the starting line

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The

Critical Steps

to build a

Strong

Network

Marketing

Business right

from the

Starting Line

START.

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TABLE OF CONTENTS

TITLE PAGE

IMPORTANT INFORMATION TO HAVE ON HAND 3

ELEMENTS THAT ARE UNNECESSARY TO SUCCEED 6 IN NETWORK MARKETING

ELEMENTS THAT ARE NECESSARY TO SUCCEED 9

IN NETWORK MARKETING

FIRST STEPS 11

CALL TO ACTION 16

GETTING STARTED TRAINING CHECKLISTS 20

MEMORY JOGGER/LIST DEVELOPER 40

BLANK LIST PAGES 47

MLM RECRUITING SCRIPTS 87

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IMPORTANT INFORMATION

TO HAVE ON HAND

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CRITICAL INFORMATION

Property of:

___________________________________________________________________

My Account Number:

___________________________________________________________

Website URL(s):

_____________________________________________________________

_____________________________________________________________

_____________________________________________________________

Sponsor’s Name:____________________________Phone #:__________________

Address:___________________________________Fax #:____________________

City:___________________________ State:__________ Zip: _________________

Company Product Order Line: __________________________________________

Customer Service Line:________________________________________________

Customer Service Info: ________________________________________________

___________________________________________________________________

Corporate Headquarters Address: _______________________________________

_________________________________________

City: _________________________________State:________Zip:______________

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CONGRATULATIONS! By choosing network marketing, either as a supplemental business, or a new career, you have shown

great courage to groom yourself as a leader. Your decision may have been based upon being dissatisfied

with mediocrity and the status quo… or someone who just knew that there was a better way. No matter

how you came to the conclusion that network marketing was for you, Kudos goes to you.

Congratulations and welcome. You’ve just discovered and joined an industry with over 14 million

distributors around the world who earn approximately $70- $80 Billion dollars this year. Over a decade

it was predicted that network marketing would emerge as the new paradigm of person and business

development. And true to the prediction it has. Network Marketing has created more millionaires than

any other industry. So with all of that being said, I want to get you started in the easiest, most effective

manner possible in order for you to avoid some of the common pitfalls through your journey. I want to

help you discover those tips, trends, and strategies that will accelerate you to success in your network

marketing business.

This “Starting Line” training ideally should be completed with your sponsor. By completing it with your

sponsor it will help your sponsor understand what you hope to achieve in your business, provide you

with the chance to develop a close working relationship, as well as help your sponsor devise a plan to

get you to your goal.

If I could give you advice on one thing, that would be to take your business seriously. Just because you

have not invested hundreds of thousands of dollars into your business it DOES NOT mean that you

cannot earn an income greater than that of many business owners in this country. If you operate and

run your business like a hobby—you will receive a hobby income. If you operate and run your business

like a big business you will earn a big business income.

NOTE: DO NOT TALK TO ANYONE UNTIL YOU HAVE YOUR FIRST 24-48 INITIAL TRAINING CALL.

The time for prospecting will come soon. Know that your sponsor is committed to helping you with your

first presentations in order for you to assist those that you introduce to the business. Just like any

business, you need to be trained – the same goes for Network Marketing. Before hitting the ground

running get vested in being trained. If you do not have a sponsor who has made that a priority, you

make it a priority because your success and your business’ success are on the line. It is vitally important

for you to find out and learn who does training, when it is available, etc. All MLM’s have systems just

like any other business. LEARN THE SYSTEM. However, if you have individuals that you would like to

show a presentation, jot those names and numbers down starting on page 48.

Many individuals have preconceived notions as to what is necessary to own a successful network

marketing business. However, the blessing about Network Marketing is there are many individuals who

do not possess any of the five following elements, yet they are running multi-million dollar businesses.

Here are the 5 (five) elements that you DO NOT need to be successful in Network marketing…

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ELEMENTS THAT ARE

UNNECESSARY TO SUCCEED


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YOU DO NOT NEED 1. CREDENTIALS OR DEGREES

Thousands of people have been successful in Network marketing without the benefit of a

higher education. Although I am almost finished with completing my Doctoral Degree, my

level of education has not given me an advantage of success that many may believe. Upon

completing my degree I will be in a small percentage of individuals who possess a terminal

degree yet I have been unable to locate a traditional job because of it. Just because you

have a degree it does not guarantee success. However, I have found that since Network

Marketing is unlike traditional businesses it does not look for those things that traditional

businesses look for because your success is based upon your own work habits and efforts. It

is not only possible but very common to build a large successful organization without the

credentials and degrees. However, because those criteria are not required and your level of

success is based upon your efforts, you must be dedicated, disciplined and determined to

become educated in this industry which does impact and affect your level of success. In

network marketing if you are educated it is a wonderful thing because you have the

established habits of a learner and understand the importance of information, and if you are

not educated then you just need to train yourself to become a siphon for information and

develop the habits of a learner. Although credentials or degrees are not necessary nor are

they required to have success in Network Marketing becoming an expert in your field is

vitally important and anyone can do that degreed or not.

2. APPROVAL Many times we stand in the shadows because we want approval from our peers, family, etc.

But the fortunate thing in Network Marketing is that you do not need anyone’s approval of

you to become a success. It may be tough not having it especially when it is someone close

to you such as a spouse, sibling, parent, etc. More common than not the disapproval is

given, but through the thousands of individuals who have built, are building, and will build a

successful Network Marketing business, some have built gigantic businesses without even

the help of a spouse, sibling, parent, friend. What I have found is once you are experiencing

success those disapprovals quickly turn into approval and support.

One of the hardest realities of business to face is that not everyone is ready for success, or is

as enlightened as you. Do not be surprised if some of your closest friends and family

members ridicule you, not join your organization and/or even give you a little bit of their

time to listen to a presentation. You may experience those same individuals questioning

your sanity, asking questions like “why would someone with a real job mess around with

one of those multi-level deals”, or all of the above. You may find those same individuals

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regale you with horror stories of people who “got a horrible rash just drinking that stuff,” or

have “a garage full of that stuff that they cannot get rid of.” It is best to give these “well-

meaning” souls a wry smile, thank them for their time and run as far away as possible.

3. FRIENDS AND FAMILY IN YOUR NETWORK

Friends and family are wonderful to have in your group if it is possible because they give a

level of support like none other when they are 100% onboard and vested. I know families

with three generations in their network marketing business and it is a beautiful thing to

behold. On the other hand the hardest presentations you may ever give might be to a

family member or a great friend. It goes without saying sometimes you just can’t be a

prophet in your own hometown. The good thing about direct selling is it is full of individuals

who have built networks in the thousands without ever having a single member of their

family, or any friends in their group.

4. CHEAP ADVICE

Oftentimes a new distributor will get involved with network marketing and get all kinds of

well-meaning advice from friends who have NEVER built a network marketing business. If

you want to know how to fly airplanes, you must get advice from an expert pilot. If you

want to know how to build a house, you might want to ask a contractor. If you want to

build a network marketing business, look to your sponsorship line and locate someone who

is building a large network or who has already built one. Those are the individuals to seek

out advice for your network marketing business.

5. PERFECTION

The perfect company, product line, or compensation plan has not been invented yet. There

is no such thing as the perfect anything because like everything in nature, it must evolve.

Your job is to look at the entire picture— and if the pluses outweigh the minuses – get

started. If you sit around waiting for perfection –

You will wait forever.

Now I urge you not to make the mistake that Novices make which is to think that before

they can start running their businesses they have to know every minute detail of every area

of their business. The best thing to do is to learn as you earn. Of course you need to know

the basics but in learning you will understand that learning is a journey not a destination.

Simply put you will continue to learn new things all the time you will never get to the point

that you know everything.

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ELEMENTS THAT ARE

NECESSARY TO SUCCEED


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YOU DO NEED Just as there are things that you do not need to be successful in network marketing, there are things

that you do need and here are 3 (three).

1. DESIRE

You MUST possess a desire to really do this and get out of the Rat Race forever. Once you

understand this business and tap into your true desire to help yourself and others – that is

more than half the battle. Most people convince themselves that they are happy with the

way things are and remain status quo. But, people who desire better are the ones who

change the world.

2. ENTHUSIASM

I cannot begin to tell you how many times I have seen brand new distributors – with no

training, no experience and no in-depth knowledge – go out and build a network of twenty

or thirty people their first month. How do they do that? They do not do this with skill,

knowledge or technique – they just muscle it through with sheer, unadulterated

enthusiasm. The reason I can say this is because I have done it before just merely on my

excitement for the opportunity to change my situation and my life.

Approach your business as an adventure with great excitement it deserves; do not attempt

it – jump in, roll up your sleeves, make your mind up and just do it!

3. ACTION

There is no such thing as the perfect plan. So if you are waiting on it you will be waiting

forever. The perfect plan is to take action--action in your learning and action in your doing.

You MUST get started in order for anything to happen. Will you make mistakes? Of course

you will! But, the good news your decisions are not death to anyone. You should know by

now that in like we will make mistakes because they are definitely part of the learning

process and will strengthen you for the long-term. Along with your continual training and

tutelage from your sponsorship line those mistakes should be minimized. So just relax and

don’t be afraid to move ahead. Knowledge without action is only a potential for Power. You

have the knowledge that you need… you have shown your wisdom by becoming a Business

Owner in the Network Marketing industry. Now—let’s get started!

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FIRST STEPS

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DO IT NOW! (If You Have Not Already) Make these items a priority now and place a check in the box once each task has been completed.

Place your first order.

You must use the products or services personally so you can get excited about them. How much should

you order? Somewhere between what you need – and where you are nervous. I say this only halfway in

jest, but typically “just what you need” is not enough. You will need inventory for reselling, samples, and

personal marketing. You want to have enough product(s) on hand to build your business not a garage full.

Schedule your “Getting Started” training with your

sponsor.

Ideally, this should take place within 48 hours of the time in which you have completed your

paperwork over the phone or in person. Set aside 2-4 hours for this training and follow along in

this booklet.

Buy a Daily Planner or Appointment Book.

Bring this to your “Getting Started” training meeting.

Begin your Prospect List.

Remember until you have your training it is best to hold up talking to anyone about your

business. For now, begin writing down the name and telephone numbers of potential prospects

on page 50.

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Review “Getting Started” training tools from your

sponsor.

a. View Presentations at (insert the Website address of your presentation)

b. Listen to call at ________________________________________________ and Pre-

recorded call at __________________________________________________________

c. Read The Business School For People Who Like Helping People, Failing Forward and The

Difference Maker.

A recommended reading list can be located each month at

www.cwilliamharper.com. All books are available for purchase directly

through the website.

Sign the Commitment Form on the Next Page

Success does not come over night, it takes work. There is training involved in network

marketing just like any job, occupation, or career. The blessing is it does not take years or cost

thousands of dollars, but you need to learn some new and valuable things. Successful Network

Marketers earn while they learn, but the first six months serves as a somewhat probationary

period for learning. For the average Network Marketer dedicating 7 to 10 focused and

disciplined hours a week with a one-year commitment is a realistic and doable approach toward

developing a successful business. If you follow the duplicable system with 100% effort you will

be pleased with the results and be networking for the rest of your life!

http://www.cwilliamharper.com/

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COMMITMENT FORM I _____________________________________________________, make the following

commitments to myself in order to build a successful network marketing organization and

ensure a secure future.

I will:

o Devote at least 7 to 10 discipline quality hours each week to growing my business.

o Spend daily Self-Development time reading books, watching DVDs, viewing trainings and

listening to calls, and

o Look upon my first 6 months as a probationary period to learn about the Network

Marketing Business Model, my sponsors, and my company.

I will build my business for at least one year, and then I will evaluate it accordingly. I recognize

that the people that I sponsor are my responsibility and whatever I learn I am to teach them the

way in which I was taught to ensure their success. My first responsibility is to become

successful, and then duplicate this to help those I sponsor to be successful. I will faithfully follow

the system so my efforts can be duplicated.

Signature: _________________________________________________Date: ________________

Witness: __________________________________________________Date:________________

Make a copy of this page and give it to your sponsor.

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GOALS To be effective, goals must be specific, measurable and written down. Take a few minutes and

write down what you would like to accomplish now. You may wish to seek some advice from

your sponsor in this area.

I will reach 1,000 in group volume by

_____________________________________________________.

The reason I started a network marketing business is

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

At the end of my six-month training period, I would like to be earning $_____________/ month.

My 2 to 5 year plan is

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

Make a copy of this page and give it to your sponsor.

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CALL TO ACTION

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One of the most frequently asked questions of individuals who are inquiring about Network Marketing is

“Who Do I Know?” It is an often misconception of belief that their level of success is directly related to

the number of people that they know. Therefore, if someone knows a huge amount of people they are

going to be hugely successful and if they do not know a lot of people they are going to be a huge failure.

Although this way of thinking may sound logical, it only sounds that way; it really is based on a false

premise and is untrue.

There are only three kinds of people when you look at the Network Marketing Industry--the Wannabes

(imposter), the Novice (the beginner) and the Professionals (the well-qualified expert).

THE WANNABE (Imposter)

Let’s take a moment to look at how each of these individuals listed above and how they go about finding

a prospect. The Wannabes (imposter) will make a mental list of maybe four to six people that they think

will join their business. The Wannabes then base the success of their entire business on how these four

to six individuals respond. Let’s suppose they end up being lucky enough to sponsor one of these

individuals which by the way may only extend their career as a network marketer for a very short period

of time. These same individuals may even decide to make another MENTAL list of three to five people.

This may continue a little while until they possibly make a decision to upgrade their way of thinking to

the Novice (beginner) level.

DID YOU KNOW?

Did you know that out of all network marketers approximately 80% start out as a Wannabe? For every

10 people who become distributors in any Network Marketing business 8 of them will have the

Wannabe mentality and approach their businesses as such and refuse to write down a list. They

Wannabe successful and top-income earners, having lofty dreams and goals but they will immediately

make a MENTAL list and leave it to chance. These individuals NEVER actually develop the necessary

skillsets to be a successful Network Marketing Business Owner.

It is your job as a Network Marketer to take that 80% and change it to a much lower percentage and the

only way to do that is by educating them. You know that I am a true proponent for Education. I believe

in helping others understand what they have in their hands. A Network Marketing company is nothing

but a franchise like any other franchise. If you treat your business with respect you will certainly get the

rewards of such a franchise.

It is no wonder why people are here today and gone tomorrow in the Network Marketing profession.

This Wannabe mentality is quite similar to the mentality of someone who is banking on their retirement

by winning the lottery. This is not business or professional and it definitely is not Network Marketing.

But it seems that oh too often this is the mentality of the majority who join.

THE NOVICE (The Beginner)

The second group is the Novice or the Beginners. These are the individuals that make a WRITTEN list

(much better step than the Wannabes). These individuals make a list of approximately 100 prospects

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and are extremely excited but have a low skillset level. The Novice are the ones who will attack their list

typically through trial and error and no real training just to quickly diminish it. The Novice will dwindle

their list to almost nothing and as it shrinks, their anxiety gets greater which simply develops from fear

of not having anyone to talk to. This is the biggest fear of most Network Marketers running out of leads.

I have been in Network Marketing for over 15 years and have been involved in several Network

Marketing companies and the very first thing that I was taught was to create a list. So I would create a

list typically on a sheet of notebook paper of about 50-75 people. It was not soon after that I ran out of

leads. After the very first network marketing company I used the same 50-75 people and repeated it

every time thereafter. I began to feel that I did not have any more people to talk to and demise of my

business was over the horizon.

In all those years of repeating the same thing over and over and funny enough I consider myself an

above average bright guy it never occurred to me that one there are individuals who are qualified leads

and that acquiring them was a skill. My view of the list was that if I did not have one I could never get

wealthy. A good list equated to success and a bad list equated to failure.

My "aha" moment was when I realized that Network Marketing is a BUSINESS (a real business), even

though I had been hearing it all along. There were some things that I would approach like a business

and some aspects that I would approach as a hobby. After looking at what the big boys and girls were

doing in their organizations in regards it seemed that they all had acquired and perfected one particular

skillset. That skillset was lead generation. The nucleus or core of their businesses was knowing how to

find new people on a consistent basis that wanted what they had to offer. These individuals were not

leaving their lives up to luck; they were strategic in their thinking and actions therefore, NEVER worrying

about not having anyone to talk to.

THE PROFESSIONALS (The Well-Experienced Experts)

This leads us to the third group of individuals. These individuals are Professionals. They are well-

experienced and experts at what they do. They are well read, learners, educated, and discipline. These

are the individuals who start with a WRITTEN list. But their written list does not stop at 100 prospects.

They may place 100 people on their initial list but this list always changes. There are people who are

added and those that are removed. This is called an “ACTIVE CANDIDATE LIST”. This is the type of list

that this booklet will help you create and start your business off correctly whether you have just joined

or have been in for several months. This is your NEW Starting Line.

As an advocate for learning and educating yourself especially about your business I will from time to

time recommend books that will enhance your business I.Q. A good read by Harvey Mackay is “How to

Swim with the Sharks Without Being Eaten Alive.” He is an incredible networker which is the basis of

your business. Harvey was interviewed and was asked how he built such a large and influential list of

friends. He stated that at the age of 18 his father gave him some advice “Harvey, starting today and for

the rest of your life, I want you to take every person you meet, get their contact information and find a

creative way to stay in touch”.

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According to the interviewer Harvey has done that for over 60 years and has amassed more than 12,000

people within his network which is not just social media. The majority are actual friends. And you know

what that is exactly what a Network Marketing Professional will do.

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GETTING STARTED TRAINING

CHECKLISTS

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GET STARTED TRAINING

Steps to Success (print this checklist and check off as you have completed each item)

Set your goals.

Schedule your appointment book.

Learn the basic company procedures.

Order your business cards.

Complete your prospect list of at least 100 names (The Lifeblood of your business.)

Purchase the business-building materials for starting.

Study the core qualities of a Network Marketing leader.

Open a business checking account or get a separate business credit card.

Get at least 10 “pre-approach” invitations in circulation.

Schedule your first presentations.

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STEP 1 Set Your Goals

The first and foremost thing You MUST decide is what you want to do with your network marketing

business. Are you interested in getting products for FREE? Are you looking to make a few hundred

dollars to help cover your car payment? Or do you want to develop complete financial freedom?

Whatever the goal is you must make a decision as to what it is. In order to reach your goals, you must

first determine what they are – then set a timetable to accomplish them.

WRITE THEM DOWN

Goals are dreams with deadlines which simply mean goals must be written down. Your goals need to be

specific and measurable. It is my belief that if you follow a given system, you can achieve financial

independence in this business within a 2 – 5 year time period. Take a moment and think about what

you want right now. Take another moment and think about what you would like your 2 – 5 year plan to

be.

Dream build with your sponsor, spouse, etc. You want to wake up those wants and desires and keep

them alive. We often get so busy with the hustle and bustle of everyday living that we lose sight of our

dreams. It is important that you discover your “Burn”— that burning desire that will keep focused and

motivated during the early development stages of your network marketing career. After your dream

session complete the Goal Form on page 9.

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STEP 2 Schedule Your Appointment Book

This is a business of your word and a business of appointments. To build effectively, you must plan

your work and schedule your time in a manner that best suits building your business.

Since you are already using all twenty-four hours of every day in order for you to change your life you

MUST change the way in which you are utilizing those 24 hours. You MUST carve out at least 7-10

hours per week exclusively for building your business.

It is imperative that you work closely with your sponsor or someone in your sponsorship line to

determine how to schedule your work and other obligations. Also, learn the dates of any annual

conventions and conferences – these are major events, critical to your success, and you want to make

sure you are at these.

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To be independent, and proactively build your business you must be able to operate without your

sponsor’s assistance for day-to-day minor matters as soon as possible. That means learning some of the

basic company procedures as soon as you can. These include:

How to order products.

How to fill out distributor applications, order forms, and requests.

How to transfer volume.

How to locate and navigate your back office.

Set aside a few hours quiet time (Sunday evenings are ideal for most people) to read your entire

distributor kit. Learn which sections to go to for specific information and familiarize yourself with the

forms. Study the rules and regulations and learn the code of ethics.

Learn the Basic Company Procedures

STEP 3

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Order Your Business Cards

STEP 4 As a business owner while growing your business, you will prospect. In order to prospect effectively you

will need to collect and gather names and telephone numbers. A business card is an inexpensive

expense to assist in gathering telephone numbers. It is important to order business cards either through

your company or outside printing companies either online or offline.

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STEP 5 Open a Business Checking Account

To run your business in a business-like fashion you must make business decisions that are beneficial to your

company. One of those decisions is to open a separate checking account. Good record keeping is vital

toward helping you during tax season and keeping your business organized.

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STEP 6 Purchase the Business-Building Materials You Need to Get Started

Network Marketing companies typically have marketing materials that are available to help you succeed.

It is important that you utilize those materials as well as get with your sponsorship lines in order to

follow the system to use those materials

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STEP 7 Learn the Core Qualities of a Network Marketing Leader

NINE CORE QUALITIES

There are 9 key qualities that all top network marketing leaders possess. Some or even many of these, you

have already put into action. To be a leader and to set an example that others can duplicate you MUST

learn and develop these qualities.

To practice all nine core qualities means you have made and honored a commitment to be a professional.

To develop your business you must identify and work with the people in your organization who are willing

to make this same commitment.

1. USE ALL OF THE PRODUCTS/SERVICES. To become a professional means that you have made a

decision to NEVER purchase a competing product or service for any reason. Purchasing competing

products or services takes money out of your pocket and puts it into someone else’s. This is simply

bad business. Also, in order to speak intelligently and enthusiastically about your products or

services you need to use them to effectively build your business.

Also, Network Marketing companies

typically have marketing materials

that are available to help you

succeed. It is important that you

utilize those materials as well as

get with your sponsorship lines in

order to follow the system to use those

materials.

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2. MAKE REGULAR PRESENTATIONS.

Like every business, network

marketing requires consistent action.

One of the most important of these

is conducting regular presentations.

Realistically you need to be making

2 or 3 presentations per week when

you start your business (working 7

to 10 hours a week). Presentations

consists of online, offline (home

meetings, one-on-one, in-person),

and telephone call (conference

calls). As your business grows you

will want to increase this number.

When you reach what I consider

“full time” in this business (about

25 hours a week, you will want to

make 4 to 7 presentations a week.

Of course, not all these presentations

will result in new prospects that you

personally sponsor. Many of them

will be presentations for your organization while they are in training and you begin to build depth.

You MUST consistently make presentations if you want to grow your business. Do not be misled into

thinking you are growing your business with “busy work” (reading manuals, going to seminars, filling out

forms, etc.) These tasks are important but they are support functions to the production of the actual

revenue generator of your business – which is making presentations to prospects.

YOUR BUSINESS GOAL OR MISSION IS TO SHOW YOUR BUSINESS TO

AS MANY PEOPLE AS POSSIBLE. MORE EYES ON THE PRESENTATION

EQUATES TO GROWTH OF YOUR BUSINESS.

3. ATTEND EVERY EVENT. Functions are the glue that holds your business together. Attending them helps

you grow your business, gives you crucial training and keeps you focused. In your regional area you will

have the chance to attend opportunity showcases, product workshops, rallies, conference calls, webinars,

etc. If these are 2 to 3 hours driving distance you will want to attend. There will be other events, such as

conventions and leadership conferences which are held annually. These are major, often life-changing

events and you will want to schedule your vacation time around them—so you never miss one.

4. SPEND DAILY SELF-DEVELOPMENT TIME. If I have discovered one truth, it is this: your business will grow

only as fast as you do. Initially, you need recruiting and training skills. Later, you need time management

and organizational skills. Ultimately, however, you will need leadership, communication and

empowerment abilities. To develop others, you must first develop yourself. It is important that you spend

daily self-development time. For most people, this is best done in the morning, before you start your day.

You might meditate, exercise, and listen to inspirational tapes, read – anything that helps you grow your

mind, body and soul. Set aside this time and stick to it.

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Invest in DVDs, CDs, books and webinars that help you develop. Keep them in your car to play at every

opportunity throughout the day. Download them to you MP3 player and use it when you go walking,

running or cycling. Also, DO NOT end your day by watching the late news then go to sleep. Make sure the

last input you receive before going to bed is positive even if it is just reading one paragraph in an

inspirational book.

Many companies or sponsorship lines offer programs that provide positive, inspirational material on a

subscription basis.

GO TO YOUR ONE-STOP NETWORK MARKETING COACHING AND

TRAINING RESOURCE CENTER at www.cwilliamharper.com

Sign up to receive information about good reading material or check out the recommended reading list as

well as view the library on the website. Finding good reading material can be hard to do, therefore I have

made it available for you to purchase your books from the website as well.

5. BE TEACHABLE. If you want to build your business in the fastest manner possible – you must be teachable

and willing to be coached. You will find Network Marketing is quite different from traditional businesses

simple because it is mainly based upon people. Things that work great in sales, may not work as well in

Network Marketing. Learn the methods, strategies and techniques that work best in your business. Ask

your sponsorship line to work with you and teach you everything they know and that is FREE of charge.

Your sponsor is the repository of all the experience of many generations of distributors—all the way to the

company. Learn from them.

6. BECOME ACCOUNTABLE. For years now, chain letters and money games have been masquerading as

legitimate network marketing programs. This means those of us in true programs must be beyond

reproach. We must set a standard of integrity much higher than the corporate world.

Network Marketing is a business of relationships—and relationships operate on trust. To earn and maintain

that trust—you must be accountable. We can never tell a lie to our distributors or customers and be

accountable. Accountability also means that when we promise to work with someone, we follow through;

when we commit to attend an event, we are there—on time, and when we promise to be available, we are.

Accountability means having honesty, integrity and complete morality in all that we do.

http://www.cwilliamharper.com/

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7. EDIFY THE ORGANIZATION. Savvy distributors learn that they must edify their sponsorship line. When you

point out the success and accomplishments of your sponsors – it makes those sponsors more effective when

they come to work with both your prospects and distributors. Many times you will find it difficult to be a

prophet in your hometown. Sometimes your friends and relatives are not yet ready to accept that a

powerful, positive concept can come from you. By edifying your sponsorship line – then bringing your

prospects to them you will have support to hold you over until you develop some initial success and

credibility. Likewise, your sponsorship line can help you when you are working with your new distributors.

Remember when speaking about those that you have sponsored DO NOT refer to them as that dreaded word

“DOWNLINE”. This term is not only pejorative it is non-edifying as well. Refer to them as your business

partner or your associate but do not refer to them as your DOWNLINE”. That term is not positive therefore it

is not powerful.

8. FOLLOW THE SYSTEM. Leaders understand that “lone rangers” can be successful initially – but will not enjoy

long term success. For residual income and walk-way security, you must follow a step-by-step duplicable

system. This means that everyone in your organization uses the same pre-approach method, the same

conference call, employs the same training procedures and follows a standard presentation. This way, the

method that you use to bring in new people is the same method they recruit their new people. You are

completely duplicable in regards to logistics. Your work personality, ability to articulate and deliver a

presentation, and skillsets may not be duplicable but your methods and strategies are. Therefore you need to

make sure that you are crossing those “t’s” and dotting those “I’s” in order for your business to run

seamlessly and productively. Nonetheless, regardless of someone’s previous job experience, their education

level or confidence level – they can do the business exactly the same way you did.

Your sponsorship line has learned what works and what does not. They have created the system based upon

that experience. Follow the system and you have the resources of the entire sponsorship line working for

you. If you change the system – you lose the benefits of having all those resources at your disposal. Also,

when you change the system – substituting a different phone call, changing the presentation, etc. you send a

message to your people that it is OK to change the system and that the system that has been successful is

somehow broken and ineffective. If your first level people change the system a little, and their first level

people change the system a little and their first level people change the system a little, and it continues. By

the third or fourth levels, there is no resemblance of a system – so you have no security, no plan, no roadmap,

no potential for walk-away, no residual income, NO FREEDOM. FOLLOW THE SYSTEM!

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9. DEVELOP A CONSUMER GROUP. Your business is driven by the volume produced by sales to the

end consumer. A great deal of those sales will be to distributors who “buy from their own store”

and use the products/services themselves. But there are many other people who will benefit from

your products or services but may not be interested in building a business at this time. These

people will become your consumer group.

It is critical that you develop this consumer group because you earn retail income from these

individuals’ orders. If you develop a consistent income you can count on from regular customers

and build personal group volume, this will keep you qualified to earn many other lucrative bonuses

and incentives. It is a good goal to set when you are just starting out to develop a base of at least

ten retail customers.

NOTE: Do not go after retail first then attempt to sneak the business in the back door. Present the

entire program—business and products—and let the prospect decide. Get your retail customers

from the people who choose not to participate in the business.

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STEP 8 Complete Your Prospect List of at Least 100 Names

These 9 core qualities are the difference maker. These qualities are what separate Network Marketing

Professionals from the Novices which are those individuals who drop by the wayside and never reach long-

term success in the business. Practicing all the core qualities is not easy – it is not supposed to be. But you

MUST practice them all if you are truly interested and dedicated to building a network where others can

achieve the same success as you.

Remember this is Net-WORK Marketing, not Net-SIT Marketing, not Net-I Will Do It When I Feel Like

Marketing, not Net-In a Minute Marketing. It is Net-WORK Marketing. You must work in order to achieve a

level of success that you desire and deserve. Network Marketing takes a substantial investment in you. But

you will discover that the people who invest in themselves reach a dramatically higher level of success than

those who do not. As a leader committed to empowering others – you have a responsibility to become a

tremendous business person and help create a powerful, productive culture within your organization.

This is one of the most important steps. DO NOT skip it and DO NOT do it halfway. Just start writing down the

names of everyone you know. Do NOT try to prejudge: “Well, he makes a lot of money; he won’t be

interested,” “She’s not a sales type; she wouldn’t look at this,” etc. A mistake like that can cost you tens of

thousands of dollars down the road. So DO NOT prejudge, just get the names on paper. Begin this process

with the memory joggers list. But remember do not make the classic mistake of thinking of 5 or 6 people who

you think will be interested and stopping there.

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DEVELOP YOUR LIST

Step One

Make a comprehensive list to the best of your ability of EVERY SINGLE person that you can think of that you

know and that knows you. Do not presuppose anything about them just put them on your list. Do not go

through your list and say “He will do it”, “She will not do it”. REMEMBER this is your database which is the

lifeblood of your business and is the most important asset that you have. EVERYONE GOES ON THE LIST.

This is a critical process in the way in which you develop your list. The reason I mention to put EVERYONE on

your list is because during this process you are able to empty your mind out on paper and as you do this it will

begin to open your mind to new contacts. For instance, if you write down your niece, it may stir your mind to

think of individuals in your niece’s circle i.e. teachers, baby-sitters, etc.

The only way that these connections will become apparent is when your list evolves into a more comprehensive

one. Think about everything that you do, places you go, organizations that you are affiliated with, and groups

you have been a part of. For instance if you are an at home mom some affiliations might be mom and me

classes, the library, the bank, the grocery store, your children’s school, your church, etc. Once you begin to think

of these things your list will begin to increase exponentially.

My wife tells my children if you do it right the first time you do not have to do it over. Well this applies to this

step for you. If you develop your list correctly the first time out you will not have to redo it. This is the step that

is creating a solid foundation for your business. Consequently, if you do it correctly as it continues to evolve over

time it will be a list that is solid at all times and you will be able to teach this very precept to your distributors.

Step Two

As you look at your list you want to view it in the manner from the point of 2 degrees of separation. What I

mean by that is as you look at your list and think about the people that they know, a funny thing happens, you

may realize that you know them also.

During this step you need to think a little differently than you may be accustomed to. Think about members of

your family. Who do they know? Add those individuals to your list. It could be your mother’s best-friend; your

brother’s wrestling coach, your sister’s gymnastic coach, etc.

Also, think about your friends and all the other relationships that you have developed in your life? Who do they

know? Add them to your list. As you add individuals to your list DO NOT worry about what to do with your list. I

will address what you do with your list later, but at this point your goal is to continue to build.

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Step Three

It is your job to constantly expand your list which is exactly why the Professional Network Marketer (PNM) refers

to this list as an “Active Candidate List.” By definition an Active Candidate List NEVER stops growing. The PNM

sets goals and one of their most important goal is to add at a minimum of 2 people to their list every single day.

Just because you add them to your list does not mean that you will automatically prospect them. But, remember

they should go on the list and you should find a creative way to stay in touch with them.

Here is where your mindset will start changing. Begin to think of this activity as a CORE skill. If you do that you

will realize immediately that it isn’t hard. As you come in contact with new people, just add them to your list. I am

sure that you meet people daily and do not realize it. If you are on social media, you are meeting new people. If

you are going outside of your home, you are meeting new people. As you meet new people add them to your list.

You should keep your mind in this mode of thinking all the time. I had to call my cable installer regarding the work

that they did and the customer service rep and I began to talk about guy stuff and I added him to my list and he

became a distributor. You are meeting new people every single day so ADD THEM TO YOUR LIST.

As you do this activity, your awareness level should heighten because you should begin to pay closer attention to

the world around you. You will begin to notice that you are being introduced to new people all the time and as a

PNM you will be aware of it. However, as a Wannabe or a Novice this daily interaction will go over your head

every time. Wannabes and Novices just go through their day saying negative things like “I do not know who to talk

to. Where are the People? What People? I do not see any people. I do not know anybody.”

It is not difficult for anyone to raise their level of awareness and to add 2 new people on a daily basis to their list.

Just think about it for a moment, if you added just 2 people, just 2 to your list every day for six days a week that

computes to 624 new people a year. And if you do that for 5 years with ceasing you will have 3,120 people on

your team. YOU WOULD. Isn’t that incredible—small, strategic, simple, continuous steps would give you great

results. This is PURPOSE DIRECTED SUCCESS. Now you are getting the picture as to why a PNM NEVER worries

about running out of anyone to talk to. I want you to know that I am not instructing you to go and attack the

people on your list and pitch them the moment you are introduced. No, I do not want you to do that even though

there are some Network Marketers who have made this mistake. What I want you to do is to develop your list,

make friends, get to know the people just as you would want someone to do with you, develop a real genuine

connection, and when the time is right you educate (there is that word again) and make them understand what

you have to offer.

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Step Four

I know you have heard me talk about having PURPOSE DIRECTED SUCCESS. Well, this is just what step four is

networking on purpose. The difference between a Wannabe, Novice and Professional Network Marketer is that a

PNM networks on purpose. During my years in Network Marketing I have had people say to me I do not ever meet

anyone. But, the irony to this is that it is hard to meet new people if you do not make yourself available and are

hiding from the world. God made you to be a blessing to others so get out and have some fun. Join a gym, develop

a new hobby, volunteer for a cause that is important to you, but get involved. It is your job to find a place where you

can meet new people and besides you just might enjoy yourself in the process. Guess what you and only YOU hold

the keys to transform and bless hundreds of lives.

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STEP 9 Get at Least 10 “Pre-Approach Invitations in Circulation

This is the time when your planning ends and your actual business building begins. You will begin to discover who is

just a suspect and who is really a prospect for your business. A qualifying question and the pre-approach invitation

will help you through the sorting process.

A pre-approach invitation is an invitation to an informational conference call (Place your business info here)

_____________________________________________

________________________________________________________________________________

(telephone number and code [if applicable], day and time when call takes place)

____________________________________________________________________

____________________________________________________________________

(pre-recorded telephone number and code [if applicable], day and time when call takes place)

These numbers are for conducting the initial screening of your prospects. This will determine whether you move

forward to making an actual presentation. This conference call presents the benefits of the business, along with

product testimonials which helps you qualify your prospect. After the prospect has listened to the pre-approach

conference call, you can move them to a 1-on-1; take them directly to a home meeting, or an online presentation.

SEE SECTION ENTITLED “RECRUITING SCRIPTS IN MLM”. (List your own business information above)

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Upon making your invites on the Pre-approach conference call you need to schedule all interested

prospects for a 3-way calling, a presentation, or by sending them an online presentation. Your

presentations may be done online initially if this is the system that you are following. Those that are

interested who want further information after the conference call you can direct them to view a

presentation at your company’s website address

_____________________________________________________________________ (input website URL ).

You can either do this yourself or do it via a 3-threeway telephone call with someone in your sponsorship

line. The purpose here is to get the prospect to have more than one point of reference to your business.

If the conference call did not close them, maybe a little more information via the presentation, etc.

Schedule Your First Presentations

10

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INSTRUCTIONS

The best way to use this workbook is to first create your master “Active Candidate

List” by going through all the categories in the memory jogger and entering the

names in the pages provided.

Once you do that (and it will be an ongoing process), we have provided pages for

you to choose the best people in several categories and put them in a new list for

immediate action. Those lists are:

1. Hot Candidate List- Close Friends & Family

2. Lead With Product Candidate List

3. Direct Approach Candidate List

4. Indirect Approach Candidate List

5. Super Indirect Approach Candidate List

In the back of this booklet you will find the 8-step invitation process and all the

scripts from the Hottest Scripts in an MLM booklet that I have used for years. Let

it guide you on approaching people professionally and in a way that keeps your

relationships alive and flourishing for years to come.

One more note when you are creating this list, do NOT prejudge people as you go.

Just put their names down no matter what. The act of writing it will help to

trigger more and more contacts.

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MEMORY JOGGER/LIST

DEVELOPER

Click

picture

for more

info…

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MEMORY JOGGER

This easy Memory Jogger will help you create your initial list of key friends,

business contacts and others to share your product or opportunity with, so you

can kick-start your Network Marketing Business.

The members of your own family:

Father and Mother

Father-In-Law/Mother-In-Law

Grandparents

Children

Brothers & Sisters

Aunts & Uncles

Nieces & Nephews

Cousins List you already have:

Current address book/online contact manager

Email addresses list

Cell phone contacts

Holiday card list

Wedding invite list

Child’s birthday Invitee list

Business Cards list

Social Media: o Facebook o LinkedIn o Plaxo o Twitter o Skype o Other

Your closest friends and those whom you associate regularly:

Friends & Neighbors

People you work with

Church Members

Hobby buddies: o Camping friends o Dancing Class

o Karate class buddies o Singing class o Sculpting o Woodworking

Friends o Workout friends

People with whom you play: o Bowling o Football o Golf o Racquetball o Tennis o Volleyball o Any other game

Those you do business with:

Auto Mechanic

Accountant

Banker

Babysitter/Child care provider

Car dealer

Dentist (yours/your kids)

Doctor (yours/your kids)

Dry cleaner

Grocer/Gas Station attendant

Hair stylist/barber

Housekeeper

Insurance Agent

Lawyer

Merchants

Pharmacist

Real Estate Agent

Travel Agent

Who are my…?

Architect

Associations members

Bus driver

Children’s friends parents

Chiropractor

Club members

Delivery person

FedEx/UPS Driver

Fireman

Florist

Jeweler

Leasing Agent

Mailman

Minister/Pastor & their wife

Pet Groomer

Photographer

Police

Property Manager

Sports Team members (your kids too and their parents)

Tailor

Veterinarian

Waitresses/Waiter (favorite

Water Supplier

Those you have been associated with in the past:

Former Coach

Former Co-workers

Former Roommates

Former Teacher

People in Your Home Town

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o Drawing class o Fantasy Football

League Friends o Fishing Buddies o Hunting Friends

Who sold me my…

Air conditioner

Boat

Business Cards

Camper

Car/Truck

Computer

Cell Phone

Dishwasher/Laundry machine

Equipment/Supplies

Fishing license

Furniture

Glasses/Contacts

House

Hunting license

Refrigerator

Tires and Auto Parts

TV/stereo

Vacuum cleaner

Wedding Items

I know Individuals who:

Are actively looking for part-time job

Are ambitious

Are Enthusiastic

Are Entrepreneurial

Are Caring People

Are Champions

Are Fun & Friendly

Are Fundraisers

Are Goal Oriented

Are Natural Leaders

Are Organized

Are Positive Thinking

Are Self-Motivated

Are Single Mom/Dad

Are Team Players

Are Your Children’s Friends Parents

Butcher/Baker

Computer Tech

Has computer & internet skills

Has dangerous job

Has desire and drive

Has a great smile

Has to pay down their credit card debt

Has public speaking skills

Just got married

Just graduated

Just had a baby

Just quit their job

Love a challenge

Love to learn new things

Want to help their spouse retire early

Want more time with their families

Want to work for themselves

Who attends self-improvement seminars

Who bought a new home/car

Who enjoys being around high energy people

Who needs a new car/home

Who reads self-development books/books on success

Who you like the most

Who you have met while on vacation

Who you have met on a plane

Who your friends know

Who wants freedom

Who wants to go on vacation

Who works too hard

Who works at night/weekends

I know someone who is…

Accountant

Actor

Advertiser

Airline attendant

Alarm systems agent

Previous Neighbors

Military Cohorts

Retired Co-workers

Schoolmates

Was your Boss

Baseball player

Basketball player

Beauty salon worker

Broker

Builder

Cable TV provider

Camper

Chiropractor

Consultant

Computer engineer

Cook

Dancer/Dance teacher

Dentist

Dermatologist

Designer

Driver Bus/cab/truck

DJ

Doctor

Dry Cleaner

Education Professional

Electrician

Engineer

Entertainer

Environmental Scientist

Farmer

Film Industry Professional

Fireman

Fitness Instructor

Florist

Food Services associate

Football Player

Fundraiser

Furniture Salesman

Gardener

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May be interested in your product or service?

Do not like their job

Has been in Network marketing

Has Character & Integrity

Has Children in college

Interior Decorator

Investor

Jeweler

Karate master/Classmate

Kickboxing master/Classmate

Kitchen Renovator

Lawyer

Leasing Manager

Lab Technician

Loan Officer

Lifeguard

Makeup Artist

Manager

Manicurist

Massage Therapist

Mechanic

Medical Professional

Midwife

Minister

Mortgage broker

Music teacher

Musician

Navy officer

Nonprofit Organization assoc.

Nurse

Nutritionist

Office Manager

Optometrist

Orthodontist

Painter

Party planner

Pediatrician

Personal trainer

Pet Care Professional

Pharmacist

Photographer

Physical therapist

Army officer

Acupuncturist

Baker

Banking professional

Barber

Recreation therapist

Railroad worker

Realtor

Rental office agent

Recruiter

Rehabilitation specialist

Reporter

Repairman

Restaurant owner/manager

Salesman

Scientist

Shoe repairman

Satellite provider

Singer

Skater

Skier

Skin care consultant

Social worker

Software engineer

Spa worker

Swimmer

Sport team classmates

Tailor

Tanning salon worker

Teacher

Telecommunications worker

Tennis instructor

Therapist

Trade worker

Trainer

Travel agent

Tutor

Valet attendant

Veteran

Veterinarian

Waiter/waitress

Web designer

Writer

Yoga instructor/classmates

Zoo officials

Geologist

Golfer

Government worker

Graphic Artist

Gymnast

Hairdresser

Handyperson

Health Practitioner

Hiker

Hospital staff

Human Resources staff

Insurance Agent

Internet provider

Arizona

Arkansas

California

Colorado

Connecticut

Delaware

Florida

Georgia

Hawaii

Idaho

Illinois

Indiana

Iowa

Kansas

Kentucky

Louisiana

Maine

Maryland

Massachusetts

Michigan

Minnesota

Mississippi

Missouri

Montana

Nebraska

Nevada

New Hampshire

New Jersey

New Mexico

New York

North Carolina

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Piano Teacher

Publisher

Police officer

Postal Worker

Promoter

Property Manager

Public relations professional

Psychiatrist

Psychologist

Radio Worker Who do you know from a different country?

Afghanistan

Albania

Algeria

American Samoa

Andorra

Angola

Anguilla

Antigua and Barbuda

Argentina

Armenia

Aruba

Australia

Austria

Azerbaijan

Bahamas

Bahrain

Bangladesh

Barbados

Belarus

Belgium

Belize

Benin

Bermuda

Bhutan

Bolivia

Bosnia-Herzegovina

Botswana

Bouvet island

Brazil

Brunei

Bulgaria

Burkina Faso

Burundi

Who lives in a Different City? Who do you know from a different state?

Alabama

Alaska

Comoros

Congo, Democratic Republic of the (Zaire)

Congo, Republic of

Cook Islands

Costa Rica

Croatia

Cuba

Cyprus

Czech Republic

Denmark

Djibouti

Dominica

Dominican Republic

Ecuador

Egypt

El Salvador

Equatorial Guinea

Eritrea

Estonia

Ethiopia

Falkland Islands

Faroe Islands

Fiji

Finland

France

French Guiana

Gabon

Gambia

Georgia

Germany

Greece

Greenland

Grenada

Guadeloupe (French)

Guam (USA)

Guatemala

Guinea

Guinea Bissau

Guyana

North Dakota

Ohio

Oklahoma

Oregon

Pennsylvania

Rhode Island

South Carolina

South Dakota

Tennessee

Texas

Utah

Vermont

Virginia

Washington

Wisconsin

Wyoming

Indonesia

Iran

Iraq

Ireland

Israel

Italy

Ivory Coast (Cote D’Ivoire)

Jamaica

Japan

Jordan

Kazakhstan

Kenya

Kiribati

Kuwait

Kyrgyzstan

Laos

Latvia

Lebanon

Lesotho

Liberia

Libya

Liechtenstein

Lithuania

Luxembourg

Macau

Macedonia

Madagascar

Malawi

Malaysia

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Cambodia

Cameroon

Canada

Cape Verde

Cayman islands

Central African Republic

Chad

Chile

China

Christmas island

Cocos (Keeling) Islands

Colombia Mauritius

Nauru

Nepal

Netherlands

Netherlands Antilles

New Caledonia (French)

New Zealand

Nicaragua

Niger

Nigeria

Niue

Norfolk Island

North Korea

Northern Mariana Islands

Norway

Oman

Pakistan

Palau

Panama

Papua New Guinea

Paraguay

Peru

Philippines

Pitcairn Island

Poland

Polynesia (French)

Portugal

Puerto Rico

Qatar

Reunion

Romania

Russia

Rwanda

Saint Helena

Saint Kitts and Nevis

Haiti

Holy see

Honduras

Hong Kong

Hungary

Iceland

India

Slovenia

Solomon Islands

Somalia

South Africa

South Georgia and South Sandwich Islands

South Korea

Spain Sri Lanka

Sudan

Suriname

Svalbard and Jan Mayen Islands

Swaziland

Sweden

Switzerland

Syria

Taiwan

Tajikistan

Tanzania

Thailand

Timor-Leste (East Timor)

Togo

Tokelau

Tonga

Trinidad and Tobago

Tunisia

Turkey

Turkmenistan

Turks and Caicos Islands

Tuvalu

Uganda

Ukraine

United Arab Emirates

United Kingdom

United States

Uzbekistan

Vanuatu

Venezuela

Vietnam

Maldives

Mali

Malta

Marshall Islands

Martinique (French)

Mauritania

Mayotte

Mexico

Micronesia

Moldova

Monaco

Mongolia

Montenegro

Montserrat

Morocco

Mozambique

Myanmar

Namibia Who haven’t you listed yet?

After you have

made your list

from all of the

above, look at

your list and

think about

who they

would know.

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Saint Lucia

Saint Pierre and Miquelon

Saint Vincent and Grenadines

Samoa

San Marino

Sao Tome and Principe

Saudi Arabia

Senegal

Serbia

Seychelles

Sierra Leone

Singapore

Slovakia

Virgin Islands

Wallis and Futuna Islands

Yemen

Zambia

Zimbabwe

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BLANK LIST PAGES

Click

picture

for more

info…

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List of Referrals

Name Telephone # Email address

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MASTER CANDIDATE LIST

# Name How do I know this person: friend, phone FB, etc.

Telephone/Email Date of Contact

Comments/NOTES Next Exposure

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“HOT” CANDIDATE LIST-CLOSE FRIENDS AND FAMILY




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“HOT” CANDIDATE LIST CLOSE FRIENDS AND FAMILY




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“HOT” CANDIDATE LIST - CLOSE FRIENDS AND FAMILY




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“LEAD WITH PRODUCT” CANDIDATE LIST




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“BEST OPPORTUNITY” CANDIDATE LIST




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“DIRECT APPROACH” CANDIDATE LIST




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“INDIRECT APPROACH” CANDIDATE LIST




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“SUPER INDIRECT APPROACH” CANDIDATE LIST




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MLM RECRUITING SCRIPTS

Click

picture

for more

info…

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MLM RECRUITING SCRIPTS

Step 1

This is a psychological issue, but people are always more attracted to a person

who’s busy and has things going on. If you start every call or face to face

conversation with the feeling that you’re in a hurry, you’ll find your invitations will

be shorter, there will be less questions and people will respect you and your time

much more.

Here are some “In a Hurry” script examples:

For warm market prospects:

“I don’t have a lot of time to talk, but it was really important I reach

you”

“I have a million things going on, but I’m glad I caught you”

“I’m running out the door, but I needed to talk to you real quick”

For cold market prospects:

“Now isn’t the time to get into this and I have to go, but…”

“I have to run, but…”

Get the message? Set the tone with some urgency.

Be in a hurry

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Step 2

This is critical. The sincere compliment (and it MUST be sincere) opens the door

to real communication and will make the prospect much more agreeable to

hearing what you have to say.

Here are some sample compliment scripts:

For warm market prospects:

“You’ve been wildly successful and I’ve always respected the way you’ve

done business.”

“You’ve always been so supportive of me and I appreciate that so much.”

“You’re one of the most connected people I know and I’ve always

admired that about you.”

“You’re the most (or one of the most) important person/people in my life

and I really trust your instincts.”

“You have an amazing mind for business and can see things other people

do not see.”

“I was thinking…who are the sharpest people I know? And I thought of

you.”

“You are one of the most positive and energetic people I have ever met.”

Compliment the Prospect

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Some people are very closed-minded which limits their opportunities, but

I’ve always admired the fact that you’re open to looking at new things.”

I need someone to find the holes in something I’m looking at and

absolutely nothing gets past you.”

You’re one of the most (health conscious/technology savvy/fashion or

beauty conscious/wellness-minded/financially intelligent/etc.) people I

know and I’ve always respected that about you.”

You’re one of the smartest people I know and I really trust your

judgment.”

For as long as I’ve known you, I’ve thought you were the best at what

you do.”

For cold market prospects:

You’ve given me/us some of the best service I’ve/we’ve ever received.”

“You are super sharp. Can I ask what you do for a living?”

“You’ve made _________________________________________ a

fantastic experience. (dining, my vacation, shopping, etc.)

The key to the compliment is it must be sincere. Find something you can

complement your prospect on and do it.

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Step 3

In this situation one size does NOT fit all. I have provided a list of Direct

Approaches which you will use when you’re talking about an opportunity for

THEM specifically, Indirect Approaches which you will use to ask for help or advice

and Super Indirect Approaches which you will use to ask people if they know

others who might be interested.

Most people use a Direct Approach for all of their prospects. Usually it goes

something like this

“I found a way to get rich and let me tell you all about it. Blah, blah, blah.”

I understand the passion, but really….who is going to get excited about that

unless they are getting the call from a millionaire?

As you become a Network Marketing Professional Business Owner, you are going

to find that you use the Indirect and Super Indirect Approaches much more, but

that does not mean Direct Approaches do not have an important place and

practical use.

DIRECT APPROACH SCRIPTS (remember, you have already done Step 1 and Step 2)

For warm market:

“When you told me about (your job, your travel, whatever the

circumstance) ____________, were you serious or were you just kidding

around? (WAIT FOR ANSWER). Great! I think I’ve found a way for you to

get it/solve the problem/make that happen/etc.” (This is for situations

where you know an area of their dissatisfaction)

Make the Invitation

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“I think I’ve found a way for us to really boost our cash flow”

“I found something you really need to see”

“I’m launching a new business and I really want you to take a look at it”

“When I thought of the people who could make an absolute fortune with a

business I have found, I thought of you”

“Are you still looking for a job (or a different job?) I have found a way for

both of us to start a great business without all the risks.”

“If I told you there was a way to increase your cash flow without

jeopardizing what you are doing right now, would you be interested?”

“I’ve teamed up with a company that is opening/expanding in the

___________area”

“I’ve found something exciting and you’re one of the very first people I’ve

called”

“When I thought of quality people that I’d really enjoy working with I

thought of you. Would you be open to hearing what I’m doing?”

“Let me ask you something...Would you be open to diversifying your

income?”

“Let me ask you a question, off the record. If there were a business you

could start working part-time from your home that could replace your full-

time income, would that interest you?”

“As you know I’ve been a (insert occupation), but because of (mention

negative factors) I’ve decided to diversify my income. After considering my

options, I’ve identified the very best way to make it happen.”

“I found an exciting business, and together, I think we could do something

special. 1+1 might add up to 10.”

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SHOCKING APPROACH

“With your skills, you could make $100,000 a month in a business I’ve just

started”

“This is the call you’ve been waiting for your whole life”

These approaches work well when you are respected by the prospect.

For cold market:

“Have you ever thought of diversifying your income?”

“Do you keep your career options open?” (An oldie but a goodie)

“Do you plan on doing what you’re doing now for the rest of your career?”

You can follow any of these cold market scripts or any variation with the

following: “I have something that might interest you. Now’s not the time to get

into it but…”

INDIRECT APPROACH SCRIPTS

The Indirect Approach is another powerful tool to helping people get past their

initial resistance and understand your opportunity. This approach is best used

when you’re just getting started and it’s simply asking people for help or

guidance.

I used this approach extensively and with great success when I first started out.

Because of my lack of credibility at such a young age, I couldn’t get much success

with a Direct Approach so I learned to play myself down and play up to the

prospect’s ego. It worked incredibly well and I still use it from time to time today.

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For warm market:

“I’ve just started a new business and I’m scared to death. Before I get going

I need to practice on someone friendly. Would you mind if I practiced on

you?”

“I’m thinking about getting started with a business I can run from my home.

Would you help me check it out and see if it’s for real?”

“I found a business I’m really excited about, but what do I know? You haves

so much experience. Would you look at it for me if I made it easy and let me

know if you think I’m making the right move?”

“A friend told me the best thing I could do when starting a business is to

have people I respect take a look at it and give me some guidance. Would

you be willing to do that for me if I made it simple?”

“For negative and cynical people “I’ve started a business and really need

someone to help me poke holes in it. Nothing gets past you. Would you be

willing to examine it for me?”

MILLION DOLLAR QUESTION

“Do you know anyone who is interested in earning good, long-term income

on a part-time basis?”

For cold market:

I’ve found this approach doesn’t work very well because it doesn’t really

make sense for you to show this much respect for someone you’ve just met.

Direct and Super Indirect work best for cold market.

SUPER INDIRECT SCRIPTS

Super Indirect Approaches are incredibly powerful and play on a number of

psychological levels. This is a networking approach that asks the prospect if they

know someone else that might benefit from your business. I use this approach all

the time with great success.

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For warm market:

“The business I’m in clearly isn’t for you, but I wanted to ask, who do you

know that is ambitious, money motivated and would be excited about the

idea of adding more cash flow to their lives?”

“Who do you know that might be looking for a strong business they could

run from their home?”

“Who do you know that has hit a wall with their business and might be

looking for a way to diversify their income?”

“Do you know any sharp people who live in ____________? YES? Great!

Could I get their name, telephone number and email address if you have it?

I have a business expanding in that area and I want to see if they think it

will be successful there.”

“I work with a company that’s expanding in our area and I’m looking for

some sharp people that might be interested in some additional cash flow.

Do you know anyone who might fit that description?”

“Do you know anyone involved in a serious job search?”

In most cases, they’re going to ask you for more information before they give you

any names (behind that request will be curiosity and intrigue thinking this might

be for them… but they’re not going to admit that to you yet.) When they ask you

for more information first, just respond like this. “That makes sense and I know

you will want to know more about it before you refer some of your contacts”

Then just move to Step 4.

For cold market:

Cold market is exactly the same as warm market for Super Indirect. Just

use the scripts above or any variation that’s comfortable for you.

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Step 4

You’re not going to offer your 3rd party tool, unless they agree to do something in

return. This will serve as your secret weapon.

Let me offer you some examples:

“IF I gave you a DVD that laid out all the information in a very professional way,

WOULD YOU watch it?”

“IF I gave you a CD that described the business, WOULD YOU listen to it?”

“IF I gave you a magazine (or some other prospecting printed piece), WOULD YOU

read it?”

“IF I gave you a link to an online presentation that explained everything, WOULD

YOU click on it and watch it?”

“IF I gave you a telephone number to a VIP conference call that explains

everything and you do not have to talk, WOULD YOU call it and listen to the entire

20 minute call?

If you’ve done the first 3 steps properly, the answer will be yes.

If they ask for more information first, just respond with “I understand that you

want more information, but everything that you are looking for is on the

Conference Call, DVD, CD or in the Printed Piece or Link. The fastest way for you

to really understand what I am talking about will be to review that material. So, if

I gave it to you, would you review it?

If I ______________, would you ___________?

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If they say no, they will not review it, then thank them for their time and move

on. Also, review steps 1-3 to see what you could have done better. Do NOT

continue to give them the information. You may even want to say “this probably

may not be for you at this time.”

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Step 5

#1 Time Commitment

“When do you think you could watch the DVD for sure?”

“When do you think you could listen to the CD for sure?”

“When do you think you could read the magazine for sure?”

“When do you think you could watch the link for sure?”

Do NOT suggest a time for the aforementioned questions. Ask the question and

have them give you the time. If it is not definitive and they say something like “I’ll

try to do it sometime”, you should tell them the following: “I do not want to

waste your time or mine. Why don’t we just try to lock in a time that you will

have viewed it for sure?”

#2 Time Commitment

If it is pertaining to the conference call, specifically the NOON day call, because

that is a specific time you can ask the following question:

“Are you available today at Noon?”

“Are you available tomorrow at Noon?”

“Are you available (sometime M-F at Noon)?”

Make sure you give them the day not like above where they give you the time.

What I mean by that is you may say “Are you available Monday, Wednesday or

Get a Time Commitment

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Thursday at Noon?” By giving them multiple days it does not give them much

room to say no, because chances are they are available on one of the three given

days. Remember you want to maintain control of the conversation. Once they

have control you have lost and they will dictate to you how your business should

be run. You have one chance to maintain your posture.

#3 Time Commitment

If you are suggesting the pre-recorded call then you can follow #1 Time

Commitment Rules because these calls are available all day long. The questions

can go as follows:

“When do you think for certain that you could listen to a VIP call?”

and

“IF I can get you an invitation to a VIP conference call at that time

WOULD YOU listen to it for sure?

The key is to get them to say YES a second time

(meaning to a Step 4 question and a Step 5 question)

Saying YES to Step 4 is NOT a commitment.

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Step 6

If they tell you they’ll watch the DVD by Tuesday night your response should be:

“So, if I called you Wednesday morning, you’ll have seen it for sure right?”

or

“I will call you on Wednesday morning with a couple of quick questions

since you would have viewed it by then”

If they tell you they’ll listen to the Conference Call at Noon on Monday your

response should be:

“Since the call is approximately 20 minutes long, I will call you at 12:30 p.m.

on Monday directly after the call since the information will be fresh in your

mind”

If they tell you they’ll watch the link by March 20th your response should be:

“So, if I called you on March 21st, you’ll have seen it for sure and have

questions ready right?”

The key to step 6 is they have now said 3 times that they will follow through

(meaning 3 YES’s) and they have done it all by themselves. They have set a real

appointment with you for the future. NOW you are running your business like a

big business.

Confirm

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Step 7

“What’s the best number and time for me to call?”

Now they have said yes 4 times and the chances they will follow through has been

increased from less than 10% to over 80%.

NOTE: Please put this appointment in a place you will not forget (i.e. cell phone,

contact list, appointment book. Use whatever method that works for you.

Step 8

Remember, you are in a hurry right? The best thing is to say something like

“Great. We will talk then. Gotta run!”

So those are the 8 steps with tons of the hottest scripts in MLM on what to say.

Now let’s put it all together by showing you some examples.

Get a Time and Number

Get off the phone!

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Example #1 – A person you know hates their job using Direct Approach

Prospect Name ___________________________________________________

Prospect Contact Info _________________________________________________

Insert “In a hurry” script (Step 1 – Page 89) Hey, I don’t have a lot of time to talk, but it was really important I reach you

Insert “Compliment” script (Step 2 – Page 90)

Listen, you’re one of the most financially intelligent people I know and I’ve always respected that about you

Insert invite based upon the approach you’ve chosen (Step 3 – Page 92)

When you told me you really didn’t like your job, were you serious or were you just kidding around? Great! I think I’ve found a way for you to create an exit strategy without jeopardizing your family

Insert “IF I____ WOULD YOU_____” script (Step 4 – Page 97) I have a link that you have to watch. It describes what I’m talking about better than I can.

“If I gave you this link , would you watch it . ?”

Insert “Time Commitment” script (Step 5 – Page 99) “When do you think you could watch it, for sure?”

Insert “Confirm” script (Step 6 – Page 101)

Tuesday? So if I called you Wednesday morning, you’ll have reviewed it for sure, right?”

Insert “Time & Number” script (Step 7 – )

Alright, I’ll check back with you then. “What’s the best number and time for me to

call?” Date: ______________ Time: __________ Number: ________________ (Step 8 – Page 102)

Insert “Get off the Phone” script Great! We’ll talk then. Gotta run and thanks!

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Example #2 – To a good friend with Indirect Approach

Prospect Name ______________________________________________________


Insert “In a hurry” script (Step 1 – Page 89)

Hey, I’m running out the door, but I needed to talk to you real quick

Insert “Compliment” script (Step 2 – Page 90) You’ve always been so supportive of me and I appreciate that so much.


I’ve just started a new business and I’m scared to death. Before I get going I need to practice on someone friendly. Would you mind if I practiced on you?

Insert “IF I____ WOULD YOU_____” script (Step 4 – Page 97) Great!

“If I gave you a link that laid out the information in a professional way, would you watch it ?”

Insert “Time Commitment” script (Step 5 – Page 99)

“When do you think you could watch it , for sure?”


Thursday? So if I called you Friday morning, you’ll have reviewed it for sure, right?”

Insert “Time & Number” script (Step 7 – Page 102)

Fantastic . “What’s the best number and time for

me to call?” Date: ____________ Time: _________ Number: __________________ (Step 8 – Page 102)

Insert “Get off the Phone” script Great! We’ll talk then. Gotta run and thanks!

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Example #3 – To a highly successful person using an Indirect Approach

Prospect Name_____________________________________________________

Prospect Contact Info ________________________________________________


I know you’re busy and I have a million things going on too, but I’m glad I caught you


You’ve been wildly successful and I’ve always respected the way you’ve done business


I’ve recently started a new business and I’m looking for some sharp people. It’s clearly not for you, but I wanted to ask, who do you know that is ambitious, money motivated and would be excited about the idea of adding more cash flow to their lives ?

Insert “IF I____ WOULD YOU_____” script (Step 4 – Page 97) I understand that you’d want to know more before you recommend people. I have conf call number that explains exactly what I’m doing and the kind of people I’m looking for. It’s brief and you do not have to talk, just mute

your phone and listen in.“If I gave you the telephone number , would you call it and listen to it ?”

Insert “Time Commitment” script (Step 5 – Page 99) “When do you think you could call it and listen to it, for sure?”

Insert “Confirm” script (Step 6 – Page 101) So if I called approximately 30 mins after that time, you’ll have reviewed, etc. for sure?”


Alright, I’ll check back with you then. “What’s the best number and time for me to

call?” Date: ____________ Time: ________ Number: _______________ Insert “Get off the Phone” script (Step 8 – Page 102)

Thanks again. I am looking forward to talking to you then .

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Example #4 – To a cold market prospect who’s done a fine job selling you

shoes.

Prospect Name______________________________________________________

Prospect Contact Info_________________________________________________


Now isn’t the time to get into this and I have to go but…


You are super sharp


I happen to be looking for some sharp people. Do you plan on doing what you’re doing now for the rest of your career? No? Good. I have something that might interest you

Insert “IF I____ WOULD YOU_____” script (Step 4 – Page 97) Now is not the time to get into it, but I have a conference call that I can refer you to that you can be a part of and listen to that will explain everything in great detail. You do not have to participate and talk you can just mute out and listen.

“If I gave you the telephone number , would you call it and listen to it . ?”


“When do you think you could call it and listen to it, for sure?” or “Are you available

at Noon


Tuesday? So if I called you Wednesday morning, you’ll have reviewed it for sure, right?”


Alright, I’ll check back with you then. “What’s the best number and time to call?”

Date: _____________ Time: ___________ Number: ________________ (Step 8 – Page 102)

Insert “Get off the Phone” script Okay, here it is (this is where your business cards with pertinent info on them comes in). Thanks again for the excellent service and I’ll talk to you soon.

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Network Marketing Blank Pro Invitation Worksheet

Prospect Name ______________________________________________________



__________________________________________________________

Insert “Compliment” script (Step 2 – Page 90) _________________________________________________________


__________________________________________________________

Insert “IF I____ WOULD YOU_____” script (Step 4 – Page 97) “If I __________________ would you _________________________?”


“When do you think you could ________________________ for sure?” Insert “Confirm” script (Step 6 – Page 101) _____________________ you’ll have reviewed/called/etc. it for sure?” Insert “Time & Number” script (Step 7 – Page 102)

________________ “What’s the best number and time for me to call?” Date: _____________ Time: _________ Number: __________________ Insert “Get off the Phone” script (Step 8 – Page 102)

__________________________________________________________

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the starting line

Documents

network marketing elements

starting line training

customer service line

supplemental business

business development

business seriousl

company product order

critical information