MEMBERS ONLY
Why most people will never succeed in network marketing --- or anything else
You've seen it, haven't you? Maybe you have some friends who work hard, very hard to build their network marketing business. They go to meetings. They give meetings. They attend trainings and rallies. They read motivational books and listen to tapes of enthusiastic speakers.
But they never seem to get ahead.
And they will never get ahead -- unless someone tells them the truth -- the real inside secrets of
network marketing and how it really works.
Once you know these truths, network marketing is easy. It becomes a way of life. You'll go from one success to another, from creating new leaders to successful opportunity meetings -- because you know these secrets. Are you ready to learn these truths and principles for network marketing mastery?
Great!
Let's get started.
TP: So what did you teach him?
TP: So why do you think he quit and joined another opportunity?
TP: Over the last 20 years, have you had a lot of distributors quit?
TP: Hmmm. Who trains these people you sponsor?
TP: If all of the information they have comes from you, and they quit after receiving your information... what do you think is happening?
TP: I think you have a point.So let's see, what information you are giving them. Are you teaching
them the four core values?
TP: Everything in network marketing changes. If you teach your distributors about the company and the officers, what happens when new management comes along? Your training changes, right?
TP: If you teach your distributors about the compensation plan and the compensation plan changes...
TP: I'm glad you asked. Too many people have wasted years and years of their lives thinking that they are doing network marketing. But they aren't. They're simply memorizing things -- things such as how much money you can make on level three of the compensation plan, or memorizing sentences to close a prospect. These things aren't network marketing.
TP: It's about understanding and living the four core values. That's it. If you understand the four core values:
TP: Right. Now you got the picture. It doesn't matter if you are a prospect in Italy, a distributor in the United States, or a leader in Costa Rica -- these four core values are universal. This is the real network marketing. When you understand and teach the four core values, you'll have a powerful influence over people's lives. Why? Because you'll know and understand these values. People will be instantly attracted to you because you'll have this information that they desperately want to fulfill their lives.
TP: Exactly. These four core values will build you a lifelong, stable, growing network marketing business. This is something you want, right?
For example, let's say that one of your mother's values was... spending time with her children.
Now a friend comes by your home and says to your mother, "Let's go shopping. Leave the kids at home. They'll be okay. Let's go to the new shopping mall that just opened."
Your mother has a decision to make. Does she abandon you and your brothers and sisters and take a little walking tour of the new mall with her friend?
Or does she tell her friend that she wants to stay home and take care of her children?
Because one of your mother's values is spending time with her children, the decision is easy. She stays home and spends quality time with her children.
Another friend comes by your home and makes the following offer to your mother, "If you leave your children at home and come with me to the party, I'll give you five dollars."
Your mother's response would be easy to guess, wouldn't it? Her value of spending time with her children is more powerful than money, isn't it? She wouldn't abandon her children for five dollars.
One day at work, the supervisor makes the following offer to your mother. She says, "If you stop working on the Smith project, and start working on the Jones project, I'll give you Friday off."
Well, the Smith project is easy, pleasurable work. But the Jones project is miserable work. Your mother would have to work with rude people, put up with stressful deadlines, and generally have a miserable time.
So what will be your mother's decision. Will she take the distasteful Jones project to have an extra free day with her children?
Or, will your mother continue working the easy Smith project? Because your mother's primary value is spending time with her children, the decision is easy. She'll make the personal sacrifice to work on the Jones project so that she can spend time with you and your brothers and sisters.
See how powerful our values are?
Now everyone has different values and some values are higher in priority.
Here are some common values people have...
Can you see how these values shape decisions and lives?
For example, you might not sit under a special hair dryer with curlers for two hours every day. However, if one of your valueswere to look attractive, then you'd be motivated to sit under that special hair dryer.
People do things because of their values.
People rob banks because their values include greed, more money, and maybe even recognition. People die on the battlefield because their values include love of their country and patriotism.
And, network marketing distributors will talk to strangers, go to meetings, and build a large organization because of their values.
So it is important that we teach and explain the right values to people. If we teach the wrong values, maybe these wrong values won?t motivate our distributors to do the right things to become successful.
Remember Kevin?
When I asked Kevin what values he taught to his distributors, he said, "Oh, I don't know. I didn't know I was suppose to."
He left it to chance. And chances are that his new distributors didn't have the right values or didn't know which values to learn in order to become successful.
All this value thing is starting to make sense now, right?
The bottom line is:
There are four universal values that everyone in the world shares. These four core values are in every human being.
If we can:
Then everything else is easy. Everything else in network marketing is automatic.
What I mean by automatic is, once you have helped people understand and master these four core values, then...
Sound familiar?
This is what network marketing is really all about. It's not about memorizing things or memorizing sales pitches that you'll use on unsuspecting prospects.
This is why Kevin spent 20 useless years attempting to do network marketing. His only mistake was:
Sad? Would you have sympathy? Depressed that your good friend lost 20 years of his life? That's how I felt.
That's why you and I must teach others the secrets of network marketing: the four core values.
Let's start now!
It’s not enough to know and understand the four core values. We must be the four core values.
People will not do what we tell them to do. They will do what they see us do.
Notice that I said be the core values?
You can’t teach, lecture or drill the four core values into others. Each individual must discover them.
Since you can’t explain the four core values to others, how will they discover them? I’ll explain the special technique that you must use later.
But first, let’s take a closer look at the core values. What are the core values?
Remember in my previous article I mentioned that all four core values were universal? That all four core values apply whether you are in Italy or Costa Rica?
For now though let’s get started with the core value of:
Everyone wants freedom. And you can offer both time freedom and financial freedom with your network marketing opportunity.
Think of the advantages of having no competition. It’s the marketer’s dream.
While everyone else is saying:
"My product has ten more milligrams of magic than their product," or,
"My program pays out better on level three if you get at least two managers your first month," or,
"My company president can beat up your company president," or,
"My upline earned more money last month than your upline," here is what you have to offer . . . Freedom.
No one else is offering freedom, only you. Everyone is offering 2% more bonus on level six or an extra magic ingredient. All this gets confusing to the prospect.
You are the only one offering freedom. There’s no competition, is there?
You’re not going to be part of that confusing horde of greedy salesmen trying to convince the prospect to join because of some minor advantage in product or compensation plan.
You’ll stand out in the crowd. You’ll be the only person the prospect focuses on because . . . you are the only person to offer what the prospect desperately wants . . . freedom.
Now you can simply stand on the sidelines and smile at all the busy networkers running around with flip charts, videos, brochures, catalogs and samples. They just don’t have a clue about what their prospects really want.
This means they make lots of effort and reap little results. By concentrating on the real core values, you release yourself from this useless activity.
No More Competition
Now that you’ve totally eliminated all competition, let’s concentrate on what freedom really means to your prospect.
Freedom means different things to different prospects, but all prospects want freedom. Some of these definitions of freedom may seem simple or not important to you now, but wait until later. I’ll show you how to use the definition to motivate prospects who you thought couldn’t be motivated!
Jet Ski With Your Children
I live about a block from the lake. One Saturday morning my children said, "Dad, we’ve never been jet skiing, and we’ve see people having a great time. Why don’t we go jet skiing?"
We walked over to the jet ski rental booth on the lake. The owner said, "Sorry, you can’t go jet skiing today. The lake is too crowded. There are fishermen and many powerboats pulling skiers. And, all our jet skis are already rented out."
I turned to my children and said, "Kids, we’re going to have to do this another time."
They were a little disappointed. But Monday morning, we walked back to the jet ski booth and rented a couple of jet skis. We had the entire lake to ourselves! And we enjoyed our time to the fullest, while all the weekend jet skiers were growling at rush hour traffic. They had to go to work for someone they didn’t like for the next five days.
Now I ask you, isn’t this time freedom what a parent really wants? Time for family, time for children, time to do anything that’s possible?
How can we use this to motivate even the toughest prospects?
Rich, Rich, Rich, And No Time To Count The Money
I gave a presentation to a middle-aged doctor in her home. Boy, what a home!
It was a mansion. Beautiful grounds decorated with matching Mercedes-Benz in the driveway. This doctor had everything including a $400,000 a year income from her practice.
Now, what do you think this doctor would say if I said, "Let me show you how to earn an extra $500 or $1,000 a month?"
She’d laugh.
What if I said, "Let me tell you the power of our expanding compensation plan on level four when the moon is full?"
She’d laugh.
What if I said, "Our vitamin C comes from rosehips at 8,000 feet elevation while all the competitors’ vitamin C’s are picked at only 7,500 feet elevation."
She’d laugh.
She had money, she had health. What she didn’t have was time for me. So I simply remembered the core value of freedom.
I used a simple presentation that illustrated why she desperately desired time freedom.
I asked, "So how much time do you have to take holidays and vacations with the family?"
She answered, "Time? I have to be at my practice early in the morning. I’m constantly on call. But in return, I make a great income for my family."
I replied, "Think about your four-year-old daughter. When she grows up, will she remember all the expensive shoes and sweaters that you were able to buy for her, or will she remember the happy times that the family spent together on vacations?"
A tear formed in the doctor’s eye. This is one thing she couldn’t provide for her children. She couldn’t give them the time and attention they wanted. She was a slave to her medical practice. She had no time freedom.
Sponsoring the doctor was easy. There certainly weren’t any cost objections.
The point is: I could never have sponsored that doctor with a brilliant flip chart, a memorized presentation, a classy video or an opportunity meeting filled with hype.
The only way to get through to the doctor was through one of the universal core values . . . freedom.
See how powerful core values are? But what about financial freedom? Let’s take a look at a quick example.
It’s Stressful When Your Car Is Low On Gas
Many distributors think they have to impress prospects with tales of thousands of dollars a month. Well, that might be financial freedom for some, but a measly $40 can mean financial freedom for others.
Imagine a prospect at your opportunity meeting. Maybe that prospect had to get a babysitter, or maybe she brought her children because she couldn’t afford a babysitter!
What is financial freedom to this person?
Maybe $40.
Let me explain.
Imagine this person drives home after the opportunity meeting and stops to fill her car with gas. After filling the tank with gas, she goes to pay the attendant with a credit card. Like many people today, the credit card is up to the limit in debt.
How do you think she feels? How will she feel if her credit card is declined and she has no cash in her purse? What about the children?
Now, all of that stress and fear would go away with the addition of an extra $40 in her purse. If the credit card was declined, she would simply reach into her purse and pay cash.
So, an extra $40 would represent financial freedom for her.
You don’t have to promise tens of thousands of dollars. Most people don’t need that much for their personal financial freedom.
All people want financial freedom, but their definition is personal.
There are many examples you can use to illustrate financial freedom to your prospects. But there is more to this freedom principle.
"I Want You To Join So That I Can Make More Money."
Now that’s a disgusting statement, isn’t it? However, if we don’t honor prospect’s personal freedom of choice, we come across as a greedy, self-centered, selfish salesman.
Prospects quickly relax and respond to us if we honor their freedom of choice. We should forget about our agenda (more distributors and money), and concentrate on the prospect’s agenda (time and financial freedom).
Have you ever had a conversation with someone who pretended to listen to you, but you knew they were just waiting for their chance to talk? Uncomfortable, isn’t it? And you know they really are listening to you but don’t care about what you are saying.
Do we want to be like that rude person? I think not.
Instead, let’s be interested in our prospect’s needs. Maybe our networking program can help them, maybe not. Maybe now is not the right time for them. Maybe now is the time for them to get a job and a paycheck on Friday.
Sometimes prospects have to take care of immediate needs before they can obtain time and financial freedom.
When your prospect sees that you are 100% interested in their needs and their agenda, your prospect relaxes. You are now part of the team, a partner. Once your prospect no longer feels the need to put up resistance to your every statement, your prospect actually hears what you are saying.
You are allowing the prospect to freely make a choice about your program. That’s powerful.
And freedom of choice doesn’t stop after the presentation. This freedom of choice will continue throughout your distributor’s career. Your distributor should choose whether to go to the national convention or not. Your distributor should choose how much product to purchase or market that month.
Guess which leaders have the happiest distributors?
The leaders who practice the core value of freedom with their group.
The core value of freedom is big. It means time freedom, financial freedom, and the right for others to practice their personal freedom.
When you practice the core value of freedom, people are attracted to you. This makes networking easy.
To contact Tom write to him at: P.O. Box 412, Seabrook, TX 77586 or by phone at (281) 218-0019, fax:
(281) 326-1156) or visit his website: www.tomparedes.com