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ARTICLE

YOU THE ONLY VARIABLE IN THIS INDUSTRY

By Fred P. Stege.

This industry is the same for everybody, and the prospects are the same for everybody. The only variable in this equation is the YOU part. Do YOU want to work? Are YOU willing to make a few changes in yourself in order to achieve the results you desire?

If you answered “Yes” to both of these questions, I want you to benefit from some important truths I have discovered during my career in network marketing. These basic principles have helped me to build my distributorship and achieve financial independence. If you take these same concepts and make them your own, you can—and will—enjoy the same outcome.

--- You must learn to employ yourself;

In network marketing, there’s a direct relationship between your habits and your income. If you want to earn a good income, you’ll need to develop good work habits. You must learn to employ yourself—to be your own boss, set high expectations for your own performance, and motivate yourself to achieve your goals. Remember there's no BV in TV. You cannot sit around passively and expect good things to happen without any effort on your part. You've got to develop good work habits. People always say that bad habits are hard to break. That's true, but do you know what else is hard to break? GOOD HABITS! Develop good work habits and refuse to kid yourself about how hard you are working.

--- Use it or lose it!;

When you learn something new, be sure to apply it immediately! I have seen too many people who have spent too much money and time on training. Let me explain. I’ve met people who attend seminars annually and who do not improve at all. I’ve seen well-trained people drop out of this industry because they did NOT
apply what they learned. Remember this: The best way to learn is to make a lot of mistakes once! What are you going to do after reading this training? Don’t tell me, “Oh, Fred, great stuff!” Instead, come to me after 90 days and say, “Fred, I’ve helped quite a lot of people earn their first check, and I’ve brought one to the top position because I’ve applied and passed on the
concepts you taught me!” Now that’s what I want to hear!

To get any benefit from your training, you have to put it in action. Don’t analyze too much; instead, take Nike’s advice and just DO it! Don’t become the smartest distributor; become the most effective one! Being smart isn’t duplicatable!

--- Realize that it's easier to give birth than to raise the dead;

Not everyone is ready and willing to do what it takes to succeed. Don’t waste your time and energy on passive, negative, or unmotivated people. Often it makes more sense to tell yourself, “Next!” and go find a new prospect than to keep trying to get results from dead wood. Instead of attempting to raise the dead, go out and sponsor somebody who has a positive attitude, self-discipline, and plenty of ambition.

--- Documentation beats conversation;

Learn to sell results, not ingredients. When you’re talking with someone about your product, focus on results. Don’t bore them with a detailed rundown of the various components. Instead, tell them the benefits of using the product! Do the same thing with your business opportunity. Don't go into the percentages and levels of the compensation plan. Instead, provide real-life testimonials about the results that have been achieved by other people. You can share testimonials through telephone calls, magazine articles, web sites, and meetings. Testimonials are the most powerful recruiting tools available because they help your prospects picture themselves achieving their dreams. If someone else has done it, so can they! If you have not yet collected any testimonials, borrow testimonials from your upline.

--- Lead by example;

Set the pace for the people you sponsor. You will quickly discover that people will DO what you DO, not what you tell them to do! My goal has always been to lead by example: to have the most recruits, the most attendees at conference calls and conventions, the largest sales volumes every month. Inspire others to follow in your footsteps.

--- Keep in mind that the heavy chains of worry are always forged in idle moments;

Let’s face it: the road to success in network marketing can be uphill and rocky at times. I have found that the best strategy for coping with challenges is to keep moving forward. As a wise person once noted, “The heavy chains of worry are always forged in idle moments.” In other words, anxiety gets worse when you don’t stay busy. If you're out there in the trenches working, however, it’s easier to maintain a positive attitude.

--- For things to change, you have to change, and for things to get better, you have to get better;

This is a principle that truly turned my life around: For things to change, you have to change, and for things to get better, you have to get better. I can tell you EXACTLY what next year will look like: it will be the same as this past year unless you make some changes. I had to make changes to get out of my job. I had to spend more time working on my own attitudes and habits, and I had to get a little bit better each day. Growth happens by inches, not yards, and I had to change before anything else would change. I had to get better for things to get better. To improve your life, you’ll need to strive to become a little better each day.

--- Build your business on a solid foundation;

A successful business doesn’t spring up by itself. You need to build it one day at a time, one brick at a time. Establish your business on a solid foundation by retailing the product, following up with satisfied customers, and contacting people by phone and e-mail. Take a positive approach, and keep doing the basics over and over and over again. Develop a sense of personal awareness. Be honest with yourself about whether or not you're out there doing what it takes to make it in this business.

--- Develop an attitude of relaxed intensity;

After you've been in this business for a while, you’ll notice that your confidence will grow and begin to affect how you approach people. After many years in network marketing I'm still very intense when I'm talking to people about this industry, but they can also tell that I've matured as a networker because I have developed what's known as a relaxed intensity. I don’t feel the
need to beg anyone to get involved in this business. I have so much documentation—so many results—to show people that I know they should be begging me to let them get involved in network marketing. I'm very persistent with people. I don't take a blind NO from anyone. But I'm also not begging people to get involved in this business. I share with them the facts and the results, and I ask them to keep an open mind and give me a few minutes of their time.

--- Take the meeting to the people;

Get them on the conference calls, have them take a virtual tour on your site. Get them on a three-way call with another leader. You need to be out there consistently talking with people every day. What does a full-time distributor do? Recruit and sell all day long. That's the nature of recruiting. You're building up your organization, and you're selling the product, AND you're teaching other people how to recruit all day long. Use testimonials. The best way to recruit and sell is to use testimonials: true stories of the life-changing results achieved by you and others.

--- Don't try to re-invent the wheel;

Keep your business duplicatable. If a particular approach has worked well in the past, why would you choose to abandon it and try to re-invent the wheel? Use testimonials, share results, promote the industry, and promote your people. Keep your business simple, fun, easy, exciting, and duplicatable.

--- Consistency and momentum are the key;

If you keep doing the basics consistently over a period of time, you will establish momentum. Remember that all distractions are equal, and all excuses are equal. I’m always amused to see how people come up with all kinds of different excuses about why they can't get started with this business or they haven’t been able to share this opportunity with others. Remember that all distractions and all excuses are equal. Before you can get anywhere, you need to reach a point in life where you will tear up that list of excuses, get focused, and stay focused on what you're doing. The lifeblood of this business is consistency in retailing and recruiting. Momentum is 90 percent of the game.

--- Say less to more people;

Sometimes I’m amazed when I reflect on the number of people with whom I’ve made contact during my career in network marketing. From 1997 to early 2002, for example, I called an average of 200 leads per week. In early 2001 I began funneling an average of 5000 leads per week into my autoresponder and calling a few less people on the telephone (but still a dozen per day). Altogether, though, I’ve called about 50,000 phone numbers and spoken with about 35,000 people, according to the records I’ve kept in my journals. My gosh! I remember a well-known veteran saying, "If you talk to a lot of people you get RICH!" He
turned out to be right. These calls have brought me a fortune. I call it Dialing for Dollars.

Talk your way to millions, or e-mail your way to millions. Choose whatever method you prefer, but make sure you are in touch with people at least five days per week. If you are working your business part-time, talk to at least five people per day about your business. If you're involved full-time, talk to a few dozen people per day. Remember that you get paid for communicating with people about this industry.

--- DUPLICATE your efforts, and always make sure your methods are duplicatable;

It’s essential to DUPLICATE what you do. That's the key to success! Multilevel marketing is the highest-paid segment of the Direct Sales Industry. Duplicating our efforts is what sets us apart from regular direct sales. Never forget the Leverage Principle. Make sure that what you are doing is simple enough that it can be done by almost anyone with a positive attitude and a willingness to learn.

--- Never forget that people communicate more with feelings than with words;

What you say is not nearly as important as how you feel about what you say. Your beliefs and attitudes are more important than the exact words you use, because prospects will pick up on the feelings behind the words. If you have a sincere desire to help others improve their lives, people will want to work with you. If you lack sincerity or concern for others, they will sense it and refuse to have anything to do with you.

--- Strike while the iron is hot!;

There has never been a better time to get started than right now! Strike while the iron is hot. So many people blame everything on their sponsor, saying, “I know I could be successful if I had a sponsor who would help me.” If you need a helping hand, you can find it at the end of your arm. Tell yourself, “If it is to be, it is up to me.” Don't look upline, and don't look downline. Look in
the mirror. Always strive to be the best distributor in your organization.

--- Develop a “want to” versus a “have to” attitude;

Having a “want to” attitude means you want to do this business because you want to help people. Be enthusiastic. Don’t tell yourself that you “have to” do this business. You’re in it because you want to be here, not because you have to be here.

--- Focus more on helping your distributors and customers get results than on the money you want to make;

This has been a key principle behind my success in this business: I have always cared more about helping people—my distributors and customers—to get results than about the money I wanted to make. Your success will come from helping others to succeed. That’s what leveraging is all about. When you shift your focus to helping others, the money will follow.

--- Develop and maintain consistency in your efforts, work habits, and attitude;

If you can achieve consistency in your efforts, work habits, and attitudes, you can be part of the huge wave of new millionaires who will emerge from the ranks of network marketers in the first decade of the twenty-first century.

--- Set a game plan and stick with it!;

During the next 90 days, I want you to work the business as if your life depended on it. Put yourself on a 90-day game plan and work with a sense of urgency, fear of loss, do-or-die attitude. When you're out there communicating with people, remember to do it from a position of strength.

When you're talking with people, remember what the greatest Teacher of all time did when he sent his top 12 people out into the streets. He told them, "Let me tell you something before you go out there: not every home is going to be to your accord. Just make sure that you shake every grain of sand from your shoes before you leave." In other words, it doesn't matter whether people buy your story, as long as you don't buy their story.

So keep that belief level high. Believe in the opportunity, believe in the industry, and—most important of all—believe in yourself.

You can do it

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