Thursday, August 30, 2012

Your Attitude Is Everything

Would you want to have an employee who is extremely good at his or her job but has a bad attitude or an average employee who has a positive attitude? Experienced CEOs understand that bad attitudes can reduce the effectiveness of their organization. Skills can be taught. Attitude is difficult to change.

People with positive attitudes are winners. They build an environment that values employees, suppliers and customers. They think positively. The words don't and can't are not in their vocabulary.

How do we identify winners? It is hard to tell by casual observation. Winners dress the same as everyone else, eat at the same restaurants and work at the same companies. Successful people come in all personality types, physical characteristics and professions. We identify them by their attitudes, behaviors and results.

Winners don't give up. The sad truth about people who give up is they are just as capable as those who don't. The main difference is their attitude.

Conscious thoughts precede actions. By choosing our thoughts, we act our way into certain circumstances. Positive attitudes help us be more productive. We are who we think we are. If we think we can, we can. If we think we can't, we can't. Attitude Defined

What is an attitude? Some say it's a mindset, a way of thinking, which is partly right. In simple terms, an attitude is a habit of thought. Usually we think of habits as behaviors; the way we do something. Habits can be mental as well. Therefore an attitude is our habitual way of looking at our world.

We develop attitude habits through conditioning. Conditioning begins at a very early age and continues throughout our lives. Sometimes our conditioning is negative, for instance a mother's admonitions to a young child. This negativity may generate many self imposed limitations.

The elephant provides a simple example. An elephant is staked to the ground. As a baby it isn't strong enough to remove the stake. Later when the elephant is full grown and could easily pull the stake, it doesn't because it "knows" it can't.

Our attitudes are the key to our health, relationships, happiness and achievements. They determine how we live and whether we succeed in life.

We control our attitudes. We alone have the responsibility to shape our life. Walt Kelly said: "We have met the enemy and they is us. We are all that is holding us back."

Attitudes of Winners

Winners have many positive attitudes. Three that are particularly important in professional lives are enthusiasm, persistence and desire.

Enthusiasm produces the confidence that announces to the world, "I have what it takes."

Enthusiasm is often misunderstood. It is frequently confused with the temporary exuberance seen at sporting events.

Long lasting enthusiasm is different. It is a confident commitment, a wholehearted action, an ardent belief. When you possess enthusiasm life is more enjoyable and work is always part play no matter how demanding. Ralph Waldo Emerson said, "Nothing great was ever achieved without enthusiasm." Persistence is critical. Faced with difficulties, you can quit or keep pushing on. The choice is yours. But if you want to be a winner you will stay with the task and see it through.

Modern technology has taught us to expect instant gratification. We become discouraged if we have to wait. Many people give up when faced with delay. Time, dedication and commitment are always the minimum price tag we pay to complete projects that are important.

How do we project persistence? Never, never, never give up!

Intense desire creates opportunities and reveals new personal talents. Desire is much more than wishing or wanting. Desire differentiates between mature commitment and unfocused daydreaming.

Those who lack desire are always too busy to do what needs to be done. Desire pushes you to work harder in a positive sense. People with strong desire understand the pure joy of work. Their success comes not at the end of a battle, but as the culmination of a game. Every day they work towards their long range goals, reinforcing their desire to do more and do it better each day.

Desire is the attitude that transforms us from average to outstanding achievers.

Attitude and Work Environment

Many employees believe that their employer is solely responsible for the conditions that lead to job enjoyment. This is only partially true. Both the employer and employees have a shared responsibility for building positive workplace expectations.

Yes, the company and management have responsibility. Effective CEOs build a culture where people want to work and want to excel. They ensure, by leading with a Servant's Heart, that their employees feel appreciated and know the company has their personal best interests in mind.

Employees also have responsibilities. If they have a positive productive attitude they will to be happy. Conversely those who always complain create an environment that drags their coworkers down. Employees are responsible for creating their personal satisfaction on their job.

Employees with positive attitudes make their work environment a positive experience. They strive for an attitude of excellence and exude excellence in the way they work.

They go the extra mile. Instead of thinking "I did my part, someone else dropped the ball," they ensure a positive outcome by refusing to accept the alternative.

We can choose to do the minimum required or we can decide to excel. This decision to make a difference is a personal attitude that desires us to be the best we can be.

Experienced leaders understand how positive attitudes play an important part in driving the success of their organization. They build a culture where positive people can thrive and reach their personal goals. These leaders understand that when both the organization and employees reach their goals great accomplishments are possible.

People with positive attitudes are winners. They think "I can," not "I can't."

Attitudes are the mental habits through which we view our world. They are key to all the success and happiness we gain in our personal and professional lives.

People with positive attitudes overcome problems. They don't accept mediocrity. They view their work as a game helping them reach their long term goals.

People with positive mental attitudes exhibit personal leadership. Regardless of their professional responsibilities, they live their lives in a manner that inspires others.

James Boehm

Thursday, August 16, 2012

My 14 Ways to Live a Better Life … Starting Today!

You’ve probably noticed that the market is saturated with self-help guides, audio books, and outrageously-priced seminars by motivational speakers. This is simply proof that most people enjoy receiving advice from others.

Here are a few “tips” that I’ve discovered on my own. Some of them are a bit humorous, but most of them are common sense. I think if you do your best to take them to heart, you’ll start to notice a clearer head and a bigger smile on your face.

1. Wake up at a reasonable hour. Everyone’s schedule is different, so if you work the night shift, your “reasonable hour” may be noon, but it’s a good idea to wake up before you have to. When I was in college I had the horrible habit of crawling out of bed ten minutes before I had to be in class. Although nearly everyone I knew at the time did the same exact thing, looking back, I see how stupid it really was. If I have a ten o’clock appointment, I wake up at seven so I can get in some exercise, take a shower, and eat breakfast before I run out the door.

2. Think of something that you have to look forward to. Once the alarm goes off and the initial confusion of “Ugh, it’s already morning!” has ended, think of something cool that you have going on in your life at the moment. Yeah, it sounds hokey, but it’s pretty helpful … and I’m sure you can think of something. Come on, anything! It can be as simple as, “Oh yeah! It’s Thursday, and that means it’s almost Friday! Weekend, here I come!” or something even better, like “The FedEx man is gonna deliver my new flat screen TV today!”

3. Look in the mirror. I’ve seen plenty of people in the movies and on TV shows who look at themselves in the mirror each morning and say things like, “You’re awesome!” or “You can do it!” before they start their day. I know this sounds relatively insane, but it helps—and I speak from experience. If you can’t tell yourself that you’re good at something and actually believe it, why should you believe anyone else who says it?

4. Take a shower and get dressed. This may be a no-brainer, but spending five or ten minutes in the shower will help clear your head and make you feel a whole lot better. Hopefully you can even find clean clothes to wear. (You know, ones that were hanging in the closet as opposed to the ones that are still in the laundry basket on the floor, wrinkled and covered in cat hair since Fluffy decided to take a nap on them.)

5. Scan the news online, read the “real” newspaper for a few minutes, or tune into the news channel on TV for a few minutes. However you get your news is up to you, but it’s a good idea to stay on top of things that are going on in the world, even though lately most of the news makes everyone angry. You shouldn’t be ignorant about issues that may affect you personally, and you’ll want to have firsthand knowledge as to what’s happening in case someone asks you about it later or tries to force their opinions on you as “the truth.”

6. Eat breakfast. Eating breakfast is a biggie that a lot of people skip, so be sure to eat something. A container of yogurt, a banana, maybe a granola bar as you run out the door … just be sure to eat. You’ll need energy to get through the morning. I like Starbucks just as much as the next guy, but a cup of coffee is not breakfast—even if it has chocolate syrup in it and whipped cream on top.

7. Make a to-do-list each day. I run my own internet business and mainly work from home (or a hotel, or wherever “home” may be at the time) so it’s a huge benefit to know what I have going on each day. Even if you spend your days at the office, you’ll still want to have some kind of agenda to follow. Set up a schedule on your Blackberry or write things down on a legal pad, but do it somehow … or you’ll wind up forgetting something important.

8. Get to work safely. Again, I only work from home, but if you drive to work – or ride your bike to work, or take the bus or train – do it safely. This is also why it’s a good idea to wake up relatively early. Rushing leads to speeding and speeding leads to tickets or fender benders … which will make you even later than you were going to be in the first place.

9. Take a deep breath and count to 3 when something starts to bug you. Co-workers, clients, things that aren’t going as smoothly as possible … there are dozens of things that can easily start to drive you nuts at the drop of a hat. You don’t want to wind up getting so frustrated with someone or something that you wind up going postal, so close your eyes and take a deep breath as you mentally count to three before you say something you may regret. Most likely, whatever’s bugging you isn’t as bad as you think it is.

10. Periodically take a break … away from your desk! Be sure to walk away from your desk every few hours. You’ll wind up getting frustrated if you sit there staring at your monitor nonstop, and your eyes will start to hurt. Getting up for five or ten minutes every three or four hours will not blow your entire day, believe me. You also need to take a break and eat lunch. Sitting at your desk with a Snickers bar that you got from the vending machine doesn’t count.

11. Tie up as many loose ends as possible before the work day ends. We all know that some days you’ll wind up working later than expected, but don’t make it a habit or your boss (or you) will start to assume that you really do work twelve hours each day even though you get paid for eight. Get as many things done as possible each day, but try to leave on time. There’s always tomorrow.

12. Eat dinner. I had to stress the importance of eating breakfast and lunch, so of course I’m going to remind you to eat dinner! And if today is one of those days you wind up putting in some overtime, get up from your desk to eat dinner. A carton of Chinese take-out every night of the week will begin to affect your waistline and your mood. Try to eat dinner with other people, if possible. Everyone should have friends. (You know, besides Fluffy the cat, even though I’m sure he’s cool.)

13. Enjoy a hobby after work. Whether it’s taking a bike ride or a walk, watching a movie, reading a novel, it’s a good idea to have some sort of hobby besides work! Spend an hour or two doing something that you enjoy to help get your mind off of work.

14. Unwind a bit before bed, and get ready to repeat the cycle tomorrow! Whether “unwinding” involves the above-mentioned hobby or something else, take time to chill out for a bit before hitting the sack. This will give you the ability to get a good night’s sleep, wake up, and do it all over again … and if this happens on Friday night, you probably don’t have to go to work tomorrow! Even better!

Yes, some of these fourteen tips might seem a bit common sense. The funny thing is they really work. I guarantee that implementing them into your daily routine will make you feel happier and more excited about the possibilities that each day brings!

James Boehm

Thursday, August 9, 2012

The Law Of Giving And Receiving

The universe operates through dynamic exchange . . . giving and receiving are different aspects of the flow of energy in the universe. And in our willingness to give that which we seek, we keep the abundance of the universe circulating in our lives.

Giving: It’s what it’s all about.

One of the greatest laws is the law of giving.

It is a phenomenal law.

Give freely and happily. Always form a habit of giving cheerfully.

Give first before you receive. Whatever energy you give will come back to you in an amazing way.

You may give away your time, for example, and it comes back to you much later from an unexpected source in an unexpected form in a way that benefits you greatly. You cannot insist on a particular way and time it will come back to you, but you can be assured it will come back in the best way for you.

Give. Give. Give. And do so cheerfully and freely. It is the energy behind the giving that matters so do not give grudgingly. The law of cause and effect guarantees that you shall receive plenty for what you give.

Life is for giving…

Give what you have of your – time, money, smiles, love, compliments, anything. And you will get back what you do not have on you.

Give graciously and receive gratefully. Grace and gratitude are the energizing factors of giving and receiving.

By taking care of society and nature, you take care of yourself. Share with and give to nature and society often. It is the goose that lays the golden eggs, and it needs to be protected and nourished so that it can protect and nourish you.

Share. Give. Help others. In the proportion and to the extent that you cause others to build their wealth, so will you build your wealth.

Invest some time in and share your money with others. This enables others to build wealth. This is another great way for you to take care of society, to make it wealthy so that you may also get wealthier from it.

The Universe is all energy. Energy flows. Giving promotes this energy flow, placing you in harmony with the powers of the Universe. Whatever you wish to have, cause another being to have it first, and you will begin to have it in abundance.

Give and you will receive in multiples. For example, if you wish to have wealth, show others how to have wealth, and in an amazing way, you will soon find yourself wealthy. It is a very complicated system that works perfectly. Give cheerfully!

Share, share, share. It is an investment banked with the Universe that returns to you with amazing interest. Share gladly and genuinely.

What you wish to have, cause another to have. To have wealth and abundance cause another to have it. How do you cause others to have wealth?

Teach these lessons to your friends that are interested in wealth. Show them this book and others like it. Form study groups or mastermind circles with them. Where two or more are gathered, the whole is more than the sum of its parts.

Develop an awareness that enables you to look out for and see all opportunities where you can give something freely and cheerfully. You can give material things, your time, skills, or anything else.

Get out of the habit of thinking that you should receive something first before you give. That is not giving. That is an exchange.

Giving freely and cheerfully enables you to do business, if you wish to look at it that way, with the Universe. This is how it works: You give someone something that you have now with you - freely and cheerfully. The Universe, by the law, finds the best way to give back that energy to you in the form of something that you do not have with you. it gives you back in multiples, when it is most appropriate, in the most appropriate form. It is a magical process. Obviously, the more you give, the more magic you create for yourself. Life starts to work for you.

Develop a strong desire and persistence to give cheerfully and freely.

In your goal setting, remember to include several goals that are about free and cheerful giving.

Giving, under the law of cause and effect, is one of the most powerful actions you can take.

It returns in multiples, sevenfold. You cannot afford to leave out giving in your life plan. You cannot afford to leave it to chance occurrence.

Develop giving into a habit, something you do naturally without having to think of it. This makes you into a consistent and persistent giver and the Universe will work for you.

Give spontaneously.

Work on the habit of giving until you get to the point where you enjoy giving. Enjoy it thoroughly.

It is ok to think and know that when you give you will get back something from the Universe. You do not have to pretend you are not interested in receiving a reward for giving.

Expecting reward is good. In fact, expecting a reward is empowering a reward to come to you.

The violation of the law of giving comes when you start expecting to receive something back from the same being you give to, saying "Well, I did this for you so you should do that for me." In fact demanding a particular reward back is a violation. It makes you "trading" minded rather than "cheerful and free giving" minded. Never ask for or expect payback" from those you give to. The reward you receive will come from a source and a time and in a form that the Universe finds best suited for you.

You always have something to give. Time, complements, talent, money, knowledge, share a book, etc.

Giving has one bonus effect: it shows you what you have but did not know you had. Say you wished to have wealth. You then decide to give wealth first by helping others learn how to have wealth. You read books such as these, help where you can with such knowledge, share these kind of books, and so on. In that process, magically, you end up realizing you had a whole lot of wealth and wealth capabilities that you previously thought you lacked.

You are surrounded with abundant opportunities to give, but you only see them when you decide to start seeing them.

Learn also to receive graciously and happily. Do not feel uncomfortable receiving. You deserve it and by receiving, you are in harmony with the law of giving and receiving.

The trick to giving is to not force it upon those you give to.Offer your gift freely and cheerfully. Show your hand. Do not shove. Show. If the receiver does not wish to take your gift, respect that cheerfully. Do not get offended if your gift is not accepted. Allow the other person their full nature of freedom of choice. And do not make a person dependent on you. When a person becomes dependent on your gifts unnecessarily, you have not done them any good because you have reduced their belief and ability in themselves.

Here is a likely scenario. Imagine a person who does not have much in material possessions to give and share with others. But this person is very charming and kind. The person gives a thousand compliments to people he or she comes across without even getting one compliment back. This person uplifts their mood and confidence by finding ways to encourage and compliment them. But this person never gets a compliment back from anybody. Well, not to worry. The Universe keeps its accounts perfectly. This person’s giving builds credit in the universal system. One day, by the law of cause and effect, of giving and receiving, this person somehow gets the bicycle he or she has always wanted -just when the person needed it - in a way that looks like a miracle. It could be by winning some competition, or having it given to them by a stranger, or one of a countless other possibilities, what people call luck. That is how giving works. Sometime the Universe takes little things that you have, can give, and do give, and it puts them into one big thing that you do not have and require and it gives that to you at a perfect time.

All other things held constant, to the extent that an individual or society shares and gives in the right way, so will they have wealth and happiness. Now you know how to do business with the Universe, so to speak.

The Universe itself is a giving Universe, for life is for giving. You give and you receive sevenfold – you actually are rewarded for your kindness. The Source, Life, is all about giving, and the intelligence that runs the Universe honors your giving always, all ways. Give cheerfully! Everything in life is a gift. Especially with regard to wealth and happiness, never cease to cause others to have wealth and happiness, and you will have wealth and happiness in multiples! But what goes with giving? Receiving. And what goes with that? Gratitude...Let's have a look at that tomorrow.

In the mean time make this commitment.

I will put the Law of Giving into effect by making a commitment to take the following steps:

1. Wherever I go, and whomever I encounter, I will bring them a gift. The gift may be a compliment, a flower, or a prayer. Today, I will give something to everyone I come into contact with, and so I will begin the process of circulating joy, wealth and affluence in my life and in the lives of others.

2. Today I will gratefully receive all the gifts that life has to offer me. I will receive the gifts of nature: sunlight and the sound of birds singing, or spring showers or the first snow of winter. I will also be open to receiving from others, whether it be in the form of a material gift, money, a compliment or a prayer.

3. I will make a commitment to keep wealth circulating in my life by giving and receiving life’s most precious gifts: the gifts of caring, affection, appreciation and love. Each time I meet someone, I will silently wish them happiness, joy and laughter.

James Boehm

Friday, August 3, 2012

Killer Prospecting

What I want everyone to do right now is to think back to the day you taught your child to ride their bike? Or the day your parents taught you…

Did you or your parents engage in the art of selling on that day? Of course, and do you recall the one and only question you had? There was only thing that had to be proven? CAN I DO IT.
I realize that life is still in the way, and for some of you and that I’m asking you to plow through less than ideal circumstances in order to begin implementing these skills, I’m asking you to understand that peace comes from success, and success comes from action, based on strength, conviction or belief, and skill.

Everything you’ve learned since you began working online were in preparation of you beginning the process of writing your story, the story of your success, and in order to break through, you must first break down, most people are victims of self doubt, self imposed fears, negativity, and in order to succeed you have to get this garbage out of the way first. We have heard many people say fake it till you make it, and what this translates to is lie until you create your story, but before you do that ask yourself this question Do I have to have a story BEFORE I build my business, or activity? The answer is nope, all you have to have is a true heart.

One other thing before we get started, My partner and my testimonials aren’t worth salt, people will see our history in the industry and immediately begin to segregate us based on experience and successes , people will simply disregard their potential and say well, that’s them, and create the exception rather than the rule. But Your testimonials are gold, pay dirt, worth more than anything I could ever say or do, but you aren’t going to fake it till you make it, we are going to create your testimonials based on results.

Effective prospecting is not one simple approach to selling, it is a very complex program, and one must understand the psychology of prospecting to do it effectively.

I never ever stress about when I’m going to begin, stories of other people enrolling 1 or 5 or 10 don’t phase me at all, they make me smile, I’m always glad to see other people experiencing success, but in truth, I know I convert qualified prospects at 90 plus percent, and I know why, because I know how. And I will teach you how also.

These lessons have been consolidated into a three part series when I delivered this training before it was a 10 part series, within these lessons I will validate one primary thing , and that is that you have to find success. The things I’m going to share with you will most likely not be like anything anyone ever told you before, I always say whatever I deliver is take it or leave it information, keep what feels right to you, this time I’m going to ask you to trust me, trust what I say, and why I say it. I’m going to ask you to ask me any question you like, whether it be based on an idea you have to get you where you need to be, a fear that you think may be holding your back, whatever fear you may have because for the hour or so we are specifically addressing psychological barriers to prospecting success.

So you’re learning to ride a bike, and your parents are engaging in the art of selling, you only have one question, the most important question, CAN I DO IT. Write that down, with a question mark, can I do it? Never ever forget that question.

Do you recall what trickery your parents used that day? One minute their running along behind the seat, holding on, and your peddling away as fast as you can because why? I mean you don’t know if you can do it, even if they have spent hours coaxing you, hours telling you, you can do it, you still don’t know because you never agreed that you could, they never proved that you could but you trusted them, and what did they do? They let go…they proved to you that you could do it…and you rode…Can I do it, and the answer is yes you can, can we do it, yes we can, does that sound familiar, of course it does the President of the united states, as a Candidate engaged in the art of selling. The very first time I saw the sign, that said “Yes we can” I knew it was the winning line, because I had employed the exact same tactic for years and it worked 90 plus percent of the time…

The very first thing you have to learn about effective prospecting is you have only one thing to sell, forget, about the product, forget about the website, forget about the presentation, but never forget your prospect has only one question, there is only one thing you must accomplish in this call, and that is you must answer that question, which is by the way, the one question every prospect has, and the one question none of them will ever ask, it is an unspoken law, answer the question, get the sale. Your success lies in the answer,

Can you know too much? So many people do not actively engage in prospecting, because they believe they won’t do it right, or they don’t know enough, remember this, the more you know, the less you win.

Let me tell you why, isn’t it amazing that the one thing that has been holding you back, is the one thing that will cost you the sale.

When prospecting, from the first syllable to the last, you are being heard, your prospect is listening to what you say, and more importantly how you say it ( which we will cover in another lesson) , but all the while they have the one question, can I do it? If you go way out in left field comp plan, matrixes etc , you will begin to lose the sale, will you sound like an expert, of course but you begin to create distance between yourself and your prospect, because you are answering the question, and you seem to know so much, your prospect is beginning to doubt whether or not they could ever know that much, they are thinking about all they have to learn, all they have to do, you are saying things they don’t understand, and they are checking the list, matrix? I don’t know what a matrix is, what does that mean? You are answering the question can I do it, with too much knowledge.

Remember the answer to both questions is always the same,
If the answer to the question can I do it? Is no then the answer to will you join my business or activity is also no.

If the answer to the question can I do it is yes, then the answer to will you join my business or activity is also yes.

We will of course never ask anyone to join our business, or participate in our activity never ever, we don’t ask that question, and I’ll share more on the reason why too.

We’ve been talking about the one question every prospect has, the one that they never ask, yet you are required to answer in order to get the sale Every time. And that was “Can I Do It “ and we have learned the answer must always be yes.

You might be thinking perhaps it is as easy as saying “You can do this” or “anyone can do this” and on one hand this is true, but it’s how you say it that counts in the end. We always say it without saying it; it’s less of a pitch and much more effective this way. Remember saying anything doesn’t make it so, it becomes truth through validation that occurs in your prospects mind, you don’t sell anyone, they have to sell themselves, we are not in the business of selling, we are in the business of presenting, we are information brokers by trade.

We have talked about becoming an expert, and I also said that it is quite possible to oversell or over present your opportunity, and cost yourself a sale by being the expert, so how does the whole thing balance out.

I’m going to explain it like this, becoming an expert on the Industry, which when dealing with a prospect amazingly enough has zero affect on the question they have, because they never make a connection between what you happen to know about the industry and anything that they would be required to learn, they will only ever assess whether or not they can learn specifically about the model, the very thing that you represent, so in a sense there are several things that happen when you become an industry expert, one you validate that you really know what the problem is, which says to your prospect if you know what the problem is, then you must know where the solution lies, and you must realize how to solve it, this is the first positive ping on the mental check list of your prospect. Remember 99% of the people you speak to are NOT first time lookers, and they are very well aware of the challenges, have already evaluated themselves out of network marketing as a result of what they have seen and heard so far, the answer they have gotten to the question can I do it? Is a resounding no! Then in walks the master prospector, it’s important to note one thing here, master prospecting skills are never ever about how many people you recruit, never, because anyone can plow through the numbers, it is about conversion only, how many you enroll per number of conversations, anything less than 1 in 5 which is one enrollment per 5 conversations should send you back to prospecting school. That should be the goal, does it mean you start out that way? Absolutely not, but it does mean that you are learning as you go, and your conversions per conversation should be getting higher and higher, it could be 1 in 20, one enrollment per 20 conversations starting out, you should then be striving for 1 in 10, but enrolling 25 in 400 conversations would be a total bust, it’s always about conversion, as long as you are monitoring conversion you are constantly honing your skills. Now on to becoming an expert

Example: Well Mary you know statistically 98% of the people that enter into a home based business opportunity fail, (do not fear saying this you are actually validating yourself and your activity or company, and I guarantee your prospect already knows this.) That’s why when I saw the perfect gift plan model I was so impressed, Mary knowing how challenging it is for the average person to ever make any decent money on the Internet I immediately saw an opportunity where anyone could succeed, this would be a great time to talk about how easy it is. You will also want to add as an expert that most all network marketing companies will require you to enroll or sponsor 100’s and 100’s of people to ever make any good income, problem 2, master prospector solution, all we will ever ask you to do Mary is sponsor two people. Just two participants, people like yourself that you know could use more cash in their lives not only that but we are a group of individuals who truly care about others, and for us it’s not all about the money it’s about having a plan that will actually help people without the challenges, we have a plan that solves the industry problem, and changes the statistics, it’s not only possible for people to receive in abundance, it’s probable, I guess I have to say Mary that is the number one thing that attracted me to this activity. People are looking for a plan that will work for them, without having to conquer the learning curve that most opportunities would require before you can succeed, with our plan you could be receiving cash today

Now in the course of this short example we have covered three problem areas in the industry, and we did it ethically intact without naming names, or being less than professional, we did it from the position of industry expert, without making the prospect feel as though they could never do what you just did.

Now let me tell you what just happened in a 30 second conversation, In this example we would be very near accomplishing everything that we need in order to close this sale, these are the things that occurred,

1)We showed compassion towards people
2)We edified our activity
3)We proved we knew what was wrong in our industry
4)We solidified our commitment to change that
5)We removed all doubt that this is like all the rest
6)We sold its simplicity all you need is two
7)We sold our mission to help others
8)We showed them it was possible to get what they came for which is money…today
9)We were experts without intimidating our prospect
10)And most importantly we are well on our way to answering Mary’s one and only question. Can I Do It?

The next step is going to be covering the plan, and how it works or helping Mary understand that she can get what she needs here, and you don’t have to break it down, the website and the Movie can do that for you.

The one other thing we didn’t do is cover the cost or out of pocket, remember guys we are working with psychology here, after all of that, we need to give our prospect time to start assessing the possible costs…

Ideally the meter is running and they are thinking, if you presented correctly Mary will be thinking that it has to be 400.00 500.00 maybe more, based on what she’s heard from others while researching home based business.

In the example above we presented, any prospect who feels they are being sold, will resist mainly because they don’t want to sell, if you sell, they feel like they have to, remember they are listening, they are qualifying themselves every step of the way (can I do what he/she is doing). We have one job, and that is to present them with information, in the example we did it eloquently professionally without threat, or discomfort, we simply provided the information they needed to answer the only question they have. Your Job is to present, your goal to answer the question. Never sell anything, you have nothing to sell.

In the first half of our training we discussed that can I do it, is the one question you must answer in every conversation about your business. We also talked about becoming the expert, and NOT over selling your opportunity or activity, making sure that everything you do throughout your presentation comes across as something your prospect can see themselves doing, presenting with simplicity.

I am trying to deliver this information in order of importance, and in this last part we’re going to discuss “planning your work day” which you could call “achieving balance” or creating a structured work environment.

So why is this so important, it’s important because becoming disciplined and organized are key to your success. You cannot allow your business to run you, you must run your business.
The key to achieving all of these things is in the way you schedule your day. It’s going to be impossible for me to schedule it for you, since I don’t know what you can do when. All I can do is lay out a perfectly structured day as an example, and then hope that you guys can follow suit around your own circumstances.

So the first step to structuring your days would be to determine what you have to do as part of your daily ritual, and what time you typically do this. Example: If your kids get on the Bus at 7:30 then that is not part of your work structure.

We always build our business around life, NOT the othe5r way around, the other way will not work, you will never find balance, and a lot of bad things can occur if you try to build your life around business.

So ask yourself this question “When can I work”? This is the first thing you need to know, then block out the hours when you are taking care of life. Unless you have a fairly regular schedule you may want to create your schedule weekly, but once you make your work schedule stick to it, this is where discipline comes in. If you know you need to mow the lawn Tuesday morning, then obviously Tuesday morning gets blocked out.

This is so important because you need to be able to function without the stress of unfinished tasks, and without the guilt that can come from neglecting certain aspects of your life, you have to be free to work. This does not mean that you are going to work one hour a week, because if you do it simply won’t produce the results you are looking for, however one hour a week can be reserved for a certain task in relation to work.

Remember, what we talked about last week, your job is to present, you are an information broker, so this is essentially a process that you go through routinely, and you should do it repetitiously, do the same thing over and over again. With minor variations based on the differences that may be found from one prospect to another, other than that what you do is always the same, this way you get better and better at your game.

Get organized, I cannot stress this enough, if you don’t have a day planner, get one, it’s your prospecting bible. In my case, my day goes like this, I start work at 9:00 AM, and I begin by looking at my planner, which is actually an appointment book, this works best for me.
My Prospecting days are scheduled like this, from 9:00 to 12:00 I am making first calls, whether or not they are leads, people who have visited my website or whatever the case may be, first calls are made from 9:00-Noon. At noon, I have some lunch. Then from roughly 12:30 to 2:00 this is admin time, during these hours, I send emails to anyone that I spoke to that would possibly recap what we talked about and include an invitation to attend a call, I mainly have prospecting days on call days, and should you choose you could very well prospect all day on call days and reserve the following day for follow up.

On prospecting day you are making calls in the morning, I use Melissa Data to verify time zone so that I don’t call anyone at 7:00 in the morning, and try to call everyone after 9:00-9:30 AM, and never after 5:30-6:00 at night unless they ask me to.

So I make my calls, present, and let them know I will be sending them an email in the next few hours which contains the information they need to attend an overview call, remember I’m not selling, I’m brokering information, and these calls are part of that process. At this time I’m going to schedule a follow up call, typically I say “Mary after you have had a chance to attend the over view call I’d like to call you back so that I can answer any questions you might have, If it’s Tuesday then I want to call her back no later than Wednesday, some will instruct you to call them back immediately after the call, and this can work if your goal is to emotionally sell them, rather than have them join you from a place of intelligence, remember we want to enroll fewer people who create a stronger foundation rather than a lot who will buy emotionally and quit as a result of buyers remorse, so give them a day to think things through, in our case we have nothing to hide, and should not fear allowing them time to further their due diligence process, now if your prospect is going to visit the scam boards and find a bunch of garbage about your business, then we will address that later on, either by becoming an experts on why it is people post those items, and helping our prospects understand that scam, boards are nothing more than marketing platforms, and there is little or no value to them in making a sound business decision, because everyone posting is a network marketer. Or we will close them more quickly, but we’ll talk about those things another day. “ so Mary What time Wednesday afternoon is best for you? Say it like this because Mary wants all the time she can get before you ask her for money or she has to make a decision, so if you say what is a good day, she will likely say anytime next week, which will never work, because you have to spend your whole call reminding her who you are and why you are calling and so on. Write your appointment in your book. Wednesday after you have made Wednesday calls you know who you have to follow up with and what time they want you to call. Be on time the first time, it’s ok to tell Bob that you really need to run because you have another appointment in order to stay on schedule.

There is one other thing that I do, I use a contact sheet which is nothing more than a document that I print out, that has my prospects name email and phone, and a place for notes, when I hang up every call, or finish every conversation I write down anything important that my prospect told me, for instance why they need a home based business, what they do now, etc. This way when I call her back I remember or appear to remember what we talked about which scores big with your prospects, lets them know they matter. Then I slide the sheets into the planner, and before I dial the number I go back over notes of what they said, this way it is comfortable and is simply a continuation of the previous call.

However it is that you choose to organize and structure your business would be up to you, and would depend on your daily schedule, but just make sure you do it, and it’s structured so that you are not bouncing all over the place, when you are prospecting, that is all you are doing, when you follow up, that is all you are doing, and when you are closing THAT is all you are doing, you will hone your skills, and get better and better by taking this approach and it will also help you to eliminate any discomfort you may have. My partner sometimes says I am a Recruiting Machine, and it’s not that so much as the fact no one gets away, I use a flawless prospecting system that is driven by organization, it’s all part of a process and I never lose track of where I am in the process with any one prospect, I can lay my hands on the place I left off in a matter of seconds, so if my phone rings and Mary says “ Lori this is Mary Smith we spoke yesterday and last night I went to the call, by the time she introduces herself and tries to remind me, I am prepared to ease her discomfort by acknowledging that not only do I remember her, but I recall all of the details, again, you big score when you can do this. So the third most important thing in the process of becoming a master prospector is get organized, develop your system, and use it.

Here's the real truth behind the success of every top income earner in the industry your tail off!!

Working your tail off means doing all the things everyone else won't do, so you can live the life everyone else doesn't have. It means attending ALL of your company and team opportunity and training calls. Working your tail off means finding out who is making it happen and duplicating exactly what they do. It means doing all the repetitive, boring things that breed success over and over and over again until you make it big.

So, what are the things we SHOULD NOT be doing? The following is a list of items we see so many people doing wrong in this industry. If you want to be successful in network marketing you need to consistently work hard and avoid the following 7 pitfalls:

1. Selling and Presenting Your BusinessWe see so many people in this industry trying to sell and talk people into joining their business. That might work if we wanted them to buy a refrigerator from us. The problem with selling people into your network marketing business is that they are not making a "buying" decision. They are making a working decision. Your job is not to convince people that your business is a great opportunity. Your job is to find those people who are searching for your opportunity and upon finding it will do something about it. In a nutshell, you are looking for the “get it done and then some” kind of people.

Utilize your company and team leader's conference calls & websites to do the selling and presenting for you. In simplest terms, let the tools do 90% of the work. That leaves you free to concentrate on the personal part of network marketing ... cultivating relationships, interviewing and choosing the right people.

Never forget that you are looking for serious, motivated, committed people who are ready to do business right now. If you try to sell people, you will end up spending 99% of your time trying to push the wrong people to do the work. The bottom line is, we are in the lifestyle consulting & development business, not sales.

2. Making Income Claims

How many times have you heard how much money the big "Guru" in a network marketing company is making? That may be very well and good, but what does it have to do with how much you will make or how much your prospect will earn with your company? The answer is absolutely nothing. You, your team members and potential prospects could make more or less than the top earner. So, why do so many networkers make income claims when talking to a potential candidate for their business? The answer goes back to Pitfall #1. They are trying to impress and ultimately sell their prospect into the business.

So, if we shouldn't be making income claims, how do we make sure our prospects have a strong understanding of the income potential of doing business with us? The answer is simple. Instead of telling them how much you or someone else in your company makes, present them with a simple business plan they can understand. For example, if sponsoring 10 who sponsor 10 who sponsor 10, will create a six figure income, then that is your sample business plan. Make sure they understand that once they complete the plan, they will be earning the desired income.

Always put the focus on what THEY need to do to make money, not what someone else has done.

3. Three-Waying Prospects Into Opportunity Calls

It never ceases to amaze us how many network marketers will 3-way a prospect into an opportunity call. Think about it. What message is this sending your prospect? It's simple, desperation. Instead of interviewing and making your prospect qualify for your time, you are again back to Pitfall #1, trying to sell someone on your business. Instead, make the attendance of your conference call a qualifier.

See it as the same way you would conduct a job interview. If you were interviewing a candidate for the board of directors of your business, would you drive to their house, pick them up and bring them back to your office? Of course you wouldn't. Sounds pretty silly when we put it that way, doesn't it? Your network marketing business is no different. You are the CEO of your company. You only have time to work with a few serious, motivated and dedicated individuals. If they won't take 25-30 minutes to learn about your business, then quite frankly, you don't want them.

4. Being Too Enthusiastic
Being excited about your business is a very good thing. However, displaying a bunch of over-the-top excitement during an interview call is going to more than likely turn your prospect off, off, off. If you are too enthusiastic when speaking with them, their first thought will probably be that you're about to pitch them on something. Be confident and excited about what you have to offer, but stay away from words like awesome, incredible, amazing, fantastic, easy, great, "you’re going to love this", etc.

5. Not Disqualifying

As we said earlier, smart people invest their time in the serious, motivated people who see the vision and are ready to do business now. So, how can we be sure we’re disqualifying the people that aren’t right for our business? One of the most important things you can do is make a list of the qualities you’re looking for and post it in sight of the area you make your phone calls at. At any time you feel like your prospect is not right for the business, simply let them know. Say something like, "I appreciate your time, but this doesn't sound like something that's for you right now. Why don't we keep in touch by email and if something changes you can give me a call."

Always leave the ball in their court. It's like a game of tennis. Every time they hit the ball back to you, you do the same. Literally – put the ball back into their court. Make them responsible for their actions so you’re spending your time with the right people. Don’t ever hit the ball over the net twice without getting it back first. If you do, you will just burn yourself out.

6. Not focusing on people’s pain – Not solving problems

Too many networkers focus only on getting a prospect information about their business, without learning anything about what the prospect is looking for and why. When speaking with prospects, ask exploratory questions that reveal their values, goals & desires. Really listen and care about what they have to say. The more you understand your prospect, the better you can assist them in getting what they want. Focus on how your business can be a solution to the challenges they're facing. They are interested in what joining your business can do for them, not how "great" and "incredible" it is.

7. Focusing on Details
There are two types of details we are talking about here. The first is the details of your business when talking with prospects. Don't get into long winded discussions about the background of your company. Stop yourself from going on and on about the evolution of the product line or the details of your marketing system. You, of course, want to answer questions. However, the time and place for that is after your prospect has been on a call and read through your website. Once they've done that, answer their questions in a short but informative way. Don't let yourself get side tracked from the topic or over load them with too much information.

The second type of details we're talking about is the details of planning your work. Want to waste 2 hours? Go into your office for 5 minutes. Leaders focus the bulk of their time on result related activities & delegate out everything else. 90% of your time should be spent on phone calls and training your team members. Organizing your business is considered "busy work" and does not count towards the time you need to put in to be successful.

There’s two important things I can say, if you aren’t willing to work for it, you don’t need it. It’s called working from home for a reason, second if you don’t believe you should leave, because in order to achieve your goals you have to believe 100% in what you are doing or every person you talk to will see right through that, and you couldn’t sponsor anyone if your life depended on it, that is a fact.

James Boehm