Network Marketing and Prospecting

Have you heard of the three foot rule? It comes from the idea that you should talk to everybody. Now, I think that is correct.  Talk, not pitch.  The idea of pitching to everyone within three feet assumes that everyone is a prospect.  That is not true.  Everyone is a suspect.  You suspect they are prospects, but don’t know for sure.  How do you find out?  By talking to them.  Ask questions about them, get to know them, see if you are compatible with them.

What makes for a good prospect?  Someone with a reason to investigate your product or opportunity.  Someone willing to explore additional options for generating income.  Someone who wants something different in their lives (more of something or less of something). At first glance, it might seem that everyone does fit the prospect category. Unfortunately the key word is SEEM. Some people are frustrated with the current situation, but don’t want to do anything to change it. You can check on that by asking questions.  Someone complains that they weigh too much.  You ask them what have they tried to lose those unwanted pounds.  They reply that they don’t want to change what they eat, they hate exercise, and they have tried the “miracle” pills that drop the pounds as if by magic. They want their circumstance to change, but they don’t want to change. Einstein said to continue doing what you are doing and expect a different result is insanity.

Burn this phrase into your memory: Never present without consent. Your objective in meeting people should be to determine if there is a need want, pain or desire that you can help them with. Maybe the first thing you can do to help them is get them to imagine what life would be like if the situation changed.  Assess how committed they are to achieving the desired outcome.  How? By asking questions. Listen to the responses. Get them to explore the possibilities. In the weight loss example, ask something like “What if walking just a little extra each day could help with your weight, would you be willing to give it a try?” Imagine the following scenario:

Sam: I weigh too much.

You: Would you like to do something about that? (NOTE: You are looking for a “Yes” here.  Anything else is secret code for “No”)

Sam: I really hate exercise and I am not going to give up my deserts.  (Okay, change the subject.  Sam is not going to be a prospect).

Now put that in a business context.  Sam complains that he always runs out of money before he runs out of month. You have a network marketing opportunity that could solve his problem. Do you make a dynamic presentation?


First you ask “Would you like to do something about that?” and base the rest of the conversation on his response.  Remember “Yes” means “yes” and anything else means “No”.  If “no”, it means the time isn’t right yet for Sam.  Change the subject.  At another time he will be ready. But for now you haven’t burned any bridges by presenting something he didn’t really want to hear.


Network Marketing and the Sales Mindset

In network marketing, customers buy products or services. Distributors could be said to sell the same products or services. So certainly in one sense, sales is part of network marketing. The distinction comes when we consider what most people mean by the word “sell”. The most common definition is to persuade or induce someone to buy something. Often unspoken is the final part of that sentence: “that they don’t want to buy”. That kind of sales has no place in network marketing. The original meaning for sales was to find out what people want and help them get it. That is the selling involved in network marketing.

The kind of sales where you induce someone to buy something they don’t want does not lead to a favorable relationship. The best definition of a network is people who are connected to each other. So network marketing involves establishing connections with people, discovering what it is they want, and helping them achieve that. A person wants better health, and your company has top-of-the-line healthcare products. We have a match. What if your company provides cell coverage or Internet access? That does not match the healthcare desire and so there’s no match. But you probably know someone who does market cell phones and long-distance calling services and Internet. You enhance the relationship with both people by connecting them together. You are a connector.

In the first definition of sales, there is the idea of “closing the sale”. It is transaction based; once the sale is over we move on.

In network marketing, we want to “open the relationship”. Long-term success in network marketing depends on happy distributors and satisfied customers who purchase over and over and over again. Zig Ziglar always said if you help enough other people get what they want, you will have everything you want.

Network marketing attracts people looking for time freedom and financial freedom. It attracts people who are freedom oriented. Because of that, we believe in freedom of choice. The network marketing model is one of education. We give people information about our opportunities and our products, and we attempt to establish relationships.   We allow people to make their own decisions, that is to “own” their decision. A successful network marketing business has many people who genuinely want to do what they’re doing. It becomes a lifestyle.

Network Marketing and the Lottery Midset

Network marketing is unlike any other business model. It requires a new paradigm in your thinking. When you begin a network marketing business, you are not an employee, but neither have you bought bought a lottery ticket.

In a lottery only a handful of people win the big prize and everybody else buys a losing ticket. In network marketing, everybody can win. Success does not depend upon the luck of the draw, the planets being rightly aligned, or some magic wand being waved over your business. Success is predictable. The beautiful thing about network marketing is that it does not discriminate against gender, age, social status, or any other possible limiting factor. Network marketing involves gathering customers for your products and other customer gatherers to expand your business. Network marketing is a franchise business without the huge initial outlay. Network marketing is, however, work. It takes time to establish your network. The products will flow through your network.

“If anyone tells you” join my network marketing company and you will be rich overnight,” run away do not walk. Depending on the network marketing company with which you align, you will find many things in your starter kit. There may be products, marketing materials, instruction manuals, perhaps a website for you. Those are all wonderful things. Notice what is not in the kit: customers and business partners. You must use your skills to find those people. You may encounter difficulties, you probably will, but if you persist past the difficulties and work towards your vision, you will achieve your dreams. If you help enough other people get what they want, you will have everything you could possibly want.

Plan on investing 3 to 5 years working your business to achieve job dropping income. That may seem quick to some and slow to others, but if you put in the time and do the work you will find that you are the luck and the magic.

Network marketing and the employee mindset

Last time, we talked about the cash flow quadrant. Most of us learned how to be an employee through our formal education. Because of that, we often carry the employee mindset into network marketing.

An employee needs direction. The employees told what to do, when to do it, and how much they will be paid for doing it. In network marketing, we become business owners, not employees. Unfortunately, for many people the employee mindset still dominates. For that reason, expectations are unrealistic and often unmet.

Network Marketing and the Cash Flow Quadrant

Robert Kiyosaki , author of Rich Dad / Poor Dad, believes network marketing is a means to achieving wealth.

In the Rich Dad’s CASHFLOW Quadrant: Rich Dad’s Guide to Financial Freedom
, he explains the four income styles used by people today:

The quadrant looks like this:

E | B
S | I

The E stands for Employee, the persona that our educational system creates (“Get a good education so you can get a good job”).  The employee does not own his or her job.  It is not an asset that can be sold or transferred.  The employee agrees to do what the employer says in exchange for the employer’s money.  The employer may terminate the arrangement at any time.

The S stands for Self-Employed, or small business owner. In this quadrant, the boss and the employee are the same individual. The small business owner might have one or two other employees. In any event, the income depends primarily on the owning individual.

The stands for large Business owner. Kiyosaki defines a large business as having 500 or more employees. The income here no longer depends upon the owner, but upon the employees. J Paul Getty once said “I would rather have 1% of 100 individuals efforts than 100% of my own.”

The I stands for Investor. The investor has money working for him while any of the three previous ones can in fact invest money, what Kiyosaki means here is large amounts of money invested

Notice that the left side of the quadrant is active income or sometimes called linear income. That is, the individual puts forth effort and receives income. When the effort stops, the income stops. The right side of the quadrant represents passive income. The individuals efforts do not determine the passive income. Rich people have people working for them or money working for them or both.

In network marketing, a person can move from the E quadrant to the quadrant with very little capital investment. The individual grows an organization of well over 500 people by starting with one person and teaching that person to do the same thing. If each individual finds one new person each month, at the end of the year our hero will have personally enrolled 12 others. The first person enrolled will have enrolled 11 others. Two people will have enrolled ten others.  Four people will have enrolled nine others and so on, resulting in over 4,000 people in the organization. The magic is in the duplication.

What You Should Know at Christmas

First, let’s not worry about whether December 25 is the correct day to celebrate. That just does not matter. What does matter is that God became flesh and dwelt among us. What also matters is why He did that. In the Gospel of John is the answer (John1:9-14 and John 3:16).

The Word became flesh and blood,
and moved into the neighborhood.
We saw the glory with our own eyes,
the one-of-a-kind glory,
like Father, like Son,
Generous inside and out,
true from start to finish.

This is how much God loved the world: He gave his Son, his one and only Son. And this is why: so that no one need be destroyed; by believing in him, anyone can have a whole and lasting life. God didn’t go to all the trouble of sending his Son merely to point an accusing finger, telling the world how bad it was. He came to help, to put the world right again. Anyone who trusts in him is acquitted; anyone who refuses to trust him has long since been under the death sentence without knowing it. And why? Because of that person’s failure to believe in the one-of-a-kind Son of God when introduced to him.

Zacharias and Elizabeth were childless but God fixed that for them (Luke 1:5-25) In the sixth month of Elizabeth’s pregnancy, her cousin Mary receives word that she (a virgin) will conceive.  She immediately goes to Elizabeth until the baby John is born. (Luke 1:26-58).

By now, Mary is three months pregnant and is beginning to show.  Joseph (her fiance) is upset and plans to quietly end the relationship until he is visited by an angel (Matt 1:18-25). The last verse summarizes the birth event, which is more fully explained in Luke 2:1-38.  Because the law required a cleansing period and presenting the baby in the Temple, Joseph apparently found lodging (as a carpenter, he may have constructed a house for them).

After about two years, some visitors come from the East.  They had seen something in the heavens on the birth date and organized an expedition to Israel.  Because they knew the new child would be a king, they went to Jerusalem. (Matt 2). After they left the palace, a star appeared leading them to the house in Bethlehem where the child (not baby) was,  God warned them not to return to Jerusalem and warned Joseph to flee.  After some time, they returned to Nazareth.  This is summarized in Luke as:

When they finished everything required by God in the Law, they returned to Galilee and their own town, Nazareth. There the child grew strong in body and wise in spirit. And the grace of God was on him.

So this season we give thanks to God that He had a plan to redeem mankind, remembering that (Hebrews 1:1-3)

Going through a long line of prophets, God has been addressing our ancestors in different ways for centuries. Recently he spoke to us directly through his Son. By his Son, God created the world in the beginning, and it will all belong to the Son at the end. This Son perfectly mirrors God, and is stamped with God’s nature. He holds everything together by what he says—powerful words!

Merry Christmas



Leverage: The Key to Wealth

Leverage occurs when you have money working for you or people working for you. You begin your work life by trading your time and effort for money.  A part of all you earn is yours to keep.  If you set aside, say, ten percent of your income for future expansion, you begin to create wealth.  In ten months you accumulate the equivalent of one month’s salary.  In five years, you would accumulate six month’s salary. In fifty years, you have six years of salary.  We measure wealth in time before the assets run out.  Assuming you could afford to live on half of what you were earning previously, you have twelve years banked.

I just described the forty to fifty plan.   You work 40-50 hours each week for 40-50 years of your life so that you can retire on 40-50 percent of what you were previously earning.

Ask yourself:  How are you being paid?  Who had the money to pay you?  Why would he or she do that?  You struck a bargain to provide useful labor in return for the money.  Is that all you are worth?  Probably so, initially.  As the value of your labor increases, so should your earnings.

How to Generate Passive Income

There’s an old saying:   If your outgo exceeds your income, your upkeep will be your downfall.  There are two ways to correct such a situation:  Less outgo or more income. There’s another old saying:  a part of all you earn is yours to keep.  Take a part (you decide what part, but some suggest a tenth) of your income and put it aside.  Then figure out how to spend the rest.  If you don’t take that first part, you won’t have any seed for the future.  Speaking of seed, there is a law of the harvest that says you reap what you sow.  Jesus said “Give and it shall be given unto you”.  You might want to consider giving ten percent to a charity of your choice, When you begin to work, your income comes from 100% of your own efforts.  You earn wages.  As you begin keeping part of what you earn, you can the earn profits.  Everybody knows that profits are better than wages.  Why?  Wages cease when you cease working.  Profits can continue with a life of their own.  Profits generate more profits. There are basically two ways to generate profits:  people working for you or money working for you.  Let’s examine the latter for this article. When you put money to work, you are investing or saving.  This follows the risk/reward cycle.

Unfortunately, there is no such button, but you can come close with careful planning.  Let’s say you want monthly income with no work.  With a sufficient sum of capital, you can produce that income stream. The table below shows the amount you would need to have on deposit earning the indicated interest in order to receive $1 each month.  Multiply the savings by the amount of income you want. For Example, if you think you can achieve a rate of return on savings of 6%, and you would like an income of $3,000 per month, the required amount of savings would be 3,000 x $200 = $600,000.

Chart showing how much is needed at various interest rates to generate $1 each month

Generating $1 each month

To generate a passive income of $5,000 each month at an average interest of 3% would take two million dollars ($400 times 5000) on deposit.  You can do the math with your own desired monthly income and assumed interest rate.

Networking is Working

What is the essential ingredient for a network?


Meet people.

Discover their needs, wants, pains and desires.  How?  Ask questions.  Become interested in them and their lives.  Care about them and be ready to help them avoid the pains and get their desires.  Remember that questions are the answer.