The Warm List - Your Exclusive Weapon

Working Together Is Success

Many of us have become involved with buying leads, using Internet Marketing systems, sending out postcards, flyers, etc. because we didn’t want to talk to our family and friends. We understand those are all fantastic ways to build your business, but here’s the thing … we have so many products and services to offer the people we care about that can change their lives … regardless of if they’re interested in building a business or not. We owe it to them to share what we have and what we know with them. We should feel obligated to do so because we care about them.

So, where do we start? We start with what is called the “warm list”. A “warm list” is a group of individuals that you are acquainted with from your past and present.  These are people who would recognize your name if you picked up the phone and gave them a call.

Now, let’s talk a little about the value of a warm list. First of all, we all have one. No matter how large or small you think your circle of influence is, we ALL have a warm list of people to talk to. A lot of us market on the Internet and I think sometimes we get caught up in the massive “numbers” game of Internet Marketing and forget that network marketing is “relationship marketing”. What better place to build your business than with people you have already established relationships with. Here’s another benefit of the “warm market” list.  Your warm list is what sets you apart from everyone else in this business. It’s YOUR list that is not shared with anyone else. It’s your edge for success.

OK, so how do we create a large warm list? That’s’ the first question. Many of us think we don’t know anyone. By age thirty, the average person literally knows 2,000 people on a first name basis. So, one of the first steps is to begin making a 2,000 person list of people that you know personally. I’m not kidding here. People always think we’re crazy and don’t understand why they need to build such a large list. Here it is, if we ask you to come up with a list of 200 people, most of you will come up with 60 or 70 names and feel really good about it. But, if you start working on a list of 2000, you will come up with at least several hundred. It’s just the way we are.  Use telephone books, old high-school yearbooks, etc., to create a list of hundreds if not thousands of people. 

Now, I will tell you that most people will or can come up with a dozen reasons why they don’t know 2,000 prospects and why they can’t possibly go to friends and family. There are so many arguments out there and none of them are valid. So let’s review some of the rationalizations and excuses used by distributors:

Rationalization #1: Lack of Conviction

If you truly believe in your company , this wonderful industry of ours and it's ability to change lives, then you should want to shout it out to the world. I know I lose sleep at night just thinking about the potential of the industry. Sometimes I can hardly wait to tell people about what I do. Now, if you don’t have this level of conviction, it is difficult to go out there and share your business with others.  It’s a catch-22. If you wait for the belief level to come, it may be too late. If you try to go forward without it, people will know you have reservations. So, first do what is necessary to get rid of the demons that are holding you back.  Talk to your sponsor and team leaders.  Move past your issues and start building your business. 

Rationalization #2: Lack of Self-Esteem

So many people avoid talking to friends and family because they have no belief in themselves.  This is a touchy issue and should be handled with care.  Many people think their warm market will just laugh at them for taking a risk and becoming an entrepreneur.

If one of your team members is feeling this way, sit down and talk with them. Tell them the biggest challenge they will face after success comes is everyone they didn't show the business to being mad.  Maybe you have some friends you don't want to talk to about your business. But how will they feel, after you’re earning $30,000/mo and they’re still working their tails off 60 hours a week you never even told them about the business?  Why would they be upset with you? They may feel that you didn’t think enough of them to show them this business. So, tell them that when you invite them to look at what you’re doing. 

Rationalization #3: Fear of losing credibility

Many times we fear losing credibility with people that we know … especially if we are high profile in our community or our profession. 

We don’t want to undermine the very fear that exists in starting a new venture. It’s a legitimate one. The thought is why burn bridges that currently support you, before you know whether the new bridge will hold up. The solution to this is “balanced risk-taking”. If you don’t let prospects (warm or cold) know how completely convinced you are about this industry and your company, you will fail.  On the other hand, if you flaunt your business around the office, you could lose your job. So, somewhere in between is the answer. You may have to postpone sponsoring everyone in your immediate work environment. But there are always sideline associates, former co-workers and clients. With these people, don’t hold back. Prospects need to know that you are a believer. 

Rationalization #4: Embarrassment from Prior MLM failure.

Another common reason people will use to justify not approaching warm market leads is embarrassment. They are mortified because they’ve already been in 6 MLM deals and can’t stand the thought of approaching people they know again. It’s actually a very legitimate concern but it’s not adequate justification. These people now have one of the best approaches possible. Here it is: 

Let’s say you’re talking to your friend Bob. “ Bob, you and your wife know that I’ve been researching the field of Network marketing. In fact, in an effort to become extremely knowledgeable, over the last few years I have enrolled in several different companies in order to learn from different experts. Well, I am happy to say that all of my analysis finally paid off. I’ve been able to master enough about the industry to pick up a handful of companies that allow people to earn $30,000 to $50,000 a month in the shortest period of time. I’ve spent a lot of time, money, and energy doing my homework and now I’m so excited I seem to be losing sleep every night. I need to talk to you as soon as possible to see if you would be interested in doing what it takes to earn this kind of money.”

See, instead of portraying the past involvement as a liability, turn it into an asset. You are the expert. If this is your situation then be sure to use this strategy when talking to your warm market.

Rationalization #5 Qualifying the Leads

Do not, before ever talking to someone, decide who is qualified and who is not, who will be interested and who will not, who is approachable and who is not. If a person has a small paying job, don’t assume they cannot build a dynamic organization. On the other hand, don’t assume because someone is a high profile professional, network marketing would be beneath them. Whatever you do, don’t make the mistake of qualifying your warm list before you approach them about the business. The presentation process that you use is what determines whether a person is serious and is qualified.

OK, Let’s assume now that you are convinced of the importance of calling the people on your warm list. How do we approach the people we know?

First of all, remember that attitude rather than ability leads to real success; your biggest asset is enthusiasm.  It also helps to realize that you are an educator, not a salesperson or a recruiter. Your job is to teach as many people as possible that there’s a better way to live and earn residual income. When you initially contact your warm market, don't give a bunch of information out or answer a lot of questions. Your only objective is to get them to seriously look at your opportunity. Share your story and enthusiasm and then get them the information on the business. 

Next, when talking with people who know you, the initial contact should not be a 3-way call. This is somebody you’re on a first name basis with. You would more than likely alienate them if you had a 3rd party on the phone. The best time for 3-way calls is after a prospect has been exposed to the business in some fashion. Then either 3-way in your sponsor or set up a time to do so. 

Remember this … Never try to sell or pressure people into this business. It will only backfire on you. Many of your friends might join that way, but then you’ll spend your time pressuring and pushing them to do the work. This could damage your relationship with them. Remember that we are only here to educate people so they can make decisions for themselves.

So, start on your warm list. Do it today! The larger your list the more solid your business will grow. Your list is yours and yours alone and it is what gives you the edge for success. Don’t give into the rationalizations that distributors use to avoid their warm markets. If you let your doubts stand in the way, you will fail, but if you go forward and persevere, you will succeed. Educate people with the tools and resources of the business. And the last thing … Attitude is more important than ability in network marketing. It is your belief level and enthusiasm that will take you to the top.

Would you like to learn,train.mentor and sponsor your prospects using powerful tools?

Katongole Johnny.s

Email:johnnyjoy@gmail.com

Mentoring for free