05-28-2013
It has been said by many leaders in this industry, “MLM is the Great Equalizer.”
Regardless of background, experience or education,
anyone will succeed if they JUST DON’T QUIT.
PERSIST in WHAT? Gathering new leads, introducing
products and opportunity, making phone calls, sending
emails, posting on blogs and social media, etc.?
Yes, but what did we mention last week that ALWAYS
comes first?…
RAPPORT comes first, second, third, fourth, and always
forever!
The biggest struggle I hear repeated by most leaders is
RETENTION – keeping their distributors and customers.
When do we STOP building Rapport? When a person finally
buys our product or joins our Team? When a distributer
sponsors their first person? When a distributor
achieves a leadership pin level?
I told You last week that my sponsor quit and his
sponsor quit. This happened with my first MLM back in
1974, and again with my current MLM.
So, why did I hang around when those whom I knew, liked
and trusted left? In both cases my up-line leader BUILT
know, like and trust with me – and NEVER STOPPED.
This also been said by many leaders, “The fortune is in
the follow-up.”
Is follow-up all about product and skills training? NO!
The main thing is Rapport, Rapport, RAPPORT!
Now, how do You Build Rapport? There are 3 simple
elements…
1. SMILE – mentally and physically forever and always.
This HABIT will lift Your sprit when it needs lifting –
just talk with someone.
2. SHUT UP & LISTEN – Yes, just STOP TALKING. Ask
questions, give positive feedback, be curious, probe
deeper.
3. PASSION – find out what someone really cares about
most. (“I’m just curious, what do You like to do in
Your free time – weekends, holidays and vacations?”)
These 3 make follow-up and Building Rapport so easy and
physically un-demanding – the other person does most of
the talking! Plus, at the end of the conversation, they
will tell You how much better THEY feel because of
talking with You! (And YOU feel better too, but that’s
a secret.)
Yes, answer any questions they may have – but focus
mainly on the RAPPORT.
So, why do people quit (other than Your failure to
build Rapport with them)?
A deficiency in one or more of these 3:
1. A clearly defined WHAT. Knowing everything about
What they want – the look, sound, feel, smell, taste,
etc. of it.
2. A strong, passionate WHY. The Chief Aim in life that
drives the Emotional Feelings about what they want.
3. An unshakable BELIEF. They must FEEL they deserve
what they want, are worthy of it, and are in the
process of achieving it.
You see, folks get distracted or discouraged by
focusing too much on the HOW – and want a new tool,
script, skill, technique, sponsor, product or
opportunity – but not enough focus on the 3 things that
matter.
Beating the same old drum here, SELF-TALK is the device
for building the Strength of the Three.
Build the Three, and the HOW will take care of itself –
even the mistakes are good.
It’s perfectly okay to take a “recovery” day or two
after an exhausting weekend, week, month, etc. – as
long as the “recovery” days don’t string along into a
new Habit of Procrastination.
Ken Klemm – Florida, USA
P.S. The grass is always greener on the other side of
the fence… until it’s time to mow.
