Starting people on the path to genuine success in this business is perhaps the most misunderstood aspect of this business. Obviously you can’t just sponsor people and hope they make it. You have to teach them something. But what?

Some conclude that the best way to serve your new people is to try to teach it all. Trainings that cover everything, from product and compensation plan to how to use the website back office, can seem useful, but often do nothing more than confuse people.

The truth about our business is that it is quite simple by design, but people often complicate it. What people need right at the door is a system, simple enough to duplicate immediately, that includes only those essential elements they need to start generating successful results. They need the core, practical basics. Everything else can wait.

We teach a system that trains people in a series of three simple steps: invitation, presentation, and follow-up.

Invitation. Knowing how to invite potential partners is the most critical step, yet it is also the one brand new networkers most tend to fail at. Why? Because instead of simply inviting, often the new distributor approaches everyone he or she knows and pitches them. After a half-hour litany of their company’s amazing history and their product’s miraculous benefits, everyone on the warm list has said “no” and the new person is thoroughly discouraged, maybe even ready to quit.

Yet none of that would have happened if they knew how to invite.

An invitation is not a presentation. Successful inviting is polite, has boundaries, and is always respectful of the prospect’s time and availability. People who successfully invite are good listeners and never make presumptions about their prospects. They ask questions and invite their prospects to investigate a business opportunity. They never “pitch.”

Presentation. If making effective presentations depends on the individual’s skill or talent, then duplication will never happen and the network cannot grow, which means it is no longer an even playing field. The key to duplicating effective presentations throughout an organization is to take the responsibility off the new recruit’s shoulders and let a presentation tool handle it instead.

Most teams have excellent tools—CD’s, DVD’s, webinars, live events—that give an effective, professional presentation. This is an essential component in any system that offers genuine equal opportunity.

Follow-up. Solid follow-up is where the business is really built—and it is also where new recruits have the greatest opportunity to learn the skills they need. Like many teams, we teach follow-up in the context of a three-way call, between networker, prospect and upline. The new recruit gets to listen to a seasoned partner answer their prospect’s questions, which builds their own confident ability to do the same for others on their team.

Teach your people how to invite, use professional presentation tools, and follow up effectively—and they will be well on their way.

ANA GABRIEL MANN is an international speaker,
sought-after trainer and network marketing leader.