No interviews today, I'm waiting for a couple of the other finalists to email me when they aren't bogged down with work and stuff, but in the meanwhile, let's get back to work!
Today I went to a Super Saturday for Numis Network (it's called Super Saturday because it makes your Saturday super) and got to see a whole bunch of leaders speak. Dave Lovett, David Shwinn, Ray Higdon, Terry Skalland, Rob Fore, and Robert Brewer. All of them are phenomenal leaders and had much wisdom to share with all of us.
But one thing I learned was interesting. That I'm selfish. And I'm not afraid to admit it. The question is, do you know if you're selfish or not?
"How dare you call me selfish!"
Hey hold your horses... To preface, Ray was going through some excellent prospecting training. He aptly called it the prospecting scorecard. I dunno about you, but my last MLM company never had anything like that, even though I actually paid for training in that company (this Super Saturday was FREE!)
In the prospecting scorecard, he pretty much covered the Do's and Don'ts of prospecting, except he added weights to the Do's and Don'ts. In fact, don't take it from my mouth, watch the recording here! It's amazing to have a leader who is willing to give so much value and asking nothing in return! In my last company, I never knew if the leaders were promoting tools and events because it would actually help, or if it was because they got money from the tools I purchased. But seeing as I don't pay for events or tools, I don't know how Ray could make money from me using those... but I digress.
But the point I wanted to drive home: selfishness. Prospecting is a very important part in any MLM business. Yet it is also the one thing that most people don't do because they're afraid. Afraid of what? Afraid they'd say no, that they'd make fun of them, that they'd tell all their friends that so-and-so is doing pitchfest and to ignore calls from that person...
"How'd you read my mind?"
Because those are the same things that I'm afraid of. Quite honestly, I'm deathly afraid of the phone. So much so that I start shaking when I start dialing the number of a prospect. You think you have it bad, I've actually dropped my phone while I was on the phone with a prospect, because I was shaking so much. I've circumvented that by using a bluetooth headset, but it doesn't help the shaking.
Point being, I'd rather see a ghost than prospect.
However, one of the things Ray covered on the scorecard is the focus of your prospecting session. Focus is important in everything, but I don't mean laser focus. I mean what do you focus on when you are prospecting? Do you focus on yourself, or your company? Do you focus on the product, or the leaders? Or do you focus on the person themselves?
Once you realize that prospecting sessions are not about you, or your company, or your product, or the great leaders... and about the person themselves... and how what you have to offer can help them enhance their lives... your prospecting sessions will go more smoothly.
Prospecting isn't about you. It's about them.
If you are prospecting because you really really really need someone to get into your business, because if that person gets into your business then you can retire forever and be a happy person for the rest of your life... then you've already failed. You can't be addicted to an outcome. You should be prospecting because you know that what you have to offer can greatly enhance their lives.
The reality is that you don't need any one person to join your business or buy your product. Why? Because look at your circle of influence!! If you live in a neighborhood, you already have over 100 people that you can contact. If you have co-workers, you probably have more than 50. And if that number drops because of lay offs, then hey look! You can help that person earn an extra income while they are getting back on their feet.
If you go to church, or mosque, or any sort of religious service, you have a lot more people.
That's only touching the base of it. According to some psychologists, the average person knows at least two thousand people on a first name basis. If a mere 1% of those people joined your business, you could be ballin'! If you were in Numis, and had twenty people sign up, that's a $2,000 check to you. Not bad. But it also means an extra $120 in your bank account, based on your efforts alone. Not as much as some companies (in terms of residual income) but I think the $2,000 bonus would more than make up for that, don't you think?
The point is, you know a lot of people. If one person says no, so what? Move on. You have tons more people to talk to.
"But the phone's so darn heavy..."
Indeed. But it's only heavy because again, you're selfish.
What's more important, your fears of how other people will see you, or the chance that your prospect could really have his life changed? Let me tell you, there was a gentleman at the Super Saturday who filed for bankruptcy last year. He ran out of leads for his warm market, and decided to pick up the phone book to call people. I don't necessarily condone this, because it could put your number on a million do-not-call lists, but it just shows how hungry he is.
And guess what? As a result of his desires being greater than his excuses, he is now job-free. He don't need no job!
So I'm writing this first as a reminder to myself, then to the rest of you who are having trouble picking up the phone... just pick it up. What's there to be afraid of? If they say no, then no big deal. Move on. If they say yes, then awesome! Go through the process that your company leaders have taught you about showing them the plan, following through, and eventually signing them up. If your company doesn't teach you that... well, you might wanna look for another company!
And keep in mind that prospecting isn't supposed to be stressful. Make it fun. Make it a game. Start with just calling one person every day. You can do that, right? Five minutes on the phone to invite them to watch a presentation, and then after they've watched it, call them again to follow through with them.
The most important thing though, is to have confidence in yourself. Your opportunity is the best thing since sliced milk, right? What? Sliced milk doesn't exist? Anyway, if you truly believe that your opportunity is the best ever, then you should be really damn excited to be promoting that. Show it. Be excited. Don't worry about what your prospect thinks. Have the mindset of... say, that you're just telling them about an awesome movie that you just watched, and that you're going to send them the trailer to the movie after you get off the phone with them. Except that this movie has the potential to get them out of debt and accelerate their income into numbers they can't even believe.
I hope this message resonates with you. I'm still shaking from my last prospect call, so I may not make much sense in this post. But I'm on fire =)
To your abundance!
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