There are a ton of courses out there about everything and anything, you name it and there will be a course on it.
The main problem with many courses is they are not being taught by a true expert. You will have heard me rant about this before, the main issue I have is that they are being taught by people who really aren’t qualified to be teaching.
When we’re talking about courses to do with entrepreneurship, business ownership, network marketing, social media, how to generate leads. You have to do your own due diligence and ensure that they have ‘walked the talk’ before you hand over a penny.
It is important to be careful, do your homework, find out if the person that is selling you this course or promoting this information is qualified to be teaching it. It is very easy to ‘look’ successful online, so ask for referrals, social proof and be skeptical.
You’ve heard me say this before but make sure they’ve actually built a business doing what you are attempting to do. Not just selling you a course on how to do it.
Reading a book or completing a course does not make you a qualified expert to teach others how to do it.
Some questions to think about, do they have results for their clients that they can demonstrate to you. Have they ‘made it’ themselves doing what they are teaching? What is it they can do for you? Have they got a proven track record and testimonials to prove it?
I often discuss coaching and mentoring and getting connected to a coach and a mentor that has a vested interest in your success
That’s a key element, particularly within the network marketing space.
It’s designed to do that. If you’re in a network marketing company and you don’t have a coach or mentor that is part of your up line that has success, that is investing their time, effort and energy in you, you might want to rethink where you’re at.
It would be a good idea to seek that person out, and let me give you an idea of how to seek that person out and how to get that kind of connection and relationship you’re looking for.
The one thing you guys can’t learn from a course is the will to win. No one can teach you that, you cannot learn it – it is a trait that few and far between have.
I can’t give that to somebody, and I’ll be honest with you I’m struggling teaching that to my son right now. My son Paxton, he’s a lover not a fighter, and I love that about him. I really do. He’ll get competitive on certain things when he wants to be, but as a dad sometimes you wonder does he really have the burn.
We’re starting our racing season coming up from spring, and I’m not 100% sure he’s got the drive and the burn to get the win, so I’m trying to teach him that, and that’s my own kid, so the reality is I’m learning from that and from helping many people in their business. It is evident that even with my own son, I cannot teach you to win. That must come from within.
You have to develop that will and that drive to win on your own, and to keep taking action no matter what.
That will and that drive to win should give you the initiative to get the information and get the connections and the relationships you need to move yourself forward.
Here’s what I see some people do…
If you’re buying a course because you’re wanting to learn something specific and you’re going to implement that, that’s great.
If you’re buying a course because you’re looking for someone to give you the ‘answer’ and to hold your hand and do it for it for you a course is not right for you.
With a course you have to have the attitude that you will do it by yourself alone, and then by you having that initiative, that drive, that desire to go out and find the right information you need to succeed. That is what’s going to attract the kind of mentorship that you need.
The people who don’t get that kind of personal connection with a mentor are the ones who say that they need it the most but do the least to get it. They’re not taking the initiative to go out and do the work.
They’re not taking the initiative to go out and implement what they’ve already found and have been taught.
You are studying and dabbling looking for the answer. When you stop looking for ‘quick fixes’ and do the work consistently you will see results.
Will you carry on when you have a little bit of failure or rejection? Maybe you make 20 or 30 approaches on network marketing, you might approach 20 or 30 people through social media, and maybe you don’t get a lot of success out of that, and you are like, “Well, I guess it’s not working for me.”
No, the person with initiative, the person with the drive to win, is going to keep testing.
They’re going to keep trying. They’re going to keep learning, and they’re going to keep producing the results or at least producing the activity and show the fruits of their work to their mentor.
Some of my most frustrating coaching calls I have with people are folks who are just so frustrated and so stuck and so, “I just don’t know what to do.”
But they’ve taken no action in months, so now it’s like the only thing I can tell them is you need to go do some work, so you can develop the skills.
I can teach you skills, but you won’t develop a real understanding of the skill until you take the initiative to do, and you’re going to have to try, fail, and adjust, and find what works best for you.
I can give you some scripts and some ideas of what to say in certain situations and how to sell and how to promote, but you’re not going to find what works and really connects with you and your people until you go and execute, and find your own style.
To hear my real life example of me practising what I preach then be sure to check out the video which goes into more detail.
You’ve got to start doing some things, and start getting some small wins, so you can really believe that the big picture can be yours.
I’ve made mistakes.
I have done things the hard way that could have been done a lot easier, but I just didn’t know any better, but I still got the job done and learned
Prove to the world that you can, show initiative
Go show me.
If you get one takeaway from this blog I would like you to remember is to take initiative.
One of the dangers is if you’re not taking initiative, and you’re not taking any action, and you’re not willing to take the lumps, and you’re willing to make the mistakes, and move forward anyway, it’s very easy, especially in this information age, it’s very easy to get addicted to training.
It’s very easy to get addicted to well if I just buy this next course maybe that will give me the secret that will make it easy for me to let me skip the hard stuff.
There’s always going to be some hard stuff you cannot skip.
You have to accept that.
You have to accept the fact that there’s going to be hard to learn from and grow otherwise you will never be able to become the leader and person you need to become, if you don’t overcome those challenges yourself.
That’s part of what business ownership and entrepreneurship does is it forces you to get better, and you can’t skip that part. You can’t get that part through a course. You have to get that part through experience. You have to earn your success.
There is nothing wrong with educating yourself. I’m totally down with that, but don’t get addicted to it because you’re not willing to go through the pain and the struggle of it.
The struggle isn’t just in your mind. Most of us spend too much time struggling in our minds, and not enough time struggling in the work. You’re going to struggle either way.
What do I do next? Playing mental ping-pong all day long, or you can struggle implementing, learning, and actually making progress. Either way you’re going to struggle, so I hope this message makes some sense and incentivises you to take action.
I had an opportunity to do with my son and his go carting this weekend. If this interests you watch the video to find out how we showed up and were active to get ahead.
You show up, and you provide value first.
You do the work, and then you get the opportunities.
Take some initiative.
Take some action, and then show up to that coach or mentor.
You’ll be amazed.
Those of you who are getting the attention of an up line or a coach or a qualified person.
Those are busy people in your up line team. Understand that.
They’ve got a lot of people who are raising their hands wanting help. If you really want to get the help from a qualified up line, if you really want to get their attention, you have to do the work first.
When I sponsor somebody on my team there’s a window that they have. Typically it’s 90 to 120 days. Now, I always stay available for anyone who’s actually doing the work and taking action on what I coach them on.
I’m always available for those people, but when I’ve got a new person they’ve got about 90 to 120 days where I’ll put up with me having to kind of bring them along because they may not have the mindset and understand the principals I’m giving you right now, so they have about 90 to 120 days where I will go all out helping, trying to bring them up to speed to develop their mindset that they will take action.
If they’re not taking action after about 90 to 120 days, if they’re just whining and complaining, if they’re not showing up to events, if they’re not showing up to trainings that we have available, if they’ve joined the gym and they’re not coming in to lift the weights I can’t keep going back to that person.
I have to give my time to those who are actually doing the work.
Your up-line’s probably the same way, so here’s a big secret, I don’t care how long you’ve been involved in your business, if you want to get their attention start taking action.
Results are great, too, but if you’re taking action, and you’re reporting in that here’s what I did this week, and you probably got their email. You’ve got some way of getting in touch with them. Show them that you’re taking initiative consistently over time.
You will get their attention. I promise you.
You’re active, engaged, successful up line is always looking for somebody who’s willing to do work. Who’s willing to take action, and who’s willing to be coachable and move on what they’re being taught.
There’s nothing more frustrating to an up line or a coach than a down line who says they want it who then you. To invest the time to teach them the next step for them, and then they don’t take action on that next step that you taught them.
What an up line will do is eventually they’re going to stop trying to lead the horse to water, so to speak. Old saying, never try to teach a pig to sing. It wastes your time. It annoys the pig.
Get off your butt out there and take action.
If you want to hear my personal stories of the lessons I have taught and learned on my journey that hit the link below.
The above post was extracted from this LIVE session:
You need to understand that in your business you’re gonna have a certain amount of fall off, a certain amount of atrophy. There’s going to be people who sign up to your team, who say they’re excited, and within a short period of time they just don’t engage. I’ve even had people who sign up, pay the money, and then just completely vanish. I’d refund them if I could get ahold of them, because we’re not here to just take their money.
You’ve got some folks that have signed up, they said they wanted in and they’re just not taking any action. Here’s what I do and what I recommend.
There’s one of two things typically happening, and usually a little bit of both, to explain why they’ve not actually been engaging. The number one reason, by far, is that they have not really connected with it or they’re not remembering why they signed up in the first place. They’re not really focused on what they want to do next.
You can make all kinds of psychological assumptions about this. You can say,
‘Well, they just got busy. They’re side-tracked. It’s different habits. They’ve gone back to their old routines. It’s hard to start a new habit of action, so they haven’t established that habit.’
That’s all true, but the only thing that’s gonna make them actually move beyond that is a very strong reason. A why. Maybe it’s to make a few hundred extra bucks of for a bigger business dream.
Hopefully, when you’ve talked to them in the presentation or at the start of the process, you’ve had some conversations with them as to why they want to do this. That’s key. If you’re not connecting the business to a reason for them to do it, if it’s just about money and there’s not a specific reason beyond the money that’s compelling for them, it’s more about what the money will do for them, you should know that. You should ask some questions. Ask them…
‘Well, why is that important to you?’
‘I’d love to make some extra money on the side.’
If you don’t know their reasons you can always go back and find out, but it’s ideal to know that up front. Then, if somebody is falling off, and they’re just not showing up, they’re not doing the work, they’re not doing anything, and they’re not taking any action, you’ll know their reasons.
Your goal is to help that person engage. But here’s the reality. If that person doesn’t engage and get some kind of result within their first 30 or maybe even 60 days, the probability for them ever doing anything goes way down. You don’t want to let it go too long. If it’s been a week or two and they haven’t taken any action, they haven’t taken any motion on what the next step is to start getting their business moving, your conversation might go like this:
‘Hey, look, I just want to clarify a couple things. I know you got in this thing for x, y, z, reason. This is what you told me you wanted. You wanted to be able to not have to work a second job. You wanted to be able to bring a spouse home from work. You wanted to be able to spend more time with your kids, whatever the case was. You’ve told me these things. Let me ask you something, because I don’t want to make any assumptions, is that still important to you or has something changed in your life?’
Ask that question. In most cases, they’ll say,
‘Of course that’s still important to me, but I’ve got this and I’ve got that.’
I would say to this,
‘Look, I understand life gets in the way. It’s not easy to establish new habits or take first steps sometimes, because we’re used to doing things the way we always do it, right? I’m not here to try to make you do something you don’t want to do, but if you still really want to make those things happen, let’s set a specific time when we’re going to either meet up, have a call, do a Skype, whatever the case is, to start taking those action steps with you.’
I don’t want them to have just signed up for something with high hopes and then, because of habits and because of life, they don’t get the result they came here for. Commit to a time that you can work together to take action.
What are you doing? Most people will say,
‘Hey! Hey! Are you coming to the meeting? Hey, are you coming to the meeting? Hey, have you made your list yet? Hey, did you make those phone calls yet? Hey, have you taken
that action yet?’
If you’re hammering your team for those action steps you’re pushing them away because they’re not connecting to the reason that they got in the thing for the first place. You want to help them achieve their goal. You want to make sure that you connect with that, that you identify with that.
That’s the number one reason, by far. They’re just not connecting with it and you’re
not connecting with it and with them in creating that partnership and then setting a specific time to actually take the action.
It’s the old adage, always book a meeting from a meeting. That’s super important, to keep the chain of activity moving. That will help with the fall off as well.
Sometimes there’s another explanation. A lot of network marketing companies do not have a real clear picture of how everything comes together. It’s one thing to have a presentation to show how the business works and it’s another thing to tell them,
‘These are some steps that we take. We make a list, we make some phone calls…’
You know, traditional stuff.
I see it a lot where companies don’t really share what their action plan is with people. In the very beginning, sometimes, that’s not a bad thing. You want to keep it super simple, give them a couple of steps and then have that time booked to help them follow through.
On the other hand, some people need to be shown a real road map, some numbers, some projections, some targets for them to hit. If you lay those numbers out and say,
‘This is what we need to do. This is what needs to happen and if you put this work in this is the result you’re gonna get, and because of that result, this is the money you’re gonna make.’
It’s an action plan. Make sure you share that with people.
If you’ve got people who’ve fallen off and you make that connection, you check what their ‘why’ is again, and you’ve set a specific time to take action, I would encourage you to share an action plan with them based upon their goal. Show them what needs to happen to achieve that specific goal so they can see very clearly what they need to do and what to expect.
Sometimes there’s a lot of ambiguity here in this industry when people get started, especially if you’re growing fast and you haven’t got a real solid system backing you up. Or you’re not being effective in getting people plugged into that system to back you up and help them orient themselves and set goals. You need to take that time to do that and help them understand because it will give them a better vision of the how they’re gonna get from here to there.
If you do have that conversation and someone’s falling off or not really engaging I would encourage you to do this: learn to be able to make the shift from ‘I’ve got a business
partner’ to ‘I have a customer.’
What you don’t want to do is keep going after them. You have to encourage them. But, guess what? If they’re not ready you can’t make them be ready, but you can keep them in involved if you treat them right.
Treat them as a customer, encourage them and don’t push them or expect them to do much business-wise. Be positive and have conversations. You’ll keep those people around in your business and they’ll want to stick around.
When you keep them around in your business, two things can happen. Number one is volume for your team, which is obviously pretty important if we want to make money. There’s an opportunity for them to grow, develop, and make some changes in their life. Something finally clicks and they go, ‘You know what? I need to do this!’
If you’ve irritated them so much and pushed them away, because you kept trying to make them go and they weren’t ready, you’ve lost that person and when they are ready, they’re gonna join somebody else’s team in another company.
It’s all about relationship. Part of the professionalism and the expertise that happens here is learning where those relationship triggers are and how to manage them properly so that people are being served where they want to be served and are being encouraged where they want to be encouraged, but are not being pushed. There’s a big difference.
The above post was extracted from this LIVE session:
There’s a big “buzz” out there in the entrepreneurial world today, and I want to talk to you about how it pertains to entrepreneurship and business ownership in general, as well as network marketing.
It’s the idea that, when you’re choosing a business model to start, you should “follow your passion.” Basically, most “gurus” are saying, whatever you’re most interested in personally, that’s what you should base your business around.
If you are into butterflies, make your business about butterflies.
If you’re into mountain biking, serve the mountain biking community in some way.
If you’re into jazz-fusion electric dulcimer music… (you get the idea.)
The generally accepted thought process is: whatever it is you are interested in, that’s the thing you are passionate about, and that is where you should start your business.
While I do think if you’re going to work for someone else the rest of your life, you should be doing something related to what you like to do, or what interests you. The idea of “following your passion” when it comes to a job or a career is great advice. You’re going to be spending most of your time, trading your life for a paycheck, so you ought to at least be doing something related to your personal interests.
But, when it comes to starting a business, I don’t think just “following your passion” is always the best idea.
Here’s the reality:
You better get passionate about succeeding in your business.
That should be a passion, and every entrepreneur and every successful business person I know that has crushed it in their business and has built an empire, at some point, became passionate about their success in business and making an impact. Period.
That passion to succeed in a business of your own should be your strongest desire. Stronger than your passion for whatever personal interests or hobbies that you may have. Because if it’s not, you’ll quit when it gets hard.
And it will get hard.
Some people say this is why you choose to follow your passion, because success is a long road (which it is). In traditional business, it’s likely you won’t make any money for the first couple years (at least), so the passion you have for the subject matter will pull you through those tough years.
I don’t think so. I think it just makes it that much easier to quit and go find a job doing the same thing.
But, if you’re passionate about being in business, about winning as an entrepreneur, then quitting isn’t an option.
Many people who love a particular activity or hobby start small businesses around that topic, because they figure they can work for themselves and still do what they like to do. Rather than working for the paycheck, they think they can make more money and/or have more freedom if they’re in business for themselves. But, that’s not reality, especially in the beginning. You’ll work more hours, and spend more time growing and managing the business than you will doing anything directly related to the interest or hobby you based your business on. And when that reality sets in, and it gets hard, and you’re not making any money… it becomes awfully easy to throw in the towel, and go get a job… especially if you can get one related to the same “passion” you based your business on.
BUT, if entrepreneurship is your passion… If succeeding in your own business is your passion… QUITTING IS NOT AN OPTION.
That’s not to say you can’t succeed in a business about butterflies… And if you have the entrepreneurial passion AND a butterfly passion, well that’s great. Maybe that is the right fit for you, but let me give you something to think about, based on my experience.
The action of the business, or what the business does in terms of product or service, is not important as being passionate about as succeeding in the business and in entrepreneurship in general. That passion about winning in business is more important than what business niche you choose to be in, in my opinion, if you want to crush it.
“If you follow your passion, you will never work a day in your life.”
And a lot of people will tell you this. Meaning, it’s fun and rewarding, because you enjoy the task or topic of what you are doing, and if you enjoy the task, it doesn’t feel like work. But the reality of a business owner is, if you’re going to have any high level of success at all, you’re not going to spend a lot of time doing the activity you “like” to do.
I owned a web design company before I became a full-time Network Marketer. I started that company in my basement in the late 90’s. I was building websites myself, and I liked the creative aspect of it. It all started because I built a site for a band I was in at the time, and found I really enjoyed it.
So I made a business out of it, because I liked doing the activity and I liked the topic.
Well guess what…
When I grew that basement operation into a real business, with employees and subcontractors, with accounts, and a lot of customers… when it wasn’t just me building one website at a time… I built very, very few websites.
I wasn’t building websites anymore.
I was running the business!
I was selling the product.
I was providing customer service.
I was managing employees who were doing the creative work.
I really wasn’t as involved in the creative process as I was when I started… which is what I was passionate about in the beginning.
Because I would have always limited my growth. I would have not wanted to delegate the creative process of the actual development of the website. I would have not had the time to multiply and compound my effort.
See, in any business that you are going to pursue, if you want to go big, at some point you are going to transition from the activity that the business does to the actual running of the business. So you better be passionate about the idea of the business itself, not it’s subject matter. If the activity or subject is all that interests you, you’re going to be limited.
For me, I wanted to win in business. I wanted to have the freedom, the recognition, the autonomy of a business owner. That’s what drove me, more than any of my personal interests.
I didn’t want to have to check in and report in to a boss. Those things are what I was passionate about, and the passion about those things drove me to success more than the passion of the activity, even when I was in a business specifically related to a topic I particularly enjoyed.
Let me give you another perspective on this too…
Think of all the businesses around you…
For every business that you can point to that someone has started and become successful, and they were passionate about the subject matter of the business, I can point you to another one where it is very unlikely that the entrepreneur that started that business had the same super-passionate feelings about it’s associated activity or product.
Fro example: Toilet paper.
I mean, come on. Who cares about toilet paper?
I’m not sure that toilet paper was a passion of the person who invented toilet paper. Now maybe someone is going to go research this and prove me wrong, but my guess would be that toilet paper wasn’t something that somebody was excited about. What they were excited about was, they found a problem that toilet paper solved, and therein lied an opportunity to start and succeed. (Footnote: The Scott Brothers are credited with the first “rolled” T.P.)
You can point to anything. Look at all the mundane business, and all of the everyday boring stuff that people make millions producing… billions producing. Are they passionate about that mundane product? I have a hunch they are probably more passionate about:
I eventually sold my web design business in favor of my network marketing business. What I saw and was developing in network marketing was a way to multiply my efforts much more efficiently and effectively than I could do in my traditional business. The web design company always needed me… The business owned me, rather than the other way around. With network marketing, leverage was inherently built into the business model.
So, because I was passionate about winning in business, about personal and financial freedom, and about making an impact, it was a natural choice to pursue. Once I learned that these were the core drivers of my success, the subject matter of the business wasn’t as important. So, I looked for the business model that provided the best platform to achieve those goals.
Some traditional entrepreneurs don’t have a lot of respect for our industry, and I think the primary reason for that is because too many network marketers are “playing business,” and that’s offensive and insulting to “real” business owners. These “real” business owners think it’s a joke… and if you don’t treat your network marketing business at least as professionally and seriously as any other business you could be in, then it is a joke.
But, if you are passionate about winning…
If you’re passionate about your freedom…
If you’re passionate about making a difference in peoples lives…
And you’re willing to work and treat it like a real business…
Network marketing is an incredible vehicle to achieve your entrepreneurial goals.
The above article is expanded from this video. For more like this, follow on YouTube!
Both inside and outside of the network marketing profession, a lot of folks complain about the “hype” they see at our business meetings and conferences. And, at some conferences I’ve been to, I get it. It’s overdone. But, before you totally go off the deep end against the “hype,” understand that there’s a difference between “hype” and sincere enthusiasm and excitement. Granted, there is a very fine line, but it’s an important one.
“Hype” is exaggerating the facts at best, or completely unsubstantiated at worst. “Hype” is when you make things up about your financial status, or exaggerate the rewards of the program. I agree… “hype” is B.S.
Enthusiasm, on the other hand, may look the same as hype, but it’s more honest. It’s what happens when an individual or group of people truly believe in their cause. And it’s magnetic… which is what scares the doubters.
Think of the last sporting event you attended (or watched on TV.) I mean, people paint themselves up, start riots, and do all kinds of crazy things over their favorite sports team. And when their team wins, those fans don’t even get anything from it except gratification! At least at your business events, when you win, you actually win!
The truth is, most of the people I see complaining regularly about the “hype” are people who aren’t succeeding, and they’re probably on the edge of quitting. Because of their lack of success, they’ve become negative, whether they like to admit it or not. Once that switch flips, they start looking for all the things they don’t like about their business or team, rather than the things they do. You’re like a Democrat at the Republican convention (or the other way around…whatever suits you)… lots of excitement going on, and all of it is annoying to you.
You have to snap out of it.
You have to allow yourself to get a little excited. To share your enthusiasm. To let the atmosphere of your events permeate you a bit, and break down the walls of doubt and negativity so, just maybe, you can start to think a little bigger. To believe a little more… and then back it by taking action on a solid plan with practical strategies.
See, what annoys people (on the outside of our industry, especially) is when we’re “all show, and no go.” If you’re going to get excited, you better DO something with that excitement. If we’re just going from event to event, getting all fired up each time, then coming home and nothing changes… maybe you are addicted to hype. But, if you take that energy and focus it in to real work and action, and sustain that enthusiasm through the process, that’s what will cause your business to grow.
People don’t join logic. People join excitement.
As much as some people want to criticize the “hype”, the reality is, people don’t join logic. People join excitement. People join a vision; a dream, and your commitment to it. Of course, you need to share and implement a real plan of action, but it’s your enthusiasm that causes them to initially believe, not the logic of the business plan. It’s your encouragement of what is possible for them, what they can achieve in this business, and your willingness to help them that recruits people, not the details of the compensation plan. That’s just reality… it’s how people work.
Knowing that, we have a choice: Are we going to use these powers for good or for evil? Are we sincerely going to share real, substantiated excitement without exaggerating the rewards? Or are we going to talk about how “easy” it is, and how “fast” we’re going to become millionaires?
The problem is NOT the “hype”… the problem is liars.
It’s your choice.
I’m going to come to you with a little bit of ‘tough love’ if you will. Here’s a bit of truth that you may or may not be ready for.
Some people may not like what I’m about to say, but I have to tell you this, because there’s a lot of ‘gurus’ out there that are preying on this emotion that a lot of people in network marketing have…
There’s a lot of folks I come across, even in my own team sometimes, that are using the excuse of, “I don’t know what to do next,” or “my upline’s not helping me,” to justify their lack of action.
Sometimes I can get it. Sometimes there’s truth to it: There’s politics, or there’s people playing favorites on teams, or there’s backroom conversations where they’re not telling everybody everything.
Unfortunately, that does happen in this industry, just like everywhere else.
However, there are also times where I share with a team member a very specific, detailed explanation of their next step or action item, and they just refuse to do it.
Here’s the thing, if they don’t take action on that item, the next step or the next strategy that I would be teaching them may be irrelevant!
I’m not trying to keep secrets from anybody, but why should I invest a bunch of time, effort, and energy to teach an advanced lead generation strategy, an advanced networking strategy, or an advanced marketing strategy (that takes even more of their time, effort, and energy than what I just taught them) when they are not taking action on the first strategy.
It’s not because I don’t love them and it’s not because I don’t want to help them, but I don’t want to waste either of our time.
At some point, you have to ask yourself, “Are you taking action on what you know?” I’m not saying necessarily getting massive results, but at least putting the effort in. And if you’re not putting the effort in on the action item that you’ve been given or taught, then that particular coach may or may not be excited about continuing to teach you more and more…. because you’re not doing it.
It would be like being on a sports team yet you’re not willing to run the laps. Maybe you’re not willing to show up for practices, but you’re expecting the coach to put you in the starting position for the game. Obviously, that’s not going to happen.
Sometimes a coach or a person in your upline has to make a decision of, “Who do I invest my time, effort, and energy teaching the advanced stuff? Do I do that with the person who’s already shown the willingness and the commitment to do the work on the basics, or do I do that with somebody who hasn’t.”
Now, I’m not saying that’s always fair and right. I don’t always do that on my team because there are personalities: There are some people who just are terrified to cold market prospect. So… Okay, let’s figure out how we can use social media to prospect and recruit, or maybe somebody who is really a ‘tech-head,’ I can maybe teach them some basics about online marketing.
But often, it’s not the strategy that’s “not working”… it’s the person that’s not doing the work.
And even more often…
Picking up the phone. Having a conversation with a human being.
Many times, people want to be taught how to do online marketing to build their business out of weakness… out of fear of rejection. I understand… really… but ultimately…
At some point, at some point within your sales funnel, there’s going to be a conversation. There’s going to be a human touch, and if you’re scared to death of that…
No matter how fancy you’re sales funnel is, you’re not going to build a team, because a team is about people and it’s about relationships.
It’s not just about throwing people in the business.
So if you want to build a great team, you got to learn to become a leader, and the first place to cut your chops in becoming a great leader is doing the basics.
Hope this makes sense to you. It may be a tough pill to swallow, but it’s the truth and you deserve it.
The above post is loosely transcribed from this video:
I had a great question from Ricky the other day that maybe you can relate to…
First of all, I’ll give you all a little background:
He’s been in network marketing for a couple years, and it sounds like he is having some pretty decent success, meaning, he’s got a little bit of a team going.
His question went something like this:
I’m moving on… but I’ve got team members that just aren’t responsive. I’m trying to reach out to them and encourage them and help them move forward as well, but they’re just not participating. They’re not being responsive. They’re not getting back with me, so what do I do? How do I help engage those people?
He went on today that he was even feeling a little bit guilty for moving on without them. I appreciate that because that tells me his heart’s in the right place, that he’s truly wanting to help people grow, and not he’s just about signing people up. So, kudos to Ricky. He gets it.
The reality is, just because somebody got into your business or joined your team doesn’t necessarily mean that, at this moment, they are really ready to do the work to make it happen for themselves. They might like the idea of the business. They might have seen something at that time, but maybe it’s faded away, or maybe they really weren’t sure or sincere in their decision about wanting to create an extra income and do the work that is necessary. Maybe they underestimated the effort it was going to take and they have got a little disillusioned. Whatever the case is, you can’t make ’em move!
Now with that said, you can encourage and you can inspire your people and, over time, things might change. They might have a light-switch go on, but in the meantime, you want to keep them “on the range.”
You don’t want to drive them away by constantly beating them over the head with, “Hey you can do this, you need to do this.”
You can actually push people out of your team that would be happy to stay on being customers and being part of the atmosphere when it’s convenient for them and they feel like it. You can actually lose what I call a “wholesale” customer. You have to accept a reality here, a lot of your team is going to be made up of team customers or wholesale customers who are part of your team but really aren’t in it at this moment to really go kill it in the business building aspect… and if you keep pushing them to do that, (even well-meaning) you can push them right out of your team and then you lose that volume. They might be just happy being customers and being part of a community where they can participate at the level that they want to participate in, and that may not be the same level that you want to participate at.
Now, as you go and build your team and move forward, there’s a couple things to keep in mind that can help prevent people from sliding out that may have stayed in and grown…
Move forward. I believe if you want your team to grow, you need to be personally in recruiting mode. Don’t rely on your team to do all the recruiting and expect a bunch of growth, you have to be setting an example of success by doing that and sharing that success with your team on social media etc.
For those people who are ‘dormant’ or ‘disengaged’:
Remember, people may not be getting back to you, but they are watching you. You might make a phone call and they might not call you back, but they are watching you. Continue to share your enthusiasm with them on social media or whatever, invite them to an event once in a while, but don’t blow their phone up. And don’t constantly push them to become more active.
Another thing we’ve always done is we send postcards. We even send handwritten letters, once in awhile. You don’t have to do this all the time, but everybody on our team, at some point within every six months or so when were on a trip or something like that, they get a handwritten postcard or a letter from us. Just something simple like, “Hey, here we are, these things are great, business is booming, really appreciate you and what you do and we appreciate your business. Thanks for being a part, would love to see you around sometime,” and those little things, those little personal touches make a big difference to showing that you do care, that you have their best interest in mind regardless of where they are at right now, and gives them the opportunity to incubate, if you will.
This is a key cardinal rule in network marketing. A lot of times people slow down because they have a meeting, and they do something, but they don’t schedule another time for the next step. You should always be scheduling the next time. Even if the next time that’s scheduled is a phone call, something needs to be scheduled out of every touch point, out of every contact, because if there’s not a scheduled “next thing” it’s very easy for everything to fall on the back burner. Life gets in the way, and then when that happens, enthusiasm drops, and then when enthusiasm drops, then the motivation to move forward drops and you can end up with a dormant team member that may not have been otherwise.
Don’t expect that it’s your job to constantly be bugging these people though, because if they’re not returning your call, it might be time to take that as a hint. Otherwise you can blow out a really good team customer that could be with you for life if you just let them get what they want out of it at this time, not what you want them to get out of it.
The above post is loosely transcribed from this video:
In this industry right now there’s a lot of talk about old school versus new school when it comes to marketing and growing your business. The thing is usually when people are talking about new school, they’re talking about the idea of internet marketing, running some ads, or capture pages, or fancy webinars or whatever to be able to convince people to sign up with you, and then they think they’re just going to sit back and watch the money roll in.
They don’t want to pick up the phone, they don’t want to go and actually help those people on the ground.
And if that’s how you think and that’s how you think you’re going to grow your business, then you bet your ass I’m old school.
The reality is that stuff doesn’t work long term. Look, I’ve met person after person, leader after leader who’s attempted to build their businesses that way, and they may have recruited a lot of people, but it disappeared as fast as they built it. That’s the reason we have turn over like crazy in some organizations: Because people don’t invest in people, and if they don’t invest in people, they don’t stick.
Most people getting into network marketing aren’t entrepreneurs. There’s a growing process and there’s a mentoring process where you need to develop that relationship, and if you’re not willing to pick up the phone, if you’re not willing to go to their house, if you’re not willing to help them you don’t deserve them in the first place.
Of course having good marketing in place is a good thing. If you’re providing value, and attracting people to you, and doing the right thing, that’s a good thing. You can make some sells and recruit some people that way, but if you’re just trying to sit back and slide up hill and make the sale, and then never pick up the phone, never really help those people, and never really go on the front lines and go to battle for them you don’t deserve to recruit them in the first place, and frankly you’re part of the problem. You’re the reason we have so much turnover.
A lot of people on the outside think this business is all about “getting somebody” and “getting your sales force to go sell for you.” That’s what people say, and it’s totally wrong.
The way this business works is you go to work for your downline. You go to work way more for your down line then they will in the beginning, and you invest in them.
You grow the person who grows the business and that’s how you qualify for the ongoing income part.
It’s a long term strategy and if you’re not willing to do that you don’t deserve it.
Today I’m going to share with you a very simple formula that really every business (not just network marketing) is based on.
It’s funny, because this was actually shared with me by a person who was trying to convince me that their network marketing opportunity didn’t fall into this formula, so that was why they were better, and blah, blah, blah, blah, blah….
Anyway, the reality is this formula is what creates opportunity for anyone. This is it:
It’s very, very simple. If we understand that every single product, every single thing that we purchase, that we bring into our lives, that we exchange money for, follows this formula.
Now, you can replace the word “problem” with the word “desire,” and I think maybe that’s what that fellow that was sharing this with me was trying to say. But, it’s the same formula. Somebody wants something, either a pain they want to eliminate, or an inconvenience they’d like to eliminate, or a desire they like to fulfill. You provide the solution for that and that creates the opportunity,
Now what does this really mean for you?
For too many people, their mind is 100% on opportunity, and how great their opportunity is, and how excited they are about their opportunity, and how much money they’re going to make. The problem is you’ll never get to the part where you get what you want, if you’re not focused on their problem and the appropriate solution you can offer. When you’re talking to people, when you’re engaging with people, your opportunity or the benefits of your product should be the last thing from your mind if you want to succeed in any business, including network marketing.
Your product and your company follows this formula, but also your opportunity in your company follows this formula. That’s why it is possible to recruit people by leading with the opportunity and not with a product. You have a choice, that’s why you can recruit either way. If you lead with the product, then you’re focusing on problem plus solution equals opportunity, or desire plus solution equals opportunity. What does the product do, and how does the product solve a pain or fulfill a desire?
If you want to lead with the opportunity, the problem or desire that you’re fulfilling is the fact that the person doesn’t make enough money, doesn’t have enough time, is relationship poor, doesn’t have any retirement, has no residual income… all of those great things that our opportunity can fulfill and help solve, right?
Either way you’re following the same formula, so my point is to keep this in your mind and keep your focus on solving others’ problems and helping them fulfill their desires. What that will do is help you keep your focus on the person that you’re talking to, what they want, and what they need. Then you’ll be able to create the opportunity. On the other hand, if you’re focused on your opportunity and on all the great things that you want, you won’t be able to have your mind and ears open to understand what that persons real desire, pain, or problem. So, you won’t have the opportunity to effectively help them because you won’t understand what problem it is you can solve for that person.
Stay focused on solving problems. I’ll say it again: The person who’s the best problem solver, the person who’s the best job of fulfilling desires of an individual is the person who’s going to have the best opportunity and make the most money. Be a servant, be a problem solver, connect your product, or your opportunity with those individuals, and you’ll create a great business.
Today, I’ve got a tip for you that is going to help you be more calm, comfortable and confident when you’re showing an opportunity presentation to people. It’s also going to make you more believable.
How would you like to set yourself apart from 90% of network marketers when you’re showing an opportunity presentation?
Make money, so you’re able to say when you’re talking with someone, “Yeah, I have made some money.”
Now it doesn’t have to be thousands of dollars that you’ve made, but having a personal testimonial, not just for your product, but for the opportunity itself by being able to say you made a few hundred bucks last month, or this month, or whatever is huge, because 90% of the network marketers can’t say that.
Most “entrepreneurs” in this industry don’t make money because they are too busy trying to figure it all out, or trying to recruit with no results, or are busy doing other unproductive things, so they never actually get into profit.
This might sound crazy to some leaders, but if you haven’t yet made money in your business, I would encourage you to back up a second from recruiting.
The number one way to actually get into profit in network marketing is to move a product. Typically, what I’ve seen is the highest profit margin you’re going to be able to make is when you personally sell a product to an end user: to a customer.
I know some of you are averse to selling. But, let me tell you if you do that, not only do you legitimize your business in the eyes of your prospect, you’ll legitimize your business in the eyes of everybody, and it’s going to give you more confidence.
It’s going to give you a case study that you can tell that person if they ask you, “Are you making any money in that thing?” that yeah, you made some.
Again, it doesn’t have to be a ton of sales.
Listen, for years I was taught that the answer to that question, “Are you making any money?” is a bit of a round about answer that goes something like this:
“Well whether I make money or not is really irrelevant. It’s what you’re going to do with the opportunity. Now, I can’t guarantee whether you’re going to make money or not either way.”
I still agree with that answer, but it sure helps to be able to say that answer this way:
“Whether I make money or not is really irrelevant, because it’s not a real predictor of what you’re going to do. I can show you case studies of people who have made a ton of money, buy the question is, what are you going to do with the opportunity? No one can guarantee what money you’re going to make, but I did make a few hundred bucks last month.”
That’s a lot more powerful.
With that said, how do you get into profit?
If you want to know some tips of how I approach warm market, to be able to develop customers, and what I teach my team to do early in their business to develop that personal case study of profitability, you may want to check out this post.
I hope this helps you get your mindset going…
If you’re not making money, go make some money. Do something to generate some volume, develop some customers so you can have the case studies, and then when you’re showing your opportunity, you can speak with confidence that you’re making money and they can see that you’re serious as a business owner.
Again: Click here to learn the specific strategy we use on my team to get people into profit within 30 days or less.
So in my last post, we talked about what momentum is, as it relates to your business, and how to help make it happen on your team. Today, we’re going to address what I have found through years of experience building our 7-figure team will absolutely annihilate your synergy and growth.
I’ve seen each and every one of these issues arise in teams, and it only takes one of them to bring things to a grinding halt. In fact, a couple of these have happened on teams in my own organization, and once the seed of it takes root, there’s not much a leader can do to salvage it. However, there are two things I’ve learned that can help minimize the damage: I’ll share those later in the post.
This one’s pretty basic, but it’s the most common. If the leader(s) aren’t 100% sold-out, committed and actively creating results on the team, forget about it. We all know this is a business of duplication, and typically, the majority of your team will duplicate your best efforts to 50% of what you do, at best. Sure, your best leaders will do as much or even more than you, but again, this is a business of a small effort of a number of people. If the leader takes his or her foot OFF the gas before there’s strong momentum on the team and other committed leaders who are ready to leave their foot ON the gas, get ready for things to slow down.
I believe in tolerance and acceptance. One of the best things about this industry is that anyone, from any walk of life, can get started and succeed in a business of their own. But there’s one thing we CANNOT tolerate in the team: Negativity. Negativity is a virus in an organization, and if it’s allowed to remain, it’ll spread through and infect the team until any positive momentum you once had has been lost to fear and doubt.
This might be controversial, but I’ve actually had to remove people from my organization because of this. It hasn’t happened often, and it’s not fun. Most often a negative person isn’t attracted to this kind of business in the first place, and usually we can help them grow past it. Usually, a person like this will fade away on their own, especially if you have a strong, positive team. Peer pressure will either help them change, or drive them away.
But there have been times when someone was just flat out committed to being a whining, negative, fear and doubt-spreading cancer to the group. Better to remove the infection than let it spread. If you find yourself in this position, get help from a strong, top-earning upline leader, and handle it as delicately as possible. Just like firing someone from a traditional business, it’s not a pretty thing to have to do, and you better be sure you’re right to do it, or it can backfire. But a leader has to do what a leader has to do to protect their organization. If it’s handled correctly, your team will be relieved when they notice a person like this isn’t coming around anymore.
If you think your job is to be your team’s boss, you’re in trouble. Nothing kills the creative and budding entrepreneurial spark in a person like a micro-managing control freak upline. My grandfather said it best:
“Once you have a good, excited person in your business who’s making things happen… just get the hell out of their way.”
Leaders who squash their downline leaders are like passengers in a car that keep trying to grab the wheel. Remember, this is their business, too. Nobody wants unsolicited advice, so if their business is growing and they’re not asking you for help, don’t try to tell them what they should or shouldn’t be doing. Maybe for them, what they’re doing is exactly what they should be doing. Even if you see them making mistakes, its often better to let them make them and learn from them. They’ll be stronger in the end, and respect you more because you respected them enough to not baby them.
Divorces. Arguments over who should work with who. People loaning money to downlines or uplines. Gossip. Hurt feelings. Arguments over recognition. Religious or political debates. People having affairs with other team members…. The list goes on and on. Some of it can be avoided, and some of it is virtually out of the control of an upline leader. Which is what makes it one of the most difficult categories of momentum killers to deal with. Most of it is situational, and every case is different, so it’s tough to give specific suggestions on how to deal with it. My best advice is, if there’s drama on the team, ask an experienced, top-earning upline leader how they would handle the specific situation.
Your best defense against drama? Strong relationships, focus and results.
Of course, there needs to be leadership to even get momentum started in the first place. Absolutely. If the leader isn’t leading from the front, the team won’t move. But, if the leader(s) get distracted, or worse yet, leave the team entirely without a strong set of successors in place that have established key relationships in the organization, it’s only a matter of time before the crowd disperses.
I have one team in particular, way in my downline, that this very thing occurred. The strongest leader on the team, who became a top earner in our organization, decided to make a change. In fact, that was his plan from the very beginning: His dream was to own a franchise business, but couldn’t the capital to invest to get started. So, he used network marketing as a vehicle to create that capital. I think that’s great! And so did his team… in fact, he was very transparent about his goal, and his team all agreed that it was awesome when he finally achieved it. The vast majority of them understood that was always the plan, and were excited for his success, and wished him well. His business kept producing a residual for several years, even after he left, which of course, is the whole idea of the model.
But here was the critical mistake: He also took every key leader he had in his organization with him into the new franchise. This left a large organization without a strong, active leader with whom they had a relationship. And while they consciously said they understood, deep down, many of them felt left behind, orphaned, and rejected.
Now, before you say, “Jason, if they were part of your organization why didn’t they just come to you?” Good question. The reality in this business is, every organization has one person or couple that is the center. They’re the one the people look to for inspiration. And even if there’s a strong upline leader beyond them, it doesn’t mean that organization will automatically start calling them “daddy,” (if you’ll forgive the analogy.) They might be more like a favorite uncle… but it’s going to take time to strengthen that relationship. So, once I learned of this situation, I reached out and started developing relationships with these folks, and we’ve been able to help rekindle the excitement and energy for many of them by filling that void. It took time, and a lot of effort… and a lot of business was lost before it stabilized.
Remember, the majority of your team (and perhaps even you) are relatively new at this “entrepreneur” thing, and haven’t quite developed the focus and longevity muscle it takes to succeed over the long haul. Most people need a little something fresh to keep them excited. It might be a unique promotion, or a fresh approach (that you’ve tested and works) that you can share. The fact is, as society changes, results can fall off if you don’t change with it.
I’ve seen huge organizations that used to be in massive momentum slow down to a dull hum because they refused to evolve. One of the biggest areas right now that most companies are struggling with is how to evolve with the speed of the internet and social media. As they say on Star Trek, “Resistance is futile.”
Social Media is here to stay, and it’s an extremely powerful means of communication. It takes the idea of “word-of-mouth” to a whole new level, and if you don’t learn how to harness it, you’ll be left in the dust. You also can no longer B.S. anyone… if your product isn’t good, people will know about it in an instant. Nothing spreads faster than negative talk, and the internet is living breathing truth of it. And it’s awesome. It forces us to be honest, and it’s forcing our industry… really every industry… to get better.
Personally, I’d recommend that anyone serious about growing a long-term business in network marketing (imagine this)…. learn marketing! A big part of marketing is personal branding, which is essentially the same thing old-school offline network marketing leaders have done. They’ve created a version of themselves that attracts people to them. It’s not fake… fake doesn’t work. But it is definitely by design, and it’s a learned skill.
What the sharpest leaders are doing is applying this kind of personal branding to the internet, through advertising, blogs, social media, etc.
There’s a very fine line between being open to trying new ways to build your business as described above, and always looking for the “secret” to success. Let’s get this straight: The “secret” to success is a lot of hard work. Consistently, over time. A long time, in most cases.
I’ve said this repeatedly, so if you’re getting sick of it… well, good. Because it’s important. Stop comparing yourself to everyone else. “Everyone else” doesn’t matter. And, don’t think that because you didn’t go from zero to 6-figures in a year or less that there’s something wrong with you, or that your business doesn’t work.
What most people fail to do is apply a sufficient amount of focused, creative effort on a daily basis for long enough to get results. Many people can and will do it for a week. Or maybe a month. Or maybe even 3 months. But before long, they start looking around for results, and if they perceive that they don’t have them, shiny objects might catch their eye. It might come in the form of another opportunity, or some other recruiting tactic that you think is going to be the game changer for you.
So how do you keep yourself open to new ideas while avoiding shiny object syndrome?
I think the answer comes from the mindset you’re in when looking at the new idea. Are you coming from a position of strength and confidence in what you’re doing, and you’re looking for an enhancement? Or are you coming from a position of frustration and weakness, and you’re looking for a magic pill? Here’s a hint: If you think the new idea is going to make everything easier, less work and less effort to get results, you’re probably in trouble, and should be careful before you invest or distract yourself.
I’ve found that if you really believe in what you’re doing and your properly directing your focus and effort at it, you have built-in blinders to shiny objects. Doubt and frustration is what makes you susceptible to their temptations.
Forget everything I just said. Yes, you read that right. Forget it.
Get to work. Love and support your team. Focus on where you’re going, and constantly keep the vision in front of your people. And attack the process with enthusiasm.
You may have heard that, to have a great swing in golf, you can’t think about the swing while you’re doing it. To have great momentum, synergy and chemistry on your team, you can’t be thinking about all the things that could derail you.
So, if you like, print this post out. Save it for later. File it away for a time when you need it. But whatever you do… don’t look for problems on your team, or you will surely find them (or create them!)