Episode 11: The Art Of Recruiting: Simplified

An associate of mine sent me an email last week. In the email was an overview written by Bern Moses called "The Big I". After reading it, I called my associate on the phone and told him we needed to contact Moses and get his permission to share this with my Foster kids. Needless to say, we got that permission. I am proud to present this overview, along with my comments.

By far, a very important piece of any MLM is recruitment. For them, it means exposure and more money. For you, it means more money, a sense of accomplishment, and growth. Over the years that I have been involved behind the scenes in MLM, I would say that one of the top questions I hear is, "How do I get someone to sign up?" Normally, the response I hear is something like, "Go talk to people." or, "Share your story of success". Friends, if you don't know how to speak to someone, then speaking to them does you no good what-so-ever. Many
listeners will remember the story of Joe from Episode two. Not only did he not know his story, or product, but he had no idea how to talk to people.

Enter Bern Moses and "The Big I". This, my friends, will change the way your online success story reads. I can almost guarantee it. This will not only help you add to your downlines, but it will help you maintain your downlines as well.

I encourage you to visit Bern's website: http://www.bernmoses.com , to learn more.

THE BIG I…(Bern Moses)

Initiate
Engage through eye contact, a smile or a gesture. Acknowledge their humanness, “I’m sorry to trouble you if I have”… I hope you’ll understand, I just felt compelled to ask you…. etc. How
long have you worked here? Are you an owner or principle of the company”?


You have to kick things off. Your telephone isn't going to magically ring with
people wanting to join you. People aren't going to walk up to you and say, "Hey,
do you know of an exiting business opportunity that I could get involved in right
now?" That will simply not happen. You have to take the initiative and Initiate
the conversation.

Inquire
“Are you the kind of person that keeps their options open, when it comes to enjoying an income? Would you consider an interview for a different situation?"


I encourage you to ask questions that will keep the conversation rolling down
a directed course. Find out as much information about them as you can. What their
dreams and hopes are... what they need right now in their lives to feel more
at ease... and remember what they say.

Inform
“This is an exciting new, credit reporting company that is guaranteeing people that they can blish their credit without going into debt and paying high interest rates.”

“Due to the exciting nature and popularity of the service, they have decided to depend upon word-of-mouth advertising to acquire its members."


You have to let them know, up front, what the story is. This means you need to
know the story yourself. You need to know the story well enough that you can
weave in information you gained from your inquiries to them as well... for example,
"Jack, you told me you could use an additional $500 a month, let me show you
how this program can help you achieve that goal..."

Invite
...them to a one of the several third party sources of information: Teleconference calls that present business overviews, a local meeting, the Website(s) or a 3-way call with an Upline spokesperson.

It can be difficult sometimes for you to tell the same story over and over again.
Your time is precious. Setup teleconferences, meetings, and the sort to present
the information one time to many people. This will keep the information fresh,
vibrant, and exciting. How would you feel if you asked your question for the
first time, and got the most sluggish response ever, "Yes... this is for real....
it really does work..."... the next sound from that conversation would be <click!>

Investigate
Be with them as they examine the company. Escort; accompany them so as to be present for their questions, considerations and reservations.

You have heard me say time and time again that a confused mind always
says 'no'. I recall going to work for a company, and, on day one, being told
to go sit in a back room, alone, and review their company website. "That",
they said, "will answer all your questions.".. in reality, it created more
questions, doubts, and disbeliefs than anything else. I came out of that
room more confused than when I went in to it. On a personal note, be sure
you review the website yourself before giving them a tour, as people tend
to update websites from time to time. ;-)

Involve
...them by asking them, “Is there any reason why we can’t get started right now? What else do we need to do to get you enrolled now?"

You become part of the decision making process. You do not want to alienate
them, leave them out in the cold, alone, to make a decision. Your strength,
solidarity, and commitment will help them to make the right decision.

Instruct
Remind them of all the things you just did and teach and coach them how to do the same.


The best thing they can do is repeat the process they just went though with
you. With the proper information, knowledge, toolset, and teaching, they
can do just that. This requires that you communicate with them on an ongoing
basis.


Inspect
People don’t do what you expect, they do what you inspect.

An interesting thing about world history: if it's not written down, it didn't
happen. Let them know you're going to check up on them and the work they're doing.
Let them know you're going to peek in on their sales efforts, and their downline.
And let them know if they need help, that you will be there to help them.

Inspire
Let them know you continue to care

Motivation is good. But motivation is temporary. Inspiration is better, as
it is a permanent state. Once someone has been inspired to do something,
act a certain way, or believe certain things, the likelihood of them deviating
from that course are slim to none.


Instigate
Urge on, to encourage, to goad, to cajole, stir up, to foment (promote the growth and arousal of their dream and vision.)

You have to keep them interested in their own success. As you continue to sell
products, and grow your business, share those stories with them. If you notice
one of your downline doing an excellent job, commend them in font of the others
in a public fashion. Reward them. Keep them pushing forward. Because, after all,
the better they do, the better YOU do.

There you have it. The Big I. A very simple, easy to remember method to not only grow your downline, but to retain and maintain it as well. This system get's the Phil Foster Seal Of Approval, ten fold. I highly recommend you study it, learn it, and use it. Do visit Berns' website. If he asks, tell him Phil sent you.

For MLMEruption.com, this is Phil Foster - The Trusted Voice of MLM.