Why MLM?

I have had my Amway MLM business for over 6 years now. Am I successful at it? Not yet, but I will be. However, success to me now means something totally different to when I started my business. Yes, this business concept has a way of changing your goals in life. Look, don't get me wrong, I am still doing it to make money and become filthy stinking rich, but I want to use the money for different things than when I started. But the question still remains, why MLM?

Well, let's answer the reverse first. Why don't people start a MLM business? Well the quick and easy answer is that they don't want to end up with mud on their face. So how do people end up with mud on their face? With the dreaded words, "I told you it wouldn't work." No matter what the prospect says, at the end of the day that is what it all comes down to. I was no different. I mean, I have a degree in Engineering, have done MCSE, MCDBA and a few other courses. I have been working in IT for the last 15 years. So my mindset was: "Why get mud in your face if you can just keep the mud out of it and work as an Engineer". That mindset made me think and really analyse the answer, as the answer to "Why MLM" is also in that answer.

I can't tell you why you should start a MLM business, I can only tell you why I did and maybe inspire you to really think about your future. Let's first state the obvious. From the outside, MLM is not a glamorous business. It is an easy to understand business, but not obvious. MLM takes work and is not a "Get rich quick scheme".
Now let's state the not so obvious. You can become a millionaire within 5 years in this industry. The person below you can make more money than you. MLM is about people, not about YOU! MLM has been around for over 50 years, and is the business of the future (Business of the 21st Century - Robert Kiyosaki). MLM is a lot harder than you think, but it is 100 times more worth it than you can imagine. So why did I make the choice. It starts with the picture you see to the left. I stood at that junction, with the MLM opportunity on the one hand and my JOB on the other. In my JOB, success meant having a pay check at the end of the month and being a slave to someone else's goals and dreams. I knew I would have to work harder to really get ahead in life and the sacrifices needed, and should I perhaps screw up, I would fail, having been retrenched 5 times in my life, I knew it would have meant starting over, again.

On the other hand I had my Amway business. It had the opportunity to really generate a good 'pay check', better than my engineering job. I was in control of my future, not my boss. Success meant helping others succeed. If I screwed up it only meant one more month of work and not looking for a new job. My income was not influenced by a mistake. Failure meant just another way of something not working and not total devastation. So this made me think. The question started to change from "Why MLM" to the statement, "Can I afford not to MLM". It has everything a business needs. It has products, it has people, it pays on time, it has a support structure and you can make serious money. This ended up being the reason I started my Amway MLM business. The nice thing about mud in your face? You can wash it off with, "I am doing something to better my life, what about you". My upline has a great saying: "If the Brave do not lead, the timid will not follow, so be Brave!" - Ken Annandale.

So make your pros and cons list and really understand what MLM can bring to your life. There is more to it than you will ever realise.

Regards
Dirk

Dare to dream!

One of the worlds most difficult things to do is to dream. Remember when you were young, how easy it was to dream? While you played, when you saw a movie or when you even just drove in a car. I remember a dream very clearly from when I was young. We used to travel long distance every December via car to our holiday destination. I used to dream/imagine being on a motorcycle next to the road and jumping all the water trenches next to the road as the car travelled.

So what happened? Well, many would say we grew up, others would say that reality sets in and other just say that dreaming is a wasted past time. I would have to disagree with these statements. I am saying that because just look how happy children are. No stress, no worries and they dream the entire time. Being a policeman, fireman, doctor or maybe playing a sport at top level, writing a fairytale book or even just playing on the beach. So why can't we have that?

I think because we believe that dreaming is for people that has resources to do so. This is a misconception. The other problem is that people measure happiness on how much money one has. Again, a misconception. Real happiness is reaching your goals/dreams. This said however, most of our dreams do involve having money, and time. But I want to let you know that you too can reach your dreams, even if you are dead broke and your dream requires a massive amount of funds to make it real.

So, now you're probably asking, so how do I do that? Well, the first and most important thing is to really know what your dream is and use that dream to elevate yourself out of your current situation and catapult yourself to where your dream is. Here is a few points I found works for me:

• Write it down - Harvard school of business found that writing down your dreams already plants the seed to get your mind into solution mode. Also 97% of people writing down their dreams actually achieve them. 100% of people that don't write them down, don't!
• Live you dream - Not necessarily physically live it, but really put your dream in your heart. I found by sitting down on the beach and really "feel" how it would be to have my dream, is my way of living it.
• Understand the real why - Communicate your dream to your partner. Let them communicate their dream to you. However, really understand why they want the dream and what it will mean to them to have that dream in their lives.
•  Affirm your dream list. Read it every morning. By doing so you put the dream in your heart and sub-conscience mind.

I have found that these points really gives you the 'fire in the belly' desire to reach your dreams. But, by not putting an action plan together on reaching them, these steps will mean nothing and your dreams will stay just that, dreams.

So put your action plan together and change your dreams into life goals. We all deserve happiness!!

Regards
Dirk

Principles of Conversation

Why is there a communication breakdown in the world. Shouldn't it have increased with social networking taking the world by storm. We have Facebook, Twitter and YouTube. And with technology advancing as it is, what about mobile social networking such as BBM (Blackberry Messenger), Facebook for Mobi and applications like WhatApp, which basically put you in contact with anyone on your mobile phone.

It is important to realize how little of our communication is composed of words. In Brad deHaven's book, "Confident Conversations", he mentions that our communication is actually 93% non-verbal. That means that our words comprise only 7% of our total conversation! 7%? Are you serious?

So if that is the case, where does the other 93% come from? More than in any other way, people judge you and make decisions about how they think and feel about you based on your voice inflection, body language, appearance and listening skills.

So how can you improve your business conversations and how do other successful Network Marketers do it? Well, they have an understanding of the 7 key Conversation Principles listed below. So what are these 7 principles?

Principle #1:
Be a good Listener - The best way in the world to shop people how much you care - and the quickest way, too - is by listening.

Principle #2:
People are most interested in themselves - A person's name is the most precious word in their Language.

Principle #3:
Pause before you answer - People want to know their thoughts are real and valid.

Principle #4:
Be brief and focused - Focus your attention to the prospect/client rather than be 'me' focused.

Principle #5:
Have a great first impression - People will form up to 90% of their opinion about you in less then four minutes.

Principle #6:
Every time you make a point, tell a story - The best way to communicate benefits and value to emotional beings (us humans) is to speak emotionally.

Principle #7:
Believe in who you are and what you have - If you don't believe in what you're doing, you simply cannot be successful.

Challenge yourself to get proficient with the 7 conversation principles. Remember, it's not what you 'can' do in life that makes the difference; it's what you 'will' do.

Regards
Dirk Smit

PS - Get the book 'Confident Conversations' by Brad DeHaven and learn the integrals of answering 38 tough questions asked in the Network Marketing industry.

Get your Reason

So many of us tend to go through life not even thinking about why we do what we do. Stop, and think, why are you doing the work you do? Is it because your parents forced you into it? Maybe you just happen to end up where you are. Whatever the reason, the real question you should be asking is, "Is what you are doing today giving you the result you want".

This brings me to the next question. What is it that you want? Have you ever really thought about it? A nice holiday, maybe have financial freedom, a new car or even a new house. The point I am trying to bring forward is that you should stop and really take a long hard look at where you are heading and is it the rosy picture that you envision?

Get a piece of paper and really write down what you want in the next 5 to 10 years from your life. If it is religion, physical, materialistic or maybe just a feeling. Write it down and place it somewhere you can see it regularly. Affirmation is key to making your dreams come true. But just writing them down with no action will ensure that your dreams will stay just that, dreams. Take action. Do something about turning your dreams into goals. People will tell you you are nuts, you will fail or something to this sense, but don't let them influence your life. The remarks they make is to sooth their own insecurities. Remember, it is easy to be influenced negatively.
The moral of the story is, write down your dreams and change the dreams into goals.

Regards
Dirk

Overcoming Objections

 “To fly we have to have resistance.” - Maya Lin

How dreamy would it be if everyone we called on had a need for what we offered, had plenty of money and said yes?! Pinch me. I always wanted a business like that!

One of the keys to being successful in sales is to sound different than all the other sales reps out there. A good way to do that is to get curious instead of getting defensive. When prospective customers raise objections such as… 

“The products are too expensive.” “I have too many irons in the fire.” “I’m afraid to try something new.” “I know someone who has tried it and they say it doesn't work.” “I’m too busy to think about this right now.”

… Don’t “dexify” (defend, explain, justify). Instead, get curious…

“Hmmm, that sounds difficult. Tell me more.” “When you say too expensive, what exactly do you mean by that?” “Is that too busy right now or too busy forever?” “Interesting. Tell me more about the struggles they've experienced.”

By getting curious you are far more likely to uncover the true objection. One thing we say in Network Marketing is that the first objection the prospect brings you is not usually the true objection. By probing further and asking open-ended questions, not only are you likely to learn more of the real story, but your relationship will be strengthened because the prospect will sense that what they are dealing with truly matters to you.

Dexify less. Ask more. You’ll be surprised what you can learn by really listening.

You have more to offer prospects than what they realize. 

Regards
Dirk

“A referral is the key to the door of resistance.” - Bo Bennett

Asking for referrals

It is natural in the evolution of a sales cycle to ask for referrals once the business has been closed…

However, have you tried asking for referrals when the decision maker doesn’t buy from you?

Whether the timing is wrong or your offering is just not the right match for the prospect you’re dealing with, that doesn’t mean your prospect won’t refer you to someone else. Typically, prospects don’t volunteer this information, so you won’t know unless you ask. It might sound something like:

“It looks as though their is no synergy or fit between us currently.  Since you now have an idea of the kinds of solutions we provide, would you be comfortable telling me who else you know that might have a need for our services?  Would it be OK if I use your name when I call? And if not, that’s OK.”

As my southern Grandmother might have said: “Them that asks, gits.”

Make it a consistent habit to ask for introductions.  You have a better chance of a positive outcome if you ask than if you don’t!

Final thought: "Pocket your ego, because your ego will not give you what you want!"

Regards

Dirk

Don't just JUMP!!!

When prospects say “JUMP!” it can be terribly tempting to ask “How high?” We have a need to feel helpful, smart, consultative, so we often do what is asked without thinking about the time investment we are making – OR – the return on our effort. The request for you to jump doesn’t usually sound like, “Please jump.” It often sounds like: “Can you come out and tell me more?” “Can you send a proposal?” “Can you conduct a presentation?”

When we simply do what is asked without thinking through what we need in return, we can end up confused about where we are in the sponsoring process. Have you ever had the experience of conducting a great meeting or nailing a marketing plan only to have a prospect go dark and silent when you thought they should be registering? Maybe I’m the only one that has happen to…

To avoid this problem, simply say this in return: “Let’s suppose I …..(fulfill the request you have just made), what will happen after that?” Then wait patiently while your prospect describes the process he/she will go through. Say nothing until they talk it through.

If you get an answer that satisfies your need to know that the process is actually moving forward, then great. Fulfill the request. If not, don’t commit your time, energy or effort to giving information simply for the sake of giving. Give to expect a return. Sponsoring and sales are not the place to get your altruistic needs met. Stay on track, meet your goals, and work with prospects that are serious about solving their problems. And by “serious” I mean those that are willing to spend time and money. Above all, don’t let a prospect confuse you. Get a commitment to move  forward before you invest your time. Your time is the only variable you control. Protect it well!

Regards

Dirk

South African Consumer Protection Act - March 2011

“The Consumer Protection Act will fundamentally change the way business is done in South Africa. It requires businesses to transform the way in which they interact with consumers and to ensure that all their dealings with consumers are fair, reasonable and honest. ”

•  You know the scene: your waiter brings you your meal at a restaurant, but it’s only half the size of the advertised picture. 
• Or your toaster dies an unexpected, flaming death on day 101 of your 100-day-guarantee.
• Or a telemarketer calls you up halfway through lunch and you find yourself signing up for an insurance policy between mouthfuls.

Yes, it’s a dangerous world for consumers. But that’s all about to change.

On March 31, the new Consumer Protection Act (CPA) comes into play. 

• It’s all about you in the new act, especially when it comes to returning goods or asking for refunds.  
• Consumers will now have up to six months to return faulty or unsafe goods. 
• You will have a choice between the supplier repairing or replacing these, or refunding you in full.
• If the product fails again within the next three months, the supplier is once again obliged to replace it or refund you.
• But remember, this applies only to the general wear and tear of your appliances, not gross negligence on your part.
• The supplier may charge you a small amount to repackage the product.

 

Deliveries

• Ordering online? Goods will have to be delivered at an agreed date, time and place. If not, you will be free to accept or cancel the agreement – it’s your choice. 
• Companies are also obliged to deliver goods that match the sample or description of the product. You have the right to examine your purchases before accepting them, and reject them if you’re not happy.
• If you didn’t get a chance to examine the product and are unhappy with it, it can be returned at the supplier’s expense.
• As of March 31, companies will not be allowed to charge you an exorbitant R5 or R10 to enter an SMS or MMS competition, but will have to stick to the usual network rates. 

Needing Repairs? 

Sending your laptop in for repairs? Getting that leaky roof fixed?

• As of March 31, companies have to provide you with an estimate for the work – which you must approve – and cannot charge you more than that estimate.
• If more work is required above and beyond the estimate, they first have to get the go-ahead from you.
• Companies also can’t charge you for preparing their quote, unless you’ve agreed to that.

            Privacy

• Gone are the dreaded telemarketer calls and junk mail fliers. At least in theory.  
• According to the new act, salespeople cannot bombard you with calls and leaflets at certain times of the day and certain days of the year. 
• You can also put your name on a blocking registry to one-up the telemarketers before they even begin to dial. How exactly this will be enforced, however, is still anybody’s guess.  
• Impulse buyers, this one’s for you.  
• According to this clause, you will have five business days to change your mind about that mid-life-crisis Harley or the seaside cottage you fell in love with.  
• Notify the company in writing, and they’ll have 15 days to pay you back in full. If goods have already been delivered to you, you’ll have to return them before you get your money back.
• Note that this applies only where you bought in response to direct marketing, which is when things are advertised to you directly, in person, in the mail, or electronically.  
• Ever been billed for that gym or cellphone contract you thought had expired?  
• Thanks to the new act, automatic contract renewals will be no more. Companies will have to contact you – in writing – between 40 and 80 business days before your contract expires. They have to give you the option to continue your contract, change its terms or cancel it.  
• Note that the contract will continue on a month-to-month basis until you make your choice. 
• You will also be able to cancel contracts at any time. No more waiting for the full 24 months to end. If you’re unhappy, give the company 20 days’ notice – in writing – and you’re home free.  
• And while you won’t have to pay the full value of the contract, keep in mind that you still have to pay anything you owe the company up to the date of cancellation.
• The company might also charge you a cancellation fee, possibly no more than 10 percent of the amounts still owed.

 So ensure that you are aware of the impact this consumer act will have on your Network Marketing business. A few points to remember:

• You will have to disclose your company eg. Amway, Herbalife etc
• When you deliver goods, ensure that you deliver on time and as per your discussion with clients
• Make sure of your pricing
• Ensure your company has a return policy. Amway has a 90 day return policy. 
• When confirming a meeting, ensure that the prospect is aware what the discussion is about.

Don't be caught with your pants down. Ensure you are aware of all the aspects of the new Consumer Protection Act that is taking affect 31 March 2011.


Regards
Dirk