Network Marketing

The Exposure Process –

In the last article we talked about how to make initial connections on the telephone, and how to establish good rapport with your prospect. Just for a very quick recap, this can be done through

  • Sharing your Spirit with your prospect so that you really CONNECT
  • Ask good probing questions so that they Share Themselves with YOU
  • Keep good control on the conversation at all times by continuing to ask more questions
  • Have strong POSTURE and BELIEF in what you have- “Be 10 Feet Tall and Bulletproof”
  • TALK TO LOTS, AND LOTS OF PEOPLE!!
  • Be a Great Listener-Engage yourself in the conversation

These are the key components to good phone communication. When building relationships, it’s really important to regard them as important to you from the minute you get on the phone with the person. If the person senses that you don’t CARE…They will “disconnect” and you will have a 10 times harder process moving through to the exposing your presentation.

The Presentation

So let’s talk about the next stage in the process, sharing your product, service or opportunity. If you have done a good job establishing rapport, connection and building relationship, the rest is literally a cake walk.

This is the stage when you introduce your product, service or opportunity into the conversation, and present the WHAT of it all. If done RIGHT..it can be so painless. If done wrong, you can have a rather short phone call, or something like this:

Have you been on the phone with a really great person and you have had a great conversation with them and then all of the sudden it gets kind of uncomfortable, or worse yet, quiet? That’s when FEAR is present. So at all costs never let silence enter your conversation, unless it’s timed purposely, after a question, like a “pause”.

The best kind of conversations is the NATURAL ones. Isn’t it perfect when you have asked enough questions, that you can walk right smack dab into your prospects next sentence and say “Are you in front of your computer? I have something really cool I’d like to show you and it will only take a few minutes” When you don’t ask any questions…it’s kind of like “here’s my deal” “buy my stuff” etc.

What people tend to do is TALK TOO MUCH. They call the prospect and EXPLAIN EVERYTHING TO THEM. They sell them into and out of the business in the same phone call about 4 times! Or…they do a good job on the exposure process, but don’t set a proper follow up appointment, then lose touch with the person. The prospect falls through the cracks and they run into them at the National Convention!

Be a Tour Guide

All you want to get really good at doing is taking people on tours! Either show them your information by emailing documentation to them, or personally escorting them to your system on your site. Whichever you do, it’s like walking your prospect around the bases on a baseball diamond. It’s elementary, but much overlooked. Utilize whatever systems, tools and videos your company offers! Chances are very good that your up line leaders have put together some smashing tools that “Tell The Story” in a succinct, simple way. People run into trouble when they try to add on, take away from, or reinvent a new system that they think would work better. Just POINT TO the tools, and get very good at doing it.

PAY CLOSE ATTENTION TO THIS STATEMENT:

The Top Money Earners in MLM are Experts at Using TOOLS and Systems!!!

Follow Up

During the “tour” process, your prospect is going to have questions that come up in his or her mind about the product/service, opportunity and pay plan. He or she is going to be MUCH MORE LIKELY to write down their questions and be prepared to buy if you PRESET a follow up appointment with them. If you simply send them information and tell them you’ll talk to them “next week”…what are the chances this person is going to connect with you? They could…but it’s going to be a much HIGHER probability of success all the way around if your prospect knows exactly when your next meeting is.

To take this one step further, if you coach your prospect all the way through JUST LIKE A TOUR GUIDE on exactly what to expect when, THEY WILL BUILD TRUST in you. A prospect does not enroll with a product or service…he or she enrolls with a PERSON that they KNOW, LIKE AND TRUST! So the more you can do to CONNECT, Engage, build trust, and confidence, will facilitate a strong, happy relationship that gets off on the right foot with the right expectations.

We would love to know what YOU think! If you liked this post please Comment Below! Don’t hesitate to click on the share buttons to the right, and Tweet! Tweet!

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Do you use Three Way Calling  in your Network Marketing business?

We have been at this MLM game for a lot of years now and never fails to amaze us, how many distributors are not using the single most dangerous weapon in your arsenal…Three Way Calling. Sure some do, but it’s like anything else; “The golden key” can be handed to you, and unless you are willing to put it to USE consistently, it’s just another great concept. A small percentage of SMART, SAVVY marketers use this power tool. These are the same ones making the BIG BUCKS! Put this into practice, and watch your enterprise flourish!! Rather than discuss why people don’t use Three Way Calling,  let’s talk about how and why using the 3-way call will boost your profits almost OVERNIGHT. Do it and report back to us!

  • It Provides credibility: You know how you hear something from your spouse/parent 3 times, and then someone else says it and you finally HEAR it for the FIRST time? That’s 3rd Party CREDIBILITY In Action! Why does the third person have more credibility? Because they are outside the circle, and it’s as if you have fresh ears!!
  • Think back to an example in your own life of when you have told someone close to you something EXTREMELY PASSIONATELY IMPORTANT and they just were not hearing you.
  • Then, they HEARD IT SOMEPLACE ELSE, come and told you, AND YOU JUST ABOUT WANTED TO PUNCH THEM!!!  Do you get the point??
  • Third party credibility has NOTHING to do with your ability to communicate the information as well or better than the 3rd person. It has to do with the DYNAMIC of the call, and providing the best information for the prospect, that is going to BE HEARD by your prospect.
  • Why would you keep doing all the talking, when you can get one-three great people on the phone who can “relate” well with your prospect, to move the process along?
  • The Third party provides validation that your product or service is great, does the talking for you!
  • The 3-way EDIFIES YOU as the expert!
  • Three way Calling Shows that there’s a simple system in place so it looks easy and duplicable
  • Makes the process easy and fun!!

We have a saying in our business that “If you are not doing 3-way calls..You are probably not making money!” and I can lay you money that it’s true! When we take a look at the businesses of the successful and unsuccessful people in our group, who have fast growing down lines,  they are ALWAYS the ones.

  • Here’s HOW to do a perfect 3-way call:
  • While you’re talking to your prospect,
  • Flash your phone and dial your sponsor or business partner.
  • Note: Some 3-way calls need to be scheduled in advance according to the arrangements you make with the people you work with.
  • Others can be done on the fly.
  • Fill in your 3-way Partner:
  • When you get your business partner on the line, explain a little about your prospect in a few seconds, and flash again to connect the 3 of you.

Then say:

“Hello Jim, I took the liberty of bringing my business partner Mary on the line to chat with us for a few minutes, and to answer your questions. Mary has been doing very well with the business (or product), Jim say hi to my friend Mary (smile)! ”  Then put imaginary duck tape over your mouth!! Don’t talk! Let the 3-way business/upline partner person talk and get to know your prospect. If the upline INVITES you to say something, then you may talk, otherwise just be quiet, an allow the upline leader to take the call where it needs to go.

Sometimes, like in a weight loss or health an wellness company, you can do very short, testimonial 3-ways that are simply to allow your prospect to listen to 3-6 people who have used your product and had great results. This would be different than using an upline leader.

One tip is to match up similar people together. For instance, if you had a prospect who is a nurse, and you knew of a 3-way business partner who is a nurse having success, put the two together. If you have a real estate person, find a real estate person, etc.  If that is not possible, it is totally fine to do 3-way calls with the same couple of people, as long as they are providing good information, doing a good job, and you’re advancing by closing sales. The name of the game is getting the job done!!

One other note: Why do folks NOT do Three Way Calls? It has been our experience that they are AFRAID to contact up line leadership!!  Many new people (and even not so new) are in fear of “disturbing”, bothering, or getting in the way. Nothing could be further from the truth!!! This is how we earn our money.

We’ve seen distributors who “got over it” and began doing 3-way calls….when they were previously resistant to them, and their business TOOK OFF. Many went to thousands a month from making nothing, and some went to all out massive success multiple six figures!!

So, get a list going of who you can do 3-way calls with. If you need help on anything let us know. We’d be happy to coach on the fine points. Whatever you do…consider implementing this powerful strategy if you are not already.

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Please Comment and tell us what your experience has been with Three Way Calling!! Has it made a difference in your success?

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Who invented these terms “old school and new school” ? Marketing has always been the same since the beginning of time. The only thing that ever changes is the medium of how the information is delivered. I think one of the problems is that we as a society tend to want everything yesterday and we don’t want to “pay the price” so along comes the idea of a “new way of marketing” and we all think we are going to get rich and have to work less…… NOT True !

If we can apply the speed of building a relationship using the “new school” tools and then transition them to a real time connectivity, person to person again using the new tools, (skype, facebook, twitter etc.) then you have the best of both worlds. If on the other hand you try and make the internet do all the work for you and think you don’t have to build, and develop relationships you are going to be disappointed

Laura and I are amongst the first to be lucky enough to be part of “both of these worlds” and it can be a blessing to us or a curse depending on how we use it. Lets enjoy the lessons of success in this new millennium. We are excited to part of this important gathering of like minded leaders.

Larry Morris (the new guy speaking out)

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This may not be a blog post that optimizes great on Google, because all the search terms are perfectly researched and scoped out. But the message is clear. Larry is talking ! As many of you who have been syndicating and following our blog have most obviously noticed, (and to be as transparent as possible), Larry has not been participating in the “online” portion of our business!!He will tell you that he has been “offline” participating in Revenue Generating Activities.

The attraction marketing concept and personal branding has been missing a BIG personality…and there has been some major reasons for this. As stated in the previous post, Larry has been a traditional Network Marketer for a very long time, and has preferred to keep it that way!  He will tell you all about it…STAY TUNED IN. You will learn! It was out of pure pressure that we got him to do this video!!

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He is a MASTER MARKETER. Larry believes the BASICS are the BASICS and can be done when a master marketer is dropped into any city, with only the shirt on their back.  Watch and learn friends..this first video is simply an introduction. There will be much more to come very soon. Though you all know I am extremely prejudice (an rightly so!) I will tell you that Larry is my mentor and taught me how to do this business back when I was a scared housewife, determined to figure it out. He threw me in the cold water, and taught me to swim “the hard way” and I became a master marketer very quickly. If you want to learn…hang in there!

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Network Marketing Professional-Tim Sales We are pleased and honored to announce LarryandLauraMorris.com

Our Very Special Guest Blogger

Tim Sales

For 3 Posts Next Week:   Monday, November 8 ,Wednesday, November 10 and Friday, November 12

You don’t want to miss a word of what this legendary Network Marketing Industry Leader has to say, to further your business. Be sure to stop by next week, Tweet your friends, Share this on Facebook, whatever you you have to do to get the word out!!

About Tim Sales, MLM Professional
In 1989, near the end of an 11-year tour with the US Navy Underwater Bomb Squad Team, Tim answered an ad in the Washington Post newspaper that led him to his first and only network marketing company. Five years later his network marketing income rose to over $150,000 per month with over 56,000 people within his organization and over 2,400 new distributors per month entering from 20 countries.
Tim’s successful experience and knowledge make him one of the most sought after advisors, speakers, trainers and creators of content in the industry. He’s delivered well over 10,000 presentations and training sessions to over 117,000 people all over the world. Tim’s signature training approach involves his ability to teach mastery of each component within the business. In addition, he possesses a clever capacity to simplify the most complex issues in the network marketing learning process.

His contributions to the Network Marketing Industry include the 1998 production of the Brilliant Compensation® Video and the online version which was released 1999. Over 1 million people have been educated properly about network marketing through Brilliant Compensation®. It has quickly earned the distinction of “the standard” by which all tools will be measured. Many other “Brilliant” products are in the works.
In addition, Tim is a teacher at the only university-affiliated Network Marketing Certificate Seminar offered for the industry. Sponsored by the University of Illinois at Chicago, this course is taught on the UIC campus, but is also sponsored at various other international locations, including Seoul, Korea, Singapore, Melbourne, Australia and Bogotá, Columbia

We look forward to having Tim Sales spend time with us here at LarryandLauraMorris.com As Network Marketing Professionals ourselves, we will be commenting and providing content to join in the conversation. We highly encourage you to join in too next week! Tim has given us one of the greatest tools to ever hit the industry in Brilliant Compensation. It served to enlighten over 1  million  people on the value of Network Marketing and the simplicity of the business model itself.  His credentials are many, and we feel truly blessed to have someone of his stature spending his valuable time writing for us all! We are excited to share his tools and systems with you as well, which can be found at FirstClassMLMTools.com Be sure to come back Monday November 8, Nov 10 and Nov 12 to LarryandLauraMorris.com

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By Larry & Laura Morris

Contrary to all the articles, sites, blogs, squeeze pages etc. that you see online about how easy online marketing is, how much money it makes, how when you get involved after you’ve been beating you’re head against the wall in mlm you’ll  be amazed how much easier online is…the truth is: Online marketing does not work. “But Larry and Laura, how in the world can you say that?” Mike Dillard, led the way with his legendary and industry rocking Magnetic Sponsoring. Ann Seig was equally controversial and wrote her breakthrough book and materials, The Renegade Network Marketer and the guy who lead the way with 5000 blog posts Ty Tribble. Other Online Rockstars, like  Mark Hoverson who has earned so much  that people compete on Google using his name in their ads and pay thousands to learn from him.  Jonathon Budd the 7 Figure Networker, and New MLM Launch Formula and lets not forget the amazing…. Katie Freiling who has become one of the top bloggers ever…. All these people and others would laugh in my face at that statement!” Don’t worry I will redeem myself for all of you that want to go away and never come back. Keep reading, as I promise this will all make sense and provide a strong point to learn.

Let me explain. We have been involved in MLM for over 20 years, and have been successfully helping people become independent five and six figure earning home based business owners in worldwide organizations. We have met some of the finest leaders in the industry in that time and are proud to call them friends. It’s been interesting to watch the mass shift that has taken place in the last few years to the social media revolution, and attraction marketing, funded proposals etc. The one thing that stands out above all else… is the common thread that we hear on BOTH sides of the fence is “It doesn’t work”

OK..what doesn’t work? The tried and true methods of Network Marketing don’t work? They really DON’T WORK?? I have built, Larry has built, many very cool people I know have built large organizations with the tried and true techniques of mlm. I know one wonderful leader in our industry that is championing the cause, and uplifting our craft: Eric Worre with Network Marketing Pro.  These never fail methods are:

See the People

Tell the Story

Build For Events

Follow Up

They WORK…IF YOU WORK THEM. Always have…always will!! I challenge any person to take a superior product and opportunity that has these 3 attributes and NOT have some relatively good success with persistence, determination, and repetition.

Your Product Must Be:  DIFFERENT (Preferably FIRST TO MARKET!)

SUSTAINABLE (people have to have it long term)

GIVES YOU AN ADVANTAGE in the marketplace

So what about online marketing? Why do we say it does not work? It’s more like, people don’t work. People are looking for the easiest route to the million, with the least amount of work. A shortcut. The problem is, whether it be traditional mlm marketing or online mlm marketing, THERE SIMPLY ARE NO SHORTCUTS TO SUCCESS. It’s not really fair, but it’s just kind of the way it is. Booo. You can’t pass yourself off as an expert until you spend some time learning about your niche! That’s why we kind of crack up at all these “mentors” all over the place!! You can’t mentor people until you know what the heck you’re talking about with some credibility, and some experience!  You can’t pour water in cup with some instant powder and become a millionaire mentor! You have to pay some dues on the way. You’ve all heard the saying….It’s called Net-WORK marketing!

Ok, Ok….Of Course Online marketing works!! What do you think we have rocks in our head?! It is working to the tune of Billions!!  There are many fantastic tools and packages available to help you get where you want to go. Our advice is continue to work. Be persistent, consistent and know what you want. Take some time to work out a plan for what you want your online business to look like.  What message is it sending?

I think what we want to say is that BOTH WORK extremely well. The old mlm industry is pretty much not what it was. It has had to morph into the New MLM of the 21st Century, with The Social Media platforms, Web 2.0 etc. People carry around their Ipads and Iphones now, the way we used to rely on our precious rolodex, and business card files. Hotel meetings have been replaced by webinars for the most part, although many companies are still doing both as a winning strategy because there is no replacement for face to face personal contact DaveandDawnCook did an excellent video on this, go check it out!

Online marketing is like everything else. It is not get rich quick. It is not a shortcut for your mlm business. It is a new way to make your mlm or small business more profitable!! There is a significant difference! It does NOT mean you are going to work any less!! In fact you might work MORE. My hope is that you dig in and roll your sleeves up and work harder than you ever have in your life! The reason I say this is because if you do, you’ll be rewarded bigger than your wildest dreams.

The trap people fall into is thinking they are going to take their mlm business online, by putting up a pretty blog, trying a few strategies, etc. When the leads don’t start rolling in, they coming crying to us saying “Well, THAT didn’t WORK!!” The question you should be asking yourself is Did I WORK IT for a minimum of a YEAR, applying one strategy to the mastery level? You want to know a secret? The only way online marketing will NOT WORK is if you QUIT!! If you keep at it, and keep working consistently, you can’t help but succeed in your niche!


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Larry and I are just a little more than 24 hours out from departure for a fabulous company trip we qualified for with our Network Marketing Company. On this trip, we are being treated to all expenses paid,  from the time we sit down on the airplane, until the time we arrive back home. More exciting and really much more valuable to us than that is the education we will be receiving from our company executive leadership.

Earlier in the year our company released a promotion for an Elite Executive Retreat, at which we would be going to a special sunny beach destination to learn, a super sought after, 12 Step corporate business strategy. This strategy has been taught to TOP CEO’s around the world, and been responsible for the growth of Billion Dollar Corporations like Kraft and General Foods. That got us very excited, and was all we needed to get to work to qualify.

The qualification was not easy by any means (it never is) , and it was amazing how fired up we got making it happen. I will let you in on a secret- You must get FIRED UP if you’re going to win a trip!! If it’s not fun, why do it! We started working with key leaders on our team. Any time you are looking to accomplish a goal, the first thing you do is break it down, so we sat down and looked at who we had on our team that wanted to accomplish their goals, and get there too.  We began working individually and in groups with our teams and in future articles we’ll talk more specifically about what, how etc.

Have you ever won a trip with your company? Have you ever dreamed of what it would be like to go on a Carribean Cruise or to Japan because you worked so hard that your company wanted to say “thank you” and send you there?

Why do mlm companies, or any sales organizations run promotions? Is it simply to say thank you? That’s part of it. It’s a big part of it. RECOGNITION. Our industry thrives on recognition! Network marketers live to walk across stages, have pins, pinned on them and to take fabulous trips. Because with those things, comes income, security, presitige, knowledge, and rank advancement, just to name a few of many of the amazing benefits of mlm growth and leadership.

Another obvious reason our companies organize promotional trips, is for the bonding, idea exchange, and just plain “play time” that takes place amongst the leaders. We work pretty darned hard every day, at least you should be if you want to make it in this industry! That’s why it’s called Net WORK Marketing!

But what blows our socks off is that in this day and age of hype and rah-rah, there is a company that is motivating their distributor base with usable,  STRATEGIC BUSINESS BUILDING KNOWLEDGE. In our 20+ years in the industry, we have never been through anything like this. Yes we have been to leadership summits, retreats etc. But they have mostly been put on by the team organization. This is part of the company’s entire event strategy, to train the distributor base, build the  training events which have to be earned, and help the leaders create momentum. Naturally we will have the usual open events that everyone can attend.

So if there is an opportunity for you to win a trip in your company, find out what it takes. It can be a life changing experience for you. There is nothing like it in the world.

Part 2:  6/3/10

This You Tube Video Tells The Story!! It was an incredible event. The very important factor to remember when you watch this video is that every single person who attended this fabulous mlm event had to work their butt off to attain a company rank to get to go on this trip!! You could not “buy your way on! Our company has an event strategy, in which high level training only available to corporate CEO’s and Fortune 100 Companies will be made available to the upper leadership who attain certain ranks in the company. Pretty Cool Huh? As someone who attended the first one, I can tell you this is training you cannot get in ANY MLM COMPANY.This strategy is part of of the training available when you join our team.

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Whew…what a whirlwind it has been researching, watching, building, blogging, facebooking, tweeting etc, all the while “being self taught” by this wonderful medium, The Worldwide Web!! Wow, I am amazed at the knowledge I have amassed over the past 3 years, yet still feel very much a student.  We used to say “Is this going to bring some return?…(in the early days) and then the leads began to drip in, and the relationships were built and vice versa!. People joined our teams. This stuff was actually working!

Yet when i look at my contemporaries, I must speak honestly I have so far to go. I have created 2 niche blogs, and some landing pages, built organizations, yet I feel like a baby when it comes to social media. I am a self proclaimed continuing social media student. People do business with those they like and trust, and I am no expert yet! I have much to share, but what is so wonderful about being part of the social media world is that I have much to learn and that is OK!! [click to continue…]

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