Klavers 7 Must Do's

printable articles

=======================================================

Building The Heap

Klaver's First Must Do

Find people for whom it's the right thing to be doing. No more fixating on anyone you have to drag across the finish line.
Do you know anyone who's just consumed with getting a certain someone to see the 'big picture'? And they just don't get it? Think that someone is a 'right one' at this moment? What about that person they're trying to drag to meetings or events? Think those are 'right ones'?

OK. So what's a 'right one'?

First, it's nobody you have to drag across the finish line. So it's ok to give that up now.

Let's grant those speakers in front of the room one basic truth they always mouth: most everybody out there wants more money and certainly needs the benefits of the products and services you market. That's the end of the truth. The $64,000 question is: How many of them are ready to make a change and do something about it right now? Other than whine, of course.

Welcome to the dark side of the business. Only 5-10% of those people are ready to make a change and do something about their situation. Major bummer. Don't you just hate that part? So now what?

Here's how: Always be ready to pop the 'WHAT IF' questions-anywhere in the conversation. The sooner, the better.

Say you're talking with someone about the benefits of the product or service you market, and you just know that they could really benefit from using the service or trying the product (they're still 100%ers now, yes?).

All right then--here goes this part of the conversation:

YOU: So, would you like to try the product (or service)?

THEM: Well, how do I know this thing will work?

YOU: I don't know. But let me ask you this. What if it works for you the way it did for me? Would you want to try it then? If it works for you the way it worked for me? (Or the way it did for my mom/other person close to you?)

And if they say 'no' or hem and haw...how much time do you want to spend with them? Does it sound like they're a right one for your team? Are they ready to make a change?

Remember, can you and your babies pass this test?

How many hours of technical discussion about your product or service does it take for someone to feel the benefits of taking or using your product or service?
a. 2.5 hours
b. An afternoon, at least
c. All day
d. 0, I think

If someone's truly interested in techie info, provide them the 24-hour phone # or printed info provided by your company to explain these things. After they've reviewed it, on THEIR time, not yours, go ahead and try the sequence above again. After all, will they ever feel the benefits without trying it?

Bottom line: no matter how good your company and products are, if you're spending your precious time on the 'wrong' (temporarily, at least) people, you're cheating yourself of the success you could be having right now.

Well, you respond, they said in the meeting that anyone could do it, and the people I'm dragging need money, and the benefits of the product. How was I to know they'd be wimpy and whiney and not do anything?

OK. Must Do 3 tells you how to sniff out a dud in 90 seconds. If they pass the initial dud test, the question set after the i-dud test can help you discover out just how studley they might be.

Klaver's Third Must Do

Go ahead and check out the Leading Questions right here. We've excerpted a page right from the book, The Truth. It's a bit of a tease, but we'll do an intense session on questions next time. If you can't wait, get the Truth book itself. Or the tapes.

The Leading Questions are interview questions. They tell you exactly what the other person is seeking, so that you can tailor your response to what they are looking for. For example, if you ask someone who has expressed some interest (perhaps they responded to an ad or mail piece): What attracted you? you'll get a response that deals with either the extra income, or some product benefit. If a person says they'd like to try the product and see if it helps them, would you launch into a big discussion of the pay plan? Well not yet, anyway.

The way to give people what they want is to ask the Leading Questions so you can respond to THEIR wants directly and with as few words as possible. That'll build credibility and belief in you, which will help when and if they go the next step.

It's what Jesus did, it's what you can do. When Jesus was getting ready to leave earth, he told his disciples to go out 2 by 2 and tell the story. And, he said, when they respond positively, stay and build a church with them. So believers can come and get together every week. Sound familiar?

Then, he said, if they DON'T respond, LEAVE. And BEFORE you leave, shake the dust off your sandals. Why do you think he said that? So you don't catch their cooties. If they rub off on you, then you might get like them. Not a good idea.

So following that lead, we have devised lots of ways for you to say 'no' first, i.e. leave, when people don't respond, or worse, start to act all pukey and yuckey before they know anything about it. For example, when someone responds, "Is this one of those things?" all sneery like, go ahead and respond "You know, you're right. This probably isn't something you should be doing, at least not now. Listen, I have another call. I'll catch you later. Have a nice day. Bye!"

Now, someone might say, "Well, let's tell them it's NOT one of those things, etc. etc." True. You can choose how to spend your precious time: do you want to find people for whom it's the right thing to be doing, IN YOUR LIFETIME, or drag people with closed minds across the finish line? THERE ARE SO MANY people to choose from...

What if you're a little shy right now, or your new babies are a bit gun shy about going first? Meaning they're hesitant to approach people right off? So what? Why not offer options? There are SO MANY ways to build a business successfully. And lots of ways to make the right people come to you. For example, want to make your friends family and neighbors come to you? Try the Dear Friend Letter.

Sending out 100 of those has gotten people 1-6% response, ie 1-6 people they know calling them with NOT a single 'no' or pukey type. Think your new people might stay in longer if they didn't hear 'no' from anybody until they were making really big money?

When you're in the money, who cares what stupid things people say? Right now, the trick is to survive the process of getting to that place.

To get the most bang for your buck with the DFL, set up a lick 'n stick party (p. 93-4, The Truth). Have a potluck, for example, and have 10 or more (or less) people bring their lists and print out their 100 Dear Friend Letters (DFL's). MAIL THEM ALL THE SAME DAY. All 1000 DFL's (10 people at 100 letters each).

The following week, 1-6% equals 10-60 people in your and your people's warm market calling them. Is that cool or what?

And what do you say when they call you?

Follow the script. Read the 'Leading Questions' to them, and jot their responses down. Then you'll know what you've got before you tell everything you know about your deal and product line.

Think like the doctor: People are coming to you with something they'd like to make better, that's why they're calling (just like those people responding to your DFL).

When 'patients' tell you what they want 'fixed', (after you've asked them) you respond with the appropriate part of what you have to offer, be it a product/service that can help their 'ailment' or the chance to make more income for whatever reason they want to have it. Doctors don't treat your arm if it's your eye you want fixed, do they? One thing at a time. They get to tell you what they want first. Then you respond.

There are some top earners who did nothing but newspaper ad campaigns, where the right people called them. Effective nationwide or local ad campaings are laid out on pp 105-127 of The Truth. Other top bananas did it with clever and effective direct mail campaigns. Others with fishbowls, or card decks. All in The Truth.

The Truth book lays out some 13 reaching out methods...each of which has made someone a millionaire in our industry. This is no time to be closed minded either for yourself or for your babies. If you like A, and they like B, so what? Don't you make money no matter which reaching out method they use to make it?

Why 3-5? There's no guarantee which one'll produce when, that's why. If you keep three balls in the air regularly, you increase your chances of finding a right one before getting depressed and giving up. Same with your babies.

How often have you heard about someone who just got started, then the next week, you hear they said "You know, I talked to this person I know at work, and they said these things never work. I don't think I want to do this anymore." Or, "I ran an ad, and didn't get anybody. This doesn't work."

If you set your new people up to think 3-5 ROMs at all times, you won't hear those disheartening words from anyone.

For example, flipping through the Truth book, 13 ROMS are laid out in detail enough for anyone to do and do well. Take the 'Dear Friend Letter' p.86. If you and your team do that (see 'lick 'n stick party' p. 93 of the Truth), you'd have 1000 DFL's or more going out on one day. With 10-60 people calling you and yours the next weekk. That's one of your ROMs.

If you then pick 'Calling lists' in teams (p.95) and Streetwalking' (p. 136), that would be 3 ROMs. You can throw in say, 'Unemployment Offices' p.138 or 'Card Decks' p. 128 for good measure.

Other people combine 'Newspaper Ads' p. 105, Streetwalking and DFL's. Cruise through all the ROMs (p. 85-148) and see which ones you're most attracted to. Have your babies do the same.

Klaver's Seventh Must Do

The 90% drop out in the industry comes from one mistake: new people are left to do the hardest thing--reaching out--alone. And when somebody inevitably (and of course, completely unexpectedly to the new person,) dumps on that unprepared soul (all they heard was how 'easy' it was at the meeting, remember?), it's over. Why??? Why did they give up so fast?

Well of course, because the poor new baby thinks it MUST be them, that somehow THEY're at fault, and that they probably made a mistake thinking they could ever do something like this. After all, didn't those people in the meeting say that any nitwit can do this? So it must be 'me'.

Then it's over. Acute attitude failure gets them and hurts you too (lost a baby you had high hope for). Is that a ridiculous scenario or what?

THINK JESUS. When he was preparing his 12 to tell the story, what did he do? Didn't they eat together, sleep together, laugh and cry together and suffer through the worst times together? FOR 3 YEARS??? (And even then, he had one bad, front line pukey type, a big time problem, yes? No one is immune from these types of people, so don't think it's just you, ok?)

THINK Mt Everest. When highly skilled climbers go up, they're all roped together. They've all had YEARS of training. Yet, they're tied together. Why?

What happens when one person slips? Who holds that person up? All the others, yes? And what happens when someone else slips? Don't the rest hold that one up, too? And do you think anyone on such an expedition is surprised when anyone slips?

This is the same. Hold on to each other during the hardest part - reaching out. EVERY reaching out method in the book and tapes is laid out to be done in teams. That's how our team built the fastest, biggest business in the least time in the company's 25 year history. (We don't do ANY network company now, since we help keep people in for almost 300 companies.) Try it. What if you love it?

=======================================================

By Kim Klaver http://www.mlm911.com

© Copyright 2002 by Kim Klaver