Independent Associates of " Youngevity"
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How To Build Your Network Business Part 6
In the beginning:

When I first started out in multi-level marketing I got all excited about the possibilities. I saw how this could be used to
make lots of money. I saw how this would change peoples lives and bring health and prosperity to anyone that would
commit to it. I ran around showing everyone the compensation plan, and the catalog of products. I tried to get people to
sign up as a distributer and order their first auto-ship. I told them how these products would fix all of their problems
and make them feel better. I did get several people to sign up but no one was excited about this kind of business like
I was.  

I kept at it for several years but did not achieve the level of success that I wanted to achieve. I made the mistake of
telling people too much information too fast. I was not using the most important tool in my sales arsenal,
I was trying to sell the products and the compensation plan instead of sharing my passion. Once I stopped selling the
products and started telling people how these products changed my life. Once I started showing them my passion for
this business, once I started sharing my success story with people, the selling became easy.

When I first get a new distributer and I see all of the excitement in their eyes about the possibilities I warn them not to
run out and try to sell this business right away. The best thing to do is to use the products and see what positive results
they experience, then tell people about that result. How did this affect your life? What benefits did you get from it?
What is your success story? Show how passionate you are for the products you are using and people will want to know
where can they buy them too. Keep this in mind while you read the next segment.

Now I want to tell you about the biggest obstacle in business, "sales rejection" and how to eliminate it from your
business. Not how to handle it or change it, but to completely eliminate it. First let me tell you exactly what rejection
is. Rejection served a vital function in our hunter gatherer past, when being ostracized from our tribes was akin to a
death sentence, as we were unlikely to survive for long alone. Psychologists assume the brain developed an early
warning system to alert us when we were at risk for ostracism. Because it was so important to get our attention, those
who experienced rejection as painful (i.e., because rejection mimicked physical pain in their brain) gained an
advantage, they were more likely to correct their behavior and consequently, more likely to remain in the tribe.

Now in modern day, rejection has more of a social connotation, but the physical and psychological effects are still the
same and situations where it may arise are avoided. Rejection has probably destroyed the careers of more sales
people than any other single thing. Rejection will hold you back in life by making you afraid to make decisions. You
may be afraid to ask that person out because of the fear of rejection. You may not have asked for that raise because of  
the fear of rejection. Many things in life will pass you by all because of rejection and the fear of it. Understanding what
rejection is and where it originates helps in understanding it.

No one likes rejection and only a very few get to a point where they are not affected by it. I will make you one of these
people. Here's how, now bare with me.

Whether or not you are a religious person or know people who are, I want you to walk for a minute in their shoes. It's
important for you to do this to understand what I am about to tell you. When you tell someone about your religion, or
someone tells you about theirs, you are sharing a belief with them. You are sharing your passion about something
important to you, something you're passionate about. You may even invite them to attend a religious service with you
or to visit your religious institution. People usually don't get mad about you sharing your message with them as they
can see that it is important to you and you really have nothing to gain or lose from this exchange. They may accept
your invitation to join you or tell you they have a religion, or service they already attend but thanks anyway. And you
may tell them something like "they are always welcome if they change their mind". Can you see how this is not a
rejection? When you are passionate about something, rejection does not exist, so base your business on your passion
and you will never have another rejection.

{Chris' Clues: You must use your products and have a success story to share with people. If you do this as a
passion you will never experience rejection again.}

Trying to sell to family and friends!

In the CEO training manual there is a section that says to list all of your friends, co-workers and family members as
potential customers and business builders and add them to your prospect list. This is important for two reasons. It
will get everyone that is going to tell you "no" out of the way. And it also lets you practice your salesmanship on
people that are not going to do the business anyway. If you are able to get a useful prospect from this list, then more
power to you. I didn't bring in anyone into my organization that I knew beforehand, and now I have thousands since I
started my MLM business.  Just like you are not suppose to prejudge people on your prospect list the same does "not"
go for the prospects prejudging you. With that in mind you should still make your list, include everybody, do not
prejudge, and do not get upset if you do not get a business builder out of it.

When Jesus taught in his hometown of Nazareth, those in attendance said, "Where did this Man get these things?"
(Mark 6:2). The Bible says they were both astonished and offended. They saw Jesus heal people, but they couldn't
get past the fact that they knew him since he was a little boy. They knew his mother, brothers and sisters. After all,
Jesus was only a carpenter. He didn't have the proper academic or religious credentials. "Truly I tell you," he continued,
"no prophet is accepted in his hometown. A prophet is not without honor, except in his hometown and among his
relatives and in his own household.”

I wish I had found this passage twenty years ago, it would have saved me a lot of grief. When I first started in my
MLM business I ran around telling everybody about this amazing opportunity. My friends and family listened but none
of them got excited. My mom and dad signed up but were not interested in doing this as a business. They did order a
few products but never used them consistently.

{Chris' Clues: The people that you have to talk into doing this business usually don't turn into your business

The Multi Level Marketing Business:

When evaluating a MLM business, or any business for that matter, you need to look for five factors. Ask yourself ,
does this company have each of these and to what degree?

1) A huge expanding market? If this company was the best 8-track tape producer in the world, would it matter? Be
careful of technology based businesses as the trends change rapidly and technology goes obsolete daily. I once had
some friends that all borrowed money to start a business that looked like it was going to be hot. Some even quit their
jobs to go to work full time in this new business. They had figured out how to install GPS systems in cars. This lasted
about six months until auto manufacturers, Garmin, and TomTom all came out with better and cheaper units. The
business went bust and some of these guys lost a lot of money. They had misjudged their market. Your business
should offer products and or services that will not saturate the market, are renewable, have repeat sales and new

2) A unique consumable product? Gillette invented a disposable razor that is still in use today. William Painter
invented the bottle cap which was the most used disposable item in history. What did these businesses have in common?
A unique consumable product. If your business does not deal in unique consumables, then you are out of business until
you make your next sale. Is your business dealing in products that require repeat sales?

3) Timing, staying in front of large trends? The time to enter the market is right before the trend hits it. If you look at
trends in the market it follows the Baby Boomers, that's people that were born between 1946 and 1964. That group
changes the market with a 18 year path that reshapes any industry it moves through. Right now the Baby Boomers are
retiring. What are they looking for? Good health, looking younger, education, retirement, security, money and setting
up a legacy for their families. Does your business provide any of these things? To understand these trends I highly
recommend you watch the video "
Brilliant Compensation" by Tim Sales.

4) Does your company have "leverage"? Is it better to have 100% of your efforts, or a percentage of the efforts of
others? If you owned the McDonald's corporation, which has around 15,000 stores world wide, and you received one
dollar a day from each store, you would have an income of $15,000 a day. Is there anything you can do personally that
would earn you that amount of money? Probably not. Your business should have a system in place that allows you to
leverage your time and efforts whereby you can make a percentage on each person you bring into the business.

5) Does everyone have the same amount to gain in this business? Does your business have the same opportunity for
everyone to make the same amount of money as everyone else? Can you advance past the person that brought you
into the business or are you trapped underneath them, like most jobs in corporate America? Your business should have
the structure that allows anyone that wants to, to rise to the top and pass others, even the person that recruited them.

{Chris' Clues: Add up all of the percentages on all of the levels of a compensation plan. Some companies have total
percentages that equal over 100%. This should be a red flag, you can't pay out over 100% on commissions. Does
your comp plan add up? }

Stay on the path, Follow the plan:

I had been in this business for several years before I understood what this meant. When we are told to stay on the path,
don't deviate from the path or follow the plan, do we really know what this means? If you are one of those people
that has listened to the business presentation and thought, this is good, but wait until I get a hold of it, then you are off
to a rocky start. Do not reinvent the wheel, lots of time and research have gone into the business plan, advertising,
compensation plan, presentation layout, pitch and home meetings. So don't mess with it. Others have spent many years
seeing what works and what does not, so don't make the same mistakes they have.

I have broken this article up into several sections in a check list order so it's easy to follow and implement. If you have
read my articles, "
Building your business parts 1-5", then you are ready to put this part into action. If you have not
you should print off and read those articles, underline useful information, highlight parts you need to work on, and
write notes in the margins. Feel free to contact me with questions at Then use "Part 6" as a
working list to jump-start your business.

The Plan:

Its simple, I don't know why I insisted on doing it wrong for so many years. Its like falling off a log. Its so easy a
caveman could do it! Are you ready for it? Here it is, drum roll please,
Wherever you are in this business, whether its Junior
IMD or SEMD, if you are below VPMD you should be working on only one rank, Vice presidential Marketing
Director. How? Simple, Find 3 people, help them find 3 people and make your 3 people SEMD's, Do that and You're
now a Vice Presidential Marketing Director. Now you should be working on the rank of Vice Chairman Marketing
Director. How? Find 3 more people and help them find 3 people, make them SEMD's, do that and you just made
VCMD with an extra SEMD.  Now you want to work on Senior Vice Chairman Marketing Director. You did this 6
times so whats 3 more? Find 3 people, help them find 3 people, make your 3 people SEMD's, you just made SVCMD.
You will now qualify for the dream car and the global revenue sharing bonus. Thats it, thats the plan. The power
of three.

The Home Meeting:

The home meeting is the backbone of the MLM business. It is important that you understand what makes a good home
meeting. How and where and when to conduct it and who to invite. I have made a list of twenty bullet points and
several sub-items that need to be considered when planning a home meeting.

1) Make a list of everybody you know and Invite all of them, don't prejudge your list. I know I said that you usually
don't get business builders from this list but do this anyway, you never know. Do not over cook or over prepare for a
home meeting. Do not put out expensive or difficult to prepare food or drinks, and do not serve alcohol. Doing this
makes no difference in sign-ups from my experience but makes you not as easily duplicated, and some people will not
want to spend the amount of time or money you spent on refreshments. Use samples from your CEO pack and keep
your event as simple, inexpensive and duplicatable as possible.

2) Respect your guests, start on time, do not wait for late arrivals. If you have a prospect that arrives on time but
another prospect is texting you that they are on their way, start the meeting on time as advertised. It is very common
for people to be late to these meetings, or not show up at all, and if you punish those that were on time, and reward
those that are late, you are showing you are not a real business professional.

3) The owner of the house is the opener and the closer of the meeting. You may have "up-line" there to present the
MLM opportunity but the home owner is to introduce them and to also close out the meeting. The intro should be short
and sweet and the closing should be a testament to how serious the person is about building the business, and by
boldly passing out applications and encouraging people to sign up. Keep in mind the guests are signing up with the
home owner, not the up-line leader.

4) Be a good team player. If you are supporting someone else’s home-based MLM business meeting and you are a guest,
be respectful to them. This could be a whole article in itself but here are some quick tips.
A. If you are going to text on your phone or check messages during the meeting, sit where no one can see you as the
guests may not know you are a distributer already.
B. Do not talk about how you had guests that were supposed to come but cannot make it or how upset you will be if
they do not make it. People will think, "if you can't get people to attend how could they"?
C. Do not interrupt or correct the speaker. Problems with the presentation can be discussed at the debrief after
the meeting when all the guest have left.
D. Never, ever take a phone call in the house when a meeting is going on.
E. And do not ask questions that you know the answers to as a prompt to the speaker. This comes across as contrived
and disingenuous. If the presenter gives the presentation then you ask, "is there a car bonus?" This makes you look like
you don't know the comp-plan. It would be better to say, "Tell them how they can get their car paid for."
F. Do not have distractions going on like the TV. People will become enthralled in a game or a show and not be happy
when you turn it off to start the presentation.

5) When inviting people to your event don't ask them what day is good for them, keep the ball in your court. Tell them
when the meeting is, this gives it value. Don't talk about people that were suppose to be there. Be a good host. Be super
excited about the people that DID come rather than talk about those that did not make it. Especially do not openly talk
to the up-line how you tried to get more people and express your disappointment. It makes the guests that did come feel
like losers.

6) If this is your first home meeting, call it a grand opening. If you bought a franchise or started a restaurant, you
wouldn't hold a grand opening without inviting all of your friends and family. Why would you with this business?

7) Do not let people know you do weekly meetings until they attend. You never want to invite a prospect by telling
them that you do the meeting every week. The reason is they will see that they have an unlimited amount of weeks to
show up, every event is special, market it that way.

8) Help your new teammates. If someone enrolls at a home MLM group meeting, go ahead and schedule their home
meeting. There is no time when a rep is hotter than at initial sign-up, get them going immediately and they will keep
that excitement going too.

9) Allow new guests to sit closer to the presenter then those that are already members. New people don't know
who the distributors are and who the prospects are. And never step out during a presentation.

10) Ask for the business but do not put people on the spot. After the presentation pass out enrollment forms to
everyone present, even people that are already distributors. This makes new people feel included. It only takes one
person to say no to make the rest feel uneasy about saying yes. Then directly ask your guests if they wish to enroll
and get started by telling them how to fill out the forms. Do not beat around the bush, do not ask them what they think
about the business, ask for their business. So many people fail to do this and once they are out the door your chances
of enrolling them decreases by 10-30%. Have forms filled out and ready to go. Do not have your computer as the
primary means to sign people up. Computers and the Internet operate with inverse speed and reliability as to how
urgently you need them.

11) Keep inviting. Have a small house and you have 10 confirmed guests? Invite 10 more as on average about half will
show up. A packed room where people are standing is actually a great thing as it says you have something hot
going on.

12) Don’t be negative. If you are the home owner or an existing rep of the company, a home meeting is NOT the place
to talk about company business or anything negative. Get on the phone with your up-line after the meeting or the next
day but never in front of guests. Do not debrief the meeting after the closing of the meeting, do it after the guests have
all gone.

13) Follow up with the people that didn't show using this tactic:
I call up the people that I invited to attend an event that said they would, but did not show and this is what I say:

Me: Hey there ______, I just called to apologize.
Bum Prospect that doesn't do what they say they are going to do: Oh, apologize? Why?
Me: I want to apologize that I did such a poor job explaining the details of the meeting we had last night. We had a
bunch of people join the team and these are people that would be underneath you in your business if I had done a
better job explaining how the meeting actually worked.
Bum Prospect that doesn't do what they say they are going to do: Oh…
Me: Well, I have several new teammates I have to jump on the phone with and welcome but I will be back in touch,
take care!

You see, it is all about posture and positioning, I don’t care if someone signs up or even shows up but those that do not
are going to feel like they missed out and chances are they will ask me about it later.

14) Use the power of leverage with anyone on the fence. If you have someone close to signing up, and our
compensation plan is fitted for this, encourage them to join before your home meeting as anyone that joins in the
meeting will fall under them. People can sit on the fence forever, unless they have a reason to make a decision quicker.
And make sure they join up as a CEO!

15) Follow up with every guest. Make sure you note or write down every guest that attends and follow up with them
the next day. Ask them what they liked most about what they saw and if they are positive, say “sounds to me like you
are ready to join!” and be quiet. If they respond positively, take their application over the phone.

16) Understand that more of the people you know would rather come to your house than to a hotel or someone else’s
house. Get your home meeting scheduled as soon as possible.

17) If you have no up-line around you, do not be afraid to play a video. Keep in mind that network marketing is NOT
really about selling the startup package, it is about selling the idea that your prospect can do the same thing as the
person that presented the plan. If all you do is press play, your guests will certainly believe they can do the same.
Keep it simple.

18) Be a professional. If someone is negative after the meeting, do not attempt to convince them amongst other guests.
Just calmly reply, ‘Cool; it’s not a fit for you but thanks so much for coming!’ Remember, the people you have to talk
into doing this business will not be your business builders. You have to walk with the walkers, run with the runners
and let the sitters, sit! (Thank you, Barb Pitcock.)

19) Don’t get discouraged. Do you know how many people showed up to our first home meeting? Our second?
Our third? ZERO! We could have quit easily, but we didn't. If you have not done multiple meetings with hardly anyone
showing, you simply have not done enough of them.

20) Alternate the location. If your meeting is getting stale, alternate the location and add a lunch or head to someone
else’s home or have a different speaker.

{Chris' Clues: Who is the best person to market a product or service? A satisfied customer! }

I have given you a lot of information in this one. I suggest that you print it off, make notes, ask questions and add things
that work for you. I often go back and reread my own articles from time to time just to remind myself of ideas and
techniques that I may have forgotten about. When I get enough new or fresh information I add another article to the list.
This comes from years of reading books on the subject and training with people like, Blake Graham, Tom Chenault,
Tod Smith, Dave & Barb Pitcock, Steve Schultz, Corey Gold and many many other leaders in this industry. As well as
attending conventions, MLM Mastermind events and attending and conducting CEO leadership schools and
distributer seminars. Do your homework and contact me with your ideas, questions or anything you may want to see in
future articles.
The Plan and Your Strategy
What an actual pyramid scheme
looks like!
Understanding the power of 3.
Stay on the path.
Don't reinvent the wheel. Follow the
plan in your CEO training manual.
Passion should be the basis of your
Get your prospects to see the potential.
Use leverage to get prospects!
Keep it simple, keep it duplicatable,
stick to the plan and communicate.
The hardest part of network marketing
is knowing where to start.