Black Belt Recruiting

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- MIKE DILLARD & MARK WIES.ER Ti

BLACK BELT

RECRUITING By Mike Dillard & Mark Wieser

Copyright 2007, All Rights Reserved - Magnetic Sponsoring, LLC

1

Welcome To Black Belt Recruiting You are part of a ·ery mall group of people in this world who have taken it upon yourself to improve ·our skills, your personal confidence, and your value to others. That's, h ·Id like to offer my sincerest congratulations on making the decision to own a cop - of Black Belt Recruiting. Black Belt.

entially two products or courses in one ...

The audio en· are candid, revealing A to Z conversations with Mark and I about the sponsoring process. The goal of those CD's is to break you free from fear and to empower you with the confidence you need to be a leader. It's to save you years of time and frustration by iden~ing and eliminating your bad habits, and replacing them with the strategi that" ork. On the other hand, this document is very different. In many ways, the information i contains is contradictory. That s beca recruiting.

• no ONE right way when it comes to sponsoring and personal information I can offer you . pe onal methods and opinions.

Black Belt • dear to m heart or a drastic -c ontrast beh ·een , -ho I this industry.

o bu primaril it represents a very ·ho I ha -e become as a person thanks to

I was as bad as you could be when it came to recruiting for almost six years. Calling me shy would have been a massive understatement. The thought of picking up the phone and talking to a lead made me physically tremble. I'd sit at my desk, staring at the phone for hours. I'd make endless trips to Office Depot to buy that one last supply I needed to ensure my desk was organized and ready for business. I'd wait until I heard that next training call, or to make sure my sponsor was available for a 3-way if needed before my fingers every touched the dial-pad. It's like trying to sum up the courage to call the girl you like in grade-school - but now you've got to do it every day for a living.

Copyright 2007, All Rights Reserved - Magnetic Sponsoring, LLC

2

I was my sponsors' worst night-mare because they knew I had the talent and ability to achieve incredible things, but I always let my own fears and demons get in the way.

If you haven't been in that position yet ... Where you just want to stick your hands out and shake someone senselessly because they just can't snap out of their own mental prison ... You will. Do them a favor and tell them about these audios. Everyone needs to be in a constant state improvement, because if you haven't figured it out yet, this industry is utterly ruthless and will expose every weakness you have to the world. That's the nature of entrepreneurialism. Now for most people, prospecting and recruiting is a completely emotional event that driven by fear. Fear of rejection ... What if this person calls me an idiot, yells at me or hangs up? What if my friends make fun of me? What if I get my upline on the phone for a follow up call and they never show? Fear of failure ... I spent my last dime on these leads, what if I can't sponsor someone? I told my upline I'd be his best distributor this month. What will he think of me if I don't produce at all? I told my family I'd make it happen no matter what it takes ... What if I fail them? Fear of success ... What if I do sponsor someone? I don't know what to do with them and I could let them down. It would be all my fault. What if I build a large organization and they ask me to start leading people or speaking in public? What if my friends resent me for making more money than them? Yes, this industry is ruthless. In the world of capitalistic entrepreneurialism, it always has been, and always will be the survival of the fittest. Believe it or not, that's one of the greatest gifts you'll ever receive during your life. It will allow you to truly see yourself for who you are - where you're strong and where you're weak, which then gives you the ability to transform yourself into who you want to ultimately become. The sky is the limit - IF - you're willing to pay the price. My fears gripped me and controlled m life for rears. I was at their mercy and my life was trul hell becau e of it. After graduating from college, I packed up e erything I mvned into a small pickup truck and drove from Texas to San Diego California.

Copyright 2007, All Rights Reserved - Magnetic Sponsoring, LLC

3

All I had as a dream and a uccessful upline mentor named Stu who was willing to show me the rop . At this poin I had been in this industry for five years and never sponsored a distributor or c omer outside my family tree. Now it ·was do or die- time. School was over. I was on my own. It felt like my entire futt:rre,. ,as riding on this trip. I found the onl_ apartment in town that I could afford and unpacked the few belonging I had. .. M desk, computer, books, bike, bed, guitar, phone, and a lamp. My sponsor and I had met a few days before and things were looking up. We had an incredible marketing plan in place and all I had to do is follow up with the leads the.~ -ere going to generate. A mas ive radio campaign had been produced, meetings were being held in town each week and I had secured a strategic position within the group that had the potential to put me in the millionaire category within a year or two. I fell asleep that night determined and confident. Things were going to be differen this time. Little did I know we were hours away from waking up to a bra e n~ • ·o ld.

Weall kno investors 1 hanging m

en

e •

Our bi plans disappeared over night, the o deal ~ the massive question mark

As you can imagine its hard o ell op • • m and opportunity during such

traged . Bu iness,. as the last thina on an ·one' mind. I toughed it out working for $8.oofhr at Best Buy selling computers. The MLM business never took off and I ne er conquered my fear of prospecting. Four months later I packed everything up and moved back to Texas. I had failed myself on all accounts but one ... For some sick reason that most people (other than you), will never understand, I wasn't ready to give up. I couldn't spend the rest of my life working for someone else, and still look at myself in the mirror every morning. I had to conquer my fear of the phone and I had to do something different this time if it was going to happen.

Copyright 2007, All Rights Reserved - Magnetic Sponsoring, LLC

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I came to realize th.at people are funny creatures. Most of us are willing to do things for other people that we're completely unwilling to do for ourselves.

If I hired you to call leads everyday for Of course you would.

$30,000

per month, would you do it?

Then why are you still unwilling and maybe even afraid to do it for yourself right now? Having a "job" or assignment takes the responsibility off of us. We're willing to make those calls now because "we" are not the ones getting rejected ... It's the company we work for. We can separate our ego from the process in a job. I took advantage of that and made my first dive into the corporate world as a physician recruiter. It was a strategic move ... My "job"? Cold call 200-300 doctor's offices per day and try to get past the gatekeeper to speak to the physician. I wasn't able to make those calls for myself, but I made them for my boss. Within five days I was a completely new person. My fear of the phone was dead. Months later I'd use the same tactic to conquer my fear of personal selling. I took a position as an outside sales person for a wire-less broadband start-up. My job was to get into the big Dallas hi-rises and knock on doors, starting from the top-floor, working my way down until I made it through or was kicked out by security. The plan had worked, and the old Mike Dillard was dead. Months later I would meet my first real sponsoring mentor, Mark ieser. With Mark's help, I would go on to build my first real organization personally sponsoring dozens of distributors in months. Mark's expertise in this industry when it comes to prospecting and recruiting is unequalled ...

Copyright 2007, All Rights Reserved - Magnetic Sponsoring, LLC

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He's built months.

an organiza ·o

He was the :::1 recrui er •

exc

of 10,000 distributors in less than 24

a company for 15 consecutive months.

He has per onall_ • ecrui ed 258 reps in one year and sponsored as many as 25 people per mon· •, ·.. an a erage buy-in of $400 to $800 per person.

o portunity to learn from him as well through Black Belt

Now ou ha Recruitin .

e m • tory with you for a reason ...

I wanted o

ed my upline leaders would have revealed their struggles to me g tarted in this industry.

I had al when I

e made a world of difference if I had known that the pain and o - earning these new skills and becoming a new person was normal. e a.me position I was, then I want to you understand that it's OK, ·re on the right track. Ne er. ·e quit. So with ...

~come to Black Belt Recruiting.

Sincere_-.

Mike Dillar P.S. You can find more useful sponsoring tips at Mark's websites:

Copyright 2007, All Rights Reserved - Magnetic Sponsoring, LLC

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AN ew Way To Think About Sponsoring ... Prospecting, sponsoring, and recruiting is all about psychology... Specifically, the psychology ofleadership and human group dynamics. Why can some people sponsor new distributors effortlessly, while others struggle without results for years? Well I can tell you right now that it has NOTHING to do with scripts or what you actually say. There is no magic opener to use, or rebuttal to an objection that brings the desired result, and you can't retreat to your dungeon to invent some amazing script that puts prospects into a trance. What I'd like you to know first and foremost, is that there's NO ONE RIGHT WAY when it comes to sponsoring. After my initial time with Mark, I soon developed my own personal style of prospecting and recruiting that is now much different than his. In fact, you'll read things here that completely contradict what Mark says, and vice-versa. Yet both methods work equally well because the psychological foundation at the heart of each approach is the same. What you're about to learn will allow you to tap into knowledge and power that took me 7 YEARS to acquire and once you master this mindset, you will truly find yourself a completely different person. How To Sponsor More Reps Without Hard Selling ...

Within the sponsoring process, the goal is not to SELL our prospects on a product or opportunity. That sounds completely backwards and counter-intuitive doesn't it? After all, what's the point if you're not there to make a sale right? Well there's a problem with "selling" when it comes to this industry, especially when you're offering a business opportunity.

If you "sell" someone on getting started and buying into your opportunity through persuasive conversational and closing techniques that pump them up emotionally, and target their "hot buttons", then yes, you will recruit a lot of people and make sales. But ... Copyright 2007, All Rights Reserved - Magnetic Sponsoring, LLC

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Once that emotional ta e, ·ears off, whether it's a day later or a week, the buyer will experience remorse. The dreams of wealth and success will succumb to the harsh realities ofbusin ownership ... That there's real work involved, skills to be learned money to be invested, and much more. These people qui and go back to their lives. Now if you're just going after a one-time retail sale, that would be fine. But that's not your goal • en ·ou're bringing in a new distributor whom you'd like to a see a commitmen partnership of several years from. Unfortuna e _·, this is what happens most of the time in this industry. New distributo are just focused on the sale. They need the money, they want the self-gratification and recognition that comes from sponsoring a new rep so they learn ho • to thrm out lines, read scripts, sell, over-come objections, and close. Many, ill go on to achieve success because they sponsor so many people that some naturally stick and run with it. But sellin° and ponsoring like that is HARD work. It's an uphill battle because you're fighting people's instincts to avoid being sold. They're afraid o making a mistake. They're afraid of being ripped-off. They're afraid of failino- or loo • o- silly. There's no TRUST. In my opinion both people. ..

e

:a)

that's more enjoyable and beneficial for

Make it THEIR IDE.A. to bu: om ·ou. This is the new paradigm when it comes to selling in today's market.

Copyright 2007, All Rights Reserved - Magnetic Sponsoring, LLC

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Step

1:

Get Invited ...

The old fashioned methods of pounding the phones, holding meetings, pitching your business to leads, and trying to turn your friends and family members into business partners have come to an end. "Prospecting" for business as you've known it, has become obsolete. It's an irrelevant, old-school sales technology that is only pursued by individuals who have yet to discover the methods Magnetic Sponsoring is based upon. I'd like you to stop and think for a moment. Compare today's social environment to the world we lived in just 15 years ago. Today, people are DROWNING under a flood of information, marketing noise, and endless options to choose from thanks to the internet. Corporations have literally turned us into numbers, tracked our personal buying habits, categorized our topics of interest, and constantly use that information to drive as many customized offers into our viewing screen. Entire industries, products, and pieces of legislature have been created just to help consumers manage the tidal wave ... Think pop-up blockers, spy ware protection, spam filters, and the "Do ot Call List" People have been forced to build fortified walls around themselves and their homes to fight back the onslaught of people trying to get their hands into their pocket book. Solicitations are detested and met with frustration anq impatience. We simply don't want to be bothered which means no sane person would willingly build any kind of business based on cold-market prospecting, and in-your-face selling. Yet... The internet has created an entirely new world of opportunity for everyone, where you can literally re-invent your life, and turn a simple thought into a business for little or no money at all. Obviously, that's a trend you intend to take advantage of, or you wouldn't be here right now. But unfortunately 95% of those who start a home business will fail themselves, and the primary reason for that failure is that they didn't acquire the knowledge and skills necessary to succeed in today's modern, competiti e market place. So with that said, here's the key to success in today's market ...

If you're going to sell something to someone ou e got to find a way to get invited into their world as a welcomed guest, instead of a pest. Copyright 2007, All Rights Reserved - Magnetic Sponsoring, LLC

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Now you have h o options , 'hen it comes to building your business ... You can simply p a_~the :numbers and contact enough people until you make a sale through tradi ·ona1 old- chool prospecting and this is the path 95% of home business owne ·e. Or ... You can po • • prospects t

e market place in a manner that allows interested .

This is call ·at-t....e.,-.,,nn ...... and Blac • Bel

"Oil. ~

&.... ..... ......., ....

at the heart of Magnetic Sponsoring

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