulk of their day. For me, that made surviving the MLM game a no-brainer. I simply would not quit. If one person had ever been successful, then I could, too.

What is your reason why? Does it create a burn inside you that protects you from all harm? Make sure you are very solid on that why, otherwise you might not be insulated.

Rule Number Two - educate yourself on what to say and how to say it. Most MLM newbies have a tendency to say to much, deliver too many facts and turn overnight into a bad salesperson. Don't make this mistake. Stories sell, and facts just tell. Develop a short, concise statement that speaks to why you got involved and use that to determine if there is an interest or need to go further. Spend some serious time on this and remember, less is more. Those who are interested will ask you questions and want to know more.

When I am in conversation and the opportunity arises to talk about my business, I will say something like - "I work from home in my own business that I run on the Internet. I market a line of soy/vegetable wax candles that don't put off that black, sooty mess. I'm happy because I've never had to have my kids in daycare."

Now, I've answered a question, delivered my own why and mentioned the type of product without getting into all of the boring facts and hype. Do you think that -

a) the mention of a business run on the internet might provoke some questions from someone interested?

b) the mention of candles with no black mess might generate some interest from a candle lover/burner?

c) the mention of not having my kids in daycare might create some curiosity questions from those who are wanting the same thing? How many parents would love to have at least one parent home with the kids?

All I want is to see who my audience really is. I am not out to force my story or opportunity on anyone else. You shouldn't be either!

Rule Number Three - Feed your mind and surround yourself with other like minded people. I would love to tell you that my success story in MLM came overnight. I would love to tell you that I became a six figure MLM income earner in my first year. But, fact is - I would be lying to you.

My success story in MLM was a long process, although it started that first year simply because I refused to quit.

Today, I am a six figure income earner and I am proud of the scars I picked up along the way.

I survived the first year, and even the first decade because I was very strong on my reason why, and that reason why meant more to me than what any other person on the planet said or thought.

I survived the first year because I worked hard on developing my "script" of what to say and how to say it to people. I learned to follow the cues my prospect gave as to whether to say more.

I survived the first year because I constantly fed my mind, and continue to do so even today. I am always reading something to further develop myself and grow my leadership skills.

MLM is a great business. MLM is a wonderful way to achieve those things you want and take others along with you. MLM is the most equitable system of wealth available today.

Get involved, take the steps you need to insulate yourself and build your own MLM success story. I can't wait to read about you!

EXPECT Success!

Jackie Ulmer

Wednesday, February 22, 2006

MLM and Your Dream Book - the Secret Ingredient

Are you like me? Have you spent a lot of time and energy searching for that "secret" in MLM that is going to make the big difference in your business? You've searched for the perfect script; the perfect sizzle line; the perfect everything for your business.

Today, you are going to read about an idea that may surprise you with its simplicity, but I promise, it will knock your socks off, and increase your paycheck, if you decide to put it into play.

It's the dream book.

That's right - the book where you record your dreams - what you want to have; do; and be!

The place where your magical journey begins to take shape first. After all, you must be able to SEE it in your scope; believe it in your mind; and feel it in your soul before it will be a reality in your life.

Don't believe me? Ask any million or billionaire; any CEO or company founder; or any network marketer who started with nothing and made it to the top. It first started with a dream, a hope and a prayer. The ones that came true were documented on paper and read over and over.

At least, that is how it has gone for me.

So, I encourage you to begin a dream book, and here is how -

First, go to Barnes and Noble, or your favorite bookstore and get a journal type book. They have a large selection of leather bound (that's what I chose), paisley, or you name it. Get one that fits your personality.

While you are there, you may want to buy some fun magazines that contain pictures of items you would like to have. Town and Country and the Robb Report are two that come to mind that have luxury and high profile items.

Then, set aside some time alone to really dream, play and have fun with what you'd like your future to be and have! Cut out pictures, powerful quotes and sayings, and lay out your book in a fun, creative style. Continue to add pictures and quotes as you find them, and even consider setting a date beside some of when you would like to achieve this goal.

Now, here comes the most important part - read through your dream book every night before you go to sleep and every morning before you get out of bed. Daydream and get yourself in that "feel good mood" so you are empowered to take inspired action in your business.

I promise you, by taking these few simple steps consistently, you will begin to experience some amazing success. And, success builds upon success.

Every time I flip through my dream book, I am amazed at the number of things that have come to pass without me spending serious time thinking about or working on it. As I began to write this blog entry, I realized my book needs some updating. I've managed to blow right through my recent monthly income goal! Time to update and stretch my mind a little further.

Please take some time to get your dream book together and then take even more time "playing" in the pages of it. Drop me a line and let me know how it's going for you!

EXPECT Success!

Jackie Ulmer

Thursday, February 16, 2006

MLM and Recruiting the Heavy Hitter

If you've been in MLM any length of time, you've heard about the heavy hitter and the power in recruiting one. A heavy hitter is defined as someone who has already had success in the business, and is sure to bring a huge team, and huge paycheck to your business.

Well, beware the heavy hitter. While they are out there and there are those occasions when one gets disgruntled, his/her company fails, etc, and he/she goes looking for a new opportunity.
I have some thoughts to share about this whole process.

First, remember that the "heavy hitter" who leaves one business to join another, may just leave yours after a few months, too. Taking that nice downline and that nice paycheck along.
So, focus on developing leaders from those who are sold and solid on your program and your leadership. That builds more strength and security.

On another note, I received a frantic call from a team partner looking for some fast help on a three way call to a guy who had been successful in another program and was burned when the company shut down. He was disgruntled for awhile but had the bug and wanted to get back involved.

He completed a "candle specific" splashpage, so he knew what our business is. When my partner called the first time, he didn't have time to talk but scheduled another call 2 hours later.
We called together, and he still didn't have time to talk, and re-scheduled for the next day.

In the meantime, I coached my partner on keeping her posture, and I want to make this point for you, too. First, talk is CHEAP. If I had a dime for every time someone joined my business and promised to be "making my house payment" in 2 months, I might not be rich, but I would have some fun money!


Don't let someone else's rambling upset you or knock you off of your game. Remember this - you have a gift to offer and while you may not have all of the answers, but you have enough to give an educated overview and then call for backup from your sponsor or upline if needed.

Remember all of the things you have done in your business life. Just because you are new to the industry does not mean you can't get your passion about your business and the industry across.

My partner thought over what we discussed and decided I was right (chalk one up for me and tell my kids!)

She is smart, educated and has done some amazing things in her business life. As it turns out he no-showed her again.

So, the "lesson" here, if you will, is that you have the posture when offering your opportunity and you don't need any one person to make your business. YOU make your business.

Take all of the steps you can to educate yourself on all aspects of your product; the compensation plan; and how the industry works.

Have a step by step plan in place for getting more information into the hands of your prospect.

Know what you have and be SOLID in your belief in it. From then on, treat everyone you speak to about the business equally and allow the ones who are right to attract to you. They will!

And, no more watching for those "heavy hitters!" Create a few of your own, including YOU!

EXPECT Success!

Jackie Ulmer

Wednesday, February 15, 2006

5 Success Tips For Your Business

Success in any business and certainly the business of MLM is all about a slight edge. It's not about dramatic shifts and actions, but rather steady, consistent small daily actions.

Although, dramatic and massive action will work too!

Here are some tips to carry you right to the top.

Success Tip # 1 - Change Your Thinking

Always maintain a positive attitude.

Many years ago, a large American shoe manufacturer sent two sales reps out to different parts of the Australian outback to see if they could drum up some business among the aborigines. Some time later, the company received telegrams from both agents. The first one said - "No business here. Natives don’t wear shoes." The second one said - "Great opportunity here - the natives don't wear shoes."

How do you "see" things in your life and your business? Are you prone to see the glass half full or half empty? Do you see opportunity with someone who already uses a different brand of your product or do you assume there is no place for your tremendous product?

Your thinking has determined everything about where you are RIGHT NOW! As you look around, it is your beliefs and attitude that are reflected in the environment around you.

Here's the GREAT news - if you are happy with where you are, you can continue to enjoy where you are and what you have. Continue focusing on the positive.

If you are not happy with where you are and what you have, you can change it. It's as simple as changing your thoughts. And, you CAN change your thoughts. Go on, give it a try. Try it for 21 days and watch what happens!

Success Tip # 2 - Get Back Up

It's not whether you get knocked down. It's whether you get back up.

So, you talk to 6 people and none of them are interested in your products or your business. So what? Do those 6 people hold the keys to your future? Do those 6 people make your house payment, feed your kids, or care a lot about what you think of them?

Some will and some won't in this business. You are only looking for the "some who will." They are out there. You are living proof that they are. After, all, you became a "some will" right?

Refuse to accept the notion of rejection in this business. It simply does not exist. No one is rejecting you. They are simply not interested in what you are offering at this time. Have you ever turned down a refill on a cup of coffee at a restaurant? Did the waiter run away crying and screaming because you rejected him? Nope, he said " next" and moved to the next table. You can do the same.

Believe in your product and share that excitement. Insulate yourself from any one else's opinion by your own belief.

Then, pick yourself back up and keep searching for gold.

I believe in you. Believe in you, too!

Success Tip # 3 - Four Great Reasons to Build It

Network Marketing is a tremendous opportunity to create all kinds of things that you want in your life. You can create fun and creativity. You can create financial independence. You can create confidence and great people skills. Nearly 20 million Americans are doing some type of entrepreneurial enterprise from their home. And, this number is expected to increase dramatically. Be a part of that and find others and bring them into the fold.

Anyone (and especially women) can set their own hours , be flexible in their schedules as they balance many things, develop a stable, solid, permanent income and develop some long lasting friendships!

There is NO gender gap or glass ceilings in Network Marketing. ANYONE can reach the top, regardless of background, education, etc. Have your PhD? Great, you can shoot straight to the top in Network Marketing. Have your GED? Great, you can shoot straight to the top in Network Marketing.

You don't need a HUGE capital investment to begin your business. Grants and small business loans are even available for women and others! You just need a great attitude that you can succeed and a BIG desire to do it!


Success Tip #4 - Improving Your Game

The best investment you can make in your business is to constantly improve on you.

Are you improving every day? Do you wake up feeling alive, and ready to go in your business? Are you committed to your dreams? Do you HAVE dreams?

Work on being focused and fired up about your business EVERY day of each year. Blow by obstacles and don't let them hinder you or slow you down. Get clear on your goals and even clearer on your INTENTIONS in your business. Set intentions each and every day.

Are you going for greatness?

Stop and ask yourself - Could I make one more call to one more prospect? Could I send one more email? Could I book one more party, set up one more fundraiser, recognize one more team member, etc.? Could I pass out more flyers, hand out more samples?

Life and your business is an experiment. And, you really can't fail unless you quit or do nothing.

Each experiment will lead you closer to your goal and the greatness you aspire to.

You must know what an incredible opportunity you have with your Network Marketing business. You MUST!

Big things are right around the corner - are you planning to be the top achiever in your company, are you going to be committed 100%? How great can you be if you are anything less than 100% committed?

How committed would you be if you KNEW you could get everything in life you want? How many calls would you make, or samples would you hand out?

Commit to yourself and your dreams TODAY!

Success Tip #5 - Under promise and Over-deliver

Ever been over hyped in a business? Promised the moon and only delivered the launch pad? Who hasn't? Set out to be different in your business.

Start by NEVER making any income claims. Don’t even share your own income with others. Why? Well, it just doesn't matter. Whether you are making one or one million dollars, this has nothing to do with your team partner's ability to make an income.

Only offer up what you can deliver upon.

That really comes down to your partnership.

What are you offering to those who join you in your business?

What support do you make available?

What tools?

What sets you apart from the 42 other people they found on the Google search for your business?

Be very clear on what you offer in partnership, put it into writing and make sure you deliver on it.

Have some things that you don’t offer, yet deliver. How many people in Network Marketing can actually say that their sponsor offered MORE in support and training than they promised?

Take the higher road and watch your business soar.

There has never been a better time to have a home business than now. I say that to myself EVERY single day and have for over ten years. Every day, I am right. You have what it takes, now go make it happen!

Jackie Ulmer
Are you Procrastinating?

See if this sounds like you -

You get started in your Network Marketing Business, and you are raring to go. You spend time organizing your desk, order all of the sales aids and tools you'll need, and get ready to put together a flyer about your business.

You find a flyer someone else created, promoting your business, and spend two days tweaking it and getting it just right so that you can send it to your contacts.

Oh, but before you actually put it in the mail, you better come up with the perfect script and just the right thing to say when all of your friends start calling you to find out more about joining your business or ordering your product.

So, you call your sponsor, and work your way upline, taking notes and analyzing what each of them tell you. Then, when that's not good enough, you go crossline and talk to a few other people.

You spend a week or so playing with Network Marketing scripts to develop just the right sizzle and punch to lure each person into joining your Network Marketing business.

Before long, a month has passed, no one has joined your business, your sales aids are still lined up neatly on your office shelf, and your products are collecting dust.

If this sounds like you, you just might be an over-analyzer procrastinator!

Before you throw in the towel, though, there is hope! And, here are some things you can do.

First, as Nike says - "Just do it!"

Don't worry about having everything perfect. It won't ever be exactly perfect. But, if someone else is using it, then it is perfect enough for you to use and begin putting money in your pocket.

Now, I know with my candle business, we have a great system for building the business as you are out and about in your daily life. We have samples, CD's, brochures and an easy way to "Smell and Sell" our business to the bank!

And, I get emails every day from people wondering how to put these together, what to say, etc.

It's simple, just make it a point to do it. Practice, practice, practice.

Whatever business you have, take some time to get organized. If your company offers samples, get them together, along with a brochure, some business cards and a simple flyer. Hand them out, mail them out and then follow up. Set a goal to do 100 of these a month.

Watch your business explode!

You gotta be bad, before you can be good, and you'll be good before you are great! And, I promise, if you will go through these phases, once you are great, you'll never go back!

Same with the internet. Using a mailing system with samples works great with internet leads too. Slap their info on an envelope and mail it. Call them a week later. Sponsor them and teach them the system.

Yes, I did say to pick up that phone and actually call someone! They won't bite you! I promise.

It's the best in high tech combined with high touch!

Let me know how things turn out!

EXPECT Success!

Jackie Ulmer

Tuesday, February 14, 2006

Recruiting is the lifeblood of your business

As a
networking professional, and someone who is interested in creating more than a “hobby” income, you’ll want recruiting to remain at the top of your priority list of action steps for your business.

One can earn a great income retailing products in
some companies (and certainly not all). If your company offers in-demand, unique products, with a solid wholesale/retail price structure, you might focus there.

Some companies offer a
fundraising program and one can also earn a substantial income focusing on fundraising, too. Once again, we offer a unique line of products that the end consumer can actually get excited about and will consider purchasing more of in a fundraising situation. And, one successful fundraiser can lead to many more.

To truly grow a
solid, residual based income, however, recruiting is what grows your business and where the true “big money” comes into play.

Many of us begin
our businesses doing a little of each activity and this is important in learning about the business and learning about ourselves. It will expand your abilities as a professional within the industry and as a strong coach and mentor to your team. Lay the ground work now for the business you intend to grow.

Most people will ultimately settle into one particular area of working the business. If recruiting is an area you decide on, you will be creating leverage for yourself.

J. Paul Getty made a profound statement once when he proclaimed “I would rather have 1% of the efforts of 100 men than 100% of my own effort.” And, so it goes with
network marketing.

In the beginning, you are the one putting forth all of the effort to generate a paycheck. You make your list, you pass out cards and samples, you run ads, and take whatever steps necessary to find other people interested in joining you.

As you sponsor one, then another, and another, the personal effort required by you to generate that same paycheck as before is less and less. You have created “income leverage” as well as time leverage. You are not alone in taking action steps to create income.

To create a large, growing organization, set a goal for the number of people you are going to personally sponsor (or recruit) into your business each month. To do this, you’ll need to set some action goals for yourself on steps that you will take to find those people. The recruiting process involves the introduction of the product and business; providing detailed information on our business system; and asking for the decision to join you.

We are in a business of planting seeds and cultivating those seeds. The more seeds you plant, the greater your harvest will be. Running out into the field and trying to force the harvest is not something we do, either.

Don’t make the mistake of planting only one or two seeds and then expecting to grow a beanstalk! Plant many seeds, water and sun those seeds, and allow the natural process to occur.

Your business will only be right for another person based on his/her life situation and timing. You can not control this part of the process and I encourage you not to even try. Always keep the door open and make yourself available to answer questions and sponsor that person in at any time.

I typically sponsor as many people each month who first looked at the business weeks, months and even years before, as I do those looking for the first time. I understand timing. It took me 15 months after my initial exposure and a
life changing event before I joined my first company. Make sure you are still around when your prospects decide the time is right.

My personal goal is to be among the top ten
“Sponsor Monsters” that the company tracks. This goal keeps me in action and gives me an action plan for each month. I know the steps I need to take and the number of people I need to get my business in front of in order to reach that goal. It also provides inspiration for my team to also be listed in that group.

Even if I fall short on reaching that goal, I still have the action plan out in front of me and know that the efforts I put in each month build on the previous month and will keep me with a growing business and a growing frontline of business builders.

New team partners mean new excitement for the entire team. I am the first to admit that I do not have all of the answers, and especially not the creative ones, about our business. There are many people more talented than me on my team, and the synergy created by having so many resourceful people in one place is amazing.

New ideas and new ways of marketing our products and our business come from new team members joining our ranks. That is why recruiting is the lifeblood of the business. Every month, I am energized by the fresh excitement that sparks renewed enthusiasm on the team.

As the
coach of your organization, you will inspire more by your own actions than by your words. Set your goals and intentions for recruiting and watch as the leaders on your team rise up to match and exceed those goals. Some in networking marketing miss the point of duplication and leverage when they want to always be the one at the very top.

For me, I am happy to be at or near the top, and even more happy when other leaders on the team have duplicated my efforts and goals and moved right on up the ladder. That, my friend, is what creates “walk away” income and income security.

And, that is one of the big lures of
network marketing – the ability to get paid whether we are present or not, on the efforts we put forth in the beginning.

On that note, I’m off to pack for a family cruise. Hasta la vista!