Forensic Prospecting

by Ramin Mesgarlou

(Excerpted from Chapter 5 of the Forensic Networker book)

In order to understand the concept of Forensic Networker, first you have to understand the constant changes in network marketing. I have seen the industry evolve tremendously since 1990 when MLM became my part-time profession.

Sadly there are way too many people in the MLM industry and not enough people in the MLM profession and there is a distinct difference. Being in the MLM industry is like joining a social club that doesnít require the participants to learn or become good at what they are involved in. However people generally donít want to be known as being unprofessional in their profession and are constantly seeking the latest information to keep up with the advancements of their trade and changes in their market.

One challenge our industry faces today is that most trainers have not kept up with the changes of network marketing. Can you imagine if car commercials today were the same as the car commercials back when model T Ford was created in 1905? Absurd, isnít it? Yet in our profession we continue the same old inefficient marketing and prospecting techniques.

There was a time that you could hype your prospect in to joining your company with pure excitement. Not anymore. Although people today are far more interested than ever in creating residual income and having a home business, there are many options for the seeking entrepreneur to choose from.

In order to be a successful prospector, you must understand why your prospects accept or donít accept your product or business opportunity. There are three vital steps you can take that separate the 1 percent who earns millions from the 99 percent who have moderate to low success in their prospecting efforts.

The three vital steps are:
  1. Establishing "LIKE" with your prospects
  2. Establishing "TRUST" with your prospects
  3. Establishing the "BENEFITS" of your products or opportunity for your prospects

For your prospects to accept your offer you MUST establish these three steps, yet 99 percent of the sales force or in the MLM profession will skip the first two steps and go right to step three with their new prospects. They right away talk about their wonderful products and opportunity even before the prospect has decided to even do business with them.

Sixty-six percent of the decision of buying your products or accepting your business proposal is made before prospects even know what you sell or what your business is.

Thatís right 2/3 of the decision is made in the LIKE and TRUST phase yet most of the efforts are being put forward in the last 1/3. Can you see why your join ratio is so low or even the few that join are not close to you or committed to your opportunity? Did you know the industry distributor retention ratio is down to about 10 percent before the members move or try another network marketing company? What if the secrets you learn in Forensic Prospecting could substantially reduce your attrition rate and increase your join ratio by up to 200 percent?

Forensic Prospecting is part of the Forensic Networker system and is a breakthrough for any struggling network marketer. Join me on my upcoming Webinar and learn the missing link to your success.

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