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Top Qualities To Look For In A Prospect

Top Qualities to Look for in a Prospect

As you begin to build your MLM business,  you will not be able to avoid the task of recruiting new prospects.  Sometimes you may want to, but it won’t work…:)  So how can you best maximize your time to focus on those that have the potential to be great MLM leaders?  Over the last ten years, I have figured out there are a few key traits that you should be aware of as you go through your recruiting techniques.

Entrepreneurs MLM Leaders

Previous Success: The chances of you being able to convince a fairly successful prospect to leave their current MLM network to join yours is highly unlikely.  However,  people who have success in another field are exactly the kind of prospect you should pursue.  I was that prospect.  10 years ago I was brand new to network marketing but I brought with me my previous success in business and real estate.  Any prospect who has some success in a previous field could be classified as a greater fit for MLM than someone who has dropped out of school and hasn’t had great employment history.  We aren’t looking for the couch potatoes…Working hard and the desire to obtain goals are traits your  MLM prospects must have.

Ambition: Successful people tend to share this common trait. We are hungry, driven, and are just plain looking for more out of life.  The status quo just won’t do and we tend to be visionaries, looking for the next steps to making a better life and how to achieve it.  The prospects that possess this trait are a hot commodity so try to add as many people with ambition as you can.  I have always been driven to succeed whether it was UC Berkeley, IBM, cooking school or investing in real estate.  Look for people who have that drive.  It will be so much more fun for you to work with them.  And if you aren’t that ambitious person yet, then really think about what your vision for your life is and make a decision to go for it.

Learning Training

Willingness to Learn: Regardless of where the prospect may be starting from, there’s a decent chance that there will be things that they’ll need to learn and be coached through so they have the tools to be successful.  The prospect’s willingness to be coached and taught is a crucial element.  As you discuss the opportunity with your prospect, are they cutting you off during the conversation?  Do they seem to know everything there is to know about MLM? Keep in the back of your mind “Are they coachable?”.  If they aren’t willing to learn anything or take your advice, then chances are they may not be the great prospect you were looking for.  Keep that in mind for yourself too – none of us have all the answers and the more open we are to learning, the faster we and our businesses will grow.

Entrepreneurial Mindset: As you first begin to interact with a prospect is when you should start to assess them and figure out what their motivations are.  The important part is determining their mindset about finances and money.  Do they think that making money is about having a job and getting paid or is it reflected more in an investment and profits sort of way? Don’t get me wrong.  Wage earners play an important role in society but the hourly earning approach may not necessarily make them into the MLM leaders of tomorrow.  It might but it might not.  A person who has knowledge about owning a business or investments may be more likely to possess entrepreneurial qualities and have a better understanding of the startup costs that are required to begin and know that building a business doesn’t happen overnight.  It takes time and the entrepreneur knows that and is willing to put the time in.  If you have limited time for prospecting, then focus on small business owners.  It is the best use of your time!

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Upbeat Attitude: You won’t like being around or be willing to coach prospects with a negative attitude.  It can be difficult to be around people that have a constant pessimistic outlook on life.  Our MLM business works so much better with people that are upbeat and positive.  Those negative people will need to have a huge change in their mindset in order to make it work.  Make sure to pursue the prospects that possess that positive outlook already because it’s those people that will potentially have an easier time prospecting themselves and won’t be discouraged at the first signs of difficulty.  And if you have a debbie downer attitude, get to work on seeing the cup is half full instead of half empty.  At least half full.

Self Starter: These are the type of people who will go out there and get things done.  Having people that are self-motivated as part of your team will prove to be a great asset as they are capable of identifying their own strengths and weaknesses.  Self-starters aren’t waiting to be told by anyone on what their next steps should be.  They recognize what paths are needed to be taken and take action.  These prospects will typically show the most enthusiasm.  I was a self-starter in this business 10 years ago.  I didn’t know what I was doing but I didn’t wait for someone else to tell me.  I figured it out.  If you have a great upline and training system to tap into, then by all means that is a great place to start but don’t tell yourself you won’t make it if you don’t.  It is amazing what we can achieve when we decide to.  I am so glad I decided!

Communication

Communication Skills: Prospects that have the ability to communicate clearly are a bonus to any downline.  Communication is more than being able to relay the messages they’re trying to convey but listening as well.  We want to listen twice as much as we talk.  Ask great questions.  Draw people out.  Show interest in what they are saying and being able to effectively express your own thoughts through verbal and non-verbal cues is a skill that can help grow any MLM business.  Look for people who are good at talking to people and care about communicating in a positive way.

These are what I consider the most important traits to look for during your prospecting time. Keeping them in mind as you speak with people will steer your efforts and time towards those who can help you get where you want to go faster and with more fun!

 

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NETWORK-MARKETING-ROCKSTAR

P.S. I hope you found my article useful on the Top Qualities to Look for in a Prospect. If you liked this blog post, I think you will love my blog post on How to be a Better Sponsor.

#1 Most Important Tip When Handling Objections for MLM Prospecting

What is the #1 Most Important Tip when handling objections?

This may surprise you.  Maybe not. First, the worst thing you can do when you are prospecting and come up against an objection, say for example  “Is it a scam?” – the worst thing you can do is to get defensive.  The most worst thing you can do is to get MAD.  Is it a scam?  Of course not.  You know it isn’t but you have just been asked to see how good you are at handling objections.  It is a test.  That is all.  The #1 most important thing to do is to take a moment and to be empathetic.  You tell your story as in “That is a great question.  I wondered about that too.  What I found out is this business model has been around for about a century and is federally regulated.”  Be empathetic not in the sense where you apologize or start explaining away.  Keep your posture.  Keep your confidence.  Never give your power away to anybody.  It is okay to be understanding and to ask where that objection comes from.  You could say “No, of course not but it sounds like you have had a bad experience.  I would not be involved with something like that.”   When people ask “Is it a scam?” it is coming from a place of fear or concern that they could get involved in something not right.  Take a moment to reassure them.  Be empathetic.  Say things like “That’s a great question.  I had the same concern because of course I only want to be involved in a real business too.”

Is it a Scam Objection?

Handling Objections Professionally

When you are out there MLM prospecting, you need to let them know you are like them.  That you had some of the same concerns or fears that you had to get over.  If you are defensive or attacking, it will turn them right off.  Maybe they aren’t the right person for you anyway.  Maybe they don’t have the right mindset but you can still keep your posture and show that handling objections can be done professionally and quickly too.

 MLM Prospecting – important to develop your skill handling objections

There are really only a few objections that people raise – we hear different versions of the same few over and over again.  If you get really good at responding to the few standard objections, the outcome for your MLM prospecting will be much more successful!  If someone throws a random question at you that may not even be worth answering, like “How much Vitamin K is in this?”  another great posturing sentence is to say “I don’t know about that, but what I do know is…  and share your product benefits or your comp plan benefits.   Make sure you tell people the benefits NOT the features, especially with regards to how it will make them FEEL.

If you come across someone that is just really negative, best to just say next.  I don’t spend any time convincing a negative person as to why they should work with me.  Mainly because that is most likely a character flaw and do I really want to spend time with negativity?  No, I don’t.  There is a difference between someone that asks a lot of questions and someone that is negative.  Spend time answering the questions for sure. That can be coming from someone that is genuinely interested.

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NETWORK-MARKETING-ROCKSTAR

I hope these network marketing tips are of value to you.  You may also love my recent blog post about the 3 biggest mistakes Network Marketers make.

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