Let me explain.

When you started in network marketing, you were probably told something along these lines… “It’s not sales, you’re just sharing the products” (Yeah, right). Or perhaps you were told… “It’s like recommending a movie or restaurant” (Does the movie industry pay you to recommend their products? How about the local restaurant?) Or my personal favorite…”Everyone wants these products, they just don’t know it yet!” (Again, yeah…right).

So, you are all fired up about your new home based business… you bought business cards and read all the product literature. You spent the extra money because your upline told you it was a good idea, and you bought motivational tapes/CDs/DVDs. You are fired up and READY! You made your list, just like your upline said, and you have checked phone numbers for your 3rd grade teacher, the lawn-guy who did your yard 3 years ago and the mailman. You pick up the phone and make the first call. You decided to start easy so you called your best friend, invite them to lunch. Just after the drinks were served, you start in on this really great product. They listen with rapt attention. You are, after all, someone they trust. All throughout lunch, you extol the virtues of this amazing (fill in the blank) product. Then comes the time to close them. You say “Oh, I love these products so much, I decided to sell them“. You just started down the path of the NFL club (No Friends Left). You blew it, because you let them believe you were recommending a product just because you liked it. Now, everything you said is suspect. You lied to them (by omission, but they will view it as a lie just the same).

If you had been a little more transparent with them, told them up front, they still might not buy, but at least they won’t avoid you. Let me give you a better idea.

Don’t ask for the sale, ask for a referral.

You could try something like … “I am now promoting XYZ Diet Pills, because I finally found something that works for me“… pause, give them a minute to absorb that. They might be secretly trying to think of a way to bail on you before lunch is served. Then hit them with your best shot… “Do you know anyone who might be interested in losing weight?” Pause again. Give their brains a chance to catch up. You didn’t just ask them to buy something. They won’t have to turn you down. They can exhale. And when they resume chewing the bread stick, they might actually try to think of someone who would be interested. And if they are, they will tell you so. No pressure.

Best part? (Aside from the referral) You still have a friend. You didn’t lie to them, you didn’t pressure them and you gave them a way to help you (they are your friend after all) without committing to anything more strenuous than the name of someone they know who was venting to them just last week about how hard it is to lose weight.

So, if you want more sales, stop asking for them. Ask for referrals instead. A referral also gives you more leverage when you are speaking with that prospect on the phone. “Hey Jill, Jane here… I was talking to Deb yesterday, and she mentioned you wanted to lose some weight and recommended I call you. Have you lost the weight you wanted to, or are you still looking for a solution?”

It’s a powerful concept. Give it try.

Cenay Nailor spends her days working on business applications as a custom software designer and her evenings exploring the world of Network and Internet Marketing.

You can contact me here : http://www.NowYouAreTalking.com

And get more articles like this one: http://www.CenayNailor.com/mlm/

by Cenay Nailor

Do you ever feel like if you learn/see/hear one more thing, you brain will start leaking out of your ears? Welcome to Information Overload .

I feel your pain.

I keep hearing from all the trainers, coaches and guru’s that it’s simple . And they each list “everything” you should do to be successful.

And guess what? Their lists don’t match!

Each trainer/coach/guru lists 5-9 things you MUST do to be successful online. How do you know which is really the one that you need to do?

Well, frankly, it’s gonna depend on you. I know that wasn’t what you wanted to hear, but dang-it, it’s the truth and I promised you truth above all, right from the beginning. It’s going to depend on your goals, the results you are expecting and the method you choose to give you those results.

But I digress. We are talking about how to avoid information overload.

It’s a matter of mindset, discipline and habits. When you are first starting out with a new “prospecting” method like using the Internet, you need to do some research, explore your options and then pick one .

Notice I didn’t say buy every book or product out there to teach yourself, nor did I say read only one . You do need an overview of what’s possible. And you need to know who is doing it successfully. But in the end, you need to choose one thing and then master it. Test it. Track it. Apply it. Study it. Don’t move onto the next “method” or “process”, until you have the first one “down pat”.

Trust me, I know it will be tempting to spend all your time researching, buying books that promise you 3 simple steps to financial freedom or listening to training calls from marketing guru’s morning, noon and night. But do you know why it will be tempting? Because if you are still researching and studying, you aren’t doing .

If you aren’t doing, you aren’t failing. Can you say “comfort zone”?

Listen, the number ONE reason you will succeed in this (or any) business, isn’t the marketing method, or the capture page, or the autoresponder (although these are all important pieces of the puzzle). No, the number one reason you will succeed, is because you took action. Massive action. Focused action. And you can’t do that if you are still chasing the hype.

There are thousands, no – tens of thousands of people on the Internet today, all hawking their “get rich quick” products, books and training courses. Each one promises you that you can quit your day job, fire your boss and retire in 1 year.

Tell me . . . in your heart . . . do you really think that is possible?

Nope, me either.

Success requires work. Anyone who tells you they have a system you just have to join to be massively wealthy overnight is flat out lying to you. But, I digress again. Sorry for the rant.

To Avoid Information Overload

1. (Focus ) Train yourself to look at one thing at a time. For example, if you are building a list using free traffic techniques, focus on that. All your efforts should be on that one thing until you can do it in your sleep.

2. (Consistency ) Train yourself to be consistent. You can’t succeed doing something only when you have extra time , or when everything else “pressing” is done. Allocate [X] minutes/hours per day for that task, and do it. No matter what.

Not doing it is only hurting you.

Don’t let obligations to others short-change you . If you are spending all your time doing something for someone else, who is growing your business? Short Answer? No one .

3. (Action ) Train yourself to be action oriented. If you are lying awake at night and an idea about how to do (better) what you are trying to do flitters across your brain, do it. The very next day. Take action. Even if it’s wrong action, it’s still got value to you, especially if you are tracking and testing like you should be. It is teaching you what doesn’t work .

You should have noticed that all three things I listed involved the word “Train “. That’s not an accident. You control your success or failure. No one else. Do you want it? Then train for it.

Alright, this post turned into a kind of a rant, and I am sorry about that. I just get so frustrated when I start mentoring someone and they come to the “table” with 43 eBooks, 14 DVD’s and 29 CD’s but not one single “action” under their belts.

I blame it on Information Overload.

Cenay Nailor is an Expert Internet/Affiliate/Network Marketer who hates rejection and chasing dead-end leads. To learn more about how she completely stopped having hotel meetings, home parties and *bump into’s* and still grew a lead database of over 400 prospects while generating over $3,000 in less than 30 days, even though no one joined her business, click this link ==> Cenay Nailor – Online Success Coach

See, I talk about branding yourself, getting blogs and websites that help raise your credibility, and the importance of *putting yourself out there*. But most new Nussentails rep’s don’t know where to start.

That’s where I come in. Let me give you an example. Sallie Roberts is in my organization. Actually, she is my upline! But Sallie got the message when I talked about personal branding and the importance of your *prospects* being able to find you on Google. So, Sallie wanted a blog.

I helped her set one up. In fact, I helped her set up two!

One, is a personal/business blog called Sallie Roberts Explains and is a push button place to publish her thoughts and ideas.

The second is a Soy Candle specific blog, where she shares her experiences with making Soy Candles with the Candle Making Kits offered by Nussentials.

As I said before… all a part of the service. Are you considering Nussentials as a way to earn extra income? Ready or willing to quit your day job and devote yourself to a new business? Or just want to get started part time and help fund the vacations?

Either way, I can help.

Since I spend so much time training and working with my downline, I can only take on 10 new representatives this month, but if you want to be one of them, use the Contact Me button at the top of the page and let me know why I should consider you.

Each new representative I agree to work with, will get access to all my online training, blog setup, instructional videos and personally branded materials designed to help with your prospecting.

Ready to do something for yourself that will have long lasting and profound effects? Contact me today.

Customers are the lifeblood of your business, despite what you may have heard to the contrary.

Having retail customers means you don’t have to “go out of pocket” for your product points. Not having to go out of pocket means you can take some time to build up your business, without pressure. If you can’t get paid because you can’t afford to buy your product requirements each month, how likely are you going to be out there recruiting? How long do you think you will last? Gather customers early and often. Remember, this is where your “residual” income comes from. Since customers are so important to your success, we will cover a capture system for product customers first.

Before you can build an effective “capture system”, you need to know whom you are trying to reach. To help you with determining your “who”, ask yourself these questions:

• What is it about Nussentials that first grabbed you?
• What was your first product?
• How did it make you feel?
• How do you feel about it now?
• How long have you used it?
• What results do you have that someone else might be interested in?
• What can you speak about with passion and credibility?
• What worked for you?

If you build your capture system based on what captivated you, you speak with more authority, more believability, and much more persuasion. People who are seeking these same results will perk up their ears and listen to what you have to say.

Let me give you an example from my personal experience:

My Mom is diabetic and has been for 35 years. Her blood sugar fluctuates wildly and all efforts to get it stabilized have met with failure, despite changing insulin types.

Blood sugar that gets too high or too low causes serious damage to her internal organs, decreasing her “longevity”.

There have been several times she went into a coma in her sleep! We would be unable to wake her and had to call 911 to have her taken to the hospital to get it back under control.

Sitting in the waiting room waiting to hear if they were able to bring her out of the coma were some of the worst memories I have. She has to draw blood and take her sugar levels about 10 times a day. Her poor fingers are like a pincushion and remain sore from all the sticks to get her blood. She has to wear socks to bed because the circulation in her feet is so poor. Danger of losing toes is a real threat she had to deal with every single day.

About 4 months ago, she started taking MORE! daily. Her next trip into the doctor surprised both her doctor and us. Her sugar levels were stabilizing. The high’s previous to taking MORE! were 600+ and she was experiencing that several times a month. The highs after starting MORE! didn’t top 350 and weren’t happening nearly as often. She has continued to take her sugar several times a day to monitor it, but the results so far are very encouraging.

The result she is happiest with?

The feeling in her feet has returned and circulation is back. She doesn’t have to wear socks to bed anymore! Her doctor told her she had never in all her years treating diabetics, ever seen that before!

Now, do you think if I addressed that niche, spoke from that experience, that I could get people having a similar problem to listen? And if I was careful and didn’t offer a cure, but rather an experience and the possibility that it could work the same way for them, do you think they would take the next step with me? Of course they would if they are diabetic or know someone that is.

Here is why… have you even been to an event or party, and run into someone with the same name? Isn’t there a bond immediately? Do you talk with that person? In the example about MORE and my Mom, I am calling a name. All those with the same name will perk up and listen. So, who’s name are you going to call?

Another example from my personal experience to help make the point:

I am single Mom, Grandmother of two toddlers (ages 3 and 1), entrepreneur and building my Nussentials business in my spare time. In other words, I am burning the candle at both ends. I work late into the night (3:00am), but the grandkids get up pretty early (5:00am some mornings).

In order to stay awake, I drink a lot of caffeine daily. Each morning, I would also have a RedBull. Sometimes again in the afternoon. Because of all the caffeine in my system, I would wake up repeatedly during the night, robbing me of the much-needed rest when I would allow myself to lay down. Without the proper rest, I needed caffeine to get through the day. See the vicious cycle?

I started drinking one ounce of Nussentials ALERT! in the morning and another at lunch time. I have energy all day long but come bed time, that’s when it got really good for me. I fell asleep faster, slept deeper and got more healing and rejuvenating rest. Even though I am only sleeping about 6 hours a night (on a good night), I feel better, more mentally clear than I have since I was in my twenties. So, I call the name of everyone who is burning the candle at both ends, who has trouble sleeping because of all the caffeine they drink during the day to stay awake.

You aren’t going to be able to address all the needs of all the people, don’t try. Nine out of ten people you speak to won’t be interested, get over it. Figure out what name you are, what name you want to call, and then research that market. Then, you are talking to the 1 of 10 that want to hear what you have to say.

Assignment:
Make a list of the things that Nussentials products have done for you or someone close to you. Figure out what name that is. Google words that you would search for if you were looking for that product. Keep a list of those words and we will compare it to the actual research step later.

This article will cover some capture page basics. It’s not meant to be the be-all-end-all reference, but should be enough to get you started. Please note that like ANYTHING you do online, you need to test and track how it works. Only if you are testing and tracking your results will you know if it is working, and what needs improvement.

First, let’s discuss the “elements” that make up a successful capture page. While there are some exceptions to these rules, for the most part, a good capture page contains all of these elements.

The Pre-Head

This is the smallish text at the very top of the capture page. It is used to help identify your target market. For example, if you are promoting a weight loss product, a sample pre-head might be “Have you tried everything and nothing works?” or “Looking for an easy way to lose weight while you sleep”?

The pre-head is often called the pre-qualifier. If someone lands on your web page who ISN’T looking for a weight loss product, the pre-head quickly “qualifies” them, or rather UN qualifies them. They can move on in other words.

The Headline

Also called the “Ad” for your page, this should show them in easy to understand language the exact benefit they can expect if they continue reading and purchase your product or download your ebook/whitepaper — whatever your offer is.

Please note I said benefit, not feature. They didn’t surf to your page to find out about features, they are surfing because they have a “pain”, a problem they want to solve. They aren’t looking to spend $40 a month, they are looking for a solution. They will pay $40 a month to get that, but you have to sell them on the benefit of your product first.

I think it was Perry Marshall who said it best. (I am paraphrasing here…)

People searching for a drill, aren’t really looking for a drill, they are looking for a way to make a hole. The drill doesn’t matter, it’s the hole they care about. So, don’t advertise the horse power, amps and length of the cord, show them exactly how it will make the hole they want in less time with less effort.

The headline is the short answer to that. If the headline grabs them, and shows them a possible solution to their problem might be found if they would only continue reading, then they will.

The Sub-Head

A continuation of the Headline, the Sub-head allows you to add detail, ask a question, suggest an answer or just expand on what the headline is saying. This one is optional, but works well if the message supports the headline.

The Body

The body is where the benefits are listed (usually in “bullet” form), the call to action is located and a story is told. I say a story, because if you engage them in a story then they are more likely to get emotionally involved in the outcome. A story also “slips past” the automatic defense most people have when surfing the web… I call this the “Ad Blindness Defense”. If the story is good, and the reader can related to it, then you move from a “salesman” to an “advisor” in short order.

The body should ALSO contain bullet points. These are the short, easy to understand benefits they can expect if they buy your product/service or download your free ebook. These should also be benefits, not features. Remember, a feature is something that excites you as a business owner but does nothing for the reader.

Let me give you an example.

Let’s say your company is 12 years old and debt free. These are “features”. Why should the surfer care? He won’t, unless you can show him the benefit that a 12 year old company offers him, such as being there for years more to come so he can continue to get said wonder-product.

The Opt-In Box

Clearly, the most important element on a capture page. This element should be “above the fold” and clearly visible. By Above the Fold, I mean in the first 700 to 800 “pixels” of the web page. You don’t want the surfer to have to scroll to see this element, ever.

The Opt-In box should recap the reason for them to provide their name and email address. This should be a compelling reason. Privacy is a major concern for everyone these days and our “inboxes” are stuffed full daily by spam, offers and junk. No one wants more junk, including your reader.

So, the “offer” should be compelling. A reason for them to give up their name and email address.

I have read many “guru’s” on the subject of the “voice” to use on the opt-in box, and I think that most agree that while the web page itself is written in your voice, the opt-in box should be written in the readers voice.

In other words, something like “Yes Cenay, please send me this free report on how I can protect myself from the danger side effect of drugs used to treat my arthritis pain. Here’s my name and email address, please send that right away”.

The idea here is that the opt-in box is a way for your reader to acknowledge the benefits, “buy into” you sending him info and saying that he trusts you enough to handle that simple task.

The Submit Button

The last element we are going to talk about today is the submit button. This is the button they click to say “Let’s Go”. Again, this should be in the “voice” of the reader, not yours. For example, it should say something like “Send My Free Report Now”, or “Give Me Instant Access!”.

Most web surfers recognize a web button on sight, so don’t make it look exceptionally different, you don’t want them to miss it. The only thing you should be changing in the text.

Remember, you have to provide a compelling reason for each step of your reader going through your capture page. In the event of a long capture page (you shouldn’t but if you do…) be sure to use “sub-headlines” throughout your text. Most readers will quickly scan these large font “subheads” to see if the information warrants their time. They will scan first, and if you convince them, then read the content.

One last thing. Don’t expect them to read every word. It’s a rare web surfer that has that much time and it’s a rare capture page that is that well written. Put the important elements into bolded or headlined areas for the “scanners”.

What they fail to mention is that the *Main Thing* is different for everyone.

Since the *Main Thing* is working for them, they assume it will work for you. It’s what they teach, it’s what they preach and it’s what they ask you to do 100 times a day. But what if your *Main Thing* is focusing on product customers (as opposed to sponsoring new teammates)? Will their *Main Thing* work for you?

Or what if you are focused on one specific type of product customer, say … Arthritis Sufferers. Are the techniques they are asking you to use going to work for that *market*? Probably not.

So, while you should keep the *Main Thing*, the *Main Thing*, yours might be different. And that’s okay.

So, “Keep the Main Thing, the Main Thing, and make it your Main Thing”

Success is a direct product of focused action towards a specific goal. That “focused action” is your *Main Thing*. It’s something you should be doing daily. It’s something you should be improving upon, refining, and expanding.

And it should be uniquely yours.

Find what works for you and stick with it. And for heaven’s sake, don’t force your new team mates to use your *Main Thing*. Let them develop their own. Your job is merely to point them in the right direction and give them the tools to accomplish what they want to.

You can’t force a square peg in a round hole, so don’t even try.

The DNS Server might be located a thousand miles from where your website is hosted. It doesn’t matter. The DNS servers know where to “read” the files when someone types your web address in the address bar of a browser.

Since location isn’t a factor when chosing a hosting account, you are free to look for price, features, technical support and other more important factors.

I have tried a few hosting companies in my career, and they are not all created equal. Depending on what is important to you, there are a lot of options. I would suggest you read more about hosting plans and services on your own, but I will make a recommendation. The company I use is called IX Web Hosting. They offer great “plans”, both Windows or Linux operating systems, a multitude of database options and most of the popular “features”. They also have Online – Live Chat, a 24/7 Help Desk, and boast a knowledgable and professional staff.

If you are only planning on one domain, you can get the smallest package or plan and pay only $4.95 a month. You can’t have a shopping cart or any type of eCommerce with this option though. The middle plan (the one I was on for 3 years) does allow shopping features, unlimited domain’s, unlimited web space (for your files, MP3, PDF’s and video’s) and is only $7.95 a month. I believe their site says this is the most popular option.

I recently had to upgrade my account to the top plan because the number of domains I managed exceeded the limits on the middle plan (in term of dedicated IP addresses, there were only 8). I pay $12.95 a month. It’s worth it.

Assignment:
Either research and locate a hosting company you like, or just save yourself some time and head on over to IX Web Hosting and sign up for a hosting account. Spend a few minutes exploring the “back office” and features available. Most won’t make sense yet, and that’s okay. It will still be helpful if you had some idea what’s back there.

There are three main reasons you need a capture page. They are:

1. It’s the only way to build your list.
2. It establishes your online identity and makes your first impression for you.
3. It pre-sorts the people that come by, allowing the tire kickers to keep moving.

Your List Is Your Most Important Asset In Business

In the event of fire at your home office, grab the kids, your husband or wife, and your list. Not necessarily in that order.

Seriously.

Your list is your most important business asset whether you are in network marketing, Internet marketing or retail marketing. Your list is made up of the people who – at one time or another – raised their hand and said “I am interested in what you have to say”.

Your list will become your personal warm market, even if you never meet them in person.

In order for people to “raise their hand” and let you know they want more info, you have to have a place for them to enter their info. A capture page will have a “form” that the surfer will complete, providing you with both the means to contact them, and permission to do so.

Since a capture page is also the very first “impression” of you and your services/products, it needs to look good, work right and intrigue them. Although it’s important to make a good impression on your capture page, don’t overly obsess about what it looks like in the beginning. You will refine it over time. Your prospects/customers will tell you what is working and what isn’t. No, they won’t dial the phone and tell you outright, but they will tell you just the same. It will be in the number of “opt-in’s” you get with a new headline verses the old one or when you add bullet points.

Your Capture Page Is The Gate-Keeper

Let’s say you are offering a free eBook in exchange for someone’s contact info. The capture page will explain the offer, and ask for their info. If they aren’t willing to provide it, there is nothing else they can see or do on your site, so they move on. Don’t add any other links to your capture page, other than the “Get More Info” or “Send My Report” link or button. That should be ALL they can do. Opt-In or move on. Period.

Listen, it takes time to build up trust. Your best friend didn’t become your best friend overnight, and your prospects will need time to warm up as well. Your list gives you the time to build a relationship with them. Show them you are someone they can trust. Someone worth listening to.

And the only way to build a list is with a capture page.

Assignment:
Decide now what you will offer on your capture page. Remember, you are asking them for personal information, so it better be “darn good”. A free report. A sample of your product. A coupon for 1 hour of coaching time. Something good.

Since your domain name is the very first thing an online prospect sees about you, let’s revisit this topic briefly.

Owning your own domain name is the fastest, easiest, and cheapest way to increase the professionalism of you and your business, virtually over-night. Using a free service like Yahoo or Hotmail for email just sends the wrong message. Remember, this is almost the very first thing they see about you. You want this to make an impact. You want to set yourself apart from the dozens or hundreds of email’s that land in their inbox each day.

Understand that in network marketing, or any business for that matter, you are selling yourself.

In actuality, people are much more concerned with YOU, than they are about your business opportunity. I don’t care if you have the greatest business in the world. If you don’t successfully position yourself as a leader in the eyes of your prospects, you will go no where.

With this in mind, understand that you are constantly being judged… Sized up, measured, and compared to other potential upline partners. People want to work with winners. They are attracted to leaders. It’s a survival instinct that is hardwired into our DNA. You cannot escape it.

So what does all of this have to do with registering a little domain name?

Well it’s simple… It’s all about professionalism. If you don’t even know how to register a simple domain name, how can you possibly expect other people follow you to “financial freedom?”

Okay, enough of the soap-box speaches, let’s get busy.

You know your “purpose”, right? You spent the time necessary to find the “niche” you want to talk to, right? You know the “name” of who you want to talk to, right? So, who is it?

Jot down the name (niche). Go to Google.com and type that name in the search bar. What are the top five sites that come up? And I don’t mean the Squidoo articles, or blogs… what are the real domain names? (Remember, a domain name is the part that follows http://www). Got any ideas? No?

Okay, review the video I made about using Register.com’s advanced domain name search feature. Did any good names come up? Remember your goals.

• Professional appearance
• Domain name “speaks” to your prospect before they read a word you have to say
• It’s easy to remember (or short).

Here is something else you want to factor in. Do you plan to market more than one product or service? If so, you need something that is a little generic. For example, MLMSurvivalGuide.com has only one purpose. I can’t use it to sell vitamins, right? But something like 7StarLLC.com can be used for anything. However, it doesn’t really “further” the message I am trying to convey. You are looking for something with a good balance.

One side note here. Domain name’s are cheap. If you buy one and discover later that it won’t work for the message you are trying to present, don’t sweat it. Go get one that will. Don’t “vapor-lock” on this process.

Assignment:
Choose a domain name (that is available). Buy it. Go to http://www.GoDaddy.com to save some money.

Let’s recap this topic so far… we have the 10,000 foot overview of

• Build a website
• Drive Traffic (surfers) to it
• Capture Contact Info
• Build a Relationship (trust) with them

We also discussed some common terms, covered selecting your domain name and a hosting account. Now, what do you do with all that?

Well, let’s remember the goal. You want to capture the names and email addresses of those people who have searched the web and found you. (we will cover keyword research and targeted traffic in an upcoming article). These are people who want something that you have (presumably).

There are a number of ways you can grab this info, but all of them have to offer something of value to the web surfer. Remember, the typical surfer has a short attention span and has an internal dialog playing constantly… “What’s In It For Me?” If you can keep this in mind, you can meet those needs and get a list of people who are actively seeking something. (A diet pill, extra money, more time with their family…something).

For this lesson, I am going to assume we choose www.ArthritisPainRelief.com (it’s already taken, I checked) as our domain and we are trying to sell products geared towards that market.

So, what are some ideas for products and free information we can offer them that will be of interest to them?

• A free eBook that discusses the dangers of prescription drugs
• A free eBook that discusses the benefits of glucosamine or chondroitin
• Exercises that help eliminate pain (followed by a suggestion for supplements)
• Tips on choosing supplements to help
• Tips on what to ask their doctor

Once you have something of value to offer them, build your message on your capture page around it. Remember, they searched for something and found you don’t waste this valuable contact with boring copy.

This introduces another topic, which I am not going to cover here, other than to say invest in your skills. Learn copywriting. This is a skill you will use in EVERY aspect of your business. Let me give you some ideas where exactly:

• Lead/Capture page
• Sales letter
• Email autoresponder messages
• Follow up messages
• Direct sales marketing
• Many more…

Building Your Message

Decide what information you are going to offer in exchange for their contact info. Spend some time researching the market place, your target market and what other information is out there. You want to stand out in the crowd. Remember, they are getting “ads” throw at them 170 times a day, every single day.

Back to our example, we are trying to educate and sell our target market of arthritis pain suffers with a free eBook called Arthritis Pain Relief Shouldn’t Be Deadly, which details the adverse effects of over the counter and prescription drugs. Our message is that supplements that support joint health are an excellent way to get relief without the negative side effects associated with chemical drugs. Once the eBook is ready, create a capture page that talks about the free eBook, and offers it in exchange for their contact info.

As a Nussentials representative, I am doing exactly this. In fact, click the Arthritis Pain Relief Shouldn’t Be Deadly link to see the eBook I am giving away to potential customers. You can also see the capture page I am using to get their contact info at the Arthritis Pain Relief capture page. Take a look at both the capture page, and the free eBook to get an idea exactly what we are talking about. Remember that this is only one of the many ways we are going to make the Internet our personal warm market.

Yes, I know I there are no directions on how to create a capture page so far, but fear not, it’s coming. Before you need a capture page though, you need to know what you will offer. Before you know what you will offer, you need to know what the marketplace will accept, what the potential customers are searching for and what else is out there. That sounds difficult I know, but really, it’s not. We will start with exactly how to research the marketplace, and see what customers are searching for in the next lesson.

Assignment:
Go to http://www.Google.com and search for different words or phrases. Look at the ad’s that come up for each one (those entries listed on the right side are the paid ad’s. Entries on the left are the free listsings) and click on a few to see what they are doing. It’s time to do a little research.

In part 1, we discussed the 10,000-foot overview of how to convert the Internet into your personal warm market. Remember, I told you it takes a little work, some consistent action and a plan. It also takes either some personal skills such as HTML and copywriting or “out-sourcing”. Out-sourcing is by far, the easiest way to get a lot of this stuff done and each point we discuss, I will cover both the do-it-yourselfer method and the out-sourced method.

Before we begin though, you need to understand a few terms. In fact, I will be introducing new terminology throughout these lessons. Don’t worry, we will take it slow. Get out your business journal or notebook and let’s get started¦

Some Terms You Need To Know

If you already know these terms, skip on ahead. This section is for the web newbie or a refresher for people who haven’t done anything on the web in a while.

Capture Page: A single page website whose purpose is to capture a web surfer’s contact info such as first name and email address. It can be a free eBook you are giving away or a request for more information about your business or a sign up for a teleseminar or webinar. There will be a ‘form’ on the web page that the web surfer completes and sends to you with the ’submit’ button. This type of web page is also called a Landing Page, Gateway Page or Squeeze Page.

Teleseminar: A phone conference call whose purpose is to teach something or inform the callers. It allows 2 – 999 different callers to call into the same conversation.

Webinar: A web based conference, very similar to a teleseminar with the added benefit of being able to share a desktop on the moderator’s computer. In other words, people on the webinar, can see the moderator’s computer as he or she surfs the web or uses some type of software.

HTML: The computer language or code used to produce a website. It instructs the client machines (the computer the web surfer is using) how to ‘render’ the text in their browser. In other words, what words to make bold, what the bullet points look like, what color to make the fonts and background and basically the appearance of the content on your web page. This part can be out-sourced to someone who knows the language to save you time. If you are a do-it-yourselfer, I will show you everything you need to know. If you plan to out-source it, I will show you the specifications you can just hand off to the person who will be doing it.

Domain: This sounds a little intimidating, but it is really just a fancy name of the ‘web address’ you will host your web site on. There are services like GoDaddy.com and Register.com where you can find and buy a domain name. Some examples of domain names are IBM.com, Google.com, Blogger.com and NowYouAreTalking.com. Although the web surfer can just type the ‘name’ in the address bar, it resolves to an actual IP address.

IP Address: An IP address is a series of 4 sets of numbers that represent the physical address of someone on the world wide web. My IP address, for example, is 71.218.34.210. Since a series of numbers is hard to remember, technology evolved to allow the Domain names to be resolved into these numbers. This makes it easy to ‘give out’ a web address. Can you imagine trying to tell someone your web address like this… “To visit my site, go to 71 dot 218 dot 34 dot 210.  Only the super geeks would ever find their way there. It is much easier to say “To visit my site, go to www.MySite.com”.

DNS Server: Another term that sounds worse than it is, DNS Servers are the computers that “resolve” the domain name into a physical address or IP. When you register your domain name, they will provide you with the DNS Named Servers you should use so you won’t have to do too much with this. This is the tool that allows your IP address to be reached by typing something a non-geek can remember.

Okay, I realize that some of these terms are quite technical and maybe a little scary. Trust me, you don’t really need to understand them intimately. I introduce them here in case I say one of them during the course of these lessons. I want you to be able to follow along the conversation without stubbing your toe on a term.

Okay, let’s get started, shall we?

You already know that 80,000 people are surfing the Internet monthly for some type of work from home business. Since network marketing is such a good fit, you want to ‘position’ yourself so that when they search for a business opportunity, your web page is one of the options presented. But first, you have to build the web page for them to find. You also have to get a domain name and a hosting account. A hosting account is you — buying some ’space’ on the Internet where you can ’store’ your web page. Let’s cover each of these in more detail.

Your Domain Name

First and foremost, you need to pick a domain name. Remember, this is what the web surfer types to get to your web page directly, or what is displayed when they arrive from some other method, like a link from a Google Ad (more on this later). Before I show you exactly how to get a domain name, we need to give some thought to what that name should be. The web is a big place, full of existing web sites that have domain names.

A good domain name should tell the web surfer what to expect, before they read the first word of your site. It should compliment your mission of explaining what you have to offer. It should be short and/or easy to remember. And it should make sense. What you don’t want to do it have a domain name like FredsAutoService.com when you are offering a business opportunity for direct sales of nutritional products. It doesn’t match. It will ruin your credibility before you even have a chance to speak to them. So, don’t reuse a domain name you already have, get one that tells the surfer what you are offering.

I mentioned earlier that there are a lot of good domain names already in use, but that doesn’t mean you can’t find one that works for you. Register.com has a feature that will help you locate a good name or at least give you ideas. Also plan to use a thesaurus to help you find other words that mean the same thing in the event the domain name you really really want is taken. Here is a supplemental video showing you exactly how to use this service.

I created a full-size video here video showing you how to use Register.com’s advanced domain search feature.

Hosting Account

Once you have a domain name selected, it’s time to get a hosting account. There are lots of options available, but I prefer IX Web Hosting. It’s not expensive, they have live support both by phone and online chat (immediate, I love that feature), they offer plans that allow you to have unlimited sub domains, email accounts and they also support Wordpress blogs (which we will cover later). I pay about $6.95 a month, but they offer a discount if you purchase the year in advance.

Now, what the hell is a hosting account?

I knew you were gonna ask that. This part is simple to explain, but might be hard to understand. A hosting account rents you space on a dedicated server where you can store your web pages. It also gives you email accounts that match your domain name. For example, the NussentialsSuccessSecrets.com domain also comes with unlimited email accounts so I can setup Cenay@NussentialsSuccessSecrets.com or Articles@NussentialsSuccessSecrets.com. Although I don’t have to use the domain specific email account, it does add a bit of professionalism for me. It also gives me some free traffic from everyone who receives an email from me and then types in the domain name in their web browser just to see what is going on. And believe me, a lot of people do that. You probably have yourself. A hosting account comes with a lot of things like databases built in, web site generators (for some hosting providers), a FTP panel that allows you to send your files up to their server and a lot that we won’t cover here today. (FTP stands for File Transfer Protocol and is the method you use to send and receive files from your “web site”). Suffice to say, you need a hosting account and IX Web Hosting is one of the best.

Once you get to their site, look around some to see what your options are. I recommend the Business Plus plan. This is the one I have used for years. I did recently upgrade to the Unlimited Pro plan, but the number of domain’s I am managing have taken a big jump recently. The Business Plan offers everything you will need and then some. If you only need one or two domains, you can get the Expert Plan.

There are other hosting companies out there, but I would stay away from any located overseas such as M6. I used them for a while, but after they lost all my data and web pages for the third time, I shopped around and found IX. With M6, there was a language barrier, different time zones and a lack of help when things went wrong. I have been with IX for 3 years now and not a single problem. If you trust me enough to just go with IX Web Hosting, you won’t be sorry.

Now that you have your very own hosting account, what do you do with it? We will cover that in Part 3.

Continue with Part 3

Your excitement might convince a few and it might not. Your logic, your presentation and your passion might also convince a few. And it might not. Standard statistics show us that of your list of 40 people, you might convince 1 or 2 to join. That’s 0.05 percent. If you are really good, you might convince 0.10 percent. That would be 4 people. Not a very high conversion rate. And sadly, most network marketer’s quit before they get any kind of momentum going and residual income coming in each month because they are looking in the wrong place for their business partners. The people that fail in network marketing then go on to tell anyone who will listen that network marketing is hard, it doesn’t work or any number of untrue things. Former network marketers are the worse critics of the business.

Did you know there are 80,000 people searching the Internet EVERY MONTH, looking for some way to quit their job, fire their boss, get more money, work from home, improve their financial health or just earn $500 a month extra, online.

You read that number right… 80,000 people searching per month. If you could tap into that group of people, do you think you could convince a few of them that your business opportunity is worth a look-see? If you were talking just to people who were actively searching for a solution, what do you think that would do to your conversion rate? (Conversion rate is the number of people that join divided by the number of people you talk to)

Well, you can turn the Internet into your personal warm market and do just that. You can position yourself so that people who are looking for a solution, find you. (The process of sending traffic to a site that asks for the surfer contact info is called lead generation. Your options are to buy leads or generate them yourself, can you guess which one pays BIG dividends?) Now, I am not going to lie to you here, it takes some work. It takes consistent action on your part, and it takes a plan. There are also a few skills involved, either personally, or outsourcing some of the work. But, stay tuned and I will teach you, one step at a time, how to turn the Internet into your personal warm market.

The 10,000 Foot Overview

• Build a website
• Drive traffic (web surfers) to it
• Capture contact info
• Build a relationship (trust) with them

When you break it down, that’s how simple it is. Now, you might be thinking… “I don’t know HTML and can’t build a website” or “How the heck do I “drive traffic” to the website?” or “How do I build trust with people I have never met?”

These are valid questions, but during the course of these lessons, I will show you exactly how. Step-by-simple-step. No experience required. If you can send and receive an email and watch a video, I can show you everything you need to do.

Continue with Part 2

Ask any successful network marketer to boil down their success, past all the hype about their great products, company or upline support, and they will tell you that doing more of what works and less of what doesn’t work, is the real key to success.

But how to do you know what works?

Testing and Tracking. You absolutely must know what you are doing that is getting you the results you want, and just as crucial, or perhaps even more important, is knowing what you are doing that isn’t working. Since this is such a fundamental element of success, we are going to cover it early in the Nussentials Success Secrets formula. It is important to start this process as early as possible in building your business, so you can make small corrections, daily if necessary, to guide your business in the direction you want. Profitability.

Okay, that’s all well and good Cenay, but how do I do that?

Good question and thanks for asking. Let me explain. Every single activity you do can be measured and tracked. For example, if you are prospecting with business cards, how many did you give out today? Write it down. Even better, start a spread sheet and make a line for business cards. Put that number in the first column. Tomorrow, if you give out more business cards, put that number in the next column. This won’t make a lot of sense until you start to build up some numbers, but trust me for now and do it. It will pay big dividends later.

If you hang flyers in the windows of businesses, how many did you hang?

If you purchased leads, how many picked up the phone, were interested, asked for more info or hung up on you?

If you were cold calling all last week, how many calls did you make? What were the results?

Below are some activities that will drive your business forward, and each one of them should be tracked daily. Remember those habits we were talking about earlier? Tracking is a required habit you must develop. Without it, you can forget any real long-term success. If you assign a value to each activity, and tally them at the end of each day and week, you will find that as your numbers grow, so does your business. Some of these activities will yield you more growth than others (sponsoring rep’s for example), so they should be weighted to reflect that. I will go into much more detail on each of these activities in the coming lessons. For now, just review this list and build your spreadsheet.

Promotional

Advertisements
Voice Mail Drops
Meet Someone New
Direct Mail
Dials
Articles Posted
Google Ad’s
Leads captured on website
Email Broadcasts
Blog Posts

Connection Actions

Connects (or Incoming Messages/Emails)
Appointments Set
Presentations
Product Sells
Sponsored Rep’s
Rep Training

Personal Development

Tend Your Goals
Skill Development

A sample screen shot of what you might start with is shown below. Drop me an email if you would like me to send you this template via email. You can use the “Contact Me” link located at the top of this page.

Like I said before, you must know what you are doing that is having a positive effect on your business growth. Each of the items on the template shown above is an activity geared towards that goal. Let’s get the overview for each into your memory banks, so we can build on them in future lessons.

Advertisements
You are now in business for yourself, and like any brick and mortar business, you need to let your potential customers know you are now in business. There are a lot of ways you can do this, and each one will score you 2.5 points in your tracking. By the way, these numbers are not arbitrary or fanciful, they are based on experience within the industry as to what works. Advertisements would include any of these: Newspaper, Magazine, Ezine ad’s, Press Releases, Radio, Television, Google Ad’s, or even Articles posted on one or more article directories.

Voice Mail Drops
You should be gathering referrals from existing customers, or calling people that left their contact info on your web capture page. Each time you make a call and get voice mail, leave a short message, an “offer” or invitation to get more info. You assign 1 point for yourself for each of these.

Meet Someone New
This business is about relationship marketing, which means you will be meeting new people. Each time you introduce yourself to someone new, assign yourself a half point. Talking about your business or product isn’t a requirement for this step, just the introduction.

Direct Mail Pieces
Later, we will discuss how to do this successfully, but first, let me explain briefly what I mean. As you accumulate leads, you can market to them directly through either snail mail (you know, the United States Postal Service, remember them?) or email. Let’s say you have 100 leads and you send out 100 “pieces” of either a real letter or an email broadcast. Multiple the number of pieces by 0.04, and assign that score for the day.

Dials Made
Assign one point for each person you dial, whether someone answers or not. Activities in this category include first time calls, follow up after meeting with someone, setting an appointment, follow up after sending “more info” or up selling a new product to a retail customer. Assign one point here for the dial, and another if you leave a message (see Voice Mail Drops above).

Articles Posted
One of the methods I will teach you to grow your business that isn’t taught in “old school” network marketing books is to establish an Internet presence, an authority identity. One of the easiest ways to do this is with article marketing (which will have it’s own lesson soon). Now, don’t panic, you don’t have to be a writer to do this step, but it will help you “promote” yourself in a big way. Each day that you post a new article, assigned yourself 1 point. If you post the same article to 5 directories, assign yourself 5 points for the day.

Google Ad’s Started
Another non-old-school method of network marketing today, is using Google Adwords to send highly targeted people to your “lead page”. Basically, you are using Google’s powerful advertising method to send only people searching for your opportunity, to your business opportunity page. While there is a lot more to this which I will cover in upcoming lessons, you will assign yourself 2 points each day you start (and run) a Google Ad Campaign. This is an activity that will continue to score you points each day it is running, because it will be “marketing” for you on auto-pilot.

Leads Captured On Website
You will learn how to create a “capture page” on the Internet that asks potential prospects to “raise their hand” if what you have told them is intriguing and they want more info. You will learn to use article marketing, ezine ad’s, blog posts and Google Adwords to send these prospects to this capture page, so you will have a steady stream of prospects who raise their hand. Each time someone “opts in” (asks for more info), count that as 2 points. These are better than warm leads, these people were actively searching for a solution to their pain and found you.

Blog Posts Made
I know we are talking about things that seem foreign to you right now if you were trained in traditional network marketing, but what worked 70 years ago for our parents and grandparents just isn’t as effective today as it was then. Today, there are over 1 billion people “online” and surfing the web. Another excellent way to promote yourself and your business is to create and maintain a blog. (Don’t worry, I will show you step-by-step exactly how to do this, in fact, I have already created several video’s that demonstrate the easiest method of Creating A Blog). Each time you make a new post (of value, not just a “I had dinner out last night” type of post), assign yourself 1.25 points. So, if you post three that day, assign 3.75 for the day in that column.

Connects (or Incoming Messages)
By connects, I mean when you actually are communicating with a prospect in some way. If they called you, you called them, they emailed you, you respond to that email, each of these are considered “connects”. Assign yourself 1 point for each “connect”. Remember, that’s a point for dialing, another if you left a message, and a third when they call you back and you talk. See how each of these activities is moving you forward?

Appointments Set
Although we will be discussing methods to “prospect” online, you will still need to talk with your prospects. This is because they are “buying” into you and not your products, opportunity or company. They will need to get to know you a little and be able to answer these internal questions: Is this someone who can help me achieve my goals? Can I trust this person to be there for me? What does this person have to offer? So, plan on setting appointments with your prospects. It might be late in the process (as you will see soon), but there will come a time. Each time you setup an appointment, assign yourself 2 points.

Presentations
This can be an online business presentation, getting a guest on a conference call about the product or business, a viewing of your streaming video presentation or an in person visit where you “make your offer” to them. Each of these count as 3 points. The more of these you do, the faster your business will grow.

Product Sales
When you first heard about network marketing, I am sure one of the things that appealed to you was the potential for residual income. Do the work one time, and get paid on it over and over. That is only possible with product sales. All of your other activities are building up to this one thing. What you will be training your downline to do, is this one thing. It is the single most important factor in building your business. Each time you make a product sale, assign yourself 4 points.

Sponsored Rep’s
This business is about leveraged activity. You don’t want to do all the work yourself; so training business partners to duplicate your efforts is a requirement to grow your business exponentially. Each time you sponsor someone into your business, assign yourself 4 points. Once they are on board and building THEIR business, they will be selling product, finding and training other rep’s, who in turn will be selling products. Since you get paid residual on all products sales, this activity is just as important as the Product Sales activity.

Rep Training
I know I said that Product Sales is the single most important activity you can do to build your business, and while that is true, it is not the complete answer. Training your representatives to duplicate you and your efforts will boost your entire organization’s product sales, so assign 5 points for any activity that you do that teaches your downline to duplicate you in some way.

Tend Your Goals
When we started, we talked about making your WHY/WHAT list. In other words, your long term “what-you-want-out-of-this-business” goals. Like a garden, your goals should be growing. Also like a garden, you will get weeds, things that need to be taken out of the garden because they hinder the growth of the other plants. You will find, through tracking your results, that you are doing activities that are costing you time, but not yielding results. These are weeds. Being able to identify them and remove them from your “garden” is a task you should be focusing on twice a day, once in the morning (to help you identify what activities you need to do for the day) and a review again at the end of the day. This final review will help you see what you need to accomplish tomorrow. For each of these activities (one in the morning, and again at night), assign yourself 1 point.

Skill Development
I saved the best for last, since it will need some additional time to explain. Earlier, I told you that your prospect won’t “buy” your opportunity, your products or even your company; they will “buy” you though. The internal dialog constantly playing in their head is asking questions like “what does this person have to offer that I can benefit from?”, “do I trust this person to do what they say they will?”, “will this person sign me up and then disappear?”, “what makes signing up with this person better than any other rep for the same company?”, “what can this person teach me today?”, “how do I know these products work?” and on and on. To attract more prospects, more customers and more representatives, you have to bring something of value to the table.

Also, as you expand your business into new areas, you will need the skills to do this pain free. I can tell you that you need to run Google Adwords, but if you have never setup an ad campaign, you could cost yourself time, money (sometimes serious money) and frustration if you don’t develop the skill to do this effectively.

You will hear me say effectively a lot during the course of these lessons. Effectiveness is an important factor in everything you do in business. Let me give you an example that I borrowed from Mike Dillard, one of the greats in network marketing. Let’s say you wanted to get from Seattle Washington to Denver Colorado and could use any means at your disposal. You could buy a sleek, top of the line Trek long distance touring bike and trick it out with the latest gadgets, water delivery systems, portable air pumps and seat cushions. You could train for 6 weeks to build your endurance and skill. You could buy all the best gear and clothing that would support you on your journey. If you started out on August 1st, and set a pace of 40 miles per day initially, and then increased that (fine-tuned it) to your optimum of 57 miles per day, it would take you about 38 days to reach Denver.

If on the other hand, you bought a rust bucket car with 4 bald tires and a missing headlight and started out (also on August 1st), it would only take you 3.8 days to reach your destination. That’s allowing for only driving 8 hours per day and taking the time to repair the tires that went flat during your trip. The difference between the two methods is effectiveness. You can have all the latest gadgets and technology available to the long distance biker, but there are more effective ways to get from here to there.

Your skill development should take this into consideration. You should be focusing on skills that will effectively help you get from where you are, to where you want to be.

The Internet is an amazing resource, full of information if you know where to look. Plan to spend a few minutes each day looking. This is not a waste of time (unless you get excessive with it), this is a part of business development. Some of the tools you find will be free, some you will need to pay for with either money, time or effort. Do not skip this part. Having the right tool for the job at hand is critical for success. Effective success. Don’t get me wrong, you can use a hammer to drive a screw into a board, but chances are pretty good you will mess up the screw, ruin the board and spend a lot more effort than would be required if you were to use the right tool for the job. Grab a screw gun (the right tool) and drive the screw into board effortlessly. It’s a lot more effective.

Assignment:
Build your spreadsheet for tracking your efforts (or request the template from me via email) and start exploring the Internet for new “tools” you need to add to your tool box. Some of the ones I use regularily are shown in the “Recommended” section on the right sidebar. While surfing, keep your eyes and mind open to the techniques used that move you, technique that turn you off. Start bookmarking sites that do a good job. Save them to a safe place in your bookmark folder because we will revisit them often in the coming weeks.

You might be asking yourself, when is she gonna get to the good stuff? I want to generate my own pre-qualified-smoking-hot-leads now! Patience. Internet leads done right, take time to cultivate and educate. You want to be successful, right? Then trust me and start gathering customers and representatives for your team now, so the out of pocket expenses of products aren’t a burden on you while you put your Internet campaign together.

Okay, back to the Memory Jogger. This list is designed to help you remember everyone you know. Don’t do any “pre-sorting” now about their interest or potential interest, just make the list of people. Besides, it is not your place to decide for them. You are doing them a disservice. What if “Suzie” no longer is a successful stylist or is looking to start working from home because she now needs to care for her grandfather? You might miss out on a great business builder who is motivated to work from home if you presort. Okay, I’ll stop nagging now, and get to the list. Printer is plugged in? Got paper? Here you go:

Instructions for use:
Print out the main list. With either pen and paper or your favorite word processor/file editor, start adding names to your blank page. I recommend a word processor so you can sort the list later to see if you have any duplicates. You don’t want to waste time looking to see if you already added Uncle Bob (because he is bald) when you get to the Most trustworthy section. Just add the names, sort and file later. With me so far? If you see a category that you think doesn’t apply to you (like Bowling team), take a moment and try to recall if you know anyone who does bowl. While you might not bowl, you probably know someone that does. Take a least a few seconds “scanning” your brain for each category, more if you came up with 2 or more names.

Memory Jogger

Across the street
Adventurist
Always giving parties
Ambitious
Apartment Manager
Appliances
Attractive
Avon Lady
Bald Headed
Bank Tellers
Barber
Baseball Team
Basketball team
Best dressed
Best man
Best personality
Best salesman
Best smile
Blond hair
Boss
Bought car from you
Bowling league
Brunette
Bus Driver
Busy Person
Car repair
Carpenter
Cheerleader
Chiropractor
Choir
Christmas card list
Church directory
Church
Coaches
College annuals
College coach
Cowboy hat
College students
College
Confident people
Dance class/teacher
Day care center
Debate team
Deep voice
Dentist
Divorced
Doctor
Does odd jobs
downsized/laid off/fired
Drives Cadillac
Drives Dodge
Drives Ford
Drives Chevy
Dry Cleaners
Eat out with
Eye Glasses
Enthusiastic
Family who likes to work together
Fast Food Employees
Finger nail technician
Fireman
Fisherman
Former Church
Former Neighbors
Friends
Furniture salesman
Goal oriented people
Grocery store checker/employee
Handsome
Has a dangerous job
Has a pick up truck
Has expensive taste
High Achievers
High School annuals
High School
High self esteem
High voice
Hobbies
Home address book
Hunter
In another city
In laws
In management
Just had a baby
Just married
Likes to camp
Lion’s club
Little League
Mini-mart/gas station
Most integrity
Most likely to succeed
Most outgoing
Most popular
Most successful people you know
Most trustworthy
Mothers who would to stay home with their children
Moustache
Music Lessons
Natural leaders
Needs more money
Neighbors on the left
Neighbors on the right
New car
Nurse
Office skills
On a diet
On the corner
Optimist club
Out of state
Owns a restaurant
P.T.A.
Parent’s friends
Parents
Parent’s neighbors
Pay too much in taxes
People in debt
People looking forward to retirement
People who are in clubs of any kind
People who like a challenge
People who like helping charities
People who love people
People who love to learn new things
People who own small businesses
People who still know how to dream
People who want more for their family
People who would like to work for themselves
People with good organization skills
Pilot/airline employee
Play cards with
Player’s parents
Plays an instrument
Policeman
Positive thinking people
Postman
Preacher
Public speaking skills
Quit smoking
R.O.T.C.
Realtor
Recent promotion
Red head
Relatives
Ride the bus
Rotary club
runs/works in a beauty shop
School principal
School reunions
Secretary
Self motivated people
Sells cars for a living
Sells flowers
Sells insurance
Senior citizen
Shortest
Single Dad
Single Mom
Smokes
Soccer Moms
Sold you a car
Son/Daughter just married
Spa or health club
Speech class
Step children
Tallest
Taxi driver
Teachable people
Teachers
Team concept people
Tells jokes
Those who are under insured
Those who are un-insurable
Those who are uninsured
Thrifty
Track team
Twins
Unemployed
Uncles/Aunts
Vacationed with
Waitress
Wears a beard
Wedding list
Wedding photographer
Where you grew up
Who do you call if you need help
Work out with
Workaholic
Works a second job
Works for the city
Works for the state
Works in MLM now
Veterans
Works in sales now
Works nights
Works shifts
Works weekends
Security person
YMCA
Your teachers
YWCA

If, after spending some time on this list, you only come up with two or three names, you might need to get out more.

Assignment:
I was sure it was obvious, but just in case… cut and paste the list shown above into a Word document (or something similar) or just print it out. Start making your list of people who come to mind when you read each “jogger”. Later, you can “presort” each name into a set of categories like “Business Opt” and “Products” or “Need More Info” and “Visit This Week”. Remember, this list is of people you already know, and might be interested in hearing what you are doing now.

But, I can’t begin to tell you how important it is. Many people who join some type of network marketing opportunity like Nussentials spend a lot of time reading, talking with their upline, planning, getting tools, and thinking about their business and never take this crucial first step… just start. Start prospecting, start cold calling, start your website, start emailing friends or whatever you chose as your initial direction. Just start the ball rolling. You can always change directions later, but start now.

Let me let you in a little secret… you can’t get ANY results, until you do this step. Yep, that right, no extra income is going to come to you if you just think about this business. There are no right or wrong ways to do this business. There are things you can do that will create better results than others, but any action done consistently, will have an impact on your business.

Here are some actions you can take today, to start the ball rolling:

• Go watch the Nussentials business presentation two times. (Hey, there is a method to my madness, so bear with me). Watch it the first time intently, listening to the important parts and how Phil presents it, what words he uses and his overall demeanor. Watch it the second time with your notebook in front of you and take some notes. Jot down the key points and important benefits he discusses and pay particular attention to what it is about the business opportunity that you like the most.
• Get dressed and get in the car and drive down to the local grocery store that has a bulletin board and jot down the names, numbers and email addresses of other people in your area that are advertising things like yard work, housework, childcare, whatever. Head back to the house with 10 or 12 names and numbers in your handy notebook and email or call them. Something like this: “Hey, I saw your business card/advert at Safeway today and realized that you are a self-motivated business minded person like me. I was wondering if you are interested in doing some work one time and getting paid on it over and over, for months to come? This is something you can do in addition to what you are doing now, can be done from home, but can eventually replace your “day-job” income. Would you like to know more?”
• Go through your email address book looking for people you know are entrepreneurial in spirit or are struggling with their jobs (I know you know 5 people like this!) and ask them something similar.

Since you are just starting, you might not be comfortable enough to “present” the business opportunity yet, so you can direct them to the online presentation, or any of recorded messages that are available to you via the Nussentials Power Team website. Or just invite them to a presentation call on Sunday or Friday. Or, and this is important, ask your sponsor to three way call with you. Your sponsor is (should be) committed to your success since your success ensures their success. And if your sponsor is me, well, I am available to you whenever you need me. Calls? More info? Training material? Videos on how to do something on the computer, just ask!

So, go get your feet wet. This will serve two very important purposes. First, it will get the ball rolling, and momentum will naturally follow, and secondly, it will show you what else you need to know… remember, take notes on questions asked that you can’t answer so you can be better prepared next time.

Assignment:
Try one new thing today. Gather info from bulletin boards and call or email them. Invite three people to a business call presentation later in the week (remember to follow up with them the day before and the day of the call). Visit a friend that has a computer and show them the online presentation video. You can say something like: “Hey, I just got involved with a new business and I would value your opinion on these guys“.

Since you will be talking about it, recommending it, and selling it, the very least you should do for yourself, is get to know all about it. And there is no better way to know the product, than to start using it yourself. You don’t have to start on all of them at the same time, in fact, I would recommend starting with just one, and tracking any “results” you are seeing. You can always add other products later, but focus on one for a while, until you are comfortable talking about it.

Let me give you an example. I am a little “fluffy”. That’s a nice way of saying “overweight”. I decided to start on the LESS! product. I started taking LESS! in June, and by early August, I had lost more than 15 pounds. That gives me something to talk about now, doesn’t it?

I can now say to a customer prospect any of these things:

• “Hey, I tried a new product recently that helped me lose 16 pounds in 5 weeks, do you know anyone that might be interested in doing the same thing?”
• “I had tried all the latest diet’s, pills and techniques with no success until I found this new powder that I mix and drink daily. I have lost 16 pounds already with no end in sight! Do you know anyone unhappy with their current weight who is not having any success with what they are doing?”
• “Want to lose weight? I can tell you how I lost 16 pounds in 5 weeks so you can get back to enjoying activities that being overweight stops you from.”

There is another reason to use the products yourself (aside from the required “product points” that is)… you might see some unexpected results. I know I did. After being on LESS! for 4 weeks, I noticed I wasn’t having to take my allergy medicine daily. I live in the mountains of Arizona where the allergens are pretty mild for me, except during Monsoon season (July to early Sept) when daily rain storms create mildew and mold (two things I am very allergic to). Normally, from about mid-July to mid-Sept, I am forced to take something to stop the watering eyes, running nose and sneezing. Not this year. A side effect I don’t mind having, unlike so many of the side effects they tell you about (and those they don’t), when advertising the latest pill or potion on TV. My gosh, the list of side effects takes half the commercial time!

Now, I won’t be telling prospective customers that taking LESS! will cure them of their allergies (and you shouldn’t either), but I can tell them the effects I noticed for myself. When you can speak passionately about a subject, you are able to connect to the soon-to-be-customer in a way you can’t by just “hawking the goods”. In other words, you have to know and have experienced first hand, the benefits of the products.

Nussentials makes a lot of information available to it’s representatives (that’s you and me) on the specific ingredients and the noted effects these ingredients have had in clinical trials. In fact, let me give you a peek at one document you should get to know really well. It’s called Nussentials Health Benefits and it details some great information. Right click on the link above and choose Save Target As (if you use Internet Explorer) or Save Link As (if you use FireFox). It’s a PDF file, so if you need Adobe to read it, you can get a copy at www.Adobe.com. Once you have downloaded it to your machine, open it and print it out. In fact, print a couple of copies for yourself. Leave one in your car so you always have a copy when you are out.

Assignment:
Visit the Nussentials Power Team site and review what information is available to you about the products. Print and study the material for at least 30 minutes each night. This is an ongoing assignment (that I will refer to as “Product Review” in future lessons). Even if you have read the material 10 times, read it again. Speak it out loud so the terms and phrases roll off your tongue with no hesitation. Remember, once you start generating leads and talking with prospects, you want to sound professional.

Now, let’s get started on Day 2.

Don’t let the title scare you, we aren’t going to draw up a complete plan today. We just want to shade in some broad strokes, get an idea what we will need to do. If you are “on your own” and don’t have access to an ongoing Internet advertising campaign designed to generate leads for you, you are going to have to decide how you want to generate leads for yourself. (If you haven’t yet “signed up” to be a Nussentials Representative, and are interested in joining a team already active on the Internet, please feel free to use the “Please Tell Me More” box on the right there, and I will be happy to call and answer any questions you might have (like how to sign up!)).

Here are some questions you are going to need answers to today.

• Am I going to follow “traditional” network marketing training and approach my “warm market” openly?
• Am I going to step off the beaten path and find a way to generate my own leads?
• How much time can I invest in my business this week?
• How much money can I invest in my business this week?
• What changes will you need to make in your habits/routine to be successful?

Obviously, I have some suggestions, but before we go there, let me explain that last item a little bit. We all have habits and routines in our daily lives. Yours has been built over years (maybe decades like mine were) and aren’t going to come crashing down just because you think you need to change them. This part is going to take a little work, but is well worth the effort. Start small and improve them as you start to see the positive impact it is having on your business, your relationships, your success. Let me give you an example: I used to watch at least 4 hours of television a night. One of my favorite shows would come on and whatever I was doing was “back-burnered” until the show(s) were over. At least that is what I said to myself when I sat down to watch. The reality was that after sitting motionless and mindless for a couple of hours, my drive to do anything else was conspicuously absent. So, I rationalized I could always do whatever I had intended to do, tomorrow.

Did I give up my favorite shows? Hell no! I just bought a DVR and recorded them. Now, I set goals for myself each day, and if there is time left over, I treat myself to a show or two. If I am consistently “out of time” at the end of the day, then I either am not working smart enough, or I am setting too many goals, and that is unrealistic and a sure fire way to sabotage myself. There are few things worse than feeling like you aren’t making any headway. You will quickly lose any desire to continue once that becomes the case, so avoid that trap.

Okay, on with the lesson. Listen, you got to stop me if I get to rambling…

Choose Your Lead Method

It’s time now to address the first two questions: Are you going to follow traditional network marketing training and approach your friends and family or are you going to generate your own leads from outside your “warm market”. For me, this was a “no-brainer”. I have been involved in more than one network marketing opportunity and for each one, I went first to my warm market, just like my upline told me to do. The net result? Well, let’s just say my siblings viewed my business opportunity with a healthy dose of skepticism. For a while there, I wasn’t being invited to family functions! See, I went to them first, before I had created any kind of success. These were people I was marketing to, because they trusted me, and I really didn’t have a plan, therefore, I really didn’t have success. Well, okay, I had a plan, it just wasn’t a good plan. There is only so much “product” a family member will buy before they say stop! By the time I was successful, they were burned out and definitely weren’t interested. I did it backwards! I should have built my business, become successful, and then offered the people I love a chance to share in the wealth. Okay, lesson learned.

Being a computer programmer, I got interested in the web technologies that were maturing very quickly over recent years. I had been primarily a “business applications” developer for clients wanting custom solutions, so I was already familiar with “problem solving techniques”, but the interactive nature of the Internet was speaking to my soul. I spent the next year honing those skills, learning new ones and exploring the world of Internet Marketing. What I found was astonishing — to say the least. I spent time teaching myself to write HTML (the code that web browsers read), ASP (Active Server Pages, a technology that allows web browsers to interact with a database), Dreamweaver, Homesite, WA Assist (yeah, you don’t need to know what these things are) and many more. I wrote my first web site and walked around on cloud nine for weeks.

Then I started breaking it down in an effort to be able to teach it. Oops. This wasn’t going to work. The average person isn’t interested in spending months or even years learning all this stuff, so how could I expect my downline to benefit from it? I couldn’t really. At least not then. So I had to find another way. I went back to the drawing board until I had a clear cut method that anyone (regardless of computer experience) could benefit from. (You are seeing some of the results here)

So, how will YOU generate leads? Let’s see, you can buy genealogy lists and make cold calls (yuk!), or you can use a memory jogger to help you write out the names of at least 400 people you know, that you didn’t know you knew (no thanks), or you can approach everyone you get within 3 feet of, and give them the 30 second “biz-opt script” (God no!). Any of this sound good to you?

How about this idea then… become the “hunted” rather than the “hunter”. Yeah right you say… well, I am serious. Let’s flip the dynamic a little and see what happens. If you want to attract people/customers/representatives into this business, you need to let them know what you have, right?

Old School Network Marketing says to do this you have to talk to people all day, every day. How many times a day can you “present” your opportunity? And hold down a full-time job (until you can replace that income with your Nussentials business)? Let’s be generous and say 5 times a day. (And frankly, that is more than even the hard-core network marketers can do everyday). Okay, presenting the opportunity 5 times a day, 7 days a week (I did say I was being generous) is 35 times a week. With a 2% “sign-up” rate, that’s 0.7 people a week. Oops, I don’t want any partial people, so I will just wait until I have a whole one, so 10 days. One new representative or customer, every 10 days, if I talk to 5 a day, 7 days a week and “convert” at 2%.

Internet Age Network Marketing takes a little different approach. Craft your message, build your site, spend a little time putting together a “perfect” presentation. Then “turn on the tap” and flood the page(s) with web traffic of people searching for you! Remember that 35 people a week number from above? On the Internet, that can be the number of people per day that see your website. And if your “targeting” is on, your conversion rate will be higher than 2%, because you are talking to people already looking for some type of opportunity! But, let’s be fair, and keep the same 2% number from above. 35 people a day, times 7 days a week is 245 people. (Well, it’s 350 people if you take the same time frame of 10 days, but I am trying to be generous). If 2% of them “sign-up”, then you are looking at 4.9 people hearing your message, reading your presentation and saying yes.

So, which will you choose? “Generate My Own Leads” you say? Excellent choice.

What Time Investment Can You Make?

To get started, this doesn’t have to be a large number. In fact, depending on your “goals” mentioned above, you can choose any amount of time you want, but, you do need to choose something. And here is the important part… you need to stick to that. Let’s say you decide you can only realistically spend 4 hours a week building up your business, then you need to spend that 4 hours every week, doing something that promotes your business. Does this mean you can’t spend 6 hours this week because you have jury duty next week? No.

Now, don’t answer this question off the cuff, plan to spend a little time thinking about it. Get out your notebook (you did go get one yesterday, right?) and make some notes on what your current schedule is, determine where you have some slack time that can be better used investing in yourself. Lunch hour? 2 hours in the evening? Only on Saturday? If you look hard enough, I know you will find a little bit of time that you can reallocate. Keep this in mind though, the less time you spend each week, the longer it will take to get where you want to be. On the other hand, don’t commit to 30 hours per week if that doesn’t work for you consistently. Once you start the habit of “breaking” your time promise, it’s all down hill from there.

What Amount Of Money Can You Invest?

This is another question that requires some thought. If you were to start a brick and mortar business, you would have zero qualms about detailing all the expenses, your current income, your debt to asset ratio and all that other stuff, so don’t expect to skip this step just because you are planning to work on the dining room table for a while. In your notebook, start a section on the “tools” you will need, such as business cards, standard office supplies, long distance on your phone service, Internet access (an absolute MUST in my book), reference books or motivational tapes/CD’s, personal improvement books and Nussentials product. That last one is a real necessity that most people overlook. How can you talk about the product and extol it’s virtues if you haven’t used it? Also, Nussentials (and other network marketing companies for that matter) require that you either personally sell, or personally use a certain amount of product to stay qualified for your bonuses.

There will also be some minor expenses associated with your lead generation process as well. Domain names (between $8 and $35 each, depending on where you purchase them), web hosting (between $5 and $10 per month), autoresponders ($10 – $25 per month) and either tools to produce the “landing” pages or a little money to hire this step out ($50 – $150).

Now, don’t let these numbers or processes scare you. I plan to take you through it all step by step, building on previous lessons. I have produced video’s showing you exactly what to do and will repeat things frequently (no, I don’t have a memory problem, just want to learn this). I will even show you how to “gather leads” without a web page that you don’t host yourself. Here is my pledge to you… stay with me, and I promise I will teach you exactly how to be successful in Nussentials (or any network marketing opportunity)

Assignment:
In your notebook, thoroughly and as completely as possible, answer the questions at the beginning of this day’s lesson. Remember, all this is prep-work for the nitty gritty success building we are about to do. DO NOT SKIP THESE STEPS.

Don’t take this question too lightly. A lot hinges on the answer.

In fact, the very first thing you should do is spend a few minutes writing down exactly what you want. What are your expectations? What will you do with the extra money? Grab a piece of paper right now, or better yet get a new spiral notebook and write down the top 5 things you would do with the extra money. Don’t just write out the first 5 things that come to mind though. It might take 20 or 30 things before you discover what the top 5 are for you. Do it now. Seriously.

Back so soon? Then you probably didn’t spend enough time on it. Don’t lose this piece of paper, it’s going to be important later on. In fact, you should be updating it at least once a month. Once a week would be even better. You want to stay focused on what you want out of your Nussentials Business.

Most of the really good mentor’s talk about determining your “Why”. Why are you doing this? What will keep you going in the face of rejection and bad days. I agree a WHY is important, but not as much as the WHAT. Keeping your eye on what you want will reinforce your why.

Let me give you an example.

Let’s say your WHY is that you want more time to spend with your family. An admirable why if I may say so. But let’s take it a little further. What will you do with that extra time with them? Take the entire family out camping? Snow skiing? Invite friends over for a weekend of BBQ’s and Margerita’s? Snuggle up in front of the fireplace and read to the little ones? What exactly do you want to do with the “more time to spend with your family”. Detail it. Describe it. See it. The more you can see what you want happening to you, the easier it will be for you. If you just have some vague idea with no concrete details, the first time there is a bump in the road, you will run off into the ditch. You don’t want your business to be derailed, so spend at least 20 minutes focusing now on everything you are expecting from your Nussentials Business.

It doesn’t matter right now that you don’t know what will be involved in being successful, it only matters that you know (without a doubt), what you want.

Assignment:
Get a new spiral notebook, composition book, journal or loose leaf notebook and rewrite your “What I Want Out Of Nussentials” list. Add detail, be specific. Add to it, keep writing until you have a fairly complete list of what you want.