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MLM Promoters Often Recruit the Wrong People

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jamesleong
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Posted: Wed Jul 26th, 2006 06:45 pm

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MLM Promoters Often Recruit the Wrong People
By Roger Ellerton, a certified NLP trainer

MLM, which stands for multilevel marketing, is a genuine and potentially profitable business opportunity. Yet, before getting involved, you need to understand if it is congruent with your personality.

At one time or another, each of us has been approached by someone promoting an MLM product or business opportunity. Some familiar MLM companies are: Mary Kay, Amway, NSA, Herbalife and Nu Skin. For those involved with MLM, there are primarily two ways to make money: sell product or sign-up someone to sell product as part of your organization (often referred to as a downline) - the latter often being the more profitable.

Frequently MLM promoters focus on the wrong personalities when recruiting individuals to be part of their downline. In fact, it is estimated that only about one in ten people recruited succeed at making a full-time living with MLM. To help explain this poor success ratio, let’s consider the Options - Procedures meta program from NLP.

In NLP, meta programs are filters that operate at an unconscious level and determine how you perceive the world around you (see NLP Meta Programs Part I). They have a major influence on how you communicate with others and the behaviors you manifest. For this article, we will focus on the Options - Procedures meta program. This meta program is based on the question: Does the person prefer to keep their options open and explore alternatives or feel most comfortable following established procedures?

The terms Options and Procedures describe two ends of a spectrum. On one end, we have Options people who are motivated by the possibility of doing something in an alternative way. They are the type of people who will develop procedures, yet not follow them. They enjoy breaking or bending the rules. Exploring new ideas and possibilities is of great interest. They may begin a new project and not feel compelled to finish it. It is often said of these people that if someone gave them a guaranteed way to make a million dollars, the first thing they would do is look at ways to improve the process. These people are motivated when they hear words or phrases such as: alternatives, break the rules, choice, flexibility, unlimited possibilities, the sky's the limit, expand your choices, let's look at other options. These people do well in situations that require developing solutions or alternatives to current systems - fashion designing, process re-engineering.

On the other end of the spectrum, we have Procedures people who like to follow established rules and processes. Once they understand a procedure, they will follow it repeatedly. They have great difficulty developing new processes and feel lost without a clearly defined procedure. They are more concerned about how to do something than about why they should do it. For them, bending or breaking rules is sacrilege! They are motivated by words and phrases such as: correct way, tried and true, first … then … lastly, clearly defined path, proven methodology. Procedures people do well in a structured environment with clearly defined processes, for example bookkeeping or commercial airline piloting.

In a general work context, about forty percent of the people have a preference for Options, forty percent for Procedures and twenty percent are fairly evenly balanced between the two.

Now, let's return to looking at MLM. Of the two types of people, which one will most likely be successful as an MLM distributor? I suggest that MLM organizations have been successful because they have developed proven, successful ways to sell their products and to build an extensive and profitable downline. In other words, their ideal candidate is someone who follows a proven set of procedures - a Procedures person!

Yet, when I am approached by an MLM distributor or attend an MLM recruiting meeting, I repeatedly hear words such as: the sky’s the limit, gives you freedom, you are your own boss, flexibility, explore the possibilities, keep your options open, … . That is, they are speaking to and attracting Options people. Options people are attracted by the freedom and flexibility of the opportunity and readily sign-up. The first time they market the product or business opportunity, they may follow the proven process, the next time, they will probably do it a different way and different yet again the time following that. At some point, they may develop a brilliant way to develop their business. However, they don’t take time to fully develop the procedures before moving on to something new. Thus, they do not achieve the full potential of the opportunity.

On a related note, it has been discovered that telemarketers with a preference for the Procedures pattern sell about three times as much as Options people. Simply because sales (and MLM) is a very structured process.

Posted by...

James Leong
Master Practitioner of NLP

Last edited on Sat Jul 29th, 2006 08:53 pm by jamesleong

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DougRagan
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Posted: Thu Jul 27th, 2006 02:17 am

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James!

Good to see you my friend.

Another great post!!

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Shayah
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Posted: Thu Jul 27th, 2006 04:42 pm

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Thanks James! In looking at the people who are actually following the steps and having success, your explanation describes them exactly! I'll focus my marketing efforts on people who respond to the "tried and true"

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jamesleong
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Posted: Thu Jul 27th, 2006 08:29 pm

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Austin, Doug,

Thank you for your kind compliments... just paying forward.

I look forward to all your contributions too!

To Your Success,

James Leong

I'm in the white shirt

Last edited on Thu Jul 27th, 2006 08:32 pm by jamesleong

jamesleong
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Posted: Fri Jul 28th, 2006 09:21 am

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Shayah wrote: Thanks James! In looking at the people who are actually following the steps and having success, your explanation describes them exactly! I'll focus my marketing efforts on people who respond to the "tried and true"
Hi Austin,

Thank you for subscribing to my FREE sponsoring tips!

Please feel free to forward them to your downlines and

friends in MLM

To Your Succss!

James Leong

rws1
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Posted: Fri Jul 28th, 2006 01:33 pm

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Do you have any suggestions for interviewing prospects to determine where they are on the spectrum? I think that is very important before you invest time in your prospects.

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n2mlm4life
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Posted: Sat Jul 29th, 2006 02:34 am

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Hi James,

Thanks for your post. I can relate to it because when I first started with my company I had a hard time figuring out the system that my company kept talking out. They would always if we followed the system we couldn't help but be successful but they never explained the system. I didn't know the system for a long time. No one really showed me nor explained it to me. I also realized a lot of other people didn't really know the system either. A lot of people had their own system so if I didn't like their system, I tried a different way to recruit and sell our product.

We are always told that everyone who can breath is a prospect. I thing that is wrong because we are not looking for people who are really not qualified for our opportunity. I don't look at everyone as being a prospect anymore. I am only looking for those who are coach-able, dependable and have a real desire to improve their life. I can work with that person a lot better than someone who I convinced to join the business.

To you success!

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jamesleong
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Posted: Sat Jul 29th, 2006 08:57 pm

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Thank you for your kind compliments.

I'm so glad you find the post useful.

Cheers,

James Leong
Master Practitioner of NLP

Elias
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Posted: Tue Aug 1st, 2006 10:48 pm

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Hi!

I believe we who work with MLM shouldn't look that much for "opportunity seekers", those people are in general to lazy for network marketing.

Our targeted market are people that are looking for a "home based business", and are ready to invest their time and money to reach their goal.

/Henrik

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larryjohns
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Posted: Wed Aug 2nd, 2006 03:00 am

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James,

I just read your post, sorry it took me so long to get to it. I just recently joined the forum, and I have just been looking around and reading some of the post. There is a lot of good infomation here.

Even though I am fairly new at network marketing. I was in a company previously to the one I am currently in. Of course it was for a short period of time. As I read your post about the two personalities, Options and Procedures. I have to honestly say the reason I wasn't successful with that company, or at least one of the reasons was that I was definately an Options personality. I was always looking for an alternative way to build my business, to prospect, to promote. I was always looking for a better way. I didn't give the company's systems enough time to see if they worked or not. So I wasn't successful and blamed the company. Yea I was bad.

Now having said that. Can one change from being an Options personality to a Procedures personality. If so HOW?

I am doing a little better with my current company because I am being more accountable to other people in what I am doing, but It is really tempting to go off the beatin path.

Any help would be greatly appreciated. Thanks

Larry

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Elias
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Posted: Thu Aug 3rd, 2006 11:24 pm

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Hi Larry!

I don't know if I can point you in a good direction, but one guy
named Jack Zufeldt on http://www.thednaofmlmsuccess.com change my view on all this.

People who succeed, has in general a HUGE DESIRE, they want it so bad that, they do almost anything to get it.

I believe the key is to find your "QUORE DESIRE", and that's exactly what Jack Zufelt helps you to do.

Sincerely

Henrik

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vern
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Posted: Fri Aug 4th, 2006 01:23 am

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Hi James,

you're right. there is really a difference between the options prospects and those that really believe in the system. Recently I had one of my downlines dropped out after much coaching and hand holding. All this happened in such a short time span of only a few weeks!

What a way to success right ? I thought about the beginning when this person actually expected me to do everything for him and not wanting to do anything at all no matter what hot tips I fed him with. It just wasn't enough to him anyway since it was more spoonfeeding that he needed not how to fish.

I've learned a lot from here and its totally important to qualify your leads before actually getting them in the business. Saves both parties time anyway. However, Thanks and your post is truly a helpful one in bringing clarity to this widely misunderstood part in this industry.

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larryjohns
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Posted: Fri Aug 4th, 2006 02:59 am

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Thanks Henrik,

Jack's site looks very interesting. I briefly read thru it, but will have to go back again and read it a little closer. Thanks for the info.

Larry

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tuscany
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Posted: Fri Aug 4th, 2006 07:58 pm

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Hi James,

I really enjoy reading your posts and have subscribed to your newsletter. Thanks for the great insights.

I am fascinated with NLP and know people who are practitioners. I am in the wellness industry and have often thought of taking training in NLP. Any suggestions where to begin ?

Thanks again James.

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jamesleong
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Posted: Fri Aug 4th, 2006 08:04 pm

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tuscany wrote: Hi James,

I really enjoy reading your posts and have subscribed to your newsletter. Thanks for the great insights.

I am fascinated with NLP and know people who are practitioners. I am in the wellness industry and have often thought of taking training in NLP. Any suggestions where to begin ?

Thanks again James.

Hi Maggie,

For more information on training in NLP,

please send me a email.

Cheers,

JAmes Leong

larryjohns
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Posted: Sat Aug 5th, 2006 02:26 am

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James,

Thanks for the tip, I did request your newsletter. I am hoping it can help my recruiting efforts dealing with prospects over the phone. Thanks again

Larry

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jamesleong
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Posted: Sun Aug 6th, 2006 02:36 am

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Yes Larry, you'll certainly find some useful tips

on prospecting over the phone.

James Leong

vern
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Posted: Sun Aug 6th, 2006 07:07 am

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Hi James,

on a lighther note, NLP = neuro linguistic programming , right ? if yes, where did you get started before you where seasoned on this at all. Are you familiar with Joe Vitale?

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antares
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Posted: Sun Aug 6th, 2006 08:23 pm

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Hello Everyone,

I want to thank James for posting my article "MLM Promoters Often Recruit the Wrong People". This article is an extract from my book "Live Your Dreams Let Reality Catch Up: NLP and Common Sense for Coaches, Managers and You"

The original article can be found at http://www.renewal.ca/articles.htm

Best regards

Roger

--

Roger Ellerton PhD, CMC

Certified NLP Trainer

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jamesleong
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Posted: Sun Aug 6th, 2006 08:50 pm

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Hi Roger,

Thank you for writing the article in the first place

By the way are you involve in any MLM opportunity?

James

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