MLM Recruiting
Lays Potato Chips have a tag line: I bet you can’t eat just one.

Lay’s tagline indicates that once you eat one, then you’ll eat another and then another and then another. If you aren’t careful, you’ll finish the whole bag!

If wanted to sell potato chips what do you think would be more effective?

1. Telling everybody how awesome potato chips are and then force feeding it to them

Or

2. Asking “Who wants to try some free chips?” and then offering them just one.

With this example it’s obvious to see that if you told everyone how amazing potato chips are, the probably won’t care and if you tried to shove the bag down their throat, they would resist.

The second option allows you to qualify your prospect first. Beleive it or not, there are people who don’t like potato chips so asking a simple qualifying question like “Who wants to try some free chips?” will actually save you (and them) a lot of time. If they don’t like chips then you shouldn’t spend any time trying to get them to sample them because they would even want them and if they accepted they are doing it out of politeness.

What if you thought it was the way you pitched the potato chip and you thought, “If only I said something different” and you kept nagging your prospect after they told you they don’t want to try the potato chip? Every time you saw them you told them how amazing potato chips are and you tried to force fed them to your prospect. Do you think your prospect would get annoyed?

It sounds ridiculous doesn’t it?

This is why most people are resistant to our profession.

Network Marketers Are Annoying
Network marketers are notorious for being annoying when they are MLM recruiting. That wouldn’t be the case if we simply qualified our prospect’s first by asking them a question like “Are you at all open to a side project if it didn’t interfere with what you are already doing?” and if (and only if) they responded positively that we tease them with just enough information to make them curious.

I talk more about this concept in the video.

Say less to more people
If I walk into a food court, the employees at the Chinese counter will almost always offer me a free sample to taste. They don’t try to convince me to buy by telling me how incredible the food tastes. They just ask me a simple qualifying question. “would you like a taste?”
As a result they get a lot of people to try and a lot of people to buy. They are saying less to more people. Those that want to try (and only those that want) will get some more time and attention.
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Create A Great Day!

Kenny Santos
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P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post on MLM Recruiting: How to Make Your Prospect Beg You For More Information then please share, tweet and comment below.

MLM Recruiting
What would happen if you spoke to 1200 people about your product or service or business?

Would you make more money?
Would you advance rank?
Would you qualify for more reward trips?
Would have a team?
Would have customers?
Would you have a residual income?

Even if you are terrible at prospecting, if you spoke to 1200 people about your product or service or business, you would make some drastic changes in your business.

5 People A Day
The reason why I picked 1200 people is because that is how many people you would talk to if you spoke to 5 people a day for a year and if you took weekends and one month off.

5 people a day from Monday To Friday is 25 people a week.
How many people did you talk to about your business last week?
Most network marketers are in the single digits and that’s why they don’t make it.

25 people a week x 48 weeks (taking a month off) is 1200 people.

If it was 6 people a day it would be 1440 people and if it was 10 people a day, it would be 2400 people.

5 people a day really doesn’t sound like much and it isn’t, but it’s more action than what the typical network marketer takes and you can build a successful business from it. You won’t become an 7 or an eight figure earner but it’s enough to get you out of your job.

How Long Does It Take?
So many network marketers say they don’t have time to prospect. If you are really slow and nervous and you spend 5 – 10 minutes before each call getting psyched up and you spend a lot of time with each prospect when you talk to them then it could take you an hour or more to talk to 5 people. However, if you just stay focused then talking to 5 people shouldn’t really take you more than 15- 20 minutes.

It really doesn’t take that long to call someone, build a little bit of rapport and ask them a simple question to see if they are open.
The same can be done on social media.
Reaching out to 5 people doesn’t take long.
If you are serious about building success, you can find the time to talk to 5 people each day.

When you get really comfortable with prospecting, you won’t need to put time aside to do it.
You’ll be able to do it while you are:
-driving on your morning commute
-making a sandwich
-walking your dog
-working out

It doesn’t have to take up an extra time in your day.

Challenge yourself and/or your team to talk to 5 people a day and watch what happens to your business.

Why Most Won’t Be Able To Do It
Talking to 5 people a day is easy to do. It’s also very easy not to do.
Many will try it and when they don’t get the results they are looking for they’ll quit after a couple of days or weeks. The worst part is they will probably quit just before they start really seeing results.

Others will stick to it and after they start getting results they won’t be able to stick to the challenge of talking to 5 people a day.
They realize that it’s easier than they thought.
They’ll “cheat by talking to more than 5 people a day. They might talk to 6 people or 10 people or 30 people a day and they’ll really start to see their business take off.
Some will “cheat” by talking to people on weekends or vacations.

5 people a day is something that any one who is serious about their business can do. Once you get really comfortable, you’ll lose count because it becomes a habit. You’ll prospect people without realizing that you are doing it. It’s just something that comes up in conversation and you’ll crush your goal of 5 people each day.
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Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
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Related Posts
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P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.
If you enjoyed this post on MLM Recruiting: A Simple Challenge That Most Will Fail then please share, tweet and comment below.

Price Objection
The most common objection that you will get from your prospects in the network marketing is the price objection. Are you tired of hearing someone say, “This is great but I just don’t have the money.”

The trouble about this objection is that you don’t know if your prospect is just brushing you off or if they really want to join but they don’t have the money to get started.

If you are like me then you were taught that if they have price objection then they just don’t see the value. That’s only partly true. Many people see the value in flying first class but most don’t. Sometimes it’s not about value, it’s about whether they can afford it or not.

For a while when I ran into someone that couldn’t afford to get started, I would talk about how they were wasting money on frivolous things like cable tv or eating out. I would say things like, “If you wanted success bad enough, you would find the money.” I may have been right but it just made me look like a jerk. It didn’t close a lot of sales. Most of the people that I was able to close with that sort of retort would end up quitting.

Here are 2 simple of ways of handling a price objection before the prospect even brings it up.

1. Make It Part Of Your Prospecting
If you are looking for people that open minded enough to start a business then make money part of your prospecting process. People that are looking for a job are not expecting to spend any money to get started however people that are looking to start a business realize that they will need to some start up capital. Look for the business minded people.

It takes money to buy a business. If you are starting a restaurant, you need to buy all of the appliances like fridges and stoves. You need to by supplies like ingredients and napkins. You need to buy or rent a building. You need to spend money on advertising and employees. There is a lot of money that needs to be invested before any money even comes in.

If you are looking for business minded people then they will have no issue with paying money to get started in business. Once you’ve established that they are looking for a business opportunity then don’t be afraid to ask them this before you show them a presentation:

“How much money have you budgeted to start your business?”

Some people may have saved up tens of thousands or even hundreds of thousands of dollars. If they are open to your business then they will be pleasantly surprised that your network marketing opportunity only costs hundreds or thousands of dollars.

When you ask if they have money to get started, then you have a better idea of who you are talking to and what they are really looking for.

2. Create A Safe Space
Here is another way of handling a price objection before your prospect even has a chance to bring it up. Sometimes they really want to get started but they just don’t have the money. They might feel ashamed so they won’t tell you they can’t afford it and they might tell you another objection instead.
Once you have finished your presentation and they said how much they like the business, do an assumptive close that makes it ok if they don’t have the money:

“Do you have the money ready or will you have to raise it?”

Often a prospect will mentally disqualify themselves if they don’t have the money. They might think that most people that join are people that have a lot of liquid income. This question allows them to realize that if they don’t have the money right now, it allows them some time to raise it.

It also allows you as their advisor to give them ideas and on how they can raise the money. Maybe they can sell something or maybe they’ll have enough money when their next pay check comes. They might be able to borrow it from a friend or family member. It allows the 2 of you to overcome the objection together as team rather than allowing price to become an argument like most network marketing objections turn out.

These are 2 great ways of overcoming the price objection in MLM.

Did This Help You?
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Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
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P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post on 2 Simple Ways To Effectively Handle A Price Objection That Even New Network Marketers Can Do then please share, tweet and comment below.

Handling Rejection
Are people telling you “no” when you prospect? If you aren’t getting nos then you are prospecting enough people. Even the best in our profession will get more people telling them no rather than yes. Much more.

Manage The Energy
If you don’t manage the energy during the recruiting process it will have a big effect on your confidence and your ability to try again. If you chase your prospect or argue with your prospect then you are giving them control. Don’t do that. If they don’t want to join your team, then let them go and make sure you manage the energy when you do so.

Instead of chasing or arguing with your prospect when they tell you no, try saying this instead:

“Do you know anyone that DOES want to make some extra money if we showed them step by step how to do it?”

I learned this from listening to the January 24th 2017 Ray Higdon podcast.

Using this line does 3 things.

1. Your Prospect May Reconsider
After hearing you say, “Do you know anyone that DOES want to make some extra money if we showed them step by step how to do it?” Your prospect will realize that you aren’t going to chase them and that you might have something that they want. They may come back and say, “You’ll show me step by step how to do this?”, and they’ll have a closer look.

That line also implies that they aren’t looking for extra money. If they are, they might come back .

2. They May Give Your Referrals
Your opportunity may not be a good fit for your prospect (even if you think that it’s best) but they may know some people that it is a good fit for and give you some names. It’s always better to talk to more people that might be open to a new opportunity rather than someone who isn’t open. If they give you referrals, then go ahead and talk to those people and if they join your team, you can always call your prospect back and let them know. You can always give them the opportunity to reconsider and join before the people that they referred joined.
3. You Stay In Control
This is the most important part. Even if they don’t reconsider and they don’t give you referrals then at least you are managing the energy and staying in control. Managing the energy is important because you look like a leader. If you chase your prospect,you end up pushing them away however if you display confidence you’ll look like someone that they want to work with. Also if you are constantly arguing with prospects and chasing them and getting rejected, it affects your confidence. You feel defeated, which will probably lead to more nos and you’ll quit. When you stay in control, your confidence stays up and even if you are getting rejected, you are less likely to quit.

When you handle rejection with grace, you keep control, you look like a leader and you get better results.
Did This Help You?
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Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
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2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe

P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post on The Easiest And Most Effective Way Of Handling Rejection That Even A New Network Marketer Can Master then please share, tweet and comment below.

MLM Recruiting
Wouldn’t it be nice if there was something that you could do or say that would make your prospects want to buy or join BEFORE they knew the specifics about your product, service or business?

When I first got started in this profession, I thought that a prospect would join my team because of logic. If buying my product or joining my team many any sense, then they would go ahead and do it but as we all know, buying is all about emotions, not logic.

Many network marketers think that their prospect will buy or join because of these things:
-product or service was cool
-the comp plan was cool
-the company was cool

So they lead with hype:

We have the very best product that is scientifically proven and invented by a Nobel Prize winning professor who teaches at Princeton University. We also have the best compensation plan that offers 47 different ways to get paid and a way to leverage your up line so that they build have of the business for you.

And the hype just turns their prospects off.

The real reason why someone will buy from you or join your team isn’t because the product is cool or the compensation plan is cool. They do it because YOU are cool.

Think about it. The last time you bought a car or a house or anything that cost a significant amount of money, you bought it from someone you liked. If you didn’t like them, you probably wouldn’t have bought it from them. You still may have bought it, but you would have bought it from someone else.

Build Rapport
The best way to get someone to want to buy from you is to build rapport and the best way to build rapport is to F.O.R.M them.

For those that don’t know, F.O.R.M is an acronym that stands for:
Family
Occupation
Recreation
Message

F.O.R.M is a technique that you’ve probably heard of. It was one of first techniques that was taught to me when I started this profession but I really didn’t understand the importance of it until recently.

F.O.R.M builds rapport and when you have rapport with your prospect, they want to buy from you. It doesn’t mean they will buy from you but at least they will want to buy.

When a prospect likes you, they go from being skeptical (or even cynical)  to being open minded and hoping that what you have to show them is something they will like. That is why F.O.R.M is so important.

When To Build Rapport
I tend to build rapport with a prospect a little bit in the prospecting and inviting process but mostly during the presentation process.
During the prospecting and inviting stage, I’m quick to disqualify and I’m more interested in seeing if they are open.

By the time they get to the presentation stage, I’ve already established that they are open and I F.O.R.M them.

I usually say something like this:

“Before I show you the information, let’s get to know each other a little bit to see if we are even a good fit and want to work together. Does that sound fair? ”

I want you to notice the psychology of this statement. You are making it clear that you only want to work with people that you like. You are doing a take away before the prospect even has a chance to see the information.

After they agree, simply ask them about their family, occupation, and what they like to do for fun (recreation). While you are doing that, try to find out ways that your lives are similar. You might have kids that are around the same age or you may both share a similar hobby. it will also give you a chance to learn a little bit more about why they want a change. Maybe they hate their job, or they hate their boss. Maybe they love to go fishing but they don’t have enough time.

The F.O.R.M process does 2 things: it helps you build rapport but it also gives you ammunition that is personal to your prospect as reasons why they should buy or join your team. I talk about this a little bit more in the video.

After you have built some rapport you can move forward and share your message which is a video or a presentation. If you had lead with the the presentation, you would not have prepped your prospect enough and they would have seen the information with skeptical mind instead of an open mind.

Did This Help You?

If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe

P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post on MLM Recruiting: How To Make Them Want To Buy then please share, tweet and comment below.

MLM Team Building
What if you could cherry pick your team?
What kind of people would be on it?
What kinds of qualities would these people need to have?

Seriously.
What would those qualities be?

Some of the “must have qualities” that I would include are:
-hungry
-coachable
-wants a change
-hard working
-excited about our opportunity and product/service

Of course there would be a long list of qualities that aren’t necessarily needed in a prospect but it would be very nice for them to have.

Things like:
-affluent
-influential
-has a large network
-past success as an entrepreneur

And while these qualities would awesome to have in a new prospect, they don’t even matter if they are missing ANY of the “need to have” qualities.

That’s where too many network marketers get lost. They want to recruit everybody and all or most of the people they recruit are missing at least one of the “must have” qualities.

If a prospect is missing a “need to have” quality, then they are less likely to work, duplicate and grow their own team. They are less likely to be successful and you are more likely to waste your time with them because you think that you can will them or train them to success.

You know that saying, “You can lead a horse to water but you can’t make him drink.” If your prospect is missing any of the “need to have” qualities then they will be one of the horses that won’t drink. Don’t waste your time or their time. They simply are not a good fit. Even if they have a big network and they have past success as an entrepreneur, you are still better off spending your time with someone that has ALL of the “need to have” qualities.

Oprah Winfrey
Here’s an example of what could happen when you recruit some that isn’t a good fit.
Let’s pretend that you had the chance to recruit the great Oprah Winfrey on to your team. You might think,
“This is awesome! My business is going to gangbusters! She knows so many people. A lot of the people that she knows also have huge networks! I’m going to have a huge downline and a thriving business!”

While Oprah has many (and I mean many!) of the “nice to have” qualities that we look for in a prospect, let’s say for this example, she doesn’t possess one or more of the “need to have” qualities. Maybe she isn’t excited by your product or opportunity. As a result, she only uses the product for one month and she never tells anyone in her network. What you thought would be a thriving business, turns out to be a dead leg. If you don’t know any better, you might waste a lot of time trying to turn this dead end into something that it will never be. A thriving business.

Learn to recognize the difference between someone that seems like they would do well and someone that might actually work hard, duplicate and thrive.

If they are missing any of the “need to have” qualities then they simply aren’t a good fit. They might be in the future but they certainly aren’t now.

Big Flag
One indication that will determine if someone is missing any of the “must have” qualities and are a bad fit is if you spend a lot of time convincing someone to join or work the business.

If you have to convince someone to join, then they simply aren’t hungry enough or excited enough. They aren’t hardworking enough or they simply aren’t a good fit.

This type of person is less likely to work. It’s a waste of their time and your time if you try to convince them. They are less likely to duplicate the system and share the product/service or opportunity with others. Even if you some how convince them to join, they won’t do well and you will risk wasting even more time trying to convince them to work.

If you have to convince them to join, you’ll have to convince them to work.

I’d you want an all star team that works hard, is excited and duplicates, then recruit those types of people. If your prospect is missing any of the “need to have qualities” they aren’t a good fit and they simply don’t qualify.

You don’t have to convince or recruit everyone. In fact, you shouldn’t try to if you want a successful business.

If you spend your time qualifying your prospects instead of convincing them you’ll attract and create more superstars to your team and build a thriving business.
Did This Help You?

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Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe

P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post on MLM Team Building: How To Cherry Pick Your Team then please share, tweet and comment below.

MLM Leaders
Have you ever cringed when your prospect asks you:

“How much have you made so far?”

In the beginning, if they haven’t made any (or much) income, this question can make a new network marketer nervous because they think that admitting it will ruin their credibility.

On the other hand, it seems that once you’ve established a full time (or higher) income and become an MLM Leader, then it’s much easier to recruit because they are walking example that the opportunity is valid and that the business works.

Credibility
Having credibility and success does a couple things for you:
1. It makes the business more attractive to prospects.
2. It builds confidence. It’s so much easier to have success when you have confidence in yourself. It changes the way you walk, the way talk and it also changes the energy and vibes that you are unconsciously sending you to those who are around you.

So what can you do if you don’t have that credibility and you aren’t an MLM leader yet? You must get some sort of success and use that success to help you get that credibility.

There are 3 types of success that you can get to build your credibility with your prospect before you are seen as a big MLM Leader.

1. Recruit Someone
You could start by showing the business to as many people as you can and just by the law of averages and the law of numbers, you will eventually get your first recruit. This strategy does work but unless you have great influence, talent or luck, it can take a while. Sadly, many network marketers end up quitting doing it this way.

2. Get A Testimonial
Sometimes the prospect just wants to make sure that it’s a business brings great value to their customers. The best way to show that is with a testimonial.

This is especially true when you have measurable results or can show before an after pictures. The testimonial doesn’t have to be your own, you don’t have to wait to see how the product works for you, you probably have access to dozens of testimonials from your company and team in video, audio and text format.

3. Get 1 Or More Customers
Sometimes, your prospect wants to make sure that they can do the business and they won’t get left behind. So you have to prove it to them. Getting customers is one of the fastest ways to money.

If you could get 1 – 10 customers in your business in the next 24-48 hours and you told your prospect that you would show them how you did it, do you think they would be more inclined to join?

Customers are the low hanging fruit of the network marketing world. They are the easiest to sell too. Not everyone wants to start a business but everybody buys something.

If you don’t know the how to get customers, then listen to my “How To Create MLM Momentum” free audio download at kennysantos.com/momentumtraining/. I’ve had students get dozens of customers within the 24- 48 customers after applying the simple script that you’ll learn there.

Getting customers does a couple things for your business.
1. It puts some money into your pocket.
2. It builds confidence.
3. It builds credibility.

Getting customers will give you a very credible and confident answer to, “How much have you made so far?”

You are able to respond with something like this:

I’ve just started to take my business seriously and with just my actions of today, I’ve gotten 10 new customers. With those customers, I’ve been able to pay myself back for all of my start up costs and built a a residual income of $100/month. I can even show you how I did it.

An extra $100/month may not seem like a lot of money, but that’s only with 1 day of effort.

What if you could teach half your team to do that?
What would happen to your business volume?
Would advance rank?
Would you collect your next bonus check?

So now you know 3 ways to recruit even if you don’t have any credibility.

Did This Help You?

If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
Check out my blog at http://kennysantos.com/
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
http://kennysantos.com/how-to-make-money-in-mlm-without-even-recruiting-a-single-soul/
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
http://kennysantos.com/2-shockingly-common-time-wasters-to-avoid-so-you-can-reduce-failure-in-mlm/
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe
http://kennysantos.com/mlm-myth-revealed-the-biggest-myth-that-network-marketers-believe/

P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.
http://kennysantos.com/rqtw/

If you enjoyed this post How To Recruit Even If You Aren’t A Big MLM Leader Yet then please share, tweet and comment below.

MLM Training
“I’m not sure yet.”
“I need to think about it.”
“Let me sleep on it. ”

All of these are some sort of variation of maybe.

The worst thing a prospect can tell you isn’t “no” it’s “maybe”. A no will save you time and let you get on with business. A maybe, can waste your time. Time that you could have spent talking to other people and collecting more decisions.

What should you do when you prospect is on the fence and just can’t decide?

Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

Maybe
Often, instead of joining or saying “no” or giving you an objection, your prospect will give you a maybe. Maybe’s can be tough to do deal with. At least if they gave you an objection, then you could try to overcome it. But often a network marketer simply just doesn’t know what to do or to say when they get a maybe.

They often try to satisfy their prospects hunger for knowledge.
They want to answer more of their prospects questions or provide them with more information.

“What other questions can I answer for you?”
“Let me send you some more information.”
“What’s there to think about? It’s invented by a Nobel prize winning professor.”

But in doing so, they look desperate which turn will turn their prospect off. Do you actually think your prospect will fall into some information and decide to join? They are not going to call you the next day and say, “I didn’t know it was scientifically proven. Wow! I’m going to join now!”

So what can you do or say when you prospect is on the fence?

1. Keep Your Posture And Give Them Time
When you start smothering your prospect with info it looks desperate, so instead give them time.

How much time?
A day?
A week?
A month?

Give them as much time as they need.
The point of giving them time isn’t so they can get more information and think it over, it’s to show them that you aren’t desperate and that you don’t care if they join your business.

(You care about them as person but you don’t need them to join.)

Say something like this:

“You need to think about? That’s great. There is a lot of information that you can access online. There are dozens, probably hundreds of videos available on youtube that will help you make your decision. If you join, we want you to be absolutely sure because we put a lot of time an effort into training our new team members.”

When you don’t chase your prospect, then your opportunity, will seem more attractive to them. I heard a story where after a group presentation, a new network marketer’s prospect said that they wanted to think about it. The network marketer decided to bring in their sponsor and upline to overcome the objection for them. To the network marketer’s surprise, the upline sponsor used some posture and gave the prospect space and time to decide. The new network marketer was hoping that the upline sponsor would pressure their propsect into joining. He thought that he lost the sale. Ten minutes later, the prospect ended up joining.

2. Paper App Stack

Often people fear the pain of loss more than they like the joy of gain. While you are giving your prospect time (so they can do more research or think about it), put them on a list of maybes. Now every time you sign a new rep up, make sure to sign them up on a paper application instead of directly online. The new paper application will give you leverage so that you can call everyone on the list who is on the fence and build in a some urgency into their decision.

“Bob, I know that you said that you needed to think about it but I have Jane who just filled out an application and decided to join. I’m not sure if you completely understand how the compensation plan works but if you join before her, then you will benefit from her volume and everyone else that she’ll bring on the team. Do you want to join before her?”

This can get even more interesting when you have more than one person on the list because once one person from the list decides to join, then your leverage is even bigger. In this example Bob joined because of Jane but what will it sound like when you have 2 applications to leverage the next person?

“David, I know that you said that you needed to think about it but I have Jane and also Bob who just filled out applications and decided to join. I’m not sure if you completely understand how the compensation plan works but if you join before they do, then you will benefit from their volume and everyone else that they’ll bring on the team. Do you want to join before them?”

In this example, 1 yes when leveraged against your list of maybes turns into 3 yeses. But if your list of big enough it could turn into many more sales. It’s always good to keep track of your maybes.

Imagine the urgency that you can build if you have a stack of 5 or 12 paper applications and you are calling someone saying,

“I have 12 people that are about to join and you could benefit from their volume, do you want to join before they do?”

Powerful stuff isn’t it?

Did This Help You?

If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe

P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post MLM training: The 2 Things To Do That Will Get You The Very Best Results When Your Prospect Is On The Fence then please share, tweet and comment below.

Network Marketing Business
University students are great people to target in your business.
They are usually hungry for success and have a large network of people to talk to.

If you have a product that will really resonate with students like ( but not limited to) an energy drink, or coffee or a meal replacement shake then it makes sense to reach out to some students. If they are going to be using a product like yours anyway, then (if they are open minded,) they might as well get some free product or make some extra money by referring it to their peers.

But how do you go about recruiting a big team of university students?

You can do some marketing on the school campus. You can put postings on bulletin boards or leave flyers around. You can also decide to prospect some random students on campus but if you want to really work smart then I suggest talking to centers of influence.

Centers Of Influence
Look for the “big man on campus” or someone that is otherwise influential among their peers. Go to the leaders of student groups. Ever university has a bunch of student groups from the Mixed Martial Arts Club to Greek Society to the Outdoors Club. Students like this are good targets for recruiting for 2 reasons.

-They are more open minded.
-If they do join, they are more likely to build their business quicker because of their influence.

A good place to find these clubs and their leaders is the University website.

Find out where the clubs meet and show up about 5 – 10 minutes before the meeting starts and ask for the leader by name.  It’s important that you first approach them when you are both in a hurry so they don’t have time to ask you questions.  That’s why you show up shortly before their meeting.

What should you say?

When you find him or her, find out if they are open by saying something like this:

“You are Bob right? Perfect, I only have couple of moments and then I have to get going but I wanted to connect with you real quick before you get this meeting started. I’m expanding an awesome energy drink (or whatever your product is) in this area and it’s perfect for students. I heard that you are one of the people to talk to to get the word out. I have an idea that I think we could both benefit from. Are you open to discussing this over a quick cup of coffee sometime?”

You could say something like that or use one of the “Recruiting Questions That Work” from free audio download that I have here.
Once you get your first leader and they start growing their business, then it will be easier to approach the next person. You could approach them and recruit them yourself or you could allow your new leader to do the approaching. You can always leverage the results you got from the first group when you approach the second group.

Do the same thing, find out when the meeting is and approach the leader of that group about 5- 10 minutes before they are getting started and say something like this:

“You are Jane right? Perfect, I only have couple of moments and then I have to get going but I wanted to connect with you real quick before you get this meeting started. I’m expanding an awesome energy drink (or whatever your product is) in this area and it’s perfect for students. I heard that you are one of the people to talk to to get the word out. I shared the concept with Bob from The Asian Society (or what ever the name of the first club is) and it’s really taking off. I have an idea that I think we could both benefit from.   Are you open to discussing this over a quick cup of coffee sometime?”

Recruiting students into your business can be fun and it can be a great recurring source of leads simply because every year there is a new batch of students that are joining the groups that are already part of your business.

Pretty cool right?
Did This Help You?

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Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/
Twitter: @kennysantos
Instagram:  @kennyosantos

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe
If you enjoyed this post How To Recruit University Students Into Your Network Marketing Business then please share, tweet and comment below.

Network Marketing Team
If you want more sales and sign ups in your network marketing business you will need these 2 things:

1. You will need to close more sales.
2. ? Your team will need to close more sales.

If you need how to close more sales, then learn 7 of the easiest, low pressure sales closes that I wrote about in a previous blog post here: 7 Non-Salesy Ways To Ask For The Sale Without Feeling Pushy 

Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

Your Team Doesn’t Know How To Close
I know that you love your team but most of them (actually almost all of them) aren’t actively trying to close business. Instead, they are hoping that their prospects will just say they want to join. They won’t ask because they are either don’t want to pressure their prospects or they are afraid of getting rejected. Here’s what a typical network marketer will say after getting their prospect to see a presentation:

“Looks pretty good doesn’t it? Well, thanks for coming, if you want more information, I can email it to you. Thanks again! Bye!”

Your team’s prospects aren’t joining because most of the time, they aren’t even being asked if they want to join. Your team is doing the contacting, inviting and getting their prospects to come to a presentation but they are dropping the ball when it’s time for the close.

How Can You Get Your Team To Close More?
There are 2 things that you can do to help your team close more sales, you can show them some closing techniques like the ones I suggest before from an earlier blog post: 7 Non-Salesy Ways To Ask For The Sale Without Feeling Pushy.

Or you can use a low pressure closing technique in your group presentation that actually walks both your teammate and their prospects through the close.

This will work whether your group presentation is in person, on the phone or webinar. To close your presentation, simply say something like this:

“Thanks for coming everybody. In a couple of moments, the person that invited you will ask you what you liked the most and they will ask you to be part of the team.”

You will have your team members already trained to approach their prospects after the presentation and have a conversation like this:

“Can you see why we are so excited about this? What did you like the best?”

(Allow the prospect to talk about what they like and if they say anything positive, then say this)

“Wow! It sounds to me like you are ready to join!”

Now the prospect may or may not join.

If they do, then have your teammate hand them a paper application and fill it out with them.

If they don’t, then that type of close will bring up any objections that the prospect will have. Make sure to have your team call you or another member of their upline over to answer some questions and overcome any objections.

It’s really simple to have your team ask for the sale if they are walked through the process. They’ll get more sales, make more money and feel more successful.

Did This Help You?

If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/
Twitter: @kennysantos
Instagram:  @kennyosantos

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe
P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post This Easy Presentation Technique Will Close More Sales For Your Network Marketing Team then please share, tweet and comment below.

MLM Recruiting
Have you (or someone in your downline) ever wondered why no one will buy your product/service or why no one wants to join your team?

You think you are doing everything right.
You are saying what they tell you to say at the trainings but you still no one is even remotely interested. Even when you tell them the benefits of your product, service or business, you still can’t convince them to join. Even when you use the rebuttals that they train you to use when you are overcoming objections you still end up with no sales, no sign ups and a lot of frustration.

Are you saying the wrong thing?
Where you not persistent enough with the prospect and gave up on them to early?
Have you ever wondered what you are doing wrong?

There is something that you have need to remember when it comes to selling your MLM products or service or when you are recruiting for your team. Once you realize this, it will make your prospect less frustrating, more successful and more fun.

Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get. I right prospects to chase you and WANT to know more details about your business.

Not Everybody Likes Strawberries
Imagine you are a strawberry farmer. You have award winning strawberries. They are proven to be healthier, juicer and tastier than all other fruits in the world. Many people love your strawberries.

One day a family shows up and say that they are looking for some fresh farm grown produce. You tell them all about your strawberries. But they don’t like strawberries. They are looking for peaches.

As the farmer, you have 2 choices.

1. You can do it the hard way and try to convince this family that doesn’t even like strawberries why your strawberries are so good and try to sell them some.

2. You can do it the easy way and look for other customers that love strawberries and sell your strawberries to them.

The Easy Way
Just like how not everybody likes strawberries, not everybody will want your product/service or want to start a business.

When you are recruiting or selling for your MLM business it’s important to spend your time with people that want what you have. Your company will say that everyone needs your product. They might be right but remember this.

Just because they need it, doesn’t mean they will buy it.

Should they use your product? Of course they should! I’m sure you have many proven reasons why your prospects should buy and use your product but none of those reasons matter if they don’t like it. But to spend more time with an uninterested prospect is a waste of time and the hard way of doing business.

Choose the easy way. You are better off spending time with someone that is looking for what you have.

How does this help you?

Not everybody wants what you have to offer.

This takes the pressure off of you as a salesman. It’s more about them than it is about what you say or how you say it. When you realize this, you won’t stress when you aren’t able to convince them to buy or join. It know that it isn’t about your skills (or lack of skills) it’s just that they don’t like strawberries.

When you realize this, you can waste less time with the wrong prospects and spend more time prospecting more people.

They’ve told you at the trainings that sales is a numbers game. Believe them.

Did This Help You?

If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/
Twitter: @kennysantos
Instagram:  @kennyosantos

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe

P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.
If you enjoyed this post The Biggest Key To Remember That Will Make Your MLM Recruiting Easier And Less Stressful then please share, tweet and comment below.

Sales Posture
In our profession of network marketing, there are many things that your prospect considers before they make a decision of whether or not they buy or join. The factor that you can most control is you. Your sales posture is key. If you don’t have enough sales posture, you’ll look weak and desperate . If you have too much, you’ll look like an over bearing bully. Both of those extremes will attract low quality prospects that are lazy and want something for nothing.

Remember that story about Goldilocks and the 3 bears?
Goldilocks didn’t like Papa Bear’s bed because it was too hard.
She didn’t like Mama Bear’s bed because it was too soft.
She liked Baby Bear’s bed . It wasn’t too hard, it wasn’t too soft. It was just right.

Your sales posture should like Baby Bear’s bed. At that perfect zone found somewhere in between having not enough or having too much sales posture.

What should you say and how should you act so that you convey the right amount of sales posture?

Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get. I right prospects to chase you and WANT to know more details about your business.

Don’t Be Addicted To The Outcome
The biggest thing you can do is to not be addicted to the outcome. To help you with this, remember these 3 things.

1. There are plenty of people out there who are perfect for your business. They are qualified to be on your team.
2. Most people out there just simply won’t be a good fit. They won’t be qualified to be on your team.
3. Don’t try to recruit anyone that isn’t qualified to be on your team.

What Is A Qualified Candidate?
A qualified candidate is someone who has ALL of the “need to have” qualities that you are looking for. For me, the list of “need to have” qualities is simple.
-hungry for change
-ready to work and follow instruction
-likes the product, opportunity and the idea of opening a home based business.

There are many many other “nice to have” qualities that a prospect might have like being affluent, or having a large network or having previous success as an entrepreneur but even if they have lots of “nice to have” qualities but they are missing just one “need to have” qualities, then they simply don’t qualify. If they don’t qualify, I don’t try to recruit them. I don’t try to convince them. I realize that they aren’t qualified to be on my team and I go look for someone that is.

What Should You Say?
When you remember the 3 things about not being addicted to the outcome, you can’t help but have the right amount of sales posture.

When you have the right amount of sales posture, you would never say something weak like:

-C’mon man, you owe me. Remember when I helped you move?
-Please will you buy? I just need a couple more people to buy or join by tomorrow to get my next rank advancement and bonus.

You would also never say something too strong like:

-If that’s the way you are then I wouldn’t want someone like you on my team anyway!
-Jobs suck! The corporate world is the real pyramid!

Instead, when someone says no or you realize that they don’t qualify, you don’t feel the need to convince them, you respond by saying something like:

-That’s too bad! I thought that you might be a good fit. Do you know anyone that DOES want to make some extra income if we showed them step by step how to do it?
-It sounds like it just isn’t a good fit. You seem to be pretty connected. Do you know anyone might be? I’m looking for someone who is hungry for a change and ready to work for it.
-(if they tell you they need to think about it) No problem! There are lots of resources that you can look up to get more info. Take all the time you need. If you do end up joining, I want you to be absolutely sure because we put a lot of effort into training people because we want to give them the best chance for success.

Notice how these words and phrases don’t sound weak or desperate?
Do you also notice how these words and phrases don’t sound bullying or overbearing?

Having the right amount of sales posture won’t guarantee that your prospect will join you but if they are a qualified candidate then they are more likely to join. And if they aren’t a qualified candidate, then you wouldn’t want them on your team anyway.

Did This Help You?

If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/
Twitter: @kennysantos
Instagram:  @kennyosantos

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe
P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post Not Too Much, Not Too Little: The Perfect Amount Of Sales Posture in Network Marketing then please share, tweet and comment below.

Can’t Afford It

Sometimes your next leader doesn’t look like the perfect prospect.
They might be broke, working minimum wage and couch surfing but they are also hungry for change, ready to work and coachable.
They like your product and business and they want to join but they simply can’t afford it.

What do you do with prospect if they’ve tried everything but they just don’t have enough to get started?

Here is a very effective way for a prospect that wants to join but can’t afford to find the money to get started.

Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get. I right prospects to chase you and WANT to know more details about your business.

Raising Capital
Only use this method if these 2 criteria are met:
– They really want to join and they are not using “no money” as a way to brush you off.
– They have tried all other methods from maxing out credit cards, borrowing from friends/relatives, dipping into 401k/savings to having a garage sale. This should not be the first thing you suggest. Your prospect should try other ways of raising capital before you suggest this.

Be Resourceful

It’s not the lack of resources, it’s your lack of resourcefulness that stops you. ~Tony Robbins

If your prospect wants to join but they have no options to raising the money other ways, then maybe try having your prospect presell the product and use that money to get started. This works better with products over services. It works especially well if the product has quick result.

For example:
Let’s pretend that one of your company starting options is $500. It comes with a starter kit and 7 units of product that each last 1 month. The retail price for one unit is $100 and the wholesale cost $75.

If your prospect can presell 5 or more units then they have enough money to get started. There are also added benefits to preselling product.

1. Customer Base
First, your prospect will have a customer base. Depending on the product and the relationship that your prospect has with the customer, if your prospect follows up when its time to reorder they will get about 50% stay as a recurring customer.

If your prospect can sell 6 of the 7 units (which isn’t hard to do if you have the right product and the right script) then on average, they will have 3 customers stay on as a recurring customer. In this case the profit is $25 per customer x 3 customers = $75 each month. For most companies that’s enough to cover the required monthly autoship and still have some profit left over. That profit might not be that much money so it might not seem like a big deal but it is. Simply having a business in profit (no matter how small) is better than what 90+% of network marketers are able to do. Also the biggest reason why people quit their network marketing business is because they aren’t making any money and they are tired of paying for autoship. If your prospect joins and gets enough customers to cover their autoship then they are less likely to quit.

2. Easier to recruit.
Second, it is so much easier to recruit when you have customers. Imagine being able to say,

“I’m not sure if this is for you or not but I started a side project. I’ve already made all of my money back, I’m in profit $100, I have a passive income of $75 per month that and I just barely got started a couple days ago. Are you open to having a look? If you aren’t, that’s OK I know that it’s not for everybody. “

Doesn’t that sound more powerful than,

I found something that you will love! You are going to crush it! It’s awesome! Save your spot now!”

3. Business Volume
When your new recruits have paying customers, your business volume will increase. If you have 5 people on your team each with a required autoship of $100, then your team would have $500 worth of volume each month. However, if those 5 people each had 3 customers each month, then that would equal 3 customers x 5 people = $1500 of worth of volume each month. That doesn’t even include their personal consumption of product.

When your team has customers, they are making more money, they are less likely to quit and your business volume is greater.

So what kind of script do you use to presell product?
It’s actually very simple and is low pressure. To learn the script, the grab a free copy of my building MLM momentum audio. You can download it right here:
http://kennysantos.com/momentum/

Did This Help You?

If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/
Twitter: @kennysantos
Instagram:  @kennyosantos

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe
P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post When They Really Want To Join Your Network Marketing Team But They Simply Can’t Afford It then please share, tweet and comment below.

Retail Customers
Most network marketers don’t realize the power of having retail customers. They focus on recruiting, getting reps and growing a team. I used to be like that but now I see how much easier and how much faster it is to grow a successful network marketing goal business when you have retail customers.

Here are 3 reasons why having gone retail customers is so important.

Heads Up!  So how do you get customers? It’s easy and simple with the script that you’ll get in this free audio here: http://kennysantos.com/momentum/

Note: Having retail customers isn’t as important with a one time sale as it is when you are marketing a consummable product or a monthly fee based service. Having lots retail customers that buy each and every month that aren’t reps is a changer.

1. Money
Having customers is the easiest way to money. It’s easier to get a customer than it is to recruit a rep. If you do something simple and get 5 – 10 retail customers, you will have your autoship covered and you will also be in positive cash flow. That’s better than 95% of network marketers. If you can show your reps how to do the same thing (and you can, it’s actually quite simple to do), then your reps will be in the same position and they will never ever quit.

2. Attrition
Reps that aren’t making money will quit and stop their autoship. Customers that love your product might decide to become a rep but if they don’t end up making money, they won’t stop their autoship. Why? Because they like your product and they buy it because it gives them benefit. A rep who wasn’t a customer first will probably quit their autoship when they quit the business.

3. The Market Place
Most people simply are not entrepreneurial minded. They don’t have a desire to start a business. Everyone however is consumer minded
Most people aren’t entrepreneurial minded 97% are consumer minded. 3% are business minded. Of the 3% only 1% actually like network marketing
You are trying to recruit the wrong 97% and you are driving them away.

If you focus on customers, your business will build exponentionally.
How big would your business volume increase if half of your reps each got 5 customers?

Did This Help You?

If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/
Twitter: @kennysantos
Instagram:  @kennyosantos

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe

P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post 3 Reasons Why Having Lots of Retail Customers Is So Important To Success In Network Marketing then please share, tweet and comment below.

MLM Success
If you asked 100 network marketers if they wanted more sales and sign ups, it would not matter if they had no team, a small team or if they had a downline of thousands, they would all say yes.

What determines the number of sales you’ll get each month?
Is it your skill?
Is it what you say when you prospect or present?
Is it what you look like?
Is it you confidence?
Is it your influence?

All of these things help, however there is a more important factor.
If you have all of the right qualities but you lack this one factor then you have no chance of making any sales or getting any sign ups. However, if you have this one factor but lack all of the other qualities, you can still become wildly successful in this profession.

Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

Talk To People
The biggest factor that determines the the number of sales and sign ups you’ll get this month is all about the number of people you talk to.

If you want to make a small amount of money, then talk to a small amount of people.
If you want to make some money, then talk to some people.
If you want to make lots of money, then talk to lots of people.
And if you want to make no money, then talk to nobody.

That’s the “big secret”. When your prospect is making a decision whether they should buy or not, it is more about them and less about you. It more about the timing in their life, their programming, how they were brought up and their mindset than it is about what you say and how you say it.

When someone gets a lot of sales and sign ups, many people will ask, “What did you say?” that’s the wrong question. They should be asking, “How many people did you talk to?”

I remember when I was a new network marketer, the big leader had 15 new guests attend a meeting. That’s more people than I had booked to come. I asked him how he did it. He said that he had 40 people booked to come and that he calls hundreds of people per week.

You really have very little control whether or not someone joins but you do have control over how many people you ask.

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Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/
Twitter: @kennysantos
Instagram:  @kennyosantos

Related Posts
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P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.
If you enjoyed this post The Single Biggest Factor That Determines Your MLM Success then please share, tweet and comment below

MLM Business
Success in this profession is about the number of people you talk to. Your skills and your attitude are a factor but even with the best skills and the best attitude, if you don’t talk to enough people, you are doomed to fail in this profession.

Say Less

Often, there are excited network marketers that talk too much. Talking too much hinders their chance for a sale in 2 ways:

1. It satisfies their prospects’ curiosity so they don’t want more information.

The more you talk to a prospect, the less likely they will be to join your team, buy your product or even have look.

2. It’s too time consuming. You spend too much time with each person when you could have spoken with more people.

Say less to more people.

How do you control yourself and the conversation so you can say less without looking like you are avoiding your prospect’s questions?

Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

Say Less To More People
Saying less than your prospects want to hear is tough to do if you don’t plan ahead. Instead of bringing up your business or product/service at the beginning of the conversation, wait until you’ve had a chance to connect with your prospect first. Once that happens, create a break in communication.

Break In Communication
I spoke about creating a break in communication in previous blog posts. It’s about creating a shortage of time for you so you can say less when a prospect asks you a question. After you connect with your prospect, look at your watch or your phone and tell them that you have to get going.

“It was great getting to know you but I have to get on a phone call (or appointment).”

Bring Up Your Business
After you create a break in communication, then you can bring up your business.

“Before I leave, are you at all open to creating some extra income if it didn’t interfere with what you are already doing?”

Some will say “yes” or “no but most will say” what is it”?

Don’t Use Hype
At this point of the conversation, the overzealous network marketer will talk to much and tell them all about their company, business and product/service.

“I’m glad that you asked! It’s a great company that’s Ground floor with a breakthrough product that’s invented by a Nobel prize wining scientist…”

Once the hype starts all of the quality prospects will be turned off. Don’t turn them off. Instead, remind them about your BIC and offer to follow up.

” Gee, I wish I could explain it to you but I must get on this phone call. Tell you what… Give me your contact info and I’ll send you some info and give you a call.”

Using a BIC before your prospect starts to ask questions about your business or product/service is a very effective way of controlling the conversation so you don’t say too much.

Did This Help You?

If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/
Twitter: @kennysantos
Instagram:  @kennyosantos

Related Posts
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2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe
P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post How To Make More Money In Your MLM Business By Talking Less then please share, tweet and comment below.

Network Marketing Business
The profession of network marketing is all about collecting decisions. To be efficient and effective, you must quickly find out if your prospect would like to be a customer or not or join your team or not. The more people you do this with, the more sales and sign ups you will get. Of course, not everyone will join but whether the answer is yes or no, you want to get the answer quickly so you can move on to the next person and grow your team.

What do you do when your prospect won’t give you a yes or a no? They give you a maybe but they don’t actually use the word maybe, they either say, “I need to think about it.,” or they say they want to join but they they keep making excuses why they can’t. They forgot their wallet or they say that they will join when they paid.

If you aren’t careful, these prospects and clog up your pipeline. Instead of collecting their decision, you waste time chasing them when you could have spent that time collecting decisions from other prospects.

In sales, maybes starve babies.

Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

To prevent people from stringing me along and wasting my time. I have a simple 2 step process. The first step is to book the next meeting.

Step 1. BAMFAM

BAMFAM= Book a meeting from a meeting.

When I’m trying to collect a decision and my prospect gives me a maybe (remember they probably won’t actually use the word maybe), I’ll book an appointment with them where I can collect a decision from them.

“You need to think about it? Ok! When do you want to talk about this next?”

“You want to talk to your spouse? Great! How soon can you talk with them and when should we connect again?’

“You’ll join Friday when you get paid? Excellent, I’ll call you Friday. What time works for you?”

Don’t make the mistake of saying, “OK, give me a call sometime.” If you don’t clarify the next time you will connect with your prospect, you will wonder when to call. A couple days or a week could go by and you’ll wonder if it’s too early to call or if you’ll look too desperate if you call too soon. Don’t out yourself through all of that and just book the next meeting so that you both know when your next conversation will be.

Step 2. Drip List
If they stand you up or don’t answer the phone or come up with another excuse during the next meeting then the next step is to put them on a drip list. Say something like this,

“It looks like the timing isn’t right for you right now but do you know anyone that DOES want to make some extra money if we showed them step by step how to do it?”.

Often a question like this will put enough belief in the prospect that they will reconsider buying or joining. Contact them every month or 2 but always have an excuse to call them. Your excuse to call might be that you just earned a trip that your company is paying for or that you signed up a new recruit that is crushing it.

It would sound something like this.

“Hey Bob, I hope everything is going well with you. I actually just recently brought a mechanic onto my team and he just earned a free trip paid for by the company. I know this isn’t for you but do you know any mechanics that might be open to creating some extra income?”

Dripping on a prospect and making one call to them every month or 2 is a great way of following up with them without taking too much of your time.

And that’s how you deal with maybes and preventing them from taking up too much of your time. If they start stringing you along, just put them on a drip list and you’ll stop wasting time chasing them.

Did This Help You?

If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/
Twitter: @kennysantos
Instagram:  @kennyosantos

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe

P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post How To Deal With Maybes In Your Network Marketing Business then please share, tweet and comment below.

MLM Recruiting
Wanting to recruit people of high influence is very popular in the network marketing profession. You may wonder what you should say or how you should act when you approach these people about joining. Many network marketers say things that they hope will make their opportunity more attractive when in fact it actually turns the leaders and the big hitters off and pushes them away.

Here is how to approach someone of affluence and influence about looking at your opportunity.

Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get. I right prospects to chase you and WANT to know more details about your business.

What Not To Say

Leaders are not followers, they understand that 95% of the population get average results so they don’t want to do what everyone is doing. They don’t do well with hype and it turns them off. With that in mind, don’t say things like:
-everyone is doing this
-you are going to love this
-we are the best
-this is ground floor
-we have a break through product

These phrases are super common in our profession so if you say them, you sound just like everybody else.

What to Say

Separate yourself from the others and instead be easy going and present your opportunity as special and not something that everyone can do or even wants.

Try saying something like this:

I have something, it’s not for everybody, I would love to get your opinion. If it’s not a good fit that’s fine, if not that’s ok. Are you open to having a look?

The key is to simply invite them to have a look and don’t try to sell them. Point them to a webinar, video or company tool to do all of the selling or telling for you.

Also make sure to give them an out, you won’t be putting pressure on them and they are more likely to look at the information.

When you do it this way, you are showing them respect. You aren’t trying to hype them by saying they will love it (because they might not). They have heard all of the hype before and it turns them off.

Did This Help You?

If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/
Twitter: @kennysantos
Instagram:  @kennyosantos

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe

P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post How To Recruit Big Hitters Into Your Network Marketing Business then please share, tweet and comment below.

Network Marketing Business
So imagine this, your prospect has looked at the information maybe it was a quick video or maybe it was a full blown presentation and now it’s time to talk with them. The trouble is that you don’t know what to say or what to do.

Here are 3 steps that explain what to do after your prospect has looked at the information that will guide you to more sales and signs

Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

1. Relax
Whether or not your prospect decides to join hardly has anything to do with you. If you are a jerk or you are desperate, then your bad energy won’t help so just relax and take the pressure off of yourself. If they like what they see they will stay interested. If they don’t then you don’t want them as a customer or as a teammate anyway. So just relax.

2. Take Their Temperature
Once they see the information, you need to find out if they are still interested. The information that you showed them did all of the selling and telling for you so either they are interested or they aren’t. Just find out. Ask them this:

What did you like the best about what you saw?

If they answer negatively, you can let them go. There is no need to nag them or convince them. I’m sure they are wonderful but they probably aren’t someone that you want on your team

If they say anything positive then I continue the conversation.

3. Take them to the next step
If they respond positively to the information, then it’s time to take them to the next step. The next step is determined by the information that they have seen. If they watched a quick video, then invite them to a more detailed presentation. Say something like:

Sounds to me that you need more information. Are you a available on Tuesday?

If they say something positive after seeing a full blown presentation, then ask them if they want to join. I might sound like this.

Sounds to me like you are ready to join! How would you like to get started?

It’s that simple. Using an assumptive close like that, will bring out any objections if they have any or they just might join!

Pretty cool eh?

Did This Help You?

If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/
Twitter: @kennysantos
Instagram: @kennyosantos

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe

P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post What do you do after they look at your network marketing business information? then please share, tweet and comment below.

Handling Rejection
What do you do when your prospect agrees to look at a presentation or a video and they simply don’t like it? How do you proceed? You want to handle their reaction in a professional way but you you also don’t to look either too weak or too pushy.

Here is how to respond to someone that decides that they don’t like your business after they’ve seen the information.

Heads up: If you want to know how to really step into someone’s world then get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

Be Professional, Not Pushy
When someone doesn’t like network marketing or doesn’t like the business it’s important to maintain a professional attitude. Many network marketers react by throwing hype into their prospects face.

You don’t like it? Really? But it’s…
-clinically proven
-created by a novel prize winning scientist
-the best compensation plan

Saying things like that only makes you look desperate. The information that you showed them is designed to do all of the selling and telling for you. If they don’t like it, selling them with hype won’t convince them.

Why?
Instead of trying to convince them that your company, product or service is good, try saying something like this instead.

Why did you even look at this business information?

Depending in how you qualified your prospect, often times your prospect will say something like,

– I’m don’t like what I’m doing right now.
– I just lost my job.
– My last business didn’t work out.

Asking your prospect the reasons why they even looked in the first place will open their mind. At that point, they will be more accepting of taking a closer look.

Referral
If they don’t like the information another option is to ask for a referral:

Well, it seems like this isn’t a good fit. Do you know anyone that DOES want to make some extra money if we showed them step by step how to do it?

Even though you are asking for a referral, saying this might turn your prospect around. It indirectly implies that your prospect doesn’t want to make any extra money and they probably don’t want to identify with that.
They still might say no but at least you still look professional and you don’t look desperate. Don’t underestimate this response, it’s very effective.

Pretty cool eh?

Did This Help You?

If so, I would greatly appreciate it if you commented below and shared on Facebook.

Create A Great Day!

Kenny Santos
See more videos like this here: http://kennysantos.com/videos
Find me on fb: http://kennysantos.com/fbpage/
Twitter: @kennysantos
Instagram: @kennyosantos

Related Posts
How To Make Money In MLM Without Even Recruiting A Single Soul
2 Shockingly Common Time Wasters To Avoid So You Can Reduce Failure In MLM
MLM Myth Revealed: The Biggest Myth That Network Marketers Believe

P. S.
Ever Walk Away From That “Perfect Prospect” and Wish That You Knew What To Say? Get the free audio download of “Network Marketing Questions That Work.” You’ll be able to steer the conversation and get the right prospects to chase you and WANT to know more details about your business.

If you enjoyed this post Handling Rejection: Turning Nos Into Yeses then please share, tweet and comment below.