Five Step Sponsoring
by John Milton Fogg

No matter what company you’re associated with…no matter what product or service you’re offering…whether your orientation is product, opportunity, personal growth or whatever—this system will work for you.  The reason it is so versatile is that it is based on universal principles of human nature, expressed in conversation—because that is the essence of the interviewing/sponsoring process.
STEP 1:  Establish Relationship

Obvious?  Good.  But this is one area where a surprising number of people make life (and Sponsoring) much harder than necessary.  There are three keys here.  One and two:  Ask questions, and listen openly to the answers.  And three:  Be direct.

One thing you can’t fake in this business is a genuine interest in people.  If you don’t have it, find it!—because this really is the people-to-people business.

The most popular conversation starter in the world is the most-often asked and least-listened to:  “How are you?” 

One tip:  Remember the person’s name—and use it often.  It is, for them, the most important word in the language.  Write it down if you’re forgetful.  Begin sentences with their name, “Ralph, that’s interesting…”

Some call this “building rapport”; others, “priming the pump.”  You might say simply, “making friends.”  Step one is to focus on them and keep yourself in the background.  Keep asking questions and if for no other reason in this initial step, you’ll begin to hear the information you need to know if this person is right for you and your opportunity.

STEP 2:  Explore Possibilities

After you’ve earned the right to continue the conversation by Establishing Relationship, get to what’s most important for them in their lives.  This isn’t prying, and if you’ve built up a resource of knowledge, interest and trust in Step One (which is another reason for that Step), you’ll be able to get to the heart of the matter right away.

What is “the heart of the matter”?  Very simply:  what does your prospect value most in his or her life.  Find this out before you ask what they want.  Many times—most times—we express what we “want” as a positive reversal of what we already have that we don’t want.  Most goals are like this:  “I want to make a lot of money” (that is:  “I’m sick and tired of being in debt”); “I’d like to be in business for myself (because:  “I’m tired of feeling like a wage slave”).

When you get people in touch with what’s really important to them, their goals and wants grow out of that, their goals and wants grow out of that.  Touching that essential core is much more powerful than basing your interview on what they don’t want more of in their lives.

Possibilities, dreams, aspirations, childhood wishes, genuine wants—these are the things to get to in this step.

In a real sense, almost everyone is “the right person” for Network Marketing Sales, because the essential things they value are all available from doing this business successfully.  In the next Step, you’ll find this out with the person for real.

STEP 3:  Reveal Resources

Here’s where you come in with your opportunity—and link it directly to them and the values they’ve revealed in Step Two. 

Up to this point, you’ve shared visions of Possibilities—but Possibilities and Opportunity are quite different.  Possibilities are a wonderful expression of values—but out of what’s possible, what’s truly available?  You begin by revealing that by letting them know how and why Network Marketing Sales can be the vehicle for them to accomplish what’s truly important to them.  Ask questions to make sure they agree, that that’s true for them.

They may doubt it’s possible at first.  That’s okay.  Let them know that one part of your job is to help them know that it really is possible.  You do that by revealing all of their resources.

Possibilities + Resources = Actual Opportunities

Remember John Kalench’s five key questions from his book, Being The Best You Can Be In MLM, that every prospect has in his or her mind:

1. Is this business SIMPLE?
2. Is it FUN?
3. Can I make MONEY doing it?
4. Will you HELP me to do it?
5. Is NOW the right time to get involved?
Network Marketing Sales is a system that can enable your prospects to make the most effective use of their resources:  Time, energy, effort, talents, character, skills, caring for others, etc.  As you explain the business to then, help them discover and plug in their own unique, individual resources.  That way you can show them how they will be successful in Network Marketing Sales, because they have just what it takes to succeed in this business.
So in Step Three, you reveal and connect their resources (time, energy, effort, etc.) and your resources (product, company, training, coaching, team support, etc.) to create a believable alignment.  And next….

STEP 4:  Design Actions

You’ve got their wants (their goals), and you know the resources they’re bringing to the table, and you know how much time, energy and effort they’re willing to commit to building their business.  So, the first point here is a reality check:

If their goal is $50,000 a month, working five hours per week, within three months—you might suggest they try the lottery.

Here’s your opportunity to make it really real.  Let them know exactly what it will take to achieve their goals in the time frame they envision.  This step is all about “create and adjust.”  Create expectations, then adjust them (if need be) to what’s real.

Next, reverse goal setting.  Start with each of their goals and work them back one at a time to a first-step action they can take today or tomorrow.  First steps are:  Make a list, make a call, sign an application, get X amount worth of inventory, etc.

Reverse goal-setting is a simple way to trace the goals back, step by step, so that the first step for taking action and second, third, fourth… are clear and, above all, do-able!  And that’s a key.  It also helps you in your coaching role, because you can have a copy of their action plan, which enables you to check in with them and support them in generating and keeping their momentum going.  Last, but not least…

STEP 5:  “What Could Go Wrong?”

One thing that absolutely, positively comes along with every goal we ever set is the inevitable breakdown(s) along the way.  If you’re aware of them (if not specifically what they are, at least that they are coming), you can get over and through them with far greater ease.  What breakdowns should you and your prospect plan for?

First and foremost, non-supportive family or friends.  When people first choose to enter this business, they are “newborns.”  They need to be protected, nurtured and provided for:  Any attack, no matter how well meaning, may knock the wind out of your prospects’ sails.  Help them out.

Let them know it could happen.
Provide them with some tools to help the potential “attacker” understand the business.  Tapes, brochures and books that explain Network Marketing Sales are great.  Also, make yourself available to talk with any of their advisors.

What else could go wrong?  Rejection.  Mark Yarnell has a wonderful story of 199 sponsoring failures and only one success— who today makes him almost $50,000 per month!  It’s a good reminder of the truth of Networking success. 

Commitment balances rejection.  So does reconnecting the person with their values.  In fact, that’s the key to handling breakdowns—refocusing on the vision.  It’s where the power is in the whole process.

That’s it.  Five Steps For Sponsoring!