The 5 Most Dangerous Mistakes Network-Marketers Make

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2 The 5 Most Dangerous Mistakes Network-Marketers Make Hi, MJ Durkin here and in this report, I m going go over 5 major areas of Networking-Marketing, Direct Selling and the Party Plan industry where I tend to get a lot of questions from Networkers that are trying to increase their skills. Please take note that these are just a few of the issues, challenges and dangerous mistakes that I see and hear. There are many more but these are some of the major ones that you want to avoid: Lead Generation: Mistake # 1 Trying to present, qualify or determine interest from a prospect that you have just met in person. This mistake kind of blows my mind because I constantly hear questions about this from my new Coaching Members. Here s the question: MJ how do I talk with people about my business in person? I can get into great conversations with people but when I start to explain the business, ask if they are interested or try to book an appointment with them they start getting suspicious and start asking a lot of questions. They tend to ask one question after another and then I lose them and don t get their number. What am I doing wrong? Well the answer is: just about everything When you are trying to explain the business in person you are bleeding over from the invitation into the presentation. Doing incomplete presentations in a Starbucks or Walmart line is not a way to prospect and get people s cell numbers It is a way to start vomiting too much information on them and will scare them away. Trying to determine if someone is interested in your type of business by explaining it to them is very difficult in person. You are most surely going to get a lot of questions and when your prospect is

3 looking at you with suspicion and laser beaming you with their eyes it can get very uncomfortable you have nowhere to go So you get pummeled Some of you look like a prize-fighter backed into the corner taking punches: How does it work? or How do you get paid? Is it 1099 or do I get a W-2? or Is this like a multi-level thing? or Do I have to sell things? I don t like to sell things. Getting questions like this one after another can really shake your confidence and if you start to stammer or hesitate in your answers your prospect is going to balk at giving you their information. So, when you are meeting people in person you have to have a strategy. A strategy is a plan. A plan has a beginning and an end. It has a starting place and an ending place. Most of you have gotten fairly good at the beginning but not so good at the ending You have to know what you are driving for or where you are going when you are meeting new people. I m going to teach you something now that is very important. Don t miss this It s huge. Your strategy should only be to get their contact information and that s it Yes, you really only need their name and number and a promise and a vague one at that that you are going to reach out to them to talk to them about something important. That should be what you are driving for when you start an interaction with a prospect. The end game is to get their name and number So here are the dangerous mistakes: 1)Trying to explain what you do, how you do it and what the product or service is.

4 2)Trying to bond too much with them and trying to get them to like you too much. 3)Trying to peak their interest to see if they are interested in making more money, looking at new things or keeping their options open. STOP doing this stuff and get their contact information and walk away By the way as you start to delve into my material and study it you re going to learn a question that you MUST ask to get them to give you their contact information easily and on the first shot. And you re also going to learn the parting phrase that you must make when you are walking away that will change the entire dynamic of the interaction so that they become eager to receive your call in the next few days that they actually almost beg you to make sure that you will call them back this one is really powerful So, STOP trying to present, qualify or determine interest from a prospect that you meet in person. (PS: Meeting people in person is just 1 out of 25 separate lead generation methods you ll learn from me as you study my system and get Coaching from me) Closing: Mistake # 2 Asking, So, what do you think? or Do you have any questions? at the end of your presentation.

5 Closing, Asking for the business or Getting people to make decisions that are good for them is a huge subject and once you start to master the finer points of Closing you will literally be able to get 90% of the prospects that you meet to make a decision to take action or to go to the next step. One of the major mistakes that I see ALL the time are Networkers, Direct Sellers, Party Plan Reps or Multi-Tiered Commission Reps that ask at the end of a presentation, So, what do you think? You have to understand what Closing is all about in order to be a good closer and what I m about to teach you is huge Closing is about momentum. If you want to be a good closer and help people to make decisions that are good for them you ve got have more MOMENTUM going into the Close than they do People (prospects) NEED to get caught up in YOUR momentum They have to get kind of swept up in your belief, your confidence, your passion and your recommendation. And one of the fastest ways to absolutely KILL your momentum is to say, So what do think? at the end of the presentation because you just came to a screeching halt. You actually passed the ball of momentum right over to your prospect and gave them all the power in the interaction and you literally stopped yourself from moving smoothly into your close. STOP doing that Also, saying: So, do you have any questions? at the end of a presentation is an absolute deal killer and I hear Networkers doing it all the time I ve even seen it as a part of scripts that companies use to teach their distributors, reps and consultants on what to say during a presentation.

6 Now let me ask you a question: If you ve been giving your presentation, being positive, confident and passionate WHY on earth would you introduce the idea of questions to the prospect? For all you know your prospect is tracking right along with you and is getting ready to say Yes because they see, hear and feel your belief and they don t have any questions they are just ready to sign up And then you say, Do you have any questions? And then the prospect thinks, Well, I didn t have any questions, this looks pretty good but maybe I m supposed to have questions since they are asking me if I have questions so let me get back to you with some questions. Are you kidding me? Don t say silly things that will stop your momentum Closing is all about momentum. Let them get caught up in your momentum and let them stay there and then close them By the way, further on in my training you ll learn a 5 word phrase that you can pose as a question that will get a Yes response 80 to 90% of the time. Look for that training because it will turn you into a 90% closer. So, don t say, So, what do you think? or Do you have any questions? at the end of your presentations. Prospecting: Mistake # 3 Calling your warm-market prospects by yourself without your sponsor or a competent upline on the phone with you. The 3 way call or third party validation has been used for the last 25 years in Network-Marketing, Direct Selling and the Party

7 Plan industry. And it has been very effective when you can actually get a prospect to listen you but of course that s the issue isn t it? The fact is that making your first calls to the 25 or 30 people that you have the most influence with can be quite daunting. You think that it should be easy to call your family members, neighbors, work friends, college friends etc. and tell them that you are excited about an opportunity. It seems like it should be easy to ask people that know, like, trust and even love you to take a look at a video, come to a business launch at your house or come with you to a business presentation at a local hotel BUT IT S NOT Calling your warm-market is one of the toughest things you will ever have to do in Network-Marketing, Direct Selling or the Party Plan business. When you are calling people that you know directly it is easy for them to question you, blow you off or even attack your decision to join a Network-Marketing Company. In this case the old phrase familiarity breeds contempt is in full force here. Your family, friends and neighbors feel that they can be more direct in questioning you BECAUSE they know you. This is NOT helpful to you They will say things to you and ask things of you that they would never ask a stranger. And that s the secret Because when you have your sponsor or competent upline on the phone with you THEY can ask for things that you cannot. They can actually pressure your prospect in a way that you could never do. They can ask for favors for YOU and THEY can avoid answering a lot of questions and giving a lot of information BECAUSE they DON T know them very well. I m going to teach you something very important right now so please don t miss this: You have access but your sponsor or

8 third-party has credibility. Let me say I again: You have access but your sponsor has credibility. This is very important because it means that you have a great list of contacts that will pick up the phone when they see you are calling or they will return the call because YOU are calling. That s awesome But the really good news is that if you have your sponsor supporting you on the call they can use their confidence, their belief and their expertise to get your prospect to view a full presentation and that s what needs to happen for you to sponsor your first 3 to 5 directs This is very valuable for you to understand for yourself and also for anyone that you bring onto your team. Don t let them make calls by themselves either Don t call your warm-market prospects by yourself without your sponsor or competent upline on the phone with you. Sponsoring, Recruiting or Enrolling: Mistake # 4 Failing to physically sit down with your new teammate (in person or on the phone) and help them to make their list of the top 25 people they have the most influence with. This is such a simple one that you might miss it But this simple step gets missed a lot because sponsors assume that their people will do it but they DON T. Let me ask you a question: If you send 10 teammates home to make a List of names by themselves how many will actually make it? Now before you answer let me tell you that I have asked thousands of Networkers this question live in hundreds of

9 presentations and let me tell you what they ALWAYS say, Maybe 1 but that s it Would you agree? I thought so. That means that only 1 out of 10 people that you sponsor have a chance of succeeding because if they don t have a written List of names THEY DON T have a business That s a great one liner, a sad one, but a great one: No List, No business One of my Coaching Members is a very successful leader in her company. She probably makes $20,000 a month she s no slouch at Network-Marketing wouldn t you agree? Here s what she said to me, MJ since I ve joined your Coaching Program and started using your 3 way calling system one of the biggest changes we have made on our teams is taking this idea of physically sitting down with our new people or our re-launching people and helping them make their List. I ve been doing this fairly successfully for over 11 years but I never really how many teammates we were losing and how many warm-market prospects we were never getting to because really large, robust Lists were not being made When I started your training I was shocked to find out that you were right Nine out of ten of our new people were NOT making good, large Lists with EVERYBODY that they knew and that s why our business launches were so poorly attended It was because our new teammates weren t making big Lists. They were only inviting a few people. Now that we focus on making the List with our new people, that we take the time to do it, our business launches are filled with prospects and our volume has doubled That s huge for us. Thank You. L.H., Baltimore, MD. I highly recommend that you INSIST that EVERY new person that you enroll, sponsor or recruit sits down with you for a getting

10 started right appointment and that you help them make their List. Don t fail to physically sit down with your new teammates (in person or on the phone) and help them make a List of the top 25 people they have the most influence with. Confidence: Mistake # 5 Believing what your prospects say about the industry, your company or you When you are calling your first 25 to 50 prospects you have to remember that you have already made a couple of decisions before you call them. You ve already decided that you have signed up with a company that you like that has great products or services and that you believe in them You have also decided that the Network-Marketing, Direct Selling or the Party Plan industry is a large, viable and profitable market place. You ve seen people making great part-time income and also huge full time incomes. It s real and you re excited that it can be a part of your future. You ve also decided that YOU can succeed in this business. You ve got great products or services, you ve got great support and you ve got leaders or a support team that is dedicated to your success and that THEY want you to win because if YOU win THEY win You ve made some choices and I d like to congratulate you they are darn good ones So, when you are prospecting, contacting, calling your warmmarket and talking to people about your business you have to remember that you are not taking a survey. You re not trying to find out if you ve made some good decisions you ve already made them. This is not to test the water to see if people that

11 you know are interested. This is not the time to ask people if they like or believe in Network-Marketing or think the industry is a viable one. That s already been decided by YOU And you are also not calling to see if your friends, family members and neighbors think you can do this. You have to know in your heart of hearts that you ve decided to do it and that you are going to do it. This is where CONFIDENCE comes in. This is where you are going to have to be solid in your decisions and choices because I m going to tell you right now that SOME PEOPLE ARE GOING TO TRY TO SHAKE YOU AND TELL YOU THAT YOU CAN T DO THIS Yes, they are going to tell you things like: That kind of business doesn t work around here in. That company has already been through here and it didn t catch on. Your uncle (aunt) tried that business years ago and it didn t work for them. You aren t a Salesperson. I don t think you d be good at talking to people. Those kinds of businesses are scams. They re illegal pyramids. I don t think that this kind of business would be good for you. What do you know about how to succeed in business? I hope you don t lose a lot of money like some friends of mine did. Your cousin was in something like that and they couldn t make it work and they were good at sales. You don t have

12 experience and you re not good at sales. If they couldn t do it why do you think you can? Pretty brutal right? That s why you need to have absolute belief in yourself You may not have enough of a track record with your business yet to be confident to refute a lot of that garbage but you better hold on to what Norman Vincent Peale said in the first line of his famous book, Believe in yourself Without a humble but reasonable confidence in your own abilities you cannot be successful or happy A big part of what we do at MJ Durkin Seminars with our training and our Coaching Program is that we help you to believe in yourself. Because, without belief in yourself you can t execute any of these great techniques that I m teaching you now and avoiding these mistakes won t make that much of a difference. That s why you ve got start working on strengthening yourself right way and getting very solid in what I call your innergame. Because once your inner game is solid and strong you ll be able to handle negative comments and you won t quit the minute someone says, You won t be able to make this work. You also have to understand and accept that people saying No to you is part of the game in the business you have chosen to build. Some people are not going to like that you are reaching out to them. Some may be negative. Some of them will try to steal your dream. But you have to deal with the fact that rejection comes along as a standard part of building a business like this. That s why I teach you in my trainings and my Coaching program how to handle rejection in a very positive way. Actually I ll show you how to change your story so that you start

13 attracting ALL kinds of people that ARE interested in a better life and your business Start building yourself into a person of Character who can handle someone trying to knock them off their game and not be affected by it Don t believe what your prospects say about your company, the industry or you