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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!

 

kathleen-deggelman-blog

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.

How You Can Start Recruiting Before You’ve Achieved Success

How You Can Start Recruiting Before You've Achieved Success

I know that recruiting can be a rewarding AND frustrating experience.  Trying to expand your team takes a tremendous amount of effort and you may not be seeing the results you expected or think you deserve.  You may find that you are doing some of these things below.  If it sounds familiar or if the advice makes sense to you, now is the time to correct.  Correcting and adjusting will go a long way to turn your recruiting success around.

shaking-hands

Partner Up: If you have a smaller team, you should look at partnering with a member and help motivate each other.  Don’t go it alone.  Once you get going, just keep talking with people.  Network Marketing is a sift and sort business.  You will encounter a lot of people that will be attracted to what you and your products have to offer.  From these people, pursue the ones that have great people skills and connect with others easily.  As the process gains momentum, keep adding people to your motivational pack.  Keep your foot on the gas.  Imagine a group of like-minded people all pushing, all enthusiastic, and all supportive together.  You may have to talk to 200 people to enroll 40 people. When you sponsor 40 to 60 people,  the way the law of averages usually works, you will have your first handful to run with.  You can change your lives and many others with that very handful of partners.

bullhorn

Overeagerness: Seeing an opportunity is great but it’s your approach to the opportunity that will set the tone.  Recruiting is like hosting job interviews.  Think how it shifts for you when you read that.  Read it again.  You don’t necessarily want to work with everyone.  You have the golden ticket.  People need what you have to offer them.  Being too eager and offering too much too soon may make some people hesitant and uncomfortable.  Be sure to ask your prospects questions to get familiar with them and a chance for them to get familiar with you.  Take it slow.  They don’t need to know everything all at once.  Let them ask questions too.

knowledge

Learning a New Language: Recruiting can be similar to learning a language. The best way to learn a new language is to jump in and immerse yourself and don’t worry about taking any test.  There’s one thing that I see a lot of people do and it’s attempt to learn everything possible and study before going out and speaking with people.  It is kind of like getting ready to get ready.  You can stay in that position way too long.  It’s perfectly acceptable to start talking to people just minutes after learning about it yourself.  That is what happened to me – my sponsor 10 years ago didn’t know anything either.  We just got excited together and went for it.  One approach is to say to the person, “I just came across this and I am really excited about this. Are you open to learning about it?”  And then point them to that tool that tells the story that you may not even know yet.

speaking

Saying Too Much: If you’re speaking with a fair amount of prospects but the recruiting results just aren’t there, this may be the reason.  You want to extend an invitation to join your team.  You may run into over talking if you’re attempting to explain, or worse, try to convince people.  If you feel the conversation gearing towards explanations and convincing, you may want to ask a few questions to get them speaking more and gear the talk towards their inquiries.  Find out what they are looking for and let that help you move the conversation to providing a solution for what they need or want in their life.

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Stance: Your own stance on Network Marketing may be an indicator for why your recruitment activities result in successes or failures.  If the recruitment attempt turns into a defense of what our industry does and the person you are talking to thinks “that it doesn’t work”,  then your conversion rate will be low.  You need to believe in what you’re doing and not be deterred or get defensive.  Don’t try to convince someone or bully them into thinking the way you do.  Sometimes taking something away from people and saying “You’re right.  This probably isn’t for you.  Glad it is for me though.”  Build up your confidence by surrounding yourself with others that have had success and do attend networking events.  This is a work in progress.  You will always get better.  We were all terrible at our first home parties or presentations.  Some funny memories of those first ones!  But you know what, our guests didn’t know any better and we knew more than they did.  Which wasn’t much!

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Consistency: Being consistent is key.  Attempt to work consistently for at least 5 to 10 hours each week.  Picture the employee that you would want; are you the employee you would give a raise to or are you the employee you think you should let go?  Would you hire yourself? Going in and out of your business is a terrible and painful way to get this going.  Do you want to build steady and have fun?  Then be consistent!

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Follow Up: The saying is the fortune is in the follow up.  It is so true!  This will make or break your Network Marketing success. You will be speaking with a lot of people while attempting to recruit new members but don’t forget to follow up with the people you have already spoken with.  Allow time each day for follow up and follow through.  Follow up immediately but also keep in mind to follow up down the road as well.  A lot of people say no meaning not right now but you won’t know that if you don’t call them back numerous times.  Have fun with it.  When you call them back say with a smile on your face “It’s your  monthly call from me – anything changed yet?”   Today, take a look at some of the leads you have talked to over the last six months and call them to tell them about a success story or a great personal experience with your products.  Keep your follow up organized.  If it is a mess and all over the place, you are much less likely to make the calls.   And it could be that one call to that one person that makes all the difference!

I truly love the lifestyle of network marketing. In the corporate world, we are trained to leave our personal life at home. In this industry the more personal and genuine we are, the more successful we will be. Last tip here:  Bring your unique and shining personality to your network marketing business!

 

kathleen-deggelman-blog

NETWORK-MARKETING-ROCKSTAR

P.S. I hope you found my tips useful on how you can start recruiting before achieving your own success. If you liked this blog post, I think you will love my blog post on is Your Kindness A Weakness?.

What To Do When Your Warm Market Ignores You

What to do when your warm market ignores you

Anybody have this issue?  There’s a chance that your warm market may have stopped responding to your e-mails and, possibly your calls.  This may make the building of your team seem difficult.  I have heard that the life you lead before network marketing is a critical factor in how quickly you succeed in network marketing.

 

Some people enter into network marketing with a vast network already established.  They’ve built rapport with a lot of people, have been leaders in their communities and are very connected from a social standpoint.  For these people, recruiting can be easier.   Now some of us may even know the scenario where one person will stand up at a meeting and claim “I used this script to recruit 50 people right off the bat!” leading people to be in awe of this feat.  How did this person do it?  What did they say?  I better write up a script!

 

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Honestly, it didn’t matter what the script said.  Those 50 people weren’t recruited by this “magic script”, it was the existing relationship and respect that those people had for them.  All the work was done BEFORE network marketing.  All the people in that room that listened to them, could have followed this script and it could have even been not that good; however, it worked because of the prior experience they had with this person.  This is a key concept to understand.  It is the relationship they already had with the presenter that made them say yes.  Or at least say yes, more quickly.

 

When I recruit someone with influence, I tell them that the most important thing is the relationships they have, not the exact script they need to say.   They need to get in front of a group of potential recruits and . say “This is what I’m doing.  It may OR may not work for you.  Take a look and if you are open to learning more, great.  If not, that’s fine, too.”  When they do that, they get sign ups.  This verbage helps people get past their biggest fear, which is just talking to people.  When it looks like it is going faster for someone, sometimes it’s about the respect and relationships they had before becoming a network marketer.  And remember, they have to get out in front of people too.

 

Talking to your network

 

Now, if you’ve been a part of 30 different network marketing companies, chances are you’ve made your pitch to just about every person you know.  The problem is that they are immune to your message.  They are a bit tired.  You could approach them and say “Give me $20, I’ll give you $40” and they’ll say “no, it’s okay.  I’m good.”  Now you could reply back with “You don’t understand.  You give me a single twenty dollar bill, I’ll give you back TWO twenty bills.” And your tired prospect will be “No, I’m good  It’s all good.”

 

Here is my suggestion: Go back to the ones that have become immune to your message and approach it from this angle “Hey, I know network marketing may not be for you.  You have no interest in it;I get it.   However, you may love the product.  Would you be willing to be one of the 10 customer testimonials that I need?”  This approach really works!

 

Warm Market Not Listening

 

The way you’re going to get that person to build your business or become a customer, is by getting them to see your presentation.  Chances are, you aren’t going to get them to see your presentation by using money as an incentive.  They’re already immune to that.  You’ll need to approach them a little differently.  By already declaring that they may not be a good fit for network marketing, but that they’ll like the product, you’re approaching them a way that may surprise them.  This is a fresh angle on it.  This will get them engaged by asking “what is the product?”  Now, you have an opening to show your presentation or video.  Send them a link to a website or video, ask them to check it out and if they’re interested or want more information, you would be happy to show them.

 

Everyone likes to buy cool products.  I know I do.  We all buy lots of cool products.  Some of us even buy from different network marketing companies.  The hesitation is adding new streams of income.  It is much easier to get a person interested in a product than to promote an opportunity.  If you’re going to your warm market once again and talking too much about money.  They’ve stopped listening.  Try telling them about the product and ask them to be a customer for you.  That is all you are asking.  Friends and Family can be the hardest market we approach for our business.  You want to ask them if “you can count on them to be a customer.”  That’s it.  Don’t worry if your friends and family are difficult prospects.  Most of them are.  Always ask for a referral too – something like ” I get this isn’t for you, but do you know someone that would be open to learning more about how to make some extra money/about how to share these products?”

 

Talking With Prospects

 

Some of you are reading this and thinking  “Wait.  Customers are nice but I still need recruits to build my business”.  Yes, that’s true.  For those thinking that, here’s what’s going to happen.  When the opportunity presents itself, you get them in front of your presentation.  Some of them, not all, will say “This seems pretty awesome.  Could I do this as a business?”   And you get to say,  “Sure, that is definitely possible.”  That opening wouldn’t have been possible if you didn’t get that chance for them to see your presentation and that probably wouldn’t have been possible if you had started off the conversation about money.  If your warm market is not responding to you, maybe this approach will help!  You do have to read people and make quick decisions if this person should hear about the product first or the opportunity first.  When you are just getting started, it is easier for most of us to lead with the products.  You do want to learn to present the opportunity too.  You need both tools  in your toolbox.  And bring out the right one for the right person.

 

Remember, make this about them.  Not you.  If you come from a place of genuinely wanting to help someone, they will feel that.  If you come from a place of wanting to help yourself, they will feel that too.  I hope this gives you an idea of how to handle some of the most difficult prospects you will talk to – your family and closest friends.   Don’t worry too much about it.  You are on track if you are finding that to be the case.  I could tell you stories!

 

If you think this blog could be useful to some of your peers, then please don’t hesitate to share it with them.

kathleen-deggelman-blog

NETWORK-MARKETING-ROCKSTAR

P.S. I hope my tips on connecting with your warm market are of value to you. If you liked this blog post, I think you will love my blog post on 8 Ways to Grow your Prospect List.

How to Recruit using Facebook Plus… For Network Marketers

Using Social Media to Recruit

Would you like to learn how to be more effective prospecting on social media?

The world has changed since I started in the Network Marketing profession in 2006.  At that time, the CEO of my then company told us at the convention NOT to talk about the company on Facebook.  That is how new and I guess, scary Facebook was.  Today, if a CEO said that we would think they were crazy.  Facebook, Twitter, Linked In, Pinterest and Instagram are exciting, fun and wonderful ways for us to connect with family and friends AND amazing tools to connect with potential customers and potential business partners.  I did not think that 4 years ago.  I went into this world kicking and screaming because I couldn’t imagine that I had more inboxes!  My assistant (much younger than me) told me that someday I would wonder how I ever lived without it.  And I get it now.   Since then, I have added Linked In, Twitter, Pinterest and Instagram.  Who would have thought?  Believe me, not me a few years ago!

It is great to be more connected with your tribe using all of these tools.  And yes, you can make money using Facebook and all the social media sites for your network marketing business.  I have recruited over 65 people in the past year using primarily Facebook.   Once I got serious about this, I realized how if I could figure out how to recruit using Facebook, then so could you.

Prospecting on Social Media is fun

AND there are some guidelines you want to pay attention to.  In this upcoming webinar,  I walk you through some key points.  They really would apply for any business but especially important for our network marketing community.  The key is to connect with people – just like you do in person.  It has to be more about them than you.  You don’t walk up to somebody in a coffee shop and slam your product or webinar in front of them.  That isn’t how you start the conversation, right?  Well, sending your link to a person you don’t know feels very similar.  It takes time to build rapport.  Get to know people and find out if you would even want to work with them.    Take the time…

The webinar is for all network marketers and entrepreneurs and will take place this Friday, May 16th at 12:00 noon PST.  Here is the link to register:

http://www.instantpresenter.com/PIID=ED51DC808848

Here is a quick sample of one of the topics I will cover.

Recruiting on Facebook

I know this webinar will give you some ideas as to how to make better connections and how to recruit using Facebook, Instagram, Linked In, Twitter and Pinterest.

Those are my favs these days.  Choose one or two to master first.  Don’t get overwhelmed.  That really is a state of mind and a choice.  And a daily practice not to get overwhelmed.  Just break it down.  Organize your thoughts and your posts at the beginning of the week.  If you are new to this world, get comfortable with one.  You can have great success mastering one!   Once you get going, your team will start following your lead.  Just imagine that you have more people coming into your business every single week because your team GETS how to do this. Which means you and your team have figured out how to make money using Facebook plus… Prospecting on social media is something that you definitely can learn and then can teach.   There is a sense of accomplishment when you start to figure this out too.  I had a great conversation with a gal yesterday that “found” me on Instagram.   When someone says, I “found” you on Linked In or Facebook, you know you are doing something right.  Here’s to getting found more often!

kathleen-deggelman-blog

NETWORK-MARKETING-ROCKSTAR

I hope these network marketing tips are of value to you.  Click here for more tips on how to recruit using Facebook and other network marketing tips.  You may also love my recent blog post about videos and prospecting on social media.

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