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MLM Woman Issue 134
March 2008


From the Desk of the Editor

Happy Spring! Welcome to the 134th edition of the MLM Woman Newsletter.

If you like this month's issue, please be sure to let your friends know about it too and invite them to come and visit us. Also, if you have comments, questions or something to share after reading this month's articles, please visit our MLMTalk Discussion Forum and join in the lively conversation!

And also be sure to check out our MLM Marketing Blog for lots of additional tips and resources which are added throughout the month.

Yours in Success!

Linda Locke, Editor MLMWoman

"But, I thought MLM was only for white women?"
by British Hill

I can only imagine the look on your face after reading such a shocking title. I felt exactly the same way when these words came out of the mouth of an educated and professional African American woman I had the honor of speaking with recently.

We were discussing her need to create an additional stream of income after going through a painful divorce. The woman shared with me her desire to work from home because of her two small children; her main concerns were income and time freedom. Naturally, I shared with her my network marketing business opportunity. After speaking with this woman for awhile and allowing her to share her story, I felt confident that my company's program would be a great fit for her. We visited the website, and just as we arrived at the compensation page, the woman said very sincerely and passionately,

"But, I thought MLM was only for white women?" I asked her why did she think that, her immediate response was, "Well, look at all the pictures on the website, I don't see anyone that looks like me, the cosmetic shades are not even compatible with my complexion, and quite frankly, I've never met a black woman, other then you, that is making any money in MLM!!" I promptly responded by educating her about several black women, that I know personally, who are making six figures in our industry. I also told her about the first black woman millionaire in our country, Madam CJ Walker, who built her hair care product business through direct sales, going door to door and holding demonstrations in local churches of the rural south in 1905.

Madam Walker went on to "build a team" of many enthusiastic hair care consultants, creating a downline and income that MLM leaders of today dream of!! At that very moment, I realized there was a tremendous need to educate and celebrate women of color in network marketing. I became dedicated to promoting and highlighting diversity in an industry that I believed in and loved….Network Marketing.

From this dedication and love, MLMBlackwoman.com, was born. I created this blog to serve as a forum, a place where women of color building direct sales/network marketing businesses can unite under one "online roof". The purpose is to share, support, educate and celebrate our journey and accomplishments in the direct sales industry. I know there are many black women out there that are in love with this industry and are building strong within their companies...but, where are they?

Well, that's what this site is all about, bringing us together to share our journeys and stories with others. Not just other black women, but ALL women will benefit from this site. Why? Because diversity is good for everyone's soul, it gets rid of misconceptions and spreads the seeds of knowledge and acceptance throughout all races.

As a Presidential Founder and Director in my company, I have a leadership role and responsibility to train and support many women, of all ethnicities. My goal is to continue my commitment of providing support, advice and overall education to everyone, no matter what their ethnic background.

However, through this site my hope is to help "diversify" what the top income earners and top levels of our companies look like! I want African American women to know that Direct Sales and Network Marketing are viable home based businesses that carry the opportunity for great personal and financial growth…for everyone! MLMBlackwoman.com..be encouraged, be inspired!

About The Author
British Hill is a Sales Director and Presidential Founder with a new network marketing company called Seriesse International. British works directly with Seriesse's co-founders Jennifer Flavin Stallone and her husband Sylvester Stallone. British lives in Florida with her husband Shelby, she is the mom of a 19 year old college student. British has worked in the network marketing as an independent consultant, trainer and motivational speaker for over 3 years. British is also the on-air spokesperson for The Carolyn Strauss Collection Clothing line, featured on HSN monthly (Home Shopping Network). British can be reached via email at british3@msn.com, her sites are www.britishhill.com and www.MLMBlackwoman.com

Network Marketing Success:
Putting Your Prospects First
by Liz Monte
© 2008 Liz Monte (All rights reserved)

Jane and Mary are both in network marketing. (They're also both fictitious and are not intended to depict any real persons, living or dead.) For the sake of this story, we'll assume they both possess equal talent, resources, and motivation. However, their approaches to recruiting and business-building are quite different.

Jane is determined to enroll as many new business partners as possible into her organization each month. So far she's been pretty successful at it. In the last year, she signed up 300 people, averaging twenty-five new associates per month and even winning her company's "Top Recruiter" award.

In looking at her organizational charts, however, she notices that the great majority of her new distributors aren't doing anything, and quite a few of them have even resigned from the company already. She'll be lucky if she still has fifteen active people left in a few months. And she'll be really lucky if any of them are duplicating what she's been doing.

Oh well, she thinks. Most people are lazy. I'll just work with the ones who really want to improve their lives. Meanwhile – back to recruiting! After all, if the drop-out rate's going to be that high, I better get as many new people as I can to compensate for it.

Mary, on the other hand, has been averaging one or two new enrollments per month. She's been carefully screening and interviewing her prospects, making as sure as she can that they have the skills, resources, and attitudes they'll need to be successful. She takes the time to get to know them, learn what their needs are, and most importantly, find out if they really want to do what she does. Above all, she wants to make sure her opportunity will be a good fit for her new business builders.

She also expects to do a lot of training and hand-holding with each person she accepts into her organization – at least during their first few weeks. And she knows this will take time.

When Mary looks at her organizational chart, she feels very satisfied that nearly all of her recruits are still active.

In fact, many of them are successfully duplicating what she does and continue to enroll one or two qualified prospects per month. Consequently, thanks to the power of multiplication, her organization has grown in size to several hundred business builders over the last year.

It's quite clear in this story that Mary is trying to put her prospects' needs first, and Jane has other priorities.

Now please don't think I'm about to start preaching some goody-goody philosophy of network marketing. While I admit, I usually prefer kindness and generosity over greed while traipsing down the road of life, there's actually a very practical, down-to-earth reason for considering your prospects' welfare above your own…

It's good for your business.

After all, wouldn't you prefer to work with loyal, qualified people who stick with it? (Emphasis on the words, "stick with it.") It doesn't matter how many starter pack bonuses you earn in the short run, in the long run you'll never reach cruising altitude unless you have a lot of dedicated folks under you. And that doesn't happen unless you earn their trust and loyalty by showing them in a very authentic way that you care about their success. And of course, by teaching them how to be successful.

And admit it. Doesn't it make life a lot more fun when you build long-lasting personal relationships while you build your business?

Giving your recruits what they need and want, thereby reducing your drop-out rate, is also good for the network marketing industry. Just imagine how many disgruntled ex-MLMers there are out there, telling everyone they know that network marketing is a rip-off and that it's impossible to succeed at it. You know what a problem that creates. If you would seriously like to change that image, join the "Put Prospects First" movement.

In summary, here are four things you can do to accomplish this:

1. Find out what your prospects' needs are and help them decide if network marketing will help fill those needs. If it won't, let them go.

2. Get to know your prospects well enough to determine if they have the skills, resources, and attitude necessary for success. If not, steer them gently in another direction.You'll be doing them a favor, and they'll probably be grateful for your honesty.

3. Don't twist their arms or use any other form of manipulation to get them to sign with you. If they're not already genuinely enthusiastic, you've got a guaranteed drop-out on your hands.

4. After they've joined your team, take however much time they need for training and hand-holding. Commit yourself to their success.

By putting your prospects' needs before your own, you'll be building a stronger organization, giving the network marketing industry a better image, and creating some awesome friendships.

About the Author
Liz Monte enjoys writing articles about new 21st Century approaches to network marketing that solve old traditional problems. Visit her website for additional liberating ideas. http://www.wisenetworkmarketer.com

Easy Postcard
Marketing Checklist
Copyright 2008 Bob Leduc

Generating website traffic, sales leads and even sales with postcards is easy when you follow a proven system.

This 10 point checklist lays out a simple step by step process you can follow to get your postcard marketing campaign off to a fast start ...and produce highly profitable results.

1. Define the Purpose of Your Postcards

What do you want your postcards to accomplish? Do you want to generate website traffic, new customers, sales leads, repeat sales or something else?

2. Describe Your Audience

Who wants or needs what you will be offering? Make a list of all the characteristics of the perfect prospect you can think of.

3. Find the Best Mailing List

If you're going to mail the postcards to your own customers you already have the list. Otherwise contact a mailing list broker with the description of that perfect prospect you developed in Step 2. Almost any mailing list you can think of is available through most mailing list brokers.

4. Settle on 1 Idea to Promote

You only have enough space on a postcard to promote 1 product, 1 service or 1 idea. If you want to promote more than 1 thing, develop a separate postcard for each.

5. Determine the Best Format to Use

Some advertisers use large oversize postcards (5 1/2 inches x 8 1/2 inches for example). But keep in mind that you can send your postcards by First Class Mail for only 26 cents in the US if you keep them between 3 1/2 x 5 inches and 4 1/4 x 6 inches in size.

6. Compose a Captivating Headline

Postcards get delivered open and ready to read. A captivating 3 to 5 word headline that can be read with just a quick glance at the postcard guarantees almost 100 percent readership ...especially if it promises a major benefit to the reader.

7. Create a Powerful but Easy to Grasp Offer

Try to state your offer in just one sentence. If you use more than one sentence, leave blank lines between them. If you have more than 3 sentences, consolidate several into short bulleted lists to save space and reading time.

8. Provide a Simple and Easy Way to Respond

Briefly tell the reader exactly what you want them to do in response to your postcard. Make it simple and easy. For example, visit your website, call you on the phone or come to your store.

9. Develop a Compelling Incentive to Act Fast

You can boost the number of responses to your postcard by giving readers a compelling reason to take action right NOW. For example, reward them with a discounted price, a special bonus or something else if they respond by a deadline.

10. Print the Postcards

You can have your postcards printed professionally or print them yourself using your own computer. An online search for "postcard printer" will return a huge list of professional
printers you can use. Or, print them yourself on paper suitable for postcards such as 90 pound or 110 pound index paper available in most office supply stores.

This 10 point checklist does not cover everything about postcard marketing. But it provides a proven guideline anyone can follow to create profitable postcards ...fast.

About The Author
Bob Leduc spent 20 years helping businesses like yours find new customers and increase sales. He just released a New Edition of his manual, How To Build Your Small Business Fast With Simple Postcards ...and launched *BizTips from Bob*, a newsletter to help small businesses grow and prosper. You'll find his low-cost marketing methods at: http://BobLeduc.com or call: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV

Strategies for Releasing Guilt
by Lisa Martin, The Working Mother's Coach

Working moms confide in me that they feel guilty about a number of things – missing their baby’s first stumbling steps, putting their children in child care, having their teens come home to an empty house. And these scenarios relate only to their children, not including the guilt that stacks up for taking time for themselves, work commitments, personal relationships and so much more.

When it comes to balancing kids and career, you name the issue and, in all probability, some career-oriented mom out there will feel some shame or blame about it.

Initially, guilt can be a positive force. It is a warning to us that we need to make some changes. However, if we don’t heed those warning signs, guilt can quickly manifest itself as anxiety, stress, depression and other harmful emotions and conditions.

If you find guilt weighing you down or want to be as guilt-free as possible, here are three strategies to consider.

1. Determine the source of your guilt
Do your best to discover the source of your guilty feelings. Do they come from you, your children or outsiders who criticize your choices? For example, you are feeling badly about turning down a friend’s dinner invitation and discover that the source of that guilt stems from personal programming that you must say yes to each request, otherwise you are a “bad” friend.

Knowing the source of your guilt, now you can release it by acknowledging that saying no does not mean you are not a good friend. Honest communication with your friend about not being up to a party is far better than attending out of obligation and feeling resentful during and afterwards.

2. Adjust your expectations
Guilt can stem from not living your life in accordance with your own personal standards, expectations and values – what you feel is right and important. When there is a gap between our expectation of self (and our role as mothers) and our reality, guilt is often the result. The wider the gap, the more guilt you feel.

Most working mothers I know have very high expectations of themselves. Take a look at the expectations you are placing on yourself. Assess whether they are realistic at this point in your life. Are you expecting to be able to do all the things you could before you became a parent? Have you adjusted your expectations to align with the ages and stages of your children?

For instance, if you feel guilty about not attending all your children’s sporting events, see if your expectation of yourself is to be present at all events. If so, perhaps an adjustment in your expectation is in order. Maybe attending 50 percent of the games is acceptable.

3. Apologize to others and forgive yourself
“Too err is human.” Many women carry a long list of things they haven’t forgiven themselves for. These items range from “stealing my brother’s baseball cards” to “raising my voice at my children,” with many stops along the way. With this lack of self-forgiveness comes its partner in crime – guilt.

If you are beating yourself up over things that happened in the past, now is the time to let them go. Write a list of everything you have not forgiven yourself for. Some of these things you may be able to rectify, and some you may not. If you feel rotten about arguing with your child, for example, make a deliberate attempt to give that child a special hug and apologize. Then put the matter to rest. For more complicated issues, find a way, such as writing a letter, making a phone call or simply “letting it go,” to bring the issue to some level of resolution.

Too much guilt can weigh you down, making it difficult to move on with your life and maintain a positive outlook. The good news is that there are simple ways to put guilt into perspective and, hopefully, leave it behind. Through self-awareness and conscious choices, we can all “release our guilt” and feel a whole lot lighter without it.

© Copyright 2008. Lisa Martin. All rights reserved.

About The Author

Lisa Martin is a certified coach who inspires working mothers to achieve success that’s balanced and is the author of Briefcase Moms: 10 Proven Practices to Balance Working Mothers’ Lives, With 20 years of entrepreneurial and corporate experience, Lisa is also the founder and president of Briefcase Moms – a work-life coaching and training company that helps organizations attract, engage and retain working mothers. A mother herself, Lisa’s powerful presentations and programs have helped thousands of women define success and balance on their own terms. http://www.briefcasemoms.com

I'm Not Interested
by Wendy Weiss, "The Queen of Cold Calling"

Whenever I conduct a workshop or teleclass, invariably someone asks the question: "What should I say when the prospect says, 'I'm not interested?'"

My response invariably is: "It's probably too late."

Certainly you can try to recover from that "I'm not interested" response. You can ask, "Why do you say that?" (Say this gently, as though you are confused and really, really want the answer.) You can repeat back: "Not interested?" (Again, say this gently, as though you are confused.) This sometimes gets people to start talking and explain themselves. Bottom line, however, if everyone that you speak with says, "I'm not interested," you're not saying anything interesting.

If you have a compelling script with stellar delivery, you will hardly ever hear the words, "I'm not interested." That's because you will actually be saying something interesting!

On the telephone, you have approximately 10-20 seconds to grab your prospect's attention - and if you do not do that, your call is probably over. 10-20 seconds is not a lot of time. You are not going to convey a lot of information in 10-20 seconds. Instead, what you'll convey is your energy, your confidence and your excitement. Your words must reach out and immediately grab and hook your prospect's attention.

From the moment your prospect says, "Hello," your goal is to gain your prospect's attention so that she is hungry to hear more. If you don't hook your prospects in the beginning of your conversation, they will not want to speak with you. They will say, "I'm not interested," and worse case, they may hang up on you.

In order to hook your prospect, ask yourself: Whom are you calling? Why should they be interested? You're looking for hot buttons, those issues that are so important to your prospect that when they come up, your prospect stops in her tracks to listen. The big point here is that when you are trying to hook someone, you have to have some sense of what's important to them.

Ask yourself: What is the value that I (the company/product/service) bring to customers. How do they benefit? How do I (the company/product/service) make customer's lives easy, stress-free, happy, profitable etc? You may have to do some market research and/or brainstorming here. Once you've determined that value, however, lead with it.

Here's an example:

Last year when I conducted the "Cold Calling College--Live" group coaching program, I received an e-mail from a participant. He said he was calling owners of mid-size companies and not having much success. His e-mail read:

"...I say my name and company and then say 'we specialize in business performance management solutions for budgeting, reporting and analysis.... I hear 'not interested' then they hang up before I can say anything else.

Another thing I have tried is, '...the reason I am calling is to introduce [company name]'s budgeting reporting analysis solutions and to invite you to an Excel seminar....' But after this I hear, 'not interested,' then they hang up before I can say anything else."

It's hardly surprising that these introductions didn't work. They weren't interesting. There was nothing in those first sentences to grab and hook a business owner's attention.

Later on, after going through the "Cold Calling College" process, the person who wrote this e-mail was able to pare his introduction down. His introduction ended up being something like: "We help companies keep the money they make." Short, sweet, to the point and focused on the value to business owners. Prospects stopped hanging up on him. Instead, he was able to start scheduling meetings with those business owners.

Lesson learned: Do your homework. Do what ever is necessary to truly understand your prospects. Before you ever pick up the phone, have the answer to the question: "Why should this prospect be interested?" If you have that answer, you will never again hear: "I'm not interested."

About the Author
Wendy Weiss, "The Queen of Cold Calling," is a sales trainer, author and sales coach. Her recently released program, "The Miracle Appointment-Setting Script," and/or her book, "Cold Calling for Women," can be ordered by visiting http://queenofcoldcalling.com. Contact her at wendy@wendyweiss.com. Get Wendy's free Special Report, "Getting in the Door: How to Write an Effective Cold Calling Script," at http://www.queenofcoldcalling.com

Your Agreements Show
Your Integrity
by Michael Angier

Except for disease and climatic disasters, I believe that over 90 percent of the world's problems result from people not keeping their agreements. Think about it. From countries to corporations to families and friends, most every upset--little or large--can be traced back to someone not keeping up their end of the bargain.

Wars break out, companies fail, marriages end, friendships fracture and deals fall through simply because of broken agreements.

We all make agreements every day. Some seem small and insignificant: an agreed upon time to meet, a promise to run an errand. Others are seen as bigger and more important: a formal contract, signing a loan agreement.

But all of them are important. Because this is the way trust is earned. A person's reputation is built upon their ability to make and keep agreements.

Your life--and the lives of those around you--will work better when agreements are carefully made and diligently kept. The quality of your life is in direct relation to the quality of your
agreements.

Here are seven tips to help you become and remain a person who can be counted upon:

1. Take All Agreements Seriously
When you agree to do something--do it. And do it when you said you would in the way you agreed to do it. When you agree to meet someone, be sure to be there and be on time. Agreements with yourself matter, too. If you promise yourself that you'll exercise today, keep your promise. Develop the HABIT of keeping your agreements.

2. Be Careful What You Agree To
Don't give your word lightly. Many people find it easier to say yes instead of no. But it's far better to be a bit guarded with what we agree to do because we can find ourselves getting over-committed and then unable to complete what we said we would.

3. Keep Track of Your Agreements
In the course of a week we might enter into dozens of agreements. We must have some way to track these promises--a follow-up system to keep yourself--and those you deal with--on top of what was promised. Write them down. You may have great intentions, but if you forget to do what you agreed to do, the result is the same as you CHOOSING not to keep your agreement.

4. Make Sure Your Agreements Are Clear
With a written agreement you have a prayer. With a verbal agreement you've got nothing but air. It's always best to have a written agreement--even if it's just a letter or note of understanding. It's much easier to iron out any confusion later if it was written down and no one has to rely on the memory of a conversation.

5. Be Careful With Whom You Make Agreements
There's an old adage, "Cheat me once, shame on you; cheat me twice, shame on me." If you make agreements with people who have a history of not keeping them, you're leaving yourself wide open for disappointment.

6. Renegotiate
When You're Unable to Keep Your Agreement then you find yourself unable or unwilling to complete an agreement, always go to the other party or parties and renegotiate. It may be uncomfortable but it will keep you in integrity and has far more class than simply not addressing the issue.

7. Manage By Agreement
Instead of just telling someone to do something, ask them if they would agree to doing thus and so by such and such time. If I tell someone to do something, they might do it because they were told to do so, but if I ask them and gain their agreement, I've got a lot better chance that it'll get done. In using this method, you also find out if your request was clearly understood.

By paying careful attention to the agreements we make, tracking them and developing the habit of keeping all our agreements we become and remain a person of integrity.

Our lives and the world around us work in direct proportion to the quality of our agreements.

About the Author
Michael Angier, founder of SuccessNet.org, recently released the New SuccessNet Resource Book-- the Top Must-Have Tools, Products, Services and Resources for Running Your Business Effectively. This $27 eBook can be yours now at no-cost. And most of the over 100 resources are FREE to access and use. Order at no-cost from http://SuccessNet.org/resources/ http://SuccessNet.org

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