*==============================================* 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 57 April 15, 1998 *==============================================* INSIDE YOU WILL FIND: "The Art of Building A Business" - The "Tenpercenters" . . The Network Marketer's Hope 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-seven in the Master Networker series. If you happened to miss the first fifty-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 or go to our webpage and click on previous articles. go to: http://www.masternetworker.com **************************************************************** Hello, fellow MasterNetworker subscribers. I mentioned in the last Master Networker that my wife and I were going to take a spring break and go to the Southwest. Indeed, we did and had a wonderful time. In fact, we can see moving our winter office in the Tucson, AZ or Phoenix, AZ area one of these days. We spent two weeks enjoying the area and the food and came home to mounds of mail and email messages . . so that is why there as been a delay in getting this week's Masternetworker out. This week's article is about something that I learned in networking as I have built businesses throughout the years. It really didn't hit me until lately what really happens in this industry. I suppose one can be so close to it that you can't see what is really happening. It's about what I call the "tenpercenters" and the effect a "tenpercenter" will have on your business. I take that a step further and write about every networker's dream . . the "one percenter." ><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><> 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! <><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><><> THE "TEN PERCENTERS" . . . THE NETWORK MARKETER'S HOPE If you are new to network marketing, in time you will discover something that happens in every business organization. My first network marketing sponsor told me something, but it initially went over my head because I was like a young child seeing only the great "wild blue yonder" in networking. Fourteen years ago, my sponsor told me something that has proven itself over and over again. Jim said, "Lon, be prepared for something. Only 10% of the people you bring into a network marketing business will work it. If you are lucky and if the conditions are right, you might get 20%, but don't bet on it." I really didn't' pay much attention to that at the time for if I had, it may have sounded so discouraging that I might have never continued to pursue network marketing. I'm glad I did, however, and I'll explain why later. I couldn't imagine people getting involved in an industry that showed people working with others so that all would do a little to create a lot. Why would anyone want to get involved in a business and not work it? Well, I found there are all kinds of reasons why people don't work programs they get into. So many factors enter into this . . . factors such as personal and family problems, lack of money, lack of time, lack of motivation, lack of know how, disappointment, frustration, the "jumping to the next great program" syndrome, etc. Regardless of the reason, the fact remains that only 10% to 20% of the people in a networking business group will be the workers. You've probably heard the statement that 20% of the people do 80% of the work. Have you noticed the same holds true in just about anything you do . . be it church, job, clubs, organizations, etc. SO . . . .WHY EVEN BOTHER IF ONLY 10% WORK THE PROGRAM? This fact, by itself, shows the power of networking. People involved in the networking industry have become millionaires based on the "ten percenters" in their business organization. Huge, strong and successful organizations have been built based on this 10% factor. Serious network marketers work and live to find that next "ten percenter" that shows up in their organization. Knowing this factor is what keeps successful networkers plugging away in their chosen business. AND WHAT ABOUT THE OTHER 90%? The remaining 80% - 90% of the people in your organization can be your best customers. Hopefully they joined the business because they believe in the product(s) your chosen network marketing company distributes. A strong company will have products that are affordable and of excellent quality so that people will come back month after month purchasing more products. If people join only for the compensation plan, then these other 80% - 90% will not even be good customers . . .thus causing a disease we call attrition (drop out). You see, if people join a company for only the reason to make money . . .and then if they don't make money, they no longer purchase product. That is why it is essential for people to use and believe in the product if you are going to have a business organization of workers AND customers. FINDING THE "TEN PERCENTERS" . . . IT'S PART OF THE PROCESS What I didn't realize until after it happened was locating the "ten percenters" is part of the process. You may have heard this statement . .. "sponsoring is the lifeline of your business." Sponsoring new distributors or representatives keeps the business organization growing IF you run across some "ten percenters" in the process. These "ten percenters" which are recruited don't have a crown on their head or a mark on the forehead. You may not even recognize them when you sponsor them. In fact, you may sponsor a person who was a "ten percenter" in their previous business and may only be a customer or even a drop out in the business you sponsored them into. The idea is to keep the process going which will increase your CHANCE for ACTIVE "ten percenters" in your group. Without your having "ten percenters" in your group, you are building your business by yourself! What is interesting is you may not even be the person who sponsors a "ten percenter." Often times, it might be one of your people who temporarily works the program only to get discouraged and drop out . . . but leaving behind a "ten percenter" for YOU to work with. You've probably heard . .. "it's not who you know, but who someone else knows that will build your business." CHARACTERISTICS OF THE "TEN PERCENTERS" "Ten Percenters" usually have some common characteristics. They are self motivated, extremely persistent, possess tremendous desire, asks lots of questions, and have a strong work ethic. Most will follow a set system or program for building their business and I find "ten percenters" like to be communicated with and kept up-to-date as to what is happening in the business. GETTING A "TEN PERCENTER" TO WORK I mentioned earlier that "ten percenters" are not necessarily recognized. On the other hand, if you sponsor someone who seems to possess the characteristics of a "ten percenter," that does not necessarily mean they are going to be an "active ten percenter" for you. Notice I said "ten percenters" are self motivated, but not necessarily self starters. I find that it is extremely important to be able to bring the "ten percenter" out into the open. This is done through communication, motivation and training. Making them aware of a systematic approach to building the business is one of the best ways to get your "ten percenters" working for you. Making them feel part of what you are doing through a team approach is a sure way to get your "ten percenters" to come out of the woodwork so to speak. INTRODUCING THE "ONE PERCENTER" The network marketer's dream is to sponsor a "one percenter." The best way I can describe a "one percenter" is "just get out of their way and let them go!" Where the "ten percenters" can work with you to build your business, the "one percenters" will build your business FOR YOU and could build you a lifestyle without your help. We networkers live to sponsor a "one percenter." Obviously "one percenters" are extremely rare, but definitely not extinct. "One percenters" are so rare that you may get only one or two of these in your organization in a lifetime but in so doing, they could build your business for you without you! The characteristics of the "one percenter" are similar to the "ten percenter" with some additional key characteristics. The "one percenter" will set both short term and long term goals . . in fact, they are likely to write them out and share them with others. The "one percenter" will extensively research several business opportunities before they make a final choice of their chosen business opportunity. "One percenters" are natural leaders knowing how to motivate and train people in their organization. "One Percenters" are very creative, usually having the ability to develop their own approaches to building their business and coordinating that approach with their downline. "One percenters" stay focused on one business opportunity and do not jump from business to business. "One percenters" are extremely persistent and when something does not work out, they regroup and try something else. "One percenters are positive people, people. They enjoy being around other people and get energized by helping people in their downline to better themselves through the business. It is even possible for you to totally be ineffective as a business builder, yet the "one percenter" will move ahead even without you. There is another characteristic of the "one percenter." They usually research to find the best sponsor. It is not uncommon for them to interview potential sponsors so they can determine who they want to sponsor them. Even though these "one percenters" will build on their own, they want the security of knowing that their sponsor is truly their sponsor . . a person whom they can communicate with and learn from. What this means is most of the time "one percenters" end up being sponsored by other "one percenters" or by "ten percenters." There have been instances where a person sponsored another person who became a "ten percenter" and this "ten percenter moved on to become a "one percenter." This certainly can happen, but those of us who consider ourselves serious networkers live for the day that we sponsor a true proven "one percenter." WHAT ALL THIS MEANS FOR YOUR BUSINESS Building a solid business and income is a process. Most solid product-oriented businesses are long term in nature. Due to the recent hype of new companies that have entered the market place, it is easy to think we should be earning a four or five figure income within the first six months to one year of our starting our business. Although that is certainly possible, it isn't probable because a solid business that lasts and lasts takes time to build. Oh yes, there are companies out there in which you can make a quick income that might be in the four or five figure category, but what is happening is these incomes are coming and going due to companies going out of business or people jumping from one program to another. I'm talking about building your future . .not just a quick fix for your present. The process I am talking about is one in which building the foundation of your business is actually more important than building a quick temporary income. Because you are building a business AND an income rather than JUST an income, the process requires more time. This is because you will be sponsoring people based on the long-term benefits of the business rather than the immediate income of the business. I can't stress this enough. Due to some new companies and the quick dollars that are sometimes made with them, people seem to think building a long-term business means huge short-term income. Although that is possible, people may go into a business thinking that and end up dropping out due to disillusionment and disappointment because they went in not knowing. In other cases, I have seen individuals who created a quick income only to have it diminish very quickly due to drop outs or the company going out of business. When this happens, they are off to the next company and they try to repeat the process and in some cases they successfully do . . but my concern has to do with the long term? Network marketing was set up with the idea that a person can build a business over time and that business will continue to perform for them long after they choose to quit working the business . . in fact . . long after they have passed on. Building up one business after another due to businesses going out of business is about the same thing as having to go to work each day. In networking, we are working toward what we call "unearned" income. "Unearned income" is when the money keeps coming in long after you quit working. In other words, the work you do today produces the income of tomorrow . . even after you stop working. This is called "retirement income" but the difference is "retirement income" can be in hand at age 30 or age 35 or 40, etc. It's doesn't have to be at age 65. Another feature of a networking retirement income is it is shielded against inflation. Because prices of products go up according to inflation, income goes up as well. My experience shows there are only a handful of companies that are truly long term in nature . . .having been around for years and are most likely to be around in the future. 80% of the new companies go out of business within two years and of those that survive, only 20% make it to five years. Based on that, it makes sense to look closely at the companies that have a long track record. Sponsoring some "ten percenters" and "one percenters" in a strong solid company is the best way to create an "unearned" retirement income for your future. Lon Lindsey Publisher The 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 ---------------------------------- Never make the same mistake twice or you'll never get around to all of them. ========================================================= You might be a networker if You're not really concerned when the FTC starts asking your company's founder a few questions. ****************************************************** >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>> 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.