The answer is easy: guilt and embarrassment.

Think about it. When you are asked for referrals, what’s the first thing that comes into your mind?

You think,

“Oh, no. What if I recommend my friend and this salesperson is rude, offensive, pushy, dishonest or a jerk? Will I lose my friend’s respect and friendship? Rather than run the risk, I’ll just pretend that I don’t know anyone I can refer.”

We don’t want to feel guilty or embarrassed. That’s why we pretend we are hermits, orphaned, or extreme introverts.

The solution?

When you ask for referrals, make your prospect or customer feel comfortable by:

* Explaining exactly the type of person you are looking for.
* Explaining that you will be courteous and polite, just as you were with him or her.
* Explaining what you will say or do with the referral.
* Explaining that you will first send a courtesy letter/email to let the prospect know that you will be calling.

Portuguese Ice Breakers

Do you have Portuguese-speaking distributors on your team? Do you know someone in Brazil or Portugal?


This is the Portuguese edition of my most popular book, Ice Breakers! How To Get Any Prospect To Beg You For A Presentation.

You can download the book for FREE from August 1 – 5.

Here are the links:

England and most of Europe:
United States:

All other countries: Please visit your local Amazon website, and search for B012DWCAT6 to locate this book.

Don’t own a Kindle device? No problem. There is a link on my website to download the Kindle Reader App to your computer, tablet or phone for free.

Just click here:


There is a lot for new distributors to learn when they get started.

* Product information.
* Compensation plan information.
* How to order.
* How to take a customer’s order.
* Who to call when they have questions.
* Where to find the best prospects.
* Cool things to say to avoid rejection.
* And lots, lots more.

This can be overwhelming if dumped on your new distributors on Day 1. So pace the information with an autoresponder.

Set up an autoresponder with 21 separate messages, with one message delivered each day. Have each message introduce one new piece of training or information.

Bite-sized chunks make it easy to slowly digest what they need to know when they first get started.

“Normal is getting dressed in clothes that you buy for work and driving through traffic in a car that you are still paying for – in order to get to the job you need to pay for the clothes and the car, and the house you leave vacant all day so you can afford to live in it.”

- Ellen Goodman

Thirty-seven years ago, I went to my first opportunity meeting.

All I can remember from that meeting are two testimonials given by distributors.

The first testimonial was by a nun. The second testimonial was by a distributor who talked about how his father never believed he would be successful.

I don’t remember the compensation plan, the product features, the corporate history, the slide presentation, or even the faces of the main speakers.

All I remember are the two testimonials.

The lesson is:

Don’t get too worried about the details in your presentation. Your prospect is only going to remember one or two things. So why not give your prospect memories of a powerful product or opportunity testimonial?

When I teach “The Magic Sequences of Words,” I not only show how “good sequences” go directly to the decision center of the mind, but how “bad sequences” go there also.

Want some examples of “bad sequences” that kill our business?

Just think of how the decision center of your mind reacts to these sequences:

“I have a ground floor opportunity … “
“Would you be interested in … “
“Opportunity meeting … “
“I am looking for a partner in this area … “
“Have you considered a Plan B … “

Not pretty, is it?

So review the words and industry phrases that you are using now in conversation. Are they serving you, or are they turning your prospects against you?