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