Once a prospect has been exposed to provocative information in Step One of The Five-Step System and has received a full presentation in Step Two, he or she generally has questions. They need to have several things validated and that’s Step Three – Validation.

Remember, you’re asking people to change careers and, at the very least, change mindsets. Some may not have been exposed to leveraged income so that whole concept of unlimited earnings seems too good to be true.

Remember too that most of them have spent dozens of years trading hours for dollars. They want to believe you, but it’s hard. This is where your favorite upline leader is critical.

This third step will often make the ultimate difference between success and failure. Great prospects need to visit with those on your upline team who are actually doing what you’re asserting.

What makes our industry so wonderful is this — in every legitimate company, all distributors have the ability to track upline until they find a leader making the big checks.

More important, in every legitimate company these leaders are accessible to novice people who need them. That’s what MLM leaders are paid to do…support their new people with 3-way validation calls, tools and strategies.

I’ll never forget the excitement in my own life when I picked up my phone and called Richard Kall who was six levels above me and he answered the phone.

Richard was earning over a million dollars a year and was an industry author who had written a book called “The First Million Is the Easiest.”

The fact that he was willing to do 3-way validation calls with me, even though I was a brand new Distributor, spoke volumes about my new profession.

I was on his sixth level. He was in New York and I was in Texas. He was earning millions and I had never earned one check…but Richard was supporting me. Wow!

I knew I had found the right business. As soon as I started making the big checks, I did the very same thing for my people. Validation is about “giving back” the upline 3-way support you were given.

Occasionally I get calls from Distributors who have read my books or have heard my speeches and they ask me what they should do if they have no upline willing to help them or no upline making big checks.

Truthfully, I don’t know because I’ve never been in that situation. I sometimes wonder if I would have even succeeded without a great sixth-level upline like Richard Kall who was always available for 3-way Validation calls. Maybe not.

But every legitimate company has leaders who are both accessible and successful. That’s how companies grow and prosper.

Most people who fail in MLM do so because they picked a stupid company not because they are themselves stupid.

Unfortunately many of those people then spend the rest of their lives bad-mouthing our industry. So permit me one simple observation. Before you throw up your hands and give up, track upline in your own company until you find an unselfish big money leader willing to support you by conducting validation calls.

You probably have several in your upline team. If not, find a company that offers upline support before you decide that Network Marketing isn’t for you.

Step Four is Enroll…and it’s on the way in the next blog.

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To put this second step into perspective, here’s a review of the Five-Step System:

Step One: Expose Prospects to Intriguing Information (See previous blog)
Step Two: Present Your Whole Business Story (This blog)
Step Three: Validation (Next blog)
Step Four: Enrol (Next blog after Validation)
Step Five: Support (Next blog after Enrol)

Step Two, the Presentation, is the process of profiling your company, your products and your pay plan as clearly as possible in less than one hour.

The best environments for presentations aren’t generally high arousal/low frequency, but rather low arousal/high frequency.

A high arousal/low frequency strategy for presentations was popular in the past. We herded prospects into a room where they became aroused by music, peer pressure, crowd mania and some outside speaker who came to town to heal everyone’s financial woes. It was arousing but, like many personal power seminars, the arousal went away in 72 hours.

Human contact through personal, face-to-face bonding is still the best way to build long-term downline organizations. But it is not the best way to recruit new prospects.  

High arousal peer pressure is not the best way to impart information to people who are serious about researching a business.

When people are exposed to an hour of new information, they retain about 20%. The advantage of a low arousal/high frequency presentation, is that prospects can review information multiple times until they understand it.

Even better, if they do become a distributor, they will stay with their business longer if their decision is based on facts rather than temporary emotional arousal.

The best means of presenting your business is through a short, comprehensive website with all the relevant facts or a DVD that covers the important information about your company in under one hour.

In-home meetings are still great, but most folks lack the time to attend one. The pace of life today is too hectic to accommodate that former strategy.

The key is to spend time with prospects on the phone as soon as possible right after they’ve reviewed the presentation. That follow-up contact is called Validation and it’s Step Three in our Five-Step System. Stay tuned, you’ll learn about that in the next blog.

If no one in your company has created a presentation landing page or DVD, do it yourself. If you think you can’t create one, track Upline until you find a leader who can and will do so. If you can’t find anyone in your Upline willing to help you and you refuse to create one yourself, it’ll be difficult to follow our system. That’s just the way it is. I’m sorry.

Can you still succeed in MLM and earn the big money without a presentation website or DVD? You bet. Many great leaders have offices and conduct regular presentations at those locations. Some have offices in their homes where they invite prospects for the presentation. Others travel all over the world delivering speeches to excited prospects. Many make a fortune that way. If that’s how you want to conduct your business… great.

Twenty-four years in this industry have taught me one important fact: prospects always ask themselves one important question when considering whether or not to do the business, “Can I do what this person is doing?”

Some will refuse to participate in your business if they think they have to lease an office in order to succeed. Some will feel as though their home is not “good enough” for presentations or may resent the idea of having to keep their home in “presentation shape” at all times.

Some will meet prospects for coffee and that works for awhile, but a steady diet of it doesn’t last.

Some prospects will decline if they believe that they have to deliver hotel speeches in order to succeed. (Public speaking is still the most frightening activity in the world to most people.)

But anyone can hand out a DVD or recommend a website and that’s what makes our presentation model so effective.

Prospects need to see that they can do what we’re doing. Even more important, they need to know that the presentation is both cost and time effective so that they can reach huge numbers of other prospects in a short time.

So that’s Step 2: Presentation. As I said earlier, next is Validation and you’ll have that tribal system in your hands very shortly. We just got another foot of snow and it’s too cold to go fishing or paragliding so I’m writing another blog today whether you like it or not.

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Okay, let’s start this Tribe. Based on the high traffic and positive comments about our last blog, I assume that many folks are interested in joining a community of ethical entrepreneurs. I also think it’s safe to assume that people are fed up with strategies that take them only part way to wealth.

So I think I’ll name our Tribe ATWTAHK which is an ancient Native American term which means All The Way To A Hundred K. ☺

Prior to talking about the first step in our Five-Step System for building your business, I need to make a preliminary point. In order to save you a great deal of frustration, I want you to realize that as many as sixty percent of all North Americans are not cognitively hardwired to do MLM. That’s just an estimate based on my 24 years of experience, but I’ll bet I’m fairly close.

In other words, approach ten people and six cannot succeed no matter how great your leadership. You can join Tribe ATWTAK and execute every strategy to perfection, but unless you are prepared to accept the fact that most people are not legitimate prospects, you’ll eventually quit or seek geographical cures (jump from deal to deal).

Some people get disgusted and quit our business and others jump around from deal to deal and one is just as self-defeating as the other. Eventually we must all come to terms with the fact that the majority of humans will not face the personal humiliation which comes with failure, and therefore will never rise to their full potential.

Success is just too much to expect from many people. That’s why you and I are free to earn all we want. If it were easy everybody in the whole world would simply join Amway and we’d all live happily ever after. Based on their recent TV ads, I think Amway would like us to consider that.

The Five-Step System for building your business includes the following steps which I will cover over the next few blogs:

Step One: Expose
Step Two: Present the Whole Story
Step Three: Validate the Information
Step Four: Enrol (Enroll is spelled with two ls in the US – enroll)
Step Five: Support

In this blog we’ll focus on how to execute Step One most effectively. The  best way to get people through the five steps to MLM involvement, is to begin by exposing them to facts without bringing out their biases. Many people fail because they combine the first two steps, Expose and Present. They inadvertently give people too much information at the very beginning of their contact.

Prospects need to be exposed to rational facts which reinforce their current predicament and cause them to want to hear about your solution. If you tell them anything in the very first exposure step that will allow them to google you or your company…Poof! They’re gone. That’s because they have an inherent stereotypical belief about our industry that’s usually inaccurate.

If you give them anything except a generic exposure tool including but not limited to business cards, tapes, CDs, company websites, or e-mails which define your company or anything else that triggers a red flag…you blow perfectly good prospects right out the water.

We created a free, generic exposure tool two years ago on  Feel free to use any or all of it for your own purposes. Leaders from many companies use that information. Some leaders have taken the information and created their own tools based on it. That’s great.

Just make sure that when you approach people the very first time, no matter how you do it, you don’t give away the farm. If and when they call you back, you’ll have plenty of opportunity to give them a full-blown presentation.

It’s all very simple. You are looking for people who want to make big money and when you find them, you expose them to generic facts which reinforce their need to act. When they call you back, you then present the business. How to do that will be the subject of the next blog.

My goal is to get you through all five steps by January 1st so that you can hit the ground running in 2009.

On January 2nd I will make a very important announcement. To my knowledge no one has ever done what I’m about to do – free of course, to our Tribe.

Now, stay tuned for Step Two: Present Your Whole Story

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I want to be part of a Tribe of fascinating, stimulating Networkers. So I think I’ll just start one with this blog.

How would you like to be part of something that matters? Networking matters. It matters especially today because all the former exit strategies available to aging boomers and eager young people have gone away.

Most people are having trouble connecting the dots, partly because of all the distractions of emerging technology and partly because traditional professionals are always threatened by any challenge to existing paradigms. Addictive gadgets and those poor souls who have been appointed to guard the past can be very distracting. 

Sorry folks, but it’s time to stop betting on Wall Street, real estate, pseudo- leaders and long-shot investments. It’s time to start betting on yourself. I’m willing to bet on you, so let’s begin.

Over the next year, I’m going to connect some dots for you. It’s self-evident that many Networkers are being grossly misinformed about the unlimited income potential our industry offers and the methodology necessary to prosper. The bar has been lowered, the expectations have been diminished, and the industry has been flooded with low-income strategies.

There’s nothing inherently wrong with small goals unless they are forced on you by those who promote strategies for mediocrity, and imply that greater financial objectives are unrealistic.

So let’s get one thing straight…when I say that you can earn $100,000 a month, it’s because I’ve earned much more than that and can teach you how. When others say that you can’t, it’s because they haven’t, not because I didn’t or you won’t.

I’m fed up with self-appointed critics who point to the tiny number of big money earners in relationship to the masses who earn little or nothing in MLM. That’s not a rational analysis.

What are we supposed to do, end the PGA tour because only a handful of talented, hard working golfers earn big checks?
Or how about this. Out of an estimated 1.5 million hopeful children worldwide who engage in years and years of hard work, sweat and tears, only one kid every four years is good enough to win one or more gold medals in each Olympic event. Should we cancel children’s athletics and deny our kids their dreams and hopes?

It’s true that only a tiny fraction of Networkers get to the big money so doesn’t it make sense to learn how we did it rather than encouraging others to strive for averagism?

It all begins with one basic mindset. Consider the position of one of our leading scientists. I agree with the assessment of Dr. Leonard Mlodinow, the noted physicist from Caltech and coauthor of Stephen Hawkins’s latest book, “A Briefer History of Time.”

Dr. Mlodinow puts it very succinctly when he writes: “successful people in every field are almost universally members of a certain club – those people who don’t give up. John Grisham’s novel A Time to Kill was rejected by 26 publishers, and Dr. Seuss’s first children’s book was rejected by 27. John Kennedy Toole committed suicide when he lost hope of ever getting his book published. His mom never gave up and 11 years after his book was published, it won the Pulitzer Prize for Fiction. Successful people don’t give up.”

Pick the right company with products about which you’re passionate, an owner whose values are evident, a track record of profitability and a successful Upline who is accessible.

I can’t help you pick the perfect company so please don’t ask me to do so. Either you’re in one or you aren’t and only you know the truth.

You pick the company and I’ll give you the tools. If you follow our strategies and remain focused for over a year with little success…perhaps you need to pick a different company. That’s as far as I’ll go.

If you don’t have an ethical Upline anywhere above you who is both successful and accessible and willing to support you, don’t give up, pick another company.

If your owner is crooked or your products are worthless, don’t give up, pick another company.

Company selection is up to you and nobody should be expected to do your due diligence or make that choice for you. But make certain you are content because people will not follow you anywhere if they can tell that you aren’t happy.

You may think that you can disguise your true feelings, but you can’t. We’re in a relationship business and nobody wants to bond with those who lack passion for what they’re doing.

So my first two Tribal pointers are simple: big money requires passionate focus and long-term loyalty. To form a Tribe of fascinating, stimulating Networkers we must all agree to be fully content with our companies so that our total focus can be on success.

The legendary Mario Andretti, at the very peak of his racing career, could have never won the Indy 500 driving a wheelchair…if you catch my drift.

Next blog I’ll cover Step One of my Five-Step System for building your business: The Exposure.

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