•Tom "Big Al" Schreiter  •Ken Seto  •Rod Cook - Contributing Editors

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Three Simple Rules of Sponsoring
by Ken Seto

When you’re building your MLM business it's usually in your spare time.  Because most of us don't have any time to waste, we have to make the most of it.  If you are like most of us, you're probably get up in the morning as late as possible to get to work on time.  Then you put in a full day on a very stressful job.  After work you really want to go home and die in front of the TV.  However, if you want to be a successful Network Marketer, somehow, you have to pull a Clark Kent, get into your Superman outfit and go to work as if you were fresh as a daisy. 

Distributors ask me all the time, "What's my secret to sponsoring so many new people?"  The secret is these three little things:  Having the right attitude.  Saying things to your prospects in the way that they want to hear them.  And, operating your business with professional, courteous habits so people will feel comfortable referring you to their friends.

First, never come from a position of weakness.  Many neophyte networkers make the mistake of appearing to be desperate.  I suppose many really are, but like the commercial said "Never let em see you sweat."  You might really have the best deal anywhere.  Your company might have a life-changing product at just the right time.  But, having the wrong attitude or presenting the wrong image can kill your deal.  I’ve got a friend by the name of Bob.  Bob has done everything the “right” way.  He uses his company’s products.  He knows the marketing plan inside out.  He's a real advocate of the MLM industry.  Unfortunately, Bob is also the worse recruiter I’ve ever met.  He’s usually too into what Bob wants rather than coming from a position of really wanting to help the other person.  Most people can feel where you are coming from instantly.  Bob's potential prospects can feel his selfishness right away.  Every once in a while though, Bob steps outside himself and really shows that he has a heart.  And when he does, people really respond.  There is an old saying that we have all heard;  “People don’t care how much you know, until they know how much you care.”  Well, it’s more than a saying.  Truer words have never been spoken.  When Bob puts other people's needs before his own he’s the greatest. 

Ken’s Sponsoring Rule #1: Always have the right attitude, put other people's needs before your own and lead with your heart.

Second, say things the way your prospect wants to hear them.  How can you possibly know what to say or how to say it when you don’t even know your prospect?  Often, networkers start off by telling their prospects about all the advantages of joining the company.  They are concentrating on telling them all the features of joining XYZ Company. Telling them why it’s the best and why all the others just don’t measure up.  Telling, telling, telling and the whole time their prospect is thinking about tonight’s ballgame or anything else besides being told all this useless information.  In other words, what he is being told has no relevance in his life, meaning it isn't important to him.  What your prospect really wants to know is; what’s in it for him.  If he doesn’t know that, he will never join your opportunity.  Concentrate on the benefits for your prospect, rather than the features of your company.  So how are you going to do that when you hardly know him?  To start with, instead of telling, why not do some asking?  It helps to ask a lot of questions.  Get to know your prospect a little before you ask him to take his wallet out and commit to giving you his time and his money.  Think about it.  That is exactly what you are normally asking your prospects to do!  Here is a simple formula to remember.  "Family, occupation, recreation and message." Ask your new prospect about his family; Where did he meet his wife?  How many kids does he have?  How old are they?  Do they do well in school?  What sports do they participate in?  Ask him about his job; What does he do for a living?  Does he enjoy his work?  Would that be the type of work he would do if he could do anything he wanted?  Ask him about his hobbies or interests outside of work; What does he like to do in his free time?  Does he wish he had more time to do it? 

People love to talk about themselves.  It's their favorite subject most of the time.  If you take an interest, you will become their new best friend.  Sometimes, your opportunity really isn't the best thing for them to be doing right now.  Sometimes all you are going to get out of the deal is a new friend.  Is that bad?  The last piece of our "Family, occupation, recreation and message" formula is message.  You don't have to jump down your new friend's throat on your first meeting.  You might just let him know that you find him interesting and you'd like to get back with him sometime.  It is ok to ask him for his phone number at this point.  Message; I'm interested in your life.  If you are in Network Marketing for the long haul, you can never have too many friends, and it's ok if some of them remain just that, friends. 

Ken’s Sponsoring Rule #2; Take the time to ask questions and listen to the answers!  Take an interest in your prospect's life.  When the opportunity is right, present it in a way it will fit into your prospect’s life.  Most importantly; It's ok to have friends who aren't a part of your deal.

Finally, let's talk about rule #3, operating your business with professional, courteous habits so people will feel comfortable about referring you to their friends.  Timing isn’t always perfect for people that are seeing your opportunity for the first time.  They may be at a particularly stressful time at work.  There may be a family health problem that has reached a critical stage.  They might just be preparing for a big vacation.  Maybe even the product you are marketing isn't something they want or need.  That is why it is so important to treat your prospect with respect, and dignity.  When your prospect feels that they are respected then they will also be more comfortable with you.  When they are comfortable with you, they are more apt to be comfortable referring you to their friends.  The key to building a business based on referrals is to develop good professional business habits so your prospects feel comfortable introducing you to their friends.  The last thing he wants to do is expose his friends to a jerk.  Being professional in your MLM business is as easy as being courteous.  Here are four simple rules you should always follow;

1. Be on time.
2. Do what you say you will do.
3. Finish what you start.
4. Say please and thank you.

By following these time-tested principles, you will increase the likelihood that people will be comfortable around you and want you to meet their friends.  As I said before the timing isn’t always right for the person you are talking to, but it may be just right for his friend.  You won’t ever find out unless you treat all your prospects like you would want to be treated yourself. 

Ken’s Sponsoring Rule #3: Be polite, be respectful and be accountable.  Always operate your business with professional, courteous habits so people will feel comfortable about referring you to their friends.

Now take these three simple sponsoring rules, use them often, and go out and act as if the world is your oyster.  It really is!

Ken Seto has been in the Network Marketing industry for over 8 years.  He has built an organization with over 42,000 members worldwide and income exceeding $700,000 annually.  While Ken has accomplished many of his life's goals he remains in massive action.  Ken is an excellent trainer and mentor.  You can contact Ken at ken@kenseto.com