February 10, 2014
ADVICE FOR NEW DISTRIBUTORS:
First I would like to personally welcome you to the SendOutCards team. You are working with an amazing group of leaders. My intention on this call is to prepare you for your journey. We could talk about the in’s and out’s of getting qualified, sending cards or the comp plan but the most important thing in preparing you for success is what to expect and how to view and handle it.
REMEMBER, EVERYONE THAT HAS EVER QUIT NETWORK MARKETING, QUIT ON A BAD DAY! When you sign up, your excitement is at an all-time high. For the first time in a while, you feel like you have something great to look forward to. You are motivated and encouraged. Your wildest dreams are going to come true. And then you talk to someone. It happens to everyone. What I want you to understand is that you will have ups and you will have downs. That’s the nature of building a business. If your personal confidence is already low and you talk to the first person on your list (if you even have a list) and they shoot you down, you’re done! I want to reassure you that virtually EVERYONE including the five and six figure monthly earners have experienced times when they felt like it’s not going to work. I don’t mean to be a “Debbie-Downer” here but it’s important to know that you are not alone and that REGARDLESS of what happens when you share your business with someone, it is no indication of
what you are capable of. Learning to navigate the negative world we live in is more than half the battle. Keep in mind that there are millions of people out there that will love this when approached. When you get hit with some negativity, it is not a gage as to whether you can have your dreams or not with this company. We have already proven that there are hundreds of thousands of people that will love this and guess what? There are many, many more. So keep this in mind. EVERYONE THAT HAS EVER QUIT NETWORK MARKETING, QUIT ON A BAD DAY. If you haven’t had a bad day yet, you will have one! And many, many more over your career! So here’s a philosophy for you to adopt right here and right now. NEVER QUIT ON A BAD DAY! This is one of the most important philosophies for you to adopt in your new business. If you can stay plugged in to the conference calls and events and stay in action, you will have a good day and you’ll feel great about your business!
Success in network marketing is a game of “Stamina”. It’s not hard. It takes time, patience, and yes, work. You will need to adopt the mindset that, “They are not going to pay my bills! I need to be responsible for my success and make my own decisions!” Do you realize that every single person that is living a dream lifestyle today did it because they had stamina, they didn’t quit and they refused to let other people determine whether they were going to continue or not? Remember, most people sign up not because of a polished presentation, but because they saw or heard something that touched or moved them. It is so true that “You can’t do it right to the wrong person and you can’t do it wrong to the right person!”
I sent Todd Falcone cards after meeting him at an event. We really didn’t know each other. I followed up with a phone call and he asked me questions about the SERVICE. The woman that had sent him a card quite a few months prior didn’t follow up with a call. I kept sending Todd cards and he signed up with me. This was in the early days. I followed up and she didn’t. Today Todd has 16,000 people in his down-line.
Demarr sent me DVD’s (5 or so in 2 weeks) and I finally watched one. That’s what got my attention and there was virtually nothing that could stop me from signing up! But I told Demarr, I wouldn’t build it as a business! After I got going sending cards, my vision was expanded. Anyone could have signed me up. It happened to be Demarr because he was persistent.
MAKE A LIST
I wasn’t planning on doing a call about making a list but it’s so relevant to this topic that I thought we should spend a few minutes on it. It’s really not about making a list as it is about your perspective when your list is short vs long. If you have a list of 10 people or even worse, you have no written list when you start, you are doomed. I’ll say it again, you are doomed. Why? Because after a few people tell you that you’ll never succeed, or “no one ever makes money at those things!” you’ll want to quit! I get it! I’ve felt it and so has every single successful person in our field! (Which means you are just like us!) That also means you can do this! So how do you handle this?
Get your list to at least 250 people. How? Go through your FB friend list and your smart phone list. Start WRITING DOWN the names of the people you know. It’s not good enough to have it on your computer. They must be written in a notebook. Why? Because they are easy to get to. Don’t filter your list. You may not contact everyone right away but at least put their names down. Psychologically this will do wonders for you. If your list is 250 people, when 3 or 4 are negative it won’t blow you out of the water. Then, start getting updated contact info. This is a perfect reason for you to reach out and connect with each person. It’s a great first step. Simply email, call or FB inbox each person and tell them, “I’m updating my contact manager and I need to get your current address, phone #, email, etc. Oh, and by the way, I send birthday cards. Can I please have your birthday – month and day?” Do this with each person and fill your contact manager. Probably 90% of all new sign ups n
ever make a long list. So by just doing this, you’ll put yourself in the top 10%. You have a much better chance of success with a long list because your brain won’t perceive that you are about to run out of people. By the way, statistics show that the average 21 year old knows 2000 people by their first name so you should have no problem coming up with a list of 250. By the way, if you’ll show 250 people the business, you’ll most likely have a booming business!
KEEP IT LIGHT AND EASY
Most new people are so excited and nervous when they start. If you are nervous and excited this may work for you or against you! Some people do great with nervousness. It gives them energy and they channel that energy. Sometimes nervousness can be perceived as enthusiasm! Other people get frozen up with fear. So KEEP IT LIGHT AND EASY! Let the person you are showing SendOutCards to that you are not attached to whether they do it or not. Let them know that you are having fun showing it and your only goal is to show it to them. It’s 100% up to them whether they want to take it to the next step or not. I say, “I think you’ll like this but don’t feel like you have to do it. Only do it if you are as excited about it as I am. It’s okay to say no.” This takes the pressure off them and gives them the space to really look and consider the options. Give them the space to sit back and really evaluate it. Let go of the outcome. Relax and allow the process to unfold. Your only job is to s
how them. Then let them tell you how they want to proceed. It’s okay to ask, “Do you want to do this with us?” after they have watched the presentation and sent a card.
I say to myself, “No big deal”. It’s no big deal if they do it and it’s no big deal if they don’t. (However, I am keenly aware that it could be a big deal if they do it, work it and stay in the game! They could become financially free and that is a BIG DEAL!)
IMPORTANT: Just because I keep it light and easy doesn’t mean I’m not passionate and enthusiastic about the business. I believe our product and our business can change the trajectory of someone’s life. I do let them know that. I’m just not “attached” to the outcome and I like to give people the “space” to make a good decision that is right for them. I am also consistently persistent in my follow up. They will get periodic cards, emails and calls from me throughout the year. I want them to know that I’m still working the business when they are ready to go!
IT DOESN’T MATTER HOW YOU SHOW IT, JUST SHOW IT!
If you have them send a card first and then have them watch the video that’s great! If you have them watch the video and then have them send a card, that’s great too! If you invite them to a business presentation or a home meeting, that works well! The key is to keep track of each person and stay with them until they see it, however they see it. Then stay in touch! And make sure you stay in touch with your customers as well, because many will become distributors over time. I like to send my customers a DVD at least once per year for 2 reasons. a). The DVD has probably changed since the last one they saw b). Their situation has probably changed since the last one they watched! It really doesn’t matter how you do this. Your job is to show them. They might read Beach Money first and then be interested (like the guy from the bank I talked to today – referral from BNI. We’re meeting tomorrow). You might loan them a copy of SOCStars and that might get their attention. Everyone has
a story about how they were introduced and everyone’s story is different. Don’t over think it. Just show it!
ONE STEP AT A TIME
If you were to go into a dojo and tell the sensei that you want to know everything you need to know to become a third degree black belt do you think they would tell you? Do you think they would give you all the details? In fact, if they did tell you, you would be so overwhelmed you might even quit! They will give you one step at a time. First you’ll need to master your kicks and your punches. Then you’ll go on to get your first belt, etc. If I had heard all the things I would need to know to get my helicopter pilot’s license I may have gotten pretty overwhelmed! So I take it ONE STEP AT A TIME! I suggest you treat your business the same way. Ask your sponsor, “What’s the very first thing I need to do?”
“Okay, got it done! Now what’s the second thing?”
When I signed up Kory Edwards, I told him to do two things.
1). Watch the videos.
2). Find someone that will try SendOutCards for $31 + $5 in Expense ($43 total with tax).
Then I told him to make his list of 250 and begin to give each person a gift account and show them how to use it. By the way, make sure each person also watches the 11 min video. That’s it. Call me when someone starts asking questions.
Kory and his wife Andrea showed up at the Seattle SCT School with 3 guests!
So, when you train a new person help them to focus on ONE STEP AT A TIME!
IT’S ALL ABOUT TIMING!
Lawrencene and Joe Musico and their daughter Asha signed up with me about 6 years ago. They went to two Treat ‘Em Right Seminars and her husband came down with a serious illness that almost took his life. He received lots of cards from the SendOutCards family. I’m more than happy to say that he is doing great! They had a couple of home parties back then and had very little success. Just recently they came to the Las Vegas Treat ‘Em Right Seminar and then the Phoenix Road Tour. They had 5 guests with them in Phoenix and then did a home party. They have signed up 2 distributors and 4 customers in the past week and one of their new distributors set up a home party and already has 60 confirmations for March 1st. Although I have had many conversations with them over the years, it was all about THEIR TIMING and not mine! They are now ready and in massive action!
As a new person, you will be tempted to try and motivate people and get them moving. You must remember that sometimes it’s not the right time for them (even though they signed up!) I try and create opportunities for them to build like suggest we schedule a get-together at their home or office. I also make sure they know how to navigate the site. Don’t take it too personally if they don’t do much. Remember we all experience the same things! I have sponsored 2-4 people per month since I signed up back in late 2004. I show the business about once per day for myself and for people in my group. I do one on ones, two on ones, small home parties, office meetings and I invite people to the events. I have found that about 3 out of 4 people I sign up don’t do much of anything. And do you know that every single top money earner in every single company deals with the same thing? You are no different! Years ago I gave up on trying to figure people out and trying to make them do the busine
ss. Remember, if they need you to do the business, then you will never have a very large team because you can only work with 3-5 people at a time. Each person must take responsibility for his/her own personal business! I just keep sharing and sponsoring until I find someone that is ready to go to work. I get them started and then get out of the way!
I get that sometimes it’s frustrating and discouraging. That’s a part of building the business. Pat Hinze asked Steve Schulz, “Do you really, really think they are going to pay us $30K, $50K or 100K a month if it was going to be easy?” after he was rejected by his sister in the very early days of his career.
You can learn the ins and outs of the business by watching the training videos and following the 7/30/Q Guide. That’s not the purpose of this call. The purpose of this info is to help you to focus and navigate through the challenges you may face along the way. Anyone can learn the “how-to’s” of the business in a couple of hours. It’s the games we must play with our thinking when things get tough that make the difference. I think the #1 skill you must possess to achieve in this business is “Stamina”. You build your stamina by adopting a “no-tolerance-threshold” mindset. Don’t ever let crisis turn into ruin and don’t ever quit on a bad day. The day you sign up is always a happy day! You will have way more good times than not if you are sending cards and sharing the business. Fortunately we have a product that people love! That gives us a huge head start! By being around winners in the business and listening to the mentors who have gone before you, you can establish a level of e
nergy that will keep you moving through the good times and the tough times.
I can’t tell you it will be easy. But I will tell you it will be worth it!