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Wednesday, October 24, 2007

MLM Duplication

What is duplication and what can and can't be duplicated among your team?

This is an issue have pondered over and over for 14 years and have come to one conclusion - duplication is a choice.

Network Marketing statistics have shown that around 80% of those who come into your business will not duplicate ANYTHING that you offer to them.

That good old 80/20 rule applies all the way through, eh?

Duplication is defined by Michael Clouse as - "Duplication is what I am about to do with you, you must be able to immediately do with the next person you meet, with or without my help, whether that person lives across the street, across the town or across the country."

The basics of our business CAN be duplicated by anyone willing to DO the duplication.

Make the list, contact, invite, present.

As we all grow in the business, however, new ways of developing the business will evolve. ALL are duplicable to someone somewhere, if he/she chooses to.

I write articles; ebooks and build almost exclusively online by getting involved in communities of some type.

And, I enjoy writing so it comes naturally for me.

For some, they will see this process as not easily duplicated. Can it be? Yes! Will it be? Only by some.

Some people like to buld their business through buying leads and calling. It's a process, if you've ever done it, you know. It takes a pretty thick skin. Can it be duplicated? YES! Will it be? Only by some.

Mark Yarnell has shared on his early taped trainings that he used to dress in a suit, go down to the business district and stand on the corner approaching people about his business. He would collect cards of those who said yes or maybe, and then st up in home meetings at his home to show the business.

Can it be duplicates? Sure, you bet! Will it be duplicated? Only by some. (And certainly not me, although I would never argue with his success!)

So, is duplication a myth? Do we need to worry about every method we use to build or business being duplicated by the masses?

My thought is train on the basics, and train on other methods as well. It's like offering a buffet, so to speak.

Making the warm list and going that route can provide the fastest growth, if done right. And, there are also those stories of that creating the fastest route out of the business due to rejection.

So, how do YOU get your business duplicated? What steps do YOU take a new person through?

EXPECT Success!

Jackie Ulmer
MLM is YOUR Insurance Policy

Network Marketing is Like Buying Insurance

When I started my network marketing career, nearly 14 years ago, I viewed it very much like buying an insurance policy. It was insurance against pay cuts; downsizing; pension cuts; and anyone else controlling my financial destiny.

Insurance is one of those things you must buy BEFORE you need it. Building your network marketing business is the same.

You don’t want to wait until you need it to begin thinking about it.

Because we are a “volunteer business” it can be very tempting to procrastinate taking the action steps necessary to create a true business and income. When you begin your business, it is a lot of time for very little pay. This is normal and the same is true for everyone who starts a business of this type.

Some people will take massive action (meaning lots of time and activity put into their business) and it will create a faster growing business and a faster growing paycheck. Others will take the slow route.

Whatever your situation is, I would encourage you to MAKE time (you’ll never find it) to take action in your business every day. Squeeze in that quick conversation about our products and our business as many times a day as you can. Get committed and go through your calendar and carve out pieces of time to work your business. If you work full time, “life style” your business as you take breaks; go to lunch, etc.

Taking those steady, consistent action steps will begin to pad that insurance policy that you are building. Your business and income will grow, and you’ll begin to find more time to put into your business.

You never know when you are going to need to cash in on that insurance policy, so it’s best to have it ready and available for when you need it.

As I write this, we are evacuated from our home for the second time in four years due to wildfires in our California Mountains. Four years ago, I was just beginning my journey with Scent-Sations and had not yet made the full out commitment to build it to the top. While I was wondering whether or not I would have a home to return to, I made the decision that when I did get home, and if I did have a home still, I was going to put my blinders on and build this business as fast as I could.

That is exactly what I did and have not hesitated once in that four years. With the exception of vacations and fun days off, I have taken action daily and had faith that the rewards of that action would follow.

Today, those efforts have produced a business (insurance policy) that I can cash in on. The income it produces is solid, steady and at this point, requires very little of my time to produce.

This is a record breaking month and will finish as the biggest month so far in the journey.

While I really didn’t think we would be faced with this situation again, out of our home and wondering if it would still be there when we return, I can’t even begin to describe the freedom that comes from knowing that in the midst of worrying about many other things, money and finances is one that we simply don’t need to stress over. The gift that this type of freedom provides is priceless because it allows me the opportunity to be there for my children in a way that I might not if I was stressed over money, and creating income to continue living.

I think of our many friends who not only have homes threatened in the area, but businesses and jobs that are suffering because they can not be there, trading time for dollars. I think of the added stress and strain that this type of worry puts on relationships and I am so grateful not to have this added to our list of challenges.

Take out that insurance policy NOW, before you need it. Decide what it is going to take for you to have the income from your business that will give you the freedom of peace of mind.

Determine what action steps you will take daily to make that a reality in your life. Get committed and do it!

Money can’t buy happiness, but lack of it can certainly create unhappiness. You’ll never regret having that insurance policy when you need it.

EXPECT Success!

Jackie Ulmer

Monday, October 15, 2007

MLM Business Journey

MLM Business.

Network Marketing.

It's not what I was looking for when I set out to start a home based business in the early 90's. Although I wasn't entirely sure what "it" was, I knew one thing for sure - it was bad, and I should steer clear.

I equated it with - "lose your friends, lose your money."

But, nothing I else I found fit my "work at home criteria. This criteria included -

Enough income to stay home with my children and not just a hobby income.
Flexible hours - one baby and an airline pilot husband left little "spare" time.
Adult interaction, a way to keep my foot in the "adult world" while home with toddlers.

That was it. It looked simple enough to me, and all roads kept leading me back to an MLM Business and Network Marketing. I knew I needed to educate myself.

The more I researched, I could quickly see that it was the one home business that would fit my criteria.

But, could I do it? Could I fit the network marketing criteria for success? What would it take to be successful?

I would love to tell you that my journey was easy; that the road was smooth, simple and that I rocketed straight to the top. Not exactly.

I faced many obstacles and the biggest one was truly ME!!!

Here's how it went -

Seeking to secure our financial future outside of the airline industry, my husband and I began our Network Marketing journey together, working side by side. My vision of what that partnership would look like was that he would do the “list making”, the prospecting, show the plan, do the follow up and sign them up. I would assist with training, and of course, cash the big, fat paychecks.

And, that worked out pretty well for the first three years. That is until he came home and announced that he was worn out, and done with Network Marketing. He could not work his full time job, have time for his family and also work this business.

“But,” he assured me, “I will support you all of the way if you decide to continue.”

Wow, thanks a lot, I thought. How was I ever going to get to those big fat paychecks?

That is when I first realized what everyone meant when they said this was a business about personal growth and self development. If I really wanted to create the success I desired, I was going to have to go to work on myself.

See, deep down, I wanted everything that MLM / Network Marketing offered, but I didn’t really want to have to be the one to stretch myself and go after it. I was content to walk across stage on my husband’s arm, looking adoringly at him.

That illusion was shattered when my husband said “No more!” I had to make a decision.

Change, grow personally or abandon my dreams.

Well, abandoning my dreams was not an option, so I got busy. I found mentors and empowered myself to lead my own change and my own business.

It wasn’t long before I realized that I really did have the ability to chart my course and my history. I had the ability to shatter glass ceilings and earn more as a woman than I had been able to before.

The best thing about the entire process is that there were many people along the way to cheer me on; to assure me that I could reach my goals; and to support me in moving forward. It was so different than corporate America, where a climb up the corporate ladder usually meant stepping on or over someone else.

So, what specifically does it take to get ahead in this industry and how does it differ from traditional business? The answer lies so profoundly in the personal growth and development.

Many people (myself included) make the mistake of wasting a lot of time and energy looking for that “secret” in the industry; looking for the Holy Grail that is going to make the difference in success or failure.

So, they waste time looking for that perfect “script” to say to people; or that perfect “Sizzle line” to dial prospects into; or something elusive that they have not quite grasped yet that is going to make the difference.

Fact is – the type of Holy Grail they are seeking does not exist. The Holy Grail that does exist is that of working on oneself; understanding what skills and beliefs are required; spending time every day working on mindset and the ability to attract exactly what is desired.

Once I began to work on myself, amazing things started to unfold for me. Prospects began to call me; sign ups were a consistent weekly occurrence; attrition rates dropped; and I began my rise to the top of my company’s pay plan.

How I went to work on myself really came down to a few simple things – focusing on feeling good and expecting success to come my way, ALL OF THE TIME; staying tuned into my “positive meter” and making sure that I did not make calls or speak to people if my attitude and mindset were not at a ten or above.

I did these things by spending time – 20 minutes in the morning and 20 minutes at night focused on what I WANTED to have show up in my life, and focused on what I knew that feeling would be like once it arrived.

And, like magic, I began to take inspired action. I would wake up knowing what I wanted to accomplish for the day, and what steps would be required. I went about taking these steps joyously and in anticipation of what would show up.

It’s really as simple as that.

So, now you have a better idea of what is meant when people say MLM / Network Marketing is a course in self-development. Yes, we have awesome products and a great pay plan. And even beyond that, we are vested in assisting YOU in being the best you can be in all areas of your life.

The skills that I have developed have prompted me to now focus on creating a win-win in every relationship I encounter. It’s no longer about “getting the sign up.” It’s about seeing how I can serve another and what I might bring to the table to enrich each person’s life, through the business first, and through a connected relationship next.

I simply can not imagine my life without Network Marketing in it. I can not imagine not having the interaction with the types of positive, like minded people that this industry has placed I front of, and beside me.

What are you seeking to find in your journey through our industry? Are you looking for financial freedom; time freedom; great skills and great relationships? You are surely in the right place if your answer is yes, because even if you only seek one of these at this point, stick around and you’ll find that you won’t get one without the other.

THAT is truly a win-win!

EXPECT Success!

Jackie Ulmer

Saturday, October 13, 2007

10 MLM Upline Tips

So, you’ve just sponsored your first person! How exciting! You are now an upline because you have a downline. And, you’ve just tapped into the secret of how to make the most money in your MLM business.

Here are 10 tips you can take to the bank on being an effective, awesome upline leader for your team.

1. Be an effective communicator. Communication is the key to every successful partnership. Don’t wait. Pick up the phone immediately and call your new team partner. Welcome he /she aboard and see if there are any questions you might answer. Being an effective communicator doesn’t mean you must know all of the answers. Know how to find answers and know where to refer your team to find answers. Communication is a two way street, so make sure your team know that your line is open for calls as well.

2. Provide Leadership. Great organizations are always built around a few key leaders. Leaders blaze a trail through their words and their actions. They deal with difficult situations and exercise integrity in their actions. Leaders go the extra mile; pick up the phone sometimes instead of email; and provide a sense of team unity and direction.

3. Continue to recruit. The time to slack off on personal business building happens when you are ready to retire, or you have enough personally enrolled team partners keeping you busy and involved with assisting them with their journey in leadership. It took me 13 years in the industry to reach the point of backing off slightly on my own recruiting efforts in order to provide coaching, training and leadership as needed to those on the team. You’ll know if and when the time is right. Until then, avoid falling into “management mode.” No one needs a manager in this business. Provide guidance, tools and then get back to work.

4. Work on Self Improvement Daily. Leaders are readers and one of the greatest gifts you can give as an upline leader is to share great books, tapes and conferences with your organization. Start your own “recommended reading list” and make sure each team member has access to it. Start a “Book of the Month” recommendation. This offers ideas and direction. Make sure it is a book you have read or are reading and share why this book has impacted you and why you are recommending it.

5. Attend all Company Events. When your company invests time and resources to bring the team together for an event, make sure you don’t miss it. This time is priceless for you to get to know the company, your team and the leaders who are shaping the company. Words can never convey how important it is to be there. You must experience it for yourself. When I attended my first company event, 13 years ago, I was told that for every 5 people I had there from my team, another 25 per person would be there the following year. We brought 8 people to that first event from our team. The next year, we had 130 there. Those numbers were pretty accurate. Success gives clues – attending company events is a big clue. Don’t miss one.

6. Inspire your team through your own goal setting and accomplishment. Set your goals and share them with your team. Specifically, share your business goals. You don’t have to share income goals, but give your team some insight into what it is you are working toward. This sets a vision for where you are headed and the team as a whole. While everyone is working toward their own individual goals, by putting yours out there, it provides a sense of direction and demonstrates your commitment. This creates a sense of security among the team. Show them that you see this as the awesome opportunity that it is by your actions.

7. Strive to create leaders among your team. Duplication is the key to ultimate success in MLM. You can create a nice paycheck through your own efforts, and you will create “obscene wealth” by duplicating those efforts with others. The first step in this is to identify and cultivate leadership in those who have similar goals. Get these aspiring leaders involved in leading the team. Conference calls, articles and recognition all go a long way toward creating that leadership vision in those desiring leadership. Sometimes, people can be hesitant, and hold back. Be bold and push them ever so slightly into stepping into their own greatness. This creates security and camaraderie in your business.

8. Develop tools and trainings to duplicate the process and watch your team growth soar. While we are lucky to have more and more training tools and “how to guides” emerging in our business, we still have plenty of room for great ideas and coaching. If you feel something is lacking in the training process, step up and put together what you view to be a valuable resource. Share it with your team and provide it for others to use, add to, improve upon, etc. This goes a long way in encouraging the duplication process.

9. Recognize the efforts of those on your team, both large and small. “It has been studied and noted that people will work harder for recognition than tangible items. We are starved for attention and recognition. Most people don’t get it at work, and many, not at home either. Look for successes and let the person know, and the rest of the team as well. Nothing brightens a face faster than seeing one’s name in print, for a job well done. Recognition is such a win-win. You make another feel great and you feel good in the process. Who can you give some recognition to today?

10. Express your gratitude. Again, another win-win is created with gratitude. Do you take time to let your team know how much you appreciate them? Appreciate their efforts? Appreciate their contributions? Gratitude creates ongoing success. Start today with gratitude about where you are in your life, your business and your journey. You may not be exactly where you want to be, but appreciate what you have today, and watch how that will expand tomorrow. Start a gratitude journal. Every night, list 10 things you are grateful for. There is no right or wrong in gratitude. On those days when nothing seems to go right, it may seem tough to find ten things to be grateful for. It may be the fact that the sun did rise and you are still above ground. That is certainly something to be grateful for. As you practice this exercise regularly, your gratitude muscle will grow. Be grateful for that!

Where are you on your journey to greatness as an upline? It doesn’t matter if you have 0, 10, 100, 1,000 or 10,000 on your team right now. Practice these 10 tips and you’ll hit whatever mark you have set for yourself. Based on past evidence collected, a good way to start getting what you want is to develop the habit of seeing yourself as already there. Let the greatness in you shine!

EXPECT Success!

Jackie Ulmer

Tuesday, October 09, 2007

100 MLM Dials a Day

Wow! I was out on another forum today and one member was posting his theory to success in his MLM business is making 75 to 100 dials a day to prospects.

It really got me thinking about Network Marketing in general and the duplication theory. How duplicable is it to expect that those who you enroll, especially if they are new to the industry, will really find making that many calls a day acceptable?

I know for me, had my sponsor introduced that to me as part of the business plan, I would have never signed up. I would have found something else.

Where does one go about finding 100 people to call in a day? The phone book? Some worn out leads list?

How many hang ups would it take to get your new member to quit?

In my 14 years in this industry, I have to say I have never called 100 people in one day. Today, even as a six figure income earner, I average around 10 calls a day and these are to people who come to me through the internet, fill out the form on my website and ask me to contact them.

This is a much warmer contact, to say the least.

What image does it give about our industry to someone if they are coached to make these 100 dials a day? Is that what it really takes to make it in the business and how many people are truly willing to do this?

I subscribe to the law of attraction theory and am much more focused on creating a relationship based business filled with people who are interested, excited and ready to follow a much more simple plan. I am committed to having fun in my business and 100 dials a day, to anyone, does not sound like fun or something that would keep my interest for very long.

How about you? Are you up for 100 dials a day?

What am I missing?

EXPECT Success!

Jackie Ulmer