"Please pass this along to the leaders in your group."

How do you get to the position where you are on the stage at your convention - surrounded by
thousands of cheering distributors - most of who are in your own group?

What makes others want to join you?  And what makes ordinary distributors finally “get it”
and break out and become high achievement leaders who inspire others and build financial
independence for themselves and their families?

I have spent more than 15 years studying the difference between successful leaders, who life
magical lives, making lots of money, and have fun doing it -  and the others - who struggle
to get by, or haven’t been able to “buy in” to doing the business completely yet.

What holds you back...

I know from doing my trainings all over the world, that many people are still focused on
product first and bringing the business in ‘through the back door.’ They are trying to be “a
little bit pregnant” and as a result, their volume is down.  Other people are doing lots of
1-on1’s, but not getting good results.  Others are not quite confident in doing 1-on-1’s by
themselves and aren’t doing many, or simply none.

I’m quite sure some of your people still don’t have a strong belief in the industry of
network marketing - even though they are distributors!    Many people still have no
duplication happening currently.  A lot of them just have small orders, with poor distributor
activity levels, and many distributors still use Brand X products.

I know some people’s biggest challenge is getting people to even review the
pre-approach packet!  Many people are having difficulty getting people who express an
interest to actually attend the get together. People cancel at the last minute in droves. It
does seem, however, that if they actually get people there, results are fairly successful.

I’ve been thinking about all this a lot - and how people overcome these obstacles to reach
success in Network Marketing.  I’ve been blessed to have achieved a success that 99½ percent
of the population never has.  And I’ve had the opportunity to work with some of the highest
achievers in the industry.  I’ve learned a great deal about success - and what causes people
to achieve it.

How you finally break through...

So what exactly is the difference between the people who become millionaires...and those that
struggle and scrape by? Why do some people build large, exponentially growing network
marketing organizations - while others struggle just to sponsor a few people?  What does it
really take to overcome limitations and actually build a million-dollar-plus business?   Most
importantly - how do people take these principles and apply them to their business.

Those are the questions that drove me to conduct the many MLM POWER WEEKENDS I facilitated
around the world.  That program helped thousands of people, in terms of their business and
their life.

One of the things we got people to understand was the advantage of a system that is balanced
(business and product) versus product led (retailing to recruit).

Otherwise, people have to work too hard.  I know a lot of people have built their business by
mailing out tapes, or leading with the products.  Now that tapes are not working very
effectively, their biggest challenge is using their warm market.  And when they do approach
their warm market by leading with the products - they face all the usual resistance to
selling.  The beauty of a balanced approach is that it allows a lot more people to get
interested, and actually duplicate the business.

Rather than trying to pitch your products, I would suggest you open with a pre-approach pack
or a 1-on1 presentation.  Make this the qualification step - the one that determines whether
you have a suspect or an actual prospect.

This can be done simply with qualifying questions, or qualifying questions combined with the
pre-approach packet.  This packet would include materials designed to screen out people who
are not good candidates for the business.  Pre-approach means before the approach.  In other
words, this step will determine whether or not you would approach them about the opportunity
at all.

Another way to do this is with a brief, mini presentation.  This is a quick overview, usually
30 minutes or less, to see if your candidate is a serious prospect.  This is usually done
one-on-one in a non-threatening environment (example: in the prospect’s kitchen or at a
coffee shop).  When you first begin, this should be done as a two-on-one, meaning you and
your sponsor together presenting to your prospect.  This can also be done in a small group
meeting in your living room.

In either case, the interested prospects would be given a specific set of materials to study,
usually called a take home packet.  This packet would have a break down of how money is made
in the business and some supporting materials on the products, usually a brochure or catalog.

In my opinion, the perfect one on one is about 25 minutes.  It starts with a brief overview
of the benefits of the business, and letting the prospect know that he needs 7 to 10 hours
and week, and a dream to be successful.  Then you show them how the business is done.  The
best way for this is drawing the circles.  This usually takes about 20 minutes. Then you
mention the products only for a minute. Basically you are just letting them know the type of
products you have - not getting into the specifics here.  Save that for the home or hotel
meeting.  If you give away all the details here, people won’t have any motivation to come to
another meeting.

Think of the one-on-one like a movie trailer.  The trailer gives the best part of the movies,
but just enough to whet your appetite.  Your one-on-one should be the same way.  So that
means just a minute on the products, a minute on the support structure, then ask the
prospect, “Does this seem like something you want to explore further?”

Don’t try to sponsor them here, just get their commitment for...

The Meeting.

This step might involve getting the prospect to another, bigger presentation like a home or
hotel meeting.  This is the complete presentation, with a healthy section describing the
benefits of the products, along with more information on leverage, the sponsorship line and
other things the prospect needs to know to make a decision.

Check with your sponsorship line for the specifics in your program. In any event, the packet
of information and the procedures followed afterward should be exactly the same for every
distributor on every level.  This will lead to...

The Enrollment Process.

This is the step that takes place after the prospect says “yes” and is ready to become a
distributor.

NOTE: This can happen at the home meeting or a hotel meeting.  Each prospect comes in at his
or her own speed.  It’s important that even if a prospect is ready to join at step two
(that’s great!), you still expose them to the information in step three to preserve the
integrity of the system.

Like our other steps, the enrollment process should be completely spelled out, step-by-step.
The training that you receive should be the same, exact training that someone on your 25th
level, five states away, will receive when joining your organization.

These steps are the foundation for your system.  No matter which program you’re in, it should
generally parallel this process.  Again, though, check with your sponsorship line for
specifics.

Overall, however, visualize a system as a complete, step-by-step process that anyone who
joins your organization - whether they’re a doctor or waitress, Ph.D. or high school dropout
- can duplicate.  It means you should be able to fly to a city 3,000 miles away - work with
someone on your 50th level that you’ve never met - and be teaching the same principles and
specifics they’ve been hearing from the person who’s on your 49th level.

Besides having the system in place, of course it’s important that you learn the other aspects
of the business, making great presentations, developing leaders, and duplicating in depth.
Furthermore, you also need to know some of the basic things about prosperity, and the
limiting beliefs that are holding you back.

Warm regards,

- Randy Gage