Tom Miller International

This article was inspired by this question submitted by one of my readers… “Once a lead has been generated, what kind of follow up letter would be best to send to them? Should I include links to my opportunity in the follow up letter? At what point should I invite them to JOIN ME in my business?”

What I find a bit perplexing, is that I’ve gotten dozens of emails just like it over the past few months.

Today I decided to offer a detailed clarification, (one that I assumed was unnecessary), for the benefit of everyone’s career in this industry.

One of the core concepts taught in “Carbon Copy Pro” is the identification and pursuit of your primary target market.

Simply put, your primary “target market” consists of people who already use or purchase what you’re selling.

That means that in this industry, your target market consists of people who have purchased and who participate in a home business.

That group of people is different than your secondary target market: Opportunity seekers… People who are interested in a home business, but have not yet bought into one.

The exchange/investment of money is the key differentiating factor that divides the two.

I’ve used this analogy before, but I’ll restate it here for some of our newer readers…

Let’s say that you were the head coach of an NFL football team and that you need a new quarter back.

Would you go out and recruit someone who already played in the NFL or college as a quarter back, or would you place an ad in a newspaper that said something like…

What to be an NFL quarterback?
Get paid big money! Replace Your Income!
Call 1-800-555-5555

Well that’s the difference between recruiting experienced networkers and home business seekers.

But how do you get in touch with other network marketers?

Well in the past, your best option was to buy genealogy lists, (lists of other existing networkers), and make 100-300 cold calls per day.

YUCK!

But there is an easier way where you can actually get other networkers to contact you… And that’s exactly what Magnetic Sponsoring teaches you how to do.

Once you learn “Carbon Copy Pro“, you can have 5,10,15,20 or even more active network marketers contacting you each and every day.

And once that starts to happen, it leads many people to ask the question above… “How do you get them to join YOUR opportunity if they’re already in a business?”

So here’s the answer, but it’s probably not what you’re expecting…

Building a rolodex of other network marketers that you form a relationship with is the single most potent and valuable business building strategy there is.

The biggest earners in this industry… The one’s who build massive organizations in months who are on stage getting the big checks don’t call leads.

They open up their rolodex and call OTHER MLM leaders that they’ve gotten to know over the course of years.

Those leaders know other leaders who make phone calls and each of them can bring in thousands of people from their previous or existing downline to the new opportunity.

Simply put, they’re recruiting Joe Montana to their team instead of Joe Dirt who just answered a newspaper ad.

BUT!!!

Building that rolodex and those relationships TAKES TIME! And yes, you need to advertise, and yes you will run into opp seekers who become super-stars.

But you’ve got to keep the BIG, LONG-TERM picture in mind from the very beginning.

It’s not about getting the name, email address, and phone number of another networker and trying to “flip” him into your opportunity.

That is short-sighted, shallow, and driven by greed.

You have to bring more than just another biz-opp to the table.

You have to bring some kind of personal value.

So if you want to bring other networkers and leaders into your organization, here’s what you need to do…

You need to put the process of recruiting them second on your agenda. If you follow this process correctly, the sponsoring/recruiting process will happen automatically.

First and foremost, you need to serve others without want before you can get.

Why?

Because that’s what leaders do.

You need to acquire some value by educating yourself as much as possible so that people will have a reason to want to work with you.

You need to start offering your experiences and lessons learned to others in order to help them achieve their goals, even if they don’t join your downline.

This will allow you to earn their respect and build a relationship with them.

That’s why it’s so important to start an email newsletter (which I teach you how to do in Carbon Copy Pro).

As you begin to build value in yourself, you’ll start to attract a following.

All of those networkers that have contacted you through the Carbon Copy Pro System, start to see you as a valuable resource, an expert, and a friend who can help them accomplish their goals.

That’s when the phone calls start to come in from existing leaders who want to work with you.

That’s when recruiting becomes effortless.

That’s when you can build a massive downline and make BIG money in just a few months over and over again.

THAT is what Magnetic Sponsoring is all about.

It’s not a strategy for your Uncle Bob or the average opportunity junky.

It’s the single most powerful method of downline building in existence which is why I teach people how to do it in Carbon Copy Pro, but it will require a bigger, better vision for yourself and others than just “flipping” networkers.

So I was hosting a training call recently when someone asked me what I thought was a interesting/relevant question…

“Tom, which should someone concentrate on first… Personal development or marketing?”

To me, that’s a bit like the chicken or the egg argument.

The bottom line is that you can’t have success without both.

If you learn how to market and generate leads, you need to have personal confidence and leadership in order to pick up the phone and sponsor them.

If you have personal confidence and leadership, but lack the marketing skills to actually generate your leads, you’re stuck with an empty list to call.

So you need both, but which do you pursue first?

Well the simple solution that you SHOULD follow, is to study both.

But if you could only pick one, personally I’d choose marketing.

Why?

Good question.

Without doubt, the fastest and most effective way to gain a skill or go through a personal evolution, is by “doing the thing”.

Not just by listening to a tape or reading, but by taking the lessons from those sources and then doing them.

You’ll learn more about prospecting by calling 300 leads than you ever would by just reading.

Books and CD’s can cut down learning curves by years. They are essential, but they will never replace the actual activity.

So I feel, that marketing comes first because without marketing (and leads coming in), you can’t practice and evolve as a leader.

Having a never-ending stream of leads to call is probably the single most important piece to the puzzle when it comes to prospecting because it allows you to adopt an abundance mentality – which I’ve come to accept as the one trait that has allowed me to achieve the success that I’ve had.

An abundance mentality shapes all aspects of a persons life, but let’s break it down into specific examples…

Having an abundance of leads (which comes from learning how to market), dissipates your fear of loss mentality which is the source of insecurity, anxiety, worry, and frustration – all of which kill self-confidence which is required to sponsor new reps consistently.

Wow… That was a mouthful, so please read that again real quick.

“Fear of loss” is your demon.

You get what you focus on in life, and the fear of losing (whether it’s a sale, prospect, lead, money, respect, or an opportunity), creates emotions that are counter productive to success like the ones I just mentioned… Fear, anxiety, stress, worry, and frustration.

You can “kill” the fear of loss demons in your life by adopting and “abundance mentality.”

An abundance mentality simply means that you understand and accept that everything you could ever want in life is present and can be found in infinite abundance – therefore, you never need to fear losing anything.

Let me explain…

When you have an abundance mentality…

You don’t care whether or not a specific prospect joins your business or not because you understand that prospects are not limited, but are actually infinite in number.

This mentality allows you to remove any kind of emotional attachment you might have tied to the outcome of that prospect, which eliminates the doubt, worry, fear, or anxiety that would have been generated.

Ridding yourself of this emotional attachment to a given outcome allows you to literally, “have fun”, be happy, excited, and confident when you talk to your prospects which starts to flip the psychological triggers that generate attraction.

Before you know it, you’re having FUN, and sponsoring people at will, literally forgetting about the other prospects who didn’t fall into your reality of abundance within hours.

When you have an abundance mentality…

There’s no such thing as fighting over scraps with the competition. Instead, ways to cooperate and both prosper come to mind as the natural solution, instead of trying to fight over, what in the past, would have been considered scarce.

The internet marketing world has been the shining star when it comes to adopting this mentality.

Instead of bashing each other, pointing fingers, calling names, and playing the “mine-is-better-than-yours-game”, the world’s best internet marketers have made it a practice to promote each other through joint-ventures and affiliate promotions which bring increased abundance to all parties.

But like I said, adopting this abundance mentality is much easier (especially in network marketing), when you have an endless stream of new leads coming into your pipeline on a daily basis.

When you have that, you free yourself to screw it up. You don’t care about losing that lead because you know you’ll have 10 more tomorrow.

When you have that kind of environment to learn in, you acquire that abundance mentality that allows you to learn quickly and change as a person. (The self-development side).

So in my mind, you want to study marketing and self-development at the same time, but marketing takes precedence.

If you haven’t done so yet, be sure to pick up a copy of Magnetic Sponsoring and get your Free 7 Day Boot Camp!

Totally,

Tom

“How is anyone
supposed to build a permanent (lasting) downline in a new world over-flooded
with millions of opportunities and just as many scams all fighting one another
for the interest, attention, efforts, time and money of the same people…

Combined with the fact
that people are not willing to commit to building their business in time, and
will quickly leave you to join someone else’s business in 30 days or less as
soon as somebody promises them more money, or better products.

I have been doing MLM
for 26 years, and you have to admit that today, building a large downline where
people stay and stay focused on one business and taking daily actions to build
it… Is more difficult today than it was before email, internet or
computers.”

Well this is a question that I’ve spent dozen’s, if not
hundreds of hours pondering over the last few years.

Here are the several conclusions I’ve come to, and how to
successfully deal with this issue…

Beginning entrepreneurs who do not have years of experience
to draw from are very open and susceptible the opinions of other people they
perceive as leaders. By nature, they are also “opportunistic”, and
their decisions are always based on emotion, and then justified by logic.

You cannot fight this, and it’s not economically justifiable
to spend hours of your time trying to give your reps a mature outlook on
business ownership and development. You can tell them, but it will be up to
them to listen and learn which you have no control over.

So given this information, a downline built on recruiting
business builders who recruit business builders will never be stable.

Product customers are where stability and longevity is found.

With this in mind, the most successful downlines have been
built though systems that distributors used to acquire new customers.

Think New Vision’s “Dead Doctors Don’t Lie”
campaign, Herbalife’s “Lose Weight Now” campaign, and the Sea Silver
radio campaign.

Three of the most successful systems in history, and every
one of them sold the company’s product. Because product sales were so easy, the
system attracted new business builders who wanted to use it, perpetuating the
customer acquisition process exponentially.

So again, you want to find a system that effectively sells a
product, and then sell that customer acquisition system to potential business
builders.

The business builders will eventually flake and move onto
something bigger and better, but they will leave a long-lasting customer base
in their place.

Thinking Bigger…

With that said, it’s still thinking small because every
marketing campaign will eventually run it’s course. Of the 3 successful one’s I
mentioned above, none are around today.

So what do you do now? Start over again with a new company
and marketing tool every 5 to 7 years?

Yuck.

No, there is a better way.

A REAL, life-long business that is completely immune to
attrition and market trends can be built, but it can’t be centered around an
MLM opportunity or a product.

It must be built around you, your name, and your
relationships.

That’s your true asset because it cannot be taken away.

Network marketing is a people business driven by marketing.

People are the commodity being traded, and you must position
yourself in a manner that allows you to capitalize on that process through many
different channels.

Instead of simply building a downline which can disappear at
any moment, why don’t you build an empire that reaches out and touches many
people as possible throughout the entire industry, including your
“competition”?

The biggest epiphany I ever had was that simply wanting to
just “build a downline” was really dumb idea from a business stand
point.

I know hundreds of full-time networkers making multiple
six-figure incomes who constantly pulling their hair out trying to keep
status-quo – filling gaps in the comp plan to keep their check, buying extra
volume to qualify for the monthly bonus, etc… They are always a few distributors
away from losing half their income.

You have two choices… You can put both your hands into one
company basket and just build a “downline”, or…

You can realize that “people” are your business
and put your hand in as many baskets as you want – ensuring you and your
“real business” are safe and profitable no matter what happens.

It’s “empire building” – And this is exactly what we teach
people how to do in MLM Traffic Formula .