Mentoring - your key to success in Network Marketing

If you have spent any time within the Network Marketing world, you know the value of that statement. For those of you just starting out, let me let you in on a little secret... it PAYS you big dividends to spend the time TEACHING your downline to duplicate your success.

In fact, if you do nothing else, you will still come out ahead. Why? Because ensuring the success of your downline guarantees the success of your business. You see, a lot of the "heavy-hitters" will tell you to "recruit, recruit, recruit" but getting people signed up under you is only a small (tiny) part of your success. Let's say you recruit 30 people but don't teach them how to duplicate your success. What happens?

You have 29 spots filled that aren't doing anything! I say 29 because chances are you will get a business-builder in there somewhere. Someone who knows this opportunity can yield great results, and knows that success depends on them, and their downline.

Now, what if you only sponsor 7, but you take the time and trouble to teach them how to be successful and how to teach their downline the same lessons? What happens then? You guessed it. Success! I would rather have 7 people that are interested in being successful, than 30 newly sponsored people who expect their upline to do all the work, or just don't get how to approach the business side of the opportunity.

And here's a fact for you... every single MLM or Network Marketing company that was NOT people and relationship driven, no matter how good its products or services, no matter how well managed, has either gone broke or struggled to keep its head above water. And every relationship-drive business that taught mentoring and duplicating success, no matter how inferior its products or services and no matter how poorly managed, was successful almost without fail.

(Companies with low quality products or services WILL ultimately fail. But MLM companies or groups with wonderful products and services - but who stress "numbers game, recruit, recruit, recruit" - will never scratch the surface of their potential)

As you learn the business opportunity and what is successful for you, you should be asking yourself this question... "Is this duplicatable? Could I train all my people to do this?" The answer should always be a resounding YES, but if it isn't, perhaps you need to adjust your approach. Remember, a successful downline guarantees your success. You must teach them what works in a way that they can consistently duplicate.

Marketing To The Four Personality Types

There are four primary personality types that you will be marketing to. In 1921, Dr Carl Jung wrote the most detailed book ever on this subject. He called the four personality types Feeler, Sensor, Thinker and Intuituve. Later, Florence Littauer named them Phlegmatic, Sanguine, Melancholy and Choleric. I prefer to use colors to help me remember them.

They are Yellow, Blue, Green, and Red.

Yellows
Yellows make up 35% of the population. They are nurses, schoolteachers, UN workers, firemen... the nuturers. They give from the heart. They don't have time for themselves, because they give to everybody.

How to Sponsor A Yellow
Yellows don't want to be sold. They don't like pushy, aggressive salespeople. They prefer a slower pace. We will contain our excitement and lower the volume. Yellows see excitement as hype, you trying to sell them. Don't tell a Yellow about making $10,000 a month, because it will turn them right off.

Instead, visit with them. Skip the business. Talk about their family, their kids, their vacation.

Yellows cannot work in stair step breakaway-type compensation plans. They have to be in a plan where you can put people under people, and people under people. They're best in any kind of "infinity" plan that pays them to work deep, deep, deep.

They'll never be happy in a unilevel or a stair step breakaway plan where you put 5 people on your front line, until you hit a certain volume amount, then you put another 5 people on your front line, etc. Success in this type of plan requires all your time spent on massive first level recruiting. This doesn't work for Yellows.

MLM industry stats show the average network marketer only ever sponsors 2.7 people. So if your Yellow sponsors 4 people, but they have to go 5 wide, then they haven't done anything. But at 2 or 3 wide, then they can put 1 of their 4 under somebody. And other average people can sponsor 3. So now you have some spillover. And then here and there you get a serious business-builder who sponsors 8 or 10 people a month, and you get some more spillover. When more people work together, you get more synergy. So THAT compensation plan works great with the Yellows.

Blues
Blue's just want to have fun. They're 15% of the population. They're always in a sales business of some kind. They jump from program to program to program looking for fun. These are the planet's most creative people.

A Blue sees the big picture instantly. They don't need or want all the details. Blues can eat an elephant, but not at one meal.

How to Sponsor A Blue
They're the same as Yellows as far as the comp plan. In the same comp plan, they can go deep, to create massive spillover and a lot of stuff happening quickly for them. That gets them excited, and they'll stay in the business.

With a Blue, talk excited, get excited. Talk about going scube diving, sky diving, having fun, fun, fun. That's what they want. "Hey, when you meet me at the airport, I'll be wearing a Hawaiian shirt. You'll know me. I'll have a big, funny har on". That's what they want to talk about.

They'll talk about vacations & family, but most of all they want to talk about fun things to do.

Greens
Green's are 35% of the population. They're the analytical people. They analyze it to death. They've missed millions of dollars in opportunities because they analyzed it too long.

Green's can take Blue's idea to the next level though. They work well in any type of complicated compensation plan. They like to figure out the Super Star Space Cammander bonus that's paid out on the 3rd, 9th and 12th levels, every other full moon.

How to Sponsor a Green
Green's believe they're the smartest people on the planet. With a Green .. in 2-3 minutes, you'll know you have a Green. They want ALL the details.

You are NOT going to sell them. Don't even try. They have to sell themselves. They'll go to the web site, they'll listen to the conference calls. Then they'll go to the next website and the next link. If you have 27 links on the website, they'll go to everyone. They'll read all the testimonials, all the articles.

Enunciate all your words correctly for a Green. Don't speak to fast. Don't speak too slow. Be unfront. Give them all the information. Answer all their questions. Give them more websites to go to.

If you call in the meantime to answer questions, they will be abrupt. They see that as you being pushy. Let Greens analyze the information at THEIR pace.

In a week or two (or three), they'll call back for more information or ready to start. They've sold themselves; decided this is the perfect business.

Greens want to feed a Blue the elephant in one meal. And that's the way the Green will build the business.

Reds
Red's are 15% of the population. They are money-motivated, money focused. Don't bother talking to them about your family or your vacation. They don't care.

They know if you get married, you're supposed to have kids. If you have kids, you're supposed to go on vacation. End of story. Don't want to talk about it.

How to Sponsor a Red
They want to talk about the money, the money, the money.

Reds do well in a stair step breakaway compensation plan, because they think network marketing is a sales business. For them, it's sell, sell, sell. In a stair step plan, they can put 5 people on their front line. If only one produces, they never go back and put somebody underneath them. They're just looking for producers, somebody who will build, build, build.

The Red knows that once that first productive person in the first group of 5 hits $50,001 in volume, they'll then breakaway. And that Red's override drops from 15% to 5%, because the other 10% goes to the person that built it.

That's fine for a Red, because they understand their job is to find another Red and keep getting those 5% retentions. For them, it's a sales business.

Red's are the corporate CEO's, the "get-the-job-done" people, the ones everyone in network marketing is looking for. But it's a fallacy. Red's are just 15% of the population, and they are absolutely not coachable. They have the biggest egos. They order people around. It works in corporate America, but not in network marketing.

When a Red demands that people get on conference calls, he drives his people away.

On the other hand, Reds are well-connected. You want to sponsor Reds because they'll put you in contact with powerful people. They know business owners, governers, leaders. So target Reds. But don't dare think you're going to coach them or mentor them or tell them what to do, because it's NOT going to happen.

Let them do it themselves. You really have no choice anyway.

MLM - Behind The Curtain: Is That A Wizard I See?

Welcome to the first installment of my new MLM Behind The Curtain blog. Here I will offer never before discussed "behind-the-scenes" methods the "top-guns" use to build their incredible success. It's not like they lied or anything, they just keep the best techniques quiet, no fan-fair.

Have you ever wondered how some new guy comes into the organization, and within a week is the newest top-earner? It's no secret really, but it does require some long-term thinking. You see, the new guy knows something that isn't explained easily, or talked about much. The company line when you join is to go to your "warm-market". Your friends and family. People who you already know, and therefore, already have a certain "trust" established with you. Well, until you join your fourth MLM company that is. And then what happens? Do they screen your calls? Avoid you at family functions? I know mine did.

That's not what the new guy does. Although it's still about trust, he doesn't go to his warm-market as a first step. He knows that you have to build trust and the easiest way to do that is to position yourself as an Authority. So, he goes to the people he has networked with (already) and shares his vision. You see, he has spent the last four years "networking" with the right people. Cultivating contacts. Listening. And Learning.

Now, what does this mean to you, the newest addition to your companies "downline"? Well, it means you might have to play a little catch up, but I can provide you some tips to make this process take less time and be almost painless. But the very first thing you need to do, for you, is to learn everything you can about this business. What works, what doesn't, why you are doing this and what will it take to keep you going. You see, there is something else the new guy knows that you don't. It's NOT about the company, the products or the compensation plan (although a bad company, terrible products and a compensation plan that isn't worth beans doesn't help). It's ALL about you. Can you relate to people, can you establish trust. Can you build a relationship? See, people will join your downline for any number of reasons, but they ALL start with how that person views you. Will you help them? Will you take them by the hand or are they just a number to you? Want to know why so many people fail at what should be one of the greatest opportunities on the planet? They forget they are selling themselves and they don't treat the opportunity as a business. The new guy knows it. In fact, he depends on it.

It's not a wizard behind the curtain, it's just a man. Granted, it's a man (or woman) that knows how to network, how to meet new people, how to brand himself. Can you duplicate that? Hell yes. Stay with me and I will show you how.

Why? Because helping you succeed, whether you are in my organization or not, makes me feel good. And that's why I am in MLM. To feel good. Well, and to make money, but that is secondary. Doing what makes me feel good, in this case, also helps me make money. I work from home and make good money, so I have a little spare time. I can afford to give a little back.

Stay tuned, tomorrow we will cover Mentoring and what it means to your business.

Cenay'