Another great article from master MLM teacher Tim Sales. This time Tim explains how to be professional in your presentations. Tim's Communication Qualities are taught, in great depth and with "live" examples, in his Professional Inviter course, which I personally recommend to you. .../PaulHow to Grab and Hold Your Prospect’s Interestby Tim SalesIn last month’s newsletter and training call I discussed how to present to your prospect without being too shy or too pushy. This month’s newsletter is all about communicating easily - which has to do with you being a sharp presenter, and presenting with professionalism.
Not winging it… but also not sounding rehearsed. No fumbling over your words. No being out of breath because you’re scared. No apologizing for being scared. Simply put, being a confident and professional presenter who delivers good content effectively.
Sound hard to do? It’s not.
Unfortunately too many people in the M.L.M industry don’t take the time to learn a few simple concepts. In presenting, right or wrong, your prospect will judge you, the business and the M.L.M industry based on how you present. Is it any wonder the industry has a public relations black eye? Too many presenters in M.L.M “wing it.”
Communication Quality number five is Communicate easily— no tension, strain, fakeness, sounding rehearsed, stuttering or hesitating. If there were a word that defined this Communication Quality it would be
articulate. Which means:
1. to express oneself clearly and coherently; 2. to pronounce distinctly;I’m not talking here about using perfect English. I can not claim to have mastered this Communication Quality from an English professor’s viewpoint. But I have mastered it enough to communicate to my audience. Sometimes things said with perfect grammatical correctness make no sense to the person you’re talking to. No, I’m talking about true communication – which is articulating words so they make complete sense to the person you’re talking to. If you’re speaking to a typical teenager in perfect English tongue – they will think you’re an idiot.
There are several things that cause you to speak easily and clearly. I will go into depth on these topics on the training call. I’m just mentioning and defining them here, because if I wrote everything about them it would be a 10 page newsletter! Here’s a list of things you need to be aware of that will cause your prospect to pay attention to you and truly learn from you.
Vary the speed of your speech
Your speed of delivery must vary – meaning you have parts of your presentation that are faster and other parts slower. Why? Because this is how you stress importance. I’ll go into details about this on the conference call.
Vary your voice tone and volumeA varied tone of voice and volume are very important if you want to keep your prospect’s attention and have them understand what you say. It’s what gives your prospect a clue about what is important and what is very important.
Create strategic pausesExtremely effective so the audience feels that you are speaking right to them.
Use set-up words and sentencesSet-up words are words you say that prepare your prospect for what you’re about to emphasize. Like if I were to say,
“If you learn nothing else out of tonight’s presentation…” that would be a set-up sentence to emphasize what I’m about to say.
Build bridgesAnother topic is the use of what I call bridges. Bridges are words and or sentences you use to transition from one topic to another. When you’re shifting topics – you need to use a bridge – otherwise your prospect doesn’t follow you and there’s a gap. Many prospects get lost in this G A P between topic 1 and topic 2. It’s not that they don’t understand topic 1 or 2, it’s that they didn’t hear you move from topic 1 to topic 2 and they don’t see how the two topics relate.
Be easily heardYou need to communicate with a volume that each person you’re talking to can hear easily but not so loud that it causes the prospect to feel you’re shouting at them.
Make frequent eye contactMake frequent eye contact with individual people. I used to practice this at my kitchen table with stuffed animals. I would talk to one animal sitting at the table and then to another one. If you’re talking to a husband and wife, you should talk directly to the wife for 5-10 seconds and then directly to the husband for 5-10 seconds. When speaking to 10,000 people, you look at ONE person and talk to them for 5-10 seconds then pick out another person. Never talk to a crowd.
When I complete talking about these sections on the training call I’m going to cover FEAR! Because if you are afraid you will not be speaking easily!
Please reply with any questions about ANY of the subjects I’ve written about. Your questions and comments help me to understand exactly what your thoughts are about this subject so that I can better talk to you and give you what you need. Do you have any questions? Leave them in the comments section at the end of this article here:
http://www.firstclassmlmtools.com/MLMSuccessTips/With admiration,
Tim Sales
Brian Tracy's article presents the "missing" information from The Secret book and movie. Enjoy! .../Paul
The Real Secret of Success
by Brian Tracy
More than 5,000 years ago, in the ancient mystery schools of Egypt, the mental and spiritual laws and principles of success were taught to students who dedicated their entire lives to learning in what was called the "Esoteric Arts."
One of these "secrets" was the Law of Attraction, which said that your mind is a magnet and that you invariably attract into your life people and circumstances in harmony with your dominant thoughts, especially your dominant thoughts emotionalized.
Today we say, "Like attracts like" and "Birds of a feather flock together." From ancient times, it was known that your mind sends out vibrations, like radio waves, that are picked up by the minds of other people who are tuned into the same rate of vibration.
The force that determines the sending power of your mental vibrations is the amount of emotion, positive or negative, that you put behind a thought. If there is something that you intensely desire, something that excites you and enthuses you, you will send out powerful, high-frequency vibrations that can travel large distances in split seconds and cause your phone to ring from someone you have not heard from for months or even years.
Because your mind is so powerful, especially when backed by emotionalized thoughts, you must handle it carefully, like a child handling a gun. The Law of Attraction is neutral. It works on both positive and negative thoughts. It brings into your life whatever you are thinking about on a regular basis with either fear or desire.
When the book, "The Secret" came out, along with the movie, I was happily surprised to see that the first half of the movie comes from my audio program and seminar, "The Psychology of Achievement" which was produced initially in 1981. We videotaped the live seminar which explains the Law of Attraction along with thirty-one other laws, plus how this law is applied in every area of life, and then distributed the video seminar world wide, including New Zealand, where the Author of The Secret comes from.
The weakness in The Secret is that it is "necessary but not sufficient." Of course, it is important that you think positive thoughts and that, by so doing, you will attract positive people and circumstances into your life. But it is not enough.
In response to The Secret, I decided to write a book which is called "Flight Plan -- The Real Secret of Success." In this book, I explain that life is very much like a long distance flight. When the plane takes off, it will be off course 99% of the time. But nonetheless, the plane will eventually arrive at its destination, even thought it was off course most of the time.
In my experience, the real secret of success consists of three major factors: First, you must be absolutely clear about your destination. By this I mean that must have clear, written, specific, measurable goals, committed to paper and organized into specific, step-by-step plans of action.
Before you can set your goals, you must know exactly who you are and what you want. You must do a thorough analysis of yourself, your life, your hopes, your dreams, your ambitions, and where you want to be sometime in the future. Then, you create a "Flight Plan" to get you from wherever you are today to wherever you want to be in the months and years ahead.
The second part of Flight Plan is that you must "take off!" You must have the courage to step out in faith with no guarantee of success. You must be prepared to launch in the face of your fears, doubts and natural reluctance to break out of your comfort zone. "To achieve something that you have never achieved before, you must be prepared to do something that you have never done before." (Les Brown).
Once you have launched toward your goal, like an airplane, you will meet with unexpected turbulence, headwinds, updrafts and downdrafts, lightning, storms and every sort of mechanical problem. You must be prepared to make continual "course corrections" as you move toward your goal.
Perhaps the most important quality for success is, and always has been, the quality of persistence. You must resolve in advance to persist in the face of any difficulty or problem that you experience. You must resolve in advance that you will never give up. You must resolve in advance that you will view every temporary setback or difficulty as merely a signal that you need to make a "course correction" as you move inevitably toward your goal.
This is a great time to be alive. The very best days of your life lie ahead of you. The highest income of your life is still to come. The greatest experiences of your life are still to be experienced.
There is very little that you can not accomplish if you will file your flight plan. Determine exactly what it is that you want to achieve, take off toward your goal with no guarantees of success, and then make continual course corrections until you finally succeed. If you resolve to do these things, nothing can stop you from creating an extraordinary life.
Want to know the REAL secret of success?
You need a flight plan to succeed. And having a plan isn’t enough. Just like an airplane pilot you must make course corrections to arrive at your destination -- your goals. With Brian Tracy's Flight Plan, you can discover a how to achieve more, faster than you ever dreamed possible. You also receive 2 BONUS CDS! Click on the banner below to learn more...
If at first you don't succeed - quit!
"If at first you don't succeed - quit!"So, my friend Len throws this at me out of the blue. After I stumble and recover, he goes on...
"If you don't succeed at first: quit crying, quit thinking negatively, quit dwelling on the worst case scenario, quit your "I can't" attitude, quit quitting, quit not living up to who you are, quit listening to cancerous people, quit making excuses, quit blaming others, quit defeat, quit stopping, quit your fears!!!""QUIT DOING WHAT THE AVERAGE PERSON WOULD DO.""My friend, you are set apart for success, it is wired into you and that is why you stepped out in the first place."So I quit...
When people move their mindset from working for a paycheck to working their own business, one of the most uncomfortable things to change is the way they view promotion. having said that, becoming comfortable with promotion, and mastering it, will result in the greatest rewards. In this article Tim Sales teaches the skill of promoting. .../PaulMLM Training: The Strongest Prospect Magnet is Great Promotion!
by Tim SalesThe worst thing you can ever do in your MLM business career is to think, ponder, worry or even get the idea that it’s unprofessional to promote! Here are some MLM training strategies for generating your own MLM leads, even if you’re on a tight budget.
Prospects are basically the foundation of any business as they are the - potential customers to the business. So just how do YOU find MLM prospects?
Let’s start out with a definition of the word promote which is the most important word in finding prospects for your MLM Business. The word promote means: to make known.
I was recently doing some MLM training with a person in my downline. She needed some help with her business, which was not growing. As I asked various questions I finally found the “nasty bug” that was stopping her network marketing business from moving forward. She didn’t want to come off as being or sounding sales-y. This stopped her from promoting.
How does everyone else promote?
A politician promotes how he/she can make a whole community’s life better - so he’s/she’s making herself known to the public by promoting and making known to as many people as possible what he/she can do for them. If you’ve noticed, politicians promote on TV, radio, signs stuck in the grass or on telephone poles along a busy street or maybe speaking at various group meetings.
A college promotes what courses it offers. It might promote on radio, might promote to high schools or through sporting events. A stockbroker promotes that he can help his/her prospect make money. A local restaurant will promote via radio, or mailing brochures or discount coupons.
The worst thing you can ever do in your MLM business career is to think, ponder, worry or even get the idea that it’s unprofessional to promote!
You really need to know and understand promotion. The only way you can have prospects, therefore customers or distributors - is to promote. The only way for you to make money in network marketing is to promote. You can write down your dreams and goals and study them every night. But you’re as effective as a billboard in the middle of the desert. No one knows you exist until you make yourself known. So if you ever find yourself where your business isn’t growing or you don’t have enough prospects, enough customers, or enough distributors - what do you do? Promote!
Why do you promote? The reason you promote is to create desire for your product. If you don’t create a desire for your product, it’s very difficult to achieve MLM success. How would you know that someone desires your product or business? Well certainly if you sent a post card and someone called the number - that’s someone showing desire in your MLM Business. Even if a person called and asks, “How much is this?” It would still be someone showing desire - or at least slight interest. If you called a friend and asked them to look at something and they said, “Send it to me.” That’s showing a desire. People sometimes refer to desire as “responses,” as in, someone responded to my promotion.
Different types of promotionSo now let’s talk about different types of promotion that create desire. You could promote your MLM Business in:
1. The Help Wanted, the Sales & Marketing or the Business Opportunity sections of a newspaper,
2. Advertising section of magazines,
3. Direct mail, such as sending out post cards to everyone in your zip code,
4. Door hangers,
5. Email, banner ads on the internet,
6. Networking. I’m sure you could have guessed that I would name that one. But you would be surprised at how many people, when mentioning all the ways to promote, miss that one. In fact, if you use traditional promotion with the mindset of just finding a network of people to work - you will fare far better than most who only measure their responses with how many people respond to their advertisement. You can turn one response from a promotion into thousands if you properly network.
One other place to find prospects for your business is to promote to MLM leads you purchase from a lead company. The advantage of this is you’re only paying for those who’ve responded and you’re not paying for all the people who didn’t respond. If I send out 10,000 post cards and get 20 responses, then I paid for 9,980 post cards that didn’t get a response.
The advantage of writing your own ads of course is being able to target your specific audience with your specific product or opportunity message. Which is VERY important and should not be underestimated. In contrast, when you buy leads, you’re buying general ads - perhaps people who’ve responded to wanting a home based business. The other down side to buying leads is that very often, lead companies resell their leads to more than just you - so you’ve got extra competition to deal with.
Three broad ways to promoteNow, it probably sounded like I just contradicted myself; I didn’t. I just saved you years of running in circles trying to figure the advantages and the disadvantages to generating your own leads or buying leads. This is the game. You must promote. There are three broad ways to promote.
1. Networking- which costs the least - you’re going to have costs of meals with prospects - costs of joining clubs and associations. So I have rock climbing club fees, I have mountain climbing association fees, horseback riding fees, mountain biking fees- these are like $50 - $100 dollars a year.
2. Buying leads is more expensive than networking, less expensive than generating your own - but has some advantages and disadvantages. Sometimes you get some hot leads - sometimes, you swear you’re calling a graveyard.
3. Generating your own. Most expensive, but has the advantages of targeting your prospects. Here’s a list of advertisements that I’ve run to promote my own MLM business opportunity.
* Some people earn Ten thousand dollars a year. And some people earn One million in the same year. Click here to see difference.
* Need more money; NOW!
* Does it ever break your heart to leave your kids at daycare?
* Looking for a FUN business?
* Go to the golf course when it’s not crowded.
* The truth about making money. A lot of it.
* WEALTH FORMULA. Click here (banner ads)
* Wealth formula that takes a lot of effort - but retires you in 4 years.
* Extremely well paying position available to right person. Must have sales & marketing experience. Sales training a big plus.
* Immediate Need for Effective Sales Person. Unlimited earning and growth potential. Self-starter, sales writing skills and team player will be keys to success in this growing, high tech organization. Will be responsible for generating sales leads, preparing and giving presentations on company products and training sales team for development company. Great benefits. Great FUN TEAM! Fax resume to:
Be “in” businessThe bottom line is you must be using at least one of these three methods to achieve MLM success. If you’re not, you’re not in business - you’re out of business. What you should be doing, if you see the big picture and want the very big income is you need to be doing all three. All the time. Ideally you start out by networking, which will create enough money to buy MLM leads, then you’ll generate enough money from the leads you purchased to generate your own leads. My point is, as soon as you start making any money, reinvest it in promotion.
One other MLM training tip: don’t measure your success by just your immediate responses. Any marketer who is of any value knows that how you measure return on promotion investment is based on the “life of the customer.” NOT immediate return. Get one leader from a MONTH or 6-MONTHS of promotion and it can pay you for the rest of your life. People often ask me, how much money did you make your first year in network marketing - I tell them,
“I don’t know, I’m still earning it.”Much respect and admiration,
Tim Sales
http://www.FirstClassMLMTools.comGet Tim Sales' Professional Inviter course
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Brian Tracy writes an excellent article on the importance to your business (and your life!) of doing the right things. Lost focus is the greatest cause of human failure. Enjoy! .../PaulThe Practice of DisciplineBy Brian TracyDiscipline yourself to do what you know you need to do to be the very best in your field. Perhaps the best definition of self-discipline is this: "Self-discipline is the ability to make yourself do what you should do when you should do it, whether you feel like it or not."
It is easy to do something when you feel like it. It's when you don't feel like it and you force yourself to do it anyway that you move your life and career onto the fast track.
What decisions do you need to make today in order to start moving toward the top of your field? Whatever it is, either to get in or get out, make a decision today and then get started. This single act alone can change the whole direction of your life.
Seven Steps to SuccessThere is a powerful seven step formula that you can use to set and achieve your goals for the rest of your life. Every single successful person uses this formula or some variation of this formula to achieve vastly more than the average person. And so can you. Here it is:
Decide What You WantStep number one, decide exactly what it is you want in each part of your life. Become a "meaningful specific" rather than a "wandering generality."
Write it DownSecond, write it down, clearly and in detail. Always think on paper. A goal that is not in writing is not a goal at all. It is merely a wish and it has no energy behind it.
Set A DeadlineThird, set a deadline for your goal. A deadline acts as a "forcing system" in your subconscious mind. It motivates you to do the things necessary to make your goal come true. If it is a big enough goal, set sub-deadlines as well. Don't leave this to chance.
Make A ListFourth, make a list of everything that you can think of that you are going to have to do to achieve your goal. When you think of new tasks and activities, write them on your list until your list is complete.
Organize Your ListFifth, organize your list into a plan. Decide what you will have to do first and what you will have to do second. Decide what is more important and what is less important. And then write out your plan on paper, the same way you would develop a blueprint to build your dream house.
Take ActionThe sixth step is for you to take action on your plan. Do something. Do anything. But get busy. Get going.
Do Something Every DayDo something every single day that moves you in the direction of your most important goal at the moment. Develop the discipline of doing something 365 days each year that is moving you forward. You will be absolutely astonished at how much you accomplish when you utilize this formula in your life every single day.
Action ExercisesHere are two things you can do to put these ideas into action immediately.
First, decide exactly what you want, write it down with a deadline, make a plan and take action -- on at least one goal -- today!
Second, determine the price you will have to pay to achieve this goal and then get busy paying that price-- whatever it is.
Want to know how to accomplish more in a month than most people accomplish in a year? Brian Tracy's audio program,
The Miracle of Self-Discipline, will show you how! Training yourself to complete important tasks -- even when you don't want to -- is a vital skill that every Top Achiever should master.
To get your copy today, click here.Still not sure? Why not listen to an audio excerpt right here:
MP3 audio
