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by Dr. Joe Rubino |
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Like the prospectors in search of gold during the mid-19th century, today's networkers are attracted to the activity of prospecting with visions of striking it rich. And like those prospectors of old, the reason to play the game lies in its potential possibilities those rich rewards. Those old-fashioned prospectors had no certainty of success on any given day or in any particular mine or stream. Their techniques were crude, slow and labor intensive. While a few did hit it rich, most were left with shattered dreams and little to show for all their hard work and the often life-threatening risks involved in searching for gold. Contrast this with today's modern mining. We use technology to show the presence of a definitive vein of gold. We have the heavy-duty mining equipment to get to the gold no matter where it's hidden, in record time, and cost effectively remove it for a fabulous profit. Through modern techniques, you can utilize the most powerful and effective technologies to leverage your efforts. Now you can replace the forty-niner's tin pan and pick-ax with your own version of a high-tech, computerized earth-mover. And you'll be able to quickly locate where the gold (your future networking leaders) lies hidden before harvesting your find with newly developed skill and effectiveness. Let's take a look at the prospecting paradigm that already exists. By paradigm, I'm referring to the common belief of what is true that's taken for granted by society or our culture. For example: Go back before the time of Columbus. What was the paradigm what was thought to be true by society about the shape of the Earth? Flat. Was it true? As it turns out, no, but that's what the majority of society thought at the time. It's important to pay attention to prevailing paradigms, whether they are true or not. Remember, you are almost always speaking and listening directly into these beliefs and expectations as you prospect for people to join you in your networking opportunity. The Forty-Year Career Plan Now, for the majority of your prospects, there exists a paradigm called the forty-year career plan. This plan is based on the following well-established logic: You go to high school, study hard, get good grades and are accepted into a good college. There you study hard, too, get good grades, which allows you to graduate with a good grade point average, as high up in your class as possible. Your good GPA and class-standing get you hired by a good company that pays you a good salary, offers you good benefits, and lets you slip away for two or three good weeks of vacation each year. This is good. You work hard for the next 40 years (excepting an occasional three-day weekend, holiday and those two or three weeks each year when you get away from it all ). After 40 years, you earn the right to retire. The good company that hired you right out of college looks at your years of good service and provides you with a good pension augmented, of course, by your Social Security check, which is good. You hope that's enough to live on until your death, or, if you are one of the thrifty, fortunate few, it might even be enough to let you live in the sun for a couple of months each winter, which is very good. Sadly, less than one-half of one percent (.005) of all Americans end up financially free at age 65. In fact, most people are living on a small fixed income with no more than a few hundred dollars left after paying their essential bills. That's just the way it is, something those hard-working people are helpless to change unless of course they hit the lottery. Now, picture yourself approaching your prospect who sees the world through this firmly rooted paradigm. You're enthusiastically talking of early retirement, financial freedom and living a life of choice. And what is your prospect hearing...? Pie-in-the-sky lies. False promises. Fairy tales. Think about it: in most cases, the awesome power of possibility you're offering the chance to earn extraordinary monthly incomes and retire after only a few years of effort is simply not believable at all! And what kind of person would say such unbelievable things? Can you see what's happening here from your prospect's point of view? Before you even think about sharing any of the potential rewards of your opportunity, you'll need to change that "40-year career plan" paradigm and demonstrate to your prospects that what you are saying is truly possible for them. And, you'll have to do it in a way they will truly believe. How...? The First Challenge As you prepare to prospect, the first challenge you'll probably need to overcome is your own discomfort with the prospecting process. It's understandable that most new network marketers will have some apprehension about introducing someone to a company's product line or opportunity. This awkward or uncomfortable feeling is to be expected with any new venture or activity. Think back to your first date... first dance... first kiss.... Remember how nervous and uncertain you felt? Those feelings often accompany a new activity, just because it is new. You probably felt the same sensations of nervousness or being ill-at-ease when you were first learning to drive. Remember how awkward that experience seemed? Imagine your hands gripping the steering wheel at the 10 and 2 positions. Your seat belt, cumbersome yet carefully fastened. You would check and double check all controls, lights, mirrors, gears. The radio had to be off, so as not to cause you distraction. You'd signal, look both ways, pull slowly into the street and plod down the road, knifing through the wind at 10 m.p.h., just waiting for something everything to go wrong. Now recall your most recent merge up the exit ramp of the highway: 50, 60, 70 m.p.h. A Big Mac in one hand. A Coke in the other. Stereo blaring. Steering with two fingers and one knee! Prospecting is just the same. Practice will help increase your confidence level. Every prospecting conversation can be an improvement over the last one if you set out to accomplish it that way. Competence creates confidence. Those beginning fears will soon dissolve into the comfort of a well-known routine, as you begin to trust yourself. So how do you cultivate such self-trust? By... Have you ever looked in your rear view mirror and seen flashing lights coming up behind you? Did you have that sinking-sick feeling in the pit of your stomach as you pulled over? Were your hands cold and clammy... and did your voice tremble a little as you managed a weak smile saying, Hello, Officer. Is something wrong? Are these similar sensations to what you experience when you pick up the telephone to tell someone new about your opportunity? If so, you've got to overcome those fears before you can be powerful in your communications and attractive to others as a prospective business partner. Fear paralyzes people. We're all concerned to some extent with what others will think when we make our presentation.
Whatever your concerns may be, unless your focus is on something greater than your own anxiety, you face being ineffective and even immobilized by your fears. So what's the solution? Simple really. Create a compelling enough reason to act that outweighs your fears. When your why or reason for being involved in network marketing is strong enough, your fears will pale in comparison. How do you create and strengthen that vision of yours? Start with Identifying Your Passion By passion, I'm referring here to the juice that makes your life worthwhile. Look and see if there's a common thread running through the activities you enjoy most. Make a list of all of your favorite things to do, hobbies, sports and recreations. Ask yourself:
(Examples of values might be: humor, independence, creativity, contribution, fun, freedom, adventure, intimacy, power, belonging, success or communication to name just a few.) Look for the common themes that are important and valuable for you. For me, creativity is a high-priority value. I really enjoy brainstorming, looking for possibilities, discovering new and exciting ways to approach each unique situation. I am most alive and engaged when I'm in that creative mode. Also, I love to inspire others to see new possibilities for themselves, instead of dwelling on the problems and pitfalls in their lives. So my passion can be summed up as, Inspiring the awesome power of possibilities in others through creativity. That's what gets me out of bed in the morning and fuels me to continue day after day, with real excitement! That's Passion. As you work to identify what it is that you're passionate about, keep looking for that underlying value or common thread that makes it all worthwhile for you. If you like to play golf, go white-water rafting and hike, ask yourself: What common element or value do I get from each activity? Perhaps you like the challenge of golf or the success that comes from getting better and better at the game. Maybe it's the thrill of rafting and the adventure of hiking. You might then sum up your passion as 'the thrill and adventure of pursuing the challenge of success.' Again, look for the values that you're experiencing and expressing' and those which are actually being honored in each one of your passions. Create a Vision of a Life Filled with Passion With a focus on your passions and most important values, spell out your vision for your life. Be clear, specific and detailed as you include such elements as where you'll live, what you'll own, who you will be with, what you'll be doing, etc. Include as much picture-like detail as possible as if it were a movie. Create a vivid mental image of every important aspect of your life. And make sure to show how your vision is an expression of your passions and your values. Look at this vision you're creating as a game you're playing a game where you're designing your ideal life. To be truly powerful, create your vision as something that is much greater than about just you alone... something you can't do on your own... something that must involve and positively affect the lives of many, many others. Include how you will contribute to the lives of all those people. One way to get a clear picture of this is to ask yourself, When I'm earning $X and all of my material needs and wants have been satisfied, how will I live my life? What will I be doing? What would make my life really worth living if I had the next 300 years to live it? Now, write it all down. Vision is at the very core of both leadership and success in life. It is essential that you first define your own personal vision in the most exacting detail. When your vision is explicit, written down, and reviewed daily, you will actually incorporate it into your life and work naturally and automatically. And this is very important! you cannot live or become what you do not clearly envision! Here are the key elements of a powerful vision: ABOUT YOU
What will you have in terms of both possessions (material needs, things and toys) and non-physical qualities (emotions, feelings, accomplishments such as time freedom, peace of mind, fun, a sense of fulfillment, creativity, etc.)? ABOUT OTHERS
EXAMPLES of values: contribution happiness peace One more important point about your vision: your vision must be created as an already accomplished reality. If you state your vision as something you want or desire, that is precisely what will manifest you wanting, desiring your vision. If your vision is something you truly dream of having, shift your vision to having it, not wanting it. Now having a written vision and reviewing it daily is not enough. You must speak your vision. Without speaking it for all to hear, your vision inspires no one else. And for vision to take hold and grow into reality, it must be fed and fueled by inspiring others. As you communicate your vision, new possibilities will open up for other people. It is this quality of a vision being contagious that actually helps to bring your vision about and spurs others to join in bringing it about with you. As you speak your vision, you project an energy that inspires others to create their own visions in partnership with you and yours. The continual process of individuals creating, clarifying and sharing their visions fuels the process
for everyone. Vision is always about partnership with others. In this way, What's more, there is nothing I know of that can move an entire room full of people faster or more powerfully than when each person shares her and his vision. You cannot help but be inspired by people's visions. Sharing your vision is a truly moving experience. A network marketing organization without a clear vision is one lacking leadership. Without vision, there can be no leader. Leadership, like vision, is synonymous with empowerment. (Inspiration, after all, is the most empowering thing of all.) Without these qualities as a foundation, any networking organization or company will have difficulty overcoming the obstacles that will challenge its existence. Focusing on developing leaders who are inspired by a common vision, which will nourish commitment to the success of others, will create success for you. As an example, here's my vision: It is January 1, 2001. My wife, Janice, and I are celebrating the new millennium at our winter estate in Hana, on the island of Maui, Hawaii, by hosting a party attended by a thousand of our closest friends. Our waterfront property spans several acres marked by waterfalls and lush greenery, home to hundreds of magnificent tropical birds. All our family and the close friends we've made over the past twenty years are here. Our friends look to our Hawaiian home as a place for them to relax, rest and recharge their bodies, minds and souls. Our doors are always open. We enjoy each other's company all year long during their frequent visits. We divide our time between our winter home in Maui and our spring, summer and autumn homes in the scenic White Mountains of New Hampshire, and the wonderful woods of rural Massachusetts. Money is no object for us. We have all of the cars, toys and other possessions we could ever want. Our networking organization provides us with an income of more than $100,000 each month. A large portion of this money is used to fund our global humanitarian projects, more than enough money to support the dozens of worthwhile causes we're passionate about. Among these are quality education for all children, optimal dental care for every single kid in the world, and programs that champion people seeking to better themselves. Our lives have become totally devoted to contributing to others and discovering more about ourselves, as well. We spend a large amount of time speaking, writing, coaching and inspiring others to live lives of possibility. Our goal is to kill off the resignation that consumes all too many people's lives. My book on maximizing personal effectiveness, published last year, just sold one million copies! My focus, now, is on continuing personal development, both for myself and for others. People the world over have learned to see network marketing as synonymous with contribution to others and personal growth. My story, featured on the cover of Success Magazine, has inspired thousands to live their lives full-out and with passion. We have contributed to shifting the old paradigm of struggle, suffering and resignation. Thanks to our efforts, network marketing is seen as a viable means to raise money for just about any worthwhile cause. Third World countries raise billions of dollars yearly through networking enterprises patterned after programs I've developed. We travel the world extensively, visiting every continent and country we've ever had an interest in exploring. Many of our partners have taken on similarly rewarding lifestyles fueled by their passions. We've made friends everywhere we've traveled and have lived our lives as a daring adventure, always in search of the awesome power of possibilities. As you can see, my vision is clear, detailed, complete and includes both how my values are expressed and how I see myself as a contribution to others. It motivates me with a vivid picture of the results of the game I plan to play for the next several years and is fueled by the empowering emotional energy of my passion. And... I speak it all the time! Please, make time right now to write out your vision for the next five years. Use the following questions to help stimulate your imagination to make your vision as rich and detailed as possible. Do not continue reading until you've done this! CREATING YOUR VISION
There are several reasons for taking the time and effort to create this vivid picture of your future. First, doing so sets into motion unconscious forces that work toward accomplishing the vision. The reason this works is that the human mind cannot distinguish between an image that is real and one that is simply vividly imagined. By clearly defining your vision and keeping it in front of you daily, it will live in your mind as a positive accomplishment, something you expect will happen because, in your mind, it already has! This will prompt you to look for, be open to, and explore the awesome possibilities which would have gone by unnoticed without such a clear mental picture in place. By creating such a positive expectation, your mind generates actions that are consistent with that image. This occurs whenever your image of the future is higher or better than your current situation. Your expectations provide motivation to shape the future for yourself. In contrast, if your expectation for the future matches your current situation, there is little motivation to better your circumstances. That condition can be described as apathy, and being apathetic all but guarantees you'll maintain the status quo. Another word for this condition is resignation. If you expect a future that's lower or worse than your current situation, that unconscious negative motivation promotes self-sabotaging behavior. Take the example of a young golfer who finds herself up by ten strokes over the seasoned professional after nine holes. If that golfer expects to lose because she doesn't deserve to win, is too young, or because she is way out of her league her subconscious will negatively affect her play, causing her to choke. The self-defeating behavior becomes a self-fulfilling prophecy. That young golfer plays a match consistent with the image she holds of her position or skill. Have you ever seen a similar situation in sports before? Remember... IF YOUR FUTURE EXPECTATION is higher than your current reality, it creates motivation. IF YOUR FUTURE EXPECTATION is the same as your current reality, it creates apathy. IF YOUR FUTURE EXPECTATION is lower than your current reality, it creates failure. WHAT YOU EXPECT IS WHAT YOU GET ! This is the first reason to create a powerful, positive expectation or vision of what lies ahead. The second reason has to do with the power a positive vision has to fuel commitment and overcome temporary obstacles in the way of its accomplishment. I talked about how prospecting and building a business in network marketing is often uncomfortable at first. For many, it's downright scary! This fear literally paralyzes some people. So you need to have something stronger than your fear to keep you on track and in action. Let me give you an example. If I offered you $10,000 to walk across a 20-foot steel beam laid across the floor of your living room, would you do it? Of course you would! There's plenty to gain-$10,000!- and little to lose a misstep will merely have you standing on the floor. Now what if I offered you the same $10,000, but this time, the beam was suspended between the tops of two 48-story skyscrapers on a windy day in the rain? You wouldn't risk it, would you? The potential gain ($10,000 in cash) does not outweigh the potential risk (death). Let's take a third example where the same beam is suspended between the skyscrapers, but this time your four-year-old child is at one end atop a burning building. The only way to save him is to go across that beam. Would you do it? Of course you would! I didn't ask if you'd like to, or if you'd think it was fun. But you would find a way, because your reason or why is worth the downside potential of falling off. Your actions are consistent with what's at stake. You can harness that same powerful motivation in creating your vision for the future. If you are really clear on why you are involved with your MLM company, if this vision of your impact on your own life as well as on the lives of hundreds, even thousands of others is clear, all fears or stops will look trivial by comparison. It will be as if you were simply crossing a beam lying on your living room floor. So, let your vision be the ideal result of the game you're about to play for the next few years. Make sure it's powerfully tied into your passion and a reflection of the ideals and values you treasure most. With such a potent image to motivate you, few things will be able to derail you. When you create a compelling vision that will give you reason enough to do whatever it takes to build your networking business, your success is all but assured. About The Author: Dr. Joe Rubino is a top distributor and a member of the advisory board of a well known international network marketing company. His is an internationally acclaimed speaker, author and success coach. His book (from which this article was taken), "Secrets Of Building A Million-Dollar Network-Marketing Organization From A Guy Who's Been There Done That And Shows You How To Do It, Too" has been called the best book available on how to build a successful MLM business. To order Dr. Joe's book or to contact him about the possibilities of working together in partnership, Call 800-999-9551 Ext. 870 or E-mail to: jrubino@andonet.com
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