Try asking this question with difficult prospects:

“How long can you wait?”

When a prospect says that he doesn’t have time to build a business, but wants to earn $10,000 a month, ask him how long he can wait until he starts earning $10,000 a month.

He might say that he needs to work on earning more income now. Or, maybe he says that he can only wait six months or a year, but he knows that he eventually has to earn more money.

This question makes the assumption that the prospect will join, and that his only decision is how soon to join. It certainly makes the prospect think of the consequences of not joining – never having that increased income.

Do you have trouble getting prospects on an opportunity presentation teleconference call? Are they afraid of being “sold” by listening to the sales presentation?

Relax your prospects by offering to have them listen to a “training call.” They can listen to one of your teleconference trainings without the fear of being “sold.”

Network marketing brought the promise of residual income to people who weren’t authors or famous singers. In the hype of quick or big bonus checks, we tend to forget that residual income is one of our finest assets in this business.
John David Mann, in his book, “The Zen of MLM”, writes an entire chapter on how we can view this residual income phenomena.
There is no residual income from our jobs, and most businesses stop as soon as the owner stops day-to-day managing. Network marketing can give us that chance to enjoy getting paid now for work we did in the past. Don’t forget to mention that to your next prospect.

The most important part of getting referrals is letting your customer or prospect know how you’re going to approach their friends.

Assure the person giving the referrals that you will be giving a short, no-pressure presentation – and then allowing the referral to make a decision based upon what’s best for him.

“A penny will hide the biggest star in the universe if you hold it close enough to your eye.”

– Samuel Grafton

(Yeah, my job is pretty secure, and it pays well, so why should I look at a better opportunity?)

Cash is bad … for using as a premium or incentive.

If you give a cash bonus, a cash prize or a cash incentive, here is what happens:

The recipient spends it!

The recipient will spend the cash on groceries, a VISA bill, or to help pay this month’s mortgage – and your cash is quickly forgotten.

Instead of offering cash, offer something with long-term memory value.

For example, give a trip. The memories of a trip will last a lifetime – and the memories are always associated with you.

Give a Harry Potter book. Every time their child reads the book, they think of you.

Give a memorable evening out complete with a limo, a nice restaurant meal, and a show.

Give a banquet in their honor.

Give a watch, a special pendant, clothing, a plaque or anything that has longer-lasting memory power than cash.

You’ll want the maximum leverage from your premium or incentive.

If you have a local group, here is a great way to bond, socialize, and motivate your group.

Throw a promotion party.

* If you just qualified to be a platinum director, throw a platinum director party.

* If one of your distributors qualifies as a senior manager, throw a senior manager party.

* If one of your distributors qualifies as a Star Trek Commander, throw a Star Trek Commander party.

It’s a great excuse to get your group together to bond, to give recognition, and to challenge the group to reach new positions in your business.

It’s easier to get your distributors to a party than to a meeting.

“A group of the unwilling, picked from the unfit, to do the unnecessary.”

– Richard Harkness

Leadership tip: If you wish to delay a project, assign it to a committee.

“Everybody does network marketing every day, but they just don’t get paid for it.”

We constantly recommend restaurants, music, movies, places to go shopping and even places to take vacations. Recommending and promoting is in our blood.

That means every prospect you talk to does network marketing, right?

So why not give your prospect a choice he can’t refuse?

Simply say:

“You already do network marketing every day. You can get paid for it … or you can continue doing it for free. The choice is up to you. And if you choose to continue doing it for free, that’s okay. Charity work is good. It makes the world a better place.”

And then let your prospect decide.

“If you fall out of that tree and break your leg, don’t come running to me!”

“If you cut your legs off in that lawn mower, don’t come running to me!”

“If you poke your eye out with that stick, don’t come looking for me!”

That’s the kind of worthless advice many network marketing distributors receive on their journey of discovery. We tell our distributors what to accomplish, but not how to accomplish it.

For instance:

We tell new distributors to be positive, but we don’t tell them the exact method to quickly reprogram their minds.

We tell new distributors to talk to their skeptical relatives and friends, but we don’t tell them exactly which subconscious mind statements to use to approach their prospects.

We tell new distributors to be leaders, but we don’t tell them any key principles of practical leadership.

Our problem is that we are so excited about sponsoring the next new distributor that we forget our duty to develop and train our present distributors. It’s human nature, but at least we can improve on our present efforts.

I make a conscious decision to invest time, money and energy in every new distributor. Even with that conscious decision, sometimes I forget.

And what’s really important about all this? It’s not what we teach and train, it is what our new distributors master. I keep a small checklist of basic leadership principles that my new distributors must master. Usually the new distributor only masters two or three principles at best. That just means I must keep investing time and energy until the job is done.

The key is:

It’s not a checklist of what you teach … it’s a checklist of what the new distributor masters.

This change of viewpoint is what makes effective leaders.