The First Step in Sponsoring…
I just got back from Amsterdam where I conducted a Mastermind event with my EU leaders. Over the course of the weekend, I gave them several simple but very profound lessons and assured them that if they really got them – each was worth at least a million Euros to them.
One of these lessons came in the form of a mantra. It says simply:
Be the messenger, not the message.
This really is worth a fortune to you, because once you get it, you do the business in a way that creates the most powerful duplication.
Once you stop making the business about you, stop grinding away BEING the presentation and instead lead people TO presentations, that is when the magic happens. And that’s where third party resources come in…
When the presentation is a third party resource – whether a DVD, CD, flip chart, webcast, conference call or something else – it makes the company the opportunity, not you. And this is where duplication lives.
A really important element of this is the first approach you make to the prospect. The less it is about you, the better your chances of sponsoring are. (This is why I created my “Escape the Rat Race” audio “Check Out the Biz” online version and they’ve had such success over the years.)
So how are you doing on this?
Are you the “super salesperson” dazzling people with your presentation skills and closing techniques? Or do you put candidates in front of a third party resource where you are just the messenger? Please share your thoughts below. Also, I think it would be helpful for the community if you would share what your first exposure tool is.
Remember, please keep the discussion generic. We don’t need a link to your amazing recruiting video! But let us know what your first step is: CD, DVD, brochure, online presentation or what. It would be helpful for us all to see what’s working best in the marketplace right now.
-RG
I present a Free Gift Account Walk-through to prospects that takes approximately ten minutes and is presented by our company founder via a concise video to show the opportunity.
Hi Randy! Great blog – it really hit the nail on the head. In our business, we lead with the product 99% of the time by way of an interactive online presentation that allows the person to send a card for free. Its simple and effective, and people “get it”. Then we follow up with a DVD in the mail (or in person), or a full info pack (DVD, mini-brochure & newspaper insert with stories and examples of how to use our product/system). I have sent some DVDs in advance as well.
Hi RG,
My first exposure tool is through a “plug & play ” system, where I show my prospect two dvd’s. I then review the comp plan with a flip chart and answer any questions they may have.
Next step is to 3-way them into my up-line. Followed by either the home meeting or the hotel meeting or the conference call, whichever happens to be the next event.
Systems duplicate – people don’t.
I heard it before from Tim Sales teachings that echo similar sentiments about its not about you. I tell people now I’m not building a business by recruiting people, I’m building a business by selling products that I believe in. yea, I know that sounds like Kim Klaver ( who you probably are not that fond of) but I’m fine with it.
hellow Randy!I read getting start first package,it is really knowledgeable for net leader.I also studied multy level money machine book 6 months ago.The book is really promoted motivation factor for me.
your produced CD, DVD,net related books arenot available in nepal please can you inform me which location the tools are available in India and nepal?
Thank you.
Well I couldn’t agree with you more that it is not about you the distributor but about the company, marketing plan and the product. I must admit that before i got it I was fronting my ego so much during presentations but i have come to learn that the reason people sign on the dotted line is because they have seen an opportunity where they can get their interests addressed. thanks a million for sharing. john njugi
Hi Randy, the primary exposure to our business and products is by live online presentations, which we hold five times per week. For following up purposes we then use our personal websites, and 3-way calling. This is very simple, duplicatable and very cost effective.
Asia is a little bit different dvd’s dont really work nobody watches them,online links are a disaster as the connection speed is terrible,lots of people dont have a computer. So we grind a lot, but IF you get them into the business they stay with you for a long time. Doing it for two years now, reached Directors level ,will keep on grinding until Diamond.
But I believe Randy you need to look for a differnet model for SE Asia…..
150% Randy fan.
Hi Randy, I commend you on this special blog. As for me, what i use as my 1st tool for my prospect is to offer them a FREE Financial Education programme and as the speaker, i only talk about my company and the system much more later after they might have show interest to know more about it.
-Ola Founder of TheRealDeal Int’L
Great training, Randy, and an incredible reminder about “duplication”.
Dazzling presentation skills cannot be duplicated or copied by brand new team members but teaching them how to take the “Me and I”out of their initial questioning (a great lesson in LISTENING skills) and then making sure they have plenty of 3rd party tools is easily shared and learned.
Our newly forming team uses the online 24/7 video presentation, the Your Business at Home magazine issue featuring our company with a DVD/CD inside. Samples of the Antioxidant juice if local and the compensation plan flip chart to present. Growing strong by not being the message. Thanks for the blog Randy.
Hi Randy
It was great to see you in Amsterdam.And you are so right. We need to use the 3rd party tool. Thank you for reminding us this simple million dollar action.
I have been leading with a free sample of the product which comes with a either a brochure about the company or a business dvd. It depends who I am giving it to- meaning how well I qualified them prior to the :drop off”.
For example, a woman from the store I work next to came in one day complaining about female issues. I asked her if she would be up for trying a sample of my product to which she agreed. I know this is her 2nd job, and I know she would like to work less to be home with her 4 yr old dtr. So I gave her a bottle and will follow up in 2 weeks with an invite to a meeting.
I also work with a guy who came from a health club biz background. I gave him a bottle to try along with a DVD to look at and asked him to think of anyone in the NYC area (where he is from) who he thinks might be interested in this as a product or sideline business. I find not asking someone directly at this level gets the prospect to say to me “what abut me?” lol Then I invite him to a meeting or phone call with my upline.
The new book is awesome!. My question is how do you get your upline to follow the system?? LOL. The guy 3 people above me likes to create new websites every 3-4 months, and changes direction with ROM (reaching out methods). He is successful so he thinks he’s right. I just keep sending info about the book and the Mastermind Event up hoping they will get the message.
Well I’ve certainly had it back to front for sometime – I was the message 🙁
You guessed it – no duplication beyond first level – Yiks
Thank goodness for Randy’s teachings!! I am now the messenger – at last!
The first exposure is usually to an online presentation. Occasionally it is a live business briefing.
Thanks 🙂
Thank you Randy
This is so critical to use the third party.
Thank you Randy for these important points! Once I’m contacted by a prospect I generally will send them right back to my website’s opportunity pages, You Tube video, or recorded conference call for more details. Generally THAT is when they enroll. If they’ve got more questions I’ll get an email or call from and I’ll follow up right away with the answers or again use these very same tools to help them to answer their own questions. Let the prospects do some legwork themselves. If thery’re too “busy” (aka lazy) to utilize my prospecting tools then I move on to the next prospect. DON’T “spoonfeed” people! We’re all adults!
hey… MISS ME? in Thailand sorry not in Amsterdam hehehe….
I TOTALLY AGREE (as if you needed to hear that right?) as ALWAYS on target and RIGHT!!!!
peace out…
mad props to you!!!!!
(i think this is my shortest comment to date) hehehe
We use a DVD, and there are several versions of this. The one thing we have found useful is a mix of DVD and personal presentation, in our case company and´products on the dvd, compensation plan. The DVD is made in the USA, so the testimonials are not very convincing for Mexico, so we had to edit this.
In a way, I agree we do not have to be the message, but at the end the people who join us do so in a whole package, our company, our products, our compensation plan, AND US. We have to be excellent message deliverers, almost the message, almost…
Hi Randy – I’ve followed everything you do, and all your tips and ideas, ever since first meeting you when you did the whole new training program for Cell Tech at a great meeting in Las Vegas (10 years ago?)
My company recently provided Webinars (totally free visual and audio on your computer) 6 nights a week, with all the pertinent facts about the company and its products. This finally makes recruiting really simple (and almost easy too).
It’s also the fastest “sorting” tool I’ve ever found. If you have someone you think might be interested, just ask them which night they have 35-45 minutes free to watch a free webinar. Then register them for it (good idea to watch it again yourself that night) and call them afterwards to see if they have any questions. You’ll find out immediately if they’re really interested and what more they want to know (if anything) 🙂 I’m finally really ‘working’ my business with this great new presentation tool.
Thanks for all you do for all of us (and what you did years ago for Cell Tech!!
Ann Carter annsunvalley@aol.com