Practice these 5 words daily. by Tom “Big Al” Schreiter

“What is new with you?”

People love us when we ask this question. They get to talk about their favorite subject … themselves. Instant rapport.

Since humans are programmed to complain, they tend to tell us their problems. We should take note. Many of their problems could be solved by our products, services, and opportunity. This is a refreshing way to start conversations.

When prospects tell us their problems, all we have to do is check if they want to fix their problems. And the sale is done. Ask, “Have you ever considered doing something about it?” Easy


Can we complete this sentence?

“If we talk to enough prospects, and they all tell us ‘no’, eventually we will _____________.”

Go ahead. Finish the sentence. What would we say next?

Many networkers complete the sentence like this, “If we talk to enough prospects, and they all tell us ‘no’, eventually we will sponsor somebody.”

Wrong answer. This would create a miserable career filled with rejection. Our business would grow so slowly. Ugh!

Let’s try another answer. Ready?

Many networkers complete the sentence like this, “If we talk to enough prospects, and they all tell us ‘no’, eventually we will … quit!”

Yikes! Ouch! Oh my! Unfortunately, many networkers have this answer. Again, this is the wrong answer.

So what is the correct answer? Ready?

We should say, “If we talk to enough prospects, and they all tell us ‘no’, eventually we should learn how to talk to people better.”

Let’s fix our problem of not saying the correct words. Many people are successful in network marketing. They talk to the same prospects as we do. These successful people simply use different words, and the prospects respond with “yes” answers instead of rejection.

So why do networkers choose the first two wrong answers?

Because their minds tell them, “It is never our fault.”

Taking personal responsibility for our results is not a common human trait. Most people look for excuses and outside reasons for their failures. It is never their fault that they failed.

Let’s learn better words to say.


How to explain things to prospects.

#1. Accept that prospects will make snap decisions in a second or two.

#2. The human mind likes simplicity. We want to take all of our big words and make them into small words.

#3. Short sentences are easier to understand. Human brains are busy.

#4. We want to relate what we do to something familiar to our prospects. We like familiar. We fear what is different.

#5. We want to avoid phrases that we understand, but are hard for our prospects to understand. For example, “health and wellness” might mean changing bedpans and serving food to hospital patients to our prospects. We know these terms. They are shortcuts when we talk to others who understand these terms like fellow distributors. But for prospects, it takes them too long to understand our meanings.


Have we ever read a newspaper?

How do we read the newspaper? Do we start at the upper left-hand corner and read everything until we get to the bottom right-hand corner of the last page?

I don’t think so. I bet we only read certain articles.

And how do we choose which articles to read?

By the headlines. Yes, that is the first sentence. And we prejudge that headline harshly, just like our prospects prejudge our first sentence.

The good news is that if our first sentence is good, our prospects smile and want to know more


This hurts … when we “get it” …

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Tom "Big Al" Schreiter
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