Conversational Recruiting Training

Quietly, a growing community of super successful network marketers are creating legendary results. Their methods? Combining Optimized Leads with Conversational Recruiting.

This secret society of super recruiters is doing what many thought impossible. One Conversational Recruiter reported recruiting over 90% of the qualified prospects he approached about his opportunity. Another broke sales records with an 18 year old network marketing company, by taking his business from ground zero to $103,000 in his first year.

This new form of recruiting is revolutionizing the network marketing industry, and it all started with the findings of two little-known companies.

MLM lead list calling has changed for the worse, indicates new research by GoldCollarNetworker.com and OptimizedMLMLeads.com. It’s no longer enough to smile and dial. It’s no longer enough to “show up and throw up”. And, it’s no longer enough to use the worn out and over-used scripts peddled by trainers. Top recruiters are now tossing those methods over the side of the ship to save themselves.

Like any massive paradigm shift, this shift in mlm lead list calling is scattering bones all over the network marketing industry.

If the brute methods of the 80’s and 90’s worked, network marketers would be growing organizations as fast as they did during those years. Sadly, they’re not.

Research by OptimizedMLMLeads.com shows two telling signs. First - MLM distributors who are focusing on middle and bottom-tier prospects are barely able to keep their group volume stable. If they’re keeping level, it’s purely because of sadistically overworking their MLM business. Second - Today’s top-tier prospects want authentic communication.

OptimizedMLMLeads.com defines top-tier prospects (20% in any MLM leads list) as those who are looking for an opportunity now and capable of building a business.

Looking means they want to do something now. Capable means they have the contacts, credibility, work-ethic, and desire to make it happen. Any MLM lead list or genealogy list typically contains 19-23% who are top-tier. Focusing on the top-tier eliminates the time and emotional draining that MLM lead calls create. And, focusing on top-tier leads gives you more creative time to train, support, and nurture the good and great people you’ll be sponsoring. These are the only people who can exponentially propel your organization size and increase your check!

GoldCollarNetworker.com documented 1,400 actual MLM conversations over a 12 month period. These 1,400 calls created $103,000 in MLM income in an 18 year old company.

Conversational Recruiting was born, grew, and was refined out of this foundation. Today, before prospects look at your flash site, listen to your sizzle call, or 3-way with your upline, they need to feel like they’re engaged in meaningful conversation with you.

How do you make this happen? By following a distinct process of call control. We have termed this new skill “Conversational Recruiting.” When calling MLM leads with this process, you don’t follow an overused script. Instead, you naturally guide your prospect using the way their brain works when looking at an opportunity. Your prospect doesn’t feel manipulated or twisted into an opportunity.

With conversational recruiting, you experience high levels of bonding and rapport. This in turn leads to open and honest two-way communication about your opportunity.

You eliminate the “premature” presentations that only frustrate your prospects and waste your time. And, you’ll sponsor those who are looking and capable...no matter if they’re negative, neutral, or positive. And, you’ll know how to do an autopsy on calls that didn’t go the way you wanted.

Conversational Recruiting pros don’t end up with “think-it-overs”. They know how to handle prospects with no money. Participants in Conversational Recruiting Training are learning how to work genealogy leads with the genealogy decision tree methods - which includes working with prospects who say, “I’m happy with my current company,” and “MLM doesn’t work”.

Networkers who have attended the one hour introduction of Conversational Recruiting teleconferences have been blown away by how these techniques work on prospects. Here is what a few of them said:

“You and Kevin did a great job last night. I was impressed. The content was both informative and enlightening. I am very interested to learn this technology. It seems to offer the tools for converting a cold market prospect into a warm market relationship via communication skills.”

“First let me say last night’s call was amazing! I enjoyed it very much and was so energized after I wanted to start calling people, however it was a little late. What you and
Kevin have to offer is fresh and I also believe that the old sell is very tired and over used and we all need a fresh and honest approach.”

“The way you guys spoke to the prospect was so much better than I speak to them right now. I want to get to that level of confidence and expertise.”

“Great call. Again...you left me feeling frustrated & wanting all the info NOW!!! You know what I mean? Great stuff.”


Is Conversational Recruiting for everyone? No, because there’s a six month learning curve. This flies in the face of the decade old training tapes, inexpensive ebooks and manipulative scripts promising silver bullets. It’s for those who are committed to the MLM industry long-term.

Get ready for less stress, less time on the phone recruiting, and finally ending the humiliation that accompanies defeat in MLM.

Merging Conversational Recruiting with Optimized MLM Leads launches you into the top 5% of recruiters nationwide. Once there, you’ll enjoy the time and money lifestyle that network marketing - done right - can provide.

Now, for the first time, Conversational Recruiting is being shared with a select group of networks who crave to be the best. The first, and only, Conversational Recruiting training will begin May 2, 2005. The 6 month program is designed only for those people who want to be the best recruiters in the network marketing industry.

On Wednesday, April 20th, and the following Wednesday, April 26th there will be introductory teleconferences on Conversational Recruiting from 8:30 – 9:30 PM (EST). During the teleconference, listeners can participate in live role plays. Setting is limited to the first 100 participants.

To reserve your spot, visit http://www.optimizedmlmleads.com/ and sign up for their newsletter. Invitations are only sent out to subscribers of their newsletter. Once you are signed up, you will receive an invitation the same day.

For more information on the types of problems that Conversational Recruiting solves, go to: http://www.optimizedmlmleads.com/commonproblems.pdf

To see an overview of the Conversational Recruiting Pilot Program (with special discount pricing) go to: http://www.optimizedmlmleads.com/recruiting_program.html

To learn more about the services that Gold Collar Networker offers to help networkers reach supper success, visit: http://www.goldcollarnetworker.com/

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Key attributes of $100,000+ earners in Network Marketing – Part 1

A lot of people new to the industry think there’s some “magic” to making a full-time income. When I re-entered the industry and went full-time for the first time, I wanted to find the “magic”. It came from identifying what those making six-digits thought and did. Over time and dozens of conversations with those making $100,000 to career earnings of $17M, a proven checklist and compass evolved. It’s now being used as a guide for serious networkers intent on achieving the time and money freedom that mlm provides.

As you read the following attributes, keep a mental checklist of where you’re strong and where you need to shore up any weaknesses. Probe your thoughts and actions and be honest with yourself.

1 – Personal Vision

They have dreams, goals and objectives that pull them into the future. Your imagination is more powerful than your will power. If you don’t have a goal, your brain will give you one you don’t want by default.

Ask yourself – Is my personal vision compelling to me? If you have a hard time writing down what you want, start with what you don’t want, i.e., …commuting, boss, debt, no retirement, etc.

2 – Concrete Action Plans

They know what their plan is to achieve their personal vision. Every network marketer’s plan will be different. Every plan must contain milestones regarding how many emails need to be sent, how many people going through the sorting site, how many ads being run, how many warm market contacts, how many follow-up calls, etc. Frisk any serious mlm player, and you’ll most likely find this plan in writing.

Ask yourself - Do I have a written plan?

3 – Massive Action

When you study great Network Marketers, this is one of the first things you visibly see. You see a propensity for redlining action. Our industry is built on what we call the “magic mo” (magic momentum). Six-digit+ earners first establish personal massive action and that inevitably leads to group massive action.

Ask yourself - What would happen if you take massive action right now?

4 – The 7 Beliefs

1st – Self – They believe in themselves and have confidence.

2nd – Downline – They truly believe in and want to support their downline. They know that caring in a world grown numb is an unfair advantage.

3rd – Upline – Without upline, they wouldn’t be in MLM and are grateful for the opportunity. They seek to form a mastermind alliance with their upline and edify them.

4th – Company – They believe the company will act in an ethical manner in all their dealings with people they introduce to the company.

5th – Products and/or Services – They feel strongly about the results their customers and downline will get from their company.

6th – Industry – They believe this is a great industry. They know for the average person, it provides the best opportunity for time and money freedom.

7th – Prospects – They’re positive about people. They target those most ideally suited for the industry.

Ask yourself – Do I have all seven of these seven beliefs?

5 – Understand and use the link between thought and results

High performing network marketers know that what they think leads to actions. You’ll find that top mlm’rs have extensive collections of personal development tapes, cds, dvds and books. They’re constantly improving themselves. Napolean Hill, author of Think and Grow Rich, said “thoughts are things”. To the serious networker, they are! My own collection is worth $25,000+, and I would have paid ten times that to learn what I have from it.

Ask yourself – Is what I’m thinking in line with the results I want?

6 – Understand the value of their time

Even with a majority of the people in this country wanting to be self-employed, we get the majority of people coming into mlm with an employee mentality.

Time is the scarcest resource in mlm. Six-digit earners are always looking for ways to squeeze every minute out of every hour. They know this is no longer an 8-5 job. Instead of blindly calling all 1,000 people on a lead list, they’ll use our mlm lead optimization to only call the top tier. And, we see them emailing the middle tier and deleting the bottom-tier.

Ask yourself – Am I getting the most from every minute I invest in my business?

7 – Techniques

A successful MLM business is built on a series of prospecting, sponsoring, retention, and leverage techniques executed over a period of time. This is why the attribute of massive action is so critical. You need to find out what you’re doing right and what you’re doing wrong as soon as possible. Successful mlm’rs have broken their complex processes down to simple to execute processes. They then repeat those processes to build their business to whatever their personal goal is.

Ask yourself – What processes in my business am I good to great at? What processes do I need help with? Who’s mentoring me?

Now think of those making six-digits plus in your company. You’ll see every one of them has the attributes that we have just outlined here.

In part 2 of this series, I’ll cover bonding and rapport, the MLM value-engine, your 45 second infomercial, support and accountability, sponsoring, and the rule of four positive outcomes. Sign up for our newsletter www.optimizedmlmleads.com to ensure that you receive part two.

Pendulum Theory (Part II of II)

Today will finish this example by showing you how to use the recruiting strategy on a positive and neutral prospect. Let’s jump right in…

The Positive Prospect:

The positive prospect says, “I love this industry, and was hoping find a good company just like yours!”

Beware of the overly positive prospect. In this case, you are probably thinking you have a lay-down. There is a god. Finally, an easy one. Don’t get too excited yet. Forget what you’ve heard about close early, and close often. Never let an overly positive prospect take you out of your recruiting process.

You say, “Oh… Interesting… That makes me a little nervous.” (fade move) “When I hear someone say that it always is a double-edged sword, because there are people in this industry who jump from one company to another. Has that been your experience?” (this is a crossover move) “Are you looking for short-term or long-term income?” (now the prospect is forced to qualify their initial response)

This positive prospect is either going to become more positive (and sold), or swing over to the negative side (which is perfectly okay because we have them moving). No matter what direction they move, we are raising their emotion level, which gets them closer to making a committed decision.

The Neutral Prospect:

The neutral prospect says, “I don’t remember filling out any form!”

Never heard that one, have you? ;-))

This prospect is neither positive nor negative about your opportunity (so technically he is neutral), but he is being evasive (which would give the appearance of being negative).

90% of people lose good neutral prospects because they focus on the opportunity instead of the reason why the person would have filled out the form. Let’s see how we handle this one.

You say, “Boy, I’ve heard that a lot.” (cushion) “Usually people don’t remember requesting information about a business opportunity until they think of the reasons they filled out the form.” (two embedded commands) “It might have been that they were remembering their long commute into work, or the frustrated feeling of being underpaid or underappreciated, or they might have been feeling overwhelmed by bills, or worried about how they were going to come up with all the money it’s going to cost to pay for their children’s college tuition.” (menu – in this case used to engage the non-communicative person in conversation) “Can you think back to when you filled out the form?” (embedded command)

That should get them moving on one direction or another – which is all we want.

If you can use Pendulum Theory in all of the calls, you will be well on your way to recruiting all the distributors in your business that you will ever need.

In the next issue of Recruiter’s Edge, we will focus on Conversational Recruiting. I will tell you the story of how I discovered this magical process, and the financial rewards that are possible when you use it.

Please don’t keep us a secret. Tell you upline and downline about us. If this newsletter was passed along to you by your upline, go to www.OptimizedMLMLeads.com and sign up for our newsletter. That way you won’t miss a single issue.

Pendulum Theory (Part I of II)

Question: If you have the choice of prospects to call on (positive, negative, or neutral), which prospect do you have the least chance of recruiting into your business?

In this issue you will see examples of The Crossover Move, The Fade Move, Embedded Commands, and Cushions. This is really going to be fun.

Pendulum Theory is based upon physic’s First Law of Motion which states: An object in motion tends to stay in motion, and an object at rest tends to stay at rest.

Here’s how it works. Imagine a pendulum that swings back and forth from left to right, or right to left. At one end of the pendulum is a negative prospect. As the pendulum swings to the other end, you have a positive prospect. When the pendulum comes to a rest, you find a neutral prospect. The rule is to stay to the left of where the prospect is.

These are the three prospect types. In any recruiting call, you will find the prospect to be some degree of positive, negative, or neutral. Your job is to get the person to swing far enough to one side of the pendulum that they will make a decision. A prospect will only make a committed decision when they have reached the far right (and are kept there), or far left of the pendulum.

Pendulum Theory is very powerful, and is true sales psychology. It takes lots of practice and skill to use this, but it produces amazing results. It keeps the prospect emotional throughout the call. Never forget, promoting an opportunity is emotion driven.

Please Note: Before you begin working Pendulum Theory, you need to make sure that the prospect is on the positive side of the Bonding & Rapport Meter (we will cover the B&R Meter at a future date).

In the example below, you will see how we deal with each of the prospect types. Please understand this is just one way of approaching each prospect (there are hundreds of variations).

The Negative Prospect:

The negative prospect says: “I don’t like this industry! And if that’s your opportunity, I’m just not interested.”

Ouch! That’s pretty negative. Let’s see if we can get him moving in the other direction.

You come back and say: “I understand. I’ve definitely heard that one before.” (that’s called a cushion) “Sometimes when I hear that, it is not worth us discussing how my business partner and I made $241,000 last year in this business.” (that’s a fade move) “I don’t know if that number is big enough to get your attention?” (another fade move, with a question)

Now you might be saying to yourself, I didn’t make that much money in my business. But I never said that YOU did, I said, you and your business partner. You could have make $2,000 and your business partner made $239,000. Together you made $241,000.

If the prospect is truly “looking,” those moves should be enough to get him to swing in the positive direction. You may have to go back and forth a fair amount before he turns positive enough to join you in business, but you’re off to a great start.

To receive the Conversational Recruiting newsletter, sign up at our website: http://www.optimizedmlmleads.com/

To learn more about the marketing and recruiting services that we offer, please visit us at: http://www.goldcollarnetworker.com/

The Law Of Seven Moves

You are only seven moves (at most) to recruiting all the distributors in your network marketing business that you will ever need.

Seven moves sure doesn’t seem like many, but that’s all any prospect has to avoid joining you in business. Your job is to identify when someone has made a move, and have the skill to counter it.

Now, in this lesson, I’m not going to list all seven moves (that would take much more time than we have in one newsletter), but I will discuss one of the first ones that prospects have been using on you (very successfully I might add). Over the course of the next 2-3 weeks, I will reveal some of the other ones. And one, by one, I will share tactics and strategies to counteract every one of them.

One of the first moves that prospects use is a head fake. Many prospects don’t even know that they are making a move (for the most part, it is totally unconscious). And in all of the time I’ve spent listening to live calls by other distributors (and role playing with them), more people fall for this head fake than any other move a prospect will use on you.

Here’s what happens… You ask the generic question: “Why are you looking at opportunities?” And the prospect responds by saying: “I’d like to get into my own business.” Or “I’m looking to make some extra money.” Or “I want financial security.”

None of these are the “real” reason they are looking. They are surface reasons, and there is no emotion attached to them.

Now you might be saying, “Ed, I always look for a more emotional reason than the ones given.” Okay – If you do, then great! Most people don’t. But stick with me. There is a lot more to this.

Let me introduce you to The Three Deep Rule (we will cover it in more depth in a later newsletter). The Three Deep Rule states that the truth is always three levels deep. It also states that there are three reasons why someone makes a decision. Right now we are at level one. By further encouraging the prospect to clarify their answer, they might say that there have been some layoffs at their company, and they are fearful of losing their job.

That’s certainly more emotional than their first response, but we have one more level to go.

Finally, they tell you that the department they work in is closing in 6 months, and there is a very good chance that they will be out of a job.

Bingo! Now, isn’t that an emotional reason to be looking at opportunities? It is much more emotional than, “I want financial security.”

You are still not done. You still have two more emotional reasons to uncover. You see, most people get one emotional reason (at best). That’s like trying to sit on a one legged stool. You can do it, but it’s very difficult. Having three emotional reasons to work with is like sitting on a three legged stool – much better.

Having three solid emotional reasons that they are looking at opportunities (that you have obtained by using The Three Deep Rule) will dramatically increase your success rate of recruiting new distributors into your business.

Remember this, because it’s important. People will join your opportunity for emotional reasons (their emotional reasons, not yours). Think about how you present your opportunity. Do you enthusiastically tell your prospect how great your opportunity is?

Or do you focus on their three primary emotional reasons for “looking”, and link your offering as the solution to ending their emotional pain?

Think about it.

Next up: Pendulum Theory. How to define the three prospect types, and how to move them toward joining you in your business.

Be Successful,
Kevin & Ed

P.S. What does a typical business look like in this industry? For the answer, go to http://www.optimizedmlmleads.com/3mlmgrowthprofiles.html

P.P.S. What are the common problems that networkers encounter when trying to recruit a new distributor into their network marketing business? Find out by downloading our new PDF at: http://www.optimizedmlmleads.com/commonproblems.pdf

P.P.P.S. Please remember to tell your upline and downline about us.