Why your prospects or downline won't do what you ask them to!
By Tim Sales

If you do not tell the truth, your downline may be friendly to you... but they probably won't follow you.

Truth means: that which is factual based on observable data.

There has been much written about truth, a lot having to do with philosophy and religion. I don't wish to go there in this conversation. My only interest in the subject (as it pertains to this newsletter) is that we, as a group, stop destroying our income and our reputation by not telling the truth.

I know telling the truth should go without saying, but I have to discuss it because it is one of the Ten Communication Qualities that make up a great communicator yet also a major problem in our industry that needs to be corrected for us to grow to our fullest potential.

In 1991 my income dropped - like a brick falling from the top of a building - from a monthly gross of $68,000 to $16,000- just because people were not telling the truth. A member of the media snuck into my colleague's business meeting and recorded the dialogue that occurred. Although it was a painful experience for me, the biggest loss stems from the CONSTANT number of people we repel because of not telling the truth. Not only that, but every time we (I'm talking about me and you) don't tell the truth, we feel icky inside. Observe a dog that has done something wrong - do they come strutting into the room? Not at all! They actually hide under the couch. Their ears and tail hang low. They don't feel worthy. The same is true for us. That icky-ness actually causes us to not feel worthy that others follow our advice... and so they don't.

Five broad categories of not telling the truth have gotten individuals and/or companies in trouble and have stopped them from growing to their fullest potential:

1. False income representation or suggesting others can earn a stated level of
   income.
2. Stating that a product or service can do something that has not been
   substantiated.
3. Promising someone (or yourself) something and not doing it.
4. Gossiping about others. Passing information to another that does not add value.
5. Building the business in a way that is not truthful... such as suggesting
   distributors create fictitious accounts or positions.

As per category one above (false income representation), if you don't know what your upline earns don't say what you think it is. If through the grapevine you've heard it's "X" amount, and you feel you must state it, say: "The rumor is that she earns ___ amount; although I've not verified it." Say nothing you don't know is absolutely true. This gives you tremendous credibility!

When you discuss income-discuss what the prospect wants - NOT what someone else is earning. If prospects state an income they want, tell them it's doable here (provided it is). Then state, "Some people go to school and become the President. Some become billionaires, some sell illegal drugs and some draw a welfare check. It would be impossible to know what you're going to do with what I teach you, but there is the potential to earn a substantial income if you choose to fully apply what you're taught."

Category two from above is unsubstantiated product claims; which have also gotten the network marketing industry into trouble in the past. If you market a nutrition product, the current law (in the USA) is the DSHEA Act (Dietary Supplement Health and Education Act), which states you can discuss what a product does, provided THAT PRODUCT is what has been proven to get results. Most often an INGREDIENT has had some studies done on it (such as vitamin C) but your company's product (that contains that ingredient) has NOT. Therefore, it is against the law to claim your product does ANYTHING! Now, that doesn't mean you can't promote your product truthfully. You simply say something like, "The active ingredient [vitamin C] in Potent-C (an example of your company's product) has demonstrated to increase/decrease ________ by X amount." That way you're not claiming your product does anything.

Telling stories of your success or others' success with the product or the business is also common. I'm not saying don't do it. Nor am I saying to do it. Just keep in mind that the common way people get in trouble is from questionable claims reported by the media after coming in with hidden recording devices and capturing what you say. So, make sure you are not claiming anything that isn't the truth. If a friend went on your company's product and stopped having migraine headaches, you honestly wouldn't know if the reason was the product... or the fact that she increased her water intake to take your product! You can't determine what really helped her - so be very careful what you represent.

Category three is to keep your word once given. If you say you will be at a meeting at 6:45 - be there at 6:45. No excuses, just be there. If you say you're going to help someone - help them. Keep your word. If for some reason you're unable to keep your word, make it up to the person. Do something that shows you want to help.

But the most important person you must keep your word with... is yourself. If you say you are going to bed at 11pm - go to bed at 11pm. If you say you will call five prospects a day, call five prospects a day! I'm going to spend quite a bit of time discussing how to get yourself to do what you tell yourself you will do on the upcoming conference call on Tuesday, June 28 at 10pm EST. I will also go into detail on categories four and five from above. It will be valuable to you.

I'd like to have you contribute to this newsletter. You can do so by emailing me questions you have about this subject or your thoughts on the subject. Please do so immediately. If you don't do it now, you will be violating a time management axiom (Axiom means: an established rule, principle, or law). The time management axiom I'm referring to is: Do it right now. If you wait, you will double the time it takes to do this task because you will have to re-read the newsletter. That... is a waste of time. So send your questions and/or comments to support@timsalesnewsletter.com.

I respect you,


Tim Sales
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About the Author

In 1989, near the end of an 11-year tour with the US Navy Underwater Bomb Squad Team, Tim answered an ad in the Washington Post newspaper that led him to his first and only network marketing company. Five years later his network marketing income rose to over $150,000 per month with over 56,000 people in his organization. His most noted contribution to the Network Marketing Industry is the Brilliant Compensation presentation. In addition, Tim is a teacher at the university-affiliated Network Marketing Certificate Seminar sponsored by the University of Illinois at Chicago. To learn more about Tim visit his website at :
http://mlmlessons.brilliantexchange.com/


© 2004, Brilliant Exchange, Inc. Reprinted with permission from Brilliant Exchange, Inc.