I recently read an interesting thread on another BLOG and thought it might be useful to cover the concepts here. It involves the ever elusive theory of "duplication" in MLM. Maybe you can relate. I welcome your comments.
Here's what was written -
"To get duplication, keep the system so simple that even stupid people can do it." (I'm quoting my upline here who used to say, "Keep it simple stupid," or "KISS". He later changed this to "Keep it short and simple," which still stood for KISS... I imagine because some were offended by the word 'stupid.')I think this famous network marketing motto is completely off base.
It puts people's focus on the wrong side of the fence. My upline who used to say "KISS" made $300,000+ a month, but I didn't notice one person on his team who he worked with that wasn't a star player--he attracted them because he knew the principles that make you INFLUENTIAL.
And THAT is why he saw the duplication.
There was a time when I could enroll a lot of people into my organization by working hard all day, every day, at an intensity few would endure for long--The end result was OK, but nothing close to my potential and it wasn't at all rewarding because I knew I wasn't tapping into my potential. I knew I couldn't help others tap into their potential if I wasn't.
Mike Klingler
My thoughts and response -
I took my business online over 9 years ago; a network marketing business. I was told then, and am still told today, that what I do is not duplicable; too complicated; that no one can "do what I do." Ouch.
Hmmm, and yet many of the strongest leaders in my organization are forging their own path through internet marketing. And, interesting to note that I am the highest paid in my company with the largest downline. (I certainly don't take credit as getting this done all by myself.)
I'm glad I didn't and don't buy into that misguided theory. After all, I'm a stay home mom who didn't have a lot of time, or a ton of money, but did have a BIG desire. I've never taken a computer class in my life and everything I have learned is self taught, so why can't another do that?
It's vain for anyone to think that "others can't do what I do" or to doubt that another could follow such a complicated system. Take the very shy person and tell them to join BNI or the Chamber of Commerce to generate leads and that person will be out of the business in short order.
Show me any leader or top income earner in any company and I will show you how they somehow forged their own path and differentiated themselves in some way. Nothing wrong with that; all success stories in any profession do this. And, there are always those who will follow and forge their own path as well.
Why do we tell people evaluating network marketing to "think outside of the box" and then when we sponsor them, we want to put them back into a box – "our box"; the box called – simple duplication; the cookie cutter approach?
How many people really succeed at working their warm list? Is this method duplicable? Sure. But if it were really such a "simple" process then we would have less people quitting the profession of network marketing and more people quitting their jobs.
Success in a business, ANY business, requires developing a successful skill set. PERIOD. Good communication; speaking and marketing skills; and leadership are all part of the equation. These are the things that must be duplicated to be successful in MLM, and the way to develop these skills will vary based on the individual and their PASSION.
People often ask me what the BEST way is to generate leads online. For me, the BEST way is the way you feel drawn toward and passionate about. What is BEST for me will not necessarily be BEST for you. That's okay, it’s not a right or wrong, it’s just a FACT.
Once a person moves into developing their own skills, the process does become (dare I say it?) EASY. It really does. It is EASY for me to sponsor 10-20 people a month now. It was NOT easy to do this before I developed my own skill set.
I worked harder BEFORE I developed these skills and made a LOT less money and had a LOT less fun.
10 years ago, I decided that the theory of "Duplication" being taught by so many is a complete myth. I am not interested in a cookie cutter business or being forced into someone else's "box."
It takes time, money and, more than ANYTHING else, a commitment to "going back to school." Going back to school involves learning, researching, and getting rid of the desire to say "This is too hard." It is "hard" to make a lot of money, in anything. And, "hard" is relative.
Understanding the reality of the 2 – 5 year plan is imperative in Network Marketing, and , in most cases, even with internet marketing, because one still has to develop that skill set.
How fun, though, to earn while you learn and develop those skills following a passion and helping others. So, to echo a sentiment, before you ask –
When will I earn $5k a month? $10k a month, and so on; ask this – what value am I offering another? What skill can (WILL!) I work to develop today that will make me better, even if it doesn't yield an "immediate" gratification result?
Like the analogy of going to the gym, the first week that you set out on a workout routine, you don't look in the mirror and see dramatic results. We don't see what is happening behind the scenes. But, it's happening none-the-less.
Same with developing our business skill sets in Network Marketing. I cringe when someone quits after a month or two in the business and says "I'm going to try something else." I want to tell them to save their money.
Here is the reality, until the SKILLS needed are developed, the results will be the same. Guaranteed.
So here is the very simple business plan for success – decide what you are truly willing to commit your time, money and energy toward learning and mastering.
Once you have that determined, write it down and then seek out a mentor who is doing what you want and will coach you (not just teach, there is a difference) in developing your skill set. Pull out all of the stops to get it done and resist the temptation to quit when it seems just a little tough.
I look forward to YOUR insight and comments.
EXPECT Success!
Jackie Ulmer
Showing posts with label how to work mlm leads. Show all posts
Showing posts with label how to work mlm leads. Show all posts
Sunday, May 24, 2009
Monday, February 16, 2009
Turning Prospects Into MLM Power Partners
Listen, communicate and educate.
These three items will assist you in the end goal – sponsoring others.
Step 1 – ask questions and LISTEN to the answers. Truly listen. This is not always easy. We are often trained to answer questions with questions and to control the conversation.
Do you like to be controlled? Does your prospect?
When you truly listen, you won’t fire back with a pre-planned “script” of how to answer. You’ll be real and authentic. People pick up on “canned and scripted.” They also know real and authentic. They know when they have been heard.
Communicate by allowing a free flow of ideas in both directions. Ask questions, listen, clarify, and fill a need or be the answer to a question. Our ability to sponsor people into the business is based on our ability to communicate how our company, products, compensation plan and support will provide what is being sought.
Communicate the power of your opportunity through your passion, the stories you share and the commitment to partnership that you are offering.
It is not facts, figures and statistics that bring people into a business. It’s not a Fortune 500 status; a NYSE listing; a patent on a product; or a proprietary formula that sponsor people. It’s you, the value you offer and the commitment you make, along with your ability to listen, communicate and educate.
Model these effective methods and you’ll not only sponsor more people, you’ll sponsor POWER partners.
EXPECT Success!
Jackie Ulmer
These three items will assist you in the end goal – sponsoring others.
Step 1 – ask questions and LISTEN to the answers. Truly listen. This is not always easy. We are often trained to answer questions with questions and to control the conversation.
Do you like to be controlled? Does your prospect?
When you truly listen, you won’t fire back with a pre-planned “script” of how to answer. You’ll be real and authentic. People pick up on “canned and scripted.” They also know real and authentic. They know when they have been heard.
Communicate by allowing a free flow of ideas in both directions. Ask questions, listen, clarify, and fill a need or be the answer to a question. Our ability to sponsor people into the business is based on our ability to communicate how our company, products, compensation plan and support will provide what is being sought.
Communicate the power of your opportunity through your passion, the stories you share and the commitment to partnership that you are offering.
It is not facts, figures and statistics that bring people into a business. It’s not a Fortune 500 status; a NYSE listing; a patent on a product; or a proprietary formula that sponsor people. It’s you, the value you offer and the commitment you make, along with your ability to listen, communicate and educate.
Model these effective methods and you’ll not only sponsor more people, you’ll sponsor POWER partners.
EXPECT Success!
Jackie Ulmer
Thursday, May 15, 2008
Results or Excuses in Your MLM Business
The Two Things That Speak Loud and Clear
There are two things that speak loud and clear – results and excuses.
Which do you produce more of on a daily basis?
When your business isn't moving forward the way you want it to, who do you blame?
When chaos consumes your life, who do you blame?
At the end of the day, when you are in a funk, who do you blame?
In my early days in my business, I lived with a lot of excuses –
Things will be better when the company does THIS.
Things will be better when my downline does THAT.
More people will be interested when THIS happens.
What a train wreck that kind of thinking was!
I have watched people spend thousands of dollars and thousands of hours building systems and the "perfect" mousetrap, and yet no more mice were caught.
Success in this business is NOT about systems; NOT about the next new product; NOT about the perfect script; NOT about what others can and should do for you.
Yes, systems can help; and new products are nice; and new scripts may feel more comfortable. But they are not what determine your success.
Success in this business, day in and day out, lies with YOU. Every day, success is a choice. Every step you take and every step you delay determines your success.
What steps will you take and what steps will you delay today? The answers will determine your success and the speed of it.
EXPECT Success!
Jackie Ulmer
There are two things that speak loud and clear – results and excuses.
Which do you produce more of on a daily basis?
When your business isn't moving forward the way you want it to, who do you blame?
When chaos consumes your life, who do you blame?
At the end of the day, when you are in a funk, who do you blame?
In my early days in my business, I lived with a lot of excuses –
Things will be better when the company does THIS.
Things will be better when my downline does THAT.
More people will be interested when THIS happens.
What a train wreck that kind of thinking was!
I have watched people spend thousands of dollars and thousands of hours building systems and the "perfect" mousetrap, and yet no more mice were caught.
Success in this business is NOT about systems; NOT about the next new product; NOT about the perfect script; NOT about what others can and should do for you.
Yes, systems can help; and new products are nice; and new scripts may feel more comfortable. But they are not what determine your success.
Success in this business, day in and day out, lies with YOU. Every day, success is a choice. Every step you take and every step you delay determines your success.
What steps will you take and what steps will you delay today? The answers will determine your success and the speed of it.
EXPECT Success!
Jackie Ulmer
Friday, May 09, 2008
Do Your Prospects Know What to Expect From You?
When you are working with potential team partners for your business, do they know what to expect of you and from you if they decide to "sign on the dotted line?"
What type of training and support can they expect?
What will the next step be?
When will they hear from you?
You can increase your sign ups dramatically if you layout for them exactly what to expect and what will happen next.
This can be done in a few different ways -
1. In the phone conversation, ask the question - "Jim, do you want to know what to expect and what the next step will be when you do get signed up?"
(Jim ALWAYS answers yes!)
Here is my answer -
"You'll receive and email from our corporate office with away with your company ID and details for accessing the back office of your site. You'll also receive a welcome email along with your First Steps to Success outline and the Roadmap to Success. Those documents will get you into our team training site and discussion group. And, you'll know exactly what to do first to get your business started.
I would then like to schedule a phone call within 48 hours to go through this information, answer any questions and assist you in developing a business plan that will fit for you.
From there, we'll be working closely together to get your business going. How does that sound? Any questions?"
Now, you've gone a long way in furthering the relationship and the future is right out before your prospect.
My next step is then to give them my website where they can see a little of my training process and email them the signup link, unless they ask for it right then.
Give this a try and see what happens.
To see how I outline my training process, click My Training Information.
EXPECT Success!
Jackie Ulmer
What type of training and support can they expect?
What will the next step be?
When will they hear from you?
You can increase your sign ups dramatically if you layout for them exactly what to expect and what will happen next.
This can be done in a few different ways -
1. In the phone conversation, ask the question - "Jim, do you want to know what to expect and what the next step will be when you do get signed up?"
(Jim ALWAYS answers yes!)
Here is my answer -
"You'll receive and email from our corporate office with away with your company ID and details for accessing the back office of your site. You'll also receive a welcome email along with your First Steps to Success outline and the Roadmap to Success. Those documents will get you into our team training site and discussion group. And, you'll know exactly what to do first to get your business started.
I would then like to schedule a phone call within 48 hours to go through this information, answer any questions and assist you in developing a business plan that will fit for you.
From there, we'll be working closely together to get your business going. How does that sound? Any questions?"
Now, you've gone a long way in furthering the relationship and the future is right out before your prospect.
My next step is then to give them my website where they can see a little of my training process and email them the signup link, unless they ask for it right then.
Give this a try and see what happens.
To see how I outline my training process, click My Training Information.
EXPECT Success!
Jackie Ulmer
Wednesday, March 12, 2008
How Strong is Your WHY? How Motivated Are You?
Take a deep breath and take a deep look within. Ask yourself a simple question - What motivates you and pushes you to move forward? Then ask, is your motivation strong enough to see the job through?
Tonight, after finishing a high energy conference call, my son invited me to dinner at our favorite restaurant. (He knew I would pay!) It was just the two of us and I jumped on the chance to have some one on one time with the 15 year old!
One of his cross country team mates was our server. It was a very quiet evening, so we spent some time chatting with this kid. I started thinking about the work schedule associated with waiting tables in the evening and I know that high school classes start at 7:20am, and it was after 8pm when we were there so I wondered how he gets enough sleep.
I asked him what time he gets off work and he ran through his schedule with me.
He gets up at 6:30 and starts class at 7:20. Because he is a Senior, he gets out at 1:20 and goes for a run with the track team, for two HOURS! He goes home, showers and goes into the restaurant, arriving by 4pm. He gets home by 10pm, DOES HIS HOMEWORK, goes to bed and does it again the next day.
He does this schedule 5 days a week and works one extra day on the weekend. And, don't forget about those track meets - he is a long distance runner. Seems that endurance skill is paying off for him in other areas of his life.
"Wow" I said "You are very inspiring, why so much work?"
Did I mention that he is a straight A student with a full load of honors classes, carrying about a 4.3 GPA? He beamed when he told me he was just accepted into Notre Dame AND Perdue, and he will be paying his own way through college. He shared with me that Notre Dame is $50,000 a year, and his heart is set on being there this fall.
He knows the value in stamping "Notre Dame Graduate" on his resume after college and he is highly motivated (his words) to work hard, earn money and be there as a 2008 fall freshman. (Yes, sharing network marketing with him crossed my mind, and I know where to find him!)
I don't know his whole story; don't know his parents; whether they are in the picture or what. Seems these days, sadly, there are a lot of kids raising themselves. 18 years old and he already understands that motivation comes from within. He has his eye on a prize, he knows what he wants and he is willing to work hard to make it happen. His parents certainly did one thing right! He could surely get into a fine school here in California, pay MUCH less and still get a good education. But, he knows what he wants and he is pursuing it with passion.
All of this while delivering top notch service to the 3 other tables he was serving. He shared his story in the most upbeat, matter of fact way you can imagine. I left him a nice tip and note that it was a contribution to his college fund and I sure wanted to read about him in our local paper.
What an amazing kid, and an amazing story. I am inspired and have not stopped thinking about him and his quest for success. I believe he will get there. I'm motivated to help him.
So, again, I ask the question - What motivates you and pushes you to move forward? What is your reason for getting up and taking action in your business? What prize do you have your eye on? What will it mean to you when you achieve it? What will it mean if you don't?
I hope you are as inspired by G's story as I am. The wisdom of an 18 year old. I'm sure glad my son was there to hear it.
EXPECT Success!
Jackie Ulmer
Tonight, after finishing a high energy conference call, my son invited me to dinner at our favorite restaurant. (He knew I would pay!) It was just the two of us and I jumped on the chance to have some one on one time with the 15 year old!
One of his cross country team mates was our server. It was a very quiet evening, so we spent some time chatting with this kid. I started thinking about the work schedule associated with waiting tables in the evening and I know that high school classes start at 7:20am, and it was after 8pm when we were there so I wondered how he gets enough sleep.
I asked him what time he gets off work and he ran through his schedule with me.
He gets up at 6:30 and starts class at 7:20. Because he is a Senior, he gets out at 1:20 and goes for a run with the track team, for two HOURS! He goes home, showers and goes into the restaurant, arriving by 4pm. He gets home by 10pm, DOES HIS HOMEWORK, goes to bed and does it again the next day.
He does this schedule 5 days a week and works one extra day on the weekend. And, don't forget about those track meets - he is a long distance runner. Seems that endurance skill is paying off for him in other areas of his life.
"Wow" I said "You are very inspiring, why so much work?"
Did I mention that he is a straight A student with a full load of honors classes, carrying about a 4.3 GPA? He beamed when he told me he was just accepted into Notre Dame AND Perdue, and he will be paying his own way through college. He shared with me that Notre Dame is $50,000 a year, and his heart is set on being there this fall.
He knows the value in stamping "Notre Dame Graduate" on his resume after college and he is highly motivated (his words) to work hard, earn money and be there as a 2008 fall freshman. (Yes, sharing network marketing with him crossed my mind, and I know where to find him!)
I don't know his whole story; don't know his parents; whether they are in the picture or what. Seems these days, sadly, there are a lot of kids raising themselves. 18 years old and he already understands that motivation comes from within. He has his eye on a prize, he knows what he wants and he is willing to work hard to make it happen. His parents certainly did one thing right! He could surely get into a fine school here in California, pay MUCH less and still get a good education. But, he knows what he wants and he is pursuing it with passion.
All of this while delivering top notch service to the 3 other tables he was serving. He shared his story in the most upbeat, matter of fact way you can imagine. I left him a nice tip and note that it was a contribution to his college fund and I sure wanted to read about him in our local paper.
What an amazing kid, and an amazing story. I am inspired and have not stopped thinking about him and his quest for success. I believe he will get there. I'm motivated to help him.
So, again, I ask the question - What motivates you and pushes you to move forward? What is your reason for getting up and taking action in your business? What prize do you have your eye on? What will it mean to you when you achieve it? What will it mean if you don't?
I hope you are as inspired by G's story as I am. The wisdom of an 18 year old. I'm sure glad my son was there to hear it.
EXPECT Success!
Jackie Ulmer
Wednesday, February 27, 2008
Working With MLM Leads and Increasing Your Odds
Working with leads for your MLM business is a great way to get solid training on your business and how to work it effectively; as well as sponsoring people into your business. It can also be a very discouraging activity. Here are a few key things to keep in mind as you work through the process. This will help you avoid those feeling of despair and help you understand your prospects better.
First, think about your own journey into your business. Here are some questions to ask and answer about yourself. This may help you understand and accept the journey that others might be going through in their own decision making process. When you are working in an environment where the people who you are calling don't know you, ask questions to put yourself in his/her shoes.
How long after your initial inquiry did you sign up?
How many phone calls did it take?
Did you need/want to be chased?
What information was important for you to know before signing up?
What is your reason for doing this business?
If you waited awhile before joining, what was it that finally prompted you to join?
Any time you are working with people, human factors are going to come into play as each person sorts through business information; his/her own objections and concerns about a business; finances and timing. These are all important points to ponder when you think about your own process of working with leads. People are basically the same, no matter where we live. Some may join right away and many will not.
Here is the journey I went through while trying to decide about a Network Marketing business. See if you see some of your own story in mine. And, even if you don't, perhaps having this information may help you see each situation through the eyes of your prospect.
I first looked at Network Marketing when I was 19. It was the case of someone springing it on a group of us at a party. I didn't understand it at all, and was not interested, but those circles and the lifestyles of the rich and famous did intrigue me.
Fast forward ten years later. We are about to start a family and I know I will be leaving my job to be home. Again, I am approached about a MLM business, but I am still not interested. The timing is not right and I am skeptical about Network Marketing.
Another year goes by, I am home with a baby and finances are very tight. Now, I am actively searching for a business from home. I am still skeptical about MLM, but much of my research is pointing me in that direction. The friend who approached me last year stops by over the holidays. He doesn't say a word about his business, but his whole demeanor is different. He's driving a fancy sports car, and I am now extremely interested and asking him questions.
It is still another three weeks before I sign up and even longer before I actually get going. I am nervous, unsure and feel I must know everything possible there is to know before I speak to someone. I want it to just "happen" without me actually having to take any action steps. Sound familiar? It was a full three years before I really started to take action in my business.
How many times have you spoken with someone who seems very interested and then they just vaporize? How many times have you heard "I'll sign up tomorrow" and then nothing happens? How many times have you wondered if it was something about you that caused this?
Sometimes, real life does get in the way. And, it's important to always remember that another person's decision has nothing in the world to do with you. It is purely about each person individually, and his/her situation in life right then.
I repeated this same exact process with my current company, although the reasons were different. This time it was 9/11 and a move to another state prompted by those events that delayed things. Chances are, had I signed up when I first considered it, I might have quit. Timing truly does have to be right to effectively work a business.
Think about your own experiences. Perhaps you have never been "chased" by an overzealous Networker who calls you day and night practically begging you to sign up. For me, nothing makes me less interested. It causes me to think the person is desperate.
This is where the art of asking good, probing questions when you are speaking with a prospect can make all of the difference for both of you. Spend a little time in the relationship process with those to whom you speak to about the business. They will remember you for this and you will stand apart from others to whom they might also be speaking to about business.
Find out their reason why and find a way to meet that need. Show them what is in it for them. Provide a benefit statement of what he/she can expect of you as their sponsor. Assure them that they won't be signed up and abandoned. Allow each person time and space to ask questions and make decisions
Understand the two to five year plan of consistent action that is typically required for Network Marketing business success. Continue to invest in your own growth and education as you work with leads and become a more effective communicator. Follow up consistently but not desperately.
Ask yourself these questions daily –
Am I in this for the long haul? Am I willing to wait a year and a half, maybe more, to grow a dynamic team? Am I willing to continue to invest in my own learning, education and growing pains so I can reach the pot of gold? Will I be here when my previous leads are ready to get started?
Timing is everything. And, it is ALWAYS about the prospects timing and not the potential sponsor. NEVER let a "No" steal your dream. Often, you hear no when what is really being said is "not now, but later." Be HERE when later comes.
EXPECT Success!
Jackie Ulmer
First, think about your own journey into your business. Here are some questions to ask and answer about yourself. This may help you understand and accept the journey that others might be going through in their own decision making process. When you are working in an environment where the people who you are calling don't know you, ask questions to put yourself in his/her shoes.
How long after your initial inquiry did you sign up?
How many phone calls did it take?
Did you need/want to be chased?
What information was important for you to know before signing up?
What is your reason for doing this business?
If you waited awhile before joining, what was it that finally prompted you to join?
Any time you are working with people, human factors are going to come into play as each person sorts through business information; his/her own objections and concerns about a business; finances and timing. These are all important points to ponder when you think about your own process of working with leads. People are basically the same, no matter where we live. Some may join right away and many will not.
Here is the journey I went through while trying to decide about a Network Marketing business. See if you see some of your own story in mine. And, even if you don't, perhaps having this information may help you see each situation through the eyes of your prospect.
I first looked at Network Marketing when I was 19. It was the case of someone springing it on a group of us at a party. I didn't understand it at all, and was not interested, but those circles and the lifestyles of the rich and famous did intrigue me.
Fast forward ten years later. We are about to start a family and I know I will be leaving my job to be home. Again, I am approached about a MLM business, but I am still not interested. The timing is not right and I am skeptical about Network Marketing.
Another year goes by, I am home with a baby and finances are very tight. Now, I am actively searching for a business from home. I am still skeptical about MLM, but much of my research is pointing me in that direction. The friend who approached me last year stops by over the holidays. He doesn't say a word about his business, but his whole demeanor is different. He's driving a fancy sports car, and I am now extremely interested and asking him questions.
It is still another three weeks before I sign up and even longer before I actually get going. I am nervous, unsure and feel I must know everything possible there is to know before I speak to someone. I want it to just "happen" without me actually having to take any action steps. Sound familiar? It was a full three years before I really started to take action in my business.
How many times have you spoken with someone who seems very interested and then they just vaporize? How many times have you heard "I'll sign up tomorrow" and then nothing happens? How many times have you wondered if it was something about you that caused this?
Sometimes, real life does get in the way. And, it's important to always remember that another person's decision has nothing in the world to do with you. It is purely about each person individually, and his/her situation in life right then.
I repeated this same exact process with my current company, although the reasons were different. This time it was 9/11 and a move to another state prompted by those events that delayed things. Chances are, had I signed up when I first considered it, I might have quit. Timing truly does have to be right to effectively work a business.
Think about your own experiences. Perhaps you have never been "chased" by an overzealous Networker who calls you day and night practically begging you to sign up. For me, nothing makes me less interested. It causes me to think the person is desperate.
This is where the art of asking good, probing questions when you are speaking with a prospect can make all of the difference for both of you. Spend a little time in the relationship process with those to whom you speak to about the business. They will remember you for this and you will stand apart from others to whom they might also be speaking to about business.
Find out their reason why and find a way to meet that need. Show them what is in it for them. Provide a benefit statement of what he/she can expect of you as their sponsor. Assure them that they won't be signed up and abandoned. Allow each person time and space to ask questions and make decisions
Understand the two to five year plan of consistent action that is typically required for Network Marketing business success. Continue to invest in your own growth and education as you work with leads and become a more effective communicator. Follow up consistently but not desperately.
Ask yourself these questions daily –
Am I in this for the long haul? Am I willing to wait a year and a half, maybe more, to grow a dynamic team? Am I willing to continue to invest in my own learning, education and growing pains so I can reach the pot of gold? Will I be here when my previous leads are ready to get started?
Timing is everything. And, it is ALWAYS about the prospects timing and not the potential sponsor. NEVER let a "No" steal your dream. Often, you hear no when what is really being said is "not now, but later." Be HERE when later comes.
EXPECT Success!
Jackie Ulmer
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