Chapter One - Napkin Presentation # 1 - Two x Two = Four

Now that you have a good understanding of network marketing, let's assume you are now in business for yourself and pursuing your financial goals.

It's time for your first napkin presentation.

(As soon as you can, show a new person this presentation. It will help them think the correct way about this business.)

This napkin presentation will remove the stress of thinking you have to go out and sponsor a lot of people, in order to make a significant amount of money in network marketing.

This presentation will also show you how important it is to work with the people you sponsor and help them get started the right way.


The First Napkin Presentation

This presentation starts by writing down 2 x 2 is 4 and multiplying on down as shown in this figure:


Notice we start using the word sponsor now. 

To the right side of the 2 x 2 column, write 3 x 3 and say, 

"Over here you sponsor 3 people and you teach these 3 to sponsor 3, making 9 more people." 

Then teach your 3 people how to teach those 9 to sponsor and now you have 27 people. Go down one more level and you will have 81 people. 


Notice the difference between 16 and 81 people.

Ask them if they would agree that it's a significant difference. 

Then point out to them the real difference is one.  

Everybody only sponsored one more person.  

Let's say you sponsor four people into the business. Moving to the right of the 3 x 3 column, you again run down a column of figures, writing them down as you speak. 

"Let's see what happens if everybody sponsored only two more people." 

As you continue to write, say, 

"You sponsor 4 and teach them to sponsor 4. Then you help your 4 to teach the 16 they have to sponsor 4, adding 64 to your group. Work down one more level. Before you know it, your group has 256 people."


Again you point out,

"The difference is everyone sponsored two more people." 

We end it with the number five. 

They will usually pick up on it by now and mentally follow along with you, as you write in the final column of figures. 

"5 times 5 is 25, times 5 is 125, times 5 is 625." 


Again, everyone only had to sponsor three more people.

Most people can relate to sponsoring 1, 2, or 3 more, but usually find it difficult to relate to the larger figures on the bottom line. (16, 81, 256, and 625).

So picture yourself in the last column, having sponsored 5 serious people into your network marketing program. 

The "5" at the top of the column represents the ones you sponsored, who are serious about building a business of their own. (You may have to sponsor 10, 15 or 20 people to find these 5 serious business builders.
 

However, once you understand all ten of the napkin presentations, you will find that your people will get serious quicker than people who come into organizations that don't know this material. 

This book will teach you how to work with them, so they will better understand network marketing and become serious about their business.

Notice you have sponsored five people and they have sponsored five people. Add these (circled figures) up and you will have 780 serious people in your organization. 


Do You Sell The Products?

Doing this will help you answer the question, "Doesn't somebody have to sell the product?" 

You've heard that question before, if you've been active at all. 

Simply go through this napkin presentation with them and explain that 2 times 2 is 4...up to 780 business builders.

In any kind of network marketing organization, if you have 780 people simply using the product themselves, you have tremendous volume. (We have not included those who are not serious, but are simply product buyers.)

Now if they all have two, three, four, or five friends...let's say they all had ten customers among their friends, relatives, and acquaintances.

That's 7,800 customers! 

Add to that the 780 business builders in your organization. Do you think 8,580 customers, along with the product buyers, will provide you with a profitable enterprise? 

That's how you make money in any business - by having a lot of people doing a little bit. 

But remember, you are only working with five serious business builders, not an entire army.


How To Grow Your Business

On a regular basis, we come across people in other network marketing programs, who are amazed at the growth of our organization. 

They have been in their programs longer than we have, but are scratching their heads, asking, "What are you doing that I'm not doing?" 

Our response is, "How many people on your front line are you working with?" (The front line are those people directly sponsored by you. They are also called your first level business builders.)

I will usually hear anywhere from twenty-five to fifty or more people. I know network marketers who have over one hundred people on their front line. 

I guarantee you, once you understand the principles outlined in this book, you will pass those people in six months, even though they have been in their organizations for six to eight years.

As we go to napkin presentation #2 covering the "Salesman Failure Syndrome,"  I will give you a simple parallel showing why having a lot of front line people isn't a good idea.

Consider the Army, the Navy, the Air Force, the Marines, or the Coast Guard. From the lowest private up to the top brass in the Pentagon, nobody has more than five or six people they directly supervise. (There may be rare exceptions.) 

Think about it.

West Point and Annapolis each have over two hundred years of experience. 

They do not have anyone supervising more than five or six people. 

So why do people get into a network marketing organization and think they can effectively work with fifty people in their front line? They can't do it. That's why most of them fail in the business. You'll understand this as you continue reading.

You shouldn't try to work with more than five serious people at a time. 

However, make sure that when you sponsor them, you start working down in the group. 

There is a point when they will not need you. They can break away and start another line on their own. 

This will free you to work with another serious person, keeping the number of those you work closely with at five people. 

Some programs allow you to be effective with only three or four people at a time. However, none that I know of can be effectively built with more than five people.

These napkin presentations tie together. Some of the questions you may have at this point will be cleared up as you continue reading the next chapter.

Summary: In order to build a successful business, you don't have to sponsor a lot of people. This is important because most people hate selling. Once you understand that you do not have to recruit a lot of people to be successful, then you are more likely to stay in the business long term.


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