Why do people seem to "disappear" and/or procrastinate during the summer months or until after the winter holidays...and more importantly, what can I do about it? JY - Los Angeles, CA

It's SUMMER! June is a time of Weddings, Graduations, School breaks, and at least in the United States, three national holiday weekends within approximately a 90 -day period of time!

As mid to late November comes around there is Thanksgiving, Christmas/Hanukkah/Kwanzaa, and of course, the beginning of a brand new year! Since we have ALL used these excuses to justify our own lack of productivity, it is hard not to at least appreciate or empathize, right?

Here's what I do. I give up being committed to the on-the-spot enrollment, and instead return to, So, are you open to planning NOW, what you are going to do "after"......? This is particularly effective in the five weeks before New Year. Instead of WAITING to start in January, why don't we use this time to create a plan/project that you begin on January 1? Similarly, for the summer break: "Since you are basically taking this for personal time and rest, allay your concerns about selling and recruiting and instead, plan for September and spend the summer setting goals, strategies, and conversations with candidates you want to build with, beginning in the Fall? I will assist you!"

Don't stagnate...strategize!!

What do I do when it seems once a prospect even gets a whiff, or asks "Is this Network Marketing?" the wall goes up and any additional effort seems futile? Allen  - Austin TX.

Understand that MLM/ Network Marketing undoubtedly has a very public and common stigma attached to it. I might add, it's well deserved.

The same thing that makes it great also creates problems. How many times have you heard it? It's a "people" business! Anyone's negative experience, or even one they've heard of, becomes what Network marketing IS!

I think it was Thomas Payne that said: "Arguing with someone who has abandoned the use of reason is as effective as administering medicine to the dead." Something like that.

Anyway, here's what I do. ANYTIME you sense or feel resistance, of ANY kind, ask this simple question: "Do you have a concern?" Then LISTEN as your life depends on it. It's NOT personal. Do NOT use "feel - felt -found!" Appreciate their concern. Understand it. Then ask them this: "Are you open to a different interpretation?" "Are you open to another possibility?" Notice, that these are both "yes" or "no" questions!

Go get'em, buddy!

What qualities do you look for in a prospect or someone you sponsor directly? Dwayne - Coeur d'Alene, ID

I love this question, Dwayne, because so few even think about it before they build their team.

Instead, they are thrilled with the first person who says "okay" without breaking their chops.

Here are my TOP five qualities:

#1. The candidate is  "open." In other words, they are self-aware enough to know that they don't KNOW  everything! These individuals may not be as common as you might think! Have you ever met someone who "knows everything?" I have. To a person, their lives are train wrecks.

#2. They LOVE people, warts and all. They like to listen to other people's 'stories' without being THROWN to talk about themselves. All human beings are flawed...and many are also wonderful.

People who embrace and can see both can be GREAT for this business.

These first two are "deal breakers" for me. I have friends who are close-minded and prejudiced and some really aren't good or have much tolerance for people's humanity. That's fine. Sponsoring them, in my opinion, is a formula for disaster for you, them...and others.

#3. Courage. Guts. Chutzpah! Any entrepreneur encounters, challenges, and resistance obstacles, a good prospect is ready and expects it. They suck it up, go to their support, their sponsor, and their coach, take a deep breath and get back in the game.

#4. They are responsible and committed. They realize that we don't always get what we want, but we almost always get what we are committed to. They do not blame others for a lack of success, they define what it looks like for them and then persistently set out to have it!

#5. Coachable: Different from #1 "Open" in the sense that they are constantly looking at what's working, what's not working, and what's missing. They seek to grow and find the mentors, material, and coaches who will help them.

Love, Uncle Russ