This leader was cruel when I said: "My sponsor doesn't help me."

People call me and complain:

"I can't become a leader. I can't even become a good distributor because my sponsor doesn't help me."

This is easy to identify as "distributor thinking."

Here is the story I tell the caller to help change his "distributor thinking" into "leadership thinking":

Here's what happened to me when I first started in network marketing. I was in business for one year and ten months and had no distributors and no retail customers. I was an absolute failure.

A concerned leader would come to me and say,

"Big Al, you're not doing very well."

I had to defend my failure so I would reply,

"Of course I'm not doing well. My sponsor doesn't help me. He doesn't know any more about this business than I do."

Then the leader stared at me and said,

"Big Al, tell me about your sponsor. Did he sponsor anybody else besides you?"

Oh, oh. This was getting personal now. I had to admit that my sponsor had indeed recruited other distributors into the business, but most of them were not successful either. Maybe just one or two of them became successful.

And the leader closed with this cutting remark. He said:

"Big Al, tell me about the one or two other distributors who are successful. Don't they have exactly the same sponsor as you do?"

Ouch! That was mean!

But all of a sudden, I got it! I understood that I couldn't blame my sponsor. After all, success had nothing to do with him because he sponsored successful and unsuccessful people. And if it didn't have anything to do with the sponsor.

That left . . . me!

My distributor thinking instantly changed to leadership thinking because of this incident.

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I am shy. How can I change and learn how to overcome my fear of talking to people or selling to strangers?

Does the positive attitude come from them being already successful?

Or, maybe these successful network marketers had the positive attitude first -- and that positive attitude propelled them to success?

You be the judge.

While it is easy to have a great attitude when you are already successful, usually the positive attitude comes first and demonstrates itself by attracting success.

How can people overcome their fear of contacting prospects?

It's a matter of desire. People usually get what they want most.

For instance, there is a choice between a good television show and attending an opportunity meeting. Some people will want to see the television show more than they want the success that comes from attending opportunity meetings with guests.

So, they watch television because they truly want that more than the long drive to hear a boring speaker at the meeting.

The same holds true when talking to people. What does a person want more?

• Does this person want the calm, non-threatening day-to-day life void of rejection?


• Or, does this person want prospecting success more than he desires to avoid rejection?

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When you don't have time to build a relationship for your MLM business.

Don't start with all the neat benefits of your opportunity. Don't tell the prospects about the wonderful bonus checks, the trips, the cars, the incredible products, the company founder's background, etc.

Instead, remember that people buy things to solve a problem.

So position your presentation to solve a problem for your prospect.

Talk about how your opportunity will make it easier for the prospect to take more time off work, how your opportunity will make it easier to pay bills with that extra check every month, or how your opportunity will provide the extra car for the spouse.

Prospects don't care how great your opportunity is. They simply care about their problems. That's the shortcut when you don't have time to build relationships.

Network Marketing is a lot easier when you know what to say and what to do.

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Tools are for ... amateurs.

But have you ever seen a big MLM leader carry around a big flip chart? A Power Point presentation? Handfuls of brochures?

No, of course not.

The leader has learned the skills of how to get the prospect interested by changing the prospect's mindset.

And tools do a lousy job of changing people's mindsets.

So if you are a brand new distributor, of course, spend lots of money on tools because you don't know what to say to change your prospects' mindsets.

But, as soon as you can, learn the skills of changing your prospects' mindsets effectively and immediately. Learn how to talk to people.

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The Eavesdrop Approach

Are they afraid of being "sold" by listening to the sales presentation?

Relax your prospects by offering to have them listen to a "training call." They can listen to one of your teleconference trainings without the fear of being "sold."

This is a great way to involve your MLM leads and prospects without creating resistance. If you work hard to find MLM leads, why not do your best to help them see your business in a stress-free way?

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