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Since they jumped right back into the 20-percent range, and my downline distributors were much happier doing their own in-homes when I was again doing so.

We realize that advising against offices will be unpopular with many of you who already have offices and approach business in this manner. But our objective isn’t to have you love us. Our goal is to get you to the same kind of income we are earning without unnecessary, costly overhead. However, if you choose to keep an office, at least do so knowing all the facts. First, renting an office can not be duplicated by most people because of cost. Second, an office creates unnecessary overhead. Third, office meetings do not exemplify the freedom that you should enjoy as a network marketer.

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The next Meeting Mine is called a lot of different names by a lot of different marketers. Some call it the “dinner meeting” because it usually involves friends who have been invited to a dinner party. Others call it the “curiosity meeting” because the approach used to get friends and associates to the house does not explain why they’re invited, so the friends attend because they are curious to see what their hosts are “up to.” Actually, we call it the “deception meeting’ because those of us who were ever invited to one still remember how angry we were at our friends for leading us on. In fact, many of us avoided network marketing for years because our only exposure to the industry involved this kind of trickery. Before you use this kind of meeting to snare recruits, be forewarned that it is not only ineffective, but it can lead resentment among friends.

The “deception meeting” is based on a very serious misconception. Some distributors with companies that have been in business for over a decade are afraid to tell their friends the name of their company out of fear that a well-known name will lead them to believe that the market is already saturated with distributors, and therefore won’t be inclined to come to a presentation. This fear is erroneous for two reasons. First, the name of the company generally should not be mentioned when you are inviting people to a meeting anyway. Second, no business is ever saturated in any community. The fact that your friends may have already heard of your particular corporation doesn’t mean they won’t be interested. What is objectionable is being invited to a social event or an intimate dinner with friends that is really a recruitment meeting.

Deception or curiosity meetings are in-home business presentations in which the prospects are led to believe that they are merely going to dinner at a friend’s home. When guests arrive, they are usually introduced to others in attendance, who are sponsors of the host, and perhaps another two or three couples who are prospects. Once the dinner is over, a formal presentation is given to illustrate the logarithmic growth of MLM. That’s when the guests realize they’ve been “had.”

This kind of meeting is a fraud right from the start. Most people with any integrity will refuse to recruit their friends using such deception.

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If you’re inclined to stay at home, or run a business from home, so that you could raise your own children? You will probably have the same instincts about supporting the “children in your downline.”

Let’s assume that you agree with us that training should be a simple, easily duplicated system that can actually be reduced to a one-page training outline. Let’s also assume that you have a new person who just signed up on your front line in another state. Begin by faxing him or her a copy of your one-page system. Ask your new associate to look it over carefully and offer to answer any questions in the next day or two. At the appointed time, make the call so you can answer any questions. Let him or her know the source and credibility of your system. Because you need to get it out of the way right up front, ask if he or she has any objections to the system. Conclude the discussion by letting the new associate know how avidly you believe in this system and that, if he or she wants your support in business, any deviation from this system is not allowed. Get your new associate to fully commit to your system.

The next step is to have your long distance associates purchase their introductory kit and product starter package directly from the company ( as opposed to buying their products from us, as we generally do locally). At that time, if the option is open to you, have them purchase a short manual (less than forty pages), put together by a leader whose system you are using, that teaches a simple, “no-brainer” way to do this business. Such a manual should be easily duplicated, able to be reduced to a one-page outline that explains a system that anyone from any walk of life can learn, implement, and teach. After your long-distance associates have started using the products and have read their short manual, arrange another telephone discussion, this time to target those issues that are the most critical in your system. Sometimes your new distributors will quit after the purchase of their first product package and before they complete their assignments. A certain amount of quick in-and-out attrition is normal in our business. But for those who continue on with you, recommend one or two of your most powerful motivational tools to help them build their business. These are the people with whom you will forge a close personal bond and create a lifetime business partnership. For these serious business builders, we then suggest that they purchase a complete training manual. We have invested years researching and writing The Encyclopedia of Network Marketing to guide serious network marketers to success. (Feel free to use it if your own upline mentors have not already written something similar.)

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• Product details should not be a significant part of your training because networking is a business of sharing of products with family and friends based on personal excitement and results, not based on a technical knowledge of ingredients or services.
• Meetings, whether for recruiting or training purposes, should be kept short, simple, and easily duplicated.

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Another kind of Meeting Mine is the office meeting. Even though he was warned by his upline mentor, Richard Kall, to never get involved in the office process, Mark ignored him and yielded to the temptation in his fifth month. By then, he was earning enough money to be able to afford the office. Mark often tells the following story to MLM groups.

“I had become a ‘Big Biness’ man. I actually pronounce it ‘biness’ because it’s such a joke. ‘Big Biness Men’ are important guys. We usually drive a Mercedes, wear $2,000 designer sport coats, flash a Rolex on our wrist, and carry a platinum American Express card. Above all else, we need a fancy office and high overhead expenses to prove our worth. In all seriousness, the very things we attempt to escape by entering network marketing are frequently the things our egos dictate we must have once we’re successful. When I started earning over $15,000 a month I decided, against my mentor’s protests, that I needed to move my network marketing business to an office location. After all, with that kind of income, I felt it was time to begin conducting meetings in an environment where I had my own desk, secretary, fax machine, and conference room. So I found a beautiful space in the nicest office complex in Austin, Texas, and signed a six-month lease. Then I hired a part-time secretary to take all my important calls and, poof, I was a ‘Big Biness Man’!

“Guess what happened? First, my closing ratio declined by almost 50 percent. Not only that, but I had a significant increase in no-shows to my presentations. What telephone calls I did take were people complaining about the attitude problems and general incompetence of my secretary. So I had to spend time teaching her the fundamentals of telephone behavior. By the second month, no one I interviewed signed up, and the few I recruited in the first month were clamoring to hold their meetings in my office and refusing to do their own in-home meetings. By the third month, I had moved my office back home. Here’s what I learned: Office meetings don’t work nearly as effectively in our business as do in-home presentations.

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• Attending unnecessary meetings can become the stumbling blocks that lead to your demise in our industry.
• Large hotel meetings don’t work, unless used periodically as a supplement to regularly scheduled in-home presentations.
• Weekly hotel meetings are ineffective and not easily duplicated because they are expensive, create codependency, can be embarrassing because of no-shows, are not private, do not exemplify freedom, often create the illusion of saturation, and do not encourage personal development.
• Occasional hotel meetings are best used to bring the group together to hear an upline leader, provide awards, offer recognition, and create bonding.
• Most of your time should be invested in face-to-face prospecting, telephone calls, and in-home presentations.
• The “church service,” a regularly scheduled recruiting meeting in which frontline distributors are taught to bring guests to the leader’s home where he or she does presentations for everyone, can lead to disaster, if continued long-term, by creating codependency.
• A “deception meeting” is a dinner party to which friends are invited believing it to be a social gathering, only to find out that they are there for a briefing about network marketing.
• It’s proper to create curiosity about network marketing when inviting people to your home for a business presentation, but it’s never proper to deceive them about your intentions.
• It is not wise to use an office outside the home because:

1. It cannot be duplicated for most people.
2. It created unnecessary overhead.
3. It does not exemplify the freedom that you should enjoy as a network marketer.

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Doing what she called a treasure map for wealth, which, she explained to me, was cutting pictures of material objects out of magazines and pasting them on a canvas. Twice a day, she told me (as I loosened my collar and glanced around hoping no one was listening to this conversation), she sat down by her pictures, chanted the word hu, then envisioned unexpected income falling into her lap. It wasn’t until she told me that, in a channeling session, her archangel Michael informed her, in an ancient Aramaic, that she should attend this meeting that I walked out – never again to attend an MLM meeting.

We’ve heard tales much worse than this one. So listen to us carefully: When distributors in your organization call and ask if you have any leaders in Michigan, or Florida, or Texas, whom they can “plug a new person into” for training and support, tell them NO! This isn’t a business in which you merely “sign ‘em up and plug ‘em in.” Associated should be supported long distance until they are experienced and self-sufficient by utilizing proven training materials. Only after they are solidly established can they go to other leader’s meetings for additional support and company bonding. But it will take some time before they’re established.

Always remember the Yarnells’ 81st law: “Whenever you send a credible person to an out-of-town meeting, he or she will invariably pick a seat next to someone whom God planted on this earth to demonstrate that not all the squirrels are in the trees.” On that fact you may depend. If you choose to send a new associate to another leader’s meeting, do so by checking it out thoroughly and asking for referrals about the quality and content of the training. Don’t just blindly send someone there, taking the path of least resistance. You can’t expect someone with no vested interest in your downline to give your associates the same kind of attention that you would provide them. Each leader’s primary responsibility is to train and support those on whom he is paid in his own line. Even the most extraordinary leaders may not mind including your associates in their meetings, but they are not likely to go the extra mile for them. Most are stretched to the limit just trying to build their own lines and support their own associates – yours will certainly go by the wayside. By simply plugging prospects into an existing meeting, you are offering them mediocre support, at best, during the critical time of getting started in our business.

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If you wish to earn a great deal of money and achieve total control of your time and destiny, you must become a leader and conduct your own meetings while teaching your front line to do the same.

If the exponential growth were to work as it should, besides having a totally unmanageable number of people, leaders would soon find that they had created a destructive codependency. If you wish to earn a great deal of money and achieve total control of your time and destiny, you must become a leader and conduct your own meetings while teaching your front line to do the same.

Rene shares her own personal experience from before being married with this type of gathering in Reno: “As a former nun, I earned the right to conduct weekly church services. It was in my nature to enjoy conducting them, and I believed at that time that I was doing a great service for my downline. I am a teacher at heart and I loved presenting the business opportunity to our new prospects. I was going to be holding them anyway for my own prospects…why not do them for my distributors as well? Many of the more self-sufficient in my group did branch out with their own home meetings, but once a week, on Tuesday evenings, I had thirty to forty people gathered together – both distributors and their prospects. As long as I continued leading them, many good things came from those meetings: New people joined us in the business, but it was the closeness and friendships that we built that I really treasured.

“At the end of 1991, I got married. My life changed dramatically, including considerable travel with my husband to support his, now our, downline across the country. I gave up my weekly meetings and, almost overnight, my Reno group disintegrated. Partly it was due to the fact that our company was experiencing the most severe media scrutiny in the history of network marketing. But mostly it was because I had made most everyone in the group dependent on me. When I closed the ‘church’ doors, it shut down business for many of my associates. It was a hard, but important, lesson for me. If you are holding your own ‘church service’ by choice, at the very least, continue to encourage the independence  of every single person in your group.

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Are you inclined to stay at home, or run a business from home, so that you could raise your own children? You will probably have the same instincts about supporting the “children in your downline.”

Let’s assume that you agree with us that training should be a simple, easily duplicated system that can actually be reduced to a one-page training outline. Let’s also assume that you have a new person who just signed up on your front line in another state. Begin by faxing him or her a copy of your one-page system. Ask your new associate to look it over carefully and offer to answer any questions in the next day or two. At the appointed time, make the call so you can answer any questions. Let him or her know the source and credibility of your system. Because you need to get it out of the way right up front, ask if he or she has any objections to the system. Conclude the discussion by letting the new associate know how avidly you believe in this system and that, if he or she wants your support in business, any deviation from this system is not allowed. Get your new associate to fully commit to your system.

The next step is to have your long-distance associates purchase their introductory kit and product starter  package directly from the company (as opposed to buying their products from us, as we generally do locally). At that time, if the option is open to you, have them purchase a short manual (less than forty pages), put together by a leader whose system you are using, that teaches a simple, “no-brainer” way to do this business. Such a manual should be easily duplicated, able to be reduced to a one-page outline that explains a system that anyone from any walk of like can learn, implement, and teach. After your long-distance associates have started using the products and have read their short manual,  arrange another telephone discussion , this time to target those issues that are the most critical in your system. Sometimes your new distributors will quit after the purchase of their first product package and before they complete their assignments. A certain amount of quick in-and-out attrition is normal in our business. But for those who continue on with you, recommend one or two of your most powerful motivational tools to help them build their business. These are the people with whom you will forge a close personal bond and create a lifetime business partnership. For these serious business builders, we then suggest that they purchase a complete training manual. We have invested years researching and writing The Encyclopedia of Network Marketing to guide serious network marketers to success. (Feel free to use it if your own upline mentors have not already written something similar).

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It does not exemplify the freedom that you should enjoy as a network marketer.

• No one can expect to be successful by conducting recruiting meetings in any public place, such as a bar or restaurant, where there’s no access to a VCR, no whiteboard, and a great many distractions.
• When possible, avoid conducting meetings at your prospect’s home or office because you have no control over the circumstances.
• High-tech recruiting methods – such as using the Internet, e-mail, phone drops, automatic dialers, and fax-on-demand – can be effective when used with other approaches, but using only one technology is a very limiting system that cannot be easily duplicated.
• Successful meetings revolve around the fundamental MLM principle of duplication.
• Any meeting that can not be replicated by the least articulate and successful person in your down-line is ultimately doomed to failure.
• When beginning your business, start by recruiting in your own city.
• When doing a recruiting meeting, the quality of your environment is a fraction as significant as your enthusiasm.
• Convey the impression that network marketing is a truly legitimate business conducted during normal business hours.
• Expect about 50 percent of the people you invite to meetings will not attend, even after promising to do so.
• As the first step in training, we recommend that you set aside two hours each week on Saturday mornings to teach a small group of your newest distributors the basics of how to do our business.
• Following the first-step training, set up a one-on-one personal strategy session with any front line associate who completes your assignments.

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What other professionals can…earn $20,000, $30,000, even $50,000 a month and more in less than half a decade, while enjoying total personal freedom? No one can but those of us in network marketing.

The eight Meeting Mines presented here are the obstacles to avoid in year one. There are certainly others, but these are the most damaging. Numerous would-be successful distributors have unwittingly failed as a direct result of hotel, office, and other public presentations.

Remember, you are a professional in a major global enterprise. There is no greater favor you can do for your new partners than to expose them to a legitimate prospecting package and recruiting meeting for your company. So, above all else, keep control of the situation. Meetings, whether for recruiting or training purposes, should be kept short, simple, and easily duplicated. Do them in a private setting, preferably in your home, and attend larger gatherings only periodically as you and your group feel the need for bonding, acknowledgment, or re-motivation. You dictate the time and place of the meeting. You control everything about the first business presentation, and even more important, you control how your newest associates are trained. If you’ve been through training once, and it was done right, you can teach it too.

Maintain the attitude that you are offering your prospects an appointment with destiny. What other professionals can look a man or a woman in the eye and tell them truthfully that it is possible to earn $20,000, $30,000, even $50,000 a month and more in less than half a decade, while enjoying total personal freedom? No one can but those of us in network marketing. New distributors should avoid all the Meeting Mines like the plague and utilize only those group meetings that offer an occasional means of bonding with other distributors and positive reinforcement to the system your group is using. Be proud of the industry you represent and don’t be afraid to conduct your own meetings.

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Steve of Dallas, Texas, is someone who took the risk of losing his professional credibility. He and his wife, Carolyn, joined this business about the same time as Susan and Richard, but they worked it as a couple, putting everything on the line. In Steve’s own words, “I showed one of my former real estate colleagues the power of network marketing, the huge expanding markets in which we were positioned, the honesty of my company and the potential of the compensation plan, and he wasn’t interested. He asked how I could bring myself to do something so ‘unprofessional.’ I was 1,000 percent convinced that I had hold of the financial opportunity of the century and answered him this way: ‘Bill,’ I said, ‘If I’m wrong, I’ll fail and you can tell everyone that Steve failed in that silly pyramid deal. On the other hand, if I’m right…I’m rich. What story will you tell them then?’” The operative words were “1,000 percent convinced, he was unwilling to share that fact with his associates, and therein lies the difference. Today, Steve and Carolyn enjoy being at the top of their compensation plan with many successful leaders in their organization. It’s now a global organization spanning a dozen countries, but it began as a simple conviction in their hearts that was unchangeable, and succeeded because both were willing to say so.

They made it to the top by their shared willingness to do whatever it took to make their business work. During the early days, even though they were long on commitment, they were short on finances. To make ends meet, Steve actually threw a newspaper route in an exclusive subdivision near their home early each morning to earn extra money. He claimed he was so excited about his business that he couldn’t sleep anyway. As Steve recalls the story, “I laugh when I remember the look on people’s faces when, because sometimes I was a little late, they were waiting in their front yards as I flew by in my gold Mercedes and they suddenly saw a newspaper come flying out through the sunroof. Little did they know that their ‘paperboy’ would, within a few years, build a worldwide business from his home that would earn him in excess of $1 million.

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