Article Tom ”Big Al” Schreiter gir deg 13 sider med lærdom…


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Tom ”Big Al” Schreiter gir deg 13 sider med lærdom…


“How I got into network marketing — and what I'm learning so far.”

“Never quit!”

“Today, too many new distributors quit or change companies too quickly. They have the job mentality…..”

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Dear Friends!

In 1972 (now that’s a long, long time ago), I was 23 years old, recently married, with a baby on the way, and had a low-paying 9 to 5 office job.

Does that sound a bit familiar?

My wife said:
“Hey, you don’t make enough money, so you better find a part-time job.”

I couldn’t argue, but I had another idea. I figured if I got a part-time job, I would have to keep that part-time job for the rest of my life. That didn’t sound like a very good option to me.

My idea was to get a part-time business, do well, build it into a full-time business, and then quit my job. Great plan.

After checking the newspaper for opportunities, I found an ad for network marketing. It turned out that that was the only business opportunity that I could afford.

Sound familiar?

I answered the ad and attended a terrible opportunity meeting. It was bad. Really bad. Three hours of over-hyped hippies talking about strange things coming out of their colons and weird government conspiracies. It was ugly.

At the end of the meeting, I tried to sneak out past the armed guards at the door, but the guy who ran the ad spotted me. I quickly told him I wasn’t interested.

As many of you know, my sponsor then gave me a little 30-second word picture that changed my life. At the end of the thirty seconds I said: “So how do I join?”

This taught me the lesson that word pictures are so powerful that one can accomplish more in 30 seconds than ordinary presentations can accomplish in three hours. I never forgot that lesson. (Okay, I didn’t always practice that lesson, but I never forgot it.)

Because of this experience, I teach networkers all over the world how to create word pictures. That is why tape #2 in my 12-cassette album, “Sponsoring Secrets,” is all about how to create word pictures.

In case you’re wondering what my sponsor said, here is his 30-second word picture:

When you join our business, here is what happens.
Six months from now, you walk into your boss’ office, lean back in the chair, put your feet up on his desk, and leave little scuff marks with your heels. You calmly tell the boss:

“I can’t fit you in my schedule any longer. I am resigning effective immediately. And if you need any help after I leave, you can call me on Tuesday mornings at my normal consulting rates.”

You walk out of your boss’ office into the main office area to your desk. You pick up your personal belongings, wave good-bye to all your fellow employees who said that it couldn’t be done, hop into your brand new bonus car and drive down to the bank.

When you pull up to the drive-in bank teller, you say:
“Oh, deposit this check anywhere. Put it in my checking account or savings account. It doesn’t matter. I get these things every month.”

Then you drive home and enjoy a glass of your favorite beverage.

Well, after hearing that I said:

“So, how do I join?”

He made it easy. I got the message. The rest of the facts at the opportunity meeting were useless.

And then things went downhill.

I had a lot of desire. I hated my job.

But my prospects didn’t care how much desire I had. And, they didn’t join.

I tried really hard. I set goals, had a goal book, listened to positive mental attitude tapes, sang the company song, jumped higher than anyone else at the meetings . . . and my prospects didn’t care.

Sound familiar?

I wanted success.

Unfortunately, I didn't have the knowledge and skills to make my business work.

I didn’t know how to find prospects, create prospects, present to prospects . . . come to think about it, I didn’t know very much. I failed to learn the skills necessary to make my business work.

But I was positive!

And broke.

I now understand that I was in the trial and error stage of my business. I wasn’t very smart. Instead of trial and error, I should have taken the time to learn the skills to make it work.

My wife and I struggled hopelessly for almost two years before anything good happened.

Persistence or stupidity?
I guess most people would have quit with almost two years of expenses, rejection and constant failure, but we were different.

We didn't know we could quit.
Our sponsor never told us that we could quit.
We never had any downline that quit.
As far as we knew, once you signed up as a distributor, you were a distributor for life. You could say we were pretty uninformed, naïve, and clueless.

Many leaders admired us for our persistency, but they didn’t know that we really weren’t persistent. We just didn’t know that we could quit.

Commitment will help you find the skills.

On the plus side, we were committed. It's like the pile of dirt principle I teach at our advanced recruiting seminars.

Once you understand the principle of a pile of dirt, you can move the world. It's one of the missing ingredients new distributors overlook when they attempt to build their downlines today.

We literally proved that the result of consistent, focused work is that you'll eventually get to your goal. You will be highly motivated to find the resources, the skills, and the answers you need to succeed.

It's not a matter of if you'll succeed, but when you'll succeed.

After our two-year desperation period, we finally earned a full-time income. Our payoff came after we learned the skills necessary to build an organization.

That's why our advice to new distributors is to never, ever quit. Things get better once you accumulate the knowledge, skills, and contacts. You don’t get everything you need when you sign the distributor application. That’s only the start.

You just have to have patience.
You have to earn your bonus check before you can get it.

What about today, 34 years later?

Today, too many new distributors quit or change companies too quickly. They have the job mentality. They feel that if they don't get a good bonus check in 30 days — something must be wrong. So, they quit whatever network marketing company they are building and start all over again.

It's hard to build a powerful networking money-machine if you abandon your work every 30 days.

Have you noticed how most people are professional quitters?

They quit school, quit their jobs, quit brushing their teeth, quit exercising, quit their diets, quit their marriages and form a habit of quitting because it is easier than investing the effort to be successful.

Now, quitting isn't all bad.
We have to quit watching TV at night or we'll never get up the next morning.
We have to quit eating or we’ll blow up.

And, if we're running head-on into the same brick wall, over and over again, let's quit producing giant-sized headaches and learn new skills or paths to success.

Let's put quitting into perspective. If you want to achieve a long-term goal, how can you possibly reach your goal if you quit at the first obstacle?

Why distributors get frustrated.

It's sad that many people who get involved in our industry never achieve the level of success they dream about during their first opportunity meeting.

They become frustrated and blame all kinds of outside influences for holding them back.

In truth, these same outside influences are there for the successful network marketing leaders too.

They just choose to overcome them . . . instead of quitting.

Frustrated distributors who leave our business fall into two categories.

Category 1:
The distributors who want to work hard for three or four weeks and then expect a $1,000-a-month check for life. Maybe they were oversold on the opportunity when they joined.

Think about it . . . what would you have to do on a job to earn a $1,000 a month check for life for only three weeks’ work?

It would have to be pretty incredible.

You can recognize this oversold group easily. For instance, they are the ones who contribute $10 a month to a lead co-op, and get mad at their sponsor if they don’t get a $200 monthly check in return. They certainly can't get that type of return from a bank, but they expect it and demand it from their sponsor.

Sound familiar?

They want their sponsor to build their group for them. They aren't willing to take any risk and they're not willing to invest any personal effort.

This group of distributors finds out that they enjoy cable television, socializing several nights a week, and going to football games more than they enjoy building their business.

So, they end up doing what they enjoy best — cable television, football games, etc.

And that's not bad. People should enjoy their lives. We all have different goals. Maybe our network marketing business opportunity just didn't fit into their game plan.

Category 2:
These are the distributors who work hard, invest lots of time and lots of money into their business but still fail.

I feel for these distributors because I was one of them.

They want the benefits of a successful network marketing business, but no matter how much effort and money they invest, they get disappointing results.

Sound familiar?
Their problem?
They work hard doing the wrong things.

For instance, let's say you owned a Ford automobile dealership. You hire me to sell cars. Now, I don't sell any cars, but I do work hard scrubbing the floor in your abandoned warehouse.

In fact, I'm so dedicated that I work overtime for additional pay, just to scrub that floor. At the end of the week, you have a clean floor in an abandoned warehouse. Would you pay me?


I didn't sell any cars. I didn't bring any new revenue into your dealership. It's the same in network marketing.

If a distributor invests lots of effort and money, but performs the wrong activities and produces no results . . . well, he isn't going to earn much of a bonus check.

Network marketing companies pay us to move products, not to be busy.

Just look around. We see distributors running ads, mailing postcards, running public relations campaigns, sorting inventory, organizing co-ops, designing brochures, talking to the wrong people, investing in flip charts, chatting on the Internet — and none of these activities move product.

Sure, they may be an important part of a marketing campaign, but the bottom line is the person-to-person contact that actually moves product.

So what happens when the busy, inefficient distributor doesn't get a bonus check?

He quits. Nobody wants to work hard for nothing.

Is there a secret quality that I look for in distributor prospects?


Personal motivation stands out as a great start in any prospect's career.

A motivated prospect can always learn the skills to build a massive business.

On the other side of the coin, a skilled person may be lazy or doesn't want a new business opportunity. I know lots of talented people who could be successful in network marketing, but refuse to even join.

I avoid the unmotivated, skilled prospects.

I find it a lot easier to show a motivated person what to do, than to try to motivate a person to work.

Most of us waste way too much time with talented, skilled, connected, and important prospects . . . who don’t want to be in our business.

Is there one right way to do network marketing?

In my August 2002 issue of Fortune Now, I dedicated most of the newsletter to explaining that there are several ways to build your network marketing business, and they all work.

It’s a matter of simply picking the method that we are most comfortable with. That’s why I don’t push rigid systems.

Systems are good. They give people a track or guideline to work their business. But the experience may be uncomfortable if the activity required is outside of the distributor’s comfort zone.

For example, I hate the telephone. A system that requires me to call 50 strangers a day would cause me to quit.

However, I like eating. So I should learn to perfect a system that allows me to eat with 50 strangers a day.

We have to be flexible. Not everyone has the same skills that we do. Not everyone sees the business as we do.

I ruined a lot of careers by insisting that I had the one and only right way to do the business. I was wrong. I simply had the right way to do the business for me.

Don't worry about duplicating activities. Focus on duplicating results.

In the end, it's not so much what we do . . . it's who we are.

Our prospects join because they know, like and trust us. Very few join because of the method used to make the original contact, or the method used to present the business.

That’s why likeable people can sponsor easily, even with little or no presentation skills. It pays to be likeable.

If you get a chance, go back and read the August 2002 issue. This is a very important lesson that most leaders don’t learn until they have forced many of their distributors to leave their groups.

Now I don’t want to fill up this whole newsletter about what I’m learning so far, so let me leave you with this one insight about rejection.

I hate it.

In fact, I think that anyone who likes rejection has serious mental problems.

It's hard enough to take rejection when you are making a big bonus check, so just think how hard it is to take rejection when you aren't even earning a check.

Pretty hard, right?

So I spend a lot of time helping distributors create pre-sold, pre-qualified prospects who come to them and ask for a presentation. It’s easier when prospects come to you.

This is why I wrote my fifth book, “Super Prospecting.” More prospects will join your opportunity when they see that they can build their business rejection-free.

If you haven’t read my book, buy it.

Or if you don’t want to buy it, download it free at . Just read the book. Then apply the skills.

Our business gets easier as we learn the skills.

Having a good attitude is great, but it's difficult to just walk down a street with a good attitude and hope people will come up to you and attach themselves to you like Velcro and plead with you to join your opportunity.

I think that's a little unrealistic.

People don't approach you with a blank check just because you have a good personal attitude. You need skills to present your business to prospects in a way that they can easily understand to accept your offer.

So make a conscious effort to learn more skills. There are plenty of opportunities for you to take advantage of.

I'm still learning new ways of improving myself and my business.

I hope you do!