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When you are sponsoring affilates it is good to know you are doing what is required when it comes to communicating with your downline. Not so good if you do not seem to be getting the results from your leadership activities.

You are in the position I was in a few years ago. No one seemed to want to do the work without hand-holding. The problem I found was the affiliates that I was attracting were not from the right demographic and did not have the right mind-set. I had been talking to the wrong people, asking the wrong questions and buying the wrong leads. Even today, after 7+ years with SFI, I have affiliates who do nothing or drop out before they have actually finished the first month. If we are actively sponsoring we will all find this is the case.

The solution to this is not to decrease your advertising but to target it to places where there are people looking for an extra income and are connected with others who want the same. Buying leads will pick up a few good affiliates but most are looking for the 'quick fix' and are not looking to actually do any work. This does not mean that buying leads not something to pursue but you will need to target your advertising. Warm Marketing will bring you more active team members than just buying leads but you do need to know how to find your 'warm leads' and how to ask the right questions.

Finding Your Warm Prospects

There are networks all over the internet that I will never be able to access because I am a mere male and likewise if you are female. Do a search for your own gender oriented groups or networks, especially those that you have an interest in and can relate to. You will find there are others like yourself who want to earn some extra income and have the right mind-set.

When you have found your network or group it is probably not a good idea to jump in spamming and asking people to join your business straight off. Most of the time you will get banned or told off (ouch, that hurts). If you build some genuine relationships with other members of these groups they will become interested in what you do (as long as you are GENUINELY interested in who they are and what they do). I do not condone the use of surface tactics whereby you befriend people for the sole purpose of getting what YOU want. Be Genuine! Be Sincere! Be a FRIEND! Then you can introduce them to your business personally with friendship in your heart. You are more likely to find active, long-term friends and team members that way, which by the way is called 'Warm Marketing'.

How To Conduct Warm Marketing

You would have read about warm marketing on the SFI site? If not you should read it as soon as possible. It involves talking to people and asking them questions. If you have phrased your questions correctly they are going to tell you all you need to know.

What you are doing is 'qualifying' them to see if they are suitable to have as a team member. You don't need to be spending a lot of time with someone who is not going to be interested in doing some work and does not have a 'delayed gratification' mentality. Meaning that they are willing to work now for rewards later.

If you have built a genuine relationship with your prospect they have more than likely asked you about your business.

A series of open-ended questions is now in order.

The questions should be 'open-ended' so they cannot answer with 'Yes' or 'No'. When you ask your question >>> be quiet and LISTEN<<<. I cannot stress this enough. If you feel you are tempted to interrupt or say something, bite your tongue, literraly if you have to. This person is going to tell you a lot that you need to know before you spend time working with them. On with the questions.

  1. Why would you want to know?
    LISTEN
  2. How much time can you spare each day IF I were to let you join me?
    LISTEN
  3. How much time would you be willing to spend learning the business before you saw a return?
    LISTEN
  4. How much extra would you need to earn at the moment to make yourself comfortable?
    LISTEN
  5. Who else do you know that would want to earn a second income online?
    LISTEN
  6. What do you think they would say to you if you invited them to join you in earning some extra income?
    LISTEN
  7. When would you want to get started?
    LISTEN

If they have responded in a positive way to your questions you MAY have a very good prospect in this person. Now is the time to make a time where you can sit down with them and help them join SFI. Don't do it on the spot, MAKE AN APPOINTMENT IN THE VERY NEAR FUTURE. This will give the person time to think about it and build curiosity. It also give you time to prepare for the meeting. If this is your first meeting you may want to ask your sponsor for some help or advice.

To set up a meeting

'You sound like you could be a very good person to work with and I would like to give you some of my time to help you get started. There are no obligations on your part and if you do not like you see we can stop at any time you like. It will take about an hour to show you how my business works. WOULD THAT BE OK WITH YOU?'

At that point you should get a Yes or NO response.

On a yes answer you can write a time for the meeting and get the contact details of the person. If the person has a partner it is better to have both of them at the meeting so they both have an idea about the business and the income possibilites. There needs to be support within their own lives because they will need to do what you and I do each day.

If the answer is 'no' smile, wish them a good day and walk away with a spring in your step.

This is the approach I use and it saves me a lot of time by finding out if a person really has the right mindset (attitude) for this business. Your time is valuable and important. You don't need to be using it on those that want 'immediate gratification' but those that are willing to work to build a recurring income and are not afraid to learn.

I hope this helps you move forward to sourcing and sponsoring more effective team members.

As Always

Michael Burgess
SFI Team Leader
SFI Since 2006

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