The Game of Networking_MLMers ARE MANY. NETWORKERS ARE FEW.

by Rob Sperry

  At first, network marketing was social suicide. Luke’s friends weren’t interested in creating a business. They were enjoying the college scene and interested in partying. Despite his struggles, Luke pushed through and created greatness once, which gave him Credibility and amplified his efforts. Now he is absolutely crushing it. Luke is currently known as one of the top millennial network marketers in the world.

  It isn’t easy earning Credibility. Luke struggled his first few months in network marketing, but he was determined to do whatever it took, for however long it took. It will take everything you have, but once you create it, you will see that it will positively amplify everything else you do. If you say the same thing or even something more profound than Warren Buffett, it won’t have anywhere close to the same effect. Warren Buffett has created the story. He has created that Credibility. Do whatever it takes to become great. Being good isn’t good enough. As Jim Collins says, “Good is the enemy of great.”

  You need to breakthrough and create greatness once, just once! That is Credibility. Once you have proven it to yourself, you know you can do it again, and again, and again! There will be nothing stopping you from creating the success you need that will fit perfectly into your all-powerful story. Your story starts from creating that success and continues endlessly as your greatness evolves.

  And where I excel is ridiculous, sickening, work ethic. You know, while the other guy’s sleeping? I’m working. — Will Smith

  T HE POWER OF STORYTELLING

  Gary Vaynerchuk says that “storytelling is by far the most underrated skill in business.” Your story of yourself will attract or repel others. We all have tragedies and victories. What’s your version of your story? Did you learn and grow or did you blame?

  They say that facts tell and stories sell, so let me tell you a quick story about my friend Ty Bennett. Ty realized just how much power there was in storytelling, so he wrote a book called just that: The Power of Storytelling. In it, he outlines how to tell your story. There is so much content throughout the book, but one huge insight I took away from his book was to always tell your story like you are telling it the first time. You need to have that same high energy and passion each time you tell your story. It doesn’t matter if it’s your fourth time or your four thousandth time. The person listening to your story might miss that one key thing they are looking for if you are not engaging enough and telling your story with enthusiasm.

  HOW TO EVOLVE INTO A CONQUEROR

  When I helped to create a brand new initiative for a company that had $3 billion in lifetime sales, it was quite the project. The parent company was struggling and was looking for a rebrand, so Lance Conrad, Brandon Carter, and I rebranded them in the United States with new products, culture, name, demographic, and systems. A year into the rebrand, we had turned a corner, and the company finally started having more distributors joining than falling out for the first time in five years.

  Unfortunately, it wasn’t enough as the parent company had leveraged themselves with a $100 million+ loan. A venture capitalist had taken control of the company and wanted out. They wanted to sell the company.

  At this point, I had a choice to make. I could be victim and create a story about how I got screwed over by the parent company. I could blame the venture capitalists, or I could focus on all of the positives and think of what solutions there were to this situation. I scrambled together two different potential buyers. One of these two bought the company and, according to most experts, the largest merger in the history of the industry was created. Not only was the largest merger created, but it all happened from first contact to acquisition within five days. Had I told myself a victim story and not taken a proactive approach, there is a good chance that the company would have been merged with an unsuited buyer. Instead of focusing on the problem, I focused on solutions and was a Conqueror.

  The way you tell your story will perfectly reflect what kind of person you are. Do yourself a favor and make your story a great one, every single time. For example, did you watch one of Kobe Bryant’s most embarrassing games of his entire career? Kobe Bryant, as an 18-year-old rookie in the NBA, shot 4 horrific air balls at the end of a playoff game to the Utah Jazz. After the game Bryant said “I had some good looks. I just didn’t hit the shots.” He didn’t make excuses and later went on to tell reporters that he will keep taking those shots. As you know, Kobe became one of the best players under pressure in NBA history helping the Lakers win five championships. He didn’t let those shots define him or his career. He took control of his story and it reflected who he was and who he became.

  Just as Kobe Bryant didn’t allow a bad game to diminish his confidence, Byron Belka didn’t allow a potentially harmful, negative experience to weaken his resolve. Byron is a bright success story of network marketing and one of most well-respected names in the industry. He entered into the network marketing world in the early 2000s. It started as a small favor to a friend that quickly grew into something much deeper. Very soon, after he had established his business, an opportunity presented itself and he moved his young family from the United States to Europe. However, somewhere along the line, he was taken advantage of financially by another leader within the same company. Many of the details after this exchange are of little consequence, only the fact that he continued moving forward with tenacity despite this offense remains important.

  He could very well have created a “poor me” attitude, developed bitterness, housed disdain and hate, and written his own victim story. But, that isn’t in his character. He simply learned from the experience, and applied the knowledge that he gained into another venture. Since he started network marketing, he has made success a habit, rising through the ranks of virtually every organization he has been a part of, and now is the founder and CEO of his very own network marketing company. He will tell you now that this “bad experience” was the best thing that could have happened to him in his career. Byron was, and is, a conqueror of his circumstance. He turned a negative experience into a learning experience and propelled that into an incredible network marketing career.

  I’m going to go a little deeper with you and help you understand this ‘Conqueror’ mentality from a psychological standpoint by introducing you to the term “Confirmation Bias.” The definition of Confirmation Bias, according to Investopedia, is a psychological phenomenon that explains why people tend to seek out information that confirms their existing opinions and overlook or ignore information that refutes their beliefs. This basically means that we will do anything possible to prove ourselves right, even if it means ignoring the obvious right in front of us. Another word for Confirmation Bias that might be a little more psychologically understandable? Stubborn!

  Stubbornness is one of the greatest thieves of the Conqueror Mindset. If we could learn to lay down our swords and not pick a fight over every little thing just because we want to prove ourselves right, we would be able to empower ourselves and others so much more! Understanding this principle helps me to always look at things from a Conqueror perspective. I always ask myself the question, “What is the other person’s perspective?” This helps me to lay down my sword, see things from the other person’s point-of-view, and then I usually give them the benefit of the doubt.

  DON’T LOOK AT EVERYONE AS A PROSPECT

  I reeked of desperation and repelled others from me because of it. I still remember my first few days, weeks, and even months in network marketing. Every time I saw anyone, anywhere (and I mean anywhere), the only thing I could think was ‘how can I get them in my business?’ I was obsessed! How much Credibility do you think you are building if every single person you talk to ends up being prospected? Not much!

  As soon as I finally fully committed LONG-TERM to network marketing, it gave me perspective. I still had the crazy urgency, focus, determination, and mindset of looking for a reason that everyone should be a part of my business, but something changed.

  I developed a relaxed, confident intensity. I started to focus
on providing value for others. I started looking at others in terms of how my business would be a fit for them, whereas at the beginning I was looking at how everyone could make me money. I had been looking at the new person as a prospect rather than a partner or even just someone I could help. When you are 100 percent committed, and you start looking at helping everyone, that is when you have arrived for the long-haul. Even if they don’t join your business, you are still excited to help them out in any way that you can, because you are now not just a network marketer, you are on a mission to become a master networker.

  By not looking at everyone as a prospect, and instead looking at people as human beings with greatness inside of them, Johnnie has become one of those magnetic leaders in network marketing that people just want to be around. When I think of master networkers, I think of my good friend Johnnie Green. Johnnie has the unique ability to connect with everyone. He connects with people from all backgrounds and different walks of life by always seeing the best in others and helping them maximize their potential to achieve more. He is a great example of how to treat others.

  If you’re in network marketing, then I am sure you know the feeling where you believe you are doing everything right yet nothing is working at all! By doing everything right I mean you are constantly inviting new people to look at your business and try your products or services. You are struggling to get anyone interested. Finally you have someone join your team… only to have them quit one week later! We have all gone through this roller coaster of emotions as network marketers, and being genuine to each other is a huge key to ensuring we keep our chin up and never quit on our journey.

  BUILDING CREDIBILITY THROUGH TELLING YOUR STORY

  Marketing is no longer about the stuff that you make, but about the stories you tell. — Seth Godin

  We don’t like to brag about ourselves to others. Telling people who you are or what you have done isn’t bragging. The biggest key is how you tell them. If I say, “I was considered by far the best recruiter in a multi-billion-dollar company and know more than anyone else,” that could come off wrong. Instead why not say, “I was the top recruiter for a billion-dollar company. I got there because I had incredible mentors, that I will forever be grateful for, I outworked everyone, and I was very coachable.” Tell your story in a confident, but not cocky, way.

  Why is this important? People want to follow a leader. It gives them confidence. Sometimes they don’t yet have the confidence in themselves and want to find someone they can follow who has confidence and inspires others to have more. You may ask yourself, “What if I haven’t had any success yet?” There are multiple ways to overcome this.

  1.You should be able to sell another leader’s success in your organization. Leverage their success.

  2.I would bet you have been successful in something in your life. Leverage that. When I started network marketing, I leveraged my tennis success and my leader’s success. I told everyone how committed and determined I was in tennis and that I would apply that same commitment and discipline to network marketing. I was going to do whatever it takes!

  3.If you feel you have no leadership help, nor any success in your life to leverage, then sell your goals.

  At the beginning of my network marketing experience, I told people, “I am grateful I have a job, but I want more. I am sick and tired of having no time freedom. I want to travel the world. I want to spend more time with my family and friends. I want to do bigger and better things, so I am going to do whatever it takes to make XX amount of money! I want to reach that goal within two years. It may take me five years or longer, but I am going to do whatever it takes.”

  Do you hear the confidence I had in what I said? I was not cocky, and I put no one down. Instead, I was 100 percent certain that I was going to make my goals happen, and that’s what I was able to show to others. Don’t tell people what you do for a living. Tell them the problems you solve. No one cares about what you do. They care about what you can do.

  What if they ask me how much money I am making? Every situation is different. If you are someone who is brand-new or relatively new, it is very easy. I would simply say, “Businesses on average take three years to turn a profit. I am building the foundation for my business by learning the skills. I couldn’t be more committed and excited about my business. I am going to do whatever it takes to achieve my goals.”

  Take that principle of how long businesses typically take to turn a profit and intertwine it into your story. For example, if I have been in network marketing for four months and I have made $350, this is how you could respond: “Business is going great. Most business don’t turn a profit for three years. I have already made money, learned a ton, and I am working with some very successful mentors.” You are also welcome to let them know what you made.

  Many times, I even go further to give real life examples. If you had $100,000 in the bank (depending on where interest rates are now) you would make less than $100 a month. If you invest in real estate, it can cost you about 20 percent down and then you hope to cash flow a few hundred dollars. Residual income is hard to come by. I love having a business that gives me the opportunity to build a residual income.

  As you learn to tell your story, there are times where you will have to be short! Your story could take about two minutes, or even less. I would learn how to tell your story in 30 seconds, two minutes, five minutes, and ten minutes. As you get more experience, you will eventually develop your story even further, but those are great benchmarks to start.

  The 30 Second Story is like your “Elevator Story.” You hop on an elevator with another person. You are dressed up very nicely and exude an aura of confidence and positivity, and they look at you and can’t help but ask, “Excuse me, but who are you and what do you do?” You only have 30 seconds before the elevator is on your floor. What do you say? Whatever it is, you better make it quick and powerful, and find a way to follow up with this person by getting their contact information!

  The Two Minute Story is good for short encounters, or if you are going back and forth asking questions. If you are having a good discussion with someone and the opportunity to tell your story comes up, you don’t want to bore them to tears by going on and on for ten minutes; instead, learn to tell your story in two minutes. Find a way to relate to the person, show them why you matter and why you are interesting, and then make sure you are able to keep in touch with them.

  The Five Minute Story is a whole new ball game. This story can have a beginning, middle, and end that can be clearly defined. You should definitely spend a good deal of time relating to the person or the audience in the beginning of your story, because if you don’t grab their attention right away, you are going to lose them early and they won’t hear a word you say! The middle of your story is where you are able to sell yourself. Why do you matter? Why should this person listen to you? What are you looking to accomplish? The end of your story should always be progressive and positive. You should end on an enthusiastic note, looking towards the future with your big goals, incorporating the person or people you are talking to into your goals, or both!

  The Ten Minute Story. If your story is this long that means that it’s part of some sort of presentation. This is a time where you can let the other person really dream with you. You can bring in testimonials or studies backing up your main points of your story, you can ask the other person rhetorical questions to keep them engaged, and you can really paint the vision for what you want to do with your life.

  There is no need to hold back when you know you can share your story for ten minutes. Take the other person along for the ride of your imagination. Your story can inspire and empower others. The best presentations feel like someone isn’t selling you. The best presentations are stories being told. Once you can present the business, products, and your story all in a way that works together, you will create an incredible flow that will inspire the masses, and inspiring large groups of people creates massive Credibility.

  Set your sights on e
xactly what you want and what you need. Don’t focus on the dollar. Focus on what you need and what you want. You can push yourself to be limitless. There is nothing you won’t do when you have that thing you want in mind. Your focus is so powerful. You are unstoppable. — Angel Fletcher

  H OW TO AVOID THE AWKWARD STAGE

  Now, no matter how good you get at telling your story, there are going to be people that reject you. I’m here to tell you that is not a problem! Most of you are familiar with the awkward time for a few days, weeks, or even months when a friend/family member says no to your business. Some people are so scared of this awkward time, they don’t join your business for this very reason. You know what I’m talking about, right? I mean, how do you transition from presenting your business and products, being told no, and then going back to the way things were almost like you weren’t just mentally slapped in the face?

  Sometimes it is awkward! Sometimes it is them being awkward, sometimes it’s you, and sometimes it is both of you. You were excited to tell them about your business and then your friend or family member didn’t see your business the same way as you. They might’ve said things that you took as hurtful. You might have offended them in response. Regardless of your specific situation, rest assured there is a simple solution.

  It’s all about the follow up. I always follow up a rejection from a friend or a family member with a text that says something like this: “Thanks Mike for taking the time to look over our products and business. I really appreciate your opinion and time. Let’s go to lunch soon.” Or find something that has connected you with this friend/family member and text about it. Joke around if you can find a way to truly show them that you are still friends beyond your differences. I wouldn’t just send this text or call them immediately afterwards. I would find an excuse to reach out again within the week. When you reach out, there should be no mention of business, as they have already given you a clear “no” for the time being. Remember, the awkward stage can be a little sensitive, so make sure not to hint at your business at all unless you want to come across as a sleazy salesperson.