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Current mood:  grateful Category: Jobs, Work, Careers
Must #1 - Be DifferentAs a kid my dad would say that if you want to achieve more than others,
you need to do more than others. He also told me that being different
can be a very good thing. I have noticed in my network marketing career
that being different has definitely served me well. What I mean by
being different is to not sound like every other networker.
Unfortunately, too many would-be networkers say all the same things
everyone else says. They use all the clichés that everyone has heard a
million times. The result is that many people just roll their eyes when
they hear these worn out and overused expressions. What emotion comes
to mind when you hear "ground floor opportunity".... "entering momentum".... "highest paying compensation
plan"? Get the point? Saying these things might make it
sound like you understand the jargon of network marketing, but it is
ineffective. Instead, just be real. Focus on your prospects' needs and
help them find a solution to those needs.
Must #2 - Be RespectfulSadly, many overzealous networkers mean well, but are only annoying, or
worse, disrespectful. They say things that offend people... things
like, "I can show you how to earn real
money." They imply that they have all the answers and
that everyone who is not in network marketing is an idiot. Ever heard
something like, "anyone with any vision can see this is
going to be huge"? Those types of statements turn
people off. Nobody wants to be around a know-it-all — especially a
disrespectful know-it-all. Be careful that your enthusiasm for your
opportunity doesn't cross over the line into offending people. You can
share your opportunity with people and get them excited about it
without offending them.
Must #3 - Keep It about ThemWIIFM. You should know what that stands for -- What's In It
For Me? It's important that you understand it's what
people are most interested in. They don't want to hear about facts and
figures that don't impact their bottom line. Sure, it's nice to hear
about other people's success, but that doesn't have anything to do with
them, does it? Most people I've encountered want to talk about
themselves. So, that is exactly what I do. I talk all about them. Learn
to ask lots of questions and then listen patiently for the answers.
When you do this, you will find that people will talk to you in a
different way and they will open up to you and allow you to help them.
Must #4 - Be PatientBeing patient in today's world can be a challenge. We are so
conditioned to getting everything we want now... fast food, Google,
drive-through pharmacies—the list goes on and on. People expect the
same in business... they want to work today and see the fruits of their
labor today. That would be nice, but my experience has been different.
Develop a plan, and then work your plan. Don't expect immediate
results. Give your efforts time to materialize. The trick is to keep
going, even when you don't see immediate results. If your plan is solid
and you work your plan, results will follow. One more concept on being
patient is to realize that it may take you time to get proficient at
what you are doing, especially if you have never done it before. Every
new skill takes time to develop. Network marketing will be no different.
Must #5 - Be Honest and AccurateI truly believe most people are honest people. I also know that
networkers tend to believe what they hear and then exaggerate that.
Back in the day we called it "multi-level math". Here's an example...
recently a friend of mine gave me a statistical number that sounded way
too high. I questioned him on it, but he insisted that it was the
accurate number. So, I did what many people would do -- I Googled it.
Guess what I found? His stats were way off. He didn't intend to
exaggerate... his enthusiasm clouded his vision a bit and he didn't do
his homework to find the right number. It's kind of like that old
game whisper down the lane. The numbers and facts just keep getting
more and more inaccurate as they roll through the world of networkers.
The end result is a loss of credibility. Don't make this mistake. Get
the right numbers and use them, not inflated or exaggerated numbers
that will eventually make you look bad. The good news is the correct
numbers are usually more than impressive enough.
Must #6 - Follow Up/Follow ThroughNow here's a truism -- the fortune is in the
follow-up. Truer words have not been spoken.
Nevertheless, I'm amazed at how many people simply do not follow up and
follow through. The secret to follow up is to simply be on a mission
for a definitive completion of every interaction. I remember telling my
prospects, "Look, I honestly don't mind if you say no. What bothers me
the most is 'maybe' or worse yet, no answer at all." I like to
emphasize the importance to my prospect that we just need to get to an
answer quickly. That's my excuse for following up and staying
persistent. I want an answer and I'm going to get one. I also believe
that people respect what I'll refer to as "tactful persistence". When
you stay tactfully persistent people realize that you strongly believe
in what you are doing.
Must #7 - Be DeterminedMy dad wasn't the only one putting success thoughts in my head when I
was young... my mom did her share, too. She once told me a cute little
poem that I will never forget. It started out, "Someone said it
couldn't be done, but with a chuckle he replied... " Do you know that
one? It's all about staying determined. I can't tell you how many times
in life I've heard her voice in my head reciting that simple little
poem. It's true -- to get what you want you must stay determined. You
must not be deterred by adversity. You must press on, even when you
don't feel like it. You must remind yourself that the effort now will
be worth the reward later.
Must #8 - Be Goal-OrientedThere are two kinds of goals. There are results goals and there are
activity goals. Here's an example. "I'm going to lose 30 pounds."
That's a results goal. An activity goal might be, "I'm going to walk 2
miles every day." The problem with results goals is many times you
don't control the results. Here's another example: "I'm going to make 3
sales tonight." Is that right? How do you know? The truth is, you don't
know because you can't make people do things. So, the issue with a
results goal is that it will leave you disappointed many times. That's
why I prefer to set activity goals. I can control this goal... "I'm going
to make 30 calls tonight." See the difference? One I control, one I
don't. By setting activity goals you build confidence because you hit
your activity goals almost all the time. The fun thing is that by
hitting your activity goals, you automatically will hit results goals.
In time, your activity goals will actually help you set more realistic
results goals because you will have solid information on which to base
your goal.
Must #9 - Be Realistic with Your ExpectationsFriends call me a dreamer and I take that as a compliment. I'm also a
realist and take great pride in that. Interesting, isn't it? The truth
is, both of these characteristics need to be present to be a great
networker. The problem I see is that many people are slanted too
heavily in one direction or the other. For example, I'll run in to
people who say things like... "It's just not working for me. I talked to
8 people last week and none of them want anything to do with my
business." They obviously had very unrealistic expectations of how many
people they were going to need to talk to find someone interested.
After all, if it were that easy, everyone would be a network marketing
millionaire. The other side of this is also true... you need to be able
to dream. You need to let your imagination lead you sometimes. Many
times that is what drives you. That's a good thing. Just temper it with
a dose of realism.
Must #10 - Get Good at What You DoIn almost every live training event I say, "Do you understand that you
need to be good at what you do to make a lot of money?" It's a crazy
thing, but in our profession of network marketing so many people have
been lead to believe that it's easy and that "anyone can be
successful." While I would agree with most of that statement, I would
add, "Anyone who is willing to make the necessary sacrifices can be
successful." There is a big difference. I don't know of any other
profession where people are told you can be average and still make a
ton of money. When you think about it, that doesn't even make sense. We
are all paid according to our skills and value. When you are good at
what you do you should expect to make a lot of money, but not until then.
10:00 PM
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