Category Archives: Marketing Tips

The #1 Reason For A 90 Day Blitz

Everyone acknowledges that a blitz produces increased results, but most people get a negative impression of the word because it sounds hard. And it is! The idea of a blitz is to get focused on a single objective for a specific amount of time. This is not the way we typically work in our “multi-tasking” world, where we normally bounce between multiple activities and never accomplish any of them. I’m going to help you understand the benefits of a blitz, and how to use them effectively.

In professional sales organizations, blitzes or prospecting days are commonly used to increase the pipeline. A portion of the sales team, typically inside sales who are trained on the phone, will dedicate an entire day to calling their entire prospect list about one specific topic to seek new opportunities. The results from taking a group of sales professionals, who already dial their current prospect list daily, and giving them a focus, a deadline, and a goal, is astounding.

Are you ready to change your life?But what does that mean for you in your home business. Actually, I believe it means the exact same thing. Our lives take us in many different directions on a daily basis. It is very easy to lose focus. You call a prospect, have a great conversation, they ask a question, it gets you thinking about how often you hear that question and should write a blog entry to address it, you hang up (without a close), start writing, do your SEO, find your stock photo, post, syndicate, and suddenly your two hours you dedicated to your business are gone and you have nothing to show for it. This is the #1 thing a blitz addresses.

A blitz provides the focus, the deadline, and usually a goal for you and your team to achieve. In my home business, we are currently doing a 90 Day Blitz, which happens to coincide with the qualification period for our first National Expansion Team, where we’ll be working directly with Larry Thompson. During the blitz, we have committed to work significantly above our usual level of effort, foregoing sleep and many of the time freedoms which justified our journey into home business. However, the key factor is that it is only for 90 days. We have a definite end date, which enables us to go hard, knowing exactly how much further we have to go. Ever noticed how much easier it is to maintain or increase your pace as you near the end of a run? When you should be the most tired, you speed up, because you know how much further you have to go. The same holds true here.

Larry Thompson

During this blitz, everyone on the team (and across teams including most of the company) are focused on one thing: talking to as many people as possible every day to see who is open to the possibility of a better life. We are all encouraged to speak to as many people as possible during our production time, with the intention of simply setting appointments to follow up with a tool to show them the business. With this focus, we are talking to more people, creating more interest, generating more momentum, being more diligent in our use of tools (instead of wasting time presenting/convincing), and achieving more results.

A blitz like this is not easy. My friend and mentor, Ray Higdon, says this is “not for weenies.” Not for a professional salesperson who normally spends 8 hours dialing, or for the home business owner managing a FT job and a family, many of whom started their business with the promise from some internet guru of never having to talk to anyone. It isn’t easy, but the results speak for themselves.

If you have an opportunity to participate in a blitz like this with your company, do it! If not, start one with your team or with some of the other leaders. If you are ready to dedicate your spare time for the next 85 days (we started 5 days ago) to dramatically change your life, please contact me immediately. I can get 3 more people on the National Expansion Team. The only requirement is that you are willing to work hard, have a desire for more, and are coachable.

Please share this post using the buttons below, and add your thoughts about blitzes to the comments further below.

To Your New Life,
Skype: Bryan.Salek


Even the Pros Know That Fundamentals Are Critical

The pitchers and catchers for the Tampa Bay Rays report to Spring Training tomorrow morning. Why are they back so early? Because even those guys that have been playing ball for over 20 years realize they need to get their heads back in the game, remind themselves of the fundamentals, and spend some time with their coaches to identify and correct any bad habits that may have popped up. Will they learn anything new in camp? No. But they will be reminded of many things they’ve learned many times before in their career. Will they stop once the regular season starts in April? Not a chance. Pros recognize there are outside influences that affect their success, so they practice almost daily, even on game days, to hone their skills, and prevent any bad habits from strengthening. As Benjamin Franklin said, “It is easier to prevent bad habits than to break them.”

This is no different than your business, or life, for that matter. It is the basics you learned when you first got started that are still the key to your success today. We hear a lot about the new techniques the gurus teach us and how it will transform our business, and many of those methods are very valuable. But the next time you attend a company event, training, opportunity presentation, or otherwise, look around the room. Notice the number of other leaders in attendance. Leaders attend company events for continuing education, because they realize they forget almost as much as they learn, and by talking with others, they remember some of those fundamentals they have drifted from, that helped them get where they are.

My call to action is to set aside an hour in the next two days to get back to basics. Pull out your old training materials. If you kept good notes early on, pull them out too and review them. What worked and what didn’t? How many of those that helped you get started on the path to success have you forgotten about? Did you decide you don’t need to pick up that 500 pound phone anymore since you have a large team build and are earning a good income?

Welcome to Spring Training…Go Rays!

To Your Success,




Invite Them And They Will Come

…and if they don’t, you didn’t want them on your team anyway!

How were you introduced to your current opportunity? I was introduced by one of the founders who is a long-time friend of mine. I was introduced incorrectly, because I already knew what he was doing, so I had a whole list of questions for him during our first discussion and he was able to answer them all directly. That also means that I assumed that I should be able to give the same presentation and answer the same tough questions from anyone I approached to sponsor. That is a vicious cycle you want to avoid because it causes analysis paralysis which I discussed here, for both you and anyone you are lucky enough to get into the business with this approach. Ultimately, this just slows the team building pace.

Assuming you chose an established, well-run company, there are numerous marketing tools in place for you to leverage. Rather than becoming the guru, you need to become proficient at using these tools to your advantage in prospecting. What I mean is rather than delivering a full presentation, or worse, describing the opportunity in your own words, just invite them to review one of these tools and schedule a follow-up to discuss.

This is critical for several reasons:

  • First and the most obvious is efficiency. For you part-timers like me, you don’t have an hour to spend talking to hundreds of people that are not interested in your product or a business opportunity. You should, however, be able to find about 5 minutes to call them, catch up, and ask them if they are interested in a side project to create a new stream of income. If so, great, they can get all the details from a 20-30 min conference call, webinar or DVD. When you follow up, they will either say they aren’t interested and the call is over, or they need more information, at which point it is worth spending some more time discussing.
  • Second is duplication. As I mentioned earlier, I lost a lot of time right after I joined my company because I felt I needed to know everything to build my team in the same way I was sponsored. I actually watched the compensation plan training 4 times before I understood it all. I was proud of that until I mentioned it to one of the leaders and I got the duplication lecture. You see, there are very few that I could sponsor, that could be expected to put in the atrocious hours and numerous calls to one of the founders and another 6 Star leader to learn every single detail. That is what your upline is for, and now I understand that and tell my downline as well.
  • Third is to avoid joining the NFL. I mentioned the No Friends Left association in a previous post about your warm market. Whether you agree with starting with your warm market or not, once you are successful, you will inevitably talk to your friends and family. When they ask you what you are doing, you can’t go into an explanation without pitching. Even if you aren’t pitching, it will be construed as such, so the correct answer to that question is something along the lines of “It’s a project I started recently to create some additional income. If you are interested in created an additional stream in your spare time, I’ll send you a link to a movie, but let’s not get into it today. We’re here to have fun.” In doing so, you clearly aren’t pitching, you are removing all pressure, and you are raising curiousity…all desirable things.

These are 3 specific reasons, but generally, this is all just about ensuring success for you and your downline. There are other reasons, like you might be a lousy presenter, you might not be capable of explaining the comp plan or product, or any number of others, but these 3 are universal. Ray Higdon emphasized this point about becoming a master inviter several times in a post explaining why people fail in network marketing.

Call To Action: Start today on my 7 Day Challenge. For 7 days, commit to inviting 2 people daily to watch your video. You have to actually talk to them! Do not offer any details over the phone, but use whatever excuse you can to get off the phone and get agreement they will watch your video, and that you will call them back in 30 minutes (or after they tell you they can spare 20 minutes to watch it). At the end of those 7 days, post below to tell me if your results were not significantly better with those 14 (probably more once you see who much more fun it is this way) that your previous invites. I have a whole post coming on one-liners I use for these invites, and I’ll actually try to credit the actual authors of each!

Thank you for visiting today.

To Your Success,




Stay Away From Your Warm Market!

So you are a serial networker that has done 5 different MLMs and worn out your warm market? Or are you a newbie who was (or still is) skeptical and is afraid to talk to your friends and family until you prove it? Or do you just think you are going to get a first round draft in the NFL (No Friends Left) if you invite them? After all, you remember the coffee pot remarks about Bill that used to try to recruit in the office and you don’t want to be the subject of those same discussions.

The first thing you need to do is get over any of these thoughts. The cold hard facts are that, especially if you are just getting started, you are not going to get strangers to flock to your business. Why would they? Would you sign up under someone you don’t know, and as far as you could tell, has no reputation for success in the industry? Your core team will come from those with whom you already have a relationship. And if they aren’t an established networker, guess where their team will come from? Ah, the power of duplication!

There are tons of internet gurus out there telling you to avoid your warm market, and buy a couple programs to automatically add thousands of Twitter followers and Facebook friends, and then buy some more to make some fancy opt-in forms and autoresponders, and you’ll be on autopilot in a few days and a few hundred dollars. You can get to that point eventually, after you learn the skills to teach others and build a reputation of success, but if your prospects are coming from the Internet, don’t you think they can quickly discover that your sites and pages were all just created in the past few months? Honesty is always the best policy.

My team is built on people I’ve known for years. They came into the business through a variety of mechanisms, but their decision was significantly based on their relationship with me and knowing this must be the real deal. Don’t get me wrong! I have some direct enrollees I didn’t know before they joined. Any guesses on their success? You guessed it…none. They joined in a non-duplicatable manner, so they naturally expected to build their team the same way.

The bottom line is that you must invite your friends and family to look at your new project. The trick is to invite, not pitch them. It is very difficult in the beginning, but you can’t care if they join or not. You should be focused on making them aware you are going to succeed and would like to share with them. Invite them to watch or listen to a local presentation, webinar, conference call, or DVD, and make sure they understand there is no pressure because you understand this might not be right for them anyway. Lots more on inviting later, but for now, pick up that phone!

To Your Success,




Reading Won’t Make You Rich

This is for all you left-brained, intellectual, perfectionists out there starting your own business. You analyzed the heck out of your opportunity before you joined, spending days researching, reading every result on the first 3 pages of Google for the term “is a scam.” You did this so you could feel confident making the investment and know this was something you could talk to others about. I hate to tell you, but most of that time was wasted.

Don’t get me wrong here. There are over 5000 MLMs out there, and new ones coming online while others shut their doors weekly. You were right to use caution, but now it is time to move on. All that time spent building up your confidence will be shattered when you talk to your first sure-thing prospect and they tell you “no.” They don’t even have to tell you it’s a scam, or that no one makes money in network marketing, like mine did. Get this straight right now: you made a sound decision and you must not let others deter you from success.

But my real point here is to keep you from continuing this trend. If you are this type of person, you will want to know everything there is to know about your company, your product, your compensation plan, your founders, your leaders, how to start a blog, how to do SEO, etc. You get my point. You have to make a conscious effort to avoid this analysis paralysis. Why? Because you can’t make money reading! You can’t make money until you talk to people about your business.

It doesn’t matter how much you know, if you are afraid to talk to someone about it. And you will argue that all that knowledge will make you more confident to talk to others. This isn’t a presentation for an audience of 1000s. You can know everything there is to know, including memorizing multiple scripts, but it won’t make that first call any easier.

Call to action: Look at the clock. If it is before 8PM in any timezone where you have contacts on your list, close this window and pick up the phone! You don’t have to say much, but chat for a few minutes, share your excitement for this new project, and invite them to join a conference call or webinar, listen to a recording or watch a video. After it is too late to make calls, go back to your reading, but don’t waste money-making time on non-money-making activities.

As always, if you found this valuable, please let me know in the comments below and share this with your network.

To Your Success,