Dear Uncle Russ:

"Why am I so scared to make prospecting and/or follow up calls to prospects, and what can I do about it?" Timid ____ Clearwater, Florida

Dear Timid:

It may not help your "call reluctance" to tell you how common this is...especially in direct sales or mlm businesses. We allow our memory and imagination to draw upon only the worst of past experiences out of dread they will reoccur.

I suggest that you create a new interpretation and possibility for the outcome to create a different result

For example: detach yourself from the objective of the call resulting in a sale or enrollment. Focus on listening to the prospect and spotting the concerns, commitments, values and qualities. Make your objective a new "connection" or even a friend....or a source for a referral. Have FUN! Do NOT take their resistance personally...because it's NOT.

Take a deep breath, relax, and most importantly be your warm, excited, authentic self!!

Dear Uncle Russ:

"What should I do when I've left multiple messages for prospects, and they won't call me back? Help!!" ___Ready To Go! Augusta, GA

Dear "Ready:",

As a general rule, there is no action or response without a request. Generally, we forget to make one and their response,or lack thereof,is inspired by ambiguity.

Instead of saying "I'm just following up..." or something equally lame, why not try: I've got something important to tell you.

Please get back to me no later than 5pm, tomorrow. I call it "the by when?" and most of the time it's quite effective and almost irresistible.

Dear Uncle Russ:

As hard as I try to make MLM work, it ALWAYS seems to end in disappointment! What am I doing wrong?_____ Jinxed - Mobile, Alabama

Dear Jinxed:

Let's start with your "self talk." If it "always seems to end in disappointment" it's a lead pipe cinch your subconscious will guarantee that outcome. Instead, ask yourself: "What has worked? What hasn't? and What's missing?" When you talk about your business, say "I KNOW this will work!" "I LOVE this!" "I'm creating an opportunity that is easy, fun, and lucrative!" Run that attitude and flag up the pole, and watch how many salute it!

In the immortal words of my dear friend and infomercial icon, Tony Little: "YOU CAN DO IT!!!"