Stop trying to recruit people.
Seriously, never try to recruit another soul again. And no, I’m not saying follow my “super slick system and get rich.” I really mean. Stop trying to recruit people. It was killing my ability to sponsor anyone.
Sounds pretty backwards doesn’t it?
(By the way, if you find this post useful for you and want to dive even deeper, I’ve developed “The Perfect MLM Script” you can use to help you implement these lessons. You can find out if it’s right for your business, here: https://sponsoringphd.zacharyspear.com/f-s-opt-in)
But how can I possibly recruit anyone if I’m never trying?
Most distributors call and call and call. Or post and post and post…
And then start hoping.
I’ve recruited A LOT of people by going out there and beating the streets, making insane amounts of calls and posting on every network known to man.
But 100% of those recruits, literally every single one…
And brought me nothing. Aside from some heartache and wasted time.
So how did I get results?
Mine came when I stopped trying.
Stopped trying to impress them. Stopped trying to introduce them to my mentor and stopped desperately chasing them around…
A few years ago, I “accidentally” recruited three people in a month. I wasn’t trying to sponsor any of them. Yet they all got in and ended up being some of the best people to ever get in my business.
At that point, I was pretty sick of beating the streets 5 nights a week to end up with nothing and then “accidentally” sponsoring my best guys…
Without having a freakin’ clue what I did.
My business was doing ok. It was better than 90% of the distributors in my company but it was stagnant, un-exciting and honestly… barely profitable.
So I looked at my business with fresh eyes and tried to establish a system to what was working.
It took a LONG time and a LOT of trial, error and more error…
But within the next couple years… everything became clear, sponsoring legitimately became effortless and best of all… not scary.
I started to aim for connection, instead of new recruits. I started setting insanely high standards for my prospects instead of letting anyone in and I started making them jump through hoops before they could ever get registered, instead of jumping through theirs…
The idea of “show a million plans,” “sign up anyone” and “blind servitude” cost me 5 years of my life and a lot of heartache.
On the flip side, as we’ve been applying these teachings, we’ve recruited over 50 personal reps and counting…
At first, our methods were chastised, made fun of and ridiculed. After all, when our company had been doing it one way for generations and something new and “unproven” came in…
Let’s just say no one really liked it.
Well now, almost EVERYONE in Chicago has embraced it and is teaching it as their own. Fine with me, as long as we’re all growing.
There’s countless things in this new approach, but I figured I’d boil down the top three so you can start applying them in your business today. (And no this isn’t your typical “attraction marketing” advice.) These are things you can actually apply NOW.
Here’s the three things:
Make prospects jump through hoops.
If I’m applying for a new job, do I tell the employer when I can meet? Do I ask a barrage of questions and make them “sell” me on the position? No.
So why do we let this happen as networkers? Why do we let the prospects stay in control? Why do we feel that we need to impress our prospects and dazzle them? The truth is, we don’t. In fact, it actually HURTS us to do it.
Are most humans more attracted to people who are easy to get, or hard to get?
I realized I had to position myself as hard to get. How? By making my prospects perform FOR ME, rather than the other way around. Remember, they bring nothing to the table as of now. We bring an opportunity, a network and experience… even if it’s only a month’s worth.
So how do I make my prospects jump through hoops? I have them answer MY questions. Where have they worked? Why did they leave their last job? Have they done anything entrepreneurial before? Do they have 10-15 hours per week for a new endeavor? Etc.
This ALONE will transformed my conversations. Remember, whoever is asking the questions, is in control. Period.
Then I have them do homework. Typically, I make them read a book called “Business for the 21st Century” by Robert Kiyosaki.
The book breaks down why network marketing is awesome and also shines light on the DRAWBACKS. (I want them to know these things upfront) How long they should expect it to take, the fact that it IS NOT get rich quick, the fact that they’ll have to deal with people… All things they NEED to know.
(They’ll find em’ out later anyway, might as well be upfront.)
If and only IF I like their answers on the phone and IF they actually comprehended the book and want to pursue things further do I show them the plan and let them meet our team.
“WHAT?! I’ll be losing tons of people that way!”
No. I’m weeding out the quitters before they ever get in.
Instead of letting anyone with a pulse in the business, anyone who would let me sponsor them. I decided to MAKE SURE that they knew exactly what this would require from them. Why?
Because, I was so stinkin’ sick of people getting in, telling me they’d stick it out with me… and quit 3 weeks later because “it was taking too long.”
So after they see the plan, I decide I like them, and want to move forward I sit them down and tell them what this business REALLY TAKES. With NO BS or other crap. If I believe they’ll actually be good on the team and aren’t going to suck up my time, money and heart… THEN I’ll sponsor them.
I tell my prospect – “There’s 5 expectations we have of everyone that is apart of our team. I’m going to lay these out for you and I want to ensure that not only are you comfortable with these, but that you’re willing to do them for 12-18 months, as that what the business will take to hit your desired results.”
Work: Mr. Prospect is going to need to invest 10-15 hours per week of real work into the business. This isn’t get rich quick. This can be get rich slow. Which is better than get rich never.
Listen: Mr. Prospect has never done this before. Before they can break the rules, they have to master them. I want mavericks on the team. But before they can have a huge team, they’ll have to be apart of one. Can they be coachable and follow my lead for a while?
Associate: Every 6 weeks we have a physical training session and every quarter we have a conference. The glue that holds this business together is the relationships we form. If they don’t attend these events, their business will fall apart. Can they pen these into their calendar?
Change their buying habits: Mr. Prospect now has the ability to support their own business or someone else’s with every purchase they make. To do this, they must be willing to transfer over their buying power to their own business within reason.
Stick it out: Remember this is a 12-18 month project. Not a 12-18 hour project. This will take time. There will be ups and downs. Can they be emotionally stable and choose to stay the course when their motivation has temporarily vanished?
If they say they can do these 5 things and I believe them. Then and only then will I sponsor them.
How much better is that than hoping and praying that our new people will actually do anything?
When we’re HONEST upfront with our prospects, their activity and success will become predictable.
Isn’t that better is that than basically expecting that they don’t answer the phone when we call?
Fix The Pitch