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Master Networking Marketing

The good news is, you CAN BECOME a master of network marketing.

Not just competent.  Master.

(Depending on your attitude) the bad news may be….it will take work. And some time.

Can you make a living in network marketing without being a master?  Absolutely.

But is making a living in MLM a sure thing, just because you want to? Sorry, no.

In his book Outliers,  Malcolm Gladwell researched the lives of many experts, in many different fields to find the common denominator of success or “mastery”.  His research group included business experts, academic experts, athletes, military experts, musicians, scientists, writers, etc.  People from a huge variety of fields.

The answer is: 10,000 hours.  Let’s call this, the Golden 10,000.

Yes.  Devote 10,000 hours of study, practice, effort and learning to what you want to master and you will.

This should be great news!  We aren’t all born into families with excellent contacts in whatever field we choose, or with the genetics of a basketball star, or the hands and “ear” of a concert pianist. So the fact that WE CAN and DO control our futures should be an inspiring message.

For the impatient, what does 10,000  translate to?

  • The 5 Year MLM Mastery Plan:  10,000/5 years = 2,000 hours per year.
    • 2,000/52 weeks = 38 hours per week.
  • The 3 Year MLM Mastery Plan: 10,000/3 years = 3,333 hours per year.
    • 3,333  hours/52 weeks =64 hours per week.
  • The 7 Year MLM Mastery Plan: 10,000/7 years = 1,428 hours per year.
    • 1,428 hours/52 weeks = 27 hours per week.

Is it worth it?  Only you can answer that!

To become an expert, or master of network marketing, what do you spend 10,000 hours doing?

Network Marketing Mastery will require a combination of “active” and “passive” learning processes.

After you get more comfortable with the activities, it won’t even feel like work, or study.  It’ll just be what you do. If you enjoy basketball, shooting hoops isn’t work. Right?

What are the core/essential activities that make up the skill set of a professional network marketer?

  1. Reading (good, self development books – there are hundreds of lists of excellent resources)
  2. Prospecting
    • Inviting
    • Networking
    • Follow-up
    • Listening
    • And yes…..”closing”
    • And closing
  3. Presenting/speaking – to small and large groups
  4. Teaching/training your sponsored team members
  5. Social Media activities? (maybe)
  6. Blogging/sharing what you know? (maybe)
  7. Others, depending on how your market

Is becoming a master in the field of your choice worth 10,000 hours of your time?  You decide.

But let me remind you how many hours in your life you will spend working a full time job, doing something you DON’T love or enjoy.

  • 40 hours per week x 52 weeks = 2,080 hours per year
    • 2,080 hours per year x 40 years (age 25 – 65) = 83,200 hours
    • 2,080 hours per year x 50 years (age 20 – 70) = 104,000 hours

You will spend 83,000+ hours of work in your lifetime, or career.

Give yourself credit for the time you’ve already devoted. Because you HAVE been honing and improving your skills, even if your income level doesn’t show it.

  • Put the hours you’ve already spent toward your 10,000 hour goal.
  • How many hours do you have left?
  • How close are you?  Keep it up!

I’d love to hear how close you are to your Golden 10,000.

Please feel free to like, share or comment.

 

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Motivating your Network Marketing Team

Having problems motivating your network marketing team members?

You’ve focused on recruiting/sponsoring.  And now only 10-15% of your downline is actively working to build a business.

Let’s go through your new sponsorship checklist before we talk about motivation.

  1. You recruited.
  2. You welcomed.
  3. You “onboarded”, so that you understand their individual goals, their sense of their strengths, their weaknesses, where they wanted additional assistance, and specific areas of skills or training they self-identified.
  4. You got them set up on auto ship, if relevant. At minimum, made sure the package they joined with gave them a good representation of products.
  5. If needed, helped get their website set up.
  6. Trained on the comp program.
  7. Helped them identify a prospect list from their own contacts.
  8. Offered to sit on a 3-way call with them.

And things stalled there.

So now what?

For a new MLM team member, the stumbling blocks are usually around the invite process.  This is most true for team members who’ve been in network marketing before and feel like they’ve lost credibility in their warm market. This is big.

How do you help motivate your team members to overcome their inertia, and invite their prospects?

  1. Empathize with their concerns.
  2. Don’t be arrogant about your opportunity or product, as if only smart people recognize the value.
  3. Remind them that the invite process isn’t a one swing strike-out process. Some of the industry’s biggest business builders didn’t respond to the first invitation!
  4. Remember that not all your team members have the same goals. Each has his own “why”.
    1. For one it may be wealth, travel and a beach house.
    2. For another, it may be paying a kids’ college cost.
  5. Remember that not all your team members are motivated by the same things.
    1. For one it may be a contest, with a $ value prize.
    2. For another, a motivator may be some time/attention from you.
  6. Making a phone call seems easy to you, because you’ve distilled it to a “task”. To your new team member, it isn’t a task. It is a complex process, that they’re trying to think through all the directions a short conversation can take, and how to be prepared to respond to any and many forms of objections.
    1. Set an example and show how easy a call can be.
    2. Help them distill a complex process to the “task” that it is.
  7. Check in regularly. You really don’t know what else is going on in their lives. Don’t give up on them too soon.
  8. Celebrate even the smallest achievements, early on.
  9. Provide resources. Be a lending library, if you have to.  Money may be an issue for them, though they won’t want to admit it.
  10. Make sure they understand that you are in Network Marketing to change lives. And be sincere.

Help inspire, when their own reservoir runs short.  Remember your early days as a network marketing distributor and be the support to them that you needed.

 

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Why Does Network Marketing Attract So Many Attorneys?

Why do so many successful attorneys choose Network Marketing over the profession they worked hard to establish?

This one has puzzled me for a long time, but after reading a book and talking to a good friend of mine, I think I’ve figured it out.

If you’ve chosen an MLM company carefully, and love its products, I think you will agree with me.

First let’s look at the business of lawyering.

  1. Profits are based on billable hours.
  2. You can’t double bill a unit of time.
  3. Advancement in an organization is based on how many hours billed, in addition to client satisfaction and retention.

Can you imagine the pressure of tracking every minute of every very long day (12-15 hours), in 15 minute increments?  Ten minute increments?

It was a paragraph in Drive, by Daniel Pink, about what motivates us that really clarified it for me.

I already knew that:

  1. lawyers work hard
  2. they’re smart
  3. they work long hours
  4. work in tedious detail
  5. and they are slaves to time tracking and reporting.

But it was two more things that Pink stated that made it clear.

  1. Lawyers, by definition of what they do, work in a “Zero-sum” environment: for someone to win, someone else has to lose.
  2. How they organize their day and the actions they take offers very little “decision latitude”. They have no autonomy, or control of their workday.

Before I go further, let me say that hundreds of studies have been done to determine the most important elements for successful companies and happy employees.  Many of those studies have found that one of the most important elements for a happier, less stressful environment is having some say in how we do our work. (If you’ve ever worked for a micro-manager….I don’t have to say another word about that). 

Interestingly… we are even more motivated to do GREAT work when we have a say in how we do it!

Now let’s compare:

Requirement/Environment

Attorneys

Successful Network Marketers

work hard

+

+

unpaid learning period

+

+

expected good pay-off in time

+

+

self-driven goals

+

daily autonomy

+

requires people skills

+

+

Win-win partner and client relationships

+

Rewards Get Bigger, though effort may stay the same

+

How much negative time is spent in such key areas of job satisfaction, made it clear.

Network Marketing requires work. But Network Marketing fosters a positive environment, allowing professionals to bring out the best of themselves and their team mates.

So, if you didn’t already know why Network Marketing attracts so many smart, professional, self-driven and hardworking people, now you do.

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How Do You Get Your Prospecting Message READ?

You market your MLM Product to sell it or to generate leads for your opportunity.  But are they effective?  They need to be read!

  1. Visually Captivating

Excite the Eye!  You love your MLM product and know everything there is to know about it!  What sets you apart is your passion and the information/education you provide. Right? Yes, right… in part.

 

But remember, we live in an overwhelmingly “stimulating” (distracting) world.  How many emails or marketing messages do you get in a day? 100? 200? More? We get too many.  Yes….we “see” them all.  But we don’t SEE them all.

You need to make your message visually appealing and draw the viewer in. Then your content will captivate, but only after your layout/imagery has captured the eye initially.

  1. NEW OR NEWSWORTHY

Relevant to your audience. Ideally both relevant AND something they don’t already know. This is the WHY you are contacting them. This is the value you provide to your audience. And written in a way that invites them.  Sometimes it may be old news, but presented as new.  That’s okay if you don’t do it too much.  What is old to you may be new to someone less familiar with your product or with the business of Network Marketing.

  1. The Deal They Can’t Refuse

You’re offering them something in return for an action they take.  What your prospect gets back should have greater perceived value than the effort required.

  • Visit my website and I’ll send you my FREE book on closing leads!
  • Call today –get 40% off. Today Only!
  • BOGO – Buy One, Get Two!

There you have it.  Get your Network Marketing/MLM marketing messages READ by following a few essential tips.

Visually Interesting

New/Relevant

Compelling Reason to Respond

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Millennials Embrace Network Marketing

One of the big buzz word phrases in marketing over the past couple of years is “marketing to millennials”.  Why the buzz?

We saw a little bit of disruption when someone identified that the Baby Boomers might have a different agenda than their WWII era parents. Then the Gen-Xers came along, and there was some active dialogue about how to market to this group. But….the confusion about the Millennials is much bigger either.

Corporate America is afraid they no longer know how to reach out to or to communicate with the “Millennials”. They know they can’t afford to disenfranchise them, but don’t know how to talk to “them”.  Where are they buying?  What do they want? What’s important to them?

Who are the Millennials? And why is everyone so excited about them?

Wikipedia defines Millennials as:  Millennials (also known as the Millennial Generation or Generation Y) are the demographic cohort following Generation X. There are no precise dates when the generation starts and ends; most researchers and commentators use birth years ranging from the early 1980s to the early 2000s.  https://en.wikipedia.org/wiki/Millennials

As a long time marketer, the whole controversy makes me giggle, just a little.  There are some real questions that come out of this, but we are getting a little too excited about it. It also makes me giggle because it reminds me of parents, sitting around whispering about what their teens might be thinking about, instead of asking them.

How is a Millennial different from prior generations?

  • They never knew a world without Google.
  • They never knew a world without cell phones.
  • They’ve barely known a world in which the U.S. wasn’t at war with someone.
  • On-line shopping is the norm.

None of these things seem all that controversial, right?  Every generation has had improved technology .

Okay, there are subtle differences between the Millennial young adults and others.  Most importantly, let’s talk about how Millennials may relate to Network Marketing, as an industry.

  1. For the most part, Millennials have an Entrepreneurial heart. Not because they have the greedy/get rich heart of the 80s.  But because they truly want to change the world in a positive way.
  2. As a generation…they have the confidence to know they can do this. And they can.
  3. They understand the value of community, in the most positive way. They work with others and they share with others.
  4. They understand product quality, and are willing to pay more for products that meet their ideological/philosophical standards.
  5. Along with product quality, they support mission-based products: eco-friendly; animal-friendly; environmental friendly; global friendly, etc.
  6. They have a better respect for work/life balance than prior generations. They aren’t as easily seduced by the corporate dream.
  7. They don’t feel the generational division that Gen X or Baby Boomers felt. They will just as easily talk to with someone 20-30 years older as they will their peers.  This is a great!
  8. They are more likely to on-line research you and your products, so if you have content, make it available on-line.

Every generation wants to change the world. And every generation has.  It’ll be great to see what Millennials bring.  If you think young adults aren’t likely to be good partners and future leaders in Network Marketing, you may want to re-think that. Especially if your product line is green or mission-based.

If you’ve found this helpful, please feel free to comment or share.  I’d love to hear your thoughts.

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In Network Marketing, You May Be Your Worst Enemy

Everyone says that in Network Marketing, you can make your own success and aren’t dependent on anyone else.  That is true. Mostly.  The problem is, you ARE dependent on the person you’ve always been, complete with all the baggage you’ve been carrying around forever.

Some of this baggage is bad habits. Habits of thought.  You can overcome, but it takes being aware of the what and the why. Here are the killers.

  1. You are smart.  You know you are smart and you’ve always been able to achieve with little preparation.  So you’ve learned to procrastinate, and still come through.  But think about how much more successful you might be if you fully prepared, and took the activities as seriously as you could.  Might you be more successful?  Showing up at a networking event with plenty of business cards, and actually execute on your follow-up plan the very next day.  It matters.
  2. You are insightful and hypercritical.  So you are still dwelling on events in the past, where you had less success than you expected.  Give it up.  You keep remembering the tiny failures, and keep forgetting some of the larger successes you’ve had.  Just look forward more positively, and take the actions you know you need to do.
  3. You want to do things flawlessly. Trying to be perfect can interfere with getting things done well enough to be successful. It is more important to DO than to BE perfect. Perfectionism is an enemy.
  4. You think you should know more than you do, so you don’t want to show you are vulnerable by asking anyone for help.  It is odd, but people like to help. People will like and embrace you more if they know you are human. You are your own worst critic. Nobody else expects you to be perfect or to know everything. Honest.
  5. You don’t want to put yourself “out there” because then if you don’t succeed everyone will know it. So you are almost trying to work a business in secret. Do I have to say that you know this won’t work? Have enough confidence and belief in yourself to deal with things that may or may not happen. Nobody but you is waiting for you to fail. So just work openly and honestly, and you will succeed.

Part of changing bad habits of thought is actually changing habits. Here are some tactical things you can start doing to change how you work, and ultimately how you think.  Sometimes…you just have to ignore those little voices in your head that don’t want you to change.  Stop listening to them, and they will probably just go away.

  1. Stop procrastinating, and thinking that being “prepared” is cheating.  It isn’t.  Show up prepared, and follow-up as you know you should.  It matters.
  2. Put past failures out of your head.  They really, really don’t matter.  Let them go.
  3. Don’t be a perfectionist.  Allow time to do what you need to do, and then just do the best you can in that time.  Doing is better than thinking about doing.
  4. Keep learning.  It isn’t a sin to not know everything. You can be vulnerable and learn something new. It is healthy.
  5. Don’t be so worried about what others will think that you don’t let yourself try. If they are your friends, they will support you. If they aren’t your friends, it doesn’t matter what they think. This is your life. Not anyone else’s.
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Can You Skip Face-to-Face Prospecting When Doing On-Line Marketing?

What do you think?  You intend to market solely on-line, maybe through FB and other social media, and you wonder if you even need to bother to continue to network, meet new people and do follow up with folks  you meet.  You may be thinking….it is a lot more efficient for me to just do on-line marketing, and not split my time up across channels.

But let’s look at the consequences of disregarding the personal approach channel entirely.

  1. In a true dialogue, your prospect can ask you questions.  You will no longer hear these casual questions.
  2. In a true dialogue, objections may come in the form of questions.  But they will also come in the form of silence, of facial expressions, reduced eye contact, gestures and posture.  If an on-line contact just fails to take the next step, that is all you know.  That you lost their attention.  You won’t know why.
  3. In a true dialogue, you, too, are very engaged.  You have to be.  If you love what you do, you WANT to be engaged.
  4. In the kind of dialogue that works in our industry, the “presenter” is actually speaking less than the “presentee”.  You are guiding the conversation through your questions, but you aren’t dominating the conversation.  How does this work in a Sales Funnel approach?  How do you know what resonates with a contact before you’ve had an opportunity to figure that out?
  5. Many of us are in Network Marketing to share experiences and improve lives.  This is much more difficult to do in a sterile on-line marketing environment.  Nothing brings out the passion like  a face-to-face. Imagine if professional speakers, like Tony Robbins, decided they no longer needed to present live, but instead only sent out recordings.
  6. These face-to-face, casual, coffee shop conversations help us keep a pulse on the world, in the way of getting feedback from our prospects.  We get informal feedback on our message every time we talk to someone.  This is why practice makes us …. if not “perfect”, at least “better”!

You absolutely should be doing on-line marketing to help generate leads.

But … you absolutely should NOT abandon face-to-face marketing.  You need the feedback you get from these conversations.   Sales-funnel-based on-line marketing without any casual, face-to-face dialogues is like a car with tires on only one side.  You need the balance of the personal channel, as well.

We are in it to change lives, right?  So let’s go change some!

Did you learn anything new, or look at something you already knew though a new “lens”?  I’d love hear your feedback.  Please share your comments with me, even if you disagree!

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Why Are Enviro-Friendly Products a Good Investment?

Why Are Enviro-Friendly Products a Good Investment?

Why Are Enviro-Friendly Products a Good Investment?

What some might call the “green” market is growing.  No pun intended.  But consumers are regularly spending more wallet share on these products.  And I believe if this were any other market, investors would be throwing their hats into the fray left and right.

But despite the really sound growth in these market areas, the strength of this market is not universally known.  So don’t be shocked (or dismayed) that your financial advisor isn’t yelling “Buy, buy, buy!!” at you every time another non-ammonia-based cleaning product t is quietly introduced to the marketplace.

Here are some reasons why.  So if you’ve been toying with the idea of throwing your hat (or energy) into these products, knowing why Wall Street hasn’t been jumping up and down,  may make you feel a little bit better about making a decision to join the movement and solidify your retirement.

First, let me say that English has a wealth of terms that carry very specific marketing, business, economic definitions.  Many languages have adopted the English terms, because they lacked this vocabulary.

This being true, it is very interesting that we in the US struggle to come up with a word or small set of words to describe this growing set of products.  This ambiguity is telling.  It tells us that despite the consumer popularity of products that meet a certain demand, the true corporate world still hasn’t caught on, so Madison Avenue is lagging behind as well. Continue Reading…

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Healthy Means Happy

Healthy Means Happy

A change in behavior has to be associated with seeking something positive, not avoiding something negative.

This is the fourth in a series of blog posts about marketing health supplements, each post focusing on one of the core principles highlighted in “Marketing Health in an Unhealthy World”.

Why do we make changes to our lives?  We marry. Divorce.  Take jobs, leave jobs, seek new ones.  We start exercising.  We stop exercising.

What motivates us to make the choices we make?

Continue Reading…

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Don’t nobody change if they don’t want to!

Don’t nobody change if they don’t want to!

• We need to arrive at a desire to change our behavior on our own.

This was point #5 in my blog: The Challenges of Selling Health in an Unhealthy World.
Doesn’t sound terribly insightful, does it? After all…nobody successfully makes real changes in their life unless they want to.

Yet, in selling, we need to speak in our prospect’s language.
Have you ever listened to a presentation, in which the “seller” has told and retold stories about how “Product X” has changed his life? But not ensured that the benefits he references are meaningful to his prospect?

Continue Reading…

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