Q. Why don’t prospects see what we see?
A. Because of what we say and what we do.

For example, when we say “financial freedom,” -
our prospects think an insurance salesman is
approaching.

When we say “time freedom” – our prospects know
we’re telling a lie because nobody has any free
time anymore.

When we say “residual income” – our prospects know
that residual means “leftover stuff that nobody
wants.”

Our prospects will see the same vision that we see
– if we communicate that vision clearly. So let’s
not tell our prospects:

“If you work hard, you can retire in five years.”

Let’s describe it this way instead:

“My friend is going to college for five years to
become a professional. At the end of those five
years, he graduates. Then he will start his
career.

Another friend is building his network marketing
business for five years. At the end of those five
years, instead of starting a career, he will
retire.”

Notice how the second example helps our prospects
to see what we see?

Remember, it’s what we say and what we do that
makes the difference.

You’ve seen it all before. The meeting ends and
all the prospects run to the door like rats
escaping imminent death (or escaping from high-
pressure sponsors).

It’s hard to sign up a prospect while he is
running for his automobile. Do you say this?

“Press hard. This is a three-part form.”

Sounds silly as you’re running.

How would you like to keep your prospects around
for at least 10 or 15 minutes to visit about your
opportunity?

It’s easy.

A couple of years ago I attended an opportunity meeting
in China. Couldn’t understand a word they were saying.
And the compensation plan explanation on the white board?
Well, I didn’t have a clue.

However, I did learn something of value. Every
guest registered at the front door and their
registration coupon was put into a large box.

At the beginning of the opportunity meeting, the
speaker announced that there would be a free
drawing at the conclusion of the meeting. This
kept the guests from leaving early because they
thought they might win one of the three large,
brightly wrapped gift boxes in the front of the
room. The boxes had massive, bright- colored
ribbons and bows and looked quite valuable.

At the end of the opportunity meeting, the speaker
announced that everyone should stay because the
big drawing would occur in just 10 minutes. This
would give everyone a chance to use the bathroom
or get a drink first. Of course the drawing
happened on what I call “MLM time.”

The drawing occurred about 15 minutes after the
meeting.  However, every distributor had a chance
to visit with their prospects and everyone was
happy.

The only thing missing? I would have had at least
one present with one of those springy snakes that
jump out and surprise the audience. I like a
little excitement in every meeting.

Your next tip will arrive in two or three days!

Hi Fabio -

Welcome to Tip #11 of the “77 More Hot Prospecting Ideas”
series.

Tip #11: How to get your prospects to stay after
the opportunity meeting – glued to their seats.

You’ve seen it all before. The meeting ends and
all the prospects run to the door like rats
escaping imminent death (or escaping from high-
pressure sponsors).

It’s hard to sign up a prospect while he is
running for his automobile. Do you say this?

“Press hard. This is a three-part form.”

Sounds silly as you’re running.

How would you like to keep your prospects around
for at least 10 or 15 minutes to visit about your
opportunity?

It’s easy.

A couple of years ago I attended an opportunity meeting
in China. Couldn’t understand a word they were saying.
And the compensation plan explanation on the white board?
Well, I didn’t have a clue.

However, I did learn something of value. Every
guest registered at the front door and their
registration coupon was put into a large box.

At the beginning of the opportunity meeting, the
speaker announced that there would be a free
drawing at the conclusion of the meeting. This
kept the guests from leaving early because they
thought they might win one of the three large,
brightly wrapped gift boxes in the front of the
room. The boxes had massive, bright- colored
ribbons and bows and looked quite valuable.

At the end of the opportunity meeting, the speaker
announced that everyone should stay because the
big drawing would occur in just 10 minutes. This
would give everyone a chance to use the bathroom
or get a drink first. Of course the drawing
happened on what I call “MLM time.”

The drawing occurred about 15 minutes after the
meeting.  However, every distributor had a chance
to visit with their prospects and everyone was
happy.

The only thing missing? I would have had at least
one present with one of those springy snakes that
jump out and surprise the audience. I like a
little excitement in every meeting.

Do you remember the three questions we covered in Lesson #1?

We’re about to use the same questions to identify the “perfect prospect” for your network marketing opportunity.

We’re not talking about just any sort of prospect–we’ll get 100% clear on what the RIGHT type of prospect looks like and needs… because then you can attract people who join for only the right reasons (a key to success because they are likely to duplicate your efforts).

Let’s recap the 3 questions:

• “WHO is your target market?”
• “What kinds of things are they looking for, thinking about, and concerned about?”
• “What are their needs and some problems you can solve?”

Once we know the answers we can use this information to attract the perfect prospect to YOU over the Internet, following a step-by-step sequence. These prospects will be pre-sold before the first conversation even begins.

Let’s dig in…

Question #1:

“WHO is your best target market when you’re selling a network marketing opportunity?”

Just like in Lesson #1 with our weight loss product example, there are many possible target markets you could consider.

But Here’s the Best Possible Target Market to Write Down…

People who already know why they need a network marketing opportunity.

This seems rather obvious, doesn’t it?

And it is.

You’ll find that the best answers are usually simple—but they only become obvious after you ‘recognize’ them. That’s the benefit of having “The 7 Lessons” take you by the hand through this process.

Now let’s think about this target market further.

First, which of the two options below would you rather choose?

1. Attract people who don’t know why they would need a network marketing opportunity?

Or…

2. Attract people who already know why they need a network marketing opportunity?

Of course, there’s a lot less work involved if you attract people who already realize why they need a network marketing opportunity.

Because then your only job is to sell them on YOU, which we’ll teach you how to do in the upcoming lessons while you’re attracting them.

But what kind of person would recognize they need a network marketing opportunity?

There are two possible groups—we’ll start with the largest.

Again, notice the answer is simple:

People who have purchased a network marketing opportunity before.

Do you recall the first target market we wrote down in Lesson #1 with the ‘weight loss product’ example?

People who have purchased a weight loss product are a good target market because they are likely to buy a similar product again.

And it’s the same in network marketing.

Why?

Because they already see the need… so 90% of the work is done.

Think of it this way…

Would you be more successful selling steak to vegetarians or to meat eaters who purchased meat before?

Of course it’s easier to sell a steak to people who have purchased steak before.

Or, what if you were selling light bulbs?

Would you do better selling light bulbs to people who have purchased light bulbs before?

Of course you would… because they already see their need for one.

You wouldn’t be too successful selling light bulbs in a 3rd world nation to a village where people don’t even have electricity.

They wouldn’t have purchased light bulbs before because they don’t see their need for one.

So why do we see network marketers often cold calling leads or talking to family and strangers who don’t see the need for a network marketing opportunity?

Because they haven’t been schooled on these basic principles of marketing.

Sure, you can learn to ask the right questions and try to help people discover why they need a network marketing opportunity, but that requires tremendous skills in communication and persuasion. It creates a tremendous and unnecessary work load.

It’s far more effective to learn basic marketing principles that will bring the perfect prospect to you.

OK, let’s look at another example of a target market we could choose to focus on:

Prospects Who Are Already Researching Your Opportunity…

This is a fantastic niche target market to write down and consider because they are familiar with some of the benefits of your company and are in research mode.

They’re seeking out the best Upline team to join.

They already know why they need a network marketing opportunity or they wouldn’t be researching yours.

Later we’ll give specific details on how you can set things up to literally attract this group, already pre-sold on you or your team as the best Upline to help them accomplish their goals.

Let’s look at one more example for today’s lesson as a possible target market to attract:

Business Opportunity Seekers…

There is another large market of people out there wanting to make money from home but they don’t recognize they want to do it through network marketing (yet).

That’s another group you could consider attracting although it’s not as ideal as the first two groups mentioned above because they don’t yet know they need a network marketing business.

So, why do we list it here?

Because this target market does realize they need a way to make money (most of them want to do it through a home-based business)… and this is closely related to the same needs a network marketing opportunity addresses.

By the way, let’s remember we’re not talking about cold calling business opportunity seekers here—like many people were taught to do in the old model—we’re talking about attracting them to you instead (already pre-sold on you and what you offer).

So we’ve covered three great target markets you can consider identifying and attracting.

Here are the three target markets we’ve covered:

1. People who have purchased a network marketing opportunity before
2. People researching your company & seeking the best Upline to join
3. Business opportunity seekers

So now we’ve answered the first question: Who is your target market?

But we don’t stop here, remember?

There are two more questions you need to answer before we can move you onto the next step in this formula (attracting them using the Internet).

Before we jump into the next question let’s remember we don’t have to attract each target market we write down on paper.

You can be extremely successful focusing on just one or two.

By the way, I hope you’re writing some things down as we run through all this.

Nothing happens in reality until you get stuff out of your brain and into the real world. Writing things down is the first step to make a thought (or goal) a physical reality.

So write down the target markets we’ve discussed above… and follow along as we answer Questions 2 and 3 in the next Lesson.

Our next step is to get really clear on the target markets we’ve written down today so we can show you how to use this information to attract them on the Internet.

In the upcoming lessons you’ll learn how to use all of this to drop ‘attractive bait’ all throughout the Internet—in the form of REAL VALUE that your perfect prospect will be attracted to.

This same value is also what will pre-sell them on YOU, which we established in Lesson #2 is the key to all of this.

But first, we have to know more about the concerns and needs of your prospects, as well as solutions (or value) you can offer… so let’s continue.

Do you remember what we’re about to do here?

We’re preparing to go through the same questions we covered in Lesson 1 about “Knowing Your Target Market First,” but this time we’re going to apply it to your network marketing opportunity (instead of the weight loss product example).

We need to know everything about your “best prospect” before we can know how to attract them using the Internet.

But before we start getting to know your target market, we have to first understand what you’re actually selling.

Do you know what you’re selling in a network marketing opportunity?

A lot of people have heard this before—but few understand how to apply it.

The answer is YOU.

When you’re selling a network marketing opportunity people have to buy into YOU first.

Why?

Because prospects know that building a business is a process. They know when they enroll there will be plenty of things they’ll have to learn.

They know that a brochure, hotel meeting, conference call or web site can’t possibly tell them everything they need to know to succeed.

Because of this there is a lot of trust wrapped up into making the purchase. If they buy, they are trusting that you will guide them into a successful direction.

If you don’t sell YOU first you’ll either blow the deal (rarely enrolling anyone) or keep signing up the wrong people for the wrong reasons… who never do anything with it–which is a complete waste of your time.

“But how do you sell YOU first?”

I’m glad you asked because this has been a big problem for network marketers. Most don’t know how. Even worse, very few leaders teach it.

Until recently, all that could be done was to help you work on your belief system (like your ‘why’ statement) or your leadership, and communication or listening skills… or create a dream board… and then just keep going ‘out there’ to talk to more people.

While the leadership training in the network marketing industry has been a good thing, it hasn’t been tangible… it was hard to ’see’ what you were supposed to do or if you were making any progress.

We’re going to teach you how to use the Internet to develop your confidence and leadership WHILE you’re following a step-by-step tangible process that gets people coming to you—and that makes it all a lot easier.

In the past, someone may have given (or sold you) a script book, but no matter how well you memorize a script nothing’s going to change unless you find a way to represent yourself as an asset to your prospects.

We’re going to teach you how to build trust and pre-sell your prospects on YOU as a successful guide and leader AT THE SAME TIME you’re attracting them.

The prospect will see you as a valuable asset to their success. By the time your prospect hears from you (or calls you first), they’ll already know your name and will have received value from you.

The bulk of the trust-building process will have already started before you had to invest any one-on-one time at all. Now, that’s leverage.

How Could That Be?

It’s much like how candidates for a Presidential election build an audience of people who feel like they know and trust them without ever actually talking to them.

It’s much how you have a favorite actor, author, corporate leader, singer, writer, or someone you’ve never met but who you have gotten to know and trust through ‘leveraging’ interaction (like media).

We’ll teach you step-by-step how to set things up so your prospects get to know you in a similar way on the Internet.

They grow to trust your opinion and suggestions before the ‘prospecting conversation’ even begins.

Let’s Prove that YOU are the Product…

We’ve said that the product is YOU (not your literal product, service, compensation plan, or any of the things on the company brochure)…

Let’s prove it so you’re absolutely convinced!

Because if you don’t ‘get this’ part of the formula you can’t move on and attract people successfully to your network marketing opportunity—so I want to make sure this makes 100% sense to you.

While the things listed on your company brochure and web site play a small role in your prospect’s decision, here’s absolute proof that when you offer a network marketing opportunity YOU are the main factor for the prospect.

Here’s a quick illustration to prove the point:

Ask yourself…

Can you just hand out information at the mall or at the street corner and sponsor 10+ people per day?

If people were sold by the information on the brochure or at the web site then this would actually work.

But it doesn’t work like that does it?

Information by itself, no matter how great it is, won’t sell opportunities unless those brochures and web sites start by selling YOU!

Prospects want to know if YOU can lead them to success. Period.

If you’ve had a challenge sponsoring people on a regular basis we are now getting to the major reason why.

But I have some good news for you.

There is a definite formula that you can follow to become an ‘attractive’ upline that people will want to join. It’s not that complicated once you get it. Keep moving forward here and you will.

Now that we’ve established that YOU are the product, let’s finally get into answering the real questions so we can intimately get to know your target market and attract them.

In Lesson #3 we’ll break out the same big questions that we introduced to you in Lesson #1, but this time we’ll apply them to network marketing.

Our goal next is to get you absolutely clear on whom your perfect prospects are so you can literally attract them into your network marketing opportunity with confidence and ease.

Don’t skip a beat—every step in this formula is important to crystallize into your brain.

It’s not hard—but it requires your full attention. And it’s worth it if succeeding in your business is a priority.

We’ve introduced the importance of knowing your target market.

Now we’re going to dig deep and prepare you to use this information to get your ‘target market’ coming to you in droves.

Let’s recap the questions we must answer:

1. “WHO is your target market?”
2. “What kinds of things are they looking for, thinking about, and concerned about?”
3. “What are their needs and some problems you can solve?”

Throughout most of the “7 Lessons” we’ll be sharing how you can use this information to attract the right people into your network marketing opportunity.

But that’s not all you can do with this information.

You can use this to attract prospects and customers to nearly any type of product (real estate, health & wellness, coaching, legal services, consulting, travel, postcards, dog beds, information products, cosmetics, chocolate, financial services, etc).

The principles and formula are exactly the same no matter WHO you are attracting or WHAT you’re selling–whether it’s vacuum cleaners or an opportunity.

Attracting Prospects to You–Step-by-Step.

Let’s look at the first question…

“Who IS your target market?”

I find it easier to make this clear if we use real examples.

Below we’ll use an example of selling weight loss products.

Our goal would be to get people coming to us ready to buy (or purchasing on their own if we want to set it up that way).

In order to do this we have to know who in the heck we’re selling to.  We have to be able to ‘relate’ to our target market.

If we are talking about weight loss products you might say that the target market is “people who are overweight.”

You wouldn’t be wrong but we have to look at this under a magnifying glass.

First of all, there are actually several target markets to consider in this example.

You have to get to know each target market that you want to attract (you don’t have to attract them all–but you should consider many possible target markets before you decide which ones you want to go after).

You need to know their personal concerns, problems, fears… as well as what they think about, talk about, dream about, and read about.

I want you to literally write some ideas down about your own target market(s) while we go through this exercise. At the very least, think about how this example below relates to your business.

You can’t learn how to attract prospects until you know your target market intimately… so do this!

None of this is difficult.  You just have to be willing to follow along and apply what you learn.

Three target markets who might be interested in buying weight loss products:

1. People who have purchased weight loss products before because it’s likely they will buy similar products again.

That’s a great target market.  But we can’t stop here…  Remember?

Now we have to consider what they are feeling, thinking, and what their ‘unique’ problems may be.

For example, do you think they may be frustrated about all the failures they’ve experienced trying previous weight loss products?  You better believe it!  And if you’re going to attract this group you should try to relate to the pain they’ve experienced when they failed before.

If you don’t think about these sort of things, you can’t understand their personal needs and concerns (and you can’t offer ‘real’ solutions that will attract them). We’ll teach you how to do ALL OF THIS in the upcoming lessons.

But let’s look at a couple more examples to get you clear on this first step…

2. You can also target parents with overweight children.

Do you think parents might have their own unique set of concerns about their kid’s weight problem that are different from the first example above?  Of course they do and you have to know what they are before you can attract them to you.

3. You can also choose to target baby boomers battling with their weight.

Do you think they might have their own unique concerns?  For example, this group might be thinking a lot more about the immediate health problems they’re dealing with right now that are associated with their weight.

Their pain might be the fear of a heart attack or losing their limbs to diabetes.  Maybe they just had grandkids and they are really concerned about their health for the first time because they want to live long enough to see their grandkids grow… you gotta’ think about what they are feeling because this is not about you it’s about them.  You have to think about their reality.

This is the first step to knowing how to attract the right people to you, which we’ll be teaching you exactly how to do in the coming lessons.

There is NOTHING all that complicated about any stage of this process, but it does require effort.  And shouldn’t it?

Regardless of what you’re selling, I want you to start thinking about your target market(s) in this way from now on.

Coming up in Lessons 2-7, we’ll go into much more detail about how to use this information to literally get the right people coming to you.

Whatever you do, never underestimate the critical importance of knowing your specific target market(s), including all the different groups who might be interested in what you have to offer.

This includes knowing what your target market is thinking about, reading about… and worried about.

You can’t successfully attract people to you until you know what they want and need.

Remember, this is about them, not you!

In Lesson #2 we’ll relate this entire discussion to attracting Network Marketing Prospects specifically.

There is a unique topic that we need to discuss when attracting network marketing prospects because most people don’t even know what it is they’re selling when they invite others onto their team.

No matter how hard you work you can’t succeed at building a team in network marketing if you don’t learn what you’re actually selling.  You can’t be clear on who your target market is and what their needs are if you don’t know this.

Once we get this discussion out of the way we’ll show you exactly where you can go and what to do to apply this in the real world on the Internet, in most cases without spending a dime… to get the prospects coming to you.

So I have been thinking more about my MLM business plan and my philosophy that I work under every day. I thought I would share a few more of my thoughts so you can understand where I am coming from as you develop your own strategy.

There is a basic philosophy that has been taught in most network marketing companies that says you promote the company – the MLM company – at the front end. So if you looked at the flow it would look like this: Prospect to Company, Company to You.

It has always been this way because to grow a large organization, the upline leaders needed people to focus on growing the team. The team aspect is what really creates the leveraged wealth in this industry.

Here comes the scary part of this mlm plan….you don’t own your downline. You don’t own your business – the parent company owns the downline and owns your business. What happens the day the company goes bankrupt? What happens when all H*** breaks loose and the press begins to attack the company or the product is found to be defective or dangerous?

I will tell you what happens – and it is sickening – your entire business, and all your income, will be gone almost overnight. I have seen this happen – and it is the scariest thing about this business.

The philosophy I use in my mlm business plan is very simple. I want to control as much of the business as I can. How do I do this?

I simply rearrange the flow so it looks like this: Prospect to ME! I build the relationship with the prospect, I control where the prospect goes. If that means they join my downline – the best answer – then I have built the first relationship, and we are a true team. It allows me to form relationships and bonds with other human beings at a much deeper level. So when the worst happens – which is what we need to plan for – I am prepared to leverage those relationships and hit the ground running.

The other aspect of this plan that is very powerful is that it allows me to have massive leverage. Leverage is one of those things that all the “heavy hitters” in your upline like to talk about, but most have no idea what it can really mean to their businesses.

By creating my own leads, that build a trust and relationship exclusively with me, I am able to create income outside of my primary business, even if these prospects never join my primary company. I don’t know about you, but I call that tremendous leverage – which comes from control of the process.

To summarize, here is the way my MLM business looks in a nutshell – I generate leads, I build a relationship with those leads on autopilot, I profit from these leads, the BEST leads call me with credit card in hand. Keep these ideas in mind as you put the pencil to the paper and start writing your own plan for success.

Tim Sales helps network marketers gain the skills necessary to be successful in MLM. His MLM training is based on his personal success of building a downline of 56,000 people. Instantly access Tim’s free MLM training and learn the steps to achieve success at http://www.brilliantexchange.com/mlmtraining

First, let’s review the basic steps to getting good at presenting. They are:

1. KNOW there are no born speakers, only those who have refined their skills.

2. Identify the skills to get good at.

3. Identify when you do one of those things correctly versus when not done correctly.

4. Do the correct behavior continually until you don’t even have to think about it.

Many people new at presenting think that the quality of a presenter is based on what he or she is saying. This is true to a degree, but there are MANY other things that make up a great presenter or a great presentation. We’ve all heard the phrase, “It’s not what you say but how you say it.” I don’t know who said that first and in what context they said it, but I have found that both “what you say” and “how you say it” are equally important.

Every subject you take up to study has a fundamental aspect that everything else is built on. The fundamental aspect that all of presenting is built upon are the 10 communication qualities.

When you read the content below, make sure you’re thinking of all audiences. Meaning, don’t think I’m talking about just a one-on-one or just an in-home audience or an audience of thousands. Because what I’m going to share with you should be done in EVERY presentation you do.

Those who have studied Professional Inviter will be familiar with what I’m going to share – but don’t think it’s exactly the same. The 10 Communication qualities are applied a little differently in presenting.

The very first thing you need to get good at and take notice of when you do it correctly versus when you don’t do it correctly is:

1. Be interested in your audience; don’t try to be interesting to them.
A presenter who is truly interested in his prospect ONLY presents things that are valuable to the prospect. Whatever is presented must be relevant to the prospect. Relevant means, having to do with. Having to do with what? The prospect!

You might think that the fact that your company’s compensation plan pays out 60% is valuable to the prospect…why? Because it’s valuable to you – in fact you can’t think of anything more important than that!

Allow me to tell you a quick story related to this. I sent out an emailed survey asking people a few questions as I wanted their feedback as to what content I should train on in “Professional Presenter” (to be released soon). One of the questions I asked was “Think back to the last few presentations you’ve done that were unsuccessful. What went wrong?” One of the responses was a classic example of being interesting versus being interested:

“I showed her the whole picture, the industry, the company, the products, and how a person got paid, and then she said, “I thought this was going to be more about the products – not how you make money.” I couldn’t think about selling anything that I haven’t yet tried.”

Don’t think I showed that to you so you will start presenting the products more than the business – because I have seen the exact reverse situation where the emphasis was on the product – but the prospect only cared about the money. The reason I showed that to you is for you to see that the whole picture as the presenter described it – was NOT the whole picture for that prospect. The prospect’s whole picture was the product.

So a simple qualifying question like, “In making a decision about a business, what’s most important to
you?” would have prevented this disaster. To the simple qualifying question, the prospect probably would have replied something like, “I can’t sell any product I don’t like.” Thank you – NOW you present what’s interesting to the prospect. When you present what’s interesting to the prospect you are proving you’re interested in the prospect.

When you’re presenting one-on-one, you would only present things that are relevant to that person. So first you present what you know they’re interested in.

Sometimes you’re presenting something where the prospect has no idea about it and you have to educate them enough so that they can determine what they’re interested in (I’ll discuss this in detail on the conference call). This is what I call “testing a topic.”

After giving the prospect an overview of your business or product, then you can test a topic – in the form of a question – and see if they have an interest in it. If not, don’t discuss it any more. As an example, after discussing the product you can ask, “Do the margins you can make on selling the product have any interest to you?” If they reply, “Not really,” then you DON’T discuss the compensation plan – no matter how well you know it or how much you love talking about it!

When presenting to an audience of people, you present what is relevant to the majority of the people in the room. As an example, if you have 70 people in the room and one of those is a doctor – don’t adjust your content so your whole presentation is directed to the doctor!

How would you know what is relevant to an audience? Well, you’d ask them. Walk around before the event starts and talk to people. Obviously this doesn’t change your PowerPoint slides – but it does give you the relevant information to transform your “interesting” information into something valuable to the prospect.

Much Respect to you,

Tim Sales