See My Other Personal Development Works Reviews
Go Pro by Eric Worre is an amazing book for anyone considering joining or building network marketing.Β He goes through many many elements that everyone starting out in network marketing should know.Β He also more recently released a DVD about network marketing called Rise of the Entrepreneur – see my review of Rise of the Entrepreneur here.
Go ProΒ by Eric Worre
Buy “Go Pro” Here
Download my notes here: Go Pro.docx
My Review
Great book.Β I highly recommend it
Here is this book in a nutshell:
Network marketing is cool.Β It’s the perfect career.Β The economy is changing and network marketing gives you lots of options and opportunities.Β The only catch is that people may think less of you.
Make the decision to go pro.Β Don’t do it as a hobby, poser, or amature.Β You need to learn some skills.Β Β Here are the seven skills that will help you succeed:
1) Finding Prospects
2) Inviting Prospects to Understand Your Product/Opportunity
3) Presenting Your Product or Opportunity to Your Prospects
4) Following Up With Your Prospects
5) Helping Your Prospects Become Customers or Distributors
6) Helping Your New Distributor Get Started Right
7) Promoting Events
Have patience.Β Anything worth having is worth working for.
BuyΒ Go ProΒ by Eric Worre
Buy “Go Pro” Here
Introduction
Eric tells his story of how he became a network marketing distributor.
Musing on his decision, he explains how if we consider what a perfect career would be, we might end up concluding that network marketing comes out on top as having all the elements of a perfect career: one that gives you time and financial freedom, is unlimited potential earnings, lets you travel, meet people, get paid for all your successful efforts, and allows you to grow and develop in amazing ways.
Other careers Eric analyzed:
- White Collar Job – professionals and corporate positions
- These people are achievers
- To be successful in these environments, you must be good at politics
- People either hide or fight political battles
- Sales
- Has its ups and downs
- Volatile market
- Never realize the full profit of your efforts
- Must wait for opportunities for promotion
- Traditional Business Owner
- Huge capital investment
- Must be all things (tax, legal, management, marketing…)
- Investor
- Need money, knowledge and skill
- Lots of risk and easy to lose out unless you know what you are doing
- Multilevel marketing
- Perfect for all the reasons listed here
- (1) Work when you want (2) Great product (3) Great income (4) Meaningful contribution (5) International (6) Low risk and start-up cost (7) Enjoyable
New world and changes happening require us to look at new types of jobs and roles.Β Network marketing has huge potential because of its efficiencies, flexibility, and ability to progress at your own pace.
Decide to Go Pro
Eric suggests that to be successful and truly enjoy network marketing, you must go pro, or in other words, treat the enterprise as a true profession.
Professionalism requires skill, enthusiasm, organization, and passion.Β When it comes to skills, focus on the 7 skills presented below.
Before you start, look at the company.Β It must have the following elements:
- A product you believe in and can get behind
- Compensation plan – must be practical and reasonable
- Company and executive team
If other people are successful in the company and you are not, it is your fault because everyone has the same product and company.Β If they can do it, you can, too.
There are Three types of people that come into network marketing:
- Posers (Just want to look good, but not work)
- Amateurs (luck, timing, lottery)
- Professionals (Expert at the skills required to succeed)
Be a Professional (person an expert at the skills required to build a large network marketing organization).
The Skills
Say good bye to your upline, and take responsibility for your network marketing career.
1) Finding Prospects
2) Inviting Prospects to Understand Your Product/Opportunity
3) Presenting Your Product or Opportunity to Your Prospects
4) Following Up With Your Prospects
5) Helping Your Prospects Become Customers or Distributors
6) Helping Your New Distributor Get Started Right
7) Promoting Events
1) Finding Prospects
Finding prospects is a skill.Β It doesn’t matter what network you came to the table with.Β Besides, you will work through your warm market pretty quickly and will need to either extend your network or tap into the network of others.
Amateurs think it is all up to what kind of list you have.Β Professionals recognize it is a skill.Β You must make a list or EVERYONE you have ever known.Β Build a huge list of all your contacts.Β Keep up relations with people.Β Best to do this in a creative way.Β Keep building this list.
Four Steps
- Make a list
- Referrals
- Expand the List
- Network on Purpose
2) Inviting Prospects to Understand Your Product/Opportunity
Your list will serve you when you begin to invite people on the list.Β Here is the difference between those who succeed and those who don’t:
- Amateurs – hunt people and chase them
- Professionals – farmers build relationships, offer education, and a common sense recommendation
Get out of your way.Β It’s not about you.Β Focus on the message not on what people think of you.Β Avoid dazzling the world with your intelligence.Β Educate others, sell benefits that add value to them, and invite them to join you.
Four emotional rules to successfully invite:
- Detach –Β Be unattached from the outcome.Β Your intention is to educate and help people understand how your product can empower them and solve their problems, alleviate their pain, and help them reach their goals.Β In a word, serve.
- Be Yourself – Focus on being your best self.Β Be authentic.Β Allow your true colors to shine through.Β People need a relationship with you to feel trust.Β Being authentic will help them feel that personal connection — the world need more of that these days.
- Passion – Speak from emotion, excitement, and inspiration.Β Put a smile on your face even if you are talking on the phone.Β Listen to inspirational music that moves you.Β Use strong and happy essential oils aromatically.Β Laugh, shout, read inspirational words.
- Posture –Β Be bold, confident, and strong.Β You need it.Β The people you serve need it.Β Build up your energy before you present.Β Laugh, shout, read inspirational words.Β Sit up.Β Stand tall.Β Speak up.Β Smile.Β Love.
Eric Worre’s 8 Steps to A Perfect Invitation:
- Be in a Hurry β prevents questions & creates Focus
- Psychological issue β people are more attracted to people who have things going on
- βIβm in a hurry, but I wanted to talk to youβ¦β
- Complement the Prospect β gets people to open up β opens up real communication
- Sincere complements β this is the key to the complement
- Find something that you can honestly say
- βYouβve always been so successful, and I admire thatβ¦β
- Sincere complements β this is the key to the complement
- Make the Invitation β
- 3 Kinds
- Direct approach β
- βI found a way for you to get richβ¦β (reserved for people who respect youβ¦)
- βAre you serious about finding a way to make more money? I found a way to make that happen.β
- βIf there is a business that you can make money part timeβ¦ would you be interested.β
- Indirect Approach β Asking people to help and guidance
- βI just started a new businessβ¦.would you mind if I could practice on someoneβ
- βIβm starting a new business, but would like some guidance, would you look at it and give me some input?β
- Super Indirect Approach β Tell prospects they are not a prospect, but you are wondering who they know β referrals
- βThis is clearly not for you, but who do you know that is interested in generating additional cash flow.β
- βI understand that you would like to have some more invitationβ¦ Here is some more informationβ¦.β
- Direct approach β
- 3 Kinds
- If Iβ¦ Would You β
- Example: βIf I gave you a video, would you watch it?β
- Why
- You are giving something if they promise to do something
- Implies you have something to offer (value what you have)
- If they want information
- Tell them the information is in what you are sending to them, will they review it
- Do not give your material to them unless they promise
- Confirmation # 1 β Time Commitment β
- βWhen do you think you would be able to review the materials I send you?β
- Donβt suggest a time for them
- They must think about their commitments and get back to you
- I donβt want to waste your timeβ¦ letβs lock in a time
- Confirmation # 2 β Confirm Time Commitment β
- βSo, if I called you Thursday evening, you will have looked at it for sure, right?β
- Confirmed over three times
- This is an appointment they had set.
- Confirmation # 3 β Schedule Next Call β
- βCan I call you then to see what you though?β
- βWhatβs the best number for me to call you on?β
- Permission Based Marketing
- Get Off the Phone β
- [you got the commitment] Runβ¦
- βSee you then. Iβve got to run.β
3) Presenting Your Product or Opportunity to Your Prospects
Don’t be the issue.
- YOU are not the issue
- You do NOT need to be an expert on all the facts
- Do not be the source of information
- Too much work
- Not duplicable (would take too long to get there)
- Act as a Consultant
- Connect them to tools or things that give them their information
Keep it simple.Β It doesn’t matter what works.Β It only matters what duplicates.Β Whatever you do, others need to copy.
Bring your passion, enthusiasm, and belief.
Don’t be the source of information.Β Point people to the sources of information or third-party resources.Β Let the product and promotional material do the selling when possible.
Your story is important because people don’t just get the product they get you.Β Make your story short and compelling.Β Practice it.Β It should sound something like this:
- Your background
- What you didnβt like
- How your product came to the rescue
- Your results β how much better life is now
Practice and prepare for your presentation.Β Write it down.Β Record it and listen to it.Β Look for opportunities to present it.
4) Following Up With Your Prospects
“The fortune is in the follow up”
Following up is simply means doing what you said you would do.Β Use a calendar.Β Keep your promises.Β Your time is valuable and so it the time of others.
The purpose of every exposure is to set up the next exposure.Β Just keep the conversation alive.Β If people have not said, “No,” they have not said, “No.”Β Keep it alive.Β Your relationship with them also needs to be more than the product.Β Talk about other things.Β Cultivate a sincere interest in them as a person.
When you follow up, don’t say, “What did you thing?” (like after someone reviewed a sample).Β If they haven’t used or reviewed it, re-commit them.Β If they have, ask, “What did you like the best?”
Rate their interest:
“On a scale of 1 to 10, how interested are you in getting started now?”
“How can I help you get to a higher number?”
They will usually say something like try the product or understand more, or talk to a spouse.Β Give them what they ask and set up the next exposure.
The next exposure is key.Β It takes 4-6 exposures on average for someone to join.Β Educating is your goal not landing the sale (that’s their choice).
Condense the time in between exposures for better results.Β Keep their interest.Β Stack exposures as closely as possible.
Answer questions and resolve their concerns to the best of your ability
Concerns and objections regarding the business opportunity usually break down into two categories: limited belief in their abilities and limiting beliefs in network marketing (the business model)
- Limiting beliefs in their abilities
- What they sayβ¦
- I donβt have the money β¦ time β¦ not my thing
- Iβm not a sales person
- I donβt know anyone
- Iβm too old, too young, etcβ¦
- Bad Approach
- Come onβ¦ get over itβ¦
- Good Approach
- I had the same challenge. I didnβt know how I was going to pay my bills. I thought about it and didnβt have a solution. I felt tired of being behind and scrambling. I found a better way. If I could show you a way to make it happen, would you be interested?
- Iβm the same. I had the same objection. (or tell someone elseβs story). Here is the solution that worked there.
- What they sayβ¦
- Limiting beliefs in network marketing
- What you hear
- Is this MLM? Is this one of those things? Is this a pyramid scheme? Iβm not interested in MLM. I donβt want to bother my friends? How much are you making?
- Whatβs behind the limiting fear?
- Their past experience: they have done it themselves or know someone who has done it themselves
- They didnβt do it right- they thought they just purchased a virtual lottery ticket and it didnβt pay off.
- If they bring this up with any emotion, MOST LIKELY they have been involved themselves at some point
- Just say, βWait a minuteβ¦ you have a story. What happened? Were you involved in network marketing at some point?β
- Let them tell the story β it will end up inβ¦ they didnβt have success
- βWhat do you think the reason was that you didnβt have success?
- I didnβt work at it or I lost interest
- βDid you give it a fair shot?β
- Not really
- βWas it network marketing or was it your timing?β
- Probably my timingβ¦.
- If you ask some questions and are friendly through the process, you have a strong opportunity to help them get over this concern.
- ALSO, relate to them
- Pyramid Schemes
- Pyramid schemes are illegal, and I would not be involved with or ask you to consider doing anything illegal.
- Network Marketing
- βYes. This is network marketing. Do you know anything about it?β
- βI donβt want to bother my friends.β
- Why do you think you would be bothering your friends?
- If you truly believe in the product, would you let your friends know about it?
- If I can show you how to share this product with others without it sounding like a sales pitch, would that help you?
- βHow much are you making?β
- A lot β just say it
- A little β Iβm working part time and am excited about my future (things are not going to change unless I do something about it)
- Share stories of others that have success
- What you hear
5) Helping Your Prospects Become Customers or Distributors
You must be there to help people set up their account.Β Close the sale…
- Maintain good posture (the way you hold yourself)
- Pursue the nobler goal of educating
- Be unattached in the outcome
- Assume people WILL be interested
- Model successful people
Help people get through the process.Β You will need to gage where they are, so you can take them to where you want them to go.Β Start by asking questions.
- Ask questions
- Figure out if the opportunity is a good fit for the client
- Ask questions that lead in a positive direction
- Ask them about their level of interest
- From 1 to 10 how ready are you to get started right now
- How interested are you on a scale of 1 to 10
- Need more information, just guide them to the next exposure
The following 4-Question method is about presenting the business opportunity.
- Get started β 4-Question Close
- How much do you need to earn to make this worth your time?
- How many hours can you commit to each week to develop that kind of income?
- Makes them think about their schedule and commitments
- How many months would you work that many hours in order to develop that kind of income?
- Makes them think about their level of commitment to get the income above
- If I could show you how to develop an income of [above] working [above] hours a week for [above] months, would you be ready to get started?
- Sure, show me how.
- Pull out the compensation plan and sketch out a reasonable plan for them to achieve their goals.
- Rarely people will give you unrealistic numbers. Say, βIβm sorry, but your expectations are too high. It will take this long. If you change your expectations, we can talk.β
6) Helping Your New Distributor Get Started Right
When people sign up, help them find success.
- Set proper expectations
- Help get some quick results
- Continue to guide them through the phases of the profession
Eric presents a game plan interview he learned from his friend, Michael.
Game plan interview
- Validate their decision to join
- Set their expectations
- “I won’t build your business for you”
- Be there for coaching and training
- It’s up to them to succeed
- Goal if for them to become independent as soon as possible
- Good times and bad times – decide beforehand how they want you to handle them
Help them get everything they need to get started:
- Products
- Tools
- Connections
- Compensation
- Fundamental Skills (network, invite, teach, …)
7) Promoting Events
Events are super important.Β In-person events help people get excited, focused, and into the business in a way that you can’t accomplish in any other way.Β You and your people will learn more in those few days at a convention than in six months in the trenches.
Importance of events:
- Get excited
- Gain strength
- Grow personally
- Go to the top
- Social proof β lots of people who made the same decision you have
- If others can do it you can do it, too
- As opposed to a world filled with negative opinions about network marketing
- Positive peer-pressure
- Must improve business before you show up at the next event
- Recognition
- Next time, Iβll be walking across that stage
- Recharges you
Promote events.Β Help others understand the benefits.Β Don’t take, “no,” for answer.Β Relentlessly promote the message.
Obstacles to overcome
- Money, and time
- Baby sitters
- Travel
- Accommodations
- Meals
- Event tickets
Key to success is getting to events and helping your people get to events.
Anything Worthwhile Takes Time
Set your expectations straight.
1-3-5-7 Rule
- Take you 1 year to become competent and profitable
- Take you 3 years of consistent part-time effort to go full-time
- Take you 5 years of consistent effort to earn 6 figures or above
- Take about 7 years of consistent effort to become an expert
Grow as a person to grow your business.Β You will always be paid what you are worth.
- Be willing to learn
- Be an active student
- Model successful behavior
- Study (personal development)
- Remove distractions (focus on those 7 skills)
- Take action
- Plan-Do-Review
- Teach (best way to learn)
- Associate with successful people
- Work diligently
Network Marketing is Rewarding
There will be challenges, true, but it is all worth it.Β This is a great profession with lots of potential.Β You are wired for this.
- Rewarding in many ways other than just lots of money
- Fulfilling
- Help people
- Help hundreds and thousands of people to lead a better life
- You may have a huge impact on the lives of many people
- Many people will be positively impacted
- People you meet (new friends)
- You will be able to meet many amazing people
- These people love life
- They spend their time lifting people up
- Meet people you look up to
- Friendships that will last a lifetime
- Places you will see
- Travel
- Need to support your organization in many places
- Causes you can contribute to
- Able to contribute in many ways
- Contribute yourself (financially)
- Being a part of something greater β
- Contribute with
- Your money
- Your time
- Your influence
- Personal Development
- It forces you to become a better person
- Basic: Network Marketing Profession β moves products to the people who need them
- Really: Incubator for personal growth
- Face your fears
- Solve problems
- Protect your mind from negatives
- Grow stronger
- Learn how to lead
- Some start with fear as a motivator
- Then: Focus on Your Own Growth and Skills β things you can control
- Become something
- What you need to become to be what you want
Go ProΒ by Eric Worre
Buy “Go Pro” Here
Watch the Online Class
See My Other Personal Development Works Reviews
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