Continued...

What you should know about them…

Employee. Gets a fixed, guaranteed ‘salary'. Should employee need supplies, can go directly to the supply cabinet and take whatever they need. Nothing to buy for doing their job. Pencils and sharpeners already there.

Employee might ask the dreaded question:
"What??? You mean I have to spend my own money to do this?!?"

Business owner/franchise owner/100 commish sales.
Spends money to start it. Buys own pencils and pencil sharpeners. Can hire employees or agents to expand business (e.g. a real estate brokers can hire agents) and open more offices. Owners (like brokers) earns overrides (=$) on the efforts of his agents/employees.

Big daily fear of bus owners: That his/her agents/employees will leave and start their own competing business ‘across the street.'

Business owners' need: Must learn to love the idea of sharing his/her best ideas with his new recruits. This goes against the grain for them. But they do know it takes money and effort to make a business work, so you won't hear the dreaded employee question (above).Networker. Must buy own pencils AND Kleenex. Networkers also can also expand their business by getting others involved who want the same benefits.

Earn overrides (=$) on the efforts of others in the organization.

Networkers need: To hear that there are good alternatives to contacting friends, family and neighbors, most of whom they will have burned through in prior deals that went belly-up.
As to the difference between the 4-6s and 7-10s:

What does a business owner know that an employee doesn't?

That it takes money and effort to build a successful business.

What does a networker know that a business owner doesn't? The business owner, e.g. real estate agent, fears daily that his agents will leave and start their own brokerages and compete with original broker. So the ‘best' training tips are often NOT revealed.

The networker does not usually have this fear. Once someone is signed in an organization, they stay in. Those are the rules. So it is in the networker's own BEST interest to train new people well, to share every single secret there is. Why?

So that the new people can succeed, and throw off income, a % of which the upline networker receives. Perhaps even more beneficial, if the new recruits make it, they or their recruits could become one of the magical 1-4. This would enable the networker to take time off, or slow down, without losing their income. Because the others working will bring in income, some of which the networker will receive.

This is the principal reason sensible, open minded business people are advocates and practitioners of network marketing.

Assuming they are calling/contacting you as a result of reading information, be it email, card decks, newspaper ads, direct mail campaign, Dear Friend Letter, your first question after greeting them is always:

#1	Glad you called. So, what attracted you to this, given the info you read? (p. 191 Truth Book) -Don't you want to know what they seek so you can know right off whether what you have is right for them or not?- Whatever they say, assuming they have life force and you're still interested, here's the question to place them on the Prospect Scale somewhere immediately:
#2	Great. So let me ask you, have you ever done anything like this before? Direct sales, or network marketing? Or have you ever owned your own business? (p. 191 Truth book) The response will tell you their professional background, so you can reasonably guesstimate how long it will take for them to get up to speed on what it takes to build a successful networking business.

3 Questions to see how fast & when:

To see how ready, willing and able they are to go, now, plus, how to get a time commitment and spending plan for the first 6 months.

Three ‘knock ‘em…' questions will do it. (p. 192 Truth book)

Here's the sequence that typically occurs when a prospect is ready to learn about doing the business:

THEM:	Well, what does one actually do to build a successful networking business?
YOU:	OK. Here's what we do: We reach out in lots of ways to find people who'd like to get the same kinds of benefits we get, right? That's what we do to grow our business. You got that part, fight?
THEM:	Yesss…
YOU:	There are lots of ways to reach out to people…whether you know them or not. For example, there are ways that make them come to you, and ways where you go first. Ways that cost money and ways that don't. So, you tell me which ones you want to see first, and I'll show you what we do. Then, whatever you want to try, you can watch a team that's doing that thing, either in person or over the phone. And after you watch other people doing it, you can try it. Think you could do that?
THEM:	Sure.
YOU:	Great, so let me ask you this: How fast do you want to go? Turbo speed, medium, or the leisure track?
THEM:	Turbo (or other choice)
YOU:	Great. How much time and money can you commit to building your business in the first six months, whether you make any money or not during that time? Pick a number between say, $50 and $500/mo, or more, you know, for business cards and reaching out. Tell me what you can do, so I can help you get the most bank for your buck and for the time you can commit.

Set up a schedule now to get together by phone or in person to get them signed in, get them on the product or program, and to schedule the times where the reaching out will begin with others. Do not delay here. Or their interest will wane. Set it up now and follow up.

Remember, reaching out to find new people is the most treacherous part of the business. Let NO ONE do that alone. Being alone and hearing that unexpected ‘no' or worse is the #1 reason new people drop out the weekend after they've signed up.

For a team activity schedule, see ‘The Blitz' on p. 148 of the Truth book