“Daniel-san, must talk. Man walk on road. Walk left side, safe. Walk right side, safe. Walk down middle, sooner or later, get squished just like grape. Same here. You karate do “yes,” or karate do “no.” You karate do “guess so,” get squished just like grape.” -Mr Miyagi, The Karate Kid

Like walking down the road, doing martial arts, and prospecting, you have to commit fully, or you’ll “get squished.”

From the first moment you interact with a prospect, they are evaluating you. What you say, how you say it, your body language. They all send your prospect signals about the type of person that you are.

If you do “middle of the road” or “guess so” prospecting, your prospects will jump all over you like a pack of dogs. They’ll ignore your calls, hang up on you, blow you off, or perhaps the worst of all, pitch YOU on THEIR business while YOU’RE paying for the call.

Most network marketers have no idea how to present themselves and so the prospect dominates the interaction. They get themselves in a situation where the prospect is evaluating them. This is backwards from the way that all expert recruiters work.

The goal of interacting with any prospect is to assess, as quickly as possible, whether you think they are right for your business or not. Get rid of the losers and move on to the next one. It’s not unheard of for expert recruiters like Mike Dillard or Mark Weiser to disqualify a prospect based on how they answer the phone.

Prospect (picks up phone): “What!”
Expert Recruiter: “Sorry wrong number”

Good prospects, that will make good distributors, will join your business for 2 major reasons. The first reason is that you have positioned yourself as a leader and the prospect thinks they will gain skills my interacting with you as part of your downline.

Going back to the quiz question, how many messages is the right number. In this case “How many?” is not as important as “How It’s Done.” A single message displaying knowledge, authority, and leadership skills is about the best that you can get. And if you’re really making a serious number of calls, it might be worth investing in an autodialer service that ensures you only ever actually talk to live people.

When it comes to talking to prospects, success will come when the emotion leaves. When you stop worrying about what your prospects think and you start objectively evaluating whether or not you want to work with an individual, you’ll find that sponsoring will become easy.

For some other great free prospecting and sponsoring tips like overcoming objections and the top 3 questions you should ask a prospect, get the free video with Mark Weiser and Mike Dillard. It over an hour long and it’s worth it to watch every minute. You can get access to it here.

I don’t want to leave any of you hanging here. “But what if I just started and I’m not a leader? My downline is full of exactly no one. How can I convince prospects that I am a leader?”

There are two answers to that, and they both are simple.

1. People respect passion. Are you fired up? Use it to your advantage. I can think of many conversations I’ve been in where I had absolutely no previous interest in what the other person what saying, but they spoke with such passion and conviction that I hung on their every word, asked questions, and afterwards wondered where the time went. Be that other person. Don’t blab on and on, but channel your newfound enthusiasm for networking and share it with each and every prospect.
2. Acquire knowledge and new skills that will automatically position you as a leader. You don’t need a PhD, you just need to know more than your prospects. Often this might mean only a few hours of research or reading a book or two. You should be doing this anyway, but if you’re brand new, DO NOT UNDERESTIMATE the power of passion.

For more tips, go get that free video.