Build The Business - Follow The System
Build The Business - Follow The System
by Jack Zufelt
Last week we looked at how to get a new rep or distributor started right away. First of all, find out their core desire.
In today's newsletter I want to cover the second step that you need to take... help them have success right away. Success does not necessarily mean making money. When I say right away, I'm talking about within 24 hours or 36 hours, maximum two days.
Let me give you an example. A lot people will sign up a person today, then they say, "call me as soon as you get your product and your materials from the company." How long does that take? Three days? More than likely five or six or eight or nine days, depending on whether it's over a weekend or whatever.
Well, I do not want a representative that's brand new not taking action for three or four or five or six or worse, eight or nine days. I want them to have successes right away. You see, you don't need product to recruit people. You don't even need to show it to them. You need to be able to tell them about it. If you have any that you can show them from your inventory because you're using it, okay. But what if it's over the phone? You can't do that.
What I want you to do is say to them...
SCRIPT FOLLOWS
"Okay, while we're waiting for your product to come from the company, while we're waiting for your information to come from the company, whatever is coming from the company, here's what I want you to do."
"What I want you to do by this time tomorrow is make a list of five to ten people that you feel would be generals or would be business builders. Not just people that are health challenged or could use the product, but somebody who could be a business builder if they wanted to be."
"The way you observe that is people who are confident and outgoing, not shy and backwards. But somebody who has already evidenced to you that they have a personality, they're talkers and they could do this if they wanted to. Make a list of five to ten."
INSIGHT - I make it a small number. I've heard people say, "Make a list of 200." How many people have you given that responsibility to and the next day they haven't even started on it? Has that happened to you? A lot. It's too big. That's like trying to eat an elephant in
one bite.
SCRIPT CONTINUES
"Let's break it down to success. I want you to go make a list of five to ten people that you can put me in touch with or if you have a system where you have a cassette or a video or a DVD to hand out, that you can get in their hands. So make a list of five or ten people, period. That's all I want you to do. This is where the money is. You've got your list. I'll call you or you call me tomorrow and we're going to talk about that list.
END SCRIPT
INSIGHT
Remember, the person is brand new. She doesn't know anything about the company hardly at all, except maybe a little bit she heard for the first time from me. She doesn't know anything about the business except whatever she's seen me do. That person is going to call me tomorrow and learn what?
We're going to go over that list name by name. She's going to tell me a little bit about the first name on the list, Mary Smith. What about Mary Smith? What does she do? Oh, she's a nurse. Oh, okay, here's what you could say to her to help this nurse be interested in making money in this industry. You give her some ideas. I would give you some ideas. I'll use that as a real live example. We know for a fact that nurses are underpaid and overworked. And in fact, they're very upset right now with their industry. Many of them are leaving it. It's almost always because they're not getting paid enough for what they do. It's a given
understanding that nurses don't make a lot of money. In fact, most people don't make enough money.
I would tell her, "How would you like to take your knowledge of the human body and caring for other people as nurses do, like nobody else does, and make three or four times what you're making as a nurse, in the next 12 months?" Now your new person has some information to say to her nurse friend. Then we do that times the next name, plus the next name and the next name, until we've gone through five or six names.
After five or six calls your new person will say, "You know, it's pretty much the same pitch once you got past the personal information about how you know them and what they do." I know an engineer, I know a CPA, I know whatever. You gear the invitation to that individual's background. He's a truck driver. Well, how would you like to make money while you're driving your truck? Instead of waiting for the delivery of your products, how would you like to make money as a truck driver with somebody else out there doing work that you've got involved and that person makes you $2,000 or $3,000 a month in addition to what you're making as a truck driver?
I can promise you the truck driver will say to you something like this, "How do you do that? Of course I'd be interested in that!" Then you hand them the cassette or the DVD or you arrange a three-way call with your up-line, or if you're strong enough, you do it. However, there's a problem with you doing it, because then they get intimidated by a powerful person who seems to be able to have all the answers.
I learned that the hard way. I know all the answers. I don't mean that to boast, but I'm pretty strong. And I found my people saying, "Jack, the reason you're successful is because of who you are. I could never be like you." That's why I started diverting to and relying on a system instead of a personality. People could be dependent on a system, not a personality.
Anybody can buy a McDonalds if they have the money and the system will make them a ton of money. McDonalds will insist that they use that system, because that's what makes them
money. They don't care what your personality is. They don't care about anything except this: do you have the money to buy the franchise and will you be obedient?
That's the same mindset with this industry. I don't care what your background is. I don't care what your personality is. I care about this: will you be obedient to the system that I'm going to introduce you to? If you will, you'll make money.
Warmly,
Jack M. Zufelt
"Mentor To Millions"
=====================================
Why do some networkers build huge downlines while others
struggle for years? Each has the same upline, tools,
products and compensation plan. Discover the secret to
their success - EVERYTHING is REVEALED in this Special
Report for you here...
thednaofmlmsuccess.com
==================================================
How to share this information with others...
Feel free to forward this newsletter *in its entirety*
to your friends, family or share this article with the
included resource box with your own newsletter list.
==================================================
by Jack Zufelt
Last week we looked at how to get a new rep or distributor started right away. First of all, find out their core desire.
In today's newsletter I want to cover the second step that you need to take... help them have success right away. Success does not necessarily mean making money. When I say right away, I'm talking about within 24 hours or 36 hours, maximum two days.
Let me give you an example. A lot people will sign up a person today, then they say, "call me as soon as you get your product and your materials from the company." How long does that take? Three days? More than likely five or six or eight or nine days, depending on whether it's over a weekend or whatever.
Well, I do not want a representative that's brand new not taking action for three or four or five or six or worse, eight or nine days. I want them to have successes right away. You see, you don't need product to recruit people. You don't even need to show it to them. You need to be able to tell them about it. If you have any that you can show them from your inventory because you're using it, okay. But what if it's over the phone? You can't do that.
What I want you to do is say to them...
SCRIPT FOLLOWS
"Okay, while we're waiting for your product to come from the company, while we're waiting for your information to come from the company, whatever is coming from the company, here's what I want you to do."
"What I want you to do by this time tomorrow is make a list of five to ten people that you feel would be generals or would be business builders. Not just people that are health challenged or could use the product, but somebody who could be a business builder if they wanted to be."
"The way you observe that is people who are confident and outgoing, not shy and backwards. But somebody who has already evidenced to you that they have a personality, they're talkers and they could do this if they wanted to. Make a list of five to ten."
INSIGHT - I make it a small number. I've heard people say, "Make a list of 200." How many people have you given that responsibility to and the next day they haven't even started on it? Has that happened to you? A lot. It's too big. That's like trying to eat an elephant in
one bite.
SCRIPT CONTINUES
"Let's break it down to success. I want you to go make a list of five to ten people that you can put me in touch with or if you have a system where you have a cassette or a video or a DVD to hand out, that you can get in their hands. So make a list of five or ten people, period. That's all I want you to do. This is where the money is. You've got your list. I'll call you or you call me tomorrow and we're going to talk about that list.
END SCRIPT
INSIGHT
Remember, the person is brand new. She doesn't know anything about the company hardly at all, except maybe a little bit she heard for the first time from me. She doesn't know anything about the business except whatever she's seen me do. That person is going to call me tomorrow and learn what?
We're going to go over that list name by name. She's going to tell me a little bit about the first name on the list, Mary Smith. What about Mary Smith? What does she do? Oh, she's a nurse. Oh, okay, here's what you could say to her to help this nurse be interested in making money in this industry. You give her some ideas. I would give you some ideas. I'll use that as a real live example. We know for a fact that nurses are underpaid and overworked. And in fact, they're very upset right now with their industry. Many of them are leaving it. It's almost always because they're not getting paid enough for what they do. It's a given
understanding that nurses don't make a lot of money. In fact, most people don't make enough money.
I would tell her, "How would you like to take your knowledge of the human body and caring for other people as nurses do, like nobody else does, and make three or four times what you're making as a nurse, in the next 12 months?" Now your new person has some information to say to her nurse friend. Then we do that times the next name, plus the next name and the next name, until we've gone through five or six names.
After five or six calls your new person will say, "You know, it's pretty much the same pitch once you got past the personal information about how you know them and what they do." I know an engineer, I know a CPA, I know whatever. You gear the invitation to that individual's background. He's a truck driver. Well, how would you like to make money while you're driving your truck? Instead of waiting for the delivery of your products, how would you like to make money as a truck driver with somebody else out there doing work that you've got involved and that person makes you $2,000 or $3,000 a month in addition to what you're making as a truck driver?
I can promise you the truck driver will say to you something like this, "How do you do that? Of course I'd be interested in that!" Then you hand them the cassette or the DVD or you arrange a three-way call with your up-line, or if you're strong enough, you do it. However, there's a problem with you doing it, because then they get intimidated by a powerful person who seems to be able to have all the answers.
I learned that the hard way. I know all the answers. I don't mean that to boast, but I'm pretty strong. And I found my people saying, "Jack, the reason you're successful is because of who you are. I could never be like you." That's why I started diverting to and relying on a system instead of a personality. People could be dependent on a system, not a personality.
Anybody can buy a McDonalds if they have the money and the system will make them a ton of money. McDonalds will insist that they use that system, because that's what makes them
money. They don't care what your personality is. They don't care about anything except this: do you have the money to buy the franchise and will you be obedient?
That's the same mindset with this industry. I don't care what your background is. I don't care what your personality is. I care about this: will you be obedient to the system that I'm going to introduce you to? If you will, you'll make money.
Warmly,
Jack M. Zufelt
"Mentor To Millions"
=====================================
Why do some networkers build huge downlines while others
struggle for years? Each has the same upline, tools,
products and compensation plan. Discover the secret to
their success - EVERYTHING is REVEALED in this Special
Report for you here...
thednaofmlmsuccess.com
==================================================
How to share this information with others...
Feel free to forward this newsletter *in its entirety*
to your friends, family or share this article with the
included resource box with your own newsletter list.
==================================================
