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Relationship Marketing Identify Two Key Attributes in a Business Prospect
In Relationship Marketing it’s important to identify two key attributes in a business prospect. I’ve been consistent with identifying these traits and skill sets in people for over twenty-five years in this industry.
There’s a lot to developing a successful group but this activity has proven to be my most effective method for prospecting and growing my organization. I am not a mass recruiter but I 
would say that 90% of the people I’ve personally sponsored over the years are students of success and network marketers. How do I know? I talk with them — Interview them, ask them about where they’ve been what they’ve done and how they did it.
Note: Please don’t limit yourself to these criteria – I also have sponsored and worked with industry neophytes that become more successful than the most ardent networkers and people committed to personal development — the beauty is if they’re teachable.
Ask questions and listen. Find out about them, and build trust. I am curious about people anyway — have been for years. You should be curious about them too. Here’s a principle that we must continually remind ourselves of as we talk with people. “It’s not about us, it’s about them. What is in it for them? It’s not about ME. This applies while prospecting and as we build and support our organization.
Key attributes I look for:
1. Find teachable, success-minded people that embrace personal development
2. Find teachable people with previous experience in network marketing.
Notice I said “teachable?” Your business prospect and team members must be willing to follow instructions and be accountable for the process. Jeff Olson, author of the Slight Edge hammers on this principle. If you’re fortunate enough to find the right program, the company business system, like the Slight Edge will hold you accountable for the small decisions we need to make every day toward the growth and development of our business.
What do I mean by success-minded, students of success? For example, they’ve read books like “Think and Grow Rich” Rich Dad Poor Dad, listened to Brian Tracy, Tony Robbins, Jim Rohn, and John Maxwell. They value personal development courses and conferences.
Previous network marketing experience means they’ve been on the journey and perhaps still open to evaluating opportunities. I am not referring to a skeptical, negative person that was sold on a get-rich scheme and three cases of juice and wondered why the money did not start pouring in after a couple of months! Healthy skepticism is okay as long as they are willing to do their due diligence and at least give you an educated no.
Also, this is not about tracking down a “big hitter” and winning the MLM lottery. If you know ours happen upon a successful six-figure earner in the industry make sure you have them talk with an equally successful person in your business.
An experienced networker in the past made a commitment, attended meetings, conferences, and sponsored people. Their level of success is not too important but the fact they were suited up and in the game is. Make sure you’re in the game too! Attracting and Identifying successful, motivated people means we have to become one of them –become attractive.
Leverage 3rd party success. Use three-way calls and third-party tools. Your system should get that prospect thinking… “I can do this!”
This business is about relationships. If they are strong prospects in the process of evaluating the opportunity, they want to know who’s leading the company and who your field leaders are. Learn how to recognize successful attributes and failure attributes. Both leave clues. Spend your time with the right people, the ones who suit up every day and get on the field and play.
You are what you eat: Our most important barometer for overcoming the obstacles that will surely inhibit our journey is our philosophy. Your philosophy (your belief system) attracts leaders, and people willing to stay the course and do whatever it takes. Be consistent with personal development – even 15 minutes a day can change your attitudes, your beliefs, and eventually your life.
A plaque on my wall says Leaders are like eagles… they don’t flock. You find them one at a time.
Leaders are accountable and communicate daily: I work with leaders in my business every day. Most of them call me every day or at least three times a week. I don’t have to chase them or convince them. It takes time but if you become an Eagle, you’ll find them!
Don’t compare yourself: I was 27 years old when I took a leap of faith and decided to change my life by creating an environment in my rolling university (work truck) Cultivate your environment for success. The process and timing are different depending on your experience. My success comes from over 25 years in this industry. With experience comes a broader understanding, more confidence, and a larger sphere of influence to draw from.
Above all have fun. We’ve heard the phrase success is not a sprint, it is a marathon. Happiness for me is the journey and the process of personal and team growth and development. The most important thing is to keep moving forward step by step.