"Your income is the average of the incomes of the
ten people you most closely associate with."
So said John Milton Fogg at the Randy Gage MLM Bootcarnp I attended on the Big Island of Hawaii in October, 1995. It is the single most important lesson I've learned as a student of Network Marketing.
Of course, we all know that the people we associate with have some kind of influence on our results in life, good or bad, but what some people don't know is that we have a choice and a responsibility. It is up to us to be gatekeepers and to insure that we allow only the positive influence into our lives.
The people that you associate with can influence your results
in the following ways:
1.) Positive people can move you forward in the direction of your goals. The momentum that can be created in your organization through the synergy of a powerful alliance of success-oriented individuals can mean the difference between slow growth and massive growth.
2.) Apathetic people can keep you stuck at the status quo. When you associate with people who have no vision or goals in life, you begin to lose your own vision. You don't really need to leave that stress-inducing job, do you? It's okay to plod through life. (Same old, same old!)
3.) Negative people can move you backward into self-doubt and failure. People with a poor mental attitude can act as a cancer in our lives. They are not happy unless they're miserable and they are happier if you are miserable with them.
So why is it important to "recruit up" and how can you master this important key to success in Network Marketing? Very simply, success breeds success. It is planned - it's never an accident. It's why I say that it is an absolute necessity for you to recruit people who are "better at the game" than you are. Not only will it grow your organization, it will grow you.
To "Recruit up" means to sponsor individuals who have already been successful in business or allied fields. These people already have a winner's mentality. They are not content trading time for dollars because they are accustomed to designing a life.
Read the bio's of all the double diamonds, ruby platinums and triple star fleet admirals in your company newsletter and you'll see that a large percentage were highly successful in real estate, law, medicine, were highly visible members of the clergy or were business owners. They were extremely committed and overworked.
In many cases, they dropped everything and plunged ahead with radical zeal when they saw the opportunity for residual income in Network Marketing. They brought other high achievers with them. A mistake that many novice Networkers make is to recruit someone who is in need of a job, or what I call journey Of The Broke.
Many people who are looking for a J.O.B. need a job with a salary, not a commission-only, investment-required business. We're all for charity and helping others , but someone with a poverty consciousness and security-driven mentality will only pull you down and keep your focus on limitations - instead of possibilities. Do you see why your income is the average of the incomes of the ten people you most closely associate with?
Choose your inner circle wisely. Once you succeed you'll have plenty to share with those less fortunate than yourself. This is not to say that people who have come upon temporary (as long as they see it as temporary) hard times wouldn't be successful candidates for your Network Marketing program. The key is in their attitude, desire and passion to break loose of the chains holding them back.
Someone recently downsized out of a job might be the next superstar in your organization, but if a person has a generational history of no desire, dreams or vision - your Network Marketing program is not the place to save him/her.
Top performers in all fields have a passion for what they do. Have you heard the story about the young man who sought to learn about life from an accomplished master? Applied to Network Marketing, it goes something like this. . . . The student went to the river one day to seek out his master. The master asked his new pupil, "What is it that you seek to know?" "I want to become a power player in Network Marketing," he replied. At that point the master dunked his pupil's head in the river and held it down for what seemed to be an eternity.
When the young man finally arose, gasping he screamed, "Why did you do that?" The master laughed and said, "When you truly want to succeed in Network Marketing as much as you wanted to breathe a few moments ago, you'll become massively successful in our industry." When you want success badly enough, you'll guard who you allow into your inner circle. If you were to hang out with ten people who each earned $25,000 per year working for someone else, how qualified would any of them be to tell you how to earn $1,000,000 per year or more?
The answer is obvious: none of them is qualified. They have never produced the result that you wish to model. Either you take your friends with you in your quest for financial freedom, or you make new friends who are already financially free or on their way to becoming financially free.
Successful players in Network Marketing form powerful
alliances with other winners for two reasons:
1.) Power Teams create massive income streams due to momentum and turnkey duplication.
2.)Healthy Competition encourages each player to stretch beyond self-imposed limitations.
What are some practical action steps that you can take to
recruit high achievers into your Network Marketing business
1.)Get a business name.
You'll do much better approaching successful business people if your business has a high-powered name. If it's discount long distance service that you're selling consider "Communication Cost Control Consultants." If your Network Marketing company sells nutritional products consider "Cutting Edge Nutraceuticals" or "Herbal Health Consultants." Your business name should not include your Network Marketing company name. A good business name makes a far better impression than "Hi, I'm John Doe,distributor of XYZ products." It's much better - and totally honest - to say that you're a cost control consultant or a nutraceutical rep.
It's a simple process to register your business name as a d.b.a. at your county clerk's office. You may prefer to incorporate, but it's more expensive.
2.) Get professional business cards and stationary.
Never hand out information packs consisting of bad copies of bad copies!
3.) Define what you mean by "winner."
What characteristics would identify someone as successful? Would their ideals match your values? Know who you're looking for or they could walk right up to you and you wouldn't know it.
4.) Be the person you wish to attract.
It is a funny thing about life - we attract to ourselves what we are. Successful people come into our lives once we begin to see ourselves as successful.
5.) Make your warm list.
Go through your warm list and find friends, friends of friends, friends of relatives, etc. who are high achievers. Get personal referrals for people who fit your success profile so that you can say "So-and-so suggested that I contact you. . . ."
6.) Make your cold List.
Get a list of every person in the most expensive neighborhoods in your area. Send each one a post card every month offering a free cassette or video about your product or opportunity. Repeat mailings are a must! The ones who respond are your hot prospects. Approach them as one professional to another. Send a neat, concise pre-approach pack and follow up by phone within 48 hours of the time that they receive it. If your products are related to health and nutrition use the same strategy to approach medical doctors, chiropractors and nutritionists. This method has greatly increased my retail volume.
7.) Be visible in the market that you wish to influence.
People will join you only if they know, like and trust you. Mix with the well-to-do at a variety of civic functions. Attend Chamber of Commerce meetings, join business associations, serve in an advisory position for your local junior achievement group, become a patron of the arts and attend functions hosted by local political party organizations. You'll not only make new friends, you'll find many people ideally suited to branch out into the product distribution revolution- Network Marketing!
8.) Target the people you want in your organi- zation.
Assign numbers to each lead,"one" being the most desirable and so on. Make a list of selection criteria. List reasons why they would be successful in your Network Marketing company.
9.) Plan your approach strategy.
How will the individuals that you've targeted benefit from a relationship with you and your Network Marketing company? If you can't think of any benefits, they certainly won't either. It's important that you identify what's in it for them. Most people are tuned into radio station WIFM (What's In It For Me?) and will join your organization if the answer to this question is clear. Listing the advantages of residual income and the benefits of using your exclusive products would be a good place to start.
10.) Follow through.
Be persistent. Ask until you obtain the result that you want. It may not come from every person that you've targeted, but this "ask until" rule will increase your chances of attracting some of them.
11.) Don't be intimidated.
You're a professional offering a business opportunity that's the wave of the future, and you're offering products that are, in many cases, years ahead of anything offered through traditional distribution channels. Don't be afraid to approach your "chicken" list - outstanding people who are already achieving successful results in their lives. An association with this type of person will elevate your own level of thinking and increase the number of successful results that you produce. Don't worry if they're already working long hours. Remember: If you want to get something done, ask a busy person. You'll be amazed at how much time busy people find to build a Network!
The key is discernment. Don't prejudge anyone, but use common sense. Your business is a major investment of time and resources. Let no one side-track you from your vision of success. This is absolutely essential! Keep it constantly in front of you and keep company with other people who have a similar vision.
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Dedicated to your success,
Praveen Kumar
Online business and lifestyle coach
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