Friday, October 24, 2008

Five Rules to Follow When Prospecting in Your Warm Market

By Tim Sales

With these five success factors, you’ll never feel like a pushy sales person and lose the friendship and respect of your family and friends. The MLM training in this article will teach you how to talk about your MLM business with ease and will always guide you to say the right thing.

Forget for a second that you’re in network marketing. What if you were starting any other kind of business like a retail store, a salon, or a construction company? Where would you get your customers? Your employees? How about business partners? Where would you find them?

In one or more of those categories a friend, acquaintance or family member might be the right fit, maybe not. Maybe they know the right fit. Somehow it always works itself back to an acquaintance, a recommendation or a referral. In MLM, this is called your “warm market.”

Life seems to be a series of experiences brought on by connections to other people. Your job as a Networker is to connect the bridges together and move past the disinterested in a professional and honest way, without “pushing.” Most all businesses begin this way.

Your warm market can be one of the greatest resources to your MLM business. Dealing with family and friends can be a blessing or a curse, but if you want your family and friends to continue to respect you, give you referrals, be your customer, and possibly say “yes” to your presentation, I recommend you follow these five simple MLM training tips when working with your warm market.

Rule #1 Hold your tongue. Don’t ever insult someone for his or her decision not to participate with you in your business. Don’t tell someone they’re stupid for not doing business with you, even if it is “the way you talk to your brother.” It’s unprofessional and out of place.

Rule #2 Be wise. “No” rarely means no. That same brother in three weeks or three years could lose his job. If you’ve made a fool out of yourself, not only will he not do the business, he will beat you to all of your friends and tell them about the “scam” you’re in. All of this because “you told him” how stupid he was. That’s not wise.

Rule #3 Deal with it. For 10 years I’ve dealt with objections, concerns, past failures, bad experiences, etc., which have all taught me how to successfully handle these issues. The good news is that all of these objections are resolved and discussed in the “Brilliant Compensation” presentation. Just as an experienced dentist knows that treating teeth is the easy part and the hard part is dealing with the patient’s baggage - like the time the other dentist stuck a six-foot needle in their gum when they were 14 years old. Dealing with these issues is what wins the patient. Once the trust is established you’ve got them for life or until you decide to stop servicing their needs.

Rule #4 Yes or No. Some prospects just take one conversation to be won and some prospects take 10 conversations. (Nine of those conversations resulted in a “No” answer even though “No” was never stated.) If you take the thought process as being that either the prospect says “Yes” or “No,” then you’ll miss the art of communication and networking.

Suppose your company has 20 products. If your prospect says “No”, find out what they are saying “No” to. Are they saying “No” to all 20 products? Are they saying ”No” to “I don’t want to diversify my income?” No to ”I don’t know anyone who needs or wants any of your 20 products?” That’s a lot to say “No” to. I recommend that you find out exactly what your prospects are truly saying “No” to.

Rule #5 Don’t be a bug. Do not ever “bug” family and friends about your company. Sometimes Networkers get extremely focused, which is good, and it should never be suppressed. Focus is what creates “eliteness.” Just be disciplined as to what and who deserves that focus. If it’s a friend or family member who clearly isn’t interested, quit wasting time there and go get in front of people who do want to be a part of your MLM business or a product consumer.

Your warm market is an important part of your business. Abuse it and pretty soon you’ll notice they don’t return your phone calls anymore. Keep these five rules in mind and get the proper MLM training to be effective at communicating with your warm market, and you will see that you can have a successful business and keep the respect of your family and friends.

And there you have it - five rules to follow when working with your friends and family.

Much respect and admiration,
Tim Sales

For more see FirstClassMLMTools.comTim Sales' MLM training and tools resource site - for everyone in network marketing who really wants a how-to manual, not hype or fluff.

Friday, October 17, 2008

How to Create a Magical Connection With Your Prospect

By Tim Sales

Have you ever been sitting in a restaurant talking with someone and the two of you are so engaged in conversation that it is as though you are the only two people in the restaurant? Better yet - the only two people on the Planet?

How about...

"We're just on the same wavelength" or "I feel like I've known you all my life" - these are phrases that are typically stated when people are trying to describe this magical connection.
Could all these have a common denominator? I believe so. It's that two (or more) people are talking with the same assertiveness level. The word assertive means the force a person uses to make their opinion known.

This is where art and finesse come into my otherwise systematic approach. So when you're presenting your product or your company, how forcefully you communicate to your prospect is what I'm referring to with "your assertiveness level."

In another way of looking at this, picture that you have infinite volume in your voice and you get to choose how loud you will tell your prospect about your company - this is your assertiveness level. If you scream you will probably be using too much assertiveness. If you whisper you will probably be using not enough assertiveness.

If I were to blame only one thing for the less than perfect reputation of multi-level marketing I would blame using too much assertiveness. This subject begs to be understood. I explained a small portion in "Professional Inviter" - but as a presenter you need more skills.

Some people can handle a lot of assertiveness being pushed their way and some cannot! What happens when someone cannot handle much assertiveness? They back away and withdraw from you. What happens when your assertiveness level is not enough for the prospect? They will be bored with you as you lack the conviction they require and they'll walk away from you.

Therefore it is critical that your assertiveness level be approximately the same as your prospects'.There are several methods or strategies to raise or lower your assertiveness towards another person. As I go through this list, keep in mind that I'm teaching you this from two different perspectives - one, I want you to see how you can raise or lower your assertiveness and the second reason I'm teaching this to you is for you to be able to tell what level of assertiveness your prospect is at.

Here are the main methods you can use to adjust your assertiveness level:

Voice volume:

If you speak very loudly, you can easily be too assertive. Speaking very softly, that is, not quite heard by your prospect - will result in you using too little assertiveness. Neither of these are optimum.

Body language:

Your body language includes how you stand or sit. The closer you stand to the prospect the more assertiveness you are using. The further away you stand from the prospect the less assertive you are. Shoulders squared to the prospect - more assertive, talk with your hands - more assertive, lean back when you talk - less assertive and even the color of your suit makes you more or less assertive!

Facial expression:

A strong face with head tilted up with no smile will have more assertiveness than a cowardly look with head tilted down. We all know how to look mean, angry, happy, sad or surprised - we all know these emotions we wear on our faces... well, each of these contributes to your assertiveness level.

Direct or dispersed words:

This has to do with the aggregate number of words you use to say something. If someone asks you a question and you reply, "NO", it's much more assertive than if you were to answer, "Well I see your point but I've not really seen that over the long term." Your answer is the same - no. But the assertiveness level is reduced or dispersed.


There are many "time frames" you should be aware of when presenting. I will go into depth on this on the upcoming conference call. This one may explain why the prospect "was interested" and "now they're not" - what happened!?


Repetition is the number of times you repeat something or the frequency with which you repeat something in a given time frame.

Hopefully you can now see that there are several things that go into having or using the right amount of assertiveness. Please join me on the upcoming conference call (scheduled for Wednesday, October 22nd at 9 PM Eastern) and I will explain this very crucial subject for you in detail so you know how to adjust your own assertiveness to your prospect's easily.

I'd like to know what questions or comments you have about this topic. If you consider yourself "shy" - please tell me why. If you feel you sometimes "come on too strong" - please tell me why.
Leave your comments and questions at the end of this article at and I will discuss them on the free training call:

Tim Sales

P.S. Don't forget that to be a good presenter, you first have to be a good inviter. If you don't already have Professional Inviter, I urge you to get it now so you too can have results like these: "Since using the techniques espoused by Tim, my sponsor rate has increased to 70%. That's pretty good in my book." - Bruce Rouse

Here is the press release on his training call:

A Great Learning Tool

I am reading the book, The Business School for People Who Like Helping People by Robert Kiyosaki.

I highly suggest that you read it or like Robert Kiyosaki suggests, if your wondering about network marketing, it is also a great book to read.

For me, I am already in network marketing. Most of you can tell from reading my blog! This book just reinforced the fact that I have chosen the right path for me. This industry is a great way to get ahead in life and to grow as a person.

Training is very important with a network marketing business. When looking for one ask them about their training programs. If you get the right training you will succeed. However, you do need to put in the effort. By no means is this a get rich quick scheme. Robert suggests giving it 5 years!

You will definitely grow as a person, develop skills to improve your business and life and also over come your fears. Most people fear. They fear stepping out of their comfort zone. They fear of failure. They fear of selling.

However, everyone sells. I also learned this from Tim Sales. What is the difference between sales and communication? What do you do when you go for a job interview? You communicate to them that you are best for the job. You sell yourself. What do you do when you meet a person you like? You communicate with them, don't you share information about you? You are again selling yourself and they are doing the same to you.

If you have never failed, then you are not growing. You learn from your mistakes. Great leaders have failed. It is not the end of the world. I used to always want to be perfect. Say the right thing, do the right thing, never wanted to make a mistake. This book reassured me that it's OK to make mistakes because you learn from them and you also improve as a person.

If you're not learning your not growing! Take time for yourself.

Thursday, October 16, 2008

Our 1st Health & Wellness Spa Seminar

Last night my business partner, Rose and I conducted our 1st Health and Wellness Spa Seminar. This seminar was created by Carmen Marshall. She has had great success with it and has shared her information with everyone in USANA!

We are so blessed to have this opportunity!This seminar was a huge success. It allowed us to be creative and to have a fun time while sharing with our guests Dr. Wentz's Vision, USANA Health Sciences and the amazing products that have helped so many people in so many ways.

At the seminar, we gave the wonderful opportunity to sample Sense Beautiful Science. A paraben and chemical free, self-preserving skin care line with a shelf life of 2 years. There is nothing in the world that compares. Literally!

Our guests took home the wonderful product on their skin but also more knowledge of how we need to protect ourselves from disease and how our cells, skin and eating play a huge role in that.

Rose and I have made it a mission to share with others this wonderful information and will be having a Health & Wellness Spa Seminar once a week! If you haven't been to one, you need to check it out. It is very educational and I am certain you will take some of that education with you!

To your health!

Monday, October 13, 2008

MLM Training: What Leaders Do

By Tim Sales

Having trouble getting your downline to be motivated, productive and follow your MLM training guidance and suggestions? Here’s 29 proven actions successful MLM leaders do, written by a leader with a downline of 56,000 people.

1. A network marketing leader doesn’t wait until he/she gets a large group before becoming a leader. It can’t work that way, because you would never get the large group if you’re waiting to be leader first! Nor does the leader wait until they feel they possess the knowledge to lead - rarely they do.

2. At events, the leader arrives early and reserves chairs for their entire group on the front row. What I’ve found is that there are very rarely more than two leaders in any room. Please understand what I mean by this. Once a person gets to a certain level of success they will stop doing these simple leadership things because of ego. They suddenly become “too knowledgeable” to sit and listen to a speaker that has less time in the MLM business than them. If you remain humble and hungry the world is yours. So is the front row, by the way.

3. A true leader realizes that there is a difference between being a leader and being a leader of people. More on this later.

4. Network marketing “works” under many conditions, but when those relationships between you and your organization become tight and a “esprit de corps” is created, there’s nothing like it. I do mean nothing.

5. Appearance is impeccable. Even in jeans.

6. A leader “appears” organized, much like ducks cruising smoothly across the water, however, no one sees or knows how radical and out of control their feet are peddling.

7. Leaders of people treat their people with respect. Respect means you have a good opinion of their character or ideas. Simply put, you are interested in your people - their ideas, their complaints, their fears, their successes - THEM!

8. As a leader you develop or find five “Top Producers.” Devote yourself to them. Find three qualities that you like about each person. Write those in your day planner. Review them frequently, thinking of how you can help bolster one of those attributes. Bolstering an attribute can be many things - from a good verbal acknowledgement, to giving a telephone headset to someone as a gift who is working hard at making calls, to being their friend when they have a personal crisis.

9. New leaders are let down often by those they devote themselves to. Why? Because you selected the wrong person to devote yourself to. You only get good at character choosing with experience. Track record is really the only place to look first. What has the person been doing with their time…and what does the person do with his or her time? Albeit controversial, do not sink yourself if doing so won’t save your mate. Cut away when you feel you’re being pulled under. If you help “able” people, they will help more people. If you try to help an unable person they may sink you on their way down.

10. The network marketing leader organizes MLM training sessions and gets the product or service “specialist” in front of their group - whether it’s in person, on a conference call or on an audio or video. Example: Your company carries a nutrition line created by Dr. Whoever. He specializes in human nutrition and created an ingredient that is in your products that is truly unique. The leader will somehow get that doctor on a conference call with his or her group to raise their belief in the products.

11. A network marketing leader always gives “back” more. Example: Let’s say that there’s a foul-up in processing distributor agreements in your downline. You get the distributors on the phone with a customer service rep that handles the situation. You know that that customer service rep really worked hard to help the situation. Yes, it’s their job…BUT, the leader will send that customer service rep a bag of M&M’s or flowers or something to say “thank you for going above the call of duty.” What do you think that customer service rep will do for your group now? Just about anything.

12. The leader climbs the ladder and finds out who the decision makers are at the company and gets to know them but never bugs them. This is positioning yourself so that opportunity can see you. This is different than you seeing opportunity. Suddenly you find yourself speaking at the convention…hmm, I guess it was just luck. Yeah, right!

13. At the company conventions the leader will introduce the corporate staff to their organization and vice-versa. Even the order takers! Take the time to do this because it creates a sense of belonging for both the corporate staff as well as the distributors. Imagine the difference when a biochemist for a company has met 100 real people with dreams and passions about selling his/her product. Do you think that creates a stronger passion for the biochemist to create better products? Absolutely. All of this “belonging” and “passion” was created because of your leadership.

14. A leader in network marketing is the switchboard of information and communication. They’re not “in the loop.” They ARE the loop.

15. A leader can always be reached by fax, email and or phone. Returned communication will occur in less than 24 hours. If that’s not a possibility the message will indicate that it might be longer.

16. A leader never exposes weakness and fear to their organization. Some view me as being “inhuman” or robotic on this. What I mean by this is that the leader must always maintain their certainty about both the business opportunity and the MLM training system. I’ve never met a person in my life that doesn’t have fear and weaknesses. If you’ve got fears or doubts about your company get over them or get out. Fly to the company today and get your concerns handled. Come back and be a rock for your group. I guarantee they’ll follow you. Conversely, share with them your little uncertainties and they’ll be so relieved that you’re “human” and…they’ll also find another leader to follow.

17. Recognizing that everyone is growing, a leader never invalidates the efforts of anyone in his or her organization. One person brings six guests to a meeting, another brings two, and the third brings none. The leader is able to notice that person number three is there - which might have been a major growth step for them. So instead of criticizing them for not bringing a guest - they praise them for being there.

18. The leader is always searching for and praising something about his or her people. “Little babies love praise, but grown men will die for it.” Men in battle will risk their lives for a 1¼” x 1½” ribbon they pin onto their shirt above their left chest pocket. They wear this ribbon for the world to see. Forgo praise and you’ve missed out on the most powerful tool in your leadership arsenal. Praise for things they’ve yet to do, and you’ll create a person who withdraws from the group because you made them a fake.

19. If you share this list with your group - share whose content it is. If you don’t you will also be guilty of the last sentence of item #18. Seeking praise, respect, fame, etc. for what you didn’t do, makes you feel like a fake.

20. A leader uses and teaches new technologies in their organization - but only if it truly works. Don’t drive your organization down dead ends.

21. Leaders are ethical examples. If you “sneak” your people past the registration table you’ve just ruined their perception of you. They can never trust you and they shouldn’t. You’ve got one shot at doing this right.

22. A leader creates alliances with needed national and international (if applicable) groups to ensure their group has support and representation. If no group exists, build it.

23. Leaders are more concerned about the growth of their people than the growth of their bonus check. Focus on the growth of your people, your bonus check will take care of itself.

24. A leader never says what they can get others to say. Example: My company calls and says, “We’d like you to speak at the company convention.” I accept graciously, and then ask “Would it be possible for me to include a new leader named _________? They’re a good speaker and I would love to share the stage with them.” See, a leader wants his or her people to be leaders.

25. A leader never, ever speaks ill of anyone - even if they deserve it.

26. A leader acknowledges other leaders in the room. “We are honored to have in the room with us Mrs. 77. She conducts business meetings in the 44 area.”

27. A leader doesn’t get bent out of shape because they don’t get a return phone call from the corporate office - or the upline! More than once I’ve sent pizza to a department with special instructions to the delivery person telling them to say, “This pizza has already been paid for by Tim Sales. He asks only that after enjoying the pizza that you call him at 555-3797.” Everyone laughs and guess what? You get a phone call with the right tone in their voice for getting something done. Anyone can complain - they’re used to that. A leader finds amusement in creating more effective forms of communication.

28. A leader has a crystal clear vision about their networking marketing company and where they’re taking it. If the company doesn’t have something, they don’t complain, they figure out how to convince the company to get it.

29. A leader, after reviewing this list will print it out and does at least one item every day.

I sincerely hope this MLM training article has inspired you and given you some things to think about as you lead and build your organization.

There are more, but this should get you started.

With growing respect and admiration for you,

Tim Sales

Tim Sales helps network marketers gain the confidence and skills to be an MLM success. Learn how to become a true network marketing professional. Sign up for his free MLM training newsletter and listen to free training at