Natural Prospecting

Read More: Sponsoring and Recruiting

“No matter how hard I try, I just can’t seem to sponsor anyone!” exclaims Joe, the frustrated network marketer.   

This is a saying I hear all too often in this industry.  Now, there can obviously be a number of reasons why this is the case, but let’s look at one simple element:  the mind.


You see…prospecting is really something that CAN come naturally, and it should.  Most people make it out to be far more difficult than it really is.  After all, it’s just a conversation, a connection with another person, isn’t it?  Inevitably, many people falter and lack production in their prospecting efforts because they get in their own way.  Their head, their mind plays games (tricks) on them that cause low production…or worse, no production. 


If you are going to make any real money in network marketing, you have to get the prospecting game down…not let the prospecting game get YOU down.  Over the past 14 years of my personal network marketing experience, I have seen hundreds of people fall victim to the dreaded disease:  MindMessalitis. 


Natural Prospecting


Natural Prospecting is a zone that can be achieved by everyone in this business if they simply step aside and get out of their own way.  Too often, people over-think or worry about what they are going to say, rather than simply flowing in the conversation.  They need to simply let what happens, happen.  I am not saying that you get lazy about your words or your approach at all.  I simply mean that you need to be natural…or “in the moment”.  Wherever you are, be there. 



Book a Flight


Most of us have booked a flight over the telephone at some point in our lives. 

Did you use a script?  Of course not!  You knew exactly what you wanted.  You knew your objective.  What time are the flights?  How many stops?  Is there food on the plane?  A movie?  It was a simple, stress-free call where you didn’t get in your own way.  Your mind didn’t play tricks on you.  You knew EXACTLTY what you wanted.   


You don’t have to know the answer all the time.  Why?  There’s not always one answer, one solution or one direction to go on a call.  You have choices.  Exercise them.  When a network marketer gets jammed up in a conversation, where their words are jumbled and they fumble around feeling like a 3-year old, it’s because they are THINKING too much.  What should I say?  What do I do?  Where do I go from here?  What did they mean when the prospect said this, that or the other?  Confusion takes place and another opportunity is lost.  It’s important to understand that in a free-flowing conversation, it is exactly that…flowing.  It can flow in any direction, without force and without stress.    


One Chance for an Impression


You really only have one opportunity to make a great impression on a prospect.  People want to work with confident leaders that are in control….or, at least the right people do!  Next time you pick up the telephone to call a prospect, take a deep breath and relax.  There’s nothing to stress out about.  No worries.  It’s just a conversation with another living, breathing human being that probably has some level of dissatisfaction in their life or a desire for change.  All you need to do is uncover it and provide them a solution.  It sounds easy, doesn’t it?  Don’t blow your impressions by letting paranoia and fear prevent you from letting it go.  Let it happen.  You’ll be sure to make a better impression when you are working with relaxed intensity rather than stressed intensity.   



What’s your objective?


When you clearly understand the purpose of a prospecting call, it becomes very easy.  If you go into a call confused and not clearly understanding of your purpose, your mind tends to over-think and cause you to flail.  When I make calls…I clearly know my objective.  It’s just like buying an airline ticket.  I know EXACTLY what I want.  I pick up the telephone and engage the person in conversation by asking a question.  I am looking for someone open to an opportunity for change.  I then probe and look for desires, dissatisfactions and strong character traits.  If they foot the bill, I present my opportunity, answer any legitimate questions and collect a decision.  Voila!  The call is done.  It’s really that simple. 


Get clear on what you want to accomplish in your prospecting calls.  Don’t worry about getting stuck not knowing what to say if and when they say something.  You’re already in a losing proposition when you do that.  If a question or objection comes up that you are not prepared for, take a breath, pause, then go with the flow.  Don’t try to answer something that you don’t know.  Don’t fear.  Everyday something unexpected occurs and we deal with it.  Prospecting isn’t any different.  Let it come naturally and without force.  Think about FLOW and let it go. 



Make it a Peaceful Day


Abundance, success and fulfillment come through a relaxed, yet intense approach toward building your business.  The term ‘relaxed intensity’ perfectly defines one who goes all out in their business, giving it everything they’ve got, yet doing so with a peaceful mind.  Success comes to those who work toward it, but don’t stress about it.  Let your mind work on other creative projects rather than what might happen in a conversation.  Do this, and you will find yourself attracting and sponsoring more people than you ever dreamed possible! 

---End of Article




Todd Falcone has been a successful field leader for over a decade.  He is also a public speaker, trainer and personal coach to several top producing network marketers.  He lives in Seattle with his wife, Carla, and son, Gianni.



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About the Author: Todd Falcone


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Member Since: 08/06/2007


Industry: Business Opportunities

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Nice article Todd. I agree that far too many of us try far too hard to say the right thing instead of just letting the conversation flow and allowing our experiences to come out and do the explaining. Thanks for the insight!


Rick Brown — Mon, 06/16/2008 - 5:00am

Way to Take Responsibility

Todd, thanks for the refreshing dose of responsibility. Too often today people blame other people and outside influences for why they are failing. Not until you claim responsibility for your results (no matter what influences are out there) can you finally get the results you want. This is often a difficult process and it doesn't necessarily make achieving your goals any easier, but when you accept responsibility you can begin taking steps to overcome obstacles and start succeeding.

MLM Reviewer (not verified) — Wed, 06/18/2008 - 3:57pm

thats whats up

nani uyu — Mon, 08/11/2008 - 2:48pm

Let's Throw Away the Scripts!

Thanks Todd!
I think the more we can be ourselves with our prospects - the more successful we will ultimately be. After all, if you start out with scripting, what happens when your script runs out?

I have worked with way too many companies that told me they would teach me network marketing and then sent me "my scripts".

Scripts? I wanted to be a successful marketer - not an actor!

I have finally become part of a team that didn't send me a bunch of scripts. Instead, they teach you many different ways to market leaving it up to me to decide which methods work for me. What a refreshing change!

To Your Success!

Susan MacQuarrie
(702) 448-2110

Susan MacQuarrie — Tue, 08/12/2008 - 9:00am

I walked up to a fisherman one day and.....

I was doing a daily walk in my neighborhood and I saw a guy fishing and I thought "I wonder if he caught anything" sure enough he was reeling one in when I asked him how many times do you come here to fish ..........

I walked away with an appointment and phone numbers. Now I got 2 for the price of one, his sister-in-law was intrested too.

I love talking with purpose makes life more colorful.

Ray Tamayo — Thu, 08/21/2008 - 3:23pm

Like your post sir

 I like your post...

But in my opinion there is some thing different than this.


kundan ghanekar — Sat, 08/23/2008 - 4:13am

Todd, When you said


When you said this...

"It's just another conversation with a living, breathing human being that probably has some level of dissatisfaction in their life or desire for change..."

it really resonated with me.  I need to relax and let the conversation flow!

We all need to remember it's not about us, it's about our prospect. 



Kathi Peters — Tue, 09/02/2008 - 3:48pm

Todd is a madman

Once again you hit the nail on the head.  If any of you have never heard Todd do live dials, you should.  You'll get a kick out of his approach and techniques.  This is a business, treat it like one, but have fun with it.

Jon Marshall — Fri, 09/05/2008 - 8:03pm

Conversations are the best

Conversations are the best. Selling is a turn off for 99.99% of the people out there.

I heard a conference once where the speaker explained that it was never about him trying to convince someone to join his business, it usually turned into that other person trying to convince this speaker that they wanted into his business.

He did this by engaging the person in conversation about what they were looking for, their dreams for themselves and their family, etc., and speaking back to them about those very issues. Very inspiring

I believe that's called offering a solution to a problem.


Christine Pointeau — Sun, 09/07/2008 - 11:48am

As usual you always provide

As usual you always provide us with great insights.

Douglas Valenzuela — Fri, 09/19/2008 - 11:47am

...being confident...

very good simple explaination;fore if you do not know about what you have to offer, tagteam, do 3ways with someone who does, AS YOU BUILD UP YOUR CONFIDANCE and time and experience will help build it, along with reading these posts and study of leaders like you.

This will "connect" with someone:on America's Next Top Model, even Tyra tells potential models to do the same, "you think to much", just let it flow", "don't overthink it", so what you suggested is sooo natural, sooo universal a TRUTH.


Cerawyn (not verified) — Mon, 09/22/2008 - 11:21am

Having a Certain Mind-set

Thanks for your words, I could "feel" what you were saying.

When a person has a clear mental vision of what they want and are acting on this vision with faith and prupose, when one is putting the power of success and the purpose of what they want into everything they do, when they are holding the idea of advancing themselves and advancing everyone they are in contact with, holding the purpose of increase all the day long with such strength that others "feel" it from them, opportunities open to them and there is no such thing as "fear".

again, bravo

Marene Peel — Thu, 10/09/2008 - 7:06pm


Prospecting can be so much fun if you do in with the right attitude... It can actually make for a hilariously, productive day! Once you find your groove and you learn to take the edge of the words of the not so receptive candidates - it gets to be fun! Especially when you buddy up with one or two people - outrageous!

Nadira Haniff — Fri, 10/10/2008 - 7:36pm

Prospecting jitters ....

Great article Todd,

Taking time to mentally prep and relax creates an atmosphere that helps most of us be "ourselves" and nott pysche ourselves out.

Thanks for the reminder!

Jim Hickey — Fri, 10/10/2008 - 8:42pm

Knowing what you want when

Knowing what you want when you atart the conversation resounded with me, treating your pitch like any other normal conversation where you listen and share info.

"I pick up the telephone and engage the person in conversation by asking a question.  I am looking for someone open to an opportunity for change.  I then probe and look for desires, dissatisfactions and strong character traits.  If they foot the bill, I present my opportunity, answer any legitimate questions and collect a decision. "

Doesn't even so much matter what the decision is, it's a two way flow of info and respect that can be the start of a very productive relationship or the end of a satisfactory enjoyable conversation. Either one works.

Warm Regards


Debbie Williams — Thu, 10/16/2008 - 5:37am

Wonderful! Todd

Most networker FEAR of the UNKNOWN..usually they fear what other people might think of them and say to's even worse when they are not relax like you implied.We dont actually have to go out prospecting..Prospecting is what we are..

Ridzuan Abd Malik — Mon, 10/20/2008 - 3:47am

When you CARE!

When you care about people they know it. People join people not companies.

Download Success in 10 Steps, page 41 changed my life.

Get to know people, learn what they really want!

You keep your people or you DIE!

Connie Loeschen


Always Follow Your Bliss!


Connie Loeschen — Mon, 10/20/2008 - 4:41pm

Thanks for the Reminder!

Todd -

Nice article...I can totally relate to over-thinking and trying to prepare way too much.  It becomes not natural and not real.  But usually that is the way we start until we build that self-awareness, that confidence that will automatically show through when it is needed.

So thank you for sharing that article. 

Lo-An & Stephen Nguyen

pangaeamp (not verified) — Sun, 12/28/2008 - 3:40pm

Good job Todd!

By the way, I just sent you a friend request, and again I commend you on a good article, and definitely one I can relate to as I had this inner conflict when I first got started in my opportunity, till I took similar steps to what you listed in this article, my recommendation to anyone reading this is to not only read aticle like this, implement them in your daily life.



shane anciso — Sun, 01/04/2009 - 9:49pm

Great advice Todd!

Marketing is just sharing what you are passionate about with others.  You shouldn't need a script to do that. 

David Blide — Thu, 01/22/2009 - 7:49am

Thanks Todd

Hi Todd,

Your article gave me some things to think about. I plan on presenting my opportunity according to people's needs and wants. Instead of selling the opportunity to every prospect as a life changer or a tool to financial freedom, I will simply ask them to aide my business and be rewarded a $100 or more per month in doing so. If they can invest only 1-4 hours per month, that is fine. Many people don't care about become wealthy.

I agree with your video concerning people asking questions based on assumptions.

Mark Fuller — Fri, 06/05/2009 - 8:03pm

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