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and their family. Don’t worry about how deep they fall within your organization. Your relationship with your leaders is the most important part of your business. Pay attention to this. This is called overlapping leadership; practice it.

YOU SIMPLY CANNOT MANAGE

YOUR WAY TO THE TOP

Over 90 percent of your team members will be good product consumers at best. Always help them to feel good about themselves, their company, and their products. Then they will be good consumers. This is normally done through your occasional personal contacts with them and through your team newsletter. This group of people will not build your empire; you can’t afford to spend a lot of personal time with them.

THE FORMULA FOR MANAGEMENT SUCCESS

Yes, you will need to pay some attention to the 90 percent of your team who won’t build a business. This time is called management time:

•It includes taking an occasional call from a nonbuilder to answer a question or two. Always be helpful and encouraging and always let them know that you appreciate them and their efforts.

•Publish a monthly newsletter that is available on the Internet and through fax-on-demand. This way everyone has access to it. In the newsletter highlight a product, praise a leader of the month, and publish a top recruiters list and any other top 10 list you think will help drive your business. Where performance is measured, performance improves. Also publish the schedule of upcoming events and conference calls. Your newsletter helps everyone to feel included, and it saves time in communication with the team.

•Hold a regularly scheduled monthly welcome conference call for newcomers (e.g., first Saturday of every month at 10 A.M. Pacific time).

•Hold a regularly scheduled monthly product training conference call for everyone. You do not have to be the product expert on your team, nor do you have to hold this call personally.

•Hold a regularly scheduled weekly leadership conference call for your leaders (leaders must qualify at a certain level to participate).

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•Hold a regional rally every quarter.

•Attend and promote the national conventions each year.

That is your entire management agenda. Spend 80 percent of your time building your business, training in the field, and leading the troops. Spend only 20 percent of your time in management mode. This is how you lead an all-volunteer network marketing army. Remember at all times you are in the people business. The better you understand human nature, the more powerful you will have the opportunity to be.

Leadership is and always has been about people following their passions. Leaders who have large network marketing organizations have just made those passions available to like-minded people and helped them to blaze the trails.

Greg Arnold has been a leader in the network marketing industry for over 30 years. Greg’s networking career began when he was still a young man. While he was stationed in Savannah, Georgia, he was earning more from his network marketing efforts than from his military career. His network marketing earnings were so high that the military even launched an investigation until they discovered he was earning his money legitimately through network marketing.

In less than a year, Greg built an organization of more than 11,000 members. Wanting to share his network marketing expertise, he wrote and published

The Multi-Level Mangler in King Arthur’s Court. The popularity of this book has been nothing less than phenomenal. Network marketing industry leaders often use Greg’s book to train their distributor teams.

Now living in his small hometown in southern Washington State, Greg remains active in the network marketing industry as an author, distributor, trainer, and consultant. He can be contacted at [e-mail]. His free generic network marketing training newsletter is available at www.mlm- training-online.com.

Chapter

24

Free, Fun, and Creative Ways to Find an Endless Flow of

Hot New Prospects for Your Business

Nick Hetcher

Network marketing can be the greatest business in the world if you have enough prospects to tell about your business. Without a constant flow of good prospects, your business will not grow. This chapter contains more than 100 ways to reach new prospects so you

will never again have a problem finding people for your business and products or services. Prospecting your family and friends can sometimes be hard to do, especially if you have done so before with other moneymaking opportunities. If you have a solid business opportunity, then your warm market representing people you know is the best place to start. I understand that you won’t go to all of them for various reasons. But if you go after the positive, outgoing, and friendly ones, there are definitely diamonds on your personal list.

The key to building a large residual monthly income with the any home-based business opportunity is to introduce the products and income opportunity to as many people as you can. You’ll then teach the ones who join your business to do the same as they, in turn, teach their new distributors the same things. Teach people to teach people to be successful. The first 90 days in the business are probably the most critical since this sets your pace and establishes a pace for your group. To follow are several ways to build your business. Most are proven methods that I learned from others, and some I made up myself. You will want to keep your business extremely simple so virtually anybody who joins you can do it successfully by following a basic system. You do this by becoming a master inviter and let the automated systems (24-hour messages, web sites, three-way calls, live opportunity calls, local meetings, etc.) do the presentation for you. You do not do the presentation—let the systems do it for you! That way most

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people can see themselves able to do it, too, and are more likely to join you in business. Commit to working this business for at least a year during which you expose hundreds of people to your business opportunity and products or services. The more people you expose your company to, the richer you will become.

Your success is really a mathematical equation, or as some say, a numbers game. Whoever hands out the most company information packs and samples makes the most money. So pick one or two methods that work for you of reaching new prospects and give them all you have. Always remember, you are the messenger and these systems present the message. Let them do the presenting for you. After the system does the presentation, it is extremely important that you follow up with every one of your prospects to see what they think. Is this something they could see doing themselves? On a scale of 1 to 10, where do they rate their interest? You’ll want to find the people who are interested in joining at that time or have questions for you and your sponsor or upline. Look for desire and a commitment to do what is necessary to achieve success.

Building a large and successful long-term business is all about building good relationships with people. The following are ways to find new prospects after you first go to the people you know. Now have fun, stay focused, and build strongly for your early retirement. Massive, focused, and consistent action results in massive residual income.

YOUR WARM MARKET

Always start your prospecting efforts by making a list of everybody you can think of. Start contacting those you would like to work with and think will be receptive to considering your opportunity. Contact them first by e-mail, letter, postcard, and/or phone. The phone is your greatest asset in this business, so learn how to use it well. Even if you don’t think any of these people would be interested, your circle of influence should be the first group of people you contact. Even if they’re not interested, they probably know somebody who would be. Ask them for referrals, too. If you’re afraid to tell them about your business, then just focus on the incredible gift of fun, finances, and freedom you are offering them. Be proud of this industry and your company and offer it as you would any valuable gift.

MY SEVEN-SECOND PRESENTATION

Anybody can make some calls to notify others about their products and income opportunity. After making a few calls, it will get much easier and you