MLM – Healthy Habits for Nutritional Supplements

 

by Lee Abraham

 

Dave the Nutrition guy took an indirect route into MLM. For him, the journey began with the products. A health nut who witnessed his Mom turn around a serious medical condition with the help of nutritional supplements, skepticism was not an issue. Dave didn’t need to be convinced. Or read the literature. He knew the products worked because he saw the positive results with his own eyes. That’s called “belief.”

 

Dave’s belief was so strong, he started telling people the story of his Mom’s recovery and found himself recommending the same products to anyone who would listen. And a few did. Those people came back with great reports of their own health benefits and a light went on in his Dave’s head. “I wonder if I could make some money doing this?”

 

Learn To Earn

 

A couple of years later on a particualrly nice day, Dave the Nutrition guy sat out on the rear observation deck of his luxury home, looked out over his panoramic Ocean view, and reflected on the joys of leveraged, residual income. Yes, it took longer than he expected, and more personal development than he planned for, but the results justified the process.

 

Dave realized the vast majority of his business came directly from prospects referred by his Power Team, people already pre-sold on the benefits of the nutritional supplements he represented.

 

With a team of “Bragging Buddies” speaking enthusiastically on Dave’s behalf to people they already knew, business was so much easier than finding each customer on his own. No mystery. Prospects already liked and trusted Dave before they even met him based on heartfelt, enthusiastic recommendations, and were open to his products after hearing the compelling story of his Mom’s dramatic health turn around from someone they already knew and trusted.

 

Recognize Opportunity to Help You

 

While closing deals was a no brainer, training his Power Team to recognize prospects for him was more of challenge. At least at first. And then Dave went through the Power Team training. Suddenly his networking partners began recognizing prospects for Dave’s nutrition business and creating money making referrals they had previously been overlooking.

 

The secret: training his networking partners to connect the benefit of his nutrition products to the Six Key Target Markets the group was already looking for. Confused? Check out this prior post explaining this Power Team “Opportunity Recognition” technique.

 

Six Healthy Situations

 

Getting the most out of the Power Team starts by training your networking partners to recognize prospects for your business and the opportunity to create referrals for you.

 

Gather round. Here’s the story of how Dave the Nutrition guy tapped into the Power Team “Six Key Situation” system to build his business. Each week at his networking meeting, or when he met individually with someone from the Power Team, Dave explained the best way to find referrals for him by describing a prospect in one of the Six Key Situations.

 

Remember, the Power Team has already been trained to recognize the Six Key Situations and then use the “Two Big Trigger” questions to uncover needs which can be converted into a money making referral for someone on the Power Team. Confused? Click here to read a post on this topic 

 

That being said, Dave the Nutrition guy always starts the same way: “If you see an opportunity when you come across someone who is…”

 

“Getting Married, tell the happy couple how they can lose weight and look great for the wedding and honeymoon with proper nutrition and our healthy meal replacement system!”

 

“Having a Baby, tell the new Mom about our awesome Pre-Natal Vitamins for her and our proper nutrition products specifically designed for babies!”

 

“Building a Business, tell the business person they will have more energy and metal clarity with proper nutrition, as well our healthy, quick and easy meal replacements for people on the run!”

 

“Getting Healthy, tell the person getting in shape that we have Award Winning Nutritional Supplements to speed recovery while promoting optimal health with wide variety of products for losing weight and other specific health challenges!”

 

“Building a Home, tell the home builder that they will have more energy and mental clarity to do a good job and make fewer mistakes with proper nutrition from our award winning supplements!”

 

“New In Town, tell everyone you meet about our Award Winning Nutritional Supplements specially designed for adults and children, as well as a variety of products for specific health challenges!”

 

Four Out of Six Ain’t Bad

 

Granted, the last two examples, “Building a Home” and “New in Town” are a bit of a stretch as Target Markets for Nutrition Sales, but hey, you never know. If opportunity presents itself, at least the Power Team will know how to tie good nutritional supplements into a conversation with relocation transplants and home builders.

 

But let’s look at the glass half full. Or in this case, two thirds full. Focused primarily on the four Target Markets that work best for the nutrition business, Dave always continued training his networking partners with a short, simple real life success story and example of how his products helped someone in those Key Situations. And here’s the extra training step that made all the difference in the world: he specifically asked his Bragging Buddies to remember the story and tell it to prospects.

 

Plus, Dave went the extra mile to create money making referrals for everyone else, motivating his Power Team to keep his best interests in mind. Above all else, Dave learned that creating business for his Power Team was the first step in building a rewarding relationship with his networking partners.

 

Profitability Ahead

 

Up to this point, we’ve talked about training your Power Team to be a Sales Force for your Nutritional Products. And that’s where you should start. Remember, you are building Credibility with the group, and until you reach that level of trust with the products, people will not promote your business opportunity. 

 

Next time however, hang on tight, we’re stepping into the FAST180 time machine, flashing forward beyond Credibility into a not-too-distant future of Profitability and “Biz Opp” referrals, when our adventure in networking continues… Follow Me on Twitter!

MLM – Make “Lifestyle Money”

by Lee Abraham

 

“Lifestyle Money” is the new buzz. Check around. You will find that blending an income stream seamlessly into your current lifestyle is the business model of choice for today’s leading edge wealth builders.

 

First trick of the trade: jump on board with the business opportunity that best matches what you are already into. That’s where the “lifestyle” comes in. These days there are more types of MLM business opportunities than ever before. From cosmetics, jewelry and cleaning products to travel, legal services and nutrition, just about anything you can spend money on is available through one MLM company or another.

 

A Rose by Any Name

 

Regardless of which opportunity calls your name, all MLM, or “Network Marketing” business opportunities have several common features and benefits that your Power Team needs to understand and believe in, to be an effective “Bragging Buddy” on your behalf.

 

Let’s start with another new term, “Home Business Franchise.” Running a “Home Based” business is all about flexibility. When and where you work the business is up to you. Want to wear those fuzzy bunny slippers with the matching bath robe while coaching your sales force or placing product orders with HQ? Go for it! Need to walk the dog and get on a corporate conference call at the same time. You can!

 

Perfect for stay-at-home parents, people with disabilities and folks living in remote locations, Network Marketing levels the playing field like no other business model. Plus, there is no formal education required. MLM is truly an “equal opportunity” with no bias on age, race or gender.

 

So whether you build your business over lunch, in the nooks and crannies of your life, or as a full time gig wheeling and dealing among the masses, you can make money from home with Network Marketing if you have the discipline to be your own boss!

 

Less Taxing

 

Like any business operating from home, MLM creates some terrific Tax Shelter benefits, enabling you to deduct a portion of your living expenses (rent, mortgage, utilities, travel, etc.) on your income taxes. Bottom line: even if you don’t make a big income, Network Marketer’s enjoy some well deserved tax relief!

 

But wait! You want BIG income? No worries. MLM packs a money making one-two punch that’ll knock your socks off. Forget the fear. Step into the ring chanting “Leveraged, Residual Income” and you will happily stand toe-to-toe against the competition, slugging it out with your eyes on the prize and the heart of a champion!

 

Train the Team

 

Just like all the other Power Team Networkers, MLM’ers must train the rest of the group to be a “Bragging Buddy” for their business. In other words, the Power Team needs to know how to quickly tell a prospect why you are the only person they need to talk to for your particular product or service. And in your case, that includes people who are looking for another stream of income and a home based business!

 

So get out your notepad. Jot down a few points on what we’ve already covered. Our goal is to explain your Network Marketing business opportunity in small, bite size pieces that your Power Team partners will remember when they shift into “Bragging Buddy” mode on your behalf.

 

Start with time flexibility, then the tax benefits of a home based business. Put the concepts into your own words. Have a very simple real life success story to breath life into these basic elements of MLM’s allure. Got it? Now let’s give ‘em the big money shot and take a closer look at how to explain “Leveraged, Residual Income.”

 

“Leverage” means you’ve got a “downline,” people you personally sponsored into the business who duplicate your efforts. Every time the downline sells a product, or better yet, personally sponsors someone else into the business to duplicate their efforts, you get paid!

 

“Residual” means the checks keep coming. Just about every current MLM opportunity is based on customers receiving product automatically on a monthly basis. And every time the product is shipped, you get paid. Keep a customer happy and you keep getting checks! Sort of like owning rental properties except there are no tenants, roof repairs or vacancies to deal with.

 

Start With the Product

 

Although we’re off to a good start, I hear the MLM’ers out there, moaning and groaning that Power Team networking is a slow, indirect way to build a business. And it is. But just like MLM, a Power Team leverages your time and energy, while feeding you an ongoing, residual stream of money making referrals. Sounds good, doesn’t it? Of course it does. So roll up your shirt sleeves and let’s get to work! Your job? Decide which type of product best matches your lifestyle. From there, we’ll find the best MLM company in that market.

 

Make no mistake, working with a product line you believe in and use regularly is mandatory for building an MLM business with Power Team networking.

 

Need help? How about this: everybody wants to be healthy and look great. Including you! So what do you say we start there and get into the specifics of MLM and Nutritional Products, next time, when our adventure in networking continues… Follow Me on Twitter!

MLM – Make Less Mistakes!

by Lee Abraham

 

Last two posts we talked in general terms about MLM’s bad rep, particularly among the networking crowd. Bottom line: networkers know there is nothing more sacred than your integrity and Personal Brand, and yes, there are risks of recommending an MLM’er to someone you like and trust.

 

Face it, referring prospects to your Power Team exposes you to the possibility of your networking partner dropping the ball and making you look bad. And that can happen with any type of business, not just MLM. Either way, nothing kills the trust you’ve worked so long and hard to build than a prospect doing business with one of your networking partners based on your compelling, heart felt recommendation, only to have the referral go horribly wrong.

 

“It” Happens

 

Hey, it happens. Every once in a blue moon circumstances beyond the control of your Power Team partner get in the way of making a good first impression. That’s where communication skills come in. Call it damage control. We’ll spin those wheels some other time. Right now let’s keep our focus on avoiding mistakes rather than cleaning up a mess.

 

Power Team networking is all about quality control. If one of your networking partners proves to be more of a liability than a credit to your good name, you’ve got to cut bait and start fishing for someone new.

 

Even more important: before adding a new business to your Power Team make sure the person operating the business has what it takes to make you look good in the eyes of the prospects  you will be sending their way.

 

Let’s extend an olive branch to all MLM’ers at large who may not know any better. So far, we’ve looked at the MLM puzzle from the view of the Power Team. Time now for a FAST180 as we change perspectives and piece together the do’s and dont’s of Power Team networking from the MLM’ers side of the looking glass.

 

Two Ears, One Mouth

 

Take a note: most people tend to shy away from strangers who act like they know what’s best for them before getting to know the person first. Presumptuous? Arrogant? Insensitive? Take your pick.

 

Unfortunately, these churn and burn fortune peddlers play the numbers game, preying on a weak minded minority willing to take a huckster’s “easy money” carpet ride simply because they were asked. Poor saps.

 

Listen: Power Team MLM’ers start relationships with new people by asking questions to get to know them and learn about who they are. Using the “Two Big Trigger Questions” we’ve explored in a previous post, are highly effective tools for uncovering needs the other person may have which a product or service from someone on the Power Team can satisfy, and result in a money making referral.

 

I hear the typical MLM’ers knee jerk reaction loud and clear: “Everyone needs more money and telling them about my business opportunity IS what they need!” OK, fine, I get the concept that you help people make more money.

 

Now it’s your turn. I’ll be blunt: do NOT open the conversation with people you are meeting for the first time, either in person or online, by asking if they want to replace their current income in a few short weeks, or to join your rapidly growing team so you can all live the life of your dreams. It’s a timing thing.

 

Like it or not, shooting first and asking questions later is not how we build trust and gain confidence in a Power Team network. Or anywhere else for that matter.

 

Slow down tiger. Wait a moment or two. Power Team networking is all about farming, not hunting. Building relationships takes time. But the delayed gratification is worth it. How? Once your Power Team gets to know you, like you and trust you, they will begin to refer people to you who have already expressed an interest in your Network Marketing Business Opportunity!

 

Squeeze This

 

So that’s the payoff. A Power Team of “Bragging Buddies” who are talking to people on a daily basis and trying to send you business. Sit up straight and put on your happy face. Yes, it’s true: your Power Team understands that your business thrives on building a downline!

 

So far, it’s all good. The problem is taking a position that everybody should build a business with you before you even get to know them. Sorry. While a small percentage may jump on board, most people will be put off. Trust me, shoving an unwelcome income opportunity down someone’s throat the first time you meet them makes the Power Team partner who recommended you look bad. And that’s hard to stomach.

 

This is a big topic. So big, I want to make a meal of it. Ready to dig in? Consider the next serving an Online/Social Networking hors-de-oeuvre: Using a Squeeze Page pitching your business opportunity as the first website new people see is not a menu option. Very unappetizing! In fact, we’ll crank up the heat and show you the door quicker than you can say, “I smell something burning,” if hard sell is what you are serving online.

 

For a few more overcooked, too spicy and otherwise inedible MLM dishes which have been forever banned from the Power Team kitchen, join us next time, when our adventure in networking continues… Follow Me on Twitter! 

MLM – Sell Your Soul or Just Products and Services?

by Lee Abraham

 

Everyone is in business to make money. Question: what are you willing to sacrifice to get there? Time? Gratification? Integrity?

 

I hope you said, “two out of three.” Investing time and delayed gratification are unavoidable sacrifices every single Power Team networker must be willing to make on the road to success. Integrity is another story. Your good name and personal brand must be protected at all costs.

 

Face it, right or wrong, people judge you every day. From the car you drive, your clothes and the house you live in, to the words you speak and way you treat others, people are taking notes and keeping score. Your job: do your best. That’s it. Plain and simple. Be the “best you” that you can be and let the chips fall where they may. And a big part of the being the best you is making smart decisions!

 

Big Dogs – Tall Weeds

 

It has been said that we are the average of the five people we spend the most time with. Hang out with millionaires, chances are you’ve got money. Roll with environmental activists and I’ll bet you’ve got passion. Network with MLM’ers and, well, do me a favor and fill in the blank yourself.

 

Last time out, we looked at MLM and why it carries a stigma, particularly in networking circles. Conclusion: MLM is a dual edged sword. And which way the blade cuts is a function of the person, NOT the business model. Done right, MLM’ers can be a tremendous value to your network. Gone wrong, MLM’ers will burn the bridges you’ve work so hard to build.

 

So tell me, do you want MLM’ers in your Power Team Network?

 

Take a Test

 

Understand that you are a “Bragging Buddy” for each person in your network. Your primary job is to create money making referrals for the other people on your Power Team and in turn, train them to do the same for you.

 

To be an effective Bragging Buddy you must believe in the value of the product or service, and also have a strong emotional feeling the prospect will love working with your Power Team partner.

 

Check yourself. How do you feel when someone tells you that their business is “Network Marketing” or MLM? Wait! Before you spit up your drink, please loosen your collar and take a deep breath. RELAX. Now, picture on your mind’s hi-def flatscreen a nice, smart and savvy MLM’ who scores 100% on the following test, and take notice if a sense of calm begins to ease your troubled mind.

 

Does this person represent a product or service I believe is a good value with measurable benefits to the consumer?

 

Is this person more interested in what’s best for the prospect rather than simply making more money and signing up everyone who fogs a mirror?

 

Is this person committed to their MLM team business model, supporting their downline to generate income with useful help?

 

Will this person understand that the Power Team is the Sales Force, not the Target Market?

 

Yes Men (and Women)

 

Let me make this simple. You are looking for “Yes” men and women. People who can answer all four questions with a resounding “Yes!” A single “No” blows ‘em out of the water. Want to know why? Check back next time as we jump through hoops and channel the power of the pyramid, when our Adventure in Networking Continues… Follow Me on Twitter! 

MLM & Power Team Networking – Good Idea or Scary Thought?

 

By Lee Abraham

Aside from the IRS, few three letter acronyms repulse more swiftly, or with greater impact than network marketing’s street handle, “MLM.” 

Another term for “Direct Selling,” and short for “Multi Level Marketing,” MLM has a bad name. Don’t believe me? Why do Direct Selling gurus chant the “Network Marketing” mantra instead of standing proudly under the MLM banner? Answer: less stigma to overcome. Same reason they stay away from the word “selling” in general.

Call it clean karma or a pig in lipstick, the power of the pyramid is undeniable. Scuttlebutt around the business trend water cooler says that more millionaires will be made in MLM over the next ten years than any other industry. So what’s the problem? 

Point of Friction

For starters, everybody knows somebody who started an MLM business opportunity, invested their heart and soul, not to mention hard earned cash, only to give up shortly after starting when the friends and relatives threw cold water on their dreams. Not pretty.

Maybe the MLM newbie didn’t get the memo: business is tough. And that’s true for any business, not just MLM, err, I mean, Network Marketing. 

Personal Perception

In truth, Network Marketing is no different than any business involving sales. And let’s face it, all business requires an element of sales. Bottom line: building a Sales Force is the primary task. Call it leverage. Translation: the more people running around, selling your stuff, and better yet, signing up more people to sell even more stuff, the more money you will make.

And therein lies the rub. There’s a personal element in leveraging your Network Marketing efforts that makes it a particularly tricky deal. In other words, most of the Network Marketing business opportunities train their people to reach out to friends and family as the newbie’s best prospects to build the business.

In a traditional business however, you hire sales people to peddle your wares rather than tap into your “warm market” of friends and family. So that’s the point of friction. Truth is that while we are all relatively numb to a sales pitch for a product, most folks nurse an inner dream of financial independence, more money than they will ever need and complete time freedom. In short, the life of their dreams. And dreams can be fragile.

Unlike a product pitch, which we brush off on a daily basis with little, if any, emotional fallout, asking someone to be your business partner and achieve those hopes and dreams is hot button, a potential raw nerve that forces people to confront their own inadequacies and insecurities. Especially talking to friends and family. Call it a reality check. And in today’s wired up world of communication overload, who needs more reality? Painful as it might be, the answer is: lots of people!

A Rising Tide

Last count from the Direct Selling Association of over 200 MLM businesses, had over 15 million people involved in one Network Marketing company or another. And that’s just in the USA alone!

Disclosure: I’m surfing the MLM wave myself! In fact, I jumped in with both feet… one in the Health and Wellness industry (USANA Health Sciences), the other in  Education and Personal Development (iLearningGlobal). And I’m willing to bet that you, or someone you know, is also an MLM’er!

Obviously, Network Marketing has an allure. Terms like “Residual Income,” “Home Based Business,” and our old buddy “Leverage” are catnip for the inner Tiger of any self respecting entrepreneur. And like anything else, done right, Network Marketing is a great way to make money and have more control over your time.

What does “done right” mean? Lots of things. Prospecting, Presenting and Closing to name a few. Tell you what, let’s get into the finer points of “PPC” some other time.

Right now I want to focus on the “PC” of having some MLM’ers in your Power Team Network. In this case however, “PC” stands for “Pros and Cons.” As in, do you want MLM’ers on your Power Team?

Pros and Cons

The best Network Marketers are professional inviters, charismatic people with great communication skills who know how to motivate a prospect into action.

Top MLM’ers are referral artists, painting compelling images each and every day of opportunity, teamwork and the rewards of financial freedom. Properly trained to be your Bragging Buddy, these networking whirlwinds will generate a ton of money making referral for your business!

Write this down: the MLM’er has to understand and abide by the concept of Givers Gain®. Coined by Dr. Ivan Misner, the founder of BNI, the world’s largest networking organization, Givers Gain® is the philosophy of helping others first, and in return, benefitting yourself.

The problem: Not all MLM’ers get it. Overcoming the temptation to cannibalize the rest of the group, hammering away at the members until they sign up for the business opportunity, is no easy task. Like everything else, there is a way a Power Team partner can introduce their MLM opportunity to anyone interested, but like a few other nooks and crannies of the MLM and Power Team Networking discussion, that topic will have to wait as well.

Power Team, Not Power Prospects

For purposes of clarity on a too often blurry concept, let’s stay on task. Make no mistake: Like everyone else, the MLM’ers primary job is to create business for the other members of the Power Team and in return, train the group to bring referrals of prospects for their business.Rather than treat the Power Team as a group of power prospects, a good MLM’er sees the Power Team as their sales force.

Yes, the sales force reciprocates, diligently on the lookout for MLM “biz opp” prospects, folks interested in a Home Based Business, as well as Residual Income and Leverage, not to mention the product itself… oh yeah, remember the product? But the sales force is not on the defensive as a prospect if they are not interested in the biz opp for themselves.

See the difference? 

Just like every other person on the power team, the MLM’er has to first learn to be an effective Bragging Buddy for the rest of the team, and then in turn, train the team to create referrals for them.

So let’s take a leap of faith together. Let’s agree that there are MLM people out there who “get it” and will be a tremendous addition to your Power Team. That being said, please join me in a warm and fuzzy group hug before we look from the MLM’ers perspective at how to be a good Power Team partner, next time, when our adventure in networking continues… Follow Me on Twitter!

Success Recipe – Feed the Hungry

By Lee Abraham

 

Every recipe has a critical ingredient or two that absolutely must be included. Forget the vodka and instead of a Screwdriver, you’ve just got orange juice. Leave out the yeast and your bread comes out like a cracker.

 

Same with networking. There are a few basic ingredients which cannot be overlooked in cooking up money making referrals for your Power Team, and in return, for yourself.

 

Last time out, we started from scratch, first identifying your Contact Sphere and then mixing in the Key Situations most closely associated with your business. New to the table? Click here to see what you missed.

 

Icing on the Cake

 

OK, great! Now that we’re all on the same page, let me ask you a question. If you are a Caterer (Events Contact Sphere) and do a lot of business at Wedding Receptions (“Getting Married” Key Situation), wouldn’t it make sense to network with a Jeweler, Florist and Event Planner so they could recommend you to their clients who are getting married? You bet it would!

 

All three of these business categories can send you, the Caterer, an ongoing stream of referrals. In other words, all three are a “Golden Goose” for your business.

 

Sticking with our recipe analogy, all three are icing for your Power Team cake. Left out of the mix, your network will still generate some business, but without a few Golden Goose referral sources, the results will never be as sweet as they could have been.

 

Want to do something great for the Caterer on your Power Team? Give compelling recommendations to a Jeweler, Florist and Event Planner, telling them that they absolutely need to meet the best Caterer in town, so they can refer business back and forth.

 

And regardless of what’s cooking in your business, you will never become a referral gourmet as a one dish wonder. Translation: You must be able to recognize a Golden Goose for all of the Six Key Situations, not just the Golden Geese for your Key Situations.

 

Feed the Hungry

 

Trust me, everyone on your Power Team is hungry for more business. And the more mouths you feed, the more motivated people you have looking out for your best interests.

 

Today’s “Hot Plate Special?” The management is proudly serving Golden Goose!

 

So get out your cookbook and take a few notes. Here is a short summary of a few Golden Goose referral sources for each of the Six Key Situations.

 

Building/Improving a Home: Contractors, Realtors, Mortgage People, Interior Designers, Furniture Sales

New In Town: Realtors, Moving Company, Property Manager, Cleaning Service, Cell Phone Sales, Office Managers

New Baby: Baby Clothes/Furniture, Birthing Centers, OBGYN, Office Managers, Clergy

Building a Business: Business Brokers, Business Owners, Office Managers, CPA, Advertising Sales, Computer Sales, Office Furniture, Printers

Weddings & Events: Any Event Contact Sphere category, Clergy, Office Managers

Get Healthy: Any Wellness Contact Sphere category, Office Managers, Sports Teams and Coaches.

OK, who’s hungry? Me too! What do you say we sit down at my favorite table and cook up some business for each other, next time, when our adventure in networking continues…   Follow Me on Twitter!

Money Talks – Learn the Language

By Lee Abraham

 

Last time out, we watched our favorite Realtor, Manny Goodbuys, create an ongoing stream of money making referrals for the Chiropractor in his Power Team business network. 

How? By giving an enthusiastic and compelling recommendation to a Personal Injury Lawyer and suggesting the two get together to talk about referring business back and forth.

A little further back in our networking adventures, we observed Dave the Nutrition Guy talking to an expectant mother about Pre-Natal vitamins and then asking a couple of  simple questions that resulted in business for the General Contractor, Attorney and Life Insurance person on his Power Team. 

What Questions?

Dave has been trained to recognize that people expecting a new baby often want to make changes around the house before the baby arrives. In our example, the prospect needed to enclose a covered patio off the master bedroom to serve as a nursery for the new baby.

Further, young parents almost always know they should protect the growing family with a Will and Life Insurance, but too often don’t take the time to do it. 

After asking a couple of questions and helping the prospect recognize their own need, he gave enthusiastic and compelling recommendations for the General Contractor, Attorney and Life Insurance person. That’s right, Dave the Nutrition Guy created money making referrals for all three!

Side note: Dave’s networking partners are even more motivated now and on the lookout to return the favor and make business for him.

Nuts and Bolts

Are you ready for the big money shot? Yes? OK, great! Write this down: Opportunity is often disguised as work.

As we mentioned, Dave the Nutrition Guy was trained to not only recognize opportunity, but how to seize it and create money making referrals for his Power Team. I would like to show you how to do the same thing. That’s where the work comes in. 

Here’s the process:

1) Identify your Contact Sphere
2) Recognize which of the Six Key Situations are no-brainer referral frenzies for your Contact Sphere
3) Make the connection of which other Contact Spheres also thrive on the Key Situations that work for you
4) Learn the Golden Goose referral sources for each of the Six Key Situations so you can create ongoing streams of referrals for your Power Team 

Your Business is Your Business

Every business can be categorized into one of six Contact Spheres. Sometimes more than one. Let’s save that concept for later. Right now we are going to keep things simple. It is critical to know which Contact Sphere your business belongs to as the first step toward building your Power Team. 

So let’s eat the elephant one bite at a time and start with a review of how to identify your Contact Sphere. Good news? I’ve already done my part… click here to learn what you need to know about Contact Spheres!

Key Match Networking™

Now that you know which Contact Sphere you are in, it’s time to identify which of the Six Key Situations connect with your Contact Sphere to create the most referrals for your business. Not sure what the heck these Six Key Situations are? Click here for a crash course on the Six Key Situations.

Key Match Networking™ uses these Six Key Situations as “red flags” to help you more easily recognize opportunity and generate money making referrals for your Power Team. To keep things simple, here’s a very brief overview of the top one or two best Key Situations for each of the Six Contact Spheres:

Events: Getting Married
Real Estate/Finance: Building/Improving Home and New Business
Wellness: New Baby and Get Healthy
Home Improvement: Building/Improving Home and New Baby
Business Services: Building/Improving Home and New Business 
Personal Services: All Six Key Situations

What’s Next?

Once you have identified the Key Situations that work best for your business, you can then recognize the other Contact Spheres that also thrive on the same Key Situations as you. From there, we get into Key Match Networking™ among the Contact Spheres. 

Finally, recognizing the people and businesses that are Golden Goose referral sources for each of the Six Key Situations puts you in position to be a referral Creator for someone on your Power Team everywhere you go. So, what do you say we go there together, next time, when our adventure in networking continues… Follow Me on Twitter!  

Turn Lame Duck Networkers Into Golden Goose Referrals

By Lee Abraham

Dr. Hugh Needatwist is a Chiropractor who built his business with word-of-mouth referrals. Same with Manny Goodbuys, the Realtor in his Power Team business network.

Although the two networkers are from different Contact Spheres (Health & Wellness vs. Real Estate & Finance), there are countless ways the two very different businesses can generate business for each other.

Order Takers

Manny the Realtor is working with a middle aged couple moving into town from another State. Driving around looking at houses, the chit chat flows non stop. One minute it’s all about their kids and pets, the next a rapid fire Q&A on local restaurants.

And then the topic turns to local doctors. All of a sudden, the husband blurts out, “I just remembered… do you know a good Chiropractor here in town? My back is killing me. I’m sure gonna miss good old Dr. Popalot back in Toledo!”

Turns out the couple was in a car accident several months ago and have been under regular Chiropractic care for neck injuries. Like most folks, they only want to work with a Chiropractor they can trust. And as is often the case, clients moving into a new town ask their Realtor for recommendations on everything from restaurants and pet sitters to eye doctors and, yes, Chiropractors.

Manny instantly becomes Dr. Needatwist’s “Bragging Buddy” and says, “Yes, as a matter of fact, I do. Dr. Hugh Needatwist is great! He’s the only Chiropractor I let work on me on my family. He’s not only a really nice guy, he’s very good at what he does. Here’s Dr. Needatwist’s card. Would you like me to have him give you a call?”

In this scenario, Manny is an “Order Taker.” In other words, someone asked a direct question, “Do you know a good Chiropractor?” All Manny had to do to create a referral for the Chiropractor is respond to the question.

Connectors

The next day, Manny is at the office Sales Meeting. One of the other agents is in obvious discomfort walking with a limp and continually rubbing his neck.

Manny walks up to the other agent and asks “What happened?”

“I was doing some trim paint on the outside of our house yesterday,” the agent says, “I slipped off the ladder, landed on my back and have been in pain ever since!”

“Do you have a good Chiropractor to help you recover?” Manny asks. “I’ve seen my Chiropractor, Dr. Hugh Needatwist, help lots of injured people get out of pain. In fact, I see him myself. He’s very gentle and can help you feel better without prescription drugs. Would you like Dr. Needatwist’s card or can I have him call you?”

In this case, Manny is a “Connector.” He saw someone in obvious pain, made the connection that the Chiropractor can help, and took an active role asking the prospect if he would be interested in the Chiropractor’s services.

Creators

Later in the day, Manny is at a Chamber of Commerce mixer. One of Manny’s friends introduces him to a Personal Injury Lawyer.

Manny recalls the Chiropractor on his Power Team is looking for introductions to Personal Injury Lawyers because they are a “Golden Goose” for his Chiropractic business.

In other words, Personal Injury Lawyers frequently recommend Chiropractors (as well as Massage Therapists, Physical Therapists, etc.) to their injured clients.

After a little small talk, Manny transforms into a Bragging Buddy of the highest order, a referral “Creator.”

 “I do a lot of networking with a terrific Chiropractor named Dr. Hugh Needatwist,” Manny says in an enthusiastic tone. “In fact, he’s the only Chiropractor I let work on me and my family. Doc Needatwist is just a really nice guy and he’s very good at what he does.”

Manny is now poised as a referral sharp shooter. Target in sight he carefully takes aim before pulling the Trigger question. “Dr. Needatwist told me he is looking for a Personal Injury Lawyer to refer business back and forth with. Apparently some of his patients ask for Personal Injury Lawyer recommendations, and as I said, he’s great at what he does.

“Would it be OK if I gave Dr. Needatwist your card so you two can discuss referring business back and forth?”

Who Knew?

As a result of meeting regularly to learn about each other’s business, Manny knows the Chiropractor wants to be introduced to Personal Injury Lawyers. The reason is obvious: Lawyers can be an ongoing source of business for a Chiropractor.

Seizing opportunity and singing the Chiropractor’s praises, the Realtor is proactive, asking if it would be OK for the Chiropractor to make contact. 

Three Levels of Referrals

Got your notebook? Let’s nail down three very important terms:

Order Taker: Passive Bragging Buddy reacts to a direct question: “Do you know a good Chiropractor?”

Connector: Active Bragging Buddy recognizes a Visual Target (someone limping, rubbing their neck or in obvious discomfort) or a Target Phrase (“I fell off a ladder,” “Car Accident”) and approaches the prospect as a Bragging Buddy.

Creator: – Proactive Bragging Buddy recognizes and approaches a Golden Goose source of ongoing referrals for the Power Team.

Next time out we light a fire under your Power Team’s “Lame Duck” Order Takers and serve up a silver platter of Golden Goose referrals, when our adventure in networking continues… Follow Me on Twitter!

New Babies and Big Referrals

Dave the Nutrition Guy is talking to Ima Newmom, a young woman in her early 20’s. Ima is expecting her second baby in less than two years and was referred to Dave by her Mom, the Realtor in Dave’s Networking Group. The topic is Ima’s lack of energy and finding the right pre-natal vitamins.

A top notch networker, Dave’s referral radar is on alert. Why? He recognizes the “New Baby” Key Situation as a one of the biggest Power Team Targets he’s been trained to look for.

After answering all of Ima’s questions, making product recommendations, and placing the order, Dave puts away his product information and price sheets. He pauses for a brief moment, then looks deep into Ima’s tired but cheerful eyes. With a simultanious tilt of the head and slight squint of the eyes, subtly signaling sincerity, he asks, “So, how is everything else going with getting ready for the new baby? Are you changing things around at the house, and doing all the planning stuff like writing your Will and getting Life Insurance to protect the baby?”

Suddenly Ima is a little less cheerful and a little more weary. The look in her eyes acknowledge that Dave hit a nerve. Dave smiles. For starters, he is going to help Ima in more ways than just Nutrition. And to do that, he is about to create a few money making referrals for his Power Team!

Networking Sharpshooter

For those of you taking notes, Dave has not only identified the Target (New Baby Key Situation), he just pulled the Trigger, with a couple of carefully crafted questions to expose a need he can convert into a referral for someone on his Power Team.  

Guess what? It worked! Ima and her husband want to convert a covered patio off their master bedroom into a sitting room to use as a nursery for the new baby. Bingo – referral for the General Contractor! 

And yes, they’ve thought about a Will and know they need Life Insurance, but the young couple have been too busy with everything else to make those arrangements. No worries. Dave’s people will make the process easy! 

In fact, Dave gave such compelling recommendations, not only about the products and services, but how much he likes and trusts the people, Ima agreed it was time to get the growing family’s affairs in order and meet with Dave’s Power Team partners. Ima was so eager to get started, she gave Dave her number and asked that his Power Team partners call her right away! 

Lucky Guess?

Why didn’t Ima’s mom see the connections between her daughter’s needs and the prodcuts and services of her Power Team? Because she is more of an “Order Taker” than a referral “Creator” and overlooked the opportunity. She never asked and Ima hadn’t mentioned that among everything else going on in their busy life, she and her husband were thinking about a room addition, not to mention a writing a Will and taking out Life Insurance. 

Does that make Dave the Nutrition Guy lucky? Absolutely not. Dave knows that along with his Nutrition Business, which is in the Health and Wellness Contact Sphere, businesses in the Home Improvement and Finance Contact Spheres also share the New Baby Key Situation as a gold mine of referral opportnities. By asking a couple of Trigger questions to expose a need pertaining to the products and services of his Power Team partners, Dave has demonstrated masterful use of his networking Ammo belt:

Find Target: New Baby Key Situation
Pull Trigger: Asked two questions to expose a need
Fire Bullets: Gave compelling recommendations that resulted in money making referrals.

Wouldn’t you like to have Dave the Nutrition Guy on YOUR Power Team? Better yet, wouldn’t you like to have a Power Team full of networking sharpshooters just like Dave, regardless of what business they are in? Hang on amigo, because that’s where we are going next time, when our adventure in networking continues… Follow Me on Twitter!

Ask Questions First, Shoot Bullets Later

 

Power Team networkers give powerful referrals, consistently turning opportunity into business. Real business. I’m not talking about passing a slip of paper with a prospect’s name and the good old “gave them your card, I hope they call you,” cop-out.

 

No, I’m talking about creating referrals that leave the prospect convinced your Power Team partner is the only person they should call for the product or service they need. In fact, the prospect is so excited, they give you their phone number so your Power Team partner can call them and get started ASAP!

How do these red hot referrals happen? Glad you asked. Here’s the deal: you must give enthusiastic and compelling recommendations, explaining to the prospect what makes your Power Team special as a person as well as how the prospect will benefit by working with them. And the best way to quickly get your points across is with a short little story called a Testimonial.

Art of Testimony

Testimonials are best when it’s your own personal story of working with your Power Team partner. Especially when you can honestly say how ecstatic you are with their product or service. 

But sometimes it’s not possible to do business. For example, you are not going to sell your house just to have a great story for the REALTOR. Likewise, there are other people on your Power Team with a product or service that you simply are not in need of. That’s when you ask for third party testimonials, stories of other people who love what your Power Team partner did for them. 

Got a pen and paper? Write this down: even in the third party testimonial you can talk first hand about what makes your networking partner special as a person.

Do You Believe?

Its one thing to intellectually understand your Power Team partner is good at what they do. But there’s another level, an emotional level of how strongly you believe they provide value. Do you feel it? Do you get excited knowing that the prospect is going to love working with your Power Team partner?

Or, are you relying on a few facts about how long your Power Team partner has been in business and a vague understanding of what they actually do, hoping to convince prospects to take the plunge, follow your lead and do business? I hope not.

Do Your Homework

Powerful recommendations that consistently turn into business for your Power Team depend on how well you know your Power Team and how strongly you believe their business gives value to the prospect. 

As a Bragging Buddy, your primary job is to help the prospect like and trust your Power Team partner. And your success will be a function of how much you like and trust them yourself. 

In addition to doing business together and having a first hand testimonial whenever possible, it is absolutely imperative to meet face to face with your networking partners on a regular basis. Why? Situations change from day to day. Same with products and services. 

Bottom line: the more up to date you are with your Power Team, the more money making referrals you will give. Simple as that. 

And while maintaining an ongoing dialogue with your network is the key to long term success, there is no stage in the process more critical than your first face to face meeting. We will dig into the dos and don’ts of meeting with Power Team partners you already know some other time. For now, let’s focus on that oh-so-important first get together. 

Key Questions

Use the following nine question sequence to interview your new Power Team partners. The goal is to learn what makes your networking partner special so you can be an effective Bragging Buddy. 

As a Bragging Buddy your job is to help prospects like, trust, and want to do business with your Power Team.

(Tips on how you can use each question follow the question itself.)

1) How did you get started in your business? Great icebreaker question. In addition to getting the short version of the person’s history, be sure to ask “What (or who) motivated you to get into this business?”

2) What do you enjoy most about what you do? Telling a prospect that your networking partner loves what they do, and why, with details and stories, is very important in helping the prospect “like” your Power Team partner. Be sure to get a very short story or two you will be able remember and to tell a prospect.

3) What separates you and/or your company from the competition? You are looking for “Bullet Points” that can be told quickly and easily to illustrate why you can be trusted to do a good job.

4) What advice would you give someone starting out in your business? Asking someone for advice shows respect and is essential in building Credibility on the road to Profitability. 

5) What are the coming trends in your business? If your Power Team partner has detailed information and strategies on how to profit from upcoming trends you might learn something of value from them. 

Conversely, if your networking partner has their nose to the grindstone and is too pre-occupied with daily business to have any input here, it is an opportunity to help them with any trends you see that might impact their business. A great way to build repore is to show an active interest in your Power Team partners’ business and brainstorm ideas to help them whenever possible. 

6) What strategies have you found to be the most effective in promoting your business? This question leads to brainstorming ideas for each other’s business and is great for stimulating the exchange of ideas on marketing, promotion and business building in general.

7) What is your biggest challenge at the moment? The answer will provide insight into your networking partner’s business and life that will help you understand them and their world, as well as possibly uncovering referral opportunities they may not yet see for themselves.

8) If there was anything about your business that you could change what would it be? Another great repore building question, in addition to giving your Power Team partner an opportunity to vent, you may have an idea or suggestion to help make, or at least move toward, the change they are looking for. 

Very similar to Question #7, but with more of a positive spin. This question almost always results in referral opportunities if followed up correctly. 

9) What should I look for to find good prospects for your business? Talk to your Power Team partner about their Targets, Triggers and Bullets, so you can begin keeping your eyes and ears open for opportunities to create referrals.

Key Question Tips

Follow up on the other person’s answers with another question or two to really get to know their thoughts and feelings. Use questions that begin with: Who, What, When, Where and Why, to uncover a wealth of information that will help you generate more referrals.

Also, take notes as your networking partner is answering questions. Keep a notebook with a section for each Power Team member for future reference. You may not think you’ll need it, but you will. How do I know? Find out next time, when our adventure in networking continues… Follow Me on Twitter!