What’s It About…
Just because someone has the money and a heartbeat, doesn’t mean you should sell to them. Let me tell you why, in this episode.
Well, when I have no criteria on the kind of person I want to bring into my downline or sell my product to, I have to be very good at varying levels of education.
And when I go and I sell somebody who’s already been in an MLM, that means I don’t have to go and answer questions such as – Is this a pyramid scheme? How does this work? What is a downline? What is a comp plan? What I’m saying here is that when you start figuring out who you actually want to be in your downline, get strict. That way, you’re actually making it easier for you to sell and the path to success with you smoother for those people.
At one point in my MLM career, I realized that I had not put enough filters into who I was trying to recruit and because of that, I was getting anybody who had the money. That is no way to sell anyone into anything. Money is not supposed to be the only criterion. What I then started doing was I started putting more criteria in and it made my success rate go up, because I suddenly stopped getting people who had never done anything in their life, ever.
And because of that, I could get more specific in the training and thus, they could go further, faster. Hence, my success rate shot up. Stay tuned to know more.
- When I left my job, I started selling to anybody who was in MLM – that was good ([2:44])
- Going after people who are already marketers is not harder than any other sale ([6:34])
- The way I bring somebody in usually determines what they will do afterward ([7:02])
- Figure out your criteria of who you want and what they already know ([8:31])
- Get into a situation where it’s like your golf ball is an inch away from the hole… ([11:51])
- What I look for is markets who are educating my market for me ([12:19])
The Transcript Is Auto Generated And May Contain Spelling And Grammar Errors
00:00 Oh, what's going on? This is Steve Larsen, and welcome to another episode of Secret MLM Hacks Radio. I am here in the park again. It seems to be a thing. I don't know, but during the last little bits of sunshine before the winter I guess. Guys, I'm excited about today's episode. Today, I want to talk to you guys a little bit more about how to sell to those who have a pre-existing desire to buy what you sell.
00:22 If you're like me, you know MLM is an amazing opportunity to grow a real asset for yourself, but you also see that there are huge issues starting to emerge. Like why haven't big MLMs let tactics change in over 30 years, or why have they been cutting commissions smaller and smaller, or even how dumb is it that old MLM rules say you'll get in trouble when you use the internet to grow your team? These are some of the burning questions we all face today. This podcast will show you how real MLMers like us are waging war on the old dying methods and we aren't cheating by only bugging uninterested family and friends. Follow this podcast while I expose the shocking methods I'm using to build my 10,000-person downline and get people begging to join my team daily. Here's the new tactics without all those old rusty MLM shackles. My name is Steve Larsen. And welcome to Secret MLM Hacks Radio.
01:15 Hello my friends. I'm excited for today's episode. You know, this becomes more and more of a theme. You know, I grew up on a golf course. As a public golf course, it wasn't like crazy nice or anything, but it was, our house was on the Back Nine of a public golf course. And you know, we, we, we, my brother and I ended up working there and in fact, I think all my siblings did and I'm working there. I was like a cart boy, I would just go and I would collect golf balls inside the golf cart. I was that guy that ever want to try and hit at the driving range, you know, like try to hit everybody you know, they were trying to hit us and I had a lot of fun golf and I'm not amazing at it at all.
01:51 In fact, I haven't golfed in years, but I'm not really, and it's been, it was interesting, you know, whenever I would see somebody go up to a, to the driving range, I never saw them pull out a putter to hit a 300-yard shot. You have to think of like, Don, what's the point of this? There's a huge point of this. [inaudible] You don't use a driving, right? You don't use a driver. You don't as you driving club a club, right? You don't use a long distance. Clubs say you don't know golf. So you don't use a club that's supposed to put the ball 300 yards for a three-foot shot. You know what I'm saying? A for a one-yard shot, there are different tools or different clubs for it. You have to understand that sales is very much the same. Probably about a year and a half ago, I kind of started stumbling on this idea.
02:44 I'll tell you actually when I left my job, I started selling to anybody who was in MLM. I wanted anyone who was already an MLM to come join my MLM. Right? And you should think about that. Who do you want in your downline? And so the criteria that I set was, you know what? I want to, I want to go join, I want to go grow a big down line and may make it even bigger. But what the way I want to do it though is I want to go for those people who are already in MLM. Now that was good. Now think about this. I've got a few questions I want to hit with you guys real fast on this. If I'm targeting people who are already in MLM, what question do I get to skip? I get to skip the question is an MLM, a pyramid scheme and a stupid question that idiots will ask you sometimes, right?
03:28 Just being honest, right? When I sell somebody who has already bought a car, a car, what question do I get to skip? I get to skip the question of why do I need a car, right? How does it work? How do I drive it? Okay. This is a subtle but extremely powerful lesson with this whole thing and I started realizing, Oh my gosh, if I want somebody to buy my weight loss thing or whatever, I need someone who has already purchased a weight loss thing. Okay. Most people, when they're trying to go find, right, I have to do less educating of a customer. When I get more strict in my criteria, when I have no criteria on the kind of person I want to bring into my down line or sell my product to, I have to be very good at varying levels of education. Right?
04:21 I have to be able to be very good at delivering very varying levels of education like, Oh crap, K , you're going to come over here. You have a question about, Oh, you need to ask me still. If mom is still, Oh crap. That means that you're probably never been in MLM before. Oh, what are the problems are going to come with that? Probably cause you've never been an MLM before. Have you been successful in anything ever going to be, and I'm not trying to be like rude, but it's a legitimate question. Right? And then when somebody says like, well Steven, I don't know what I want to get into this weight loss thing because does it actually work? Right? I want somebody, when I go get somebody who has already purchased a weight loss thing, that's not what I'm in. But you understand, like I'm just to, as an example, if I go get somebody who's already been buying a weight loss thing, I don't have to answer or deal with those questions.
05:05 They're already sold on the fact that that works. I mean, I don't need to be the best at that piece. Okay. When I go and I sell somebody who's already been in an MLM, that means I don't have to go and ask, you know, answer questions that they're gonna ask about, you know, is this a pyramid scheme? How does this work? What is a downline? What is a comp plan, right? Like super new questions, right when I go and I target somebody who already knows what a funnel at least is done, I'm not going to get asked questions like, do you mean kitchen funnels? Which people have asked me. Okay. What I'm saying here is that inside of this whole thing, when you, when you start figuring out who you actually want to be in, your downline get strict. You're not closing up the pot of people.
05:51 You're actually making it easier for you to sell and easier for those people that have success with you. And the big fallacy that have is they'll sit back and they'll say things like, Hey, you know, I am because I'm going after this market and this market in this market that's better because bigger is better not in targeting. Okay. It's not in targeting there. I had somebody asked me two days ago, I was on stage, I was pitching and it went okay. I did like 10 grand, which is, eh, it's like 80 people in the room. So it's not bad. But you know, it was okay. You fascinating. You know, I I had somebody walk up to me and say, now Steven, we know that. He said, I can see from what you're doing in the MLM space, what you're doing is you're going after people who are already marketers said, yeah, he goes, isn't that hard?
06:38 I said, not harder than any other sale. It's really, he goes, do you think there are enough people in there for you to have enough success? I said, yeah, I mean, it's working now I just pass my 2000th person asking the join my downline personally. Right. I'm not saying I accept all of them cause I don't, I, I, it's a legitimate application. Then I've turned people away a lot and he goes, are you serious? He goes, yeah. I said, yeah. He said, he doesn't understand. Like the way I bring somebody into my product usually determines what they will do after they're in it. So if I have to call somebody and I have to beg them in and be like, come on, help me out here. I'm going to be saying the same things to them. Once they're in, right, they get it. Then they get in and I'm like, come on, help me out here.
07:20 And it sucks. And it's like I gotta put a cattle prod of their back. Anyway, the whole point I'm trying to make with this episode here is that like say, let's say I'm golfing and let's say I'm on the green. All right, so let's say a golf ball lands just a few like I like two feet away. All right. Let's say even closer. Let's say an inch. Let's say my golf ball is resting an inch away from a from the hole. What's the likelihood that I'm going to hit a hole? Or what's the likelihood that I'm going to hit it in the hole? Tie, right? Super high. I'm trying to do the same thing in terms of customer education. I want to find people who need less educating for my downline, right? And a lot of that is determined by my sales message and what I put out there.
08:06 So if you want to have a headache, and I'm not like, please answer, I respect all people. That's not what I'm trying to say at all. But I want you to just look at it, right? If you want somebody who is going to be a little bit of a pain in the butt, make it a requirement that you have to educate them on more things, right? If you want somebody who is ready to rock and the success rate can go really, really quickly, all you need to do seriously is figure out your criteria of who you want and what they already know. Sales messages, our stories, but there also half education. So I need less sales message by definition when I get someone who's already more educated. That makes sense. I'm trying to think of an example of this. Oh, you know what? Hey, check this out.
08:51 Okay. When I was when I left my job it took me 13 to do my first million, which is awesome. My next million came seven months later. And then last month I had my first million-dollar day, which was really exciting and quite humbling to be honest. And I'm not expecting that. It also is cool. And the thing, this is what changed when I left my job the first two months were hell Oh my gosh, there were terrible like I was selling, and I don't mean this to be rude, but the first batch of people that came in, not all of them. Okay, but a shocking, a shocking thing. A massive proportion of people, right? The proportion of people going, they were hard to work with. How's their like Stephen, how do I build a funnel-like click add funnels and where is it? I was like, it's literally on your screen.
09:38 It's a big yellow button that says add funnel. Right? And I'm not trying to belittle this, I'm not trying to make fun of anybody. I'm not trying to like illustrate a point. Okay. Cause this kind of stuff had happened was happening. Like Stephen, how do I log in? Oh just click login. How do I do that? Just it's right there. Click on the link. Where's the link? I was like, I sent it to you when I just replied to you in the last message. You mean this link is like, yes, click that link and click the link. How do I know this is a secure like because, Oh my gosh, because there's a lock button on your tab up there. It means that there's a a security ticket on it and like, well, once I'm in there like where do I start? Probably with the welcome video that says, welcome right there.
10:18 How do I know this is going to work for me? I was like, ah, you know what? It's not right. Unless you work for it. It will not work for you. Right? You have to work. You have to work. Just because it's automated doesn't mean like my life is automated. I work very hard still and what I started realizing was like I had the wrong who I had the wrong customer. I had not put enough filters into who I was trying to recruit and because of that I was getting anybody who had the money. That is no way to sell anyone into anything. Gay money is not the only criteria. Do you have the money? I do. Okay, awesome. Now you qualify. No, no, no, no, no, no. What I started doing was I started putting more criteria in and it made my success rate go up because I suddenly stopped getting people who had never done anything in their life ever.
11:04 Okay. Ever. And because of that, I could get more specific in the training and because of that, they could go further faster. And because of that, my success rate went up. Right. It was the opposite of what everyone teaches. You want a large market like y'all know that episode I did a little while ago while like mom is, is oversaturated. Good. Good. It's one of the easiest ways I've made sustain gas. You understand? I've not touched that webinar since April of last year. We're revamping it now. Okay. We're revamping the whole just because like, you know, I, I, it looks like I designed, because I did, right. I want to go hire a real designer. The coming on in, but like almost a million bucks come in off it with, with very basic bare bones stuff because design is not what sells, right. Anyway, so I'm getting off course here, but I just wanted to understand one thing with this is that if you get very clear on who you want, what it lets you do is it allows you to behave like your golf ball is an inch away from the hole and he just got to tap it.
12:05 And when you let other marketers and other businesses do all the educating for you and for whatever reason that person has become frustrated, they literally just walked them to the whole for you and place the golf ball one one inch away from the hole. So what I look for is markets who are educating my market for me. Then all I gotta do is pick them up from where they are. I'm not trying to make a world record with the golf ball. A lot of guys are, you're like, that person could do it with a lot of educating. Maybe they could, I don't want that. But I want to do is I want to go, I don't want this massive amount of like boom, right. I'm going to set a world record with my golf ball on how much education it takes for me to go sell them and, and have them be successful.
12:48 I'm not saying I don't help. It's one of the reasons why I do this podcast. You know, as podcast cost me about 10 grand a month to produce, okay. It's one of the ways I help just by me documenting what I'm doing here. Okay? And so I'm going in, I'm spending this money and I'm going, I know that those people aren't ready for my downline yet and that's okay. I'm not trying to just cause they've a heartbeat doesn't mean I should let them in. That's why I have people go through an application. It's a real application. So I'm not, I'm looking for scenarios and markets and companies that are teeing up my dream customer. Someone who's already have been buying something, somebody who already understands that there's a sync called a funnel. Something. Some one on one person reached out and asked how to turn on Skype and how to turn the computer on.
13:29 I was like, Oh my gosh, refund the person. Okay, this is going to be one massive case of drudgery for both of us because this person's going to get frustrated. They're not going to like this at all. Right. The level that they're gonna have to go. You imagine how much stuff somebody who can't even turn the computer on is going to have to go through. Like, I'm not saying it to be a techie, I don't know how to code. Right? But there is, it's just like I rode my bike here. Okay. I like riding my bike. Any brand new bike that I go and I get on, I don't need to relearn balance cause I already know it, which means I can get on any bike and immediately start riding with no hands pretty quickly. Once I, you know, the, the time for me learning like the new balance is very small.
14:13 You understand the exact same thing. Same thing with a car. Once you know how to drive a car and all the anxieties, leave your like as a new car. But for a while, I don't want somebody who's just going through that first education. That is a very rough scenario and it's, it's not an easy scenario. And frankly, it's the scenario that is it's why a lot of people get irked in MLM. You sold somebody who probably shouldn't have been sold, right? So the purpose of the episode today is for you guys to sit back and I challenge you to write out a list. I actually have something drawn. I know exactly who I'm trying to sell. I know exactly what I want them to have gone and bought beforehand. I know exactly where I'm going to be taking them. And because of that, my success rate is a lot higher.
14:53 Does that make sense? And that's why it's a, that's why I've been so powerful. All right guys. Hopefully, guys enjoyed today's episode. Hopefully to my hoss popped up and I just, cause he sees somebody with the, with the money and they have a heartbeat. That does not mean you should sell them. In my serious opinion. And I mean it's your choice but there are some major risks that come with it. Guys hopefully enjoyed today's episode. I am very pumped for the kinds of things we're pumping out here soon. Watch carefully. We are really, we are redoing the Secret MLM Hacks program. We're giving it a facelift. We're giving it a lot. It anyways just causes it's been a year-and-a-half. I just, I look at it and I'm like, "Ah, I want to change this and that." Right. Anyway, the same reason a lot it was buying new cars but we don't need them.
15:29 We're like, ah, facelifted, be fun to have these electrical things in there for people. So we're tossing in a lot of extra neat things in there as well. A lot of people struggle with creating their first small product. So we're going to make them for them, which is really cool. And people who have secret relax, we'll give them those products and evergreen people in and grandfather and it's going to be really cool. All right guys, we'll see you guys later. Hope you guys enjoyed this episode. Go, check out secret hacks at secretmlmhacks.com and if you want to see how I'm doing this with funnels, go to TheMLMfunnel.com and you get to see how I'm doing it in MLM with funnels. See you guys. Bye.
16:03 Hey, thanks for listening. Please remember to rate and subscribe. Hey, I know it's tough to find people that pitch after your warm market dries up, right - that moment when you finally run out of family and friends to pitch. I don't see many uplines teaching legitimate lead strategies today though. You see, after years of being a lead funnel builder online, I got sick of the garbage strategies most MLMs have been teaching their recruits for decades, so whether you simply want more leads to pitch or an automated MLM funnel, head over to secretMLMhacks.com. Join the next free training. There, you're going to learn the hidden revenue model that only the top MLMers have been using to get paid regardless if you join them. You also go into the three-step system I use to auto recruit my downline of big producers without friends or family even knowing that I'm in MLM. If you want to do the same for yourself, head over to secretMLMhacks.com now. Again, that's secretMLMhacks.com.