“Look here for answers to some common questions!”
Hi Dana,
First step in motivation is the "why"...
Humans Being More (Silver) Training
is great for helping in this, whether the person is interested in N_ _
_ _ _ or not! Part of the why may be a person's personal
product
experience. Part may be their desire for a meaningful business. But
their why is not your why. They probably don't share you're conviction
about the importance for the career/demo kit and to push this could
harm a thriving future relationship. Now that doesn't mean we don't
present this option.. it's more a matter of being in
tune with
where the person is at = listening!
We don't want to tell you what "you should do" but we can share our
experience and have you draw from it what suits you. Trish's focus has
always been product oriented. Mostly her new people would buy personal
use product first (could be only a pair of
magsteps, could
be backflex, could be sleep system).
The way Trish has built her business is when she sponsors new person
one of the first things she would do with new distributor would be to
ask who the new person knew that Trish and the new distributor
could go see.. maybe they have a product need, or might be a good
"prospect" for business, or maybe just someone they like. She would go
with the person to visit their acquaintances... to do the first 3 to 10
"in home demos" or in home wellness preview with groups of people... to
do "abc/21
club type activity". If the new person had enough
of a why
to buy product initially then it would be the new person's product
being
used for these abc's. Some didn't have the $ or commitment and would
use
our product, but that would only last for week or so...
and for
some, as they experience how there is a need for more product, then they
ask "Help me figure what product I need"!
(if they don't
ask, oh well - they're not ready for more at this point, but
now we
have a group of new people, new leads we can work with). We
favor
having
the person come to enough understanding (mental or physical) through
product experience, wp's, meetings, tapes, going to abc's with them and
phone too so that they decide for themselves without any pushing...
that is essentially what they call "the process".. feeding the
understanding... they feel
good, we feel good!!
We also tell them our experience.. Trish started out buying
personal use product... loved it soo much she wanted to share, so she
bought more product over a period of 3-4 months, etc... it really
doesn't
have to happen all up front, although some do prefer to do so. This abc
training with new people is what the company promotes.. it is simple,
duplicable, and natural (we want to share good things w/people we
know)..
of course it is simple not
to
do too.
After we do this initial activity with our new
front line
people they know how to do the same for their new people
and
they repeat the process and now we are "out of the loop" in a sense. Of
course this duplication breaks down for various reasons and that is
where we keep in touch w/people who ask (such as you here and now)...
and that is where organized "distributor trainings" can come in to help
pick up the pieces...
See also FAQ #8
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2. Question What are your thoughts on expensive self improvement seminars?
Self improvement is a huge part of successful business for
most of
us! Self improvement can be a major side effect of our business that by
itself can make it all worth while! As Jim Rohn says "The most
important question to ask on the job is not "What am I getting?". The
most important question to ask is "What am I becoming?".
Trish's
tapes point out how listening to tapes and reading books is a big part
of her growth and success. What is the main factor involved in self
improvement? We think the main factor is the discipline of doing
something about it on a consistent basis... the consciousness, the
awareness. Humans Being More (Silver) training is a terrific way to get
us started on this
path and one training we definitely recommend. Beyond that it could be
a $30 set of tapes that we listen to for
the next year... or a $15 book that serves us well for the next
year(s)... some people wish to spend more $ on special trainings,
etc... but the point is that no outside factor -
no matter how much we spend or who we're connected to- can make it
happen for us. Yes this is an investment,
but realize
that the size of the investment is not the critical factor... the
desire and discipline is... and no one can make that happen for us!
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3. Question Someone was talking about mass emailing for our business?
Not allowed by Nikken policies and besides who likes spam?4. Question What are six result-oriented activities you are involved in every day that would improve anyone's business?
#1 is being "excited"... we need to have a passi on for what we are doing to help us get along. A results oriented way of doing this is affirming our product and our company with people... share our story and our experience with people and that is both results oriented and affirming for us.!
#2 is talk with people and share and give out info/tape... followup, followup!
#3 is same as #2... #4 is too, etc... By sharing/talking Trish did it any way she could... whether brief demo in a store, "in home demo" at office or at home or at wellness preview and
#6 action oriented step is doing the same with our
downline-
the ABC process
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5 1/2Question: Evaluating MLM's
We were never in a networking company prior to N _ _ _ _ _
so we
are learning about this all as we go too. What this boils down to is
"What is best for me? and What am I most excited about?"
-What is best for me?
Before investing your
time, money, energy and emotion into a new network marketing program,
do your homework! Find out all you can about the company, the product,
the compensation plan, and the owners - and pay particular attention to
where they have been and what they accomplished in the past! A company
President who has been a leader in a failed program before, is likely
to fail again. Don't allow him or her to "take you to the bank" on the
way to their next confrontation with the Attorney General or the FTC.
Do you want to know if the company is likely to have trouble with AG or
FTC? Read about "
illegal
pyramid ", then click return on browser to get back here.
Be
more than suspicious about companies that boast "the highest payout" if
it's above 60%... either there is deception or, based on past history,
the company will not last or will have to drop the payout once people
are "hooked".
-As far as excitement, this is
a key to success in any
life work! But let our excitement be grounded in reality, not
hype
. Does the company promote/allow exaggerated product
or income claims? This really connects with "best for me" part above
because if the exitement is based in hype it's likely the company won't
last very long (if they get big enough to draw regulatory attention)...
we've seen three or four come and go in the past few years. Ask
yourself "Do I want to invest time & energy and my good name
into
something like this?? Can I honestly promote this and feel good about
it??"
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6.Questions 1. Top tapes for "prospecting"? 2. Favorite brochures/ phamplets for prospecting Any other tools for prospecting? 3. Favorite books 4. training/launching new distributor 5.favorites for followup and motivation?
We say... "we suggest you get various tapes and
see which ones
touch you the most and use what touches
you the most.
Most tapes are from Corporate or Blue
Ribbon
, Team
Tools , Success
Express , Focus
on Growth, Jerry's
Tools- audios cost
~ $0.75 - 1.50+ each:
Plus some excellent web
presentations
have been done by corporate. Go to Info on Demand section of
myOffice and select Product Web Sites
"Here are some of what Trish (we) likes the
most:" updated 4/27/04
1. Intro Audios (for those checking us
out): I list some
vendors but available thru multiple sources
3. Followup materials: this is highly individualized depending on prospect... we have a variety on hand and choose the one that fits the person... besides it's good for distributor to listen to a variety of tapes to learn and grow... here are examples of what we have on hand:
Tapes: Trish sends out tapes and books to our leaders periodically, when we hear ones we like... some examples, Jim Rohn (especially his new network marketing tape... highly recommended!!) & Richard Brookes, AO Williams, Earl Nightengale generic tapes (these come from various sources including upline magazine). N _ _ _ _ _ Ind Dist tapes: Heart & Soul, Discover your why, Lead with your heart (Trish), Push (Stoltzfus), and an excellent tape Success with InHomes by Brody Craney..
Books: Heart to Heart (DeGarmo), Being the Best you can be in MLM(John Kalench), Listening for Success(Shapiro), The American Dream (Hedges), the Next Trillion (Paul Zane Pilzer
Conference calls: Most Golds/Plat's/Dia's have a weekly conference call for their group... check upline to find it! Also, feel free to listen to Trish's conference call -free- on the internet go to http://www.livwell.net/realaudio.html
5. Training/"launch":
In brief, we focus on training
using company standards (see faq#1 too)
, as shown in
the basic training manual that comes with business kit- to put the
focus on activity and learning at the basic, most
duplicable
level - where we (the sponsor) are out
there showing our
new distributors "how to" while we are actually seeing people (doing
it) with them -presenting the product, presenting the
business
alongside - building business: for
their first 5-21 appointments:
The three basics: (see the first
FAQ too)
7. Question: Long distance... Any chance you have a distributor/ contact person in Grand Rapids,MI?? I have a prospect there and I thought it would be nicer if there were a contact person there.
We have downline (5 down) C K, near Grand Rapids
616-xxx-xxxx...
don't
really know her real well... but she should know what is going on
locally. This local contact person at minimum should
help
w/what's happening (trainings/meetings, etc) and can tell you/get you
in touch with presenter of meeting who can meet your person at wp, if
she isn't going to that one herself... some people will do more (i.e.
rollout or quick demo, but we
don't expect that) We always suggest signing people up first before
sending
them long distance... not that people are going to "steal" your
contacts but you never know - your contact might meet their old buddy
from high school or such... did you know that dist kits ($49) are
re-assignable... if someone signs up and decides it's not for them the
dist kit can be reassigned
to another person... I'm not sure of all the details, but long dist
person can sign up risk free plus get some detailed info from
the
dist kit.
Main thing we do w/long distance is connect them to the
locals
, in particular the wp's and then if they are somewhat serious, we make
it a point to get out there and do the first 5-10 appointments, or such
with them.... But first the wp's... find out who is doing the wp on a
certain night and your person can meet them... Then your person can
meet the local people and find contacts that are right for
them. To find out about local wp's go to our Calendars/Schedules/Flyers
section of this site and on left hand side are local area details.
8. Question I've talked to lots of people and no one wants to go "to the next step of the process with me"
Out of 100 people... maybe 1, maybe 5 will have a significant
need for the product (like Trish) and can be highly
motivated
just by that! Maybe another 1, maybe 5 will
be absolutely looking for a new
business opportunity and
can be highly motivated just
because of that!
But the other 90+ people will have a nice, but not "stunning" product
experience... or they may be "lukewarm" at best... That's most of us!
So either you keep going till you reach those few out of 100 (at the
right time and
place) or rephrase the question... How about "how can we cater to
everyone
- Not just the small % significant
product, or
significant business need people!!" How to cater
to
the 95% ( as well as the other 5%)?
What the "normal" people need is to be "fed" by your (the presenters)
enthusiasm; intrigued by the quick and effective demo of the product
(i.e. balance test); led by the short intro tape - to have enough of
a reason to leave the TV, or relaxation after a hard days work, or time
with family and go with you to the wellness preview or such.
Some
still won't go to the preview so we might ask them if we can come over
and do a short in home demo and then there may be enough interest to go
to the wellness preview and experience what this product and business
has
done for people.... In the end what appeals to this 95% is slow feeding
of information and excitement... This is called
followup!! It's the
realization that they are
better off with the product, over time...- then they may naturally
start thinking of who they know that may need this
product/business - this is the natural
way of realizing the
potential for this business . It's our job
to be good listeners... to be in touch enough with these people to
realize what they want and then repeat the process
with the
people they
know! When people inherently grasp the power of networking then they
get
more excited about the business... as opposed to someone trying to tell
them how great the business is... or they will observe the power of the
products themselves rather than someone trying to tell them that!
PS Once a person is interested enough to join us.. then there is work
needed to advance and motivation comes in again! See FAQ
#1 for discussion on this.
PPS Realize that we can't spend a lot of time on each of these
"lukewarm" 95%... most of the followup work described above are short,
quick things... a little bit here, a little bit there.
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9. Question I don't want to be a sales person.. or I have someone who says this.. how can I make a business happen?
Regardless of business or product perhaps the way to
describe
approach is to be friends. That is, whether meeting
person in
the store (3 foot), or cold call (which we personally don't use), or
old acquaintance - becoming friends is key (also makes the business
more fun). Listen for what the person needs. If product is the need
(regardless if person is business person or not) then we focus
on product. If $ or "belonging" or other related "pillar" is needed
then focus is on that. In either
case follow with secondary (business or product). How?.. there is no
set routine... maybe a cassette tape, or bring to WP, or tell our story
how Trish loved the product so much that she had to tell others and now
we have a multimillion, international business.
The point is that we don't want to lock in to any certain approach.
What we subscribe to is getting to know the person and helping to
provide what they need and follow up to make sure they get what they
need.
the way to avoid connotation of sales is not to hide it... just be
sincere (internally) that our intention is to provide
what the
person wants, not force sales . - Is this
duplicable? I think
perhaps most duplicable since it does not "force" people to be or act
according to
a certain script which may not feel comfortable for the current
situation - it is entirely duplicable to be friends and listen and try
to give what is needed... that of course doesn't mean we should not
become practiced
with a script... it is good to have a basis - a short concise paragraph
as to why we are doing what we are to draw from.
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10. Question
It is difficult
to explain what is going on over here. Mainly confusion reigns with all
the different 'methods'. Some have taken the position of 'my way or no
way'. I have chosen not to get involved with the crowd, not as a lone
ranger but I want to be a "flexible leader"... Ignorance on fire is
better than knowledge on ice... as long as there is good guidance. I
just want to get on with building my business and helping others do the
same.
Hugs V
Yes there are many trainings... here is something I just
wrote to
someone regarding another new "system" that is coming out... hopefully
this may help the confusion:
<<Our take on all these "systems" remains the same...
they are great tools if used as such...they can be useful for many
yet "turn offs" for many others - some people may thrive when a system
(or accountability) is required, some may quit ... so we
don't want to limit our people or our leaders by saying "if you are a
serious
leader you should be doing this" .... For those who do choose
to
use an established system that is terrific!... Yet, we try always to bring
the focus back to the basic items that almost everyone
can do who is the least bit interested in our company...
These are
so much part of N_ _ _ _ _ that it is easy to overlook.
1. Find our why (aka Humans Being More Silver
training-HBMST)...
everyone can
and should do HBM training - distributor, or not, as far as
I'm concerned
2. Share product/business with people - aka: 21 club type
activity
where we (sponsor or active upline) show our new people how to... while
actually doing it
3. ABC's where we connect new people with
experienced...
includes all these- 3way phone/audio cassette/in-home
demo/wellness
previews/expos/events...etc. and is really part of item 2
4. Followup, Followup, Followup!
The 15 step
Quick Start Quide
that comes with the Business kit is an excellent accompianment to these
four basic elements.
The first step- our why- really being the most important... if we have a strong enough why - we'll find out what we need to do!
To help avoid the confusion, it helps to
point out that all
those systems are extensions of basic philosophy... just tailored to
certain individuals styles... some more detailed,
some more
aggressive, etc... But can one of these advanced systems be "right" for
everyone? Trish would probably never have done this business if her
upline gave her a "system" packet and said "here... you must do this
to be successful...." rather, she "used" the basic N_ _ _ _ _
system (as above) - and learned what she needed from the "systems" that
were
out there at the time. >>
plus check out our
october newsletter where we wrote about systems... rather-
duplication I think was
the title.
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11. Question Dear Upline, > > I am sending all of you a copy of my business plan for accountability purposes. You have my permission to contact me any time throughout the next year to hold me accountable.
We perhaps have a different philosophy regarding
accountability than you hear on certain tapes, etc. Our vision is for
people, our
leaders, to be self accountable.
We're all independent
business owners and I for one enjoy the independence part of that!!
We realize that some people object to being held accountable, while
others
seek/desire/use accountability... those that wish to seek out
their peers for accountability, or perhaps mastermind group, have
various
ways of doing such (systems, action courses, books, etc)... do pick
people
that you enjoy working with! We've heard lot's of great things from
mastermind
type groups that help us keep on the path!
The best way for you to be accountable to us, in particular, is to call
us periodically with three ways or such and then we can discuss how
things are going in life and business as well as help you
directly=accountability in action! As we develop the desire to do the
persistent, consistent activity- when we want it ourselves,
what springs from
that is the self accountability and leadership. Check out the " 20
points a
day " from the newsletter section of this web site... a way
to help
self (or group) accountability. The Williams
web site has other ideas for accountability.
Best of wishes Thanks for thinking of us in this.
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12. Question What did you do for your business start?
We look at our first years and constancy
of talking
with/meeting new people is key. That's part of what
is so much
fun about this business.. we make loads of new friends!! Dennis
Williams describes it as “personal phone calls- to get people
to
meetings/expos, to share product excitement, to give help &
compliments”. Others promote a focus on 21 club type
activity.
I investigated Trish’s daytimer and
analyzed the activity from the first years - net result was a fairly
consistent
average 6 scheduled phone contacts/day (not cold calls, but ask for
appointments from the day’s contacts, followup, etc.),
product to two
people a week and scheduled product demo (in-home demo) every other
day. Plus she started a weekly
wellness preview...
started in home, moved to reception area, then to hotel when it could
be supported. This
was 20-40+ hours/wk worth. Some of us are quicker, others
slower...
Some are part time, others more full time. Consistent action,
at the pace that is right for us, is the key. Behind the
action is
the
why, the belief, the motivation. Check out " Are You
Excited
" link from home page... and yes, it was worth it! I've seen statistics
that surviving (most- 90%+, don't make it) small businesses take 4-5
years of hard hard work to just become profitable... for us, 1 1/2 yrs
hard work to profitable was great!.. what followed was really
nice!!! see also faq #1
for a good summary
of startup.
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13. Question There is almost total focus on the new water products here... to the point where other products are not displayed... I like the originals!???
I think it is a BIG mistake not to display our other
WONDER-FUL
mag and FIR!!! Like you say, I too caught the passion for our company
because of the life changing products. I was just talking with Dave
Johnson the other night and I told him that I really LIKE the water, it
is wonderful, I definitely feel the difference; however, I'm still in
LOVE with the original lines and I was a little confused because I hear
so much about leading with the water nowadays, but that's not where my
passion lies,
and I was afraid that the water could almost become a diversion
.
Dave told me to always continue to follow what I felt best about... I
felt
so relieved, yes , I will continue to build my business the way I
always
have . I will continue to lead with the products I LOVE!!!! Will I talk
about water? ABSOLUTELY!! Will I lead with it or make it my sole focus?
ABSOLUTELY NOT!!! We are about balance, balance,balance! and about
going
with our passion - with the product that we love while keeping the
others
up front for those that may have a different focus.
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15. Question I hear about 90 day pushes to advance rank... do you work with this kind of thing?
Well, one of the best answers in business is "it
depends"...
It depends on where the person is situated currently... it depends on
what the person expects once the rank is achieved. Why does it depend?
Well, we advanced rank relatively slow compared to some others (9
months
silver, 1 1/2 gold etc) but each time we advanced we got a 5-20% raise!
We had enough of an organization building to warrent the rank advance.
So in general we'd advise a push for people who'd get a decent raise,
if no raise -then it would likely be more appropriate to solidify/build
an existing group. But push or no push- consistent, persistent action
is
needed to make something happen. Look at our Jan
2000
newsletter for data analysis of our business for the year...
it
reinforces
the idea of what network marketing is all about - a lot of
people
doing a little (resulting in improved health &
wellness!), plus a few doing a
lot.
Actually, what we'd like to emphasize, rather than
rank advance,
is building an organization (and rank flows
naturally from
that). How about a 90 day push to double your
organization from 100 somewhat active (people
actually doing
volume... average ~$300 pgv) people to 200 somewhat active people. This
could equate to a strong silver going gold. This likely would require
some
new front line activity, but mixed with working in depth... maybe 50-50
depending on circumstances. Plus now see
Building an
Organization Presentation .
16. Question Hi Trish and Bob, I would like to hear how you go about loaning products to people. There are so many different versions.One of them is:" Never loan a product before you have taken this prospect to a wellness preview." I for myself lead with the product. How do you do this? Thanks, Truus.
The answer is- it depends (again)... Some people are
successful
without loaning any product
(they are likely good sales
people/great credibility... you may use new $ back option on sleep
systems too!). These are experiential products and
although some experience can be had during brief demo longer term
experience may be called for .
Loaning was key to
building our business. As far as how to loan... Trish did "what it
took"... The goal may well be to have the person at the wp
before
loaning.. but if she met someone on an airplane that had need
for a
backflex, she'd have it on their back in ten minutes to take home with
them. We've mailed product cross country to people who had need, never
been to a wp and had success. Some would have an in-home demo and leave
product with them afterwards. Some would come to the wp and get the
product there = whatever works best for the situation is best
we
think. Flexibility to flow with the current
situation is the key! If it is absolute- No loaning
or
only after wp... then this excludes many people
= not
duplicable for the general population!
Is this confusing? is this not duplicable since it's not
consistent? Not if taken in the right light.... "going with
the
flow or listening to the current situation" is 100% duplicable, even
as it changes
from situation to situation, because any body can do it
(listen)
and listening supports the current situation 100%. The trick is in
listening...
something we have to grow in every day. Check out Steve Shapiro's book
"Listening for Success " available from many places.
Best Regards,
Bob
17. Question
Two similar ?'s:
-All I need to do is a 3-way call and I will have completed
the "process".
-My upline says I need to do three way calls... when is the
best time to do a 3way?
That is exciting!... One recommendation is to be aware of your feelings and intuitions... do what seems natural for you!! We are not following the "process", just to do the "process" but it is a guide to help us develop a relationship. At the end, don't think of it necessarily as closure... it's the start of a great relationship. We don't do the 3way just for the sake of completing the process but we do it because the person may have questions or they may want to talk with someone with similar condition or excitement!
I couldn't say any exact time 3ways are more effective because it really depends on what's going on with the person...
We wouldn't want the lack of a 3way
person to limit our
followup... if we can't find a 3way person then
perhaps it's
best to continue to develop the relationship ourselves rather than put
it off. Remember - 3ways are important tools... but tools
they
are and we do best to not
be limited by them!
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18. Question How to work with professionals... Is it possible to ask for testimonials via email from the group at large regarding burns and orthopedic successes..?. thanks Liz
I really don't want to put out message via email... in end
there
will
be some anecdotal stories like I sent you, but I think most
professionals/doctors may be "turned off" by us submitting "hear say"
stories... and you
could be worse off than otherwise. I think they want to hear either
test studies (official ) or your personal story
(intriguing)...
your developing a friendship of trust with them is perhaps most
important.
N_ _ _ _ _ has done a good job for us... I went to 5pillars
and into mag. research and went to edit/ find in page
(netscape
navigator menu command) and did a search for bone... here is some that
came up (there are many more)
14. C.A. Bassett, et al., "Treatment of Therapeutically Resistant Non-unions with Bone Grafts and Pulsing Electromagnetic Fields," Journal of Bone Joint Surg, 64(8), October 1982, p. 1214-1220. etc...
Don't presume that pulsed electromag fields are lead in to
our
products... absolutely not. All this does is raise curiosity.
In
the end professionals need to be enticed / intrigued by the current
info, and by you, enough to say "hum, maybe there is something here
that can be beneficial... let's try it"...
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19. Question When someone ask you "What do you do for a living" what do you say? I think I want to say something that will create another question from them, but I would really appreiciate your ideas.
Our advice is to say briefly (one minute or less) what
you feel most passionate about...
Trish may
say something
like
"I sell magnets..." and go into 15-20 second description of how the
products
have helped her. At another time she may feel most excited
about
another
aspect.. such as "I have a really great home based business where I get
to help people all over the world feel better and work with really
great
people!" Others may need more structure and have a set
statement.. but the point is to have something you feel most passionate
about!
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20. Question How do you use affirmations? Are they really important?
Affirmations can be vital. Trish would say out loud her
affirmations in morning/nite and times in between. This was vital in
bringing focus to what her activity would be during the day. There is
no magic here... what we focus on we can achieve. The object of our
attention is what we strive for.
That said, affirmations can be not so positive for others... if they
are used to "avoid action"
"Affirmation without discipline is the beginning of delusion." Jim Rohn
If we just dream and do not have the discipline of action
then we
will have only the dream.
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21. Question-
Prices too high!
22. Question
I sort of dread these
types of
situations, but... After 15 minutes or so, she was very jittery and
uncomfortable and took the wrap off
This is one of my favorite things to anwer... as we become
more
comfortable acting as wellness consultant this is "easy"- Two
things to do.