How do I set myself apart from the MLM crowd? I tell the TRUTH! Truth #1: Network marketing is all about YOU! It is NOT about products, comp plans, selling, recruiting, etcetera ... it is is about YOU!
Sometimes when we present our MLM business to a prospect they say, "I'm not interested". Usually they mean the timing is wrong. So then we get back to that person a month or so later & find they've lost all interest. If you've experienced this, then chances are your prospect needed you to make yourself memorable to them.
Most of these folks are just so busy looking for something they're ready for that once we get back to them their brain is swamped with other information. Our presentation got pushed into a dark corner of their mind & forgotten.
They need a regular reminder of what they were so interested in
Suppose John says, "Well, mony's kind of tight right now, I can't afford $200 for something I don't know I can do." Here's what you can do for John.
1. Find a cheap picture frame. $2 or less will do.
2.Now ask John, "Could you please write out a $200 check, void it, & then hang it in it in a prominent place in your home? Make sure it's where you'll see it often."
3. Now say, "You'll save that $200 by not joining my business. Now you have $200 to invest however you like. You might make a bundle in the S & P, or maybe you'll get a winning lottery ticket. Let's give that $200 3 to 6 months to work for you. I'll check back with you then & see how well it worked out."
Opportunity seekers shop around so much that they forget what they've seen quickly. To help them remember us & make the most of the effort we put out they need a nudge.
This simple technique can help you make yourself memorable to the people who "want to think about it." That way they don't feel pressured & you improve your business building success level.
Everyone wants to know what the best business presentation is. The key is in being specific. This is especially true in network marketing.
Most people start out learning everything about the company, the product, the compensation plan, etcetera, etcetera, etcetera. They try to learn it all so they can run right out & regurgitate it all over their prospects. And that's supposed to work.
Well … let me share with you how that worked for me.
Back in the early '90s I had a door-to-door sales job. I sold the "Tri-Star Home Cleaning System"
Yep … I was a vacuum cleaner salesman.
I studied all the trainings & learned all the closes my boss could teach me. I even learned all his silly jokes to insert in my presentation.
I had a kit with a flip chart that had so many pages the chart book alone weighed 2 pounds. What with that kit & the Tri-Star box some thought I was moving in.
I must have shown that machine to over 50 people in the 3 months I worked there. For 2 ½ of those 3 months I was without a car, but I got into homes anyway.
I talked everyone's ears off & worked myself to a frazzle.
Guess how many Tri-Stars" I sold.
Not 30. Not 20. Not even 10. I sold 3 … & 2 of those sales fell through.
What could I have done differently?
One simple question asked early on in my presentations might have soled a lot more machines, helped me make more friends. & have much more fun.
And That Question Iis …
"So what would you like to know next?"
Just as in door-to-door vacuum cleaner sales every MLM presentation is different. I can tell you from experience that you can't just take a flip chart and read it to a prospect.
Some of those people wanted to know how powerful the motor is, others asked about the warrantee, & still others wanted to know if it worked like I said.
But every time I did a presentation it was the same. I gave everyone so much information that I tensed up all the "sales man defensive" muscles in my customer's bodies.
MLM prospects have similarly narrow fields of interest. It's amazing how little they want to hear. Such as …
• the compensation plan • the product ingredients • the integrity of the founders. • the system I'm using to duplicate.
All the time I spent explaining all about the company, the filtration system, the machine's materials (things they didn't care about) bored most of those people to tears. In no time at all they were irritatedly thinking, "When's this gonna end?"
So before learning how much of the products special ingredient is in each dose a better thing to focus on is learning to ask that one simple question to find out what the prospect really wants to know.
Asking, "So what would you like to know next?" does several valuable things for me.
1. It relaxes my prospect. 2. It puts my prospect in control of the information I give. 3. My prospect feels respected. 4. The guessing game is over for me & I can focus on what really matters about my opportunity to that prospect.
The best business presentation is the one that helps me get right to what my prospect wants to know & only what he wants to know. Plus, I have spent zero time making another person mad.
Most of us have run into those occasions where there's just no time to build a relationship, but there's a prospect at hand … what to do? The best business presentation is the one that answers the prospects most burning question …
"How will this solve my problem?"
Most people move right into "pitch & close mode. The thinking is, "Oh my gosh, I gotta spit out what I know fast … maybe I'll hit on something they like."
Let's see how that works for Bob the network marketer.
Bob is referred to Janice. Bob knows he doesn't have enough time to build a relationship with Janice so he immediately starts telling her all about his company CEO, the comp plan, & all the amazing products.
In very short order Janice gets that "deer in the head lights look" & seizes the first escape route that presents itself.
The result is …
• Janice is gone, probably for good. • Bob is left wondering what went wrong. • Janice has lots of friends, so now Bob's reputation begins a fiery toboggan ride to destruction.
Here's how Bob could have converted Janice from a prospect to a team member …
1. Talk about how his opportunity could give Janice extra income to pay her bills. 2. Tell her how it could help her get that new car she needs. 3. Show her how it can help her get her kids out of daycare so she can watch them grow up.
Everyone knows relationship building breeds trust, & people who trust us will buy. The whole point though is it helps us get to know what problems our prospects want to solve.
Without this information it's all a crap shoot.
When it comes to an opportunity, whether from a leads list or a referral, the last thing on a prospect's mind is the CEO, product features, & the comp plan. The one thing they want to know is, "Will it solve my problem?"
The best business presentation to make when time is short is the one that recognizes the value of our prospect. If we keep in mind that prospects buy things that solve their problems, then we won't experience the frustrations Bob did.
Everyone knows effective branding strategies are the way to make money in any business. Some of us understand there are basically two methods of branding: 1. non-targeted (a. k. a. "the spaghetti plan"), & 2. targeted marketing.
Recently I came across a classic example of the contrasting effectiveness of these two marketing methods in the form of a violinist in a big city subway.
-----------
A man sat at a metro station in Washington DC and started to play the violin; it was a cold January morning. He played six Bach pieces for about 45 minutes. During that time, since it was rush hour, it was calculated that thousands of people went through the station, most of them on their way to work.
Three minutes went by and a middle aged man noticed there was a musician playing. He slowed his pace and stopped for a few seconds and then hurried up to meet his schedule. A minute later, the violinist received his first dollar tip: a woman threw the money in the till and without stopping continued to walk.
A few minutes later, someone leaned against the wall to listen to him, but the man looked at his watch and started to walk again. Clearly he was late for work.
The one who paid the most attention was a 3 year old boy. His mother hurried him along, but the kid stopped to look at the violinist. Finally the mother pushed hard and the child continued to walk turning his head all the time.
This action was repeated by several other children. All the parents, without exception, forced them to move on.
In the 45 minutes the musician played, only 6 people stopped and stayed for a while. About 20 gave him money but continued to walk their normal pace. He collected $32.
When he finished playing and silence took over, no one noticed it. No one applauded, nor was there any recognition.
Here are some interesting facts about the man who fiddled around in the D. C. subway.
• The violinist was Joshua Bell, one of the best musicians in the world. • Mr. Bell played one of the most intricate pieces ever written • The music was played on a violin valued at $3.5 million. • Two days before this, Mr. Joshua Bell performed before a packed out Boston theater • The average ticket rate was $100.
-----------
In the subway the only one's with any measure of intense interest in Bell's product, his music, were small children. In contrast, an entire theater of fine music lovers sat elbow to elbow to bask in the same orchestral works.
The lesson here is this …
People, MLM prospects especially, don't care about the quality of our product, what we know about it, or the cost of its delivery system. All that matters to prospects is if we have what they want.
Effective branding strategies are the Holy Grail of business building. If you focus on what your prospects really want, then you have the most critical advantage working in your favor.
If I were a student of Judo, then I would use my opponent's energy against itself, & so, give myself the advantage. Successful networkers use something I call mental Judo when working with a tough prospect.
Most people resist efforts to convince them of anything. This is because our subconscious mind is hardwired to protect us from any threat, even if we hate the thing we're defending, such as a job.
Here's an example.
Let's say I ask Sue, "Why do you stick with at that awful job?"
Even though Sue hates her job, she goes on the defense because I've attacked it. Plus she sees this as an attack on her. What went wrong?
I didn't think Judo. I introduced force against Sue's job. Human instinct compels us to meet force with force.
Sues subconscious saw my statement about Sues job (the force) as an attack on her, so it defended her (force against force).
A resistance-free way of presenting my MLM opportunity
Get Sue focused on how she feels about her job.
Here's how that would work.
I say, "Wow, what an awesome job you have Sue!"
Now Sue's subconscious mind, frustrated with that job, goes to work on this contradiction. Sue tells me all the things that bug her about her job.
The result ...
• I eliminated myself as a threat to Sues subconscious. • Sue now sees her job as the enemy. • Sue is much more open to looking at my opportunity.
Most people think tough prospects are hard to work with. Some of us understand the right approach can make talking to people about our business much less stressful. Anyone can become a master with a little practice.
Most of us know network marketing and direct selling has been around many, many years. In fact, the oldest MLM company started over 100 years ago. What most people don't know about the industry is the contribution it has, & is still making to the economic strength of the US & many other countries world wide.
Most people think owning a home based business is nuts. This is especially true when it comes to the MLM industry. Some people know the best chance to achieve the American dream lies in being an entrepreneur.
So why do so many people have such a backward view of this qwesome industry?
1. Proliferation of Misinformation - A few "leaders" (less than 1% of the world population) have promoted a marketing model that the rest of the world hates. Bad publicity creates bad blood. 2. The Work Force - 90% of the people in MLM are too mentally scattered to stay the course. They need a proven system for success. 3. Poor Systems - Very few successful industry leaders offer a system for duplication that the masses can afford & implement.
The biggest advantages of owning a network marketing business:
• Tax Breaks - there are special tax breaks not available to corporations & average wage earners. These can make a start-up virtually free. • Flexability - No other income source offers the option of a personalized schedule, work environment, & team. • Family Friendly - everyone can get in on the act & all can reap the rewards. The absent parent syndrome need not exist. • Residual Income - no other income source allows the earner to stop working & still earn a check, let alone come back & find a bigger check. • True Autonomy - where else can we choose who we will or will not work with? • Self-Development - building a successful business necessarily builds strength, character, & integrity … the self-fulfillment everyone craves.
Perhaps the best argument for pursuing the American dream, being your own boss, comes from those who see its far reaching effects. In a recent video former President Bill Clinton shares the benefits he sees from the small business sector.
If the American dream sounds too good to be true, then it's time for a change. There are some companies & industry leaders that have worked hard to put systems in place to make this happen for anyone who wants it. Network marketing and direct selling is not "just a pipe dream", & I can show you how it can work for you.
Most people tell their team members to write down their goals. What they don't realize is they're setting their team up for failure. Let's look at this scenario with Joe for example.
Let's say I'm Joe's MLM sponsor & I ask him to write down his goals. Consciously Joe says, "OK", but then Joe's subconscious takes over.
Joe comes up with some sort of lame objection like, "I can't think of anything", or something so outrageous & unattainable that the exercise is a flop.
What went wrong?
Joe's subconscious went on the defensive by telling him, "Wait a second Joe! Remember when … "
• "… you fell off your tricycle & scraped your knee?" • "… or the time you asked Susan to the high school dance & she looked at you like you were gross?" • "How about that 'C' you got in your college chemistry class?" • " And what about …?"
After presenting 5,936 people & events that vote Joe into the office of 'loser' his subconscious asks Joe, "What makes you think this one vote from your sponsor will make any difference Joe?"
What just happened to Joe is his subconscious mind diverted him into putting the goal setting exercise off until it disappears.
This happened because, like everyone, Joe's subconscious mind runs his life. The way I presented the exercise is not believable to Joe's subconscious, so it found reasons it would fail.
Everyone wants to succeed, so why not make the exercise believable to Joe's subconcious?
Instead of just telling Joe to write down his goals I'll add one thing. Let's say with my network marketing company a leadership achievement title is "Diamond". Now I'll tell Joe to:
1. Write a Goal List Title - "25 things I will do after I become a Diamond." 2. Fill in the List - Fill in the blanks after each number on the list of things to do after becoming a Diamond. 3. Make Copies - make several copies to post around the house, hand out to friends & team members, etc. 4. Make It A Culture have fun helping other team members keep up on their progress & they'll return the favor.
Now Joe's subconscious has just become an ally in this quest. Joe knows the monthly income in his company for a Diamond is $5,000.
Suddenly the goal setting exercise is easier for Joe because his subconscious knows these things can be achieved with $5,000 a month coming in.
Everyone knows prospects, like Joe, are looking for a leader. If I tell Joe to write down 25 things he will do after he becomes a Diamond, then what do you think Joe's subconscious is going to say?
"OK Bill you first!"
Hmm. What's wrong now?
Joe's subconscious needs to know he won't be doing this alone. It needs a leader to follow. So before I tell Joe to write out his list I need to write out my own.
Now Joe's subconscious has the reassurance it needs because I proved I'm a leader he can follow. Now he can complete the exercise.
Everyone knows success energy is generated when two or more people do the same thing. Everyone's subconscious mind loves the security of this group energy.
By starting this exercise, asking the team to keep each other accountable, & sharing it with everyone intheir circle of influence the power of the team's subconscious minds is harnessed toward achieving their goals.
If you really want to achieve a goal, then you must lead with a system for success. A proven goal setting guideline like the one noted above is an excellent place to start.
Everyone in network marketing knows that no matter what sponsoring method is used the most effective tool for developing a solid, lasting MLM business is relationship marketing. Truly successful networkers who use this technique say that analyzing personalitiesis one of the most powerful ways they use to build their prospect & team relationships because:
1. It builds trust - each personality has different hot buttons, so hitting those points creates a strong personal relationship. 2. It saves time - f you know what makes people tick, then you can spot it & go to it right away. 3. It's duplicatable - it's simple enough that anyone can learn this technique & start using it immediately.
To illustrate the power & speed of personality analysis let's look at a series of communications I have had with a recent prospect.
• January 4, 2009 - I noticed a prospect (let's call him Jack) had downloaded my ebook "Success In 10 Steps" by way of my blog. Elapsed Time: about 5 minutes. • January 5 - Jack & I discussed how I could help him in his quest to build his business. I advised Jack to read the ebook & set an appointment for the next day to get his feedback & questions on the ebook. Elapsed Time: about 10 minutes. • January 7 - Jack had read the information & demonstrated a strong level of interest in learning what MLM business I am in. Elapsed Time: about 45 minutes. • January 8 - After talking to my sponsor / mentor Jack decided he wants to join my team. Elapsed Time: about 45 minutes (mostly between Jack & my sponsor / mentor).
So all told I spent about 1 hour getting to know Jack.
How soon did I realize Jack is a green? About half way through the process.
You may be thinking, "That wasn't very quick Bill." Maybe not, but consider this:
I did this completely over the phone. Plus, I determined Jack's personality type with half the information available from a face-to-face meeting.
Now I'm not a super recruiter. So that means I'm an average guy. How many average people do you know who can sponsor someone in just 1 hour?
The point is if I'd never learned the skills of analyzing personalities I would have wasted a lot of time & lost Jack as a prospect. That is because I would have been guessing at how to meet Jack's needs. If you want to know how to build relationships with anyone quickly & efficiently, then you need to learn how to meet the needs of each personality type.
There is a certain psychology of trust in network marketing you must understand if you want to build a MLM team & a walk-away income. Leaders in this industry know that this psychology has two sides, both of which hinge on their belief.
The two kinds of belief
1. Empowering Belief 2. Disempowering Belief
Examples of empowering belief statements are:
• “I try to ..." • “I can’t …” • "What is wrong with me?”
These disempowering words are screaming you doubt yourself.
When you chose to start your business did you say to yourself, "I want a sponsor that does not believe he can help me"?
No? Why not? Oh I see, because if he doesn't believe he can help you , then you believe he's probably right?
Hmmm. So why waste your time & that of your prospects putting that negative energy out there? After all, even though you're a nice person no one will trust you with their future unless they hear empowering belief in the things you say.
The psychology of trust dictates that belief in a product or opportunity is worthless along side self-doubt. Your prospects will view disempowerment as fear. They'll find someone else to lead them. You have a gift inside you, & that gift is your belief in yourself.
Online business builders know Google pays special attention to the self-brander. That's why so many covet top search engine positions there. But how much more valuable would that placement be if you knew exactly who your Google audience is while they're checking you out?
Successful network marketers become that way by eliminating anonymity. They use techniques & tools designed to help them build strong personal relationships with prospects quickly & efficiently. They know this builds trust, which is critical to creating a long-lasting, profitable business.
One tool many of these successful people use is the Mentoring For Free system to learn how to build these crucial know, like, & trust relationships. Another relationship building tool is Wiki World Book alerts.
So where does spotting your Google viewers come into play when fostering new business relationships?
Meeting people via chat rooms, social networking sights, & the like can only tell you what the other person wants you to know. A search engine on the other hand will often fill in the blanks left out in such communications.
If you're serious about building a strong MLM team & business, then knowing who is searching your information can help you decide if you want to work with them or not.
The Wiki World Book alert tool can give you much of the same information you'd get from a belly-to-belly meeting. Maybe even more.
Let's assume you've already read the section in "Success In 10 Steps" on personality types. Now you see someone has entered your name into the Google search engine. Then you receive a Wiki World Book alert telling you Joan just searched your name.
Now you can Google Joan & then weigh that information against what you know about the four basic personality types. After your search you learn:
• She was in a MLM with a 3 x 9 matrix compensation plan • On a forum you see Joan's complaint about the money she spent on leads that lead nowhere. • You discover Joan recently attended a very expensive self-development seminar. • On Joan's MySpace page she says she's single, works full-time as a nurse, has 2 kids, & is operating a MLM business part-time.
Here are some of the conclusions that you may have come to:
• Joan's probably a yellow. • She chose a company with a matrix because she wants to be able to help everyone through spill over. • Her sponsor probably told her to buy leads (from him) & cold call those folks. • The self-development seminar Joan attended was supposed to "fix her" so she could sell, close, & recruit like her sponsor. • Joan is frustrated that she can't do the things her sponsor says work. • Joan feels responsible for the failure her team has experienced because she told them to do what her sponsor said to do & it's not working for them either • Joan shares her family pictures on MySpace because they're her life. • Joan is determined to make her business work for the benefit of her family.
If you want to build a walk away income & help your team do the same, then you need to know your Google audience. The training in the Mentoring For Free system & Wiki World Book alerts can help you do that.
let's do a little review. The blues, who are only 15% of the world's population, & yet make up 90% of the people in MLM like new & exciting things. Unfortunately, they lose interest when their excitement meter stops tilting.
• Blues who are just paying the monthly product fee will love this comp plan because they can goof off & still get a check. However, blues who are building will quickly lose interest in this pay plan because they'll be paid far less than they expected. That's not the excitement blues want.
Yellows, who make up 35% of the population, are analytical folk. Some of them will see the holes in this comp plan & avoid it. Therefor, many of these people will not be prospects. Never the less, yellows are still drawn to matices because they allow the team player to place people under people.
• The yellows who do join will quickly realize this comp plan will impair their ability to help many of their team members. On top of this the yellow's efforts will not be rewarded according to the actual level of profit they are making for the company. These awesome nurturing team players will get beat-up & blame all of this on themselves.
Greens are also analytical like the yellows, & they also make up 35% of the population. Generally, greens spot the weaknesses in a comp plan & simply move on. However, these folks have a weakness for tools & gadgets. For this reason a few greens will join, but mostly for the product.
• Since the few greens that do join will do so for their love of the product they will not be prepared for the crummy monthly income. After a protracted period of lack luster income they'll start looking for another company to build an income … but they'll keep the product.
Reds, just like the blues, make up 15% of the population. For them there are only two important things in life: money & their egos. In order to get these folks excited they have to either be making mega-bucks, or be in charge, or both. • Most reds don't even consider a matrix. They hate spill over & plans that don't pay to infinite levels of depth. Reds see this as robbing them of income they earned. However, a few reds will recognize the value of a comp plan that only pays the owner a residual income. For this reason I expect to see a few variations on this type of matrix, or the same one applied to a different company & product line.
The bottom line is that Mr. Andrews' new style matrix will destroy the dreams of those who join. The owners of companies who use this kind of comp plan will be the only ones who make any real money. And, more than likely, when the company fails the owner will sell the list he is building for a huge profit.
Perhaps the magic pulsating matrix is a well-intentioned effort to help those who like matrices. Or maybe it's just a list bulding tool. For my money However if a fair comp plan is what you're looking for, then I suggest you look for one that rewards reps for moving product to the consumer. They're out there.
In part 3 of this series I looked at how the magic pulsating matrix would work, or rather not work, for a green. Since greens won't do much better than the blues or yellows the question is: Is there hope for anyone with Mr. Andrews' modified matrix?
Absolutely … but not the way you're thinking.
What does that mean?
Well, the only other people left are the reds. The very few reds that will even look at this matrix will make their own kind of fortune with it.
Here's what I'm getting at.
Let's say Bob is a red personality type. Reds usually don't even bother with a matrix because it won't pay residual income past the final level. Plus, reds don't like "welfare minded" comp plans that offer "spill over" like a matrix. Reds believe if you're going to be paid, it should be for building your own downline… not because your upline did it for you. Besides, why should someone else be paid for Bob's work?
All the other folks will try to make Mr. Andrews' comp plan work for them & their team members. That's because they all think very differently than people like Bob.
In Bob's mind his team works for him. That's because it's all about Bob & his money. In order to get Bob's attention he's got to see the money. So that's all he'll look at. He's a money sniffing hound.
Bob will see immediately that the only one who is making a consistent, growing income with this revolutionary new comp plan is Mr. Andrews himself. Bob decides the people joining this company are suckers & losers.
(Hey, these are Bob's thoughts, not mine!)
Anyway, Bob loves it! It's brilliant! This plan was tailor made for Bob … as the company owner.
Bob is too smart to be sucked into a pay plan that doesn't pay him what he's worth & then turns around & gives the money he earned to "suckers" & "losers". However, Bob knows there will always be people to be taken advantage of. So why shouldn't they be taken by Bob?
So Bob will benefit from the pay plan Mr. Andrews created … with Bob at the head of his own company with his own version of this new matrix.
Very few network marketers will make the kind of "walk away income" they got into the industry to create. Besides Mr. Andrews, only a handful of hard-driving, money centric ego maniacs will benefit from Mr. Andrews' idea. Sadly, the way that will happen is those same ego maniacs will create their own version & destroy even more people's dreams.
If the short comings of the magic pulsating matrix noted in this series don't worry you, then go for it. If you value your time & sanity, then I suggest you look for a company that has a comp plan designed to reward everyone for the work they do, There are a few out there.
In my previous post I predicted how the yellows would do in Mr. Andrews' alternative magic pulsating matrix format. I'm afraid these gentle folk, who love to help others, will end up in need of help themselves.
OK, now that you know what Mr. Andrews thinks let's see how Gina, a green personality type, feels about this comp plan.
One day Gina is introduced to this company with its new style matrix compensation plan. Gina plows through all the hype & focuses on the product because tools are very important to building a business. The price is good & it enhances the functionakuty of Skype.
After Gina finishes analyzing the information she decides to buy the software & become a rep. It sounds like this is a great tool, & there's also money to be made sharing it with others. Gina is satisfied she's made a good choice.
Since Gina is a green she's no "quitter". In her earlier analysis she spotted the pitfalls of the second & third pulses, but she figured she'd give it at least 6 months to see if it would work for her.
After nine months of this pulsating madness Gina is struggling to convince herself that the product justifies being a rep, because it's so great. Gina is not one to openly admit defeat. Even so, she knows she is losing 80% of her income potential to the comp plan.
Gina's been tracking her results, & according to the statistics, no matter how many people she sponsors she'll continue to get paid only 20% of what her efforts are really worth. That really bugs her.
One year out from her start date Gina's beginning to look around for another MLM business. She loves the Message Magic Software she bought, but she needs to find a company with a comp plan that'll pay her true residuals.
Gina bought this awesome software because that's what greens do, fall in love with the product. Gina hoped the magic pulsating matrix would work for her, but it turned out to be a flop. Ultimately, Gina felt frustrated because she spent so much time & effort in vain. There are companies that value people like Gina, & they prove it by paying them what they're worth. Maybe Gina will find such a company someday.
If you read my post about how the yellows> I think, you'll see the prognosis isn't much better for them.
The best way I know to illustrate this is with a story.
One day Dan joins this company. Dan, being yellow, needs to help his team build & he loves being able to put people under people. Dan was attracted to this comp plan for these reasons. Dan & some other yellows even like the idea of putting the last first during pulse #2 & #3 … then their builders see their incomes drop like rocks during those pulses.
What do you think Dan's team does when their checks plummet 20 days out of every 30? Some just quit,. Some call Dan up to ask him what happened. Even though none of Dan's team gets mad, Dan's nurturing side takes this personally. means Dan becomes frustrated & unhappy very quickly.
On top of this, being analytical, Dan wracks his brain trying to fix this problem. Sadly, Dan finds no solution to help his team.
Ultimately, without some change in the comp plan to alleviate that 80% annual income drop, relative to what pulse #1 pays, Dan finds no solution. Team members drop out like flies … & Dan blames it all on himself.
This is the kiss of death for Dan. He believes he failed his team. Worse yet, because Dan has made the company a lot of money they let him carry that guilt. Dan is devastated.
I've seen this before. It happens all the time. No distributors are at fault in this scenario. The prospects & reps simply don't know that the company sets people up for failure from the start.
The magic pulsating matrix is no exception. The company designed it so they would be the only ones receiving a consistently building income. No comp plan is perfect, but some companies have worked hard to create a fair comp plan. If you're like Dan I suggest you save yourself the pain & look for one of those companies.
There's a new matrix compensation plan on the scene, & it's got a lot of people really excited. In a recent recorded interview with Kathy Hamilton, Grant Andrews, the owner & creator of Message Magic Software introduces his marketing engine of choice. Mr. Andrews calls it a "Pulsating Matrix". So is this the silver bullet for a successful matrix comp plan?
1. Income Ceiling: a full matrix can not pay residual income beyond the last full position. 2. Dead Beats: reps who count on spill-over to make money, without sponsoring. 3. Low Retention: an inability to sponsor causes many to view the membership fee as a financial drain, so they quit.
These are some serious problems & Mr. Andrews' desire to eliminate them is admirable. However, I believe this comp plan adds new issues to the mix that will make this comp plan even less attractive than a traditional matrix. Here are some of my first prediction about this comp plan & the future of this company.
How does this new matrix solve the old problems? Is it the answer to all the woes of a matrix? For the answer to the first question listen to the interview & click on "Lazzeosangel" mentioned above. As for the second question, well the way I see it this is another way of taking from the rich & giving to the poor.
I predict this new style matrix will create several new challenges. Here's the first one.
The New Puppy Syndrome
The company will be populated mostly by Blues who are excited by anything new & shinny. These adrenaline junkies will create a huge growth bubble, until they realize this comp plan will not help them build really big. The second & third "pulses" will slam their enthusiasm & their businesses into the dirt like a grounder at Candle Stick Park. There'll be no home run with this one.
This will be the kiss of death for these people.
Of course, the single most glaring issue for new reps is their timing in the company. With barely 2 ½ months since implementation of this new comp plan this company is no where near having shaken out all the wrinkles. The problem here is that along the way to smooth operations this company is very likely to leave a huge pile of bodies behind.
There are a few companies out there that have worked out the kinks, stood the test of time, & developed a fair & equitable compensation plan. Is this company with its new magic pulsating matrix one of them? Only time will tell. Perhaps a better question to ask yourself is, "Do I want to be the next guinea pig?
At one point or another everyone comes across problem prospects. These are the kind of folks who've already made up their minds that MLM is "a scam", "something only the people at the top make money at", etc. So how can you break through that brick wall?
Well, let's look at that question. Why are these people so convinced that looking at your business isn't worth the time, even if there is a fat check in it for them?
Basically, network marketing is just another name for what everyone is already doing. Everyone buys products or services and then tells others about it. However, how many non-network marketers are picking up a check for doing what they have always done?
ZERO!
The logical conclusion is these folks are uneducated. And the best way I know to educate anyone is by telling a story.
I use to live in Washington where there were many Haggin's Grocery stores. Haggin's offered a discount card to anyone who wanted one. Let's say I buy bread, lunch meat, & mayonnaise without using the discount card. George, on the other hand, buys the same items with that discount card. Let's say both of us continue to buy the same items all year. We'll both be in sandwiches for a year, but at the end of that time George can use his accumulated store credits to go to Disney Land!
That's how network marketing works. Both of us recommend things we like, but some folks get a check while others don't. It would be great if that were all there is to network marketing … but it doesn't stop there.
Now let's say George tells me about the money he saved by using this card & I start using it too. So now I'm getting discount points & George is getting an even bigger discount. George gets a bonus discount every time I buy using my discount card, & he is still getting his own discount. Now George will be wearing Mickey Mouse ears even sooner.
Haggin's Market gives bonus points, but a network marketing company gives you cash.
Most of these "stubborn prospects" just don't realize they've been doing what network marketers do without picking up the check. A simple story these folks can relate to will help them realize network marketing is easy, everyone does it all the time, & it's nothing more than recommending others to what we like.
Have you ever felt there must be some special formula known only to a select few that opens doors wherever they go? Secret success strategies so closely guarded that the Secret Service, Musad, and MI-5 would all be impressed? If you had, you'd be right … and now Michael Dlouhy is revealing those secrets in his whirlwind Freedom Tour.
Here is just some of the buzz about this life-changing event.
Tulsa, OK
"The meeting went off as planned and was a great success, thanks to Michael Dlouhy and Keith Schreiter. I thank you for letting me be apart of this amazing Journey. Everyone really got warmed up with Michael on the colors demonstration and the looks people had during the 5 pillars. No doubt, some policies and procedures got read last night."
"Thanks to all who sent people to this event. It really made it special."
"Thanks again for everybody's support and especially to Michael and Keith for coming to Tulsa." - Sue Blaylock
Dallas, TX
"The Freedom Tour was awesome! The event was a success! Michael and Keith are a dynamic duo! "
"The people that accepted invitations to this event were serious and hungry for the truth. Michael and Keith delivered. Everyone stayed for the entire 3 hours and one guest even went to breakfast with us."
"This is a must attend event. A special thank you to the team members in attendance for working together to make this event possible."
"Thanks to everyone that is working hard to get people to this event, and the ongoing success of the Freedom Tour." - Ruth Bradford
Sioux Falls, ND
"Michael weaved his magic to a nice group in Sioux Falls. Guests were amazed at his accuracy in identifying their personality colors. Heads nodded in agreement as he shared techniques to use when talking to the different color types."
"Eyes were opened and gasps of shock/disbelief were heard as he read clauses from several unnamed company P&P's. A couple guests said they'd be reading their contracts when they returned home!"
"David Bertrand concluded the evening saying we have a 'Secret Weapon', that is, we have Michael Dlouhy and Mentoring for Free."
"Christmas Blessings to all!" - Janet Hanson
Whether you are looking for help building a MLM business or you just want to understand other people better, Michael's secret success strategies will help you attain your goals. To find an event near you and register for FREE visit the Freedom Tour site now.
Fifty plus years of frustration brought on by the misinformation of a few unscrupulous people has created a bitter taste in the mouths of many people when it comes to the network marketing side of the home based business world. That is why Michael Dlouhy, after spending the past 5 years developing his relationship building system called Mentoring For Free is now taking it on the road.
Listen to these networkers describe how POWERFUL LOVE is from their Mentor to help them overcome their inner obstacles and GROW into true leadership. This is what Michael is doing to rebuild the good name of MLM.
We were at the NY City Freedom Tour.
"During the Freedom Tour, David Bertrand expressed FOUR CORE VALUES OF INTEGRITY IN NETWORK MARKETING":
1. LOVE People 2. Worth of Each Individual 3. Freedom - Financial and Otherwise 4. EQUALITY of everyone.
"Michael did an absolutely amazing job at presenting the colors. We hear him on the phone, but SEEING him present - with facial expressions and audience interaction - takes the training - and our appreciation of it - to a whole new level."
"He truly is a master presenter... and believe me... I have seen the very best of 'em out there. We are lucky to have our very own Michael doing this presenting for us and our special guests."
"When Michael was explaining the 5 Pillars - well --- you can SEE the looks of determined enlightening understanding spreading across the faces of the audience members. WHO ELSE, but Michael Dlouhy is awakening our industry to the value of comprehending the contractual side of our industry ... BEFORE you sign ANY contracts. Thank you, Michael!"
"As if all that weren't enough, David Bertrand then did a heart-rending presentation of the 4 Core Values of our company, and we got a chance to experience the wonderful yellow good-nature of Mr. Bertrand." - Pat Crosby
---------------------
The Freedom Tour Was A Hit On Broadway!!
"The show did go on. And what a show it was! Michael was his usual brilliant self and he wowed the audience. And David Bertrand was a great closing act."
"A total of 29 guests were in attendance."
"I appreciate you all and am very proud to be associated with each and every one of you." Tony Lauria
--------------------
In keeping with the theme of the old song "New York, New York" Michael Dlouhy is proving that "you can make it anywhere" by spreading his message of individual value through relationship training. If you would like to trade the old "numbers game" for a proven duplicatable system based on your value, then you should attend the Freedom Tour '08/'09.
Do you know anyone who got started in a MLM business, got all excited & bouncy, & then suddenly stopped dead in their tracks with that "dear-in-the-headlights" look? Heck, that may even have been you when you got alone with your thoughts and suddenly realized, "Oh … I don't have any prospecting skills!" This is a network marketing challenge I call "starting gate paralysis. This is very common syndrome among new network marketers, & there's a very simple solution.
This syndrome usually prompts the new comer to frantically call her sponsor & ask, "How do I quickly strike up a conversation with a cold prospect?" To best answer this question let's look at it again to see what's really being asked.
Q.: - "How do I quickly strike up a conversation with a cold prospect?"
A.: - Well, how about, 'Hi'. Or, why not mention a common interest? I think you'll find this works well with most folks. So, starting a conversation really isn't the issue, is it? The real question is, "How do I make the transition from, 'Hi', to, 'Do you want to be a distributor'?" That transition is an "ice breaker".
There's loads of ice breakers, all designed to introduce your opportunity or product to your prospects."
Ex.: Find lots of negative people. Yes, in this case you want to be around negative people. Now when the complaints begin then say these exact words:
"Would you like to do something about it?', or, 'Have you ever considered doing something about it?'"
A "Yes" makes the transition you want that will open the door to the presentation side of the conversation. Now show them how your product or service can solve that problem. It really is just that simple.
A "No" automatically tells you that person is not a prospect. Drop it and part as friends.
Ice breakers are very simple prospecting skills that eliminate the fear of talking to cold prospects. Look for lots of negative people to introduce to your awesome product &, or opportunity. Whatever their complaint is, say, "Hi", or bring up a common interest, & break the ice by asking, "Would you like to do something about it?", or, "Have you ever considered doing something about it?" Then, you can spend your time with the warm prospects (those who say "Yes"), & you can keep your friends & friendly acquaintances who say "No" by leaving them alone.
Lately it seems everything is going up in price daily, while our incomes stay the same. Sharks are everywhere waiting to eat the unsuspecting who just want to make additional money from home. That's why you need to learn to spot those creeps so you don't get scammed.
What you need to know:
1. Why "Gifting" programs are rat holes. 2. The definition of a "Pyramid Scheme" & why there's no future in them. 3. What a legitimate opportunity looks like. 4. What you can do to find one.
3. MLM Watchdog> - Your source for legal Network Marketing, updates on who's in trouble with the feds, & more.
4. Federal Trade Commission - offers the legal definitions of illegal businesses as well as past & current litigation actions.
5. Better Business Bureau - a place where folks can post complaints about bad companies & read up on scam alerts.
The key to your success Is knowing when a biz op is both good & legitimate. The resources listed above will start you in the right direction so you don't get scammed. I appreciate you,
I live in a small rural community with the love of my life Charlotte.
I am passionate about our life together, being the best role model for our children & grandchildren, & treating everyone I meet with honor, dignity, & respect.
I have little patience for bullies, liars, quibblers, & cheets.
I live by the law of reciprocity. In other words, "OK, so I did the right thing ... but can I do more?
That's why I love MLM. I get to bring good things to good people & save them the hassle of dealing with the stinkin' thinkin' of the 9 to 5 world.
One of the most successful network marketers in the industry, my good friend & mentor Richard Dennis, says it best, "MLM is a personal development program with a compensation plan attached."
Posts
