Seminar: The Mathematics of the Business by Paul Morris

Paul MorrisThere are certain FUNCTIONS involved in building a successful Networking organization. I call them the “Mathematical Functions of building your business”.  Today people are building their Network Marketing businesses faster and bigger than ever before. A lot of that is due in part to technology, things like low cost long distance, voice mail, fax on demand, and particularly the Internet with email and websites. But even with all of the high tech it is still important to integrate it with high touch, in other words your personal involvement with the whole process. Even with high tech, the people need to be taught HOW to implement the USE of the high tech or it just will not be as effective. This business is all about relationships! A new distributor does not bond with an auto-responder. People bond with other people. They don’t connect with a computer. There must be personal involvement for a lasting relationship to develop. So with all that said let’s take a look at what it takes to build a solid long lasting business. NULL

There are certain FUNCTIONS involved in building a successful Networking organization. I call them the “Mathematical Functions of building your business”.

Each function is important and each function integrates with the other functions that when synergistically blended together it creates explosive growth of your organization.

So hang onto your seats… grab a pen and paper and get ready to learn. Open up your mind, because minds are like parachutes, they only work when they are open! Remember my famous quote, “Earners are Learners” and “Learners become Earners”. ~Paul Morris So get ready to learn whole bunch of new stuff. Addition: The function of ADDITION is when you are “adding” NEW customers and distributors to your organization by your own personal efforts. These are people who YOU personally introduce or “sponsor” into your program. They are people who you receive the credit for having introduced to the program. You are known as their “sponsor” or “enroller”. They may “spill over” into your downline or they may be “placed” under someone else but you are the one responsible for them joining.

Addition or the act of recruiting or what we prefer to call sponsoring is an all the time ongoing process that you will never stop doing.

But before we go any further let’s take a look at the difference between recruiting and sponsoring. Recruiting is when you just sign someone into your program and then do nothing to help them. Many of you know exactly what I am talking about because you have been “recruited” into programs in the past by someone you never heard from ever again. It was like “Ok, sign here, good bye, good luck, see ya later”. Sponsoring on the other hand is when you recruit someone but then immediately establish a “relationship” with that person and begin helping them build their business. You in a sense “accept responsibility for their success”. Or at least accept the responsibility of offering to them all that they need to succeed. It is always up to them to take at least some initiative. This is the reason you NEVER stop ADDING to your front line or your pool of personally sponsored distributors. You lead by example, and to show your distributors what they need to be doing you need to be doing it also. You should always be talking about the last person you just sponsored in the last few days. You have all heard the expression, “Your actions speak so loud that I can not hear what you are saying”. Well this is a perfect example of what we are talking about. You should always be talking about the person you just prospected at the supermarket or at the gas station. This creates a mind set with your new distributor that they should be doing the same. You have heard of “follow the leader”; well this will set the pace for everyone in your organization. Show me a group that is growing and I will show you a leader in the upline that is working. It is the old “monkey see, monkey do”.

I am often asked by new distributors; “Hey Paul, I just sponsored two new distributors last week, what is the most important thing I can do for them?” I answer; “sponsor two more new ones”.

They say; “no Paul, you did not understand me, I said I, me, I just sponsored two new distributors into the program, what is the most important thing I can do for THEM?” Again I answer them; “Sponsor two more”. They retaliate. “Paul are you deaf, I said I sponsored two new distributors… what is the most important thing I can do for THEM, not me, THEM, my new distributors?” I reply,; “I an not the one that is deaf, I said YOU sponsor two new distributors, that is the most important thing you can do for THEM because you need to set the example for them by SHOWING them what they should be doing for themselves by doing it yourself”. The second most important thing is to help them get started, but the MOST important thing is for you to set the example. So ADDITION is an ongoing, never ending process that you will continue to do as long as you are actively building the business. If you just kept on ADDING by personally recruiting people on your front line by the time you get to the tenth person the first two have already quit. There is an expression I came up with years ago to illustrate the danger of just recruiting people front line to you… “Shallow and wide is suicide”. You must help your new distributors get started. Multiplication: Multiplication is where you really begin to make maximum use of your time. When you go to your neighbor’s house to make a presentation, meet a prospect at Denny’s restaurant, or make a phone call to a friend or send out a single email to a personal friend, you are spending an enormous amount of time in the process of introducing a single person (or couple) to your program. I call this “linear” use of your time. When you learn the function of MULTIPLICATION you will begin to develop “leveraged” use of your time. “Leveraged” means that you can get so much more done with the same amount of effort. A perfect example is a 500 pound rock. You can not move it by yourself without any tools, but take a smaller rock, (we call that the fulcrum), and a long crowbar, (the lever) and you can flip the rock over and over moving it wherever you want by wedging the crowbar under the large rock and placing it over the smaller rock. This is “leverage”. You got more done with the same or less effort. So let’s take a look at some of the ways you can leverage your efforts and your time so that you can become a more efficient leader. In prospecting, you can go to a gas station where there are only one or two prospects or you can go to the local Fire Department’s annual chicken barbeque where there are hundreds of prospects.

It is simply more efficient to be where there are lots of people instead of just a few.

In sponsoring, you go back to your neighbor’s house, go back to Denny’s to meet with your new distributor, or call back your friend who just joined the business or email back the person you just sponsored via the Internet except that this time you don’t have your neighbor bring one friend to their house you have them invite a dozen people over. You have your new distributors that you sponsored at Denny’s meet you there with 4 or 5 of their friends. You have the person you sponsored by phone bring 5 or 6 of their friends to a conference call line where you can talk to all 5 or 6 of them all at once. You email your new distributor from the Internet an email letter they can email to everyone in their email address book or email lists they may have. This is MULTIPLICATION. You are putting forth the exact same effort as you did but you are getting many times the results because you are exposing your program to 5 to 6 times more people, in the Internet situat
ion you could be exposing it to hundreds more people. Now let’s talk about MULTIPLYING or “leveraging” your TIME. By now you should have a small growing group of distributors and your phone should be ringing with them calling up asking numerous questions about the product or service or how to build the business. These calls can account for a big consumption of your time and really slow you down or be used to catapult you to success depending on how you handle the calls.


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