How badly do you want it?

Jimmy used to wear down his prospects with the persistence of a pit bull. Every objection they raised, Jimmy answered. Every excuse they offered, he shot down. On prospecting calls, Jimmy would argue, wheedle, coax, cajole – even beg. The one thing he wouldn’t do was take ‘no’ for an answer. Many joined Jimmy’s downline just to get him off their backs.

"I wanted it worse than most people did," says Jimmy. "So I would drag people into it and get them involved, whether they wanted to or not."

Despite all his prospecting success, Jimmy had one serious problem. His downline just wouldn’t perform. Instead of business builders, Jimmy’s organization was filled with quitters and complainers. Jimmy worked three different network-marketing companies in seven years, but he never managed to achieve a consistent, full-time income.

Less Pressure, Better Recruits

Things have now changed for Jimmy. He is now a network-marketing superstar. Since joining Enrich he has grown his organization to over 200,000 distributors and he now enjoys earnings in excess of US$300,000 per month. How did he do it?

Jimmy had a revelation. He discovered, one day, that when he turned down the pressure, he got more and better people into his team. This adjustment turned his business around setting off a chain reaction that made him a multimillionaire within 3 years.

Life before Enrich

Jimmy had always resisted the traditional ‘job’ environment. He could not see himself sitting behind a desk working for somebody else. He tried various occupations – commercial fishing, real estate, and other network marketing companies before he realized that he had to do something different if he was going to maintain his sanity, and the lifestyle that he knew was his for the taking. In his heart he knew that network marketing was his way out and three times he tried and failed before he hit on the ‘secret’ that catapulted him into success with Enrich.

Critical Mass or Bust

Jimmy’s plan was simple – find the perfect network marketing vehicle and then devote himself to it 100%. An opportunity fell into his lap, which he quickly seized upon. One of his associates was using some Enrich products and was getting great results. Jimmy tried the products and was converted from that day on.

The Perfect Vehicle

Jimmy knew he had found the company that had the products that could stand up to rigorous market demands both in the medium and long term. He now had to make sure that the company would not ‘desert’ him as his other network marketing companies had done. He flew to Orem to meet Ken Brailsford and was suitably impressed – the company was well financed, strong, aggressive, and manufactured their own products.

Success Checklist

To Jimmy, Enrich has all the ingredients for success. It was a ground floor opportunity, its products were consumable ensuring repeat sales, it targeted the booming alternative health care industry, and its compensation plan was tailored to both part-time and full-time income opportunities. Jimmy had no doubts and set out to create his biggest success yet.

‘Short Term Massive Action’

Jimmy’s plan was to pour all his strength into one super-human burst of activity, sustaining it until mental and physical exhaustion forced him to stop. He would work very hard ‘one time’, for a few months or a few years at most and then decelerate and enjoy the benefits and fruits of the residual income that his hard work would produce.

"I know I had to work fast," he says, "because, in sales, your strength gives out sooner when you work slower. I knew it would have to be a short-term effort, because no human being can sustain that kind of pressure year after year. Finally, it had to be massive, because this is a numbers game. If I talked to 200 or 300 people, I knew I would get rejections, but I’d also find some superstars."

Jimmy knew that procrastination was the enemy of effective prospecting. He knew that far too many network marketers invent the most elaborate rituals and routines of preparation in order to put off actually picking up the phone and making cold calls. Jimmy resolved to set up an operation that was devoid of frills and distractions – he started with a phone and an answering machine and kicked his plan into action.

From Warm List to Warm List

To get his leads Jimmy drew up a ‘warm list’ of around 375 friends, acquaintances, work associates and other people he could think of. Then he started calling. From each new recruit he obtained a new name to add to another ‘warm list’. Then he would call each prospect on the new warm list, often in 3 way conference calls with the recruit who had provided the new warm name. In this way Jimmy worked from one warm list to the next and never seemed to run out of leads. Later he also placed advertisements in the local newspaper.

A Subtle Change

To Jimmy, the power of his strategy lay in the sheer numbers of people he could reach by phone. For 16 hours per day, seven days a week he was inseparable from his phone. He competed with himself to see how many calls he could fit into any hour, how many calls he could make in a day. Eventually he honed his sales pitch down to 10 minutes allowing him to make up to 100 calls per day.

However, the real catalyst for igniting Jimmy’s massive growth was neither his speed nor his numbers. A subtle change came over Jimmy’s selling style as he went through this period of massive action. This change marked his efforts for massive success and set in motion his march towards fantastic wealth.

Straight Shootin’

In his effort to squeeze in 60 to 100 calls per day Jimmy soon found out that he had no time for coyness. He had to get right to the point and get off the phone as soon as he could so that he could dial the next number. He was not concerned about how some people may feel about network marketing – he was proud of his company and this new opportunity. He had a schedule to keep and he was not going to ‘beat around the bush’.

His pitch went something like this: "Hi, I’m Jimmy Kossert. I’m involved with a company called Enrich. I’m in network marketing and we’ve got some great products that flat-out work. Do you want to try them? Do you want to take a look at this opportunity?"

To Jimmy’s surprise, about 10 percent of the people said ‘yes’ on the spot. He believes this happened for 3 primary reasons:

1. A high proportion of people today already know about network marketing, most of them have a positive view and most people are looking to make some extra money.

2. Jimmy’s straightforward approach inspired trust and respect from the people he was contacting. He did not try and hide the fact that we was with network marketing, they knew right away that he was proud of what he was doing and he believed in his company and products. They could also see that he was not out to deceive or ‘hood wink’ them.

3. Jimmy was also only asking for a limited commitment, he did not ask them to sign up right there and then. He only asked if they would try and product and go from there.

People respect those who come straight to the point, they may not say ‘yes’ but you will most likely have the opportunity to have a second chance at some later time.

The Four Most Common Objections Jimmy Faced

The 90% of people who did not say ‘yes’ to Jimmy’s offer had objections that came roughly within the following 4 categories of objections:

1. "I tried network marketing, and it doesn’t work."

2. "I don’t have the time."

3. "It’s an illegal pyramid scheme."

4. "It’s just not for me." (And its close ‘cousin’, "I’m not the salesman type."

In previous years Jimmy would have wasted time trying to get these people to overcome their objections but now he did not have the time. He knew from past experience that those who have to be convinced to come into the business would not make good prospects anyway – and in some cases prove to be an inhibiting factor. Those people start blaming everyone else when they don’t succeed – they blame the company, the products, the marketing plan, other competitors, and everybody else but themselves. Jimmy has borrowed a saying of Mark Yarnell, which goes, "A person convinced against his will is of the same opinion still."

If people said they were not interested he would simply thank them for giving his some of his time and hang up and make the next call.

Then Let them off the Hook or disqualify them

Jimmy knew that wasting time on people who were not really interested only cost him money and tied up his time and resources. He did not have the time to be given the run-around. Later on he added to the end of his sales pitch something like: "If you don’t want to get involved, tell me now. It’s okay. It makes no difference to me whether you say yes or no." The interesting thing was that this gave a lot of people the signal to open up a bit to Jimmy and let him know that they were not interested or gave Jimmy another opening. As Jimmy puts it, "don’t let people waste your time. Better to find out in two minutes than two months that they are not interested." He also adopted the tactic of ‘disqualifying’ or eliminating the worst candidates. Rejection is something that no person enjoys but with Jimmy’s new disqualifying technique he effectively turned the tables – now it was Jimmy doing the rejecting.

The Power of the ‘Takeaway’

When Jimmy spoke with prospects now his confidence was obvious; people sensed his power and were drawn to it. It became a reality that many people would phone him back after being rejected by him – he got some of his best recruits in this way. In some face-to-face meetings Jimmy would calmly pick up his notebook, thank them for their time, shake their hand and calmly walk away. After a few seconds to recover from their shock many would ask him to come back. Jimmy wasn’t playing games, he really meant it. But his abruptness had the same affect as a ‘takeaway’ – one of the oldest sales tricks in the book. When you offer a product and then withdraw your offer you arouse a sense of fear of loss in your prospect. Although Jimmy never planned it that way on purpose, his unwillingness to argue with his prospects placed him at a definite advantage.

Let them have Room to Move

By disqualifying some prospects Jimmy also noticed that many prospects let down their guard and started talking. It was as if Jimmy had given them room to be themselves and at the same time they began to be more open about themselves, their lives, and their personal situation. This made it much easier for Jimmy to get a better idea of how to capitalize on the sponsoring opportunity.

Narrow the field Even Further

After going through the disqualification process to weed out the doubters and naysayers Jimmy would ask each remaining prospect if he or she wanted more information about the opportunity. If they said ‘yes’ then he would seek more information from them. If the prospect had no patience or tolerance for the questions he would surmise that he or she was not suitable. If the prospect answered the questions they would find themselves evaluating their reasons for wanting to be part of network marketing. Jimmy would say things such as: "Why did you respond to the advertisement?" "Where do you live?" "Where did you live before?" "Are you married?" "How committed are you to this thing? I only work with committed people." Jimmy found that as he gave people more room to talk they would open up quickly about their needs, fears, and insecurities. "People out there are scared." Says Jimmy. "Once I get them loosened up, prospects just come right out and tell me that they don’t have a retirement plan. They don’t have savings. They don’t know if in 12 months time they are going to be able to make their mortgage payment. People are looking at network marketing now because what they thought worked in the past doesn’t work anymore – corporate life. I can ask people ‘Are you sure you have a secure job? Do you really know what you are going to be doing in 5 years?’ Most times they cannot answer that question."

Unlike most of his prospects, Jimmy can answer those questions with ease and confidence. He has achieved a degree of financial freedom that most people find unimaginable. However, he is also very confident that what he has done can be emulated and adjusted to the style of each individual who is seeking the financial security that he now enjoys.

Using the Enrich Marketing Plan

Building a network also does not happen by chance, it requires some careful thought, planning, and hard work to achieve the ‘optimal’ organization. Enrich’s marketing plan is extremely competitive and is very well designed, but to maximize its effectiveness to you and your leaders you need to know how to work it to your advantage. Here are some tips from Jimmy that will help you in this regard.

First Steps

For any new entrant into Enrich the first and most important step is to create your lists of contacts and people you know. Do not stop at your family or friends; go beyond your immediate circle to distant acquaintances and your community. Then don’t procrastinate the calling process. Don’t apologize for calling them, be proud of your association with Enrich and be confident of the products and opportunity.

Your Front Line

Your first objective is to sponsor 20 people as quickly as possible. Then take a look at those people carefully and select the 3 most promising distributors as your key ‘front line’ leaders. Work with them in order for them to sponsor their first 20 as quickly as possible. Help them select their 3 key leaders and then help them do the same for the leaders they have chosen.

Concentrate

Don’t get tempted to sign up hundreds of people ‘front line’ to yourself – concentrate your energies on the key leaders that you have selected. In their success lies your success. Concentrating on 3 key leaders at any one time is a good ‘yard stick’ measure of the number of people you should be working with in a dedicated fashion at any particular point in time.

Ensuring you have a confident and successful ‘front line’ will be one of the most important things you can do for your business at this stage of its development.

Time to move on to finding the next key leader?

Many people have asked Jimmy, "when is it time to move onto finding the next 20 distributors and the next 3 key leaders?" Remember that building depth as quickly as possible will secure the longevity and strength of your business so it is imperative that you do not ‘move on’ prematurely. When your key leaders are producing around 30,000 to 50,000 group volume per month that is probably a good measure of their independence and maturity. Do not forget them, do not ignore them – just spend less time with them so that you can now find your next key ‘front line’ leader. Repeat the cycle of success again with the next 3 key leaders you find and help them do the same.

Continue this cycle of identification, sponsoring, mentoring, assistance, and support and you will find your organization growing exponentially.

‘Depth is Strength’

The deeper your organization goes the more solid it is. Shallow organizations are fickle and prone to the problems of attrition and distributor turnover. The Enrich marketing plan is designed with depth in mind and should be maximized as quickly as possible. Even if your organization grows to the point where it is so deep that you are not being paid on its lower levels rest assured that the health and vitality of those lower levels contributes to the health and vitality of each of the successive levels above them. You should consider your organization as a living entity – each part of the entity (no matter how minute it may be) contributes to its overall health and well being.

Remember the rule, ‘build deep and as quickly as possible’.

Too Many Chiefs and not enough Indians!

Avoid the temptation to ‘stack’ your organization through distributors in your lower level force qualifying the people above them through inventory loading or buying up product just to qualify. This is a short-term mindset that only damages the overall long-term health of your organization. It works counter to the need to build deep as quickly as possible. All it does is create a large number of ‘chiefs’ and very few Indians. It also has the potential to result in the ‘dumping’ of excess product into the marketplace at heavily discounted prices – the dangers that this brings to an organization and the company as a whole are obvious.

Success Time Line

Many new distributors and leaders want to know how long it should take them to reach the various levels of leadership under the Enrich marketing plan. Naturally this depends too much on each individual for there to be a ‘hard and fast’ rule – some people have reached the pinnacle of Presidential Director in a matter of months, others take a year or two. But for those who like to give themselves goals and targets, we can suggest that a goal of becoming a Director or Senior Director in 6 to 9 months is a good target. Then Presidential Director within a further 6 to 9 months (12 to 18 months from joining Enrich) would be a good achievable goal from there.

But remember, it is more important that you build a strategically planned organization that will give you a strong business than simply chase ‘pin’ levels – building a strong organization will give you all the recognition you deserve as your organization becomes something even you could not have imagined.

Jimmy Kossert has shown us the way. His example and the wisdom he has gained from his network journey is there for all of us to emulate, modify, copy or be inspired by. He has shown us that with hard work, determination, good planning and perseverance each of us can create what he has created. Each of us has within us the seeds of our own success, financial independence, and personal fulfillment. But he has also taught us that it does not come without a price – he cannot pay that price for us. Just as he did, we must pay the price ourselves.

But remember what one of America’s favorite business leaders said: "Procrastination is opportunity’s natural assassin."
Victor Kiam – President & CEO, Remington Products Inc.

It is now your time – share your confidence in Unicity (Enrich is now Unicity International)  and go on to build a fantastic business.