Develop Your "MLM Rhythm"

What I hope to accomplish in this training is very simple. I want to challenge you and make you think.   I hope that I can communicate well enough for you to see what I call the MLM Rhythm. What I am sharing with you is 100% time tested, time proven, solid gold material. Let’s face it, bottom line people want people to join them in their businesses and we all represent the best program and products. So, how do you convey your belief and excitement about your program to a prospect? How do you find out if their life has brought them to the point where they are ready for what you offer?

Unfortunately, most people do this by trying to explain their marketing plan, their product or service, their training system, how to get started, how great they are doing, how much money their up-line is making, and blah, blah, blah. Let’s get this right immediately. You cannot shove thehose pipee down their throat, and turn it wide open to quench their thirst. When someone is thirsty, you must give him no more than a half glass of water. In other words, in prospecting and recruiting you must establish curiosity and never satisfy it. I call this the “drip method”.Remember, a drop of water can erode a solid granite boulder over time. The key is you must be consistent like the drop of water. Now, with that thought, let’s thoroughly walk through the first phase of the MLM Rhythm.

Here you will receive the inside secret of the top performers in the MLM industry. This process will provide the most bang for your buck and time. No kidding, sit down and pay attention while I lay out this system that will automate prospecting and recruiting, making this process massively duplicable so it can be worked deep into your work group.With this rhythm everything changes.

I love and believe in this industry, therefore, today I spend my time giving back generically. I currently work with distributors in well established Network Marketing companies such as Melaluca, Amway, Herbalife, Shaklee, Excel, Mannatech, and Pre-Paid Legal, just to name a few and many newer companies such as Nantucket Coffee, Ultra Corp, Malibu Essentials, etc., etc. Because of my generic representation and the worldwide success of our system, I have been fortunate to be in a position to monitor and work with many of the top recruiters in our industry. After many hours of phone conversations, the system used by the professional recruiters, you know the guys who build the huge organizations, jumped out at me. When I realized this pattern it gave me cold chills.  They have all independently established the same processes. In other words, they are all doing the same thing. I find it amazing how the truth prevails every time.So, are you sitting down? Are you ready to pay attention?  I hope so because this is solid gold material and only available here at FreeMoms.com

There are four steps to this rhythm. All are separate and unique, however, when combined, the synergy produces real people joining your business. Do not skip any of them, for if you do the rhythm will be off balance and your prospecting and recruiting will wobble like a broken wheel. You will be in for a bumpy and expensive ride. Some people provide information so you can learn, I provide information so you can accomplish. Now, buckle up and let’s go!

Step One: Leads

The number one obstacle faced by everyone who begins Network Marketing is getting his or her program in front of enough people. The warm market back door approach is definitely where people should start to practice their trade and get referrals.  That combined with plugging massive numbers of people into the Scheduled Response Program will explode any reputable business.

Before I go any further, it is critical that we take a moment to thoroughly explain how lead generation is done. I know that many of you are not familiar with this process.  This lack of knowledge could sink your ship. Make this note: There are several questions you should ask prior to buying leads from anyone or any source.

The answer to this question will make a significant impact on your business. Based on years of networking and thousands of follow-up phone calls, I have determined that a lead is only as good as the ad that they respond to.Equally important, knowing what type of ad campaign a person responds to will influence your type of follow-up. For example, if I promote a rock concert and upon everyone’s arrival I host a ballet, I will have an unhappy audience. Or, if I trick someone into leaving me their information while they are visiting my birthday card site or my lotto site and I follow-up with them about a homebusiness opportunity, I will have an angry prospect.Knowing what medium they respond to also adds a special insight about that individual. However, I must say that the movers and shakers out there are all using the Internet mainly because of the simplicity and speed of communicating massively with the click of a mouse.

The second question asked by professionals is what method was used to generate the lead? On the Internet, there are many methods used to generate leads. I will discuss a few of these in this paragraph so that you can be enlightened and not fall prey to scrupulous lead brokers whose main and only concern is their pocketbook. I am not implying that everything I am going to discuss here is bad. Let me provide for you the methods for which leads are generated and you decide what is best for you.

CURIOSITY LEADS

I describe “curiosity leads” as people who have stumbled onto an ad usually by accident. These are people who log onto the Internet with no intentions to respond to any advertisements and/or are not searching for an opportunity. At best, these people are curious when they get “hooked” into responding. This is done through casino/lottery sites, pass it along sites, and/or free offer sites, just to name a few. Before I go any further, let me take just a moment to explain in greater detail what these sites are and why the leads received from such sites may still be a good lead, but not as good as a “serious lead”.

Casino/lottery sites - Attract people who may be interested in placing a bet or gambling. While the visitor is at the site, they review several ads anyone of which they could select. In this case, they arrived at the ad by accident. Pass it along sites - Are designed to be cute and light hearty and/or supply facts. These sites work several different ways and are designed to create humor or provide a free service. These sites entice the user to pass on a joke or perhaps a free poster, or greeting card.Some of these sites lead the user to an ad before exiting. Others just capture the email and name (mining). In either case, the user’s information is brokered as a lead. Again, these people did not arrive at the ad intentionally. This is why I call them “curiosity leads”. Free offer sites - Generate leads through pop-up windows, banners, or text ads that offer free reports, e-books, coupons or some kind of prizes. People responding to these are offered something for free in exchange for their information. Depending upon the nature of the free offer, the person may be either curious or serious.

SERIOUS LEADS

“Serious leads” are generated by sites and advertising that directly speak to the prospect’s interest. For example, if I were a gardener and I clicked on a banner or I searched for a site that advertises gardening information, then I would be a serious lead for someone selling gardening supplies or someone hiring a gardener. In other words, these leads responded to a website or an ad campaign that directly targeted their industry or interest. They expect some information and/or someone to contact them. They want to complete an interview, and/or have someone hire them, sponsor them, or make them an offer. These particular leads responded on purpose not by accident. They remember requesting the information or responding to the ad and typically look forward to hearing from you. A lead of this nature obviously is worth more than a curiosity lead. I hope you will agree that after learning this information, knowing what ad they responded to, as well as what type of ad campaign they responded to is critical. I truly suggest before spending your valuable advertising budget on leads, be wise enough to ask the supplier of those leads the information provided for you in this book.

The third most important question that you should ask is how many times has this lead been recycled, passed around, or shared? Here we need to discuss the nature of the lead brokering business and why knowing this information not only increases your recruiting, it saves you major bucks. There are several MLM companies whose main product is leads, with hundreds more independent, non-incorporated fly by night lead brokers who “mine” names on the internet and /or sell old used up genealogies. They sell names over and over and over. By the way, “mining” is an Internet term that means capturing leads through a variety of methods with a sole purpose to create a huge database for marketing. A lead that was captured this way did not necessarily respond to any specific or directly related ad. Most of the name brokering companies and/or MLM companies don’t tell you how many times the leads have been recycled, resold, or, shared. One of the better known MLM companies provides 1,050 leads per month. Approximately, one third of those leads are fresh. This means that the lead is distributed for the first time to you and approximately 15 other people. So, in essence 16 people receive that lead at the same time. The other two thirds of the 1,050 are on the second cycle and have already been distributed to 16 people. This two thirds is given to you and 15 others. So, one lead can be distributed up to 32 times in this one program and this is a conservative figure. Bottom line, you are competing with 15 people on the first distribution and with 31 people on the second distribution. Their promise is on the first distribution, the other 15 people will not be associated with your prospective company. On the second distribution, you could be competing with distributors within your own company. This truly creates an environment where the best recruiter wins and the early bird gets the worm.

There are many programs opening and closing everyday in the lead brokering industry. In my years of experience in direct sales marketing and multi-level marketing, I have found it best to find a lead source that provides serious leads and high quality curious leads with a low ratio of distribution. I know after reading this information, you will arrive with that same understanding. The beautiful part is because you are a member of FreeMoms.com, you don’t need to spend years bumping your head against the wall and spend tens of thousands of dollars learning this lesson. Remember, a wise person learns from his own mistakes, but a really wise person learns from the mistakes of others.

Key Note: All companies pay approximately the same cost to generate real leads. There is no way around that. Whether leads are generated via the Internet, card decks or any other methods of advertising, it costs X number of dollars no matter who you are or what company you represent. There are some breaks on volume, but for the most part a serious lead can cost anywhere from $1.00 to $25.00. I know of one ex-football star who is marketing leads that respond to his personality driven website for $20.00 per lead. In the past, I have personally paid $15.00 to $18.00 per lead generated through an infomercial on television. Don’t worry, with the onset of the Internet high priced leads are for the most part a thing of the past. Companies make fortunes and/or keep their cost per lead down by multiple distribution of the same lead, what I call “lead recycling”. Think about it, if a lead costs me $1.00 and I give it out twice it now costs me $0.50 or if I give it out 32 times it costs be 3.2 cents. If I sell that lead multiple times or I charge an inflated price, I can make a fortune and/or allowing me to pay an interesting commission to respective downline.Some good questions to ask yourself when building your business or organization are:

ONE - Is the direction I supply to the people who depend on me value focused?

TWO - Am I truly concerned about the businesses of those whom I have sponsored?

THREE - Do I start punching into a calculator how much money I can make if my entire organization signed up with a lead program that also paid a downline commission?


I will talk about a commitment, dedication and belief that must be in place for you to establish yourself as a Network Marketing leader in another e-book. I just wanted to mention these questions here because lead generation is one area where you can either win it or lose the respect of all. As I have always taught, once you sever the umbilical cord between you and your downline, you have disconnected yourself from the relationships that are vital in keeping any Network Marketing organization alive and growing.Remember people do not care how much you know or make until they know how much you care.

Like a chameleon, lead distribution takes on yet another dimension when leads are distributed through multiple channels. Let me take a moment to explain. This point is very important and you may want to read this part over and over until you see it. From their advertising, Lead Company A has received ten prospect’s names to sell.Jim Bob distributes those names within his company at least once and maybe multiple times. After Jim Bob distributes those names and creates a database of many names through multiple orders from Company A, Jim Bob may resell that list through other sources. In the meanwhile, many different entrepreneurs order names from Lead Company A and Lead Company A sells them the same names. While Jim Bob’s MLM Company and multiple entrepreneurs are ordering names, Lead Company A sometimes trades these names with Lead Company B. Those same names could be ordered by Jim Bob and any or all of the other entrepreneurs from Lead Company B. Now you can see why the names purchased from lead brokers often times are worn out, harassed, and/or have already made a decision to join another program. After this paragraph, I know you are asking what should I do? The answer will become crystal clear as you proceed into step two and step three.

Step Two: Scheduled Response

FreeMoms.com has spent hundreds of research hours and hundreds of programming hours automating this system so that you can enjoy the benefits of combining Network Marketing with the Internet. In the members section you will discover our own Scheduled Response Program. This program allows you to create and upload your own letters, determine the frequency of which to send these letters, and you can enter your own leads. We have supplied sample letters for you to cut, paste and modify for your individual programs. These letters are actual letters used by one of our top affiliates. Let me take a moment to make sure that you understand the structure of the letter and the psychological approach behind each letter. There are currently 12 letters, some of which are short and to the point for the nonanalytical person. Others are longer and more detailed for the analytical, inquisitive person. Depending upon which letter they respond to, you will have a feel for the type of prospect who submitted the interview.

Each letter includes what I call a “call to action”. This “call to action”, of course, requires the prospect to complete the FreeMoms.com interview. At this point we separate the pros from the rookies. The system did the job up until now and here is where you must get outside your comfort zone long enough to make a simple phone call. Remember, your prospect has been highly qualified already via the Scheduled Response Letters and the FreeMoms.com interview. They will be ready to find out the details on your particular program. It is fun following up with people who have been qualified through this system. I have had reports of people calling after this filtering process and the prospect actually putting their son’s birthday party on hold to take the call.

Note:

Those exploding with this system all agree that you will receive your greatest response between letters three and five.It has been proven best to send your letters so that the prospect receives one every other day for 10 to 12 days. The key to this program exploding your business is for you to schedule as many prospects in your Scheduled Response System as you can effectively follow-up with. Ideally, at least 50 a week. Now, if you want to get one on those big, audacious paychecks that you hear about, push the volume up to one thousand plus leads per month. That is working 50 leads per day, 5 days each week. This is where you will see this system perform. We have reports of our affiliates having 50 to 120 real FreeMoms.com interviews to follow-up with each week. Of course, these prospects have already been filtered through the Scheduled Response Letters as well.

The removal instructions invite the prospects to remove themselves from our mailings. It is made very clear how simple it is to remove. The removal statement that is attached to each letter sent through your Scheduled Response System will read, “You may easily scratch yourself off of our list and be permanently removed from this interview screening by clicking on this link below. http://XXXXXXXXX.to/remove.” This is done on our server. >The above removal statement has been proven to be very effective and dramatically reduces the number of people who opt out.

The operation of the Scheduled Response System or any other type of Auto Response System depends completely upon a spam free environment. Spamming is a term that describes the sending out of unsolicited email. Knowing how Scheduled Response/Auto Response Systems work from a technical stand point will help you appreciate what we have set up here at FreeMoms.com. The people who purchase leads from Lead Company A or B or wherever, are faced with the challenge of finding a Scheduled Response Program where they can upload their names in large quantities. The reason this is typically not allowed is because all the response messages go through the server of the Scheduled Response/Auto Response Company. Therefore, if entrepreneur X uploads a thousand illegitimate names and sends them the Scheduled Response Letters, the main company’s server will be shut down thus, putting the reputable Scheduled Response/Auto Response Company out of business. The last thing you want is for this to happen to the company that you choose to work with. In other words, one bad apple truly can spoil it for everyone.

To insure the integrity of our server and business and to protect your reputation and business, we at FreeMoms.com spend the money and time to generate leads that we feel confident about. Because of our ability to verify the source of the lead, we will place them in your Scheduled Response System for you. Combined with a strong anti-spam policy, we allow you to enter the leads generated from your warm market and snap shot conversations. This prevents massive uploads from questionable leads thus, protecting our Scheduled Response for all who place their trust and reputation in our program.

Step Three: Interview

In this step you have finally got a fish on the line and it is now time to set the hook and reel him in or shake him loose.  Excuse the example, I don’t mean to imply that people are fish, however, I spent many years on the tournament trail.  Seriously, this is where you find out who you have.  Truly, this is the fun part.  I use to think of it as dialing for dollars.  You are literally getting ready to hire only those who are most qualified and you get to decide.  The number one thing that determines how effective you are as an interviewer is your thorough understanding of this process and second having more people to talk to than you have time for.  Don’t take for granted my comment about having more people to talk to than you have time.  Whether or not you ever establish this recruiting rhythm hinges completely on how many leads you have placed in your Scheduled Response Program and how many interviews you have on your desk to follow-up with. 

In the FreeMoms.com interview there are no questions about how can you make me money?  There are no questions about what are you going to do for me?  Every question is directed and focused at the individual and it is truly, truly in every sense of the word a real interview.

Let me communicate this fundamental concept before we go any further.  All we are going to do is look and see if the “biscuit is cooked”.  We are professional biscuit checkers.  That is all we do in this business.  In prospecting, all we are doing is checking to see if the biscuit is cooked.  What we are going to do is open life’s oven, and we are going to take our little biscuit probe, i.e.: telephone or whatever, and we are going to check and see if the biscuit is cooked.  We are going to start probing these biscuits.  We are going to do these interviews and see what happens.

Maybe, just maybe, this person needs to be laid off two more times and drug across the country.  Maybe this young mother needs to drop that baby at the daycare a few more times and cry half way to work because she can’t stand that baby being raised by a stranger.  Maybe that traditional business owner needs to be held up from the ballet recitals, or miss out on the football games, or whatever because they have to stay late to do the books or make that last appointment.  Maybe they need to put up with it just a little bit longer before they are ready for what we offer.  As professional prospectors, understand we cannot control if the biscuit is cooked.  All we can control is how many biscuits we check.  You and only you control the number of biscuits that you check.  While checking biscuits, you can get real good at asking probing questions.

Probing Questions

Probing questions are designed to give you insight.  These questions are the flashlights into the oven.  It allows you to see in their world and see what their “unwanted conditions” are.  When you know their unwanted conditions, and you help them become familiar with them through the probing question process, then sure enough you can find a “definite of purpose”.  The definite of purpose, which is an emotional unwanted condition, will move people.

Let me give you an example, a young woman just graduated from college and perhaps even high school and she is just starting to experience the world.  At this point in her life, she is trying to grow up.  Over the next 2, 3, 4, or 5 years she is going to find a husband. But right now at that point in her life she is just living life and just exploring.  If you open the oven door and you check her biscuit she’ll say something like;

…well, I don’t really have any responsibilities.

…I don’t even have a job.

…I’ve got plenty of money

…I’m just going to kind of live for a while.

She is not ready for any business opportunity, let alone the one you offer.  I don’t care how much you believe in your program, she is not ready and it doesn’t matter how great your offer is.  She is not ready.  Leave her alone. What you want to do if she is a real sharp person is check back in 2, 3, 4, or 5 years.  If she is an entrepreneurial spirited individual with a lot of work ethic, enthusiasm and personality and if you think for some reason she is a super star waiting to bloom then keep her in your Eagle File.  Sure enough, 2 years later she finds that husband.  A year after that they are pregnant, and sure enough your post card arrives in the mail and she remembers you.  Now she remembers you had a great business program at one time and you were very professional.  All you have to do is write at the bottom of your postcard, by the way if things are going great ignore this www.FreeMoms.com/myusername.

She may log on just to see what it is all about.  She submits an interview.  You receive her interview via email.  You call her up and you say, Lisa, how have you been? Well, I got married, I’ve got a brand new baby and things are going really good.  You say fantastic and start the interview.

First Question - What would you do with and extra $500 a month?  She says since I have had this baby, my life has changed.  What I would do is start putting some money in a savings account for my little girl.  I just love her more than anything on this planet.  Things are going great, but I just wish I didn’t have to go back to work.  Oh, that is kind of an interesting thought.  What is your daughter’s name?  You take notes.

Second Question - Have you run up any credit card debt in the last 4 or 5 years?  Sure enough the answer is yes. She has got four or five thousand dollars in credit card debt.  You say, I notice that you say you want a new car too.  Yeah, the car that I had in college is getting worn out, Johnny is doing pretty well so he just got a new car.  However, since I have to go back to work, I’d love to have a new car of my own.  So you aren’t really looking for a Mercedes or anything, you are kind of looking for what a nice Chevrolet Corsica.  Well, I’ve got my eye on this little Bravo.  It is red and just right for the family.  Just talk to these people and listen.  You are listening from empathy not sympathy.

Sympathy is coming from the head meaning, I understand how you feel.  Never say that to someone, it is an insult. Say instead, I can relate to how you feel or I can feel your feelings.  This is feeling from the heart.  It is called empathy.  You have to be putting on your empathy listening ears when you dial up these phone interviews.  Plug your ears into your heart.  You have got to be listening to their answers.  Keep asking probing questions, listening for what I call an “unwanted condition”.

Now we can see what is happening here and Lisa says, you know I didn’t want to go back to work.  I didn’t think it was going to be quite as bad as it was.  When I took my baby to that daycare, it tore my heart out Shawn.  I had no idea it was going to effect me that way.  I don’t know how much longer I can stand it because every morning I cry all the way to work.  I’ve got red eyes when I get to work and they ask me if everything is ok and I keep blaming it on allergies but it is not allergies.  I am not really any good at work about half of the day and I don’t know if I can continue to do this.  Are you feeling what is going on with this phone conversation?  Because, if you do, if you are listening with your heart you are almost sad and you might even be weeping a little bit yourself.  I have had people cry on the other end of the phone when I do this.  I am telling you I've been choked up a couple of times myself.  The reason is we are getting down to where the rubber meets the road.  We are finding out what makes the heart tick.  I call it plucking heartstrings.  We are getting down in there to where it hurts a little.

This is important because if I am going to be able to provide her hope, I’ve got to be able to utilize these heartstrings.  I’m telling you that’s how you will move people with emotional “definiteness of purpose”.  It will move people quicker than any other thing.  Much, much, much faster than the desire to gain.  Much faster. There are professionals in this industry that would like to argue with me.  It is not debatable.  This is the wisdom of the ages such as Norman Vincent Peale, Napoleon Hill, Jim Rohn, and Les Brown.  You can read it all.  They all come to this.  It is not Shawn Wheeland’s opinion.  Please don’t approach me or call me to debate this.  I don’t have time to speak to you if that is your agenda.  This is the way it is.  It is not my opinion.  Motivate people through their unwanted conditions.  It’s magic.

It is not manipulation.  I do want her home with her baby and I know if my program is real then I can help her get home.  Working together we will get her home.  I am going to sponsor her.  I am not just going to recruit her.  I need her under my mentorship so I can help her and get her home where she belongs with that baby and not working some dead end job in a no where position.

Third Question - What about you makes you feel like you are a good candidate for our program?  They have to elaborate.  They have options to talk about their past employment, they can talk about their current employment, they can talk about if they are able to set and work toward goals.  There are a variety of things people will plug in there for you to explore.  Ask questions based on their answers.  They are called probing questions.  They are the flashlights into their world.  That’s what you need.  It will help you if you just take time to care enough to do this.

You can’t send them to the Internet and click, click, click sign up.  You never get to know the people.  That is not network marketing, that is some pyramid thing and that is not what we are after.  That is not what this industry is about.  Help me eliminate the black eye.  There has been one pyramid deal after another in this industry.  We have got to stop this dollar-focused approach.  This industry is a beautiful place.  I get excited when I talk about this.  It is truly the last bastion of free enterprise.  It really is.  It is the last place where an average person like myself can get involved and become a non-average person.  It is the only business where I can become a change maker.

I am in the business of creating change makers, nothing more and nothing less.  I am going to touch you with everything that I have got.  I have got to get into your world and rock your world to get that done sometimes.  I will do it if you give me a chance.  I hope you understand where I am coming from because if you get this I can assure you your life is going to take on a different dimension.  It will, I promise you.

Fourth Question - As a child I earned extra money by… The purpose of that question is for you to explore work ethic.  Do these people know how to work?  What generation and time gap did they grow up in?  Were they a radio generation, TV generation, computer generation, or a millennia?  Every one of those generations is completely different people.  Understanding the difference helps you in these phone interviews.  (You can receive a more in-depth description of these generations on cassette at http://tools.FreeMoms.com  and/or download our e-book at http://MLMletters.com )

Fifth Question - Do I have or have I ever owned a business?  Here we’ll find out a lot about a traditional business owner.  Take time to explore this and delve into that world and find out what about their business they don’t like or what they do like.  This is not time to go toe to toe with network marketing versus traditional business.  You are just setting them up in your conversation to say the things you want them to say.  You want them saying, yeah, my job is territorial and I can’t really travel.  If I wanted to move to San Diego from South Carolina, you know what, I would lose all that I have established here.  This next point is very important.  With our probing questions, we are moving from the subconscious mind, which represses pain and fear.  We will stir these unwanted conditions up and bring them out of that subconscious mind back to the conscious mind.  Now, it is on the surface where they are thinking about it constantly. 

You want them to think, oh my goodness, I hadn’t thought about it in such a long time, my life really isn’t going well.  As a matter of fact, the reason that I am working where I work is because that is where they were hiring when I got out of high school.  I didn’t really plan on being a …  I just wound up working here.  That is not designing a life.  That is not lifestyle.  That is just falling prey to life.  You want your prospect to see there is a better world than the one they live in.

I really hope that I do a good job explaining this because if I communicate effectively and you implement this information you will enjoy the results of the professionals.  I cannot wait to hear your testimony.  Your massive success is our goal at FreeMoms.com.  You will become extremely good at prospecting and recruiting.  Sponsoring is going to be something that you learn with the programs of your particular company.

Sixth Question - Working from home would benefit me in the following ways?  You always ask, Lisa could you explain to me how working from home could benefit you.  I see in your interview you said... Is there any other ways?  Often times they will put just limited information.  Key point, if they will put limited information in their interview that does not mean it is a bad interview.  It might mean they can’t type very well and/or don’t like typing.  It might mean they got interrupted or they are a little uncomfortable about placing this information on the Internet.  I’m telling you this is all fine.  Bottom line is you have got to ask the probing questions.  If you will slow down and get into their world and understand that people will not build a business out of obligation to you, they will only do it for their reasons.

If you will take time to help them understand their reasons by bringing it from their subconscious mind to the conscious mind you are going to have a much better prospect.  You will know if their biscuit is cooked.  Remember if their biscuit is not cooked, just stick them back in the oven and feel good about yourself because you decided they weren’t ready.  They didn’t tell you no.  Since I have learned how to do this business nobody has told me no.  I decided either the biscuit wasn’t cooked and they are not ready or I recruited them to my opportunity based on their unwanted conditions.

A simple question will bring them to you every time.  If I can show you how to satisfy…  Are you ready to move onto phase 2 of this interview?  They will say yes, I am really sick and tired of dropping Susie off at the daycare.  Now, pay close attention.  Here is where it gets to be exciting.  If your prospect’s biscuit is cooked and you feel they are someone that you would like to work with, tell them Susie, based on your answers to the questions, I believe your life has brought you to the point where you are ready for what we are offering.  May I ask you a question, if our program can provide for you (list the items that provide them hope for their unwanted conditions) on a scale of 1 to 10 how serious are you?

If their number is 1 to 4, your response is great, write this number down (tell them your phone number). Tell them, this is nothing personal.  I am very busy and I cannot afford to work with anyone who is at least not an 8 or above.  When your life has brought to a point when you are more serious about pursuing a real opportunity give me a call.

If their number is 5 to 7, your response is great, let me get ___________ on the phone.  He completely turned his life around with this program and I would like for him to tell you how.  At this point you must expose them to a conference call, testimony line, or three-way and try to get them to an 8.  After they are exposed to this third party, high impact information, you ask: Now what number are you?  If they are anything less than an 8 tell them, great, write this number down (tell them your phone number).  This is nothing personal.  I am very busy and I cannot afford to work with anyone who is at least not an 8 or above.  When your life has brought to a point when you are more serious about pursuing a real opportunity give me a call. 

If their number is 8 to 10, your response is great, welcome aboard.  All we have to do now is decide what business package best suits your business plan.  Go to this website after reviewing it thoroughly, determine which package best suits the size business you wish to build, then contact me at 1-800-XXX_XXXX so I can help you get your empire off to the right start.  I look forward to working with you.  Send them to a site that explains in detail your training, your marketing plan, your product or service, and the packages available for getting started (Play 2).  If your company does not have this site contact FreeMoms.com at sitedevelopment@FreeMoms.com  and we will be glad to assist you.

As you move through this interview, your probing question should explore how they feel and not their opinion.  In all reality their opinion doesn’t matter.  Think about it.  If they don’t like your product or service is that going to stop your company from exploding?  Is it going to stop your business from exploding?  It doesn’t matter if their biscuit isn’t cooked, their opinion doesn’t matter.  What matters is how does your material make them feel.  You are looking for emotions.  I want to know what kind of paradigm shift occurred upon the review of my second interview information (Play 2).  By the way, I am still prospecting.  I have not decided to recruit this individual yet.  I don’t recruit an individual or I do not go into the recruiting phase until they have had the paradigm shift necessary.  Only after reviewing my company’s information not before.

Most people think I am recruiting if/when I provide additional information on my company (Play 2).  Not so, not for a professional.  If you were to interview for a job, a professional would show you around the business/office.  Then depending upon how you feel about them and they feel about you, maybe you would get the job.  A professional brings you in for the interview.  If you are doing weekly program overviews or meetings in your area tell them depending on how you feel after the overview, I will need 30 minutes of your time for coffee and a piece of apple pie.  I’ll be glad to buy it for you and then we can sit down and finish this interview.  If they are chomping at the bit, and say man I am ready to sign up, I’m ready to get started lets rock and roll.  Your response is, I appreciate your enthusiasm about this business, but I am not sure at this point if you are someone I can commit to, until we have completed phase 2 of the interview.  

What is that suppose to mean?  Well, in order for me to teach you this business and truly sponsor you, I’ve got to take you under my wing.  I’ve got to take time away from my family, money out of my pocket and time away from myself to teach you this business.  I’m willing to do that only if you are willing to make the commitment necessary to do this business.  They are always quick to say, yes, yes no problem.  You respond with, wait a minute, look at this list.  Are you sure you can make it to this weekly program overview every week?  Are you sure you can do this conference call or whatever your company/program requires?  You make them commit and make them understand that you will revisit this conversation in the event that 2 weeks from now they change their mind. 

That revisit may go something like this; Lisa, 2 weeks ago you committed to me these things and I’ve given you 10, 12, 14 hours of my time already so I do have the right to ask you how are things going?  Are you really, really concerned about dropping Susie off at the daycare or does that no longer bother you?  OOOOhhhh. I will use the definite of purpose and your unwanted conditions not only to prospect and recruit but also to motivate and inspire you.  There is magic to this business and this is inspiring people to aspire to higher levels.

I am not just teaching you how to sign up people.  I am not just teaching you how to use these questions.  I’m teaching you how to build an organization of thriving, viable, change makers.  Because you provide hope, you can live a life of abundance.  The feeling that comes from having touched other’s lives in such a magnificent way is almost indescribable.  It is an adrenaline rush that only comes from doing the right thing and helping people.  The network marketing industry is a beautiful, beautiful, place.  If you don’t take it for granted and you work hard to learn how to do the duplicable systems offered, you can explode your business.  Work at it, persist and commit to yourself, do not back up to adversity, learn from adversity and let it teach you instead of defeat you, press forward and one day again you are going to wake up with uncommon success. 

You will not just have the money, fancy cars, big houses and so on.  You will have a family of people around the world that would never let you down.  I hope you understand where my heart is at FreeMoms.com.  I think after reading this you should read it a few more times.  Repetition is the key to learning.  Basically people learn two ways emotion and repetition.  Reading this over and over will insure retention and real results.

Ok, continuing with the interview.

Seventh question – Do you currently or do you believe you can earn a six-figure income?  As far as a 6 figure income is concerned…. I believe I can earn a six-figure income or no I don’t believe I could.   If they say that they could, I am going to say:  Johnny may I ask you a question?  What is the most income you have ever earned?  Well about $47,000 a year.  Well, then please don’t take this wrong.  There is a real specific reason I have to ask this question, what makes you believe you can earn a 6-figure income?  He says, you know that is a pretty good question.  I just know that if I had a program where there was no ceiling above my head, there was no requirements that chained me down and held me down, if I could just bloom and grow and become all that I could, I believe I could earn a six figure income.

I love an answer like that.  The other answer is, I never thought of it like that. Well, maybe I can’t.   I say well let me ask you this question, Do you think with the right vehicle or program that has no ceiling, no limitations of any kind where your success is all based upon your performance, no one to hold you back, do you think you could do it then?  Absolutely, I’ve just never been exposed to anything like that.  You can lift them right back up with that question.  It is a tremendous, tremendous question.

Eighth Question – For marketing effectiveness it is always great to know how they found your site.  Ask how.

Congratulations, you have completed the interview!  Guess what?  You are still breathing.  That’s right I know you were scared to death.  That wasn’t so bad after all.  As a matter of fact, after you do it a few times it even feels great. You will be recruiting 5 to 10 a month and your life will be like Christmas everyday.   I want this system to be so engrained in you that you could do it without thinking about it.  Where ultimately you are spending 3 or 4 hours a day working the phone, making hundreds of thousands of dollars a year. 

Now, sit back and imagine being so busy and excited because you have so many quality leads to send to your overview (Play 2) site that those few whose biscuits are not cooked truly do not affect you emotionally.  You are totally focused, laser beaming the building of your business, keeping your eyes on the sunshine, unable to see the shadows.  I promise you, when you get this going on in your business it is just like Christmas everyday.  I know I speak for everyone at FreeMoms.com, when I say we truly wish this kind of business building for you.  Remember inactivity creates fear and activity creates courage.  Rock and Roll.

Step Four: Play 2

O.K., now it is time to reap the harvest from all of the seeds that you have planted.  Remember, at the end of the interview you asked them to review a site where they could learn how you train them, how they get paid, about your product and/or service, and the packages of which they could get started.  After the review, they should call you back having selected the package that best applies to how big they want to build their business.  Remember this important point, this process is effective in direct proportion to the quality of your company’s overview or Play 2.  If people are coming on board after reviewing the rest of the information, then your company’s Play 2 is effective.  If you have got your prospect to this point and you sent them to your company’s Play 2 and you lose them here, then obviously your company’s Play 2 is not psychologically congruent in providing the necessary information and/or does not provide that information in the correct order.  When you are ripping through 50 leads a day, 5 days a week, and your company has a solid Play 2, you have got your emotions out of it and your attitude is that the prospect is either in or out.  You will recruit 10 to 15 a month.  You will explode your business!

Addendum:  Receive even more interviews

To receive even more interviews than your Scheduled Response Letters will bring you, some affiliates call the entire list, driving them to the interview.  This is a more aggressive approach and with proper posture you can create more interviews to follow-up with.  This approach is typically reserved for skilled recruiters who know how to maintain curiosity and not yield to the prospect’s questioning. 

The phone call script would go like this: Hello Susie, my name is Shawn Wheeland with __________________.  I have received your name as someone who wants to make extra money from home.  Is this true or false?  If their answer is true, (make sure they have a pen and piece of paper) then your response is: Fantastic, Susie we are setting up people all around the country in successful, profitable homebusinesses and because of that we can only accept online interviews.  Please log onto   www.FreeMoms.com/____________, click serious at the end of the movie and complete the online interview.  This will allow me to get to know you better, and determine if you qualify for our complete overview.  When can I expect to receive your interview?  Their answer will help you determine their level of seriousness.  If they say tonight, they are serious.  If they say, I don’t know or sometime this week, then they are at best remotely interested.  Either way, your response is, I am looking forward to receiving your interview.  Have a tremendous day.

If their answer is false, then your response is:  Fantastic, we are sorry to bother you.  Apparently, our sources were wrong.  Would you do me a favor?  (make sure they have a pen and piece of paper)  Write this address down (give them your url that points them to your FreeMoms.com interview) and give it to at least three people who you know could use an extra $300 to $500 a month working from home.  We will treat them professionally and because of your thinking of them you may have helped change their lives forever.  Thank you and have a great day.

This process can definitely increase your interviews.  The best way to explode your business is a combination of the Scheduled Response Program with the calls described in this addendum.  In other words, to be most effective expose all your leads to your Scheduled Response Letters and the ones who do not submit an interview, call them.  When you develop this rhythm your business will be rolling, life is exciting, it is fun and I always say, it is Christmas everyday.

The best to you in developing your “MLM Rhythm”.

Shawn Wheeland

FreeMoms.com