Chapter Three - Napkin Presentation #3 - Four Things You Have To Do
In the first napkin presentation, you were taught some of the things to do.
The sunshine in California represents reaching the top of your network marketing business. (When you arrive in California, you have successfully reached the top.)
The amount of money it takes to get started depends on the company you choose as your vehicle.
The second thing you need to do, as you take this trip, is buy gas and oil.
Remember, we showed you in napkin presentation number one, that with 780 people in your business, it doesn't matter which program you are in, you will have sizable volume.
The Third Thing You Need To Do
The third thing you have to do is get into high gear. (Of course, no one starts in high gear.)
Teach your five people to teach their five people to get into first gear five times.
If you didn't do number three, which is get into high gear, and did a lot of number four, you would never get out of the driveway. (That's what salesmen do.)
Starting from square one with your new person, you want to get the number "5" into their subconscious.
Remember, to get into a network marketing program, you have to have a sponsor.
The second napkin presentation showed you several things not to do, as far as working in depth with your organization.
In this next napkin presentation, there are four things you have to do, so you can be successful in network marketing.
(These four things are an absolute must, in order to achieve success in your business.)
Everyone in network marketing who is making $100,000 to $200,000 per year, did these four things.
To help you remember these four essential things, here is a story.
Let's imagine you want to take a trip in the family car. You're leaving rainy Washington and driving to sunny California.
The First Thing You Need To Do
The first thing you have to do is get in and get started.
Obviously, no one in network marketing has been successful, unless they first got started.
It can range from zero to $100, even $500 or more.
The Second Thing You Need To Do
The second thing you need to do, as you take this trip, is buy gas and oil.
As you travel to the top (California), you will use up the fuel and oil. (Products) It will be necessary to replace them.
Network marketing works best with consumable products.
You must use your company products. You use those products and buy them again and again.
And again.
(Month, after month, after month. Year, after year, after year.)
Naturally, you can see the advantages of building a business with a vehicle that has consumable products. (Most network marketing companies are in this category.)
Products that are not consumables are usually marketed through retail or direct sales methods. (This is not always the case.)
The other result of you using the products is you will eventually get excited about them.
Rather than spend a lot of money on advertising, network marketing companies use their profits for development of products.
As a result, these network marketing companies will usually have higher quality products than what is typically available in a retail store.
The Third Thing You Need To Do
The third thing you have to do is get into high gear. (Of course, no one starts in high gear.)
We all start out in neutral. We may be in the car, still in the driveway, with the key turned on and the motor running. However, if we never get out of neutral, we will never reach our goal, which is to get to California.
To get your car into gear, you must sponsor someone into the business.
To get your car into gear, you must sponsor someone into the business.
When you sponsor someone, you are in first gear.
You should be in first gear five times, with five serious people.
In one of the other napkin presentations, I show you how to determine which of your people are serious.
You will also want your five people to get into gear.
You teach them how to get into first gear by sponsoring someone.
When each of your five people are in first gear five times, you will be in second gear twenty-five times.
Teach your five people to teach their five people to get into first gear five times.
They are now each in second gear 25 times. This puts you in third gear 125 times.
When you have third level distributors in your organization, you are in third gear.
Have you noticed how much smoother your car runs in fourth gear?
So does your organization.
As soon as you can, you want to be in high gear (fourth gear).
When your first levels are in third gear, you will be in fourth gear. Naturally, you want your people to be in fourth gear as well. When they are, you are in overdrive.
How do you get into overdrive?
You simply teach the people you sponsored to get their people into third gear. This puts them into fourth gear and puts you in overdrive.
The Fourth Thing You Need To Do
While on your journey to California, the fourth thing you need to do is share your products with the people who are going with you.
Let them try them. Let them experience the benefits of the products.
When they want to know where they can get them, guess what you do?
So share with your friends. (For a number of people, this is the retailing part of the business.)
It's important to notice that as we went through the three napkin presentations, we've told you the four things you have to do to be successful.
Not once did we tell you that you have to go out and sell.
In the usual sense of the word 'sell,' you don't have to sell the products.
You can share the products with your friends.
(You can even share the products with strangers. When they see the benefits of your products and your marketing plan, they will become new friends.)
You do not need a large number of customers, maybe ten or less.
If all you have are ten customers, then that's okay.
It means item number four is a small portion.
What if we do not bother to do number four at all? You could still get to California by doing the first three things.
If you didn't do number three, which is get into high gear, and did a lot of number four, you would never get out of the driveway. (That's what salesmen do.)
Once you understand this and tie it in with napkin presentation # 1 and napkin presentation # 2, you will start developing the proper attitude about network marketing.
All you need to do is find five serious people, who are serious about the business.
Again, find five serious people, who are serious about the business.
When you run into people and ask them how they are doing, you may hear the response, "Gee, I can't find anyone who wants to sell."
There's that word "sell" again. Quit looking for people who want to sell.
Start looking for people who want to build a business and earn an extra $600, $1,200, or $1,500 per month, without having to go to work every day.
Do they know anyone like that? (Do you know anyone like that?)
Their answer will be, "Yeah, pretty much everybody."
Those are the people you want to talk to, because everybody would like to have that kind of income coming in every month.
Point out to them that it may take five to ten hours a week of their spare time to build a business.
But then ask them, "What's wrong with that?"
Your Success Is Not Automatic
People sometimes get into network marketing and think somehow it's all going to happen, simply because they signed up. Not so!
Remember, the car we are driving to California does not have an automatic transmission.
There are people who have gone to college to get a degree. They go to school every day. They study all day and half the night, week after week, for years. (By the way, there is nothing wrong with obtaining a college degree.)
How much money are they earning when they are finally able to graduate?
So invest five to ten hours of your time each week to learning the ten napkin presentations, as well as everything you can about your network marketing company.
When you learn and understand them, you can teach the napkin presentations to others.
The book you are now reading is the key to your success.
We don't want you to get uptight, thinking you can't teach someone what you are learning here.
This may be the first time you've heard of these concepts.
You don't have to know it all well enough right now to teach it. Let them read this book and let the tools do the work for you.
If your sponsor is a true sponsor, they will help you with your first five people. (Notice, it's a helping relationship.)
During the process of showing the napkin presentations to your friends and family, your sponsor is also training you.
As a suggestion, you should set some sort of goal for yourself.
When you are twenty percent up the ladder in your program, you should know and understand the ten napkin presentations.
By the time you get most of the way, you should be able to teach others.
When you are near the top, you will be able to teach your people to teach others.
It's something beneficial that you can master over a relatively short period of time.
With this Own Your Life book and audio, you can read, study and listen to the audio again and again and again.
If you were given an assignment to do the above, and you had to go through the material five, six, or ten times, and a year from now you could be making two, three, four, or six thousand dollars a month, is it worth spending five to ten hours a week?
Now you have to admit, that's a pretty neat way to go to school, right?
Take a look at some of those college textbooks and trying to learn what they contain. They're not going to make that kind of money for you.
The Four Things You Have To Do
1. Get in and get started
2. Use the products
3. Shift into high gear
4. Share with friends (retail)
Welcome to network marketing university.
Summary: Network marketing is a real business. You are not trying to talk people into anything. There are four things you do to get started:
1) Sign up with your company.
2) Use the products. (Find two or three products that you love.)
3) Sponsor and teach a new person (Eventually, you'll find five serious people.)
4) Share the products with friends and get a few customers. (This step is optional.)
When you introduce someone to network marketing, the timing might not be right for them. Consistency is the reason you'll succeed or fail in network marketing. The Own Your Life system works, if you work the system.
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