| For whatever reason you got off track with | | | | subjects one must get good at: inviting, |
| your MLM Business, but you really love your | | | | presenting and training. |
| product or service and have a huge desire to | | | | |
| achieve MLM success. How do you put the past | | | | The things that you "fail" at are not |
| behind you and start fresh? Achieving success | | | | failures at all-they are simply |
| on the second, third, even fourth try is | | | | identification points of where you need to |
| always possible! Here's a highly effective | | | | improve your MLM training. If in playing |
| MLM training tip that will help you get back | | | | baseball I strike out, I can determine that |
| on the fast track. | | | | I'm not good at baseball or I can use that as |
| | | | an identification point of an area I need to |
| Frank sent in this question: Tim, how do I | | | | improve at-which is hitting the baseball. |
| start over? Should I try to reactivate my old | | | | |
| downline or just move on? | | | | There is a tool called Pocket Tracker that I |
| | | | created to determine the "identification |
| Throughout my life I have set many goals. But | | | | points" in the activity of network marketing. |
| I've recently realized that I've been doing | | | | It is a list in sequence of what I and you |
| something that is not healthy. Here's what | | | | need to do every day. If you can't get |
| I've been doing: | | | | past-let's say step 4 in the sequence-that |
| | | | identifies the specific area you need to |
| I set a goal, and then there seems to ALWAYS | | | | improve on. Keep doing that step until you |
| be a fork in the road very near the original | | | | can do it well and can consistently get |
| goal. On one side of that fork is an | | | | through the whole sequence. |
| immediate success; on the other side of that | | | | |
| fork is an immediate failure. | | | | So that was step one of starting over-which |
| | | | is really getting YOU started over. Step two |
| If immediately after deciding on a goal I | | | | is to decide whether you want to try to |
| have immediate success, then I determine | | | | reactivate your old downline or not. Whether |
| BECAUSE I HAVE PROOF that I am good at it and | | | | you can succeed at "resurrecting the dead" or |
| I will continue on and do well and achieve | | | | not is dependent on everything I've written |
| that goal. However, if I have an immediate | | | | above-FOR EACH PERSON. |
| failure then I determine BECAUSE I HAVE PROOF | | | | |
| that I'm not good at it and will continue on | | | | Everyone who is no longer active in your |
| and fail at achieving that goal. | | | | downline has simply determined that they're |
| | | | not good at it. Before you contact them, I |
| Let me give you an example: As a boy, my goal | | | | would recommend that you make sure you've |
| was to play baseball. The pitcher throws a | | | | fixed whatever it was about your training |
| baseball and whether by luck or by practice I | | | | that caused people to fail. You can succeed |
| manage to hit the ball. I now have an | | | | at bringing some of them back in-but you can |
| observable "proof" that I successfully hit | | | | only do so by offering something new to them. |
| the ball. I then determine that I'm good at | | | | I recommend that "something new" be MLM |
| it and will continue on with the thoughts in | | | | training that really works. |
| my head that I'm good at it-normally that | | | | |
| leads to success. | | | | Summary of how to start over: |
| | | | |
| However, on the other side of that fork, if | | | | 1. Create a new goal for your network |
| when that baseball is thrown I miss the ball | | | | marketing business. Not just mentally or on |
| and strike out, I then determine (by | | | | paper-but REALLY start new. DROP THE PAST. If |
| observing the proof) that I'm not good at it. | | | | you really dropped the past you would not |
| However, since I'm not a "quitter" I continue | | | | have fear of contacting prospects. |
| playing baseball but I do so with the | | | | |
| thoughts in my head that I'm not really good | | | | 2. Identify the specific area(s) you need to |
| at it. | | | | get good at by following the step by step |
| | | | sequence as given in Pocket Tracker. |
| So I've been using the initial success or | | | | |
| failure to determine if I'm really going to | | | | 3. Once you have gotten good at each area of |
| succeed at my goal or not! But in reality, | | | | the business, contact those people who are no |
| what does that have to do with it? Nothing!! | | | | longer active and do the Inviting Formula |
| Because just prior to that success/failure I | | | | (see steps below) with them to determine what |
| determined that I wanted to play | | | | they need/want. This will be slightly |
| baseball-that is the only thing that matters! | | | | different than a prospecting call because now |
| The unhealthy thing that I've been doing is | | | | you need to find out what they need/want as |
| "forwarding the observable" as if THAT is the | | | | it pertains to training. |
| most important thing. | | | | |
| | | | 4. Deliver to them what they need to succeed. |
| Here's how my analogy of playing baseball | | | | By doing so, you will succeed. |
| turns into a great MLM training lesson: I | | | | |
| feel many people in network marketing are | | | | In conclusion the most important part of your |
| "forwarding the observable" that they've not | | | | mlm training, whether you are just getting |
| had immediate success-therefore they continue | | | | started in the business or if you are |
| to fail at it. | | | | starting over, is to master the steps of the |
| | | | Inviting Formula as outlined below. If you've |
| When people start network marketing they will | | | | not mastered this formula then you will not |
| very often "test" if they're good or not-and | | | | be an effective coach to your downline as you |
| then DECIDE IF THEY'RE GOOD BASED ON THE | | | | will be teaching what you can not do. If you |
| IMMEDIATE "PROOF." This in my opinion only | | | | can't do inviting successfully, who will you |
| leads to failure. | | | | be teaching inviting to? You can't have a |
| | | | downline if you can't invite well! So, please |
| The correct approach would be that they | | | | master the Inviting Formula-I promise you |
| DECIDE TO SUCCEED IN NETWORK MARKETING. | | | | this is the most important MLM training you |
| PERIOD. The most healthy thing to do is to | | | | can master! |
| disregard the "proof" because the proof isn't | | | | |
| the goal!! It's just evidence that you need | | | | Inviting Formula: |
| better MLM training or more practice. | | | | |
| | | | 1. Greet prospect. |
| So with that thought in mind, let me answer | | | | |
| Frank's question. Frank, the way you start | | | | 2. Qualify-find out what they need/want or |
| over is to go back to your original goal and | | | | don't want. |
| start THAT over-but don't carry your failure | | | | |
| with you. Really start new. When you start | | | | 3. Invite them to look at something that will |
| new think in terms of what you need to get | | | | help them achieve step 2. |
| good at. | | | | |
| | | | 4. Handle any questions or objections. |
| In baseball, there are three broad subjects | | | | |
| one must get good at: throwing the ball, | | | | 5. Close to action. |
| catching the ball and hitting the ball. In | | | | |
| network marketing there are also three broad | | | | 6. Follow up/follow through. |