*==============================================* M A S T E R N E T W O R K E R The Art of Building A Business by Professor Lon Lindsey MASTER NETWORKER Number 56 March 16, 1998 *==============================================* INSIDE YOU WILL FIND: "The Art of Building A Business" - Singing the MLM Blues! . . Coming to a local brain cell in the near future. The Archive of Master Networker Publications Our weekly one liner. Web Page Design . . . Need someone to make you look, sound and feel good on the web? Very reasonable prices! emailto:lnevil@vzinet.com You must be a networker if: The Master Networker recommended business web page for the week - Master Networker Recommended Readings and how to order. ================================================== Hello fellow "Master Networker" subscribers! This is number Fifty-six in the Master Networker series. If you happened to miss the first fifty-five 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 or go to our webpage and click on previous articles. go to: http://www.masternetworker.com **************************************************************** Hello, fellow MasterNetworker subscribers. My wife and I are getting ready to take a spring break to the Southwest so you won't be receiving a masternetworker until after April 5th or so. We look forward to enjoying El Paso, Texas, New Mexico and Arizona as we look for some warmth and sun. This week's article is about something that I deal with . . .no matter the chosen business . . .no matter how successful people are. It's the MLM blues and it hits everyone in the industry. How people deal with it is what seems to make the difference in what happens with them in their MLM future. Get ready for those MLM blues . . .because if you haven't seen them yet, they are on their way . . .to a local brain cell in the near future. ><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><> 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 thirteen 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. Get it right the first time! <><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><> S I N G I N G T H E M L M B L U E S The MLM Blues will be playing at your local brain cell in the near future and it is best to be prepared, for they will surely come. If you have already joined your first networking company, you know the excitement you felt when you made your decision. You may have been excited and apprehensive at the same time as you contemplated becoming a distributor or not, but when you finally say "I'm doing it" . . there is a certain amount of excitement that goes with that decision . . .and a certain amount of relief that you made it. It's an emotional high that you will feel again and again as you sponsor new people into your business or as you add new customers to your business account. Beware! My preacher always said "for every emotional high, you can expect a corresponding emotional low." Thus is life, but those that do best are those who recognize this and effectively deal with it. First of all, I am going to give you a typical emotional cycle of the typical network marketer and then I'm going to provide you with clues as to how to recognize each part of the cycle and finally will give you hints on how to deal with each and immunize yourself against the MLM Blues. THE EMOTIONAL CYCLE OF THE NETWORKER THE EXCITEMENT PHASE INITIAL SIGN-UP - This is an emotional high! This is probably the highest you will ever be . . . emotionally, that is . . .however there are times when you may come close to this feeling and maybe even exceed it, which I'll explain in the appropriate stage. The Initial sign-up stage is the stage in which you see the vision. It finally hits you what networking is all about. It makes sense to you that, for once in your life, it is possible for everyone to do a little which creates alot for yourself. You realize that there is a vehicle to reach your dreams and you finally admit to yourself "I believe I can do it." Along with the light bulb going on that networking might just be the answer you have been looking for, there is usually a specific business opportunity attached. For some people, they see network marketing, first, as the vehicle and then they find a specific business opportunity that utilizes network marketing. For others, they are introduced to a specific business first and then they are shown how the business utilizes network marketing to achieve your goals. It really doesn't matter which comes first, the fact is, when the two are combined at the same time and you make that decision to go with a specific network marketing company, you are at an emotional high! At this time is a good time to explain what happens when a person gets high emotionally. There is a pituitary hormone called "endorphins" which are a morphine like substance. This hormone is produced naturally in the body and the brain reacts in a certain way to allow the pitutary gland to produce these morphine like substances. A feeling of excitement creates a surge of these endorphins and creates a feeling . . .. a stress free, pain free type feeling. In fact, endorphins are know as a naturally produced anti-stress . . .pain relief type hormone. So . . . when you are excited about your new venture and opportunity, you are producing more endorphins which is creating an even higher high .. . .a natural high, if you will. Stress that you might have experienced before or the emotional pain of some issues you might be having are suddenly put in the background and you feel good about your new venture . . thus the emotional high state in the MLM blues cycle. RECEIVING YOUR KIT/NEW PRODUCTS - This is another stage of excitement . .. actually receiving your business kit or information along with any products you may have ordered. This brings reality to your decision. You are now in business for yourself and that is confirmed when you get materials and products making your decision very real. Most people, when they receive their business kit, again experience the excitement of their new business and when combined with the possibility of reaching ones goals, those endorphins create another emotional high . . . one of which makes you want to get started NOW! INFORMATION GATHERING AND LEARNING - This stage is one in which you are anxious and excited to learn. You are wanting all the secrets for building your business. This usually takes place during the next 24 - 48 hours after you receive your business kit. This is the time you are most apt to talk to your sponsor, read the information in your business kit . .and maybe even go out and purchase additional books on network marketing or business-building. It is in this stage you are ready to begin building your business and may actually make some attempts to share what you have with others. THE REALITY PHASE STARTING THE BUSINESS - In about two to seven days after receiving your new business kit, a slight sense of realism hits you. Part of this is due to the fact that excitement is usually temporary and the body finds it difficult to produce endorphins at the same rate it had previously so there is a natural "coming down" . . if you will. But . .now there is also some realism involved as you develop goals, set up strategies and come up with a short term and long term plans of action. SHARING THE BUSINESS/PRODUCTS - You are still excited about your business, but you realize keeping your excitement to yourself will not build a business so the first inclination is to share your excitement with people you know . . .family . . . friends . . . acquaintances. The first thing you will notice is that other people don't share your excitement and that feeling brings a sense of realism to what you are doing. You are still excited about your new business, but you now realize it is going to require more work than just sharing your excitement. THE LINE OF DEMARCATION - it is at this stage that something will happen that will cause you to re-enter the excitement phase or cause you to go into the "Question" phase. This usually happens within your first month .. .. maybe even the first two weeks depending on the individual. If you sponsor a new person in your business, it's just like sponsoring yourself all over again. It throws you right back to that excitement phase and you once again experience that high feeling and a thinking of "isn't this wonderful . . I'm so glad I'm doing this . . I love it!" type feelings. Even your selling products or setting up new product accounts will create the same feeling and will reconfirm your belief in what you are doing. If, on the other hand, nothing is happening in your business . . you are not able to sponsor or sell products, you will begin entering the next phase . . the question phase. THE QUESTION PHASE WHAT AM I DOING WRONG? - is usually the first stage within the question phase. You begin questioning your approach . . .your how you are going about building your business. At this point, you might get back with your sponsor and he might offer some suggestions, but just the fact that there may not be a magic solution for you could send you into the next stage. IS THIS BUSINESS THE RIGHT BUSINESS? - "Maybe I've chosen the wrong business . . .after all, I can't get anyone to join me and share in my excitement and I can't even find anyone who will just try the products! .. . .hmmm . .maybe this business isn't what I thought it was." This is a typical feeling at this point and it is at this point you begin doing some soul searching wondering if maybe there is another company/business out there that would be easier and more likely for me to be successful at. Additionally, you have probably been bombarded with lots of hype lately of other programs that are new and better and easier . . . so maybe . . . just maybe, you decide to take a peek at some of the others AS you continue to work your current business. . . . and often times what happens, people see something that excites them and thus the whole cycle starts over again . . . Excitement and feeling good and so on. I've known people who are constantly jumping on the newest program available because they are constantly getting the feeling of excitement and in a sense they become addicted to MLM and new programs, but they never build up a future for themselves . .. only a present and in most cases they end up spending more than they ever make. Then there are those people who have such a bad experience with building their chosen business, they go into the next stage of the question phase. IS NETWORK MARKETING/MLM REALLY FOR ME? - This stage is a result of having such a bad experience that the feeling goes beyond just questioning the chosen company or business. At this stage you begin having doubts about the industry . . what networking and MLM are all about. In this stage, people begin to close their minds to MLM and networking and simply make general statements that MLM does not work. That is why you will see ads that say "this is NOT MLM" because they know that there are people who have had a bad experience in MLM and they have closed their minds to such, but know that they do have a desire to build a business . . . . thus unilevel programs or slick little alterations to a typical MLM program . . however it wasn't MLM that didn't work . .it was something called "disillusionment" that was the real culprit . .so the answer is not even a non MLM program. I'll address that more later. TOTAL DISBELIEF AND DISILLUSIONMENT This phase could be temporary or permanent. This is the "I don't want to have anything to do with MLM or network marketing" phase. It's a total loss of the belief that one can reach their goals using a MLM or networking vehicle. In some cases, it's "never again." In others, a time out period along with some new readings might cause someone to rethink this or in many cases it's being mentored by a friend who wants to show them what went wrong and is willing to motivate them to give it another try. SUCCESSFUL PEOPLE GO THROUGH CYCLES ALSO! Just because a person has experienced some success in MLM doesn't mean they don't go through some of these phases and stages also. I have run across people who have been very successful at building their business, but certain factors came along that caused them to go through the various stages . . even to the point of getting out of MLM altogether. At this time, I would like to deal with some of those factors because they could all be a factor even if you are experiencing success. 1. DISILLUSIONMENT - You are brought into a business with the thinking that you can earn a certain amount within a certain amount of time or you can build your business to a certain level within a certain amount of time, but it's not happening that way. In other words, perhaps the goals that were set were unrealistic goals, yet it would appear a successful business is being built. In other words, you are your own worst enemy because you are not meeting your own expectations. Disillusionment usually comes from hype and broken promises. 2. WANTING SOMETHING . . . TOO MUCH AND TOO SOON - In a sense, this may be a form of disillusionment, but the problem comes in wanting something so badly that you have to have it NOW! Many of us have been taught patience is a virture. Patience is quickly becoming extinct because of the "Now" society we live in and when you add the Internet to this, we think we can build a business overnight. 3. SLOWED GROWTH AND STAGNATION - Even successful business builders go through cycles of growth and stagnation. It's amazing how quickly inactivity will cause the mind to start questioning and wondering and this questioning and wondering simply leads to negative energy toward building the business. 4. UNSUPPORTIVE SPOUSE OR FAMILY MEMBERS - Working a business without the support and belief of your spouse or other family members is tough. People see it as a reflection on themselves rather than a reflection on what they are doing and begin questioning themselves. This factor seems to be less of an issue with those people who are experiencing success because their successes give them enough confidence to overcome those feelings; however it is still a factor to consider. 5. FATIGUE - Some people get so excited and so driven that they will work hours and hours on their business and often times, in addition to a regular job. Feeling tired after putting in lots of time on the business or combining with your current job could move you to a cycle of "is this all worth it?" 6. RUST OUT AND BURNOUT - People can rust out or burnout even doing things they are excited about and successful with. Working at an intense level over a long period of time can make a person question whether this much work and this much time involved is really worth all the effort. 7. PROBLEMS AT THE COMPANY LEVEL - Companies that are having growing pains or making major changes in policy or companies that seem to be inefficient in doing what they were set up to do can cause people to go through the phases mentioned previously. 8. COMPANIES GOING OUT OF BUSINESS - Since 80% of all start-up companies go out of business within their first two years, this factor becomes a major factor for even the successful business builders. It is not fun to build one business after another . . having to start over each time. People realize they are building for their future as well as their present and if their future keeps going out of business time and time again, then one can expect to go through the question and disillusionment phases. THE GOOD NEWS . . . WHAT YOU CAN DO ABOUT PROTECTING YOURSELF FROM THE MLM BLUES Consider the MLM Blues a disease or virus that you may contract. The best defense against disease is to build up a strong immune system or to immunize yourself against it. Following is how you can build up your defenses from the MLM Blues. DEVELOPING A STRONG BELIEF SYSTEM When you believe in something . . .when you REALLY believe in something, you are less likely to be devasted when the going gets a bit rough. How do you do that? You do exactly what it was that got you excited about your business in the first place. You develop a sound belief system around the products, the company, the business and your support team. This may come to a complete surprise to many people, but the most important one of these is the products. Your whole basis of what you are doing is built on your own belief of the products. Sorry . . .there is no getting around that. When you genuinely believe in the products, you believe in yourself because you are representing the products. YOU HAVE TO BELIEVE IN THE PRODUCTS TO BUILD YOUR BUSINESSS. Once you believe in the products, then it becomes much easier to believe in the company, the business and the support team. As you use and experience the products, your belief in them increase. As you deal with the company as they ship out product and as they pay out commissions in a timely manner, that should cause you to develop a belief in them. As you understand and support the compensation plan and the purpose and mission of the company and business, then you will develop a belief system in the business. As you are trained and supported by your sponsor and upline, you will then develop a belief in them as well. Having a complete belief system with regards to products, company, business and upline will surround you with a protective shield against the MLM Blues. DEVELOPING CONFIDENCE Do you realize that one of the largest issues involving adults is "self image" . .thus confidence. So you thought that was only an adolescent thing. NOT! Lack of self confidence is a major issue. Where does confidence come from? It comes from a belief system. Now you can again see how important it is to have a sound belief system because confidence in your business is based on your belief in your business. Confidence comes when you believe in you! You believe in you when you have a sound belief system. Have confidence in what you are doing protects you from the MLM Blues. DAILY OPERATING PLAN Having a daily operating plan will create enough actvity that will allow something positive to happen over a period of time. My MLM mentor once told me that I should have at least ten things happen daily with regards to my business. By that, he meant a combination of phone calls, mail, personal contact . . anything with that business should equal ten events each day. That means putting in a set amount of time each day. It's better to put in 10 hours spaced over the week rather than one ten hour day . . as an example. When you are actively working your business a little each day . .five or six days a week, you are putting another protective shield around you to protect you from the MLM Blues. RECOGNIZING THERE IS A THING CALLED THE MLM BLUES Just knowing you may be suseptible to the MLM Blues is another way to fend them off. Understanding it is normal to have down days and down-and-out times is a protection in itself. When that happens, you can remind yourself that this is to be expected and begin doing some positive activities to give yourself a booster shot. Having motivational books and tapes are great way to immunize yourself from any long-term bout of the MLM Blues. The car is an excellen place to keep some motivational tapes and book or magazine readings at the end of a long day may be just the thing to help you relax and motivate you for the next day. CONTINUED LEARNING The networking industry is an ever evolving industry. New technologies and techniques make it possible to build your business in new and exciting ways. Your reading this article is an example of continued learning. The Internet and bookstores provide a fountain of wealth with regards to building a successful business. Also, keep in contact with your sponsor for new and exciting developments. HAVE A MLM SOULMATE Everyone needs a person they consider their partner. MLM is no different. You need someone you can share your ups AND downs with . . your feelings . .your victories . .your defeats! Please read a previous article of mine titled .."Network Marketing, The Lonely Road." Having a MLM soulmate is a sure shield against the MLM Blues. BE REALISTIC Enter into your business with realistic goals. Don't expect to accomplish a five year goal in two years, however if you do fine! Just don't get down on yourself when you want something so badly, but can't have it immediately. Check with your upline and find out of your goals are realistic and know exactly what you will have to do to accomplish them. Methodically working on your goals through proven strategies will go a long way toward your building your future, but it won't happen over night. Remember, a business that is worth having around for your future is worth spending some time to develop. MY OBSERVATIONS The MLM Blues are all around you and they could attack you at any time. I am currently finding an epidemic of the MLM Blues going around and it is easy to see. In fact, I've been part of it! People are jumping from program to program looking for that magic company that is going to set them free. I see it over and over again . ..people getting excited, then quickly going into other phases only to get excited again about another opportunity and then through the phases again over and over. It's especially rampant on the Internet where we are thrown one hot opportunity after another and in many cases people are jumping into so many programs and feeling excitement after excitment day after day. These people are either going to run out of money from "joining" almost everything that comes along or they are going to get hit By the MLM Blues . . big time .. and will crash so hard so as to never to be heard from again. I can say this because I've been there! I can hope you will learn from what I have already learned. The solution is based on belief and focus. If you really believe in your chosen business, then focus on it. There will always be a better program/business available, but how many times can you effectively start up a new business? Look at where you will be in five years. Will you have five years of experience with one company or will you have five different companies with one year of experience each? Research businesses and find one you can believe in . .the products, the company, the business, the support team . .and yes . .choose a business you can feel certain will be around for your future. Your legacy needs to be what you leave behind, not what you thought was ahead! Lon Lindsey Publisher Master Networker ************************************************************************ GREAT LOOKING WEB PAGES THAT MAKE YOU LOOK, SOUND AND FEEL GOOD! Do you want to LOOK GOOD, SOUND GOOD and FEEL GOOD on the web? We can't all be talented in every area, so surround yourself with talent and let those who can make you LOOK GOOD, SOUND GOOD and FEEL GOOD do their thing. I would like to recommend Lorri Nevil of K.C. Enterprises for any web page designing needs you might have. Very reasonable prices! You can contact Lorri by emailto:lnevil@vzinet.com> **************************************************** This week's one liner ---------------------------------- Some folks just run as fast as their two legs will carry them into debt while others buy expensive cars getting ther even faster while driving in style. ========================================================= You might be a networker if you think it's ok to ask a perfect stranger if they've reached "momentum" yet. ****************************************************** >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> The Master Networker recommended business web pages for the week - Tired of jumping from program to program? Tired of companies going out of business and letting you down? Want a real business/company with products that you can believe in . . thus a sound belief system for building your business? Go to my FEEL-GOOD company web page. If you like what you see, send me your postal address so I can send you detailed information, catalogs and product samples. http://www.masternetworker.com/watkins/ Keep learning and keep up with the industry . . ..also receive discounts on advertising. A complete package . . Cutting Edge Opportunities, Money N Profits, The NetworkTrainer, Emerald Coast News, Mail Order Messenger, Opportunity World, Home Business Connection .. bonus publication called Network Marketing Connections. Publisher's Profit Pak http://www.MasterNetworker.com/cgi-masternetworker/p3/enter.cgi?LL1000 >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> Master Networker Recommended Readings: Publisher's Profit Pak offers you seven popular newspaper/magazine subscriptions for one low price AND is you refer others, earn as well. You can receive a one year subscription to each of these for one low price: Cutting Edge Opportunities, Money N Profits, The Network Trainer, Emerald Coast News, Mail Order Messenger, Opportunity World, Home Business Connection, Network Marketing Connections. For detailed information, go to http://www.MasterNetworker.com/cgi-masternetworker/p3/enter.cgi?LL1000 We'll even give you your own web page to promote. Additional Publications: To order, go to:http://www.hawk.igs.net/~couzy/biz2/biz2.htm BOOKS WAVE Three - Richard Poe Money, Money, Money, Money, Money - John Milton Fogg The Future Is Knowing Network Marketing - Patrick W. Higgins Who Stole The American Dream? - Burke Hedges Working Smarter From Home: A Guide For Network Marketers - Crisp Paul J. Meyer & The Art of Giving - John Edmund Haggai The One Minute Sales Person Did Your Well Before You Get Thirsty - Harvy MacKay Live Your Dream - Les Brown Successful Network Marketing For The 21st. Century - Rod Nichols How to Make Big Money in Multi-Level Marketing - David Roller Publications Bad Blues - Venus Andrecht The Network Marketer's Guide to Success - Jeffrey Babener & David Stewart How To Succeed in Your Own MLM Business - Debbi A. Ballard How Secure if Your Financial Future?- Allen Baytes Beyond The Veil - Leonard Clements Network Marketing: The Business of the 90's - Crisp Publications Tax Advantages of HOme-Based Businesses - Carol Dilley A Better Way to a Better Life - Nancy Failla & Jerry James The Basics - Don Failla The Greatest Networker in the World - John Milton Fogg MLM Special Reports - Randy Gage You Can't Steal Second With Your Foot On First - Burke Hedges Beingthe Best You Can Be - John Kalench Mail Order MLM Techniques - Charles Possick Big Al Tells All - Tom "big Al" Schreiter How to Create A Recruiting Explosion - Tom Schreiter Power Multi-Level Marketing - Mark & Renee Reid Yarnell Winning the Greatest Game of All - Randy Ward Are You Walking Past A Fortune?- Tom "Big Al" Schreiter Inside Network Marketing - Len Clements To order, go to:http://www.hawk.igs.net/~Couzy/biz2/biz2.htm MAGAZINES * Cutting Edge Opportunities 59 Crimson Lane Elizabethtown, PA 17022 717-361-9007 717-361-0860 Fax 800-786-5493 code #195 --->>> FREE Trial Subscription * Emerald Coast News P.O. Box 190 Niceville, FL 32588 904-564-3004 904-863-5315 Fax http://multi-level.com/ECNews/ --->>> FREE Trial Subscription * Money N'Profits Magazine (United Communications Co.) 28 Vesey Street, #242 New York, NY 10007-2956 212-785-9080 212-785-8007 Fax * The Network Trainer P.O. Box 57723 Webster, TX 77598 713-280-9800 713-486-0549 Fax * Upline 30 East Main Street #210 Charlottesville, VA 22901 804-979-4427 804-979-1602 Fax * Profit Now (formerly MarketWave) PO Box 4245 Barboursville, WV 25504-4245 Money N Profits Entrepreneur Magazine Success Magazine ------------------------------------------------------------- Any suggestions for Master Networker article ideas? 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.