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Building It Big
By Greg Arnold

Attracting top quality people it's a lot like hunting. When you go hunting, it's important to know something about the beast you're hunting. You need to know where they live, what and when they eat. You need to know something about how they live, their families, what they like and don't like. If you know these things you can figure out how to be more effective hunting them.

The same thing applies when you are hunting for new team members. It is very important to understand human nature. Read How to Win Friends and Influence People. This book is a very valuable tool in understanding human nature.  People are emotional creatures. Almost every decision they make is an emotional one. At first I thought we were ruled by logic. What I found out is that people make their decisions based on emotion and they justify those decisions with logic. I also found out that when I approached people about joining forces with me, the more logical reasons I gave for the alliance, the more skeptical they became.

It was only after I became very emotional about what we were putting together did they begin to respond to me favorably. What I learned by this was, the more logically you approach someone, the more skeptical they become. And, the more emotionally you approach someone, the more excited they become. I also found that if you speak from your head, people will respond to you with their head and become skeptical. If you speak from your heart, it bypasses their skeptical brain and hits them straight in their emotional heart. Then they start to get excited about what you're doing and want to join you.

People need to be part of something special. They need crusades. If we don't stand for something, we'll fall for anything. I always speak of the big goal and how it can change all our lives for the better. As we begin to see the big goal together, we begin to move towards it together.

An interesting challenge with mlm is it is typical to have wonderful products or services to sell. So wonderful, most people get very wrapped up in them and lose sight of what business they are in. While it is true that each of us is a retail outlet for our products, it is also true that - He who has the most outlets wins! It seems to me that if you are aiming at a retail sale, it would take a lucky ricochet to hit a new team member or outlet. At the same time, if you are aiming at a new outlet, the worst that could happen is you would get a retail sale, because you demonstrate your products even with a recruiting presentation. So, I believe it is important that you only set appointments with potential new team members based on the opportunity and never on the products or services that you offer.

The Secret to Attracting The Big Gun

Everyone needs a crusade or a goal that is bigger than himself. Something that is good and has purpose. Something that makes them feel good and gives their life meaning. If you have a crusade, you can attract others to it. If you are in it only for the profit, you will have nothing special to attract the leaders, and they will be suspicious of your motives. Leaders are offered tremendous profits by amateurs everyday. On the other hand, the great recruiters always offer leaders the challenge of their lives.

Once you begin to attract leaders, you must help them to be successful with you right away. Ask them to give you a list of 52 people they know, which will be potential future crusaders. Also have them identify their top four people on the list or, as in a deck of 52 cards, their four aces. Once they have identified their four aces, take them out to present your crusade, two on one or on a three-way call or in a private chat room, to those four aces within the first 24 to 72 hours.  Two-on-one, leader-to-leader recruiting is the most powerful and dynamic way you can build your organization. These first few recruits will possibly be your team captains and these team captains have the ability to build much faster and much stronger than most team members do.

Also, you must challenge all your team captains and team members early in their association with you. In addition to their list of 52 names, have them write down their goals and expectations for their first 90 days and first year in the business. Have them give you a copy of these goals and every time you counsel with them about their business, work with them toward accomplishing their goals. Always talk to your team members about their goals, and help them to achieve their goals. By helping them to make their dreams come true, your dreams will come true also. So you cannot help them too much!

Do not pick your team captains too early in their association with you. You must assume that everyone on your team is going to be a team captain. However, we know from experience that they won't all be leaders. In fact, most of the time, the more wonderful they tell you they are, the bigger disappointment they become. When someone sticks his head up and begins to assume a leadership role, you must begin to work very closely with that person and take an active role in their career.

Always challenge your team to reach a little higher and run a little further. Keep the big goal in front of them. That is why it is so important that you know what your team members' goals are. When they know how much you care about their success and their families and their lives, they will be loyal to you for life. And you will be rewarded richly with many wonderful friends.