Tiens Online Training Lesson 4: The Prospect Name List
Buy a Diary
The difference between the rich and the poor is that the rich have learnt that time is as much a valuable asset as money. In short, it needs to be budgeted.
The best way to budget your time is by owning a diary. A diary is one tool that will help you plan your days, weeks and even months in advance. You will also be in a good position to maximize your time and have a work schedule that includes all the appointments, tasks for the day as well as calls and follow ups.
On average, you will need to be in contact with somewhere between five to ten people daily if you want to get those numbers going, and with such a number on a daily basis, you cannot remember everyone off hand – hence a diary.
There are also other planning tools and charts that will help to plan your weeks and months in advance. This includes planners for the week and the month.
Note: Please ensure you buy a diary as soon as possible before proceeding very far with these lessons.
Please also find the weekly time distribution sheet here.
The Name List
This is your next best activity in MLM because all growth and development in this business is grown from this!
Most online marketing gurus and other experts will tell you this, “if you are doing any business anywhere and are not creating a list, you are insane!”
I couldn’t agree more!
Our business is based on bringing in and building a large organization of distributors or downlines that will perfectly duplicate your activities. That is not an easy task because if it were, everyone would make it in our business!
However, there are systems and tools to help simplify that process and my job here is to show you how.
Firstly you will need to get yourself one of those hard cover A4 exercise books, preferably brand new.
Then you will write down 100 names like the example below…
The difference between the rich and the poor is that the rich have learnt that time is as much a valuable asset as money. In short, it needs to be budgeted.
The best way to budget your time is by owning a diary. A diary is one tool that will help you plan your days, weeks and even months in advance. You will also be in a good position to maximize your time and have a work schedule that includes all the appointments, tasks for the day as well as calls and follow ups.
On average, you will need to be in contact with somewhere between five to ten people daily if you want to get those numbers going, and with such a number on a daily basis, you cannot remember everyone off hand – hence a diary.
There are also other planning tools and charts that will help to plan your weeks and months in advance. This includes planners for the week and the month.
Note: Please ensure you buy a diary as soon as possible before proceeding very far with these lessons.
Please also find the weekly time distribution sheet here.
The Name List
This is your next best activity in MLM because all growth and development in this business is grown from this!
Most online marketing gurus and other experts will tell you this, “if you are doing any business anywhere and are not creating a list, you are insane!”
I couldn’t agree more!
Our business is based on bringing in and building a large organization of distributors or downlines that will perfectly duplicate your activities. That is not an easy task because if it were, everyone would make it in our business!
However, there are systems and tools to help simplify that process and my job here is to show you how.
Firstly you will need to get yourself one of those hard cover A4 exercise books, preferably brand new.
Then you will write down 100 names like the example below…
This list must have 100 names minimum, NO LESS! The reason is very simple. After all is said and done and all the prospects have been followed up, it is about numbers because the law of averages states so.
Here is what that law says…
If you keep doing the right thing over and over, you are bound to succeed in the long run!
Our numbers look like this…
For every ten prospects you contact, two or three will come as far as listening, watching or reading your presentation.
For every ten who listen, watch or read your presentation, two or three will join.
For every ten who join, six will be campers (on holiday never to do anything except sign up – for all sorts of reasons to complex to list down here!), three will be nominal members (they show up from time to time to purchase products, bring in the occasional downline but never become serious enough to be counted on) and only one becomes your classic business builder (they try as much as possible to copy you and actually build this business).
Bottom line? You need to prospect 30 people to get your classic business builder on board! So, if this be the case, you need to have a fairly long name list to ensure success in your business from day one.
For those of you that have a fairly long list of contacts in your mailbox (email), there is a very effective way to bring that list on board and have them exposed to the business. You will also be taught in due course precisely how to do that and maximize your chances of recruiting business builders.
***Warning***
The most common mistake made by novice MLMers is to try and get all their friends to know about this immediately they get introduced and are still excited about it. This is also the surest way to get your fire quenched by negative remarks. Here are the reasons…
1. You do not know the business yet!
You have just heard about this and are going to give wrong information or half baked information to someone who also knows nothing or has had bad experiences from other MLM companies in the past. The most likely result is a serious ridiculing of your plan. This gets you deflated and discouraged.
2. You use the wrong technique to bring in new people!
There is a very effective way this is done, and that method not only gets in the right people (which is what you desperately need), but it also gets rid of all the time wasters out there (which you and I need even more). Time is a very valuable resource and you will discover very quickly that it is especially in this network marketing business. Hence you want to spend your precious resource with those that need it most, your serious prospects, not time wasters!
3. You start them all the wrong way!
The most impressionable period for a new distributor who joins our business is the first 14 days of signing up. If within that period your new downline is not introduced to what you are learning now – THE SYSTEM –they are most likely to fail lamentably because they get set in their ways.
The system is designed to show and teach THE CORRECT WAY to get going in the business and guarantee success from day 1! This way your new downline will experience small forms of success and will also learn the methods and tools needed to get this business going. This he or she will learn from inception! This is important so that they realize that the business DOES WORK! All they need to do is work the system and all will fall in place, albeit at different times for different people!
So, you need to write down those names and the sooner you do this, the better off you will be!
I suggest you do it NOW! Yes, this very minute, not later!
Once you have written your 100 names, you can then begin the process of grading them so that we get to the best ones first (according to YOUR PERCEPTION!)
The Three Golden Rules of Inviting...
1. Never mention Tiens or Chinese
Sad as it may sound, most places still have a wrong paradigm of the Chinese and as such, a mention of that will get your prospects thinking "cheap and inferior"! Now you know that these products and the business compensation plan is very good, however, your prospect has no idea and they will base their judgment on the information that they have, ergo wrongly but none-the-less, they will still take that position and shut off any possibility of getting involved in the business. So, to save yourself the burning of so many potential leads - no mentioning Chinese at the invitation.
You should never mention Tiens either for the same reasons, many may have seen vendors selling Tiens products and would immediately start thinking it is a selling business, or perhaps they may know someone whose been in Tiens for a long time without any progress. Then they will judge the business and base their decision on that wrong view point. Remember that we are dealing with very strong paradigms and in order to break these, we need to be very systematic in how we approach all new prospects. Stick with your objective which is to invite to the OPP (Open Plan Presentation). Say it is a great and wonderful business and end there...
2. Never mention herbs
Again, we have a number of people with strong religious convictions especially in relation to herbal medicine. Many have a view that herbal may have some spiritual overtones especially in Africa with specific reference to traditional witch doctors and the like. This in itself can be a very big deterrent, hence you need to keep the herbal bit out of the picture until later (at the presentation).
if on the other hand this prospect is already familiar with the products (maybe they have been your retail customer before), then you start to high light the business and tell them that there are great prospects to create a powerful secondary income. Don't give too many details and instead push for attending of the OPP or the flyer one on one presentation. Remember that the best way is always to start with the booklet or if using the online system, then the $4,000 a month page.
3. Never try to do any summarized presentation
There is always the temptation to try and do a presentation especially when you are asked what the business is all about! If you do this on the phone, you end up misrepresenting the business, not to mention the fact that you will have exhausted your air time credit. So, the best way is always to simply stick with the objective, that being to invite to the meeting or to lend the booklet or send through to the $4,000 a month page.
Bottom line is stick with these rules and your prospecting will be above average in terms of success...
Name List Building Tips
When new distributors are confronted with this particular exercise, many feel overwhelmed and immediately give excuses claiming that they cannot possibly know 100 people. You may be surprise to learn that according to demographics and statistics, we each know on average about 300 people! Can you imagine that? So, this therefore means that even the one that feels like they know no one may in fact know about 500 - 700 people without realizing it.
The most common mistake people make when they commence is to start writing names straight out of their memories - well, this may get you about 30 to 50 names. However, there are better methods that work very well. An outline of the same is given below.
Start by thinking of ten names you know from the following groups. DO NOT PREJUDGE! This means simply that you should not decide before hand who you think will not suit or who will suit for this business, who will be good or bad, who is too well off or too worse off for it - just write down the names - period!
Family member - 10; Spouse's family - 10; closest friends - 10; acquaintances - 10; work colleagues - 10; club mates - 10; church members - 10; former school mates - 10; former college or Uni friends - 10; new referrals (through prospecting) - 10 and more. Then add all the names in your cell phone or those in your household. I am sure you will find that you have way more than the initial hundred you dreaded in the first place!
The idea is to keep adding to this list as often as possible. Do not stop once you reach one hundred. Also, after processing and contacting, categorize and move out of your list, then add a new name to this list.
Ways to build and collect new names
One of the most common methods that can kill you business very quickly is to send or get in touch with people who have not in any way solicited for your business. Therefore, you need to get a little innovative with this one. Here are some tips.
Fliers - Place these strategically at church, shops and car windscreens at shopping malls. Another great place would be your local community notice board or your local supermarket notice board. Remember to make the message short and captivating with your cell number at the bottom. The wording should be very simple. An example would be
"The Ultimate Business Opportunity. Learn more by calling xxx-xxx-xxxxxx".
Other great examples are...
"Are you fed up with always failing to pay bills and keep up with your expenses? Why not earn an extra income? Interested? Learn more by calling xxx-xxx-xxxxxx"The key is if they do call or text, make a point to call back and utilize the rules of inviting listed above. You may also add them to your mailing list if they have an email address and then get them onto your mailing recruiting system.
If you have a landing page online, offer a free report as a hook for them through such a notice like...
"7 Common Reasons why people remain poor and how to avoid them! Get your free report by texting your email address to [email protected]"
When the sms comes through, you simply send them a landing page with a registration link for them to register for free emails on your business and on the confirmation page, you include the downloadable copy of the report!
Lead Capture page: If you have a website with a capture page for their personal details - even better for they can be placed into a powerful mailing autoresponder that can see them register and join sometime in the future even without your knowledge per se! Learn how you may acquire this system as part of your tools for building your business by going here.
There are some basic do nots regarding prospecting covered in great detail in an article entitled "The Five Common Recruiting Mistakes" that I wrote which you can read here.
Grading System
You will follow the method outlined below for the best results. Please take note that this method is based purely on PERCEPTION rather than any hard facts per se. Therefore it is no guarantee that the persons who score highest will likely be your best downlines.
The method is designed to increase the PROBABILITY of success in your prospecting activities and is ALWAYS based on your warm list (people you already know fairly well) as opposed to plain acquaintances.
This in no way should restrict your prospecting only to the list you have created, instead you should always be adding names to your list by getting contacts whenever and wherever possible on a daily basis. The more names you add, the higher the chances of getting prospects to turn into downlines and finally into business builders.
So follow the outlined method below…
1. 100 names for starters (No compromising on this one)
This is outlined in great detail above and why it has gotta be 100 names minimum.
2. Grade and separate (Use the grading system below)
Once you have completed the names, you will then start the grading as shown below.
i. F.A.S.T. (F = Financial; A = Attitude, Ambition; S = Supple [easy to mould or change]; T = Teachable) Write the letters F-A-S-T on the top margin of your list as shown below
Here is what that law says…
If you keep doing the right thing over and over, you are bound to succeed in the long run!
Our numbers look like this…
For every ten prospects you contact, two or three will come as far as listening, watching or reading your presentation.
For every ten who listen, watch or read your presentation, two or three will join.
For every ten who join, six will be campers (on holiday never to do anything except sign up – for all sorts of reasons to complex to list down here!), three will be nominal members (they show up from time to time to purchase products, bring in the occasional downline but never become serious enough to be counted on) and only one becomes your classic business builder (they try as much as possible to copy you and actually build this business).
Bottom line? You need to prospect 30 people to get your classic business builder on board! So, if this be the case, you need to have a fairly long name list to ensure success in your business from day one.
For those of you that have a fairly long list of contacts in your mailbox (email), there is a very effective way to bring that list on board and have them exposed to the business. You will also be taught in due course precisely how to do that and maximize your chances of recruiting business builders.
***Warning***
The most common mistake made by novice MLMers is to try and get all their friends to know about this immediately they get introduced and are still excited about it. This is also the surest way to get your fire quenched by negative remarks. Here are the reasons…
1. You do not know the business yet!
You have just heard about this and are going to give wrong information or half baked information to someone who also knows nothing or has had bad experiences from other MLM companies in the past. The most likely result is a serious ridiculing of your plan. This gets you deflated and discouraged.
2. You use the wrong technique to bring in new people!
There is a very effective way this is done, and that method not only gets in the right people (which is what you desperately need), but it also gets rid of all the time wasters out there (which you and I need even more). Time is a very valuable resource and you will discover very quickly that it is especially in this network marketing business. Hence you want to spend your precious resource with those that need it most, your serious prospects, not time wasters!
3. You start them all the wrong way!
The most impressionable period for a new distributor who joins our business is the first 14 days of signing up. If within that period your new downline is not introduced to what you are learning now – THE SYSTEM –they are most likely to fail lamentably because they get set in their ways.
The system is designed to show and teach THE CORRECT WAY to get going in the business and guarantee success from day 1! This way your new downline will experience small forms of success and will also learn the methods and tools needed to get this business going. This he or she will learn from inception! This is important so that they realize that the business DOES WORK! All they need to do is work the system and all will fall in place, albeit at different times for different people!
So, you need to write down those names and the sooner you do this, the better off you will be!
I suggest you do it NOW! Yes, this very minute, not later!
Once you have written your 100 names, you can then begin the process of grading them so that we get to the best ones first (according to YOUR PERCEPTION!)
The Three Golden Rules of Inviting...
1. Never mention Tiens or Chinese
Sad as it may sound, most places still have a wrong paradigm of the Chinese and as such, a mention of that will get your prospects thinking "cheap and inferior"! Now you know that these products and the business compensation plan is very good, however, your prospect has no idea and they will base their judgment on the information that they have, ergo wrongly but none-the-less, they will still take that position and shut off any possibility of getting involved in the business. So, to save yourself the burning of so many potential leads - no mentioning Chinese at the invitation.
You should never mention Tiens either for the same reasons, many may have seen vendors selling Tiens products and would immediately start thinking it is a selling business, or perhaps they may know someone whose been in Tiens for a long time without any progress. Then they will judge the business and base their decision on that wrong view point. Remember that we are dealing with very strong paradigms and in order to break these, we need to be very systematic in how we approach all new prospects. Stick with your objective which is to invite to the OPP (Open Plan Presentation). Say it is a great and wonderful business and end there...
2. Never mention herbs
Again, we have a number of people with strong religious convictions especially in relation to herbal medicine. Many have a view that herbal may have some spiritual overtones especially in Africa with specific reference to traditional witch doctors and the like. This in itself can be a very big deterrent, hence you need to keep the herbal bit out of the picture until later (at the presentation).
if on the other hand this prospect is already familiar with the products (maybe they have been your retail customer before), then you start to high light the business and tell them that there are great prospects to create a powerful secondary income. Don't give too many details and instead push for attending of the OPP or the flyer one on one presentation. Remember that the best way is always to start with the booklet or if using the online system, then the $4,000 a month page.
3. Never try to do any summarized presentation
There is always the temptation to try and do a presentation especially when you are asked what the business is all about! If you do this on the phone, you end up misrepresenting the business, not to mention the fact that you will have exhausted your air time credit. So, the best way is always to simply stick with the objective, that being to invite to the meeting or to lend the booklet or send through to the $4,000 a month page.
Bottom line is stick with these rules and your prospecting will be above average in terms of success...
Name List Building Tips
When new distributors are confronted with this particular exercise, many feel overwhelmed and immediately give excuses claiming that they cannot possibly know 100 people. You may be surprise to learn that according to demographics and statistics, we each know on average about 300 people! Can you imagine that? So, this therefore means that even the one that feels like they know no one may in fact know about 500 - 700 people without realizing it.
The most common mistake people make when they commence is to start writing names straight out of their memories - well, this may get you about 30 to 50 names. However, there are better methods that work very well. An outline of the same is given below.
Start by thinking of ten names you know from the following groups. DO NOT PREJUDGE! This means simply that you should not decide before hand who you think will not suit or who will suit for this business, who will be good or bad, who is too well off or too worse off for it - just write down the names - period!
Family member - 10; Spouse's family - 10; closest friends - 10; acquaintances - 10; work colleagues - 10; club mates - 10; church members - 10; former school mates - 10; former college or Uni friends - 10; new referrals (through prospecting) - 10 and more. Then add all the names in your cell phone or those in your household. I am sure you will find that you have way more than the initial hundred you dreaded in the first place!
The idea is to keep adding to this list as often as possible. Do not stop once you reach one hundred. Also, after processing and contacting, categorize and move out of your list, then add a new name to this list.
Ways to build and collect new names
One of the most common methods that can kill you business very quickly is to send or get in touch with people who have not in any way solicited for your business. Therefore, you need to get a little innovative with this one. Here are some tips.
Fliers - Place these strategically at church, shops and car windscreens at shopping malls. Another great place would be your local community notice board or your local supermarket notice board. Remember to make the message short and captivating with your cell number at the bottom. The wording should be very simple. An example would be
"The Ultimate Business Opportunity. Learn more by calling xxx-xxx-xxxxxx".
Other great examples are...
"Are you fed up with always failing to pay bills and keep up with your expenses? Why not earn an extra income? Interested? Learn more by calling xxx-xxx-xxxxxx"The key is if they do call or text, make a point to call back and utilize the rules of inviting listed above. You may also add them to your mailing list if they have an email address and then get them onto your mailing recruiting system.
If you have a landing page online, offer a free report as a hook for them through such a notice like...
"7 Common Reasons why people remain poor and how to avoid them! Get your free report by texting your email address to [email protected]"
When the sms comes through, you simply send them a landing page with a registration link for them to register for free emails on your business and on the confirmation page, you include the downloadable copy of the report!
Lead Capture page: If you have a website with a capture page for their personal details - even better for they can be placed into a powerful mailing autoresponder that can see them register and join sometime in the future even without your knowledge per se! Learn how you may acquire this system as part of your tools for building your business by going here.
There are some basic do nots regarding prospecting covered in great detail in an article entitled "The Five Common Recruiting Mistakes" that I wrote which you can read here.
Grading System
You will follow the method outlined below for the best results. Please take note that this method is based purely on PERCEPTION rather than any hard facts per se. Therefore it is no guarantee that the persons who score highest will likely be your best downlines.
The method is designed to increase the PROBABILITY of success in your prospecting activities and is ALWAYS based on your warm list (people you already know fairly well) as opposed to plain acquaintances.
This in no way should restrict your prospecting only to the list you have created, instead you should always be adding names to your list by getting contacts whenever and wherever possible on a daily basis. The more names you add, the higher the chances of getting prospects to turn into downlines and finally into business builders.
So follow the outlined method below…
1. 100 names for starters (No compromising on this one)
This is outlined in great detail above and why it has gotta be 100 names minimum.
2. Grade and separate (Use the grading system below)
Once you have completed the names, you will then start the grading as shown below.
i. F.A.S.T. (F = Financial; A = Attitude, Ambition; S = Supple [easy to mould or change]; T = Teachable) Write the letters F-A-S-T on the top margin of your list as shown below
As can be seen, the letters represent what is shown above. After the letters F-A-S-T write the word “TOTAL”.
ii. Grade with 1 = Lower than you; 2 = Same as you; 3 = Higher than you
Begin by asking yourself for each category whether this prospect is lower, the same or higher than you. Below is an example.
The name of our prospect is John Doe. Financially – is he the same, higher or lower than me? Then attitude – would he be interested in this kind of business and is he ambitious enough? Supple – Is he willing to change or would he be likely to change from his current career or activity unto this if the prospects looked good? Teachable – is he likely to take the time needed and have the patience required to learn all this (online or through our various classes?)
In each instance you will use yourself as a gauge and determine whether Robert is the same (score with 2), lower (score with 1) or higher (score with 3) than you and you score each with the appropriate answer as shown above.
iii. Assess with 4 = Poor; 5 – 6 = Average; 7 – 8 = Good; 9 – 12 = Excellent
Once you have scored all the names (all of them not some of them!), then total up the numbers. An example of John Doe is shown below…
ii. Grade with 1 = Lower than you; 2 = Same as you; 3 = Higher than you
Begin by asking yourself for each category whether this prospect is lower, the same or higher than you. Below is an example.
The name of our prospect is John Doe. Financially – is he the same, higher or lower than me? Then attitude – would he be interested in this kind of business and is he ambitious enough? Supple – Is he willing to change or would he be likely to change from his current career or activity unto this if the prospects looked good? Teachable – is he likely to take the time needed and have the patience required to learn all this (online or through our various classes?)
In each instance you will use yourself as a gauge and determine whether Robert is the same (score with 2), lower (score with 1) or higher (score with 3) than you and you score each with the appropriate answer as shown above.
iii. Assess with 4 = Poor; 5 – 6 = Average; 7 – 8 = Good; 9 – 12 = Excellent
Once you have scored all the names (all of them not some of them!), then total up the numbers. An example of John Doe is shown below…
iv. Ensure all 100 names are graded with this system
3. Glean the top 15 first (Write on separate page according to grades i.e. highest first)
Create 7 lists with 15 names each starting with your highest scoring names down to the lowest scoring names.
For instance, if you have 11 as the highest score, pick all those (maybe 3 people), then look for 10 (maybe 2) and then 9 (maybe 7) then 8 (maybe 7 again). When you add these all up, you will notice they go past 15. So, pick the first 15 and then continue your remaining 8s on the second list.
Continue grading as shown above until you get to your 4s if there are any.
4. Start the pre-approach package distribution
You can use the method and system outlined in your “system sheet” for maximum results. You can download it by clicking here. You can also contact your upline for more information on how to access the online system and personalize it for maximum results. You can also use the online method. You can get that by clicking here.
5. Thinking or missed – Move on! (Will get back to them later)
If your prospects need time to think or decide, leave them to do so and move onto your next prospects on the list. You will get back to them later on the follow up or if you are using the online system, they will be placed on the “Auto Responder” system to help them make a decision. The online system is fully automated and does not require any participation on your part as emails will go out to them educating them further on why they should be part of this business! To learn more about the online system, click here.
For the next lesson in the series, please click here.
See you at the top,
Rev Walter Mwambazi
(Your friend on the inside)
3. Glean the top 15 first (Write on separate page according to grades i.e. highest first)
Create 7 lists with 15 names each starting with your highest scoring names down to the lowest scoring names.
For instance, if you have 11 as the highest score, pick all those (maybe 3 people), then look for 10 (maybe 2) and then 9 (maybe 7) then 8 (maybe 7 again). When you add these all up, you will notice they go past 15. So, pick the first 15 and then continue your remaining 8s on the second list.
Continue grading as shown above until you get to your 4s if there are any.
4. Start the pre-approach package distribution
You can use the method and system outlined in your “system sheet” for maximum results. You can download it by clicking here. You can also contact your upline for more information on how to access the online system and personalize it for maximum results. You can also use the online method. You can get that by clicking here.
5. Thinking or missed – Move on! (Will get back to them later)
If your prospects need time to think or decide, leave them to do so and move onto your next prospects on the list. You will get back to them later on the follow up or if you are using the online system, they will be placed on the “Auto Responder” system to help them make a decision. The online system is fully automated and does not require any participation on your part as emails will go out to them educating them further on why they should be part of this business! To learn more about the online system, click here.
For the next lesson in the series, please click here.
See you at the top,
Rev Walter Mwambazi
(Your friend on the inside)