My good friend and fellow networker, Tom, joined me on a road trip to Austin, Texas. I complained about how I didn’t have enough hours in a day to support everyone.
I overworked myself for my first ten years of network marketing and didn’t know why.

While our conversation was too long for this newsletter, here is the lesson he taught me.

"Before we grow a leader …"

Should we help our team members to grow into leaders? Of course, but we have to be selective. We don’t have time to help everyone. So ask ourselves this question: "How do we know this team member is serious about becoming a leader?" If we ask our team, everyone will respond they want to become a leader. But the world is full of wishers and hopers. Talk is cheap.

So, how do we know the serious team members to invest our time in? Give them the Leadership Test and see who passes. Loan our team members a book, any book, and say:

"Here is a great book. Please read it. It should help you start on your path to becoming a leader. And give me a call on Friday to let me know your thoughts."

#1 If the team member calls us on Friday, this is someone serious we can work with.

# 2 If the team member doesn’t call us on Friday, or has multiple excuses, the time isn’t right for that person to become a leader. It doesn’t mean this team member is bad. It only means now is not the right time.

Think about it. If reading a book is too hard, the path to leadership will be much harder.

____________________________________________

A Message We Can Give Our Team.

"Readers are leaders."

We have gone as far as we can … with what we know now. If we want to go further, we have to learn new things.

____________________________________________

What words help us ease the tension after an objection?

As we know, we must start with an agreement. If we disagree, it is over. We would be talking, but no one would be listening. Start with:

> "I see where you are coming from."

> "Makes Sense."

> "Relax."

>"It's okay."

> "Of course."

These starter words will relax our prospects and help create open minds for our message.

____________________________________________

Depressed People...

Many people give up all hope for their lives. They go through the motions of working a job and are waiting to die.

Why not give them a chance for a little hope in their lives?

Let them know that network marketing exists. And whether they choose to do network marketing or not, we can still feel good, because now that person can never say, "I didn’t know. No one ever told me about network marketing."

This gift of this "option of hope" costs us nothing.

____________________________________________

Try this question to get better comments from our team.

Simply ask:

"Are you the type of person that quits right before you become successful?"

Of course, their answer is, "No." Then explain how many people learn, start building, and then quit right before they see big progress in their business. Now the team member doesn’t want to be one of those people who quit just a little bit too soon.

____________________________________________

How bad is our math?

It costs the same to make 20 presentations whether we close one prospect or if we close all 20 prospects. Tomorrow will be another day whether we talk to one prospect or talk to 20 prospects. It will still be a 24-hour day. So if we go through this effort and time, why not learn the skills to make our efforts pay off? If we say better things, we get better results.

Want an example? Compare these two opening statements.

#1 "I just got involved with the most wonderful company with the most wonderful products ..."

#2 "Well, you know how we all want more money ..."

Don’t you think there will be a difference in how our prospects react?