MLM Training From:

Randy Gage

David Ledoux

Joshua Shafran

Creating a System for Rapid Duplication
by Randy Gage

Go to any McDonald's at 7 o'clock in the evening and you're likely to find it being run by a 19- or 20-year old who just recently graduated from teenage acne. It's possible this 19-year old has a mother who won't let him borrow her Volvo because she doesn't trust him with it. Yet, this same 19-year old is successfully running an operation that does in excess of $3 million a year in sales. What's the secret?

A system.

One of the most complete, specific and tested systems ever developed. A system that can turn any 15-year old into an effective, efficient, and productive employee. One to three items go in this bag; four to six items go in the next size bag; here are the napkins you use; here's where you get them from; here's what day of the week you order them; and here's when they'll be delivered.

You see the same thing in the military. Eighteen-year old kids are flying fighter jets that cost more than the gross national product of developing countries. But there's a pre-flight checklist, an in-flight checklist, a post-flight checklist, probably a checklist just for the checklists.

Having this kind of system to follow created a quantum leap in the success ratios of start-up businesses. Franchises with comprehensive systems have a dramatically higher level of success than independent businesses.

So how does that apply to your Network Marketing business?

Most people, even the moderately successful ones in Network Marketing, don't have a system. It's because they built a network based upon their sales talents, or because they give great meetings, or simply their sheer strength of personality. They mail 20 cards a day; they call all their key people five times a day; they hold rah-rah rallies all the time; or they are 24-hour-a-day sponsoring machines.

I know of a person who prospects 30 people a day. These kinds of people sponsor dozens and dozens of distributors a year - which they need to do, to replace the dozens and dozens who drop out. They walk across the stage at their company conventions; they make lots of money; they live in nice houses; and they drive nice cars. But they certainly aren't living the lifestyle of freedom and controlling their own destiny. They've traded enslavement to a boss for enslavement to a business.

What these people do works. It just doesn't duplicate. They work hard and mean well, but the average person cannot duplicate what they are doing to build their business. Now granted, they're probably making a lot more money in their networking enslavement than they were making in their job - but they're still enslaved. They can't really show other people how to escape the rat race, because they're still trapped in it.

A system gives you security, it helps you build depth faster, and most importantly, it allows you to leverage your time and talents for maximum effect. It gives you the opportunity to bring in people who can replace you quickly, which allows you to accomplish a very important job. You see...

Your job is to work yourself out of a job.

As quickly as possible. I'm not being flippant here. The true success of your business comes from training other people to replace yourself. And then teach them how to teach their people the same way. This is when you can get some tremendous exponential growth cycles happening.

You move up from linear income, such as you get marketing your products, and get the leveraged income, by creating a large, growing organization, which is also marketing those products.

The secret of a system is that every stage of the business building process is spelled out. So anyone who joins the network can follow the same successful process that brought him or her in, instead of having to go through a trial and error scenario.

This also makes the business work for people who are not natural sales types, and have fear of rejection. In other words, it is more duplicatable for more people.

Your system should completely delineate and spell out the entire process that a distributor will follow from where to find prospects, how to approach them, how to sponsor them, and how to train them to reach the higher advancement ranks. Each stage in this process should be written down somewhere, and taught to the distributor at the appropriate time.


Here's a breakdown of the steps that might be included in a system. This is not meant to be the be-all, end-all. If fact, your system may be quite different. I offer this example, so you can see the kind of structure I'm talking about.

Step One - The Pre-Approach...

This is the qualification step - the one that determines whether you have a suspect or an actual prospect. This can be done simply with qualifying questions, or qualifying questions combined with a pre-approach packet. This packet would include materials designed to screen out people who are not good candidates for the business.

Of the entire system, this one is the most critical. You have to have a way for new distributors to bring prospects into the pipeline. Having a screening process such as this means they will weed out the non-prospects early. So they face less rejection, and stay more motivated.

Pre-approach means before the approach. In other words, this step will determine whether or not you would approach them about the opportunity at all.

Another way to do this is with a brief, mini presentation. This is a quick overview, usually 30 minutes or less, to see if your candidate is a serious prospect. This is usually done one-on-one in a non-threatening environment (example: in the prospect's kitchen or at a coffee shop). When you first begin, this should be done as a two-on-one, meaning you and your sponsor together presenting to your prospect. This can also be done in a small group meeting in your living room.

In either case, the interested prospects would be given a specific set of materials to study, usually called a take home packet. This packet would have a break down of how money is made in the business and some supporting materials on the products, usually a brochure or catalog.

Step Two - The Presentation...

This is where the prospect takes a second look at the presentation, usually at a larger home or hotel meeting, but it can also be done one-on-one. Like all steps, there should be a clearly defined set of specific materials (the Follow-up Packet), which should be given to the prospect. This is usually more detailed information than the previous packet.

Step Three - The Follow Up...

This step might involve getting the prospect to another, bigger presentation (like a large hotel open meeting) or simply bringing one more packet of information to the prospect and encouraging them to make a decision. Check with your sponsorship line. In either event, the packet of information and the procedures followed should be exactly the same for every distributor on every level.

Step Four - The Enrollment Process...

This is the step that takes place after the prospect says "yes" and is ready to become a distributor.

NOTE: This can happen at step two, or step three. Each prospect comes in at his or her own speed. It's important that even if a prospect is ready to join at step two (that's great), you still expose them to the information in step three to preserve the integrity of the system.

Like our other steps, the enrollment process should be completely spelled out, step-by-step. The training that you receive should be the same, exact training that someone on your 25th level, five states away, will receive when joining your organization.

These four steps are the foundation for the prospecting part of your system. This is the area you should concentrate on, when you first start out.

The later steps of the system will involve managing organizational growth and developing leadership skills. We'll explore them in the lesson for week five.

What you want for now is a step-by-step process that anyone who joins your organization - whether they're a doctor or waitress, Ph.D. or high school dropout - can duplicate. It means you should be able to fly to a city 3,000 miles away - work with someone on your 50th level that you've never met - and be teaching the same principles and specifics they've been hearing from the person who's on your 49th level.

So where do you start?

Have a conversation with your sponsorship line. Find out what is the accepted procedure for first approaching prospects. What material are they sent home with after that step? How much time do you wait before the second contact, and what is the procedure for that? What marketing materials does the prospect receive after step two? Learn this process, and the speed you build your group increases enormously.

The other reason a system is so important is that it ensures you walk-away residual income. You no longer become essential to the process. Even if you back away from the business at a later date, the system keeps perpetuating itself.


Recommended Resources...

If you don't have a system from your sponsorship line, or you're not sure how to set one up, I have a resource that will be very helpful to you. It is an audio training album titled, "How to Earn at Least $100,000 a Year in Network Marketing."

Coming on 8 CDs or audiotapes, you get 12 segments, which lay bare my entire generic system, from prospecting a potential distributor to securing lines for walk-away income 250-plus levels deep. The album includes the "Getting Started" and "What You Need to Know First" segments, which is the training new distributors need to start recruiting fast.

You also get segments on talking to prospects, building long distance lines, using tools to build faster, leadership strategies to build depth, how to do powerful meetings and much more. More importantly, you'll discover how to do this in a way that your key people can duplicate your success. You can order a copy online at www.networkmarketingtimes.com . There is also a Study Guide to accompany the album, to help you apply things quicker.

--Randy Gage

For more than 15 years, Randy Gage has been helping people transform self-limiting beliefs into self-fulfilling breakthroughs to achieve their dreams. Randy's How to Earn at Least $100,000 a Year in Network Marketing series is the #1 selling album in direct selling history. And his "Escape the Rat Race" audiotape has introduced the industry to millions of prospects all over the world. For more resources and to subscribe to Randy’s free ezine newsletter, "MLM Leadership Report" visit www.NetworkMarketingTimes.com.