What you are saying is killing you.

Mark Januszewski is a regular poster on the FortuneNow.com Members Forum.

Here is an excerpt from one of his recent posts. After reading this excerpt, you will know why you should be a member now. It is the high level skill discussion in our forum that keeps us together. Join us now at http://www.fortunenow.com/public/10.cfm

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"Inclusion" and "Exclusion" Language.

In studying Perry I discovered there are two modes of speech. One is inclusion the other is exclusion.

Example: Ask a kid who just walked out of Disney World how it was and his response will probably be "It was great!"

Most parents would say, "It wasn't bad at all. It wasn't as crowded as I expected, the prices where not to steep, really not a bad deal at all."

The child's language is the language of inclusion. He is telling you what is while the parent is telling you what isn't. The child's language is constructive while the parent's language is constraining.

Perry points out that most adults become habitual users of exclusion language, which is the vocabulary of doubt, absence, equivocation and diminution.

I was stunned as I examined this further because the language of exclusion creates hesitancy, anxiety and fear, which we all know, is not good for prospects, reps we are trying to coach or customers.

Sales and enrollments up 100%.

Simply by examining everyday phrases that I used I was shocked to find out how much exclusionary language I used. Remembering that the subconscious mind makes all the decisions I quickly saw why I was not getting a higher percentage of enrollments for myself and for my teammates.

Could it be that simple? I listened to myself and others for about a week and then simply changed the phrases I used all that time from exclusionary to inclusionary. Enrollments doubled. Case Closed.

Example.

Someone asks, "How's it going?"

Do you say, "I can't complain." Or do you say, "I feel good."

When a rep says, "Can you do this for me?" Do you say, "No problem." Or do you say, "It's a pleasure."

When we say no problem we are putting a "no" in the person's mind and we are putting the word problem in their head. Remember the subconscious makes all the decisions. We want them to say yes but we have put both the word "no" and the word "problem" into their subconscious about us.

This may seem minor. Winners use inclusionary language and get more enrollments. What is minor is the change that we need to make. What is major is the results that it yields.

Exclusion language, remember, creates hesitancy and anxiety because it's based on, subconsciously, what isn't, couldn't, shouldn't, can't and won't.

Exclusion language vs. Inclusion language.

I can't complain or I feel good.

I can't argue with that or I agree.

I couldn't ask for more or I'm pleased

I don't see why not or let's do it.

No problem or it's a pleasure.

That's not bad or that's good.

That's not what I am saying or here's what I'm saying.

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If you have already figured out that success in networking is "not about finding new people to ruin" ... but "learning what to say and how to say it" to any prospect, then you are ready for the forum at http://www.fortunenow.com/public/10.cfm

Enough said :)

See you on the forum.

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"Quitters" Tip for Fresher Leads

It's like being addicted to "crack." Why?

Every time you need to expand your business, you have to buy more leads. If that is the only way you know how to get leads, you are an addict, held hostage by the MLM lead seller.

But this post isn't about how to create your own fresh leads. This post is how to be more effective if you are caught in the trap of having to buy leads.

So let's see how we can be more effective against our competition when we buy MLM leads that are being sold hundreds of times to our competitors.

A distributor buys some MLM leads. That was the easy part.

MLM leads are cheap. However, the follow-up time and effort are expensive.

So what will most distributors do?

Quit.

They start with the "A" names . . . then "B" . . . and by the time they get to leads that start with the letter "C" - they're already thinking of quitting.

So if you want to talk to fresher MLM leads, untouched by low-energy quitters, do this:

When you get your list of MLM leads, start at the bottom. Start with the letter "Z." Most quitters never get this far and these MLM leads are virtually untouched.

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Can you handle a challenge?

I did. I announced I would swim across the Mississippi River - without a life jacket.

It took a year for me to make it happen. Travel schedule, frigid weather, and donuts interfered. But with careful planning, I fulfilled my personal challenge:

http://www.fortunenow.com/public/334.cfm

Okay, the planning made this athletic feat a lot easier than people imagined. But that's the purpose of planning - to give yourself the best chance of a successful outcome.

I'm ready for my next personal challenge. One never wants to achieve a goal and then have nothing to do.

So I'm asking the readers of this blog,

"What personal challenge would you recommend for Big Al next?"

Send me an email with your suggestions. Email it to: roxanne@fortunenow.com with "Challenge for Big Al" in the subject line and she will forward to me during my current travel schedule.

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How networkers scare their prospects.

Anyway, we had a long talk about how networkers scare their prospects by being too "proprietary" - in other words, no matter what the prospect says, our networking company has the answer :)

So if the prospect says:

"I have a headache."

We jump right in and push our product.

And if the prospect says:

"My long-distance bill seems too high."

We jump right in and say:

"You will feel better about your long-distance bill if you take our vitamins and use our skin care."

No wonder prospects avoid us. So instead of insisting that our company can provide every solution to every problem, why not try this strategy?

Get the prospect to continue the conversation. Ask the prospect to describe the problem in more depth. Expand on the pain of the problem.

Then, once the prospect is clear about the problem, we can say:

"Have you ever considered doing something about it?"

If the prospect is interested, he will ask for ideas and solutions from us. If the prospect is not interested, he will make an excuse and the conversation continues without rejection. This is a much nicer and very polite way of dealing with prospects.

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Growing Leaders.

Of course, but you have to be selective. You don't have time to help everyone.

So ask yourself this question: "How do I know that this distributor is really willing to become a leader?"

If you ask your team, you'll see that almost everybody wants to become a leader. But the world if full of wishers and hopers.

So, how do we know who are the serious distributors?

Give them the Leadership Test and see who passes.

Just loan your distributors a book, any book, and say:

"Here is a great book. Please read it. It should help you start on your path to becoming a leader. And give me a call on Friday to let me know your thoughts."

1. If the distributor calls you on Friday, here is someone serious you can works with.

2. If the distributor doesn't call you on Friday, the time isn't right to start becoming a leader.

Think about it. If reading a book is too hard, the path to leadership will be way too hard for this distributor.

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