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Find your ?Success Coach?, and become RICH ! - another free article from Capt Dave Klaybor ... use this data to Build Your Business ! - send your testimonial story to him and get it published herein ...

Posted by CaptainDave on January 30, 2010 at 4:35 PM Comments comments (0)

David Klaybor’s MLM Secret #8

Find your “Success Coach”, and become RICH !

- by Captain Dave Klaybor [email protected]

If you wish to move from being one of the underpaid / overworked 80 %’ers… into becoming once of the higher paid 20%’ers… then you are most likely going to need someone who is really talented, moral and smart looking out for you. You need a teacher, a mentor, a “Success Coach”! Like a tennis player who is smart enough to hire a tennis coach to guide the athlete to the professional ranks, perhaps it is time for you to consider seeking out a mentor who’ll make you do all the things you’ve always wanted to do in your NWMing business, but never seemed to do.

Think about it. A Success Coach is suppose to be there to pick you up when you fall and get a bloody-nose. The military calls this the “Buddy System”... AA uses the Sponsor / Sponsoree relationship much like Jenny Craig and Weight watchers use this same type of person-to-person system to help people reach their goals. It all boils down to the fact that people are fragile human beings and need constant support/reinforcement… (or, perhaps an occasional kick in the butt?).

It is normal for all individuals like you and me to get “off-track” from time-to-time. We’re prone to procrastinate, hesitate, stall, become lazy, and whining about the problems in our lives. So while these human traits are natural in all individuals, these negative traits are certainly NOT going to promote an entrepreneur’s desire to reach financial independence.

A “Success Coach” is supposed to act like an “insurance policy” for every Network Marketer who is lucky enough to acquire a good one. A Success Coach is much like your mother or Athletic Coach who demanded higher standards from your performance… your SC is sometimes a hard-nosed person who might be a butt-kicker who’s always looking over your shoulder and holding you ACCOUNTABLE to take the action required to reach your dreams.

What makes Captain Dave’s SC program work so well, is the fact that you will “give permission” to another person (the SC) to make/force you to be the responsible individual you always knew you could be. And like a coach who pushes their athletes to out-perform their competitors… you are going to out-perform your mlm successes to date, (with your SC’s help), a work a lot smarter than all the other distributors around you who’re failing to achieve the goals they tried to achieve.

You had many “Success Coaches” when you were younger. They were responsible for most of your biggest accomplishments, achievements and advancements in your life. These success coaches were disguised as your parents, your family members, your friends and their parents, your teachers, your ministers, the policeman, your athletic coaches, even celebrities or musicians, etc... etc... These people had a propensity to watch over you... to guide you... to look after your best interests because you were vulnerable and teachable. You invited and valued their input. You sought them out and even begged for their attention. You listened to their advice and many times followed their direction with blind faith. You did not expect failure, you anticipated success. Life was good.

But as you’ve gotten older and moved into your adult business life, success coach’s become harder and harder to come by. Why, because they’re lives are consumed with so many things to do and not enough time to do it. Potential success coach candidates are a bit stress-out, overwhelmed, and pressured to their limits. So much so, that most of the good ones can not be of much assistance to you anymore. You’re an adult now, you’re suppose to be able to figure things out on your own. Potential success coach candidates may already be mentoring their children and other young men and women and haven’t any left over time for you.

Combine this with the fact that you’re not as teachable as you used to be. You don’t follow directions with blind faith like you did when you were younger, you question everything. In fact, you may be confrontational and argumentative these days. The older you get, the farther you get from the cute person you used to be. Heck, you were down-right fun to be with in your youth, but now-a-days you might be lethargic, lazy, and a bit of a negative thinker. It’s just not fun to mentor to adults anymore. The more senior you are, the less attractive you may be to any success coaches that are available. If this sounds a bit like you, hat are you going to do about this condition?

Being older and a bit cynical does not diminish an adult network marketer’s urgent need to secure the talents of a 2 x 2 partner. In order to take effective action in your network marketing business, you need to be accountable to someone other than just yourself. All of us need a success coach in order to stay on track just like we did when we were younger. Look around the industry. Every successful leader either is a self-driven recruiting monster, or they are part of a “team”. This is usually a husband / wife team, but there are many variations of this rule. Sometimes an individual is part of a smaller group of people that have banded together in a support group structure in order to promote the advancement of the team as a whole. Oftentimes these people are all part of one downline lineage.

On rare occasions a network marketing company creates an incredible training and support structure. It’s so powerful that individuals “cocooning” all over the country seem to become part of a very large “whole” that is the company. They would use a variety of communications systems that would act as the conduit for keeping distributors informed and personally involved. These tools might include: voice mail systems, satellite dish technology, fax-on-demand programs, internet website projects, well-designed company magazines, superior sales aids and company distributor kits, etc... These communications tools would be coupled with a strong training program that would: 1- employ a powerful quick-start training program that would...

2- advance each hard working individual into higher and more advanced training over time.

3- under this scenario, only a unique distributor-oriented company leader would be capable of

fulfilling this ring-master position.

The company would in-fact act like a parent, taking the new distributor by the hand, (much like you would a child), and lead them all the way from ground-zero up until they master the industry via MLM leadership training . The company (or downline group, or 2x2 team) would advance, promote and build each budding entrepreneur until they graduated as a network marketing career professional some years later.

So lets get back to the question: What is a “Success Coach” and why would this person be so vital to your network marketing success?

Maybe it was one of your parents... maybe it was a teacher... it could have been a minister... perhaps one of your best friends... sometimes an athletic coach... maybe it was an author or seminar speaker... but when you look back at your life, there was always someone there to guide you in the decisions that have made you who you are today. My pastor said it best:... “you are what you have been becoming”.

Isn’t it true that there have been people in your life that have been influential and perhaps even responsible for some of the most important decisions that were made in your life? Some of them helped you make good decisions, while other individuals may have lured you into making some less productive choices. The school of hard knocks and experience has clearly established that when you seek advice from someone regarding some issue, (lets call this person your success coach), you had better seek the advice from an individual who is very wise in the area you need assistance. In retrospect this all makes sense, doesn’t it? Don’t you wish you had had better mentoring along your path in life? (see Dave’s article on the power of asking questions for more guidance in this area) Most people would agree that they would have asked a lot more people a lot more questions before they made commitments... commitments that altered your life forever. What commitments have lead you to the place you are in right now in your networking business? And more importantly, what can you do about it in order to get where you really want to go? The answer is simple... find a partner who’ll work shoulder to shoulder with you in your business.

Lets look at an example: My mother, much like my high school swimming coach, made me do things I never wanted to do on my own. For example, I didn’t want to brush my teeth, go to bed on time, clean up my room, take out the garbage, study my school work, or play the piano. I wanted to play baseball, eat candy, stay up late, kiss girls and have fun with my neighborhood friends. But when I look back, I’m very glad she pushed me day after day, week after week, year after year... to do things like practice -practice -practice the piano. At times we had heated debates... there were moments when I did not think of her as the wonderful success coach that she was. Often times I did not appreciate her tenacity. She had taken on the monumental responsibility of trying to make a cultured man out of a little monster. Today when I play the piano at the many hotels I frequent each month, it brings joy to the people who hear me play and it also brings joy to me deep inside. She acted as one of my many success coaches in my life. She made me responsible for my actions. She made me accountable for what I did.

- Who holds you accountable for creating your 100 to 200 name prospecting list? Chances are your

list was never that large, and I’ll bet you do not “work your list” and call new prospects every

week the way you should... Do you even have a prospect list to work from?

- who forces you to make 3-way calls or participate in conference calls ?

- who is driving you to learn simple closing phraseology or answers to the most commonly heard

objections thrown at you when you talk about your business opportunity with your prospects?

- who is role-playing with you in an effort to master your sales presentation?

- who are the people in your life right now who are making you take effective actions that will help you build your network business? What person is really holding you accountable for doing what you know you need to do in order to become successful in he business? Are you really a responsible career professional multi-level marketer, a role-model for people to follow and pattern after? Or are you a warning sign for others to avoid the path you have chosen in your networking trade?

Don’t think for a moment that your “sponsor” and upline are suppose to make you successful in the MLM business. It would be great if they were... but that would be like saying your mom and dad, or your brothers and sisters, or you family and friends are responsible for your ultimate success in the business. This just isn’t so. It would be great if they were helpful. It would be fantastic if you had a great upline. But the chances are, you have normal average human beings as your sponsor and upline. They may be just as in need of help as you are. Your sponsor did his/her job when they exposed you to this fantastic industry. If you’re blessed with a strong leader that can help you build your business, you are lucky and blessed. But you may have to really work at finding, cultivating and securing the talents of a success coach... a person who is committed to assisting you in becoming a professional network marketer. It will most likely be a person you sponsor to become this person. Whatever you do, find this person and build a two-way bridge between the two (or more) of you. Your new “buddy- person” may need just as much help as you do. But it will be your job to make sure they are ACCOUNTABLE to doing the things they set out to do in order to reach their dreams... and they will reciprocate and hold you ACCOUNTABLE for staying on track in developing your potential as well. This is one of the most important keys to becoming a success at the networking business.

If you wanted to ride your bicycle more often, lift weights 3 x’s a week or do aerobics everyday after work... it only makes sense to find someone else who wants to do the same thing you do and do it together. If you find a work-out partner, the chances of you performing the work-out task increased 500%. Additionally, you’ll discover that you’ll work out harder if you work-out with someone else, verses working out all by yourself? This just makes good sense doesn’t it? Then why not apply the same analogy to your network marketing business. It only makes sense that if you find a person who wants to succeed at the business as bad as you do, the two (or more) of you will perform better working the business together. This is called SYNERGY! And Synergy flat out works. The two (or more) of you will go farther faster than if you tried to do it alone.

Whether it was your brother or sister... whether it was your neighbor or classmate... God has planted many persons throughout our lives who’s “divine appointments” are bent on helping us develop our potential. They are suppose to assist us in reaching our dreams. But we have to apply ourselves and ask for their help. Usually, they need our help as bad as we need theirs. This is what a win/win situation is all about. How do we know if someone is our success coach? What do we look for?

Well, these clandestine messengers take many forms. Sometimes they are people who are very close to us... but often, they are people who we hardly know or only recently met. Don’t be shocked, but more often than not, some of the very people who are closest to us are the very persons we need to avoid asking to help us make some of the most important decisions in our life. Do you find this odd? Why would you ask a person who’s making average money their opinion on what you should do to make a lot of money? Under the guise of friendship, love and protection, many spouses and friends will try to stifle a person (like you, their friend) from taking chances and making changes in their life. People do not like change... and change is the only way things get better. Is this a potential conflict, or what?

Therefore. every effort must be made on your part to identify the expert, authority, or promising potential leader like yourself... and once identified, you must make every effort to secure a mutually beneficial commitment from them to work together for your reciprocal common cause. Do not pre-judge who this person might be. They might be old or young... over-weight or skinny, Protestant or Catholic... whatever you do, just make sure they are willing to commit at the same level you are at developing your businesses together. If you’re working the business f/t, you need a f/t partner... etc... They must be from the same company you’re working with... and it would be great if you were in the same lineage... but if not, work “together” separately.

The goal is for you to identify someone who will be willing to push, prod, and drive you to do the things you are capable of doing. What’s different about your success coach is the fact that you have given them permission to kick you in the butt. Would you be willing to help another individual stay on course if they did the same for you? If you are not ready for this, then you had better be a very disciplined and self-driven person... or be willing to wait a long time for your success. You are going to have to keep yourself motivated in the face of continual set-backs and defeats. A success coach is suppose to be there to pick you up when you fall and get a bloody-nose. The military calls this the “Buddy System”... AA uses the Sponsor/Sponsoree relationship, Jenny Craig or Weight watchers do much the same... it all boils down to the fact that people are human beings. Individuals who are prone to procrastination, hesitation, stalling, laziness, and wining about problems in their lives. A “Success Coach” is just one network marketers insurance policy that he or she will have a butt-kicker looking over their shoulder holding them accountable to take the action required to reach their dreams. For more information contact David Klaybor by emailing DK at: [email protected] .

In Summary: You’ve made a solid commitment with someone with the goal of becoming Accountable for operating your Networking business like a business. You’ve decided that “winging-it” or treating your business like a “hobby” is a non-productive use of your time, money and efforts. Due specifically to you’re interdependence and interaction with the new “Success Coach” you’ve chosen, you are taking more effective action than you ever have before. This has enable you to produce more results than you have in a long time. This means you have recruited a few new team members. Write down your goals and give them to your success coach .

... Accountability is the only way you’re going to TAKE ACTION !

===================================================================

Prerequisite: For a reader to get the most out of this article, he/she should have already gone through their company’s introductory training or attended Mr. Klaybor’s “Getting Started “ program.. Use this check list to check-off all the items you’ve already accomplished so far.....

1- you’ve ordered your (properly designed and worded) business cards,

2- you’ve opened a business bank account and you’re using some form of book keeping system...

3- you have 3-way calling hooked-up and use this technology with your upline weekly...

4- you regularly consume therapeutic doses of your companies products... and/or,

5- you’ve subscribed to the companies telecommunication systems and use the services weekly...

6- you’ve scheduled your airline reservations to attend the next company convention...

7- you have read your distributor kit front to back and listened to all the company’s audio or video

tapes, therefore you can present the business opportunity to your prospects and know how to

present the products to a retail customer...

8- you’ve filled out your memory-jogger forms and you’re working a 100-200 name prospecting list...

9- you’ve made a decision to commit several years becoming a Career Professional Network Marketer...

10- you’ve acquired new MLM books, tapes and tools to help you build your business...

12- you’re making progress in a few areas, and people are starting to notice your personal results...

14- You’re using some kind of an event management system (i.e. like the PowerLine Planner) to keep track of 3-way calls and the information you mail to prospects. You are logging the names and numbers of all the referrals you receive, the samples you gave away, the conference calls you participate in, the upcoming company events you need to attend, conversations you have with your downline, etc... etc...

 

If you’ve read this article all the way through, David will reward you an EXCEPTIONAL DEAL on his PowerLine Business Planner…You need to have his professional world renown “MLM Activities and Events Management System”. See you next month! – your new friend and surrogate sponsor - Dave

- ( if you liked this article, email us for more materials )

It has been my honor to provide this Income Building Material to you and your group… feel free to share… but only if you keep my bio material and email as it is complete here ;-)

- Captain Dave Klaybor, ATP...

Author-Writer-Columnist… Speaker-Teacher-Trainer… Mentor, Expert Consultant on Business Building Techniques… PR… Spin Doctor… Marketing Research and Testing to boost sales

his goal is to help YOU retire in 3-5 years, earn a free car, free vacation, win bonuses and earn $100k+/yr. F/t – DK is Pres. Of PowerLine Systems a 24 year old world-class training and consulting firm who manufactures the finest Business Planning System designed specifically for the NWM industry. He is honored to have been voted at the Top Generic MLM Trainer in 03 on a popular website, his name on the cover of 7 books, he’s been on the cover of many publications, and his tools are sold in the largest NWM catalogs. Dave is a Record-Breaking Veteran Builder

David Klaybor has dedicated his life to teaching. He started at age 18 as a flight instructor and has since established himself as the worlds-expert at MLM time and event management systems... has built 6 huge downlines… his tools have been on the order forms of huge mlm operations like: Quorum – Rexall – Enrich – FreeLife –Arbonne…etc, etc…. and has designed the most unique business planner tailored exclusively of MLM career professionals. He’s worked with tens-of-thousands of distributors representing hundreds of companies in 12 countries. David’s unique teaching technologies have earned him feature articles in countless business publications. As a Mentor/Consultant, Mr. Klaybor will analyze your distributorship or mlm company operation and give you real solutions to your problems. David has shared the platform with most of the greatest leaders in the industry. Mr. Klaybor was honored to be included by his peers at many powerful industry events

To get a free tape on how to make $100k/yr. in NWM…email us: [email protected] www.myspace.com/CaptainDaveAuthorSpeaker www.DavidKlaybor.com

… Lets schedule a Conf Call training event – or - do a 3-way training call with your group today !

LISTENING CAN MAKE YOU RICH ! - another Free Articles from Capt Dave as a GIFT to you - pass them on to help you build your group... just be sure to credit him for his materials ;-)

Posted by CaptainDave on January 30, 2010 at 4:32 PM Comments comments (0)

LISTENING CAN MAKE YOU RICH!

**********

Listening is How to Make More Money in Your Business

by Captain Dave Klaybor [email protected]

Lets define LISTENING as it applies to your network marketing business... Listening is not just HEARING, it is:

A method of tuning in to the communication process initiated during your business activities.

The art of applying oneself to hearing something from another person in hopes of sponsoring them or retailing your product.

To place your undivided attention to something important to your business survival.

To take notice or heed some communication with another so as not to waste your time or theirs.

A listening post: a strategic position for gathering information.

I love this last point... it is extremely important for you to visualize yourself as the person in charge of manning the "listening post" opposite the person you are talking to. Your mission is to gather information 1st, then share data 2nd... not the other way around. How do you know what your prospects hot buttons are? How do you know what will motivate them to take action, (buying your product or sponsoring with you).

Are you the type of person that just "brain dumps" everything you know about your company hoping you hit one of their hot buttons in the process? This method is the most widely used in sharing MLM business opportunities and the least effective. This is the, "throw it up against the wall and see if anything sticks" approach. Sure it's a numbers game... but intelligently planned presentations are the key to your ultimate success. Being lucky is great, but developing the art of listening is critical to your overall success in this industry.

Career Professional Network Marketers are accomplished listeners. Every personal development teacher I know suggests that one of the key ingredients to achieving success is by developing the ability to listen to others.

I know you probably agree with me, but wouldn't you also agree that it is hard for most people to be a good listener? On a scale from 1-10, how would you rate your listening skills, I mean really. You and I, we all need to keep reminding ourselves that we have two ears and only one month. God knows best, he designed us for success, our ego's, our selfishness, our wanting the center-stage, our wanting to continually be heard just keeps us from taking an interest in what others are saying to us... we keep overriding our eardrums commands to our brains. Can we solve this problem? Sure.

Let me share with you how I discovered how I could become a better listener?... maybe you'll find it worthwhile in working your business. Write me with your success stories. Here's the secret... LEARN TO ASK GOOD QUESTIONS! It's really that simple. The better your questions, the more successful you will become at listening to the thoughts and concerns of others.

In the sales or "sharing" environment, most distributors find themselves talking endlessly about their business opportunity. This is a HUGE mistake. People (your customers or potential clients) do not want to hear you go on and on about how great you are, how great your company or product is, or how miserable their life is without your help.

Take this fun test: Join a group of your friends that are sharing a conversation and count the number of declarative sentences they use in a row before they ask a question. A good rule of thumb that I learned from one of my mentors David Cooper, was 3-6 declarative sentences followed by a question. Every time you ask someone a meaningful question about what you're talking about, their mind has to subconsciously review what you have said before they respond. This technique insures that your party is listening to you and that they understand the point you are attempting to communicate to them.

Listen Very Carefully But, Be Careful Who You Listen To. Beware the "Dream Stealers."

Good Luck and Let Me Know! - ( if you liked this article, email us for more )

It has been my honor to provide this Income Building Material to you and your group… feel free to share… but only if you keep my bio material and email as it is complete here ;-)

- Captain Dave Klaybor, ATP...

- Author-Writer… Speaker-Trainer… Expert Consultant on Business Building Techniques… PR… Spin Doctor… Research and Testing on Sales and Marketing areas…

– his goal is to help YOU retire in 3-5 years, earn a free car, free vacation, win bonuses and earn $100k+/yr. F/t – DK is Pres. Of PowerLine Systems a 24 year old world-class training and consulting firm who manufactures the finest Business Planning System designed specifically for the NWM industry. He is honored to have been voted at the Top Generic MLM Trainer in 03 on a popular website, his name on the cover of 7 books, he’s been on the cover of many publications, and his tools are sold in the largest NWM catalogs. Dave is a Record-Breaking Veteran Builder, Author/Columnist. To get a free tape on how to make $100k/yr. in NWM…email us: [email protected] www.DAVIDklaybor.com www.myspace.com/CaptainDaveAuthorSpeaker

… Lets schedule a Conf Call or 3-way training call with your group today !

ASKING QUESTIONS WILL MAKE YOU RICH ! - another one of DK's FREE Articles ... read them and prosper ... pass them on to help your group, but you must credit Capt Dave Klaybor in each article/blog via his BIO for his copyright materials... thats only fa

Posted by CaptainDave on January 30, 2010 at 4:26 PM Comments comments (0)

He Who Asks the Best Questions Wins

by – Captain Dave Klaybor

Did you ever wonder why our bodies were designed with two ears and one mouth...? That was God’s plan to urge us to listen twice as much as we talk! This is especially true for network’s. But how do we shut up and listen more? You will be amazed that it’s as easy as learning how to...

“Ask Powerful Questions” !

 

Have you ever wondered why some distributors earn $300/month, while other distributors earn $5,000 to $50,000+ each month? One of the main reasons, is the leaders ability to uncover, discover and find out how each prospect needs to be sold. They do this by communicating more effectively than other (less-productive) distributors do with the clients they engage. One-way communication is called preaching, this is done using declarative sentences. Leaders do not “brain dump” everything they know about their company to each prospect, hoping that something they say will get through to the prospect. Through their masterful use of questions, MLM super-stars find out what their client needs, and offers a solution. The use of Questions is the method they use to maneuver the conversation into a two-way interactive communication cycle. Like the statement: “You can not control the direction of the wind, but you can control the set of the sail”. Questions are the sails a professional Networker uses to navigate the rough seas of retailing and recruiting.

 

For a military general... a chess player... an athletic coach... or any other person attempting to out-maneuver his opponent, he or she must ask themselves powerful questions like: “What have successful persons in my position done in the past to defeat their adversary.... What would I do if I were them wanting to out-smart me.... How can I best use my team’s special skills against their teams unique weaknesses.... What secret tools do I have in my arsenal that my competitor doesn’t have..... What would the down-side be if I initiated a particular maneuver.... How would my future change if we accomplished our mission.... What would my spouse/family/parents think if I was successful and accomplished my mission.... or, What are my liabilities if the other contender defeated me?” These are common thoughts if you are participating in a competition or in battle. And, doesn’t building an in-home business often-times seem like a bit of a battle?

 

For a person striving to become a professional at the art of network marketing, there are similar, yet unique considerations that need to be addressed when dealing with the topic of asking good questions. An important goal of each distributor would be for them to ask a series of questions designed specifically to get your prospect to tell you everything they needed to know to “complete a business transaction” with them?

 

The use of asking meaningful questions is a learnable skill. Most “Master Questioner’s” are not gifted naturals… not withstanding the fact that some incredible people are just born with special abilities in this area. The fact is, using useful questions to promote meaningful communication is a teachable skill not a God given attribute.

 

Skills, (like learning how to succeed by asking good questions), can be learned by anyone who wants to apply themselves enough to master them. New habit patterns can be installed in as little as 21 days.

 

Lucky for us human beings, most of us were born with a huge appetite for curiosity. It was God’s plan for us to thirst for knowledge... thus, Asking Questions is one of our biggest quests as we are growing up during our childhood. That’s why we learned as much as we did when we were kids. We kept asking everyone around us, why? It’s the foundation of how we become “Street Smart, and the reason why we graduated from the School of Hard Knocks with such good marks.

 

A good example would be the fact that your mother and father had a “nose” for digging out and discovering just about everything you tried to hide from them, didn’t they? Your friends, your teachers, your co-workers could all “sniff out” the truth about anything they wanted to find out from you, couldn’t they? How do they do it?... Asking the Right Questions ! Therefore wouldn’t you conclude that there is a substantial amount of power to be gained if you learned the art of asking the right questions? Now you can see why it is so vital for you to read this article and pass it on to everyone in your group.

 

Do you know how to ask good questions?... you used to be a master at it when you were young! You’ve gotten candy, bicycles, kisses, money, back-rubs, employment, and millions of others things throughout your life contributed directly to your ability to ask the right question, at the right time, and you’ve been able to maneuver the conversation your way. You’ve also been the receiver of other people abilities to get you to do things their way... more than not, the victorious individual was the better question asker’ than the other. He or she who asks the best questions Wins!

 

You’ve just lost your edge, that’s all. It’s time to sharpen your sword... it’s time to apply yourself to re-kindle that talent you used to use so well. It’s time you started working on using this tool in order to reach your network marketing goals, because time is running out. You’re getting older, and you know what they say about old dogs and new tricks. Well, this isn’t a new trick, and even though you may be becoming an older dog each day, it’s not to late for you to discover how you are going to use this article to sponsor ten new people in the next ten days... and/or how you’re going to use my message to make $500 within the next 72 hours. Be optimistic, anything is possible.

 

Did you ever wonder why our bodies were designed with two ears and one mouth...? That was God’s plan to urge us to listen twice as much as we talk! This is especially true for network’s. But how do we shut up and listen more? You will be amazed that it’s as easy as learning how to...

“Ask Powerful Questions” !

 

This strategy really works and will improve your business dramatically.

Life is a matter of Choices... we make life changing choices thousands of times a day... in fact, we are the embodiment of what we have decided to do up until now in our lives, aren’t we? (That was a question, wasn’t it?) Every time a person asks us something, we have to re-think a thought we’ve already processed before. That means we have to internalize the matter and make a choice on what action to take... this is how we will decide how to respond to the question. This rather “deep” process is what makes or breaks a sales encounter. It is your job to ask your prospect the proper questions that will enable you to solve a problem or need that your potential client wants taken care of. Doctors and Detectives ask probing questions to resolve the matters at hand. You to must also learn to again become a “Master Questioner”... like you were when you were a child.

 

Isn’t it true that children question everything they encounter? They ask every form of how, why, when and where. If you re-kindling this old habit, you will gain the power to lead your prospect down the win/win path to making a sale or recruiting them into your business. Your client gets what they want, while you get what you want... and the world is a better place for it.

 

Your goal is to use 3-6 declarative sentences in a row, and then inject a question to make sure the client was listening to the sentences before! If I asked you to chose something and make a decision... when you give me an answer... who’s idea was it now? Yours of course. Using this process, you are not trying to sell anyone something, you’re just asking what they want and you’re fulfilling a need. If I have the product that solves your problem... I’ve made a sale directly due to your choice.

 

Questions make the conversation 2-way , rather than Uni-directional. If you think back on some of the best conversations you’ve had with another person in business, the conversation just seemed to “flow”, didn’t it? Sometime we think we got lucky and found a prospect that we ended up “hitting it off well” with. Maybe

we just felt that the other person was “into” the topic of conversation. I suggest that if you played back the video or audio tapes of that interaction with that person you talked so well with in your mind, that you would find out that you and the other person bombarded each other with meaningful questions.

 

Questions forge interaction and solid communication... and isn’t that your goal as a budding network professional? One goal (of many) is for you to learn to become a Master Detective.... and then for you to each others how to become good at asking questions too.

 

How does a person learn how and when to ask questions? (This is a good question, isn’t it?) If you don’t want to go out and buy a book or tape series on this topic, you are going to have to become proficient at “observing” other use questions in daily conversations. It’s like when you buy a particular make/model of automobile and start seeing lots of them on the road driving past that you never noticed before. Once you become aware of the power of good questioning, you’ll start to notice just how many questions people are asking one another in normal conversations. You’ll also notice that some people never use questions. They use declarative sentence after sentence after sentence... telling people what they want to tell them and not necessarily “sharing” any substantial message. You must keep a special note-pad or place in your day-planner where you keep track of all the great questions you hear. You must right them down immediately or else you’ll forget them. Next, it is critical that you keep these questions somewhere so you can use them during your conversations with people. This will require the development of some kind of “delivery mechanism”... some little sheet of paper somewhere so you can see them and your prospect doesn’t know your glancing at them from time to time. Your only other course of action would be for you to role-play, study and memorize some of these superior questions. I do not think many of you are ready to undertake this method of data installation.

 

We all know that some people seem to be better “communicators” than others. Teachers seem to have a knack at transferring information and re-installing that information into a students mind. All they are doing is asking questions. What do you think a test is anyway. It’s just a method of making you install information in preparation of taking the exam, and then measuring what got installed. If I asked you to give a presentation on your companies product, how good of a job could you do for me? I’ll bet you hope you never get asked that question in front of a crowd!

 

Is there a difference between asking a “question, vs. asking a powerful question? Absolutely. For example, the F.O.R.M. Rule (Family Occupation Recreation Message) was designed as a tool to remind network distributors to initiate a conversation with a prospect during the initial rapport building phase. This is where you might ask a prospect about their family, or about their job, or about some local sports event that was on television the night before. The purpose of this line of questioning is to get a normally shy distributor, opening up to another person just to initiate some level of conversation. The distributor’s mission is to build some level of rapport and then deliver a soft message about your companies products or opportunity. Here’s an example of how your line of questioning might take place during the “message stage”... (more-complex m part of the “f.o.r. m. rule”;). Embellish as you say something like this:

 

“Now isn’t the time to talk”...... (is it? is implied). “And you may not be interested in the fascinating business I am in”.... (are you? is implied). “But I am sure you will know somebody who is interested”.... (give me a few names is implied ! )

 

If you have built rapport with this person before this final stage part of the f.o.r.m. rule, this prospect will be curious to find out more about what it is that you do. You started the conversation by setting them up with, “now isn’t the time to talk”... what would you say if some stranger you just met said this? You’d think, yes - now probably isn’t a good time to talk, fearful that they might be a con-artist. Next, we pressed on to say, “now might not be the right time to talk”... Again internally I’ve got you to say, right again Mr. Stranger. But if you’ve established just an once of rapport with this person, the last statement will draw them further down the road toward them hearing your presentation about your opportunity. Now when they ask you what you do, this is where you default immediately into your testimonial story.

 

You are a paid professional story-teller... you have practiced presenting your personal message with your upline, and you are ready to briefly and enthusiastically share your story with this new prospect. You have already been taught that features tell and benefits sell... so you focus on all the worthwhile benefits of your products and business opportunity. And because you said “now isn’t the time to talk”... you respect there time and set up an appointment with your group, (in order to use the power of the 3rd-person technique), in the near future by asking another powerful question: “Would Tu., Thur. or Sat. be a good time for me to introduce you to my business partners?” And then, “Would you like me to pick you up at 6pm or 6:30 ?” Tell them that you have joined a group of exceptional leaders who, like them, get together to work on designing a quality lifestyle through financial independence. (or whatever it is your client is interested in). There’s much more to add to this sequence, but for the purposes of this article we’re focusing in on the power of questions and how questions enable, you the distributor, to communicate more effectively with your prospects. Once you know how to extrapolate information from your potential clients, you will have the power and the control you need to lead your prospects into an “informed decision”. And with a little luck, you’ve made a great impression on your prospect and they’ll decide to take action and move forward to buy your products or services. They may even join you in marketing your business opportunity to others.

 

You can look at this process as using your cunning to out-wit, out-maneuver and in some ways to exploit, jockey, manipulate or convince other people to do what you want them to do... but that would be a distortion of what this message is all about. We want to be pro-active and positive about the use of asking probing questions. We’re all about helping people fill a need. In any communication sequence, one person usually will convince the other to lean in their direction. Our jobs as distributors is to share not convince... to share not sell... to share not tell. We need to use the power of questions to discover the real need and wants of our prospects and to fulfill their wishes. In so doing we get what we want.

 

There are thousands of above average questions you can ask someone... but there are billions of foolish questions to ask. Here are some great questions you can use to retail product, recruit your sales force, and train more effectively?

 

- Can you see the value of...

- Would you get excited if...

- Doesn’t it give you confidence to know...

- Would that be of benefit to you...

- Who will help you make your decision...

- Let me ask you a question...

- Good point, that’s exactly why you should do it...

- Why wouldn’t you just take action with me today...

- What exactly do you mean by, I want to think it over...

- Do you mean not interested for now or forever, please explain...

- Why don’t you take the product and see for yourself...

- Just give me 10% of your trust and I earn the other 90%

- I would like to ask you a few questions and then tell you all about your company, fair enough...

- What kind of money would you like to be earning three years from now...

- What is your plan to get yourself there...

- Would you be willing to go back to school for 9 months, so you could retire in 4 yrs. with a $56k/yr. passive income...

- Would Tu, Thur, or Sat. be better you us to meet next week...

- If the results indicated that an investment in our product only costs .85 cents per day, how could you pass up this kind of value...

- What is important to you about, (your job, a business opportunity, your family, etc...)...

- I need you to authorize the paperwork, press hard there’s three copies...

- Let suppose ___ is no longer a problem, would you get involved...

- What kind of information are you looking for...

- I’m inquisitive, what makes you feel this way...

- What other options are you considering...

- Do you have any questions...

- Would you spouse enjoy hearing about that...

- How do you know when you see a good bus. opportunity...

- Are you dissatisfied with your present situation... Why...

- Are you committed to making a serious change? When...

- How many hours a week will you devote to building your in-home business...

- Did you see an opportunity with our company today... Will you be starting f/t, p/t, or just using the products today...

- What will you do to improve the second half of your day...

- How will I tell David how much I appreciate the message in this article...

- Will I buy him a yacht or a Mercedes 500 SL...

- Will I share this powerful strategy with everyone in my downline...

 

Use these questions and thousands of other great ones to reach all your goals, dreams and aspirations. If you ask good questions, you could very possibly sponsor ten new people in ten days, couldn’t you? I’m sure by now you have clearly understood the benefits of learning a few good questions to use during your business activities. I am not suggesting that you learn 100 of them... but don't you think you need to learn at least a handful sometime soon. Get together with another person who shares you dream of becoming successful in network marketing like you do, and ask them to work with you using the “Buddy System”. You both agree to mutually be responsible to hold the other accountable for learn a few of these questions each month. It’s not hard at all. It’s just a matter of having someone push, prod, and force you into learning some of the questions listed above. I have written another article on the Power of Accountability... Finding and becoming a Success Coach is critical to your ultimate success in this business. Be sure to read that article and others I have put out. Remember, you must continuously invest in your career. Doctors do, mechanics do, every professional does. Why would you think a network marketing professional would be an exception? Some distributors spend more money improving the outside of their heads than they do improving the inside. Make it a goal to attend seminars put on by the leaders of this industry no matter if they’re with your company or not. Genius is genius. Expand your mind and when you’re asking someone to autograph the book you just bought from them, be sure to tell them that I sent you...

 

Write me to share the questions you have used effectively in building your business... email me. I’ll share them with others in subsequent articles, books and tapes coming out in the near future. Good Luck and God Bless..................... Captain Dave

 

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David Klaybor has dedicated his life to teaching. He started at age 18 as a flight instructor and has since established himself as the worlds-expert at MLM time and event management systems. His company, PowerLine Systems, is a generic training and consulting firm. David is blessed to have his name on the cover of 7 books on marketing ….. has built 6 huge downlines… his tools have been on the order forms of huge mlm operations like: Quorum – Rexall – Enrich – FreeLife –Arbonne…etc, etc…. and has designed the most unique business planner tailored exclusively of MLM career professionals. He’s worked with tens-of-thousands of distributors representing hundreds of companies in 12 countries. David’s unique teaching technologies have earned him feature articles in countless business publications. As a Mentor/Consultant, Mr. Klaybor will analyze your distributorship or mlm company operation and give you real solutions to your problems. David has shared the platform with most of the greatest leaders in the industry. Mr. Klaybor was honored to be included by his peers at many powerful industry events. Write Captain Dave at: [email protected] www.DAVIDklaybor.com www.myspace.com/CaptainDaveAuthorSpeaker

 


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