Hello my friends, I was sent this by one of my good friends,I wanted to share it with you,So I hope You see the sence in it. Recruiting Question "What do you say when you prospect says they can't afford to buy you product or to sign up as a consultant?" My answer has two parts: . Now before I dive in, I need to give you an urgent note about tomorrow nights call: . If you haven't registered by then, you're out of luck my friend. "What do you say when you prospect says they can't afford to buy you product or to sign up as a consultant?" This is easy ... You MOVE ON. But here's why you have not been doing that, and why you see this as a challenge... You are personally attached to the idea of sponsoring this person, whether they are the right type of person or not. I used to be this way as well. I would do ANYTHING to keep a prospect in my pipeline.. * Get them on the phone with my upline... * Send them MORE information for the 3rd time. * Call them up for a follow up appointment for days. I was my own worst enemy because I was so desperate to sponsor someone. I didn't understand why a person would say that they want to earn an additional income, but not actually get started. Finally, I reached a point when I got fed-up with the whole thing and started valuing my time more than the idea of sponsoring a new rep. (You will also come learn that sponsoring a new person doesn't mean squat). The thrill of doing that wears off really quick when you see 80% of them quit within 3 months. Anyway, you need to realize that your prospects mean nothing to you until they prove that they deserve your time and leadership through action. You will START sponsoring more people when you stop NEEDING TO. That's deep. Get that. It might take you months. Why? Because people run from those who chase them. When you stop chasing. When you stop catering to your prospects every whim. When you stop being at their beck-and-call, you will start attracting people to you because they will see you as a leader. Leaders don't chase people. Rarely will they ever make more than one follow up call because they are TOO BUSY sorting through 20 new people a day. Today, I'm completely neutral when someone asks me about my business. I don't offer information. I don't even open my mouth until they ask me questions. I make them DRAG the info out of me and pursue it, instead of forcing it down their throat. And in the end, I could TRULY care less if they join me or not, and they can sense that... Which is why they join me. When people realize that you don't come from a place of "need", then they see value in working with You. Stop chasing money. Start increasing your value to the world by educating yourself. Have something more to offer people than a biz opp. *YOU* are their REAL opportunity. Working with you and learning from you is ALWAYS the REAL opp. So why should someone decide to work with you right now? Do you actually have anything to offer them? A skill? Leadership? An A killer work ethic that provides an example to follow? Increase your value to the world and you will increase your income.

Dear Kathy, Very good advice indeed. I have found that "need" and "desperation" are 2 things that will turn someone off to even the best of programs. However, enthusiasm can be a great motivator if used properly. Thank you for that valuable advice. Sincerely,

Hi Kathy: Great message. Sorta reminds me of something similar a much wiser person than I once wrote. "Don't look for love, be lovable" Russ Wilson/Webintel

My experience with recruiting could be compared to my golf, if I try too hard, the ball ends up where I don't want it to go. If I relax, have a coffee with somone who just happens to ask about Amsoil, it happens much more easily. My web sites, have played a big role in recruiting and sales. When I refuse to dump the mother load on someone who just happened ask the right questions because there isn't time due to following up on 20 other leads, this seems to buy another appoinment to follow-up. If a prospect gives me indications that my products and/or opportunity will not produce results for myself or hasn't seen the benefits for himself, I use the opportunity to fine tune the presentation for a positive result at the next opportunity with another prospect. One of these I call, "See This Pen....?". I has roots from my main career that involved supervision, case management, incarceration, K-9, etc, etc. One of the show & tell items on the table will be a red pen, which I hold up when I say, "See this pen? I can destroy you with this pen." After a bit of a demo with another item and an Amsoil key ring to open it, I use the phrase, see this key? It will set you free." I conclude with holding up an Amsoil pen with the President's signature, and say, "See this pen?". I don't wear a gold eagle necklace and white shoes but I suppose I might when that RV can be ordered.

Hello Kathy, Great stuff here! The stance you speak of in terms of sponsoring is what a former mentor of mine calls, "Posturing." This is a term I am sure most of us here have heard many times. This former mentor explains posturing as the ability to show others that your real offer to prospects is your ability to teach them to duplicate a successful system, regardless of the product or service. In this day, everyone has multiple choices as a consumer. Still, many lack the knowledge, courage, and skill to "sell" those products, more importantly, "sell" themselves to others in order to make a good living. Being chased by someone with four or five follow-ups, only adds anger to the fear already felt by those who just aren't ready or interested in striking out on their own path. As you pointed out, prospecting out of "need" is fruitless, especially with these types of people. Here is an example I will use to point out how I use posturing. A few days ago, I got a call from a gentlemen who saw one of our ads. I was out walking our dog, Beano, at the time, so Margaret took the call. The man said he came across our ad about a month ago and was just now following up. Now, my thought was either this guy is extremely busy, or not really interested to wait that long to call. In any case, I promptly called back and had to leave a message. I haven't heard back from him yet, but intend to only call him one more time as just a reminder and a benefit of a doubt on my part. If he truly has been to our home site and our business associate site, then he has all the initial business information and needs only contact me so we can get to know each other better and get him started on the right path. I think it's important to note that we don't have hundreds of people in our downline, nor do we expect to ever have that many, it just isn't the structure of business we are building. So, our prospecting method comes from this very foundation. We would rather have a handful of downline we can really reach out to and effectively help them make changes with our opportunities, so we look for just how serious they are in the beginning. Kathy, to sum all this up, we feel the single most important things we can give a new sign-up right away is first, honesty. We share all we can about our opportunity and if we can't answer their questions right away, we find the answer upline. Second, we give them "room to breathe," especially if they have never owned a business. Too much help at first, is almost as bad as too little. There will always be those who may quit to do something else, we did it ourselves a few times, but it was never because of a lack of or too much support. Still, we found that implementing the two tools I spoke of above, we truly have helped others find their own path to success. All the Best, David