Last night I conducted an extremely important conference call and shared an eye opening revelation with close to 100 of my network marketing team. I say revelation because after you read what I will share in this blog post today you might come away from it with it saying, “wow I never considered that perspective” Are you’re ready to have a real paradigm shift in the way you’ve been building your network marketing business? I hope you are. What I told my team is that I had to shut down my old business practices and start afresh. I declared to them that I am returning to what I’ve always known was a time tested and proven thought process. I just had not officially announced it until last night and now in this blog post. So if you’re ready for it, let’s go.
Let me cut right to it. I like you I’m sure are tired of seeing good people struggle in this industry when it comes to retention. Contrary to popular belief the biggest challenge is not recruiting, but retention. It’s not putting people in, it’s holding people in so they can build and see their dreams come true. Isn’t it exhausting to see and also experience people enroll with you, take minimal action and then stop only to find themselves doubting and second guessing the opportunity. Let me set ot straight, the problem isn’t with the opportunity, comp plan or marketing brochures either. It’s not the website, infrastructure or triple-coded matrix
bonus. And although we’re not talking about leads in this post, it’s not even that. The issue is they’re confused. There is mass confusion out there today as to what our real product is and how to market it correctly in network marketing. Add a cluster of noise online and you have a recipe for frustration and limited success. But that is about to change today.
You see if you do not understand what our real product is, you’ll continue to fall into the same trap; thinking the items we sell on our websites are the same as what motivates people to join, remain and build long sustainable organization. It’s imperative to learn that what your company sells and what reps, enrollees and distributors desire are two completely different things. Test it out, What do you truly desire? What is your company’s auto-ship? Not necessarily the same, is it? No one ever woke up and shouted at the top of there lungs “I wanna sell detergebt or colon cleanse!”
So what is our product? If you say toothpaste, cosmetics, soap, travel, legal service or even coins, I’m sorry to tell you you’re still confused and will continue to struggle as you sponsor. Our product is people, building their belief so they can eventually live their dreams. Note to self: If you focus on building the person, they will always build the business. Ignore the people factor and only pump products on them and you’ll lose them faster than they came in. It’s like a waiter never asking you what you want but telling what you’re going to have to eat. Instead of talking about charts and bar graphs, inspire them with freedom, family, marriage, manhood, leadership, lifestyle, values, early retirement, children, future, financial independence etc You’ll wake people up with that!
The history of mlm success in past 100 plus years shows us this fact in such a clear and irrefutable way. From early 1930′s with home party company’s, ladies cosmetics company’s leading up to the famous 1959 launch of a small company called Amway has now become the biggest global success story within the industry. What these behemoth mega billion dollar companies prove is that the product was never soap, makeup, plastic containers or vitamins. The real product is people.Specifically the dream these people have, hold and desperately want to realize and build with every fiber of their being.
Now don’t misunderstand these legendary products were good items, they were needed and required items in order to create a viable opportunity for profit. But what I submit to you is this: these company’s that hold industry records with bonified massive revenues, multiple top level earners and million-dollar lifestyles were all built on one thing. PEOPLE
and THE DREAM and not just the products. They built their success on RELATIONSHIPS, FAMILY and FREEDOM and by keeping the dream alive in front of the distributors as best they could, they created a community a culture a commitment like glue that those same reps emotionally could not walk away from. Furthermore there was no YouTube, Google, SEO, landing pages or autorepsonders and certainly no internet back then. However and ironically, it forced those men and women doing business to spin a dream whenever they would stand up and share in front of their prospects in meetings they conducted. It’s truly remarkable when you honestly let this fact sink in.
So here’s the point. If you’ve been building your business only thinking your vitamin is the product- it’s not. If you believe your travel service or coffee is the product -you’ve missed it. Even with our company’s product which is a global industry-category first with zero competition in collectible assets arena, I hate to break it to you, it’s not. Our product is people and by neglecting them, we are actually showing them only 50% of the opportunity. It’s only half of the solution. Doing this is not only wrong, it’s uninspring and poor time management. If you’re going to book time to sit with and give your prospects the full scope of who we are, make it count for them. Why wouldn’t you want to start the process with what matters most to them? By understanding their dream you get their attention and now you have them locked into what you can offer.
So here’s a mental shift with huge effect that I suggest for you to begin implementing immediately. Write this down. Whenever you sit with or book an appointment to present your opportunity to them, always start by asking them this question. Before I share what we do let me ask you a simple question: “WHAT REALLY MATTERS MOST TO YOU IN YOUR LIFE?” Listen. When they tell you the answer, here is what has occured. You’ve got them to tell you what their dream is and you have focused yourself back to what the real product of our industry is. People and their dream. Knowing what their dreams are (or perhaps even their pain) allows you to remind them when they forget or get weary of whay they’re building. It’s this emotion that fuels the reason to persist and not quit. It’s what every mlm success story is all about. Never forget that human beings are triune, (spirit, soul and body) They’re not just cerebral. They make decisions emotionally and then justify them logically -not the other way around.
I challenge you to go out this week and start fanning the flame of people’s dream and watch your business transform. Some of you may even have to strike a match to re-ignite the fire that has gone out. But when you do, what you’ll observe is more people (reps) will gravitate to you faster, greater emotional bonds between reps and you will get stronger and finally leaders on your team will emerge to make the big commitment. A commitment to reach people with a dream and to change and impact lives!
So the best way I can sum it up is in the words of the legendary author, speaker, and coach, Zig Ziglar, “If you will go out and help enough other people in life get what they want, you you will automatically get what you want”
Please comment on this post and take a moment to share your dream with me so together as a team we can help you make it a reality.
Buildin’ The Dream,
Erwin & Eva Mcken
Our company’s co-founder in Mexico last week, asking my wife and I what matters most to us?
You know what’s in my heart Erwin. I share the exact same passion. I love connecting with people on deep levels. I’m extremely motivated by the underdog. People who for one reason or another have let the masses tell them they can’t achieve what they really want to achieve. Dreams have be stomped on! Time and time again, without even noticing it we begin to sink into positions of despair and paralysis! It’s time to pull back the veil and allow the light to enter. If striking the match to get the dream burning again is required then let’s all commit to it. I for one will spreading a message of hope and joy. I want people to know that the message I share about this industry is the same life that i’m living through it. So let’s help the beaten down, learn to dream again, and let’s help them dream big!
I’m with you 100%.
All I can say is WOW you’ve hit the nail on the head. People that join a MLM Company are trying to fill a void in their life, for the most of us it’s happiness with our life and day to day. Products can’t do that. I would rather be Broke as hell surrounded with great fun loving people than to be rich and lonely. My product is people and helping them get what they want so I can get what I want and we all can live a fulfilling life.
Thank you for this post Erwin great job.
Erwin, you are right on the money and your insight as to the great success that people have had in network marketing prior to the technological revolution is validation. With your and similar input from other leaders in the MLM space, I am using this approach now with prospects. Thanks to you and Eva for driving this home for us.
Thanks Mark, I appreciate your insight. Please share it with others and also let me know how I can help you & yours realize your dreams this year!
Thanks Lloyd, you’re welcome. Share this post with others and do let me know how I can assist you more in 2012 to realize your dreams!
Erwin This is Some Good Stuff.. It made so much sense why personal development is important because people join people, not products and services. This really helped me out thanks!!
Perfect! That’s why I love the network marketing model so much. You can be successful in any company as long as your building relationships, and helping others achieve their dreams. The bonus we get being a part if Numis is a silver asset. The coins are great but what’s greater is the fact someone who joined your team now has a shot at their dreams. For some people, that’s all we need. Great reminder Erwin!
The Zig Ziglar quote summed it all up. It’s about building people in your business not the products or services as you mentioned. When you can build people, people become more attracted to you and want to keep working with you. Thanks for sharing this profound post Erwin!
Sherman
Erwin I totally agree. I was just reading this past week somewhere that people are interested in how your product or service can be a solution for them. As you described it, if we can show that out product is not only a solution to their problem, but a way to help them reach their dreams, they will be open to doing business and building a lifetime relationship. Excellent!
Erwin,
As usual you are shining through with your amazing leadership. I absolutely love this concept/blog post. I’ve directed a lot of my team to read it, I agree with you 100% this business is not about product/service, it’s about becoming the person you would want to recruit and being with the right team.
Thanks for your leadership and commitment! Love you guys
Jess
Erwin you hit this right on the head. So many people are focused on what product they are selling, instead of selling the dream. I have never really been a product driven guy myself. It has always been the freedom to live life on my own terms, to be apart of my family and children’s lives. TIME is more valuable then money, but the opportunity allows you to build an income that will get you unlimited time. That’s is what people work so hard for “Right”. Erwin you Rock. Keep that fire in your belly its contagious..
I think I knew this but had forgotten it. I had gotten wrapped up in the product and gotten away from the personal side in my approach. I have my first presentation for a guest of my downline on Friday and doing my first PBR on Saturday and will remember this when doing both. The timing of your blog could not be better for me! I also loved what you said on your call the other night about having pictures of your downline on the fridge….helping others is really what this is all about. Thanks for the uplifting message and for taking us under your wing!
Erwin thanks for everything and all your support
also I like your post.
This is outstanding!! I am still very green to network marketing, however I have worked my entire life on my people building skills. I believe so much in the Zig Ziglar quote. Its simple to show people a product and a compensation plan, but it takes truth, trust and integrity to build a strong family that will stay together through thick and thin. There will always be fast talkers and jumpers, I want to build family on a strong foundation that will stand the test of time.
What a fantastic post Erwin, I think that unfortunately most network marketers have been trained the wrong way which is to lead with features – the product, comp plan, etc.
However, what people fail to realize is that when you highlight these things you come off as salesy, and people hat to be sold.
If more people would lead with benefits – traveling, spending more time with family, living the life you deserve – then there would be more retention.
Remind them of these things and it will be more difficult for them to leave the business.
Thanks again for sharing such awesome value, I’m glad to call you my friend and business partner. You ROCK!
Well said Erwin. This is exactly right and exactly what Neil and I try to express to our group. Unfortunately many times we end up going down the product path because that is the first question people ask. We all need to learn to take more control, set the tone of the conversation and bring it around to the dream. All existing reps should read this blog several times and all new reps should have it incorporated into their initial training. Thanks for putting it all together and, as always, thanks for the leadership you and Eva give us everyday!
Excellent job Erwin, There are times when our vision can be clouded by the short term things infront of our eyes. Keeping the focus on the “product” can prevent us from seeing the person using the product. People are the living breathing heartbeat of the entire system. This bring me right back to the “WHY”. A big WHY creates a small “how”. Over the past few months I have been doing changes to myself as well. Keep up the excellent work. I will spread the light as well.
I got it! Awesome call and post Erwin. I was thinking about it just a little while ago that on the company Incentive trip that we came back from, we did not discuss our product at all in the 7 days that were together. But we spend a lot of time feeling, loving, thanking, and enjoying the lifestyle that our product affords us! Mind-Blasting I tell ya!!!! LOL
Erwin, you have hit the nail on the head. People buy people and dreams. I think many, including me, stray from the most important part of our business. You reaffirm what it’s all about, and when people start focusing on the REAL product, magic happens. Thanks for the words of wisdom my friend!!!
We believe that this has always been a people business. We’re not positive who the author is who said ” You have to work harder on yourself than you do your business” but in order to succeed, the more you work on YOU, the better & more prosperous your business will become. That is just a well-known and proven fact (as we’ve found out) !!
Thanks so much for your comment and insight, Jess! You always continue to help Eva & I build our dreams.
Thanks bro, you are an inspiration because you are building this for your family!
You rock buddy, thanks for the Spanish presentation you made.
Thanks Will, now what you just said there is the straight goods truth! BAM!
You rock, Chante so appreciate your comments here. Those are all the intangibles Eva & I are building for as are you & your husband.
WOW, Derrick…love this “People are the living breathing heartbeat of the entire system.” you rock!
Wonderful, Raza thank you for this!
Thanks so much for your comment here Eric. Love you & Josephine!
Amen, Bill & Pam. That quote was by Jim Rohn!
We just love this post Erwin! As you know – the reason we joined was based on the people and nothing to do with the product! We are living proof that this is the way to inspire a team because we would do anything for Suha, Firas, you and Eva and pretty much anyone that we have met on your team!!! Our dream is to have both time and money to be able to do whatever we wake up and are inspired to do on any given day. We want our children to be able to do whatever THEY want to do in life and never have to be a slave to somebody elses dream. We want the total thrill of helping others to aspire to something that they never thought was possible and then watch them show somebody else how to do the same, and so on and so on and so on……..WE LOVE YOU!!!! You have already changed our lives in more ways than you could ever know and we look forward to evolving to be better human beings just by watching and learning from such true heartfelt leadership!
Man, if you knew how I felt right now. Thank you for believing in us, we are humbled.
Going back to the basics is crucial for any and everything we do in life. This is a great perspective on the ‘WHY’ that is so very often spoken but not necessarily fully absorbed. Understanding that there are a few universal truths that guide, motivate and scare humans in many ways can make growing your business easier and more organic. This should be the springboard for every business building conversation that anyone has – in fact, it should be part of everyone’s philosophy, as with it, the world will be a better place.
Thanks bro, Well said. well said. We are going to speak to what truly matters to people in the coming years!
Agreed! Zig’s quote sums up network marketing, (for those who will be truly successful at it!). To quote my own husband “a coin without a cause is just a coin” and this post illustrates that perfectly!
Olu and I have always been clear on our ‘why’; we all would do well to help our team and prospects figure out and clearly define their own before we move on to anything else.
Awesome Rosyln, you guys rock!
Erwin, I really like this approach. It has changed my perspective on approaching people. Here’s to massive results in 2012!
I’m so glad to partnered with you Graham, let’s keep it rockin’
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