I Am Here To Help You Learn Effective Marketing Strategies


Welcome to my blog, where you will find the best marketing information to help you to succeed in your home business.

Hello, my name is Richard Brokenshire and I’m glad you decided to visit my blog. My goal is to provide you with effective information and tools that will help you become a successful internet network marketer.

For many people, sales remain a mystery. Selling is the highest paid profession in the world, but most people never put a few pieces together to make a profit.

Sometimes they read about it for years looking for secrets and ways to breakthrough, but the money is always illusive.

Making a full time income in business is possible and many people are doing it? But how can it happen for you?

I’m absolutely convinced that a lot of people are just giving up too soon. They don’t quite master the skills that are necessary to succeed.

So here comes a really important thing…the warning part of this article:

The Internet is a fantastic tool, but it’s loaded with traps, and many people who will sell you half of the tools that you need to become successful. After all, do they really want you to build a real business? Keep in mind, if you become successful you won’t need them or their products anymore. So I’ll ask you again, do they want you to succeed?

Unfortunately they have a reputation that precedes them. It’s easy to fall for the hype when you are at your wits end and you haven’t made money yet.

On my blog you will find advice and real world action plans to help you move forward as a person and in your business life. You may find the “tough love” approach difficult to face but if you stick with it you will put it all together and finally realize the your dream of a successful business.

My first bit of advice is this:

The three main things you need to concentrate on are as follows:

1. Generate your own quality leads

2. Call your leads the same day as they are generated

3. Have a long term follow-up system in place

4. Have a quality business plan that anyone can duplicate

You can’t control what the industry, your company, your up line or down line does, but you can control the three things above.

So which one do you think network marketers have the most challenge with? You guessed it, #1.  Although, picking up a phone that weighs 100 pounds can be tough! Most people seem to have difficulty in generating leads.

I can tell you from personal experience that your friends and family members are not the kind of leads that your business needs. Your brother-in-law or postman are probably not the best people to try to get involved in your business.

Maybe chasing down your friends worked in the 1960s but this is the 21st century. You need to move your thinking to the computer age! The good prospects are online right now. You just need to find them.

You may read about “attraction marketing.” It’s really nothing but putting a help wanted ad in front of someone who is looking for that kind of “job.” It’s not rocket science. Anyone can do that.


Thank you!

Richard Brokenshire

How to close a prospect in network marketing


Leading them to “Yes!”



closing a prospect



Leading is probably a bit exaggerated. Okay, it’s not. Most people want to be led. Willingly. No one wants to feel like they are being coerced into following. They do want to feel like they have a benevolent leader. One that will be there for them, to help them find success.


Here are some “leading” questions to ask your prospects who are on the fence or unsure of what to do. They’ve seen the business plan and now they just need to be led to an answer. Keep in mind that it really doesn’t matter what they decide, as long as they decide something.


It’s not the time to present more and more facts to them. It’s not the time to be telling them anything. It’s the time to lead them in the Yes direction.


We’re going to close our prospects by asking them a series of questions and letting come to their own conclusion.


The first question that you want to ask is, “What did you like best about what you saw?” That’s asking them about the what they saw during the business presentation. It doesn’t matter how they answer the question as long as they pick out something from the presentation. Most people will say that they liked what they heard about all the money that they can make from this business. You might find some that say that they liked the products and what they can do for people.


When they answer the question, they are starting to “sell themselves” on the business. You should agree with whatever they said and tell them that opportunity to make money or the products is the best part of the business. They’ve said something positive about the business and you’ve reinforced it.


A lot of distributors will ask the question, “What did you think about it?” Don’t ask that question, ever! It does absolute nothing for you and it leaves an easy way for the prospect to gain control of the conversation. That’s bad when it happens!



closing a prospect - what did they think of it



The next question that you need to ask is, “Can you tell me a little about yourself?” This is a “foot in the door” question. Listen to what they say. It is absolutely amazing what people will tell you, if you let them. This is a questions that leads to a follow up question.


The next question is, “Where do you work?” or “What kind of work do you do?” You want the word “work” in the question. You are reminding them that they work for a living and will have to work, everyday until they retire. You can make small talk here, if you’d like. You can ask them how they like the job. You can ask them to tell you more about what they do. People love to talk about themselves. You’re building rapport and that will help you in the long run.


The fourth question you have to ask is, “What does your future look like, at your job?” This may stop them in their tracks. Don’t say anything until they do, no matter how long the silence is. It may get awkward, but it is critical that your prospect have the opportunity to think about their future. Their future may be fantastic or they may be fearing a lay off. Job security is, surprisingly, important to people.


The answer that you get to that question, will definitely help you to recruit them. Write down everything that they say about their job, especially if it is negative. You can refer back to the negative things as a reason to join you in your business.


The fifth question is, “Do you have any other sources of income, besides your job?” More than likely, they will say “No,” that they don’t have any other source of income. You may find someone who has stocks or bonds that are providing them a small income, which is great, but will it generate enough money to retire on?


This question really makes people realize how vulnerable they are. If they get laid off, downsized or fired, they have nothing or next to nothing to fall back on.



does your prospect have another source of income?



When they finish answering the question, you have an opportunity to tell them a little bit about you and why you got involved in your business. You can tell them that when you started in the business you, “didn’t have any other sources of income either, so this may be something great for you, too. When you joined you saw it as a way to make $500.00 extra per month, working part time.”


I hope you see how that is leading them to make a “Yes” decision. You’ve related yourself to them. You were in a similar situation to what they are in now and you chose to start a business of your own. You’ve told them that an extra $500.00 per month is doable too. Maybe you are making more money than that or less, it really doesn’t matter. As long as you pick an income that sounds achievable, it will be believable.


The next question is, “If you got involved with this opportunity, how much money would want to make, on a part time basis, so it would not effect what you are doing now?”


That question is dripping with psychology. You’re asking them to put themselves into the business. To imagine that they are part of the business, before they have joined. If they can see themselves in the business, then, more than likely, they will join. You are also letting them know that being involved with this business can be on a part time basis and they don’t have to give up what they are doing now. Remember, job security is everything.


There is also a question in there. How much money can they see themselves making per month, in the business. Make them give you a number. It may be $500.00 per month or they could be very ambitious and say that they see themselves making $10,000 per month.


No matter what amount they say, you need to assure them that it is definitely possible to make that kind of money, following your system. You’ve validated the amount of money that they want to make and let them know that there is a system to follow to get to the point of making that amount of money. People like to hear that there is a step by step system to follow!


No matter what amount they said, you need this number for the question that follows.



closing the prospect on how much time it takes



The next question is, “How many hours per week, on a part time basis, would you be willing to invest to make that $500.00 extra per month?” Obviously, you use the amount of money that they told in the previous question. Their answer will tell you if they are thinking realistically or not. If they told you that they want to make an extra $5,000 per month and they are only willing to invest 5 hours per week, then you need to tone down their expectations. It isn’t realistic to think that you could make $5,000 per month in 20 hours. At least not when they are just starting out.


If they told you that they see themselves making an extra $500.00 per month and they will invest 10 hours per week, then you have someone who has realistic expectations. You can tell them that if they invest 10 hours per week that it should be no problem to make that extra $500.00 per month. These will be the best people to work with.


The next question is, “To make that extra $500.00 per month, would be able to put together a list of 10-15 smart, entrepreneurial people, like yourself, and let me help you contact them?” This question gets them to starting thinking like a network marketer. They have to be thinking that all they have to do is to come up with this list and they will be making that $500.00 per month. You’ve also let them know that you will be there to help them with their business.


If they say that they can make that list, you tell them that, “You definitely fit in here. You should have no problem making money, right away.”


You’ve complimented them, in there, as well. You consider them to be “smart” and “entrepreneurial.”


Hopefully, this will take away all their fears.



take away their fears



Now for the last question. It is, “Now that you’ve seen the big picture. You’ve seen the income potential, here. What kind of budget would you see yourself starting with?” This question has two meanings, so you might get questions about it. What do you mean by budget, is a popular one. You explain that their budget includes the investment that they will make in their future by joining your business. There might be one level to join or your company may have several different levels of participation. You could be working with a jewelry company and they may have starters packs that have 10 pieces of jewelry and a pack that has 50 pieces. They have varying levels of participation.


The second meaning of budget is the amount of money that they have to spend on the month to month expenses of running a business.


There are free ways to run a network marketing business, but they tend to be slower and more labor intense.


They need to give you a number that covers the price to join and get the distributor kit. Hopefully, they will have money to budget for the month to month expenses.


Once they give you an amount that they have to invest in their future, you can say, “Well, that’s great! I have an application right here. Let’s get you started. Let’s fill it out now.”


There are several questions that you will need to memorize, but they are fairly easy to remember and they flow very naturally. Find someone to practice on, until you have them down. The questions are designed to lead your prospects to a “Yes” decision. I’m sure that you can see how much psychology is involved in the questions. This should make “closing” prospects much easier for you!



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Are you a member of the NFL club? | no friends left



That’s the “No Friends Left” club



no friends left



It’s a club that most new network markets wind up in soon after they sign up with their companies. It’s not fun to be a member of the club. It’s not their fault, though.


All of the major network marketing companies do the same thing. They tell you to make a list of all of your friends, relatives, neighbors and co-workers. You are told to go out and try to recruit these people. I have to admit, that on the surface, this seems like a good idea. After all, these are the people who know you, like you and trust you. Everyone knows that it is easier to “sell” something to people who know, like and trust you.


The big problem with starting with these people is that they know you. These people have been around you for many years and some have been there, your entire life. They’ve watched you go to work everyday and not rock the boat. More than likely, you’ve never run a business before. Why would these people, in your life, think that you are going to be the next Donald Trump?


That’s not to say that you can’t be or won’t be. Hopefully, the people who know you, know the “old you.” You have started a journey of change and growth. You’re learning new skills. You’re on the road to success, now!


As you contact your friends and relatives, what happens?


They say, “No,” to your business. You might find someone in there who is in search of something different and say, “Yes,” but that doesn’t happen very often. Then your upline tells you to follow up again. You ask them again and again and again. Pretty soon your friends and relatives turn and walk the other way, when they see you.


most people will say no


All of your friends are tired of being hounded about joining your business.


There you go. You have no more friends left. Sad, but true!

Is it possible to recover from being in the NFL club?

The good news is, yes, it is possible!

I’m about to give you a technique that can, actually, be used by anyone in network marketing. It doesn’t matter what stage you are in your career. It doesn’t even matter if you are in the NFL club or not. Anyone can use this technique.

You want your friends back and you would like to visit the relatives, every once in a while, but no one wants to see you or talk to you. What are we to do? First things first. An apology is in order!

You’ve probably bugged them and begged them to join your business or at least buy a product from you. They’ve probably felt like they were being stalked. That’s not a good feeling. Again, it’s not your fault!

I am going to suggest that you hand write an apology note. I know, a phone call or an email would be quicker and probably easier. That’s the point. You want it to look like it really matters to you that they forgive you and it should! You’ve taken the time to think about what you want to say to them and you have hand written a letter to them. This will have a big and lasting effect on them.

In this letter or note you should tell them that you are sorry that you have chased them around town, trying to get them to go to an opportunity meeting with you. You are new to this business and you didn’t know what you were doing. You were just doing what they told you to do. You should say that you know that you should’ve respected their decision about it and not kept going after them. You need to also tell them that you promise not to mention the business when you talk to them, unless they ask you about it. Tell them you value their friendship and that you want to stay friends with them. Then you need to suggest that the two of you get together for coffee or lunch to chat. That’s it. You don’t want to go on and on here.

You should be able to get most of your friends, relatives, neighbors and co-workers back on speaking terms.

This is the part that anyone can use no matter what the situation is. You don’t have to be trying to get out of the NFL club, you just need to want to build your business

Once you are back on speaking terms, you need to write another letter. You want to let your friends, relatives, neighbors and co-workers that you are starting a business newsletter and that you have put them on the list to receive it Let them know that it will be mailed out about every 4-6 weeks.


on good speaking terms


Your newsletter should include the progress that you are making, in your business. You can tell about how you are advertising for new leads. You can let them know how many leads that you got from the advertising and how many saw the business plan. If you recruited people into your business or sold products to someone, you can tell them about that. Tell about your triumphs and about your troubles.

Business is hard, don’t make it seem like it is all a bed of roses. Tell the story about the “one that got away.” People loves stories, good or bad.

You can use your newsletter to advertise or promote your opportunity and products. Advertising your business opportunity should consist of a a couple of sentences asking them to call you, if they have an interest in learning more about it.

To promote your products, write a review about them. Tell all about them and your experiences using them.

You might want to tell about the successes of others, until you have successes of your own.

You can have a special celebration issue, when you get promoted to the next level, in your company’s compensation plan. Keep the newsletter fun, entertaining and educational. The possibilities are, nearly, endless.

Having a newsletter is going to do three things for you

build a successful business


First, it will show everyone that you are committed to being a success in your business. Second, it will make you accountable to all of these people. If you quit, everyone will now it. This makes success the only option! Lastly, it is really good marketing to the people who know you, like you and trust you. When you start having some success in your your business, people are going to want to know if they can do it too.

Imagine how many of your friends will call you when you write about the $1,500.00 bonus check you got that month. There aren’t too many people who couldn’t use a shot of cash like that!

This works if you are in the NFL, but someone new can use this right out of the gate and bypass the NFL club altogether!

Besides, who wants to chase down their relatives trying to get them to sign up with your business?

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Do you reap what you sow?



You reap what you sow


you reap what you sow

I was driving around town, the other day. I was listening to the radio and a guy comes on and starts to read a story. I’m sure a lot of you have heard this story. It’s the story of a farmer who needs to plant his crops.

The farmer goes to his local seed and feed store. He walks in and says, “Hello,” to the clerk. He says, “I want to plant corn on the lower 40. What should I do.” The clerk says, “I think you’re going to need 40 acres of seed corn.”

Where is the drummer when you need a rim shot?

Okay, back to the story …

A farmer went out to sow his seed. As he was scattering the seed, some fell along the path, and the birds came and ate it up. Some fell on rocky places, where it did not have much soil. It sprang up quickly, because the soil was shallow. But when the sun came up, the plants were scorched, and they withered because they had no root. Other seed fell among thorns, which grew up and choked the plants. Still other seed fell on good soil, where it produced a crop—a hundred, sixty or thirty times what was sown.

It’s a nice story, right? I’m sure you’ve heard it before. You must be asking yourself, “What’s this got to do with network marketing?”

As we go out to talk to people about our business and our products, we are like the farmer. We are sow our seeds.

do you reap what you sow?



Like the seeds that fell along the path and was eaten up by the birds, so too will some of the people that we talk to. No, birds aren’t going to eat them up. Some of the people who you talk to just won’t be interested in what you have to offer.

Some of the farmer’s seed fell on the rocks where there wasn’t much soil. These seeds came up very quickly, but when the sun came up it was so hot that they died. This is like the people who sign up as distributors and they go full throttle, for a while. They burn out quickly, too. They are the classic “flash in the pan” people.

flash in the pan

Then there are the seeds that fell among the thorns. They grew up and choked out the plants. They are like distributors who get started with little or no training. They start in their warm market and get told “No” over and over. They are in good soil, but they can’t handle the rejection. Those are the people who will quit in their first 90 days in the business.

Lastly, there are the seeds that fell on good soil and these are the seeds that produce a crop for the farmer. This is like the really good distributors. They might be rare, but they are out there. You just have to go out and start sowing the seeds.

I love parables! Don’t you?


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Is there a difference between network marketing and direct sales?



Network marketing vs. direct sales



network marketing vs direct sales



Have you heard both of these terms used interchangeably? I have. They are similar, but they are not the same. Think of direct sales as a category and everything else is underneath of that.



Direct sales just means selling a product directly to the public without the use of a retail store. Direct sales has also been called, relationship marketing or one on one selling.



A company or manufacturer may not want to expense of a retail distribution system and storefront. Their expenses also include mass advertising. Mass advertising includes television commercials, radio ads, print and other media ads. This type of advertising can reach well into the millions of dollars.



Why would a company or manufacturer want to sell things through a retail outlet when they can hire “citizen salespeople” and just pay them a commission on their sales? Why spend millions of dollars on ads when you can have someone sell your products directly to their friends, relatives, neighbors and co-workers?



That’s what direct sales, as a category, is and why a company or manufacturer would want to use this type of business model. Simply put, it’s a lot more profitable for the company.



Under this category, you have companies that call themselves direct sales companies and network marketing companies, which are also known as MLM companies.



Both types of companies sell directly to the public. What’s the real difference?



The difference between network marketing and direct sales usually boils down to the compensation plan that the company uses.



direct sales companies



Direct sales companies



A direct sales company will pay the distributor a higher commission on each product sold than a network marketing company. Typically, commissions range from 25%-50% of the sales price of the product. Some direct sales companies will allow you to recruit other distributors into your business. They will pay you a very small “override” or commission on their sales.



Network marketing companies



A network marketing company will pay out a smaller amount on the products that a distributor personally sells. The added benefit of a network marketing company is that they allow you to recruit other people into your sales organization. The company will pay the recruiting distributor a small “override” or commission from the sales of other distributors in your “downline.”



As you can see



Direct sales company are placing the emphasis on selling the products. The network marketing company is emphasizing recruiting of other distributor in to the company.



The products they sell



The types of products that are sold by direct sales companies can be, but are not always, higher priced. This allows distributors to make decent money by just selling the products.



Network marketing companies tend to sell products that are consumable, meaning the products are used up in 30-60 days and the customer needs to reorder the products.



The fact that network marketing products are consumable, means a distributor can earn a commission on future sells. This is the famed residual income.



the products they sell



Is one better than the other?



It depends on what your goals are. If you want quick and steady income and don’t mind selling, then direct sales is the way to go. Again, the emphasis is placed on selling the products.



If you are looking to create a long term, residual income then network marketing is for you. You won’t get paid the upfront money that you get from sales in direct selling, but if you are able to recruit enough people into your organization, you can make a lot of money.



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Champagne for everyone!





champagne to celebrate


I got a call earlier this week from a friend, who is a distributor. She was excited. You know, the “I got me one!” kind of excitement. Yes, she had just sponsored her first rep into the business. I swear I could hear the corks popping in the background!



I don’t blame for her being all excited. In fact, I’m glad she was. When you get that first person signed up, you should celebrate. After the celebration is over, it’s time to get to work.



More than likely, you have recruited someone who has never been in business before. They are going to need a fair amount of training. Okay, they’ll need a lot of training.



Getting back to my friend. I continued to talk to her and asked her what she told her new recruit so far. She said that she had gone over how to use the website and told her to familiarize herself with the products. I was impressed. That’s a pretty good place to start.



I asked her what else she had planned for the newbie.



She said she had no idea. That’s a bit scary. Too many times, I hear people say that same thing.



I have always called this “the blind leading the blind.” It is no way to build a successful business.



It’s unfortunate, but true, that must people are waiting to be told what to do. Look at any job place. You’ll find a few managers and a whole lot of people who have no idea what to do or what to do, next. I’ve been a manager before. It can be okay, but all too often, it’s like trying to herd cats.



As a manager, you are given a set of tasks that need to be completed in a certain amount of time. The manager, in turn, gives assignments to the employees. These tasks are usually broken down into small chunks. What happens when that task is done? As a manager, you would want the employee to let you know they were finished so you could inspect the work and give them their next assignment. That doesn’t happen very often.



managers are frustrated



What usually happens is that the person who has finished the task at hand, just stands there admiring their work. They wait for the manager to approach them. What do they care? They are getting paid either way.



Being a manager can get to be very frustrating! (That’s a prospecting hint!)



Before you tell me that not all employees act like this, let me say that I’ve heard these same types of stories from managers of nurses, lawyers, retail people, insurance agents and many other occupations.



Having a new recruit getting used to using the company website, back office and getting to know more about the products is a good start, but you really need a game plan for the types of assignments you are going to give.



Why do you want to give assignments?



tell them to call when they are done



It’s very easy to get into the habit of hand holding or worse. Some sponsors will end up doing the work for a new recruit. That may seem okay when you have 1 person to work with, but how will you do the work for 5 people, when you have sponsored that many? Or 10? You will, quickly, run out of time and energy.



I’m not here to tell you exactly what assignments to give new people. I’m here to say that if you are planning to build a large business, you better get used to assigning people things to do. At least until they are ready to go out on their own.



This will also help you to know who is serious about building their own business and those who will be wasting your time.



As an example …



A typical place to start someone new is to get them to fill out a memory jogger. Have you new recruit fill it out and call you when they are done. If they call you and they haven’t filled it out, there is no sense to give them a new assignment. Just say that they need to complete the first task before moving on.



Obviously, if they call you and they have completed the task, they are ready to get a new assignment.



To sum this up, I’d suggest that you don’t try to micro manage your down line. Don’t do the work for anyone. Give assignments and have your recruits get back to you when they have completed the task at hand.



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