@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@ @/@ @/@ @//@ ===>MASTER NETWORKER<=== @//@ @///@ PROFESSOR LON LINDSEY @///@ @////@ A BUSINESS FOR EVERYONE @////@ @/////@ THE GREAT AMERICAN DREAM @/////@ @//////@ THE ART OF BUILDING A BUSINESS @//////@ @@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@@ MASTER NETWORKER #27 A BUSINESS FOR EVERYONE April 23,1997 ===================================================== INSIDE YOU WILL FIND: "The Art of Building A Business - "Presenting The Best You" The Archive of Master Networker Publications NEW "What's Hot Directory" Our weekly one liner. The humorous side. The Master Networker recommended business web page for the week. ================================================== Hello fellow "Master Networker" subscribers! This is number twenty seven in the Master Networker series. If you happened to miss the first twenty six publications, you can retrieve them at: http://masternetworker.com/mailfiles/mailfile.html or you can retrieve them by email from the auto-responder: MasterNetworker-Issue#.txt@masternetworker.com Substitute the desired issue number in place of the "#" Example: mailto:MasterNetworker-Issue26.txt@masternetworker.com *********************************************************************** Today's article is "handy" whether you market online, offline or both. It's even handy for people who are not into network marketing. Although it has a "network marketing" slant to it, anyone can be reminded how to present themselves the best. I've written a previous article that was similar to this one, however it focused more on business cards and your signature file being your online business card. This article covers another aspect of presenting the best you. This article is part 1 of three parts covering "the art of communicating." *********************************************************************** This is a reminder that the Master Networker series is purposely set up for the beginning networker or for those considering networking or even for networkers who have yet to be successful in networking. This means that The Master Networker series covers basic networking principles with the purpose of developing a firm foundation for networking. "The Master Networker" will be void of information that will thrust you to a $90,000 income within 90 days or a $15,000 monthly income without doing any work. Why? Because that isn't how networking works. I've been in networking for twelve years, and I have yet to meet anyone who has obtained networking riches without working for it . . .especially $90,000 in ninety days. This series is about the real world of networking. ^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^ ********************************************************************** T H E A R T O F B U I L D I N G A B U S I N E S S P R E S E N T I N G T H E B E S T Y O U! In one word, this three part article is about "COMMUNICATION." In three separate parts (part 2 and 3 to follow in the following weeks)I will be writing about communication . . .the art of listening . . . the art of communicating in written form . . . the art of reacting . . . the art of verbal communication. Many of you have probably read many articles and perhaps even listened to tapes on communication . . . even the art of communication. A good part of the art of building a business has to do with the art of communication. THE LOST ART OF COMMUNICATING The Webster dictionary defines "communication" as "a giving or giving and receiving." . . . thus the LOST ART OF COMMUNICATING. I mention the "lost art of communicating" because most of us don't realize "LISTENING" is the most important part of communicating and is also the easiest . . . if we do it! The problem is most of us don't do it. We think communicating is the act of dispensing information to others rather than receiving information. I'm sure you have heard the phrase "God gave us one mouth and two ears for a reason." LISTENING IS THE PART OF COMMUNICATING THAT WILL MAKE BUILDING YOUR BUSINESS MORE EFFICIENT! Listening is the part of communicating that will make building your business more efficient. I guess I have to ask; "how can we sell something to someone if we don't know what they want?" We can only find that out by asking questions and listening to the answers. If we listen to people, we often find it is not money they want, but it's a "college education for their children" or a "larger home" or "freedom from a hated job" or "extra money for a long deserved vacation" or a "retirement free of economic bondage" or . . . you fill in the blank! You see, "money" is only the transfer medium to get people what they want. So often (and I am guilty of this) we talk to people in terms of money, but if we LISTEN to what it is they really want, we will become more effective business builders because we LISTEN FOR A NEED and then show how what we have can fill it! Why is listening so difficult? Because we are so excited about what we have available for people, we tend to lose sight of other people's specific needs and wants. It's also alot easier to talk in general terms (money) rather than focusing in on specific needs. Do you want to get someone's attention? Just find out what their top three "wants" are and then turn around and ask a very simple question. For example, let's say, through a process of asking a question or two, you LISTEN to an answer of "I want my wife to be able to stay home with our children rather than leaving them at the day care." Now you ask, "If I can show you something you can do out of your home that will provide you with a way to have your wife stay home with your children each day, would you be interested in knowing about it?" . . . or "I have something I would like to share with you that could be the answer to allowing your wife to stay home with the children each day. Would you be interested?" You see, when we talk about "money", the term is so general it actually becomes diluted because we have not hit the "hotspot" of what money can do. It gets dispersed over several things and when that happens, it loses its effectivenenss. Let's try something! Say to yourself "I want (fill in) xxxxx amount of money." Now think of a specific need or want you desire and say "I want to ......." My desire . . . my passion . . .my hotspot was "I wanted out of my job and wanted to work at home with me being my own boss." When I say something like that, I get a feeling deep in my "gut." . . .I know I want it because I can feel it. When I say I want money, there is a different feeling! Try it! Do you get a real special feeling when you state what it is you want that is more specific than money? One might say, "but it's money that buys what your passion or desire is." Not necessarily! We can't always assume that money will provide the necessary need or want. That is why we must LISTEN to see what the need is . . .and it may not have anything to do with money. APPLYING THE LISTENING PRINCIPLE TO BUILDING YOUR BUSINESS Let's look at how we can apply this principle to building your business. First of all, I have to assume you believe in your business and know enough about it that you are able to show people how your business opportunity can fulfill another person's need(s). What I am about to tell you is the part that takes time and effort. You must discover the need and then show how it can be fulfilled through what you have to share with the person. That means you must communicate with people in such a way that you connect with them and begin building a relationship with them. Asking questions and LISTENING, then, provides the basis of discovering what a person's needs are. This is true whether you are building your business via Internet, mail, person-to-person or whatever. It's really an attitude of putting others first . . . you know . . .what can I do to help you attitude. Do you know what usually happens when you put others first? In the network marketing business you automatically take care of yourself. In networking, you've probably heard the saying,"help people get what they want and you automatically get what you want." HOW TO DO IT! As you communicate with others, keep notes and show an interest in them. I will say this! If your motive is to "I want to build up a relationship so I can sell them on my opportunity," it won't work! The relationship must be real and sincere. The relationship must be the priority with the ability to share something to fulfill the need a bonus to your relationship. The Internet gives us the ability to develop and build relationships quickly, but the Internet also makes it easy to build a "numbers" business rather than a "relationship" business. A "numbers" business will fluctuate . . . number of people coming and going in your business. A "relationship" business will grow because there is a type of bonding that took place before the business aspect. I might add that I am not ruling out the possibility of recruiting and sponsoring someone in your business first and then developing a relationship with that person. That happens all the time. I'm just saying there is something special to communicating with a person, listening to their needs, sharing how what you have can fulfill those needs and then building a business together. IN SUMARY The art of communicating includes the art of listening and through the art of listening, a whole world of opportunites open up. Building a network marketing business is really a people business. Those who communicate best tend to build a following of friends which often times transfers into the building of a business. Lon Lindsey Master Networker (and still learning) ************************************************************************How would you like to be the only representative from your business opportunity to be listed in this "What's Hot" Directory. Explode your opportunity by registering and setting up a web page today. Visit: The American Dream Network, Inc. http://www.munymaker.com **************************************************** This week's one liner ---------------------------------- Don't pray for rain if you're going to complain about the mud. ========================================================= ****************************************************** The Humorous Side - Salesman: "You make a small down payment and then you don't make another payment for six months." Customer: "who told you about us?" ************************************************************ >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>WEB PAGE OF THE WEEK - 1) http://www.classifiedsforfree.com/ - Place your ads where ever you want! >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>Any suggestions for Master Networker articles? Submit to: professor@multi-level.com Remember, on the internet, it's not only who you know and what you know, but also WHERE YOU GO! See you there! Professor Lindsey If you want to unsubscribe from "The Master Networker" send e-mail to professor@multi-level.com and put unsubscribe in subject area.