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Your boss should be your calendar, if you are an entrepreneur, a network marketer or if you are in sales.
When I’m working and coaching people, which is one of my favorite things to do, guess what I look at first?
At their calendar…. I ask them to show me their calendar.
They get this big scared look.
Sometimes they ask me: “I’m supposed to have a calendar?” But it’s on my phone.
I reply: “show me your phone then.”
I want to see your calendar and if you’re not going to employ yourself,
if you want to be coached by me, I’m going to employ you. Show me your calendar…
- Show me how many hours you’re scheduled to prospect.
- What hours you’re scheduled to follow up.
- What hours you’re scheduled to close and get people started.
- What hours you’re scheduled to train your group, communicate with your team.
- What are your hours for real? Show me! Show me where the follow-up is.
- Show me where the schedule is.
- Show me where the events are.
You’ve got to show me your calendar.
I saw a documentary on Joan Rivers. She’s one of the most prolific hard-working women in comedy.
Whether you like her or not doesn’t matter, but in the documentary, she was in her 80s
or something and working hard.
And she says:
“You want to see what terror looks like?”
And she opened up a page to a calendar that was empty.
That’s terror to me and then she went to the page before and it was all filled.
She said that brings me joy.
That means I’m out there, you know, doing my thing in the world.
An empty calendar should be terrorizing to you… Should be so frightening to you.
Most of you don’t even have one.
What does your calendar look like
As you leave here from now until the end of the year.
- If you have a calendar filled with specific activities you’re gonna win.
- If you just winging it I can guess your income. I can guess your bank balance. If you’re just winging it.
Decide to be a little bit more structure. If you want to be a Network Marketing professional.
What would Steve Jobs do if he had your distributorship?
What would Bill Gates do if he had your distributorship or Mark Cuban do if he had your distributorship?
What would he do with the time? He or she or anybody.
What would they do with the gift that they had and how would they value it?
They’d go after it.
Now I’m not saying you have to be full-time I’m saying in the time that you have, you have to be efficient.
Make the hours that you set sacred.
Most of you will set your hours, but anything in the world will knock those hours off track.
You get a cold, those hours go out the window.
Somebody in the family has a crisis, those hours go out the window.
You’ll still go to your job, but your Network Marketing business or your sales business isn’t sacred?
Until it’s sacred, there’s only so far you’re going to go.
You got to treat these hours sacred.
You got to treat this commitment on a sacred level and go after it.
Even though Network Marketing is forgiving, don’t ask for their forgiveness every day…
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New networkers complain, “I spend hours with these prospects, and at the end they give me every imaginable excuse!”
Well, it does happen.
But we shouldn’t blame our prospects.
They are only reacting to what we say and do. This problem is within our control. Yes, we can change what we say and do, and our prospects will respond.
For instance, we can use pre-closing skills, different rapport-building questions, better binary closing choices, word pictures, and many more of the skills of professional network marketers. These skills will create the outcomes we desire.
Think of the reaction principle this way. If we give someone $100, that person will have a certain reaction. If we give that same person a punch in the nose, we will have a different reaction. Same person. Two different reactions.
The question is, “Does the behavior of our prospects have anything to do with them, or everything to do with what we say and do?”
Of course the fun answer is that we can control the outcome. That gives us the power to build our business for the future.
People normally answer this question by noting the commodity or product. For example:
“I am in the electricity business.”
“I am in the perfume business.”
“I am in the skincare business.”
“I am in the health and wellness business.”
“I am in the personal development business”
But the commodity or product isn’t our business.
Our business is what our commodity or product does for our customers.
So we should try to re-word the above to:
“I help people save money by lowering their electric bills.”
“I show people how to save up to 80% on their fragrances.”
“I help people make their face their best first impression.”
“I show people how to feel like they are 16 years old again, but with better judgment.”
“I help people to become a better version of themselves.”
It is much easier to market our business when we know what we really do.
We don’t have to be masters of marketing – just better than our immediate competition.
Remember, McDonald’s didn’t start off with all those restaurants. They started off with just one.
What are the basics we need to start?
Consider these four:
- Rapport-building. If we don’t get prospects to believe what we say, then we will fail.
- Using ice breakers. We have to take our conversation from social chit-chat to tactfully introducing our business in a socially-acceptable way.
- Closing. There’s no use continuing if we don’t get our prospects’ final “yes” decision now.
- Giving presentations. If they make a “yes” decision, then we will have to present our business to them.
So if our new distributor knows nothing, these four skills would be a great place to start.