with their parole officer and watching the Jerry Springer show they don’t have
time to meet.
I quickly learned that if I wanted my new distributors’ organizations to
grow rapidly, we needed to compile their lists and then go after the most am-
bitious, successful, and busiest people on the lists first. Show me a person who
works two jobs and also has a booth selling at the flea market on Sundays—
and I’ll show you a person who will find time to see your presentation.
The reason many new distributors don’t employ this approach is just
mistaken belief. They are afraid to approach the best prospects on their list,
because they don’t feel qualified to approach people who have more educa-
tion, make more money, or have a more important-sounding title than they
do. This is a big mistake! These people are actually the best prospects. I’ve
found professionals like doctors, lawyers, and accountants are great
prospects. They have learned fairly rapidly that even after all of their school-
ing, training, and prestige, they are still victims of the trading-hours-for-
money trap. As a result, they are usually quite open to finding out how they
can harness the power of leverage for financial security.
If you will adjust your sponsoring strategy to reflect this reality, you’ll
see a lot more growth. Here’s a technique to make it easier. The best way to
go after the most ambitious, busy, successful people on your list first is using
the credibility of your sponsor. Using your sponsor negates the “hometown
prospect” syndrome. You put your prospects in front of your sponsor. De-
pending on what system you use, this could be a three-way call, a full-scale
conference call, or meeting them for a two-on-one presentation.
There are some real and very positive benefits from this.
First, it negates the fear many people face. They can be in the back-
ground of the initial presentation, deferring to their sponsor so they are less
nervous about contacting these high-powered people. They get started in the
business a lot faster.
Second, they are learning a very important skill: the first step of the spon-
soring presentation. And they are learning it by actually watching their spon-
sor model the behavior, instead of some role-play or other imaginary situation.
The next benefit is an apparent one: New distributors grow their organi-
zation much faster. A fast start invariably leads to faster growth, which car-
ries all through the organization as this replicates level by level.
But the most important benefit concerns the confidence it develops. In-
stead of being fearful and procrastinating or analyzing everything, new dis-
tributors are immediately immersed in doing the business and being
productive. Because they have approached their best prospects already—and
have some of them in the group—they are much more self-assured about ap-
proaching the rest of their list. It creates an ongoing cycle of confidence and
competence, which filters down the fast-growing organization.
150 THE ULTIMATE GUIDE TO NETWORK MARKETING