Prospecting for Aces
Joseph S. Rubino, D.M.D. and Thomas Ventullo, D.M.D
Network Marketing certainly is the People´s Franchise.
The opportunity to succeed in our industry is open to all players
regardless of educational, social or economic background. In fact,
anyone can be a winner in our business.
the surest way to win the Network Marketing game is with a handful
of Aces. In addition to offering the opportunity to
everyone we meet, we want to be on the lookout for those business-building
leaders we´re calling Aces.
what they look like.
are people who have influence over others. It´s not just
that these people have their own circles of influence, Aces are
centers of influence; men and women who are looked up to in the
community or business organization. A positive recommendation
from such a person carries a lot of weight.
all have varying degrees of credibility with our peers. If our
friends and associates value our opinion, we can expect to have
our personal recommendation well received by them. Whether it´s
a good book, a great restaurant or a visible opportunity to secure
a future residual income, having credibility with people puts
persuasive power at such a person´s disposal.
just no substitute for enthusiasm that I Am Sold Myself
(IASM) quality that makes people irresistible to others. Enthusiastic
people have a contagious quality as well. It seems that the people
around them catch whatever it is they´ve got. Enthusiastic
people are not always Aces, but Aces are always enthusiastic people.
person who has developed success in any one area of life generally
has formed positive habits that will contribute to creating success
in other areas. Again, anyone can succeed in network marketing
- but most successful leaders already know how empowering others
leads to even more success. They make perfect Aces for our business.
are other qualities that define network Marketing Aces: Action,
Commitment, Excellence and Service are favorites of ours.
glue that holds all these characteristics together is belief,
the unshakable conviction that success is inevitable. This means
not only belief in the products and the company, but also belief
in yourself - a belief that you are successful. When your self-image
is bigger than your current reality, that translates into the
kind of self-motivation that generates powerful accomplishment.
you knew for a fact that everyone you prospected would earn at
least $1000 per month - guaranteed - that empowering belief would
translate directly into positive action. There would be no hesitation
on your part. You´d prospect everyone you met!
guess what? Everyone you prospect can earn $1000 a month in Network
Marketing. All they need to do is get into Action.
a Bias for Action
Action is what makes the difference between success and failure.
The ability to take Action is true power.
define power as the ability to bring into existence with velocity
that which didn´t exist before. Everyone has this potential
to be powerful, it´s not magic. It´s simply the ability
to take Action.
people we´ve seen who resist or avoid taking Action do so
out of their fear of failure. However, the truth is that any Action
leads to a result. The result may not be the one you´re
after, and you might interpret this as failure. But
you need only to change the course of Action and you´ll
generate a different result. If the result isn´t what you
want, adjust your Action again and keep doing that until you achieve
the result you´re after.
like the old sailor who was asked, If a man fell off this
pier into the water, would he drown? The wise man replied,
Falling into the water isn´t what makes someone drown;
staying in the water does.
only way to fail in Network Marketing - or in life, for that matter
- is to fail to take Action. And the truth is, any action will
do. This Bias for Action is something every Ace possesses.
Key Business-Building Action Is Sorting
define sorting as a quality conversation in which
you show your prospect the Action Plan for building the business.
You may need to prospect five or more people to have one person
engage fully in this conversation
this in mind, a Single daily Action of sorting one
person a day for 150 days - just five months - will result in
having all the Aces you need to build a successful organization.
you have to believe in these numbers. Here´s how they work
out - remembering that you´re focusing on prospecting ACES:
Authority Figures, with Credibility, Enthusiasm and Success.
process will result in 25 to 50 people coming into your business.
Out of these, about eight to 15 (roughly a third) will go on to
do nothing with the business. They´ll try the products and
go no further.
next third (again, eight to 15 or so) will become users and recommenders
of the products. These people will generate an income for you
of between $200 to $1,000 a month in a mature organization
final 33 percent will be your Aces. Let´s say there are
only 6 of them. They should produce somewhere between $5,000 and
$20,000 per month income for you. These are the people you work
with to build your Network organization.
based on your identifying 6 out of 150 people as your Aces in
150 days, you´ll be creating partnerships with these people
to duplicate your efforts. They, in turn, will create partnerships
with 6 leaders or Aces of their own (and they´ll work with
150 people, one a day for 150 days, just as you did). In this
scenario, your organization can be illustrated as follows:
1 1 1 1 1 1 (6 1st Level Leaders)
6 6 6 6 6 6 (36 2nd Level Leaders)
each of your leaders sets a goal of $3,000 in product volume each
month, based on a five percent (8%) commission, this will generate
a monthly commission for you of $10,080 (42 x $3,000 x 8%). And
this doesn´t include any other income generated by all the
other users and recommenders in your organization.
biggest factor in building such a powerful, duplicable Network
organization is partnership. When your sorting conversation is
set in the context of establishing partnership, you transform
the typical unspoken interpretation in the prospect´s mind
that has you saying Please come into my business so you
can make me lots of money... (which is also known as begging)
into, Work with me and together we will guarantee your success.
you see how much more power and attraction you have for people
when they see you as offering a team joining forces to achieve
every individual´s goals of personal and financial freedom?
means giving 100 percent. Partnership is about making the other
person great. The most enduring (and rewarding) of all the laws
of the success states, The way to get all you want in life
is to help other people get what they want.
is that quality characterized by a decision to take action regardless
of the obstacles. However, most people´s decisions are made
out of convenience, not commitment. When obstacles arise, they
quit and take another direction.
worth pursuing has obstacles, problems and breakdowns. The bigger
the goal, the more and bigger the obstacles that come with it.
A commitment is a stand you take in spite of the obstacles you
know you´ll encounter along the way. With commitment, problems
become challenges for growth and expanded ability.
way to maintain your commitment is to constantly return to the
reason you (or your people) got into the business in the first
place. This why is the source of your power, your
ability to take action, and the real cause of your
the degree that you believe in your success and you are committed
to your why, you will be enthusiastic. Others need
to share your excitement about the possibilities of your opportunity.
need to be on fire with enthusiasm, so that people around you
catch fire as well.When you mix enthusiasm and geometric progression
together, you create a chemical reaction that leads to an explosion
Goal Setting, Too
goals are the milestones that keep you in touch and on track.
They´re the guideposts by which you measure your performance
and make adjustments in your Actions.
logical progression of small goals that you can successfully accomplish
makes even the most awesome ultimate goal achievable. Each accomplishment
helps you build momentum, so you never have to start from scratch.
why we focus on prospecting Aces and the Single Daily Action of
one person each day for 150 days. Everybody can have one conversation
a day, and in just five months, you will have created the foundation
for building a business that´s guaranteed to produce a handsome
six-figure annual income.
plan isn´t just a theory of ours. It´s the plan of
Action we designed and implemented to build our business. One
person a day, for five months - Power Prospecting for Aces - has
taken us to the top of our compensation plan in record time. It
will do the same for you, too.
you´ve got a handful of Aces, you´re a winner. When
you can partner with others and show them how to have the same
winning hand, you´re a master of the Network Marketing game.
Joe Rubino is an internationally acclaimed trainer, author, success
coach and the CEO of The Center For Personal Reinvention, an organization
that provides personal and group coaching as well as productivity
and leadership development courses. He was featured on the cover
of Success Magazine and in the cover story, We Create Millionaires,
because of his ability to champion others to succeed. Joe is the
author of the best sellers, Secrets of Building a Million Dollar
Network Marketing Organization from a Guy Who's Been There, Done
That and Shows You How To Do It Too, The Magic Lantern: A Fable
about Leadership, Personal Excellence, and Empowerment, and, most
recently, The Power To Succeed: 30 Principles For Maximizing Your
Personal Effectiveness, Book I and The Power To Succeed: More
Principles For Powerful Living, Book II. For information about
The Center for Personal Reinvention and its services or to order
any of Dr. Rubino´s books, visit http://www.CenterForPersonalReinvention.com
. To contact Dr. Joe about the possibility of hiring him as your
personal success coach, email: DrJRubino@Email.com or call 800-999-9551