Part I
Hello Everyone,
Over the years, because of my success in corporate America working for multiple billion dollar companies, as a multiple traditional business owner and as a home-based business entrepreneur, I have often been approached by folks as well as major corporations who wanted to "pick my brain," find out why I seemed to be successful in everything that I touched. Entities from all across the country, in a multitude of different businesses have offered me thousands of dollars to learn my secret, to meet with them one on one or to present to their sales forces. It has often been suggested by those close to me that I become a paid consultant and start my own mentoring program. In fact I have been offered extremely lucrative contracts, a thousand dollars an hour and more by some of the leading personal development companies in America and abroad. Not my cup of tea at this point in my life. I am having too much fun building my Market America business. Besides, my secret is in front of everyone. How can I charge for something that is free and there for everyone to see if they'll only open their eyes and take a common sense approach.
Okay, what does that mean? What is my secret? You've heard it a thousand times, yet it falls on dead ears. Here goes:
If you want to be successful in any endeavor you must treat it as a business.
It's as simple as that. I can hear you yawning now but the fact is those who treat their MA business as a "real" business are the most successful. Those who don't, aren't.
Think about how you would treat a "real" business" for a minute. If you had your life savings invested, your home as back up collateral and every cent you could beg, borrow or steal on the line would you conduct your business differently than you are now. Would you bring on board the very best people that you could? Would you be familiar with all of your products? Would you attend every training and seminar possible to educate yourself how to be more successful?
The answer is a resounding "yes" if you've mortgaged your future. In this business you don't. You have nothing at risk and you treat it accordingly. There are few "real" businesses that you can get into for less than a half million dollar investment that offer the type of return that most folks would like to receive . With that kind of money invested, backed by a personal note that would take everything that you own if your business failed and with your ass on the line you'd do back flips to insure success. But in Market America where the investment is insignificant you react accordingly. As I have said for years and as JR has often repeated, "you have a million dollar business with 10 cents worth of headaches" which means you have nothing on the line and treat it that way. Supposing you spent $147,000 (average cost) on a franchise, cash out of pocket before you even opened the door and encumbered yourself with a personal note for rent, equipment, product etc, how much more serious would you be? You see,
Your attitude is proportional to your financial investment and it is attitude that is the determining factor between success and failure.
The smaller the investment, the smaller the attitude. The more skin in the game the more diligent the attitude.
So how then do you treat MA as a real business? How did I treat it as a real business?
It starts with your personal investment: time, money and most importantly, commitment, a burning desire to do whatever it takes for success.
Let's start with time. Folks often ask, "How much time do I have to spend?"
The question should be, "How much time do I have to invest to get the results that I want?"
The answer is, "What is it that you want and how committed are you to achieving that goal?"
If you want an extra hundred thousand a year but are only willing to make 3 or 4 calls a month, it's probably not going to happen. But that's what you do. You spend all day dreaming about success but when it comes to action, it's not there. It's time to wake up and get your list together, do some call workshops or commit to do a least two calls a day to book an appointment for something related to a results producing activity: showing the plan or the portal, selling and using the products and promoting or attending events.
Are you familiar with the products, all of the products? Be honest with yourself. In the beginning back in '92 and '93, the binary system was unproven. Every leader that you see in the front row from the era depended upon retail to build his or her business. We found out very quickly that the products from the "mall without walls" were top shelf and priced competitively. It was incumbent upon us to learn every product: Thermochrome, Clearshield, Plant Power, Ecosolve, Friction Free 3000, Skintelligence, etc. Because we knew that the products were efficacious and results driven because we used them ourselves we built huge retail trades. Today it seems most distributors have no clue about any of our MA branded products except maybe for OPC3 and Motives for those specializing in that area. The emphasis is on the internet and portal partners.. The big money is still in the MA branded products at this time. The partner store products are icing but the proprietary products are the cake. Go for the cake, not the icing, that will follow naturally.
If you owned a McDonald's would you be familiar with the Big Mac, Chicken Tenders, the Fish Sandwich, Fries, Milkshakes, etc? If you owned a restaurant would you be familiar with the appetizers, salads, entrees' and deserts? If you owned a wine store would you know the difference between a Cabernet, a Malbec, a Pinotage, a Chardonnay and a Resieling? Of course you would. So why haven't you familiarized yourself with a broad spectrum of MA branded products? Because you're afraid to spend a little money? That's why. Translated that means that you are unwilling to invest in your business. If you treated Market American as a real business you wouldn't think twice about being and expert in your product line.
If you were hiring employees for a business that you had invested your life savings in would you want somebody who major talent was fogging a mirror, who would only show up half the time, who only wanted to do the minimum, who expected you to do most of their work for them, who only worked if you stayed on them? Of course not. You'd be out of business in no time. Why do you do it here? Because you're not thinking like a business owner. That's why.
If you coached a sports team would you want players who only exhibited a half-hearted effort, complained about practice if they even bothered to show up and were always whining about aches and pains. Of course not. You'd have a losing season and be out of business in no time. You wouldn't be thinking like a coach who wanted to win.
Why then do you bring folks on board your MA business who only want to do the minimum? Why do you encourage the minimum? Why do you get excited that the company offers an opportunity for those who only want to do the minimum?
I'll tell you why - because you don't have $150,000 invested. Consequently you're not treating it as a business because you're not thinking like a business owner. Mediocre talent + mediocre effort = mediocre results. Duh!!!! That's not hard to figure out.
Here's the deal. Your success is dramatically increased when you bring folks on for 600 BV and 30 IBV. Why? Because they have more invested. Use the new Fastrack kit if you want for the first 300 BV but add an additional mix of 300 BV that they need to become familiar with on the day of registration. $150 BV and 30 IBV transfer Buy from the first month. Why? because this is a business. You need product and they're using the products anyway. If they balk, stick a home shopping list in front of them and see how fast the numbers add up. In the remote, remote, remote possibility that they are not using 150 BV worth of product they still need to become familiar with the MA branded line.
"But Frank you don't understand, the economy is tight right now. People don't have the money."
"No. You don't understand, this is a business and you can't sell products that you don't have and that you are not familiar with. Secondly they are using those products anyway. The difference is now they may even be getting them cheaper because of a business tax write-off."
Most of the top money earners easily spend 500-1000 BV a month because they have replaced outside branded products with our own. See Lou Manfredi's email of a few weeks ago. He breaks it down product by product.
The deal is when everybody puts numbers on the board the numbers go up fast. It creates excitement as folks realize that they need to get in gear or they are going to leave money on the table.
The second part of the equation is that you don't believe yourself and you're afraid to ask anyone to do more than the minimum. In that case,stay working for someone else. You don't have the desire, drive and determination to be the Master of your Destiny. Accept the fact that you are happier being a pawn of fate.
"But Frank, this business is supposed to be for the average person."
"Yes, but not for those who want to remain average. It's for folks who want to be free and enjoy the lifestyle of the rich and the famous. It's for folks who are smart enough to realize that if they plug themselves in and develop some posture in a year or two THEY WILL NEVER HAVE TO WORK AGAIN FOR THE REST OF THEIR LIVES AND ENJOY THE LIFE THEY'VE DREAMED ABOUT. It's all about options."
Why am I still doing this if I don't have to....because I love it. It's fun. We travel the world and hang out with positive, excited people and oh, by the way, we help others to be able to do the same thing. It's fun to watch lives change.
So there you have it, the Secret to Success. Find the right people: Self starters. People willing to pay any price. Bring them on board for success, not failure. Build on strength, not weakness. Don't short circuit their chance for success by being afraid to tell them what they need to do. Challenge them to be all that they can be. Once you learn to do this quality candidates will begin coming out of the woodwork because they want to play with other winners. No super star wants to be on a losing team.
If you prospect doesn't get it. That's OK. Move on. You'll never build a million dollar business with folks who have a minimum wage mentality. You want folks with a Donald Trump mentality.
Do I turn down more people than I bring in? Yes. Absolutely. My life is too short to drag people across the finish line. I want folks who will run over me and leave me in the dirt as they race towards the Finish Line..
One more thing, about a year ago some leaders were telling their folks to get off of IBV transfer buy. That it will never pay. Idiots! With the IBV bonus pool which is siiiiiimmmmmple, and something anybody can do, a person with just a couple of people can cut a $300 check. Right now this is absolutely the easiest money in Market America. Get with the program: "150 BV/30 IBV monthly, IMMEDIATELY, TODAY and start buying ALL of your stuff through MA and burying the volume downline in your lowest personally sponsored person on transfer buy and watch how the numbers light people up and create enthusiasm.
I've "picked my brain" for you. You have the "secret." Now is the time to use it, go to work and take charge of your life. My time is maxed out. I can only work with players, those who are making it happen. Be one of those. The harder you play the more fun you will have and the more successful you will become. Nothing would make me happier than to hang out with each and every one of you but it's your choice!
It's later than you think.
Frank
No comments:
Post a Comment