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MLM Lessons
Articles
"Providing Training, Tips and Lessons on Network Marketing"
Power-packed 500+ page manual from two top
Network Marketers, Tom "Big Al" Schreiter and Art Jonak.
Get One Copy For Yourself and Give Some To Your Top Leaders ! Order Here !
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"What is your biggest problem?"
by Tom "Big Al" Schreiter
I had lunch with David Snitzer in Dallas awhile ago.
Yes, it pays to take an expert to lunch to get some
great ideas. He had a fabulous opening sentence that
can help anyone get an appointment with a business
owner or prospect. He says:
"What is your biggest problem?"
The prospect will tell David his problem. And then
David says:
"We'll take care of it."
That's it. Short, to the point, and effective. And
can't your network marketing opportunity or product
solve most people's problems?
If the prospect says his biggest problem is:
"I can't make enough money where I work."
"I don't have enough time for myself."
"I hate commuting an hour each way to work."
"It seems I never have enough time for my
children."
"I hate my job."
"Nobody appreciates my work."
Can't your opportunity solve these problems?
Your simple reply would be:
"We'll take care of it."
Now you have your prospect's immediate attention.
Want more neat prospecting ideas?
Get seven examples of ways to sponsor new distributors,
taken directly from the '103 Ways & Places To Sponsor
New Distributors' manual.
Simply send a blank e-mail to:
liz3-15187@autocontactor.com
Or go directly to:
http://www.mlmlessons.com/103
-------------------------------------------------------
If you are going to criticize someone, walk a mile
in their shoes.
You will be a mile away from them and you'll have
their shoes!
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An easy way to get an appointment and create an
incredible bonding.
Think about that tough prospect who doesn't allow
appointments. Does he or she have an interest or
hobby that you know of?
Go to a used bookstore and find an appropriate
book for your prospect's interests. Send the book
to your prospect with a note that reads:
"Just saw this book and immediately thought of
you. Hope you enjoy the book."
That's it.
The next time you call, the tough prospect will
take the opportunity to thank you for your
thoughtfulness. Then it will be easy to get that
appointment.
Most people mass-market to prospects. Your
personal approach will stand out and get you that
tough appointment.
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How To Get Swamped With Prospects Begging To Join
Your Network Marketing Business.
Art Jonak and Keith Schreiter wrote this 14-page report.
Lots of good ideas for your distributors to get more
prospects to come to them.
I particularly like the section:
"Creating prospects on demand by
not answering your telephone."
If you haven't downloaded or copied the report yet, do
it now. Just go to:
http://mlmlessons.com/pdf/swampedreport.pdf
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"So what do you want to be when you grow up????"
by Tom "Big Al" Schreiter
Ouch.
A terrible programming question.
I didn't realize this until I had dinner with John and
Anna Tarr last week. During dinner, Anna said:
"My relatives always asked me what kind of
business I wanted to own when I grew up."
Her relatives never thought about jobs, they always
thought about owning a business.
Maybe we can take a tip from Anna. Instead of asking
children what they want to be when they grow up ...
(as in what kind of job) ... maybe we can pre-program
them for success by saying:
"And what kind of business do you
plan to own when you grow up?"
Want more neat prospecting ideas?
Get seven examples of ways to sponsor new distributors,
taken directly from the '103 Ways & Places To Sponsor
New Distributors' manual.
Simply send a blank e-mail to:
liz3-15187@autocontactor.com
Or go directly to:
http://www.mlmlessons.com/103
-------------------------------------------------------
How to change your business forever ... with a simple
"One-Minute Presentation."
Many subscribers haven't downloaded the free mini-course
on how to give a powerful, simple, one-minute presentation.
Just go to:
http://www.fortunenow.com/resources/1minute_219.htm
And enter the email address where you would like the
mini-course to be sent.
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My friend, Dub, says:
"Never laugh at anyone's dream. People
who don't have dreams, don't have much."
-------------------------------------------------------
I don't remember where I heard this, and it probably isn't
even legal because I am sure there is some sort of implied
medical claim, but it was so good, I thought I would share
it with you.
"The operation to remove gangrene is just
a little bit more expensive and painful
than taking these vitamin supplements."
I just remember thinking that it was a great way to put
things into perspective.
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Wisecracking old lady embarrasses me at the workshop,
but makes a great point.
I'm doing my best. I think the training workshop is going
well, but there is one big problem.
In the front row sits a very, very old man and his wife.
The old man is sleeping.
But it gets worse . . . he's SNORING - really loud.
I try to be diplomatic, so I ask his wife:
"Your husband is snoring and disturbing the rest
of the group. Would you mind waking him up?"
She replied:
"YOU wake him up. YOU put him to sleep!"
Ouch. She was right. I was responsible for his sleeping
and snoring - and I wasn't taking personal responsibility
for my actions. I wanted somebody else to fix things for me.
Sound familiar?
Do you have distributors who want you to lower the prices,
to move the meetings nearer, to make the prospects more
receptive, and to do all the work for them?
Teach them about personal responsibility. Remind them often.
Hey, even I forget.
-------------------------------------------------------
How To Get Swamped With Prospects Begging To Join
Your Network Marketing Business.
Art Jonak and Keith Schreiter wrote this 14-page report.
Lots of good ideas for your distributors to get more
prospects to come to them.
I particularly like the section:
"Creating prospects on demand by
not answering your telephone."
If you haven't downloaded or copied the report yet, do
it now. Just go to:
http://mlmlessons.com/pdf/swampedreport.pdf
-------------------------------------------------------
When your prospect pleads poverty.
by Tom "Big Al" Schreiter
When your prospect says:
"I can't afford $49 for a distributor kit. I barely
have enough money for cable television, cigarettes,
lottery tickets and beer."
You simply reply:
"You have cable television, right? Which will make
you more money? Cable television or our opportunity?"
If your prospect doesn't subscribe to cable television,
just modify your approach for the following:
* Smoking
* Beer
* Golf
* Eating out at restaurants
* Movies
* Pizza
Your prospect has money. But your prospect is choosing
where he WANTS to spend his money. This is your chance
to check if the prospect is really serious about having
an opportunity.
Want more neat prospecting ideas?
Get seven examples of ways to sponsor new distributors,
taken directly from the '103 Ways & Places To Sponsor
New Distributors' manual.
Simply send a blank e-mail to:
liz3-15187@autocontactor.com
Or go directly to:
http://www.mlmlessons.com/103
-------------------------------------------------------
I stunned my wife with my brilliance . . .
I only speak one language, English, barely. Some people
have asked me if English was my second language. That's
embarrassing.
My wife, Susan, speaks three languages and can't understand
why she has to continually correct my English. After all,
English is only her third language.
But it takes lots of work to learn English. To prove it,
I gave her a small gift and said:
"Since there is no time like the present,
I will now present your present."
Wow! She was quiet for a whole five seconds.
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Get your prospect to qualify.
One network marketer I know has no problem getting
his new distributors to make appointments.
How does he do it?
First, he gives a complete presentation to his
prospect. When the prospect says that he wants to
join, my friend says this:
"The only way that you can join with me is to
first set appointments for your first two
presentations. If you can't set these two
appointments, well, I don't think this business
is for you."
What does his prospect do?
His prospect immediately gets on the telephone
and sets appointments for two presentations.
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My worthless sponsor is one of those
"bad things that happen to good people."
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"Four Strange Insights To Build Your Network Marketing Business."
I wrote this special report in 1995 to introduce my
Fortune Now Newsletter for Leaders. Many of you asked
to see it again, so here it is.
Simply go to:
http://fortunenownewsletter.com
and make sure you read the part about how the "crying
baby" crushes the dreams of the alleged potential
leader. :)
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Experience is that marvelous thing that enables
you to recognize a mistake when you make it again.
-- F. P. Jones
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"How to Divorce Your First Millionaire!"
by Tom "Big Al" Schreiter
Art Jonak was working out at the gym last week. (I don't
go to the gym as I found out that I am allergic to the
gym. Every time I go I suffer fatigue and break out in
a sweat.)
Anyway, Art met a lady at the gym who had a book titled,
"How to Divorce Your First Millionaire!"
Think about it.
Isn't that headline catchy? I bet the author sold a lot
of books. And all of those books were sold on the headline
only. No one read chapters of the book first before
purchasing.
That is the power of a headline or a great first sentence.
If your headline or first sentence is interesting, well,
you win. The prospect will be instantly on your side,
leaning forward, looking for reasons to buy or join.
So how good is your headline or first sentence?
Here are four great headlines and opening sentences.
1. "How To Get A High-Priced Lawyer On The
Telephone For Less Than $30 A Month."
2. "How A 30-Cent Postcard Helped Me Quit My Job."
3. "Our Goal Is To Get You Into Networking
So You Can Get Into Not-Working."
4. "How To Make Your Boss Cry In Three Easy Steps."
Your first sentence or headline is everything. If you
don't capture your prospect's interest immediately, you
are wasting your time.
Want to create your own custom first sentences and
headlines?
Go to: http://www.mlmlessons.com/headlines
If you want to know five of my best first sentences or
headlines, they are in the yellow box on this page.
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Two rules for success:
1. Never tell everything you know.
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If your downline is not recruiting new people . . .
Having trouble getting your new distributors to sponsor
new people?
Want to slap their hands and get their attention - but in
a nice way?
Just send your non-working distributors to this link, and
get ready to smile :)
http://www.fortunenow.com/flash/choose.swf
They will get the hint!
-------------------------------------------------------
Want more neat prospecting ideas?
Get seven examples of ways to sponsor new distributors,
taken directly from the '103 Ways & Places To Sponsor
New Distributors' manual.
Simply send a blank e-mail to:
liz3-15187@autocontactor.com
Or go directly to:
http://www.mlmlessons.com/103
-------------------------------------------------------
Want to have friendly prospects?
Sales trainer Dale Ledbetter suggests that you send
three separate prospecting letters and a gift before
you make that first telephone contact.
Just think of how much more pleasant those initial
prospecting calls will be by using this pre-contact
relationship-building technique.
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"How long can you wait?"
by Tom "Big Al" Schreiter
The simple prospecting question that helps build
your business.
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.
Want more neat prospecting ideas?
Get seven examples of ways to sponsor new distributors,
taken directly from the '103 Ways & Places To Sponsor
New Distributors' manual.
Simply send a blank e-mail to:
liz3-15187@autocontactor.com
Or go directly to:
http://www.mlmlessons.com/103
-------------------------------------------------------
If you don't have a copy of my album, "How To Give A
One-Minute Presentation," here is an easy way to learn
the basics.
I have posted a seven-lesson mini-course so you can
learn the basics of this powerful presentation method.
Simply send a blank email to:
liz3-178608@autocontactor.com
Or go to:
http://www.fortunenow.com/resources/1minute_219.htm
-------------------------------------------------------
A fellow genius once told me . . .
Okay, okay. Maybe I'm grossly enhancing my cerebral
powers, but at least the OTHER guy was a genius.
Here is what this marketing genius said:
To sell a woman anything, simply put these words in
front of what you're selling:
"Sugar-free."
"One calorie."
"On sale."
To sell a man anything, simply put this word in
front of what you're selling:
"Turbo."
So I tested his theory. I said to my wife, Susan:
"I think it was on sale."
She replied:
"What? What was on sale? How much? Is it still
on sale? Where was it? Do I have enough time
to go now?"
Gee, I didn't even say WHAT was on sale. Pretty
powerful stuff.
Unfortunately my wife knows all things -- even the
"Turbo" technique. So one day she tells me:
"And now it comes in a turbo model."
I reacted:
"What? A turbo model? What kind? How fast?
Does it have extra options? Will it be faster
than my friend's? How powerful is it?"
So why not position your products and opportunity
with these tips in mind? For instance, you could say:
"One-calorie super vitamin program."
"Quick start distributor kit now on sale."
"Turbo MLM." (Hey, what a great name for a book!)
"Turbo training day."
"Sugar-free munchie bar."
Get the idea?
It is what we SAY that makes a difference.
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Tom "Big Al" Schreiter here.
While giving your presentation to a prospect, you
notice that the prospect is leaning back, rolling
his eyes, hoping that you will quickly finish so
he can say . . .
"No."
Another 45 minutes wasted with a dead-end
prospect.
And you are feeling lonely, sad, and frustrated
that while others seem to be building their
networks quickly, you just aren't making the progress
you want.
And then on to another prospect who refuses to
give you an appointment for a presentation.
More rejection.
Why is it so hard to get instant appointments with
almost 100% of the prospects you talk to?
Why is it so hard to convince prospects to join
your business?
FACT: To get appointments instantly with almost
100% of the prospects you talk to, and to get
prospects to instantly want to join your networking
business . . .
==> You simply have to change what you say and do.
Just think about it.
As you probably know, there is a simple formula
for quickly building your network organization.
Other people are using it now.
Since you want to grow quickly too, you want to
learn the step-by-step sentences and phrases that
will get your prospects to lean forward, and want
to join.
Now I would like to help you experience how easy
networking can be, by helping you discover those
sentences and phrases that get prospects excited,
positive, and wanting to join your business.
Can I ask you a personal question?
Would you invest the time to read my seven-lesson
mini-course on "How To Give A One-Minute
Presentation?"
There is no cost.
When you receive each lesson, all you have to do
is spend about three minutes reading each step-by-
step technique. Simple.
And then, can you imagine what will happen in your
career?
Almost instantly you will see how to get your
prospects to quickly see what you see. And then
they will make the same decision as you did.
Here is your chance to subscribe now to this
quick, step-by-step seven-lesson mini-course.
All you have to do is send a blank email to:
liz3-178608@autocontactor.com
That's it.
Get ready to improve your business immediately.
Thanks.
Tom "Big Al" Schreiter
P.S. You don't have to subscribe to this free
seven-step mini-course, but why condemn yourself
to a lifetime of frustrating prospecting and
presenting experiences?
Stop the frustration now, and make a bigger
bonus check, by reading lesson one now :)
Send a blank email to:
liz3-178608@autocontactor.com
.
Tom 'Big Al' Schreiter
Fortune Network Publishing
PO Box 890084
Houston, TX 77289 USA
Phone: (281) 280-9800
http://www.fortunenow.com
bigalnews@fortunenow.com
Want to build relationships faster?
by Tom "Big Al" Schreiter
A picture is worth a thousand words. So why not use a
picture to help bond yourself with your prospect?
It is easy to be rude to a faceless stranger, but hard
to be rude to someone after you have seen his picture.
Why not use a picture as part of part of your signature
file? (If you don't know what a signature file is, it
is the little P.S. that your email program automatically
puts at the bottom of your emails.)
You can insert your picture directly onto your email, or
simply direct your prospect to a link to see your
picture.
Use these words:
"Click here to see a picture of me . . . "
Remember, once your prospect has seen your picture, the
relationship gets easier.
Want more neat prospecting ideas?
Get seven examples of ways to sponsor new distributors,
taken directly from the '103 Ways & Places To Sponsor
New Distributors' manual.
Simply send a blank e-mail to:
liz3-15187@autocontactor.com
Or go directly to:
http://www.mlmlessons.com/103
-------------------------------------------------------
Many of you know that I'm always concerned about my wife's
driving. Once I called her on her cell phone in a panic:
"Be careful! There is a report on the radio that
someone is driving the wrong way on the freeway."
She replied:
"Oh, there's more than one!"
-------------------------------------------------------
Free seven-lesson mini-course.
If you don't have a copy of my album, "How To Give A
One-Minute Presentation," here is an easy way to learn
the basics.
I have posted a seven-lesson mini-course so you can
learn the basics of this powerful presentation method.
Simply send a blank email to:
liz3-178608@autocontactor.com
Or go to:
http://www.fortunenow.com/resources/1minute_219.htm
-------------------------------------------------------
On one of our MLM Cruises, a Norweigan networker shared
this tip:
"Your warm market prospects are the most likely
to join, so why call those least likely to join?"
This is a great statement to get your new distributor to
contact his warm market first. Too often your new distributor
wants to run ads, rent lists, and contact cold leads before
he has the skills to present the opportunity properly.
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Where to find great, captive, motivated prospects.
Just stop to put fuel in your car.
And don't pay at the pump!
Inside the quickshop is a clerk. What do we know about
this clerk?
1. The clerk is motivated by money. Hey, the clerk
is working, right?
2. The clerk is responsible. Somebody trusts the
clerk to handle money.
3. The clerk is underpaid. I have never seen an
overpaid clerk.
4. The clerk probably hates the job. It's boring,
especially on the night shift.
5. And I bet the clerk would like more money.
Simply say to the clerk something like this (remembering
the rule of disagreement from my London Conference 2001
CD album):
"Hey, this looks like a pretty nice job. You get
to work inside and you don't have to worry about
nasty weather."
The clerk usually will disagree and now your conversation
begins. Easy, isn't it?
Or, lend the clerk a copy of my favorite generic
prospecting book, "How To Get Rich Without Winning
The Lottery."
Click here to read a special 14-page report on how to
use a generic prospecting book:
http://mlmlessons.com/pdf/swampedreport.pdf
My London 2001 Conference album has more hands-on,
practical, step-by-step techniques like the rule of
disagreement. For more details about this album, go to:
http://www.fortunenow.com/resources/223.htm
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