There's a GOLDMINE waiting to be discovered in your network marketing organization...and they are called your RETAIL CUSTOMERS!
That's right! Your retail customers! It's amazing to me how many NWMers I come across that tell me that "nothing is happening" because they have no leads to work up, and so they are relying on COLD CALLING to get "new blood". And, guess what? They are getting frustrated, disenchanted, and thinking of quitting (or at least believing they can't do this!). Well, of course that is happening if you are COLD CALLING! I mean, let's face it...even trained, veteran, REAL SALESPEOPLE have trouble with, and very often hate, cold calling, so it's not a surprise that part-time NWMers would despise it as well. Didn't you say when you started here that you didn't want to go "door-to-door"? Ok, so here's the GOOD NEWS!! You should NEVER have to cold call to build a successful NWM organization! Why? Because most NWM income opportunites offer high quality, unique products....and so you should, and will, have SOME people that buy them no matter what even with no interest in building an organization. So, in essence, they are paying "top dollar" for the products because they LOVE the products (that, by the way, is the KEY to knowing you are in a good company with a good opportunity!). Now....most of these retail customers usually start with, fall in love with, and regularly order one product. And, most opportunities offer MANY products and offer MANY categories of products (with Oxyfresh, we offer 70+ products spread across 6 product lines). Unfortunately, what do most NWMers do once they get a retail customer??? They "categorize" them as a "boring and unimportant non-business builder" and take the attitude of "whatever i get from them i get from them". BAD IDEA!!! Why? Let's think about this, and start to shift our thinking into realizing that these "non-business" builders can be the ticket to you doing several things:
---doubling or tripling your volume in a short period of time
---finding you your next business builder
---becoming your next key leader themselves
Want more specifics? Let's say your retail customer is buying TOOTHPASTE from you, and you have 70 other products, including 8 other oral care products. Well.....don't assume they know about these other products. Tell them about them....show them where and how to get information about them....recommend a product to them.....give them an OFFER to try another product....in the sales world, there are two concepts at work here....upselling (within the product line...let's say to an oral irrigator) and cross-marketing (nutritional products within your company in addition to the oral care they are already using). When you do this, you can double or triple your volume. I have come across "frustrated" NWMers who have 250+ retail customers who have never thought about showing them their other products! In addition to this, these retail customers will gladly refer business to you! In fact, sometimes they are more effective than your so called "business builders"! Why do they refer?? They love the product (they are paying top dollar for it) and they don't have the old "conflict of interest" telling others they love it, or giving you names....they aren't "making money off it" so they are open to helping you. That's reality. And, one last point here...how many of your retail customers even know there is an opportunity here for them?? Very often we "bring" customers in and are either "afraid" to tell them, or assume they know, or "think we've mentioned" it to them....they could be your next ACE!
Next time you are looking through the yellow pages and struggling to pick up the phone to make that dreaded cold call, I suggest you get a printout of your customers, and start working that goldmine sitting there!

When you pick up the phone to call a prospect or distributor, are you totally clear as what you are looking to accomplish with that call? This may sound like a strange question to ask, but this is a critical part of being an effective network marketer. When I ask this question to NWMers during workshops and training sessions, very often the answers I get are along the lines of "I'm just trying/hoping to speak with someone", or "I'm usually just checking in with them", or "It depends on where the conversation goes"...

Ok.....let's look at this! If any of the above is your "game plan", while I admit you can certainly still have SOME effective conversations, the chances are that your overall efficiency.....how long it takes to enroll someone, the % of calls that "move the prospect to the next level", and even the sales volume generated, will be much LOWER than if you are crystal clear as to what your PURPOSE is for each call BEFORE you dial their number! Why? Simply put, you already (should) know that ASKING, and not TELLING, and then LISTENING, are the keys to success in marketing. Therefore, when you know your PURPOSE, and also have your CALL TO ACTION for the end of each type of call, you will know which QUESTIONS to ask to make this an effective call. When you don't know your purpose, and you just take the approach of "i'll take it where it goes", you very often TELL (instead of ASK) and, here's the key, do NOT end with a CALL TO ACTION (or take the process to the next step).

For example, if this is a first call with a prospect that answered your income opportunity ad, your purpose would be to find out more about them in order to determine their WHY (what would the NWM income they are "looking" for do for them and help them ENVISION their new lifestyle with that income) and have them agree to look at some information. You are clear about this, and so now your questions are focused around who their family, occupation, passions/hobbies, etc. (the FLOP approach!). This is the most important call you will do, and if you try to do "too much" with this call (for instance, you are trying to enroll them with an order on the first call), you will very often be all over the place, will not develop any rapport or trust with them, and they will be very uncomfortable. So, for an initial call, as hokey as it sounds, having a reminder paper in front of you with something like this may make sense...
"Who is this person?"
"WHY are they interested in this NWM opportunity?"
"CALL TO ACTION--are they willing to look at some information?"
Answer all 3 on the first call, and you are on your way.

Obviously, there are many other "types of calls" you will be making as network marketers. Here are some examples:
---Call to update a distributor or retail customer on a new product"
---Call to inform them of a special or limited time offer
---Call to set up their first order
---Call to enroll them
---Call to determine if they would go to a local, regional or national training
---Call to see if their spouse/partner is going to support them with their new business

Here's an important exercise for you...take each of the above types of calls (and add a few of your own because there are more!) and write 3-4 questions for each of them, along with your intended call to action. Then, keep these on index cards or in your computer. Since you probably will be doing different types of calls during a work session in your business, simply "pull" the appropriate topic/questions and then make the call!

You will be rewarded greatly over the long-term for taking a few minutes in the short-term to do this project! Remember, being EFFICIENT is the name of the game for the part-time network marketer!

Being network marketers means that we are in the "networking" business! I know that sounds logical, but my question is....what really is "networking" and how can we get to be great at it so we can build a great network marketing organization? That's not as easy to answer mainly because many people think of "networking" only as it relates to, and benefits, THEM (or their nwm business!)....and that's a bit of a problem!!!

I'm a big fan of Bob Burg (www.burg.com) , who wrote the classic book Endless Referrals and has a great newsletter "Winning Without Intimidation" who is "right on" (in my humble opinion!) about what networking is and isn't. After reading his material years ago and starting to apply his philosophies to my nwm business, I became much more efficient and you can too!

You see, networking is about creating relationships that benefit BOTH of the parties involved; it's not a one-way street! Yes, ultimately you need and want to build your business, and you WILL if you "get" this business concept, even if you don't enroll everyone you are "networking" with. Whether they come in or not is not really important; creating a trust, a relationship, and genuinely being interested in what THEY do, and how YOU may be able to HELP THEM, is what makes everyone happy, and you much more successful! PLEASE READ THAT AGAIN! What do I mean by that? Let's say you are at a social event (party!) and you meet someone who has their own business designing websites. You may not need one yourself, but you certainly do, or will, know someone that does. Ask this person (let's call him Joe) lots of questions about how things are going, and, in particular, how he is looking to EXPAND his business, and who may be a good "prospect" for HIM, so that if you come across someone in need of Joe's services, you'll be happy to refer that person over to him! "Wait a second", you say! How is that helping me build MY network marketing business? Lots of ways. First of all, when you do this, and make an effort, after meeting Joe at the party, to refer someone to Joe, you become "network" partners and friends ....People are more apt to do business with people they like, and trust, and are friends with, and Joe is very grateful and happy to have met you, and for what you have done for him (rather than the usual situation which is someone talking about themselves and their business all night to someone they just met at a party without caring to ask anything about their conversation partner). This is not a guarantee that Joe will eventually enroll with you, but the chances are much greater that if the time is right, and there is a need for Joe to become a NWMer, he will choose you correct?? And, at a minimum, he will almost certainly look to reciprocate back and REFER to you anyone he knows that is looking to start their own business, interested in health and wellness, etc....Make sense?

What about business cards? Many people i know in NWM think they are "networking" by just handing out (or worse, mailing) tons of business cards. Hmmm....what happens next? They are frustrated and complaining that they have "no business" coming in, but can't figure out why when they gave out all these cards!!! Let's face it....and Bob is to be credited with this as well....the main purpose of having business cards yourself is to GET OTHER PEOPLE'S BUSINESS CARDS!!! That's right....when you give someone your card, what do you really want or need?? Their card right? And, when you actually hand a person your card, they usually do what? Give you THEIR card back. That's the ticket! You see, you have NO CONTROL over what they do with your card, and, it's really not important. They probably will do NOTHING with it. You, as a NWMer, shouldn't be sitting around hoping and/or waiting for them to call you after meeting them. Having their card gives you the ability to take it from there...to communicate, keep in touch, and REFER to them as we previously mentioned.

So....the keys here are:
1. focus on how many new cards you've "gained", not how many of your cards are "missing"!
2. focus on genuinely listening to what your new networking friends need to help THEIR businesses, and let them know you will (and do it) be happy to refer to them!

HAPPY NETWORKING!

This is a very important topic for all of us, as ethical NWMers, to pay attention to....not only does it teach very basic, but powerful, marketing and advertising concepts, but it also can greatly affect how successful YOU are in your business, and, i suppose looking at the "big picture, how successful the ENTIRE INDUSTRY becomes in the future. It's also a PET PEEVE of mine, so let's get to it!
I came across this RESPONSE to a CLASSIFIED AD that was posted on a very popular website that allows free advertising, and is used for everything from posting resumes to barter services to matchmaking to political discussions. This was a response to a HELP WANTED ad....check this out.....

I get many offers for 'work at home' jobs.but 99% of them ask for a fee.I feel if a fee is needed,it must be a scam...

Now, before we dismiss this statement as being ridiculous or ignorant, let's take a look at it because i see this ALL THE TIME....breaking it down into LOGIC 101.....

1. This was an ad for an MLM opportunity in the HELP WANTED section.
2. This person is looking for a JOB.
3. Employees don't expect to PAY to get PAID!

Let's get to the meat here...

1. Most of us are doing network marketing part-time.
2. Most of us need "quality" leads and many of us turn to advertising to do this
3. Most of us get frustrated because people who respond just "don't see it"!!!

Ok, there is an "art" to advertising, and many NWMers are inexperienced in it, and that's ok....but we do need to learn quickly because we need to be productive right? Headlines, in particular, are crucial, and we are going to focus more on that in future posts. But, for now, a crucial thing to recognize when looking for prospects is that two things affect the outcome of your ad...where you place it and what it says. Where are you going to place an ad? Well, what do you want back? I'll tell you this....i want HIGH QUALITY, even if it means lower quantity...

If you put an ad in HELP WANTED, you get people looking for paying JOBS....they have, in almost all cases, a need for a paycheck YESTERDAY, have limited resources to invest money, and, plain and simple...they have an EMPLOYEE mentality....most of them are not entrepeneurs, and have no motivation or interest in starting their own business...home-based or not...if you try to be cute and vague, and say "work at home...p/t $500-1000 and f/t $2000-4000" or something like that, they are going to think that's their SALARY for working from home...Yes, you will get TONS of responses when you do this, and even if there IS an ACE in there, you will probably get so frustrated and be so time limited you'll never get to her! I say SCRAP the "work from home" ads in the HELP WANTED section! (read his response up above again....he only "sees" JOBS in this section!). And, all this does, once they "hear your pitch" is give the industry a black eye, because they now see it as a "trick" or "scam"....

You see, WE (all of us) can change that.....let's be more responsible, and have more integrity here. Bottom line is...

1. We are offering a powerful INCOME OPPORTUNITY (a business!)
2. We are looking for people that have the ability to invest some time AND money!
3. We want to attract, and partner with, motivated, positive people who think like business entrepeneurs (not employees) and are already successful!

So...where do you advertise?? In the small biz section....the business opportunities section...whatever it's called on the website or publication you are in. Be UP FRONT with people. Let them know that it is a business....OWN from home....not WORK from home! The ad should attract the BEST out there, not the desperate! More to come.....
T

What is your game plan? I have found this to be the absolute BEST QUESTION to ask people you are working with, no matter your business....if you are a consultant, in sales, and/or especially in network marketing...not only is it the question to ask a prospect that may be looking at your income opportunity ("So...Mary, what is your game plan right now to create that additional income needed for your daughter's college tuition in a few years?") but also for those who have already begun their NWM careers and have told you that their "goal" is to make an additional $3,000/mth. I am absolutely amazed at how many people I have come across, not only in my company, but throughout the NWM industry, that answer the question...."Charlie, what will it take for you to reach that income level here" with...."I don't know!" I am a "numbers" person, and so perhaps this is logical to me somewhat, but it would seem to me that when you are in business...especially a part-time business (looking to earn "full-time income") it is crucial to understand exactly what it takes for you to....get to the next level in the compensation plan (and therefore approximately how much your checks will be), enroll X number of people, etc...

Here is a excellent article for you to check out. It was written by one of my mentors, Dr. Joe Rubino....he has been on the cover of Success Magazine, has written numerous best selling books on NWM, leadership, and personal development, and hosts, along with his partner Dr. Tom Ventullo, an incredible program called Conversations for Success. They have a company, Center for Personal Reinvention, and i strongly urge you to check out their website to get more information on their programs and books, www.centerforpersonalreinvention.com
My request is that you not only read this article carefully, but use it as a worksheet/template for your success plan in network marketing.....fill it out, and commit to it!!

Developing Your Network Marketing Game Plan - In A Nutshell
Dr. Joe Rubino

There is nothing like a clear, detailed and concise game plan to guide your success in network marketing. The following is a summary of some of the key elements to developing such a successful game plan.

Based on your overall vision for what your networking business will ultimately provide for you, what are your income expectations and your time frame for achieving them? Start with a six-month schedule. Although your vision will require a more general plan, focus first on your immediate actions.
You’ll want to work with your upline leaders to find answers to the following questions:

1. What is the next highest position in your compensation plan, and when will you achieve it?
2. How much earned income do you expect per month, and when do you expect it?
3. How much monthly volume will you need to create in your group to earn that income?
4. How many distributors will you need to partner with to bring this about?
5. What position will you attain by month six, and how much income will it provide?
6. What resources will you need to accomplish that?
a. Time to invest per week.
b. Supplies to order, including product and support materials.
c. Educational and training materials you’ll need.
7. Who will work with you to support you?
8. How will you develop your list of prospects? Will you advertise? When and where?
9. What training and personal development seminars will you attend?
10. Will you build using three-way calling with your upline?
11. Will you build locally and in person, or long distance by fax, phone or the Internet?
12. What support structure does your company have for you to use?
13. What will go into your sorting packages?
14. How will you duplicate yourself?
15. What other resources will you need?

Determine a Single Daily Action to Support Your Goals
A single daily action is something you will do consistently and continuously to bring about your success. At minimum, it will include:

X number of prospecting conversations
X number of follow-up conversations
X number of packages you’ll mail or hand out
X number of hours you’ll spend on training and coaching your downline
Any other action needed, daily, to ensure your success

How Much Is Enough?
To determine how many people you will initially need to prospect, work backwards, starting with your goals. Use input from your upline to ground what it will take to reach your target in reality.
Here’s an example: IF you generally enroll one out of 20 prospects ..., and IF one out of three builds a business ..., and IF your goal is to find two business-builders each month ..., THEN you will need to prospect 120 people per month to find your two business-builders. IF you work five days per week, THEN you will need to prospect six people each day to reach your objective each month.

Where Will You Get Your Prospects?
If you need 120 prospects each month (continuing the previous example), will you get them from ...

your warm market of family, friends, and acquaintances?
ads?
business or trade shows?
radio or TV commercials?
co-op ad programs?
other sources?
It’s essential that you have enough people to prospect to remain on track toward your goals and to maintain a powerful, productive posture.

What Area of Your Character Will You Develop as You Prospect?
Network marketing is a numbers game only if you don’t speak to enough people! Leverage your success by developing yourself. Possible target areas for your development will include:

Your Listening
Your Belief
Your Courage
Your Persistence
Your Energy
Your Communication Skills
Organization Skills
Powerful Speaking
Developing Rapport
Developing Vision
Guiding a Conversation
Not Dumping Information
Listening for what’ s important or missing in your prospect’s life
Listening for an opportunity to contribute
Elements that would make you more attractive as a
business partner

Create a Debriefing System
I can not stress enough the necessity for an effective debriefing system. How can you develop yourself if you’re not getting any feedback? You begin by establishing a system for getting and using this vital information.
1. Keep a journal
Record the highlights of every conversation you have with each prospect. Record the developmental area you plan to concentrate upon. What worked? What was missing? How could you be more effective? How could you listen and communicate more powerfully?
Keep track of your chosen development areas as you prospect. Make at least 100 to 500 calls and rate yourself after each and every one. You’ll see tremendous improvement in your effectiveness, and you will be able to put to use everything you learn.
2. Record your calls
Ask one of your mentors to listen to you as you make calls and give you feedback. Also, listen to yourself to hear how you sound to others and make any adjustments necessary.
3. Make three-way calls
Listen in on prospecting calls made by your upline. Then have your upline listen in on calls you make. Record their feedback, and pay particular attention to those mentors whose skills and techniques consistently get results.
4. Ask your prospects for feedback
That’s right! Whether they are interested or not, they are still your audience. You might ask something like, “ I’m working on being a more effective communicator. Would you be willing to give me feedback on ... (add your developmental areas)?”
5. Create your own debriefing structure
One that works well for me is to make up a sign that speaks to whatever area I’m working on. I place it by the phone as a continual reminder to smile, shut up, ask questions, etc.

Constantly Reassess Your Actions
What’s working? What’s missing? Are you on track?
If not, what do you need to realign with your development, your goals, your values or vision? It’s critical to always make sure that the actions you take are in line with your intended results. If your results are not what you expected, look to ground your action plan in reality to better achieve your goals.

Duplicate It!
Network marketing is always about duplication. Find something that works for you and then go out and teach others how to do it. Keep this in mind as you develop your game plan. If it’s not duplicable, it will be of little use to those who follow your leadership.

Came across some interesting stats that i wanted to share with you...last year, Stanford University's tuition and room and board for one year was almost $40,000. And, the average American annual income is a bit under $36,000!!! Read that again! Mind-boggling right? In my introductory post, I asked what was wrong with showing others how to make (for starters) an extra $2,000-5,000/mth. with a part-time business in network marketing? You see, when you jump out at someone and tell them how they can make millions (or $50,000/mth.), not only is it not real to them, it actually scares the daylights out of them (there's a whole thing here about people not feeling they "deserve" that kind of success, but we are keeping this simple for now!). But....think about a family that is even 25%, or 50% above the average income.....making say $45,000-55,000 a year, with two kids....THEY CAN, AND WILL SEE, how a nwm business offers a way to KEEP THEIR JOB (security), and, with a few hours a week of consistent "work", and a modest monthly investment, make an extra $25,000-60,000 next year...how does that sound to them? How about the higher level income family who makes that "magical" $100,000/year working very hard at it, while paying an average of 35% to Uncle Sam, and still staring at that dreaded college tuition in the upcoming years? These prospects already are "theoretically" successful, and probably understand the concept of compounding, geometric progression, and/or leveraging themselves...but they still need more right? They probably already invest into mutual funds (for example) using a solid strategy called dollar cost averaging...basically investing a consistent amount every month (maybe $100) to continue to buy "shares" of the fund regardless of whether it's a bit up or down that month, and over a period of years...voila....you usually have ...a very nice result....In fact, that's EXACTLY how I explain NWM to these higher qualified, already somewhat successful prospects (we're going to discuss WHO you should be prospecting and how you market to them soon)...NWM is just like a mutual fund....invest a certain amount every month in YOUR products and business, speak to some people about this "investment" opportunity, and, in four years, you have a check coming in every month for thousands of dollars, a million dollar asset value business, and....here's the kicker...here are your options...keep that going, increase it, retire and collect for life, heir it or sell it....WOW!!! Hey, Stanford...NO PROBLEM!!!

Hello friends, and welcome to the first posting of my new blog dedicated to assisting you in understanding, learning, and succeeding in the wonderful business of network marketing! Be assured...this is not your "typical" NWM site. While there are many valuable resources and tools available about the industry, I felt there was still something "missing" out there...much of the information sources talk about how this is "easy money"...how ANYONE can make millions in this industry (if they can do it , so can you!), or how you can do this without selling, investing money, or even speaking to people! Yes, you CAN make millions in NWM, and there ARE great opportunities out there, and....I have found over the years that what MANY of us really want to know are the following....how do I develop a SOLID ADDITIONAL INCOME, on a real part-time basis, that will really LAST, and do it so that I still have "a life", without feeling that i have to make $50,000/mth. to be considered a success here? Hey, what's wrong with making an extra $2,000-5,000/mth.? Let's START with that! How many of you WANT to know how to do THAT? How about if you had a bunch of people in your organization that WANTED THAT, and really went after doing that confidently? There will be NO HYPE here....hence the "no-nonsense" title to the blog! Ok, I need to say something...I'm NOT a superstar in this industry! But...i do receive a nice monthly check that has stayed with me for many years. What i can offer you is experience not only as a successful distributor with a leading company (Oxyfresh Worldwide) since 1993, but also experience working in a corporate capacity as well..in product development, producing marketing/sales/training materials, and assisting in compensation plan enhancements. And, i've built my organizaton professionally, part-time, having a real life, WITHOUT wearing pins, talking to people in elevators, and throwing home parties! (not that there is anything wrong with those things!)....it's just not my style, and you know what.....it seems to me that it's not the style of many others I have come across in my time in this industry. So...let's use this space to talk about developing the REAL skills necessary to building a SOLID business ...things like how to UNDERSTAND the basics of marketing (not network marketing, but MARKETING first!) , how to ask questions and listen to prospects, how to throw effective meetings, how to structure an organization thinking LONG-TERM, how to write ads that get you NOTICED (and avoid the tired NWM cliches!), and especially how to LEAD, MANAGE, and SUPPORT your organization to MAXIMIZE VOLUME and CREATE SELF-SUFFICIENT DOWNLINE PARTNERS so you CAN walk away and keep that nice little check every month! And....we'll mix in a few stories, and humor, and interesting tidbits while we are at it!!! Sound good?!! Great....all YOU have to do is check in often (and pass this site on to others!) as i will be posting several times a week (unless i am vacationing, which is good right?!) and feel free to comment after posts, or email me privately at tonydmd@gmail.com